国际商务谈判-实训会话（修订版）..doc

Instructor:Junhua Wang E-mail: wjh@ Mobile Phone:QQ: 723203261 B/beifanglang1018 Negotiating in International Business We’re the Best ! Oujiang College, Wenzhou University Nothing in the World Can Take the Place of Persistence！ Unit 1 Preparing the ground Version 1 Ding: How about some coffee, John? John: No thanks. Ding: I’ve never met Susan before but Matt and I go way back. We’ve negotiated several Sino-American contracts over the past several years. He’s a tough customer. John: That’s fine, but we need to get our bearings straight on how this is going to go. They’re going to want the best price and full control of software development rights. We can’t let them dictate all the terms. Ding: I remember one time we had a 14 hour knock down session in Philadelphia. He can be quite belligerent. John: It’s all about software development. If we can’t control the software, the game is over. Ding: You worry too much. Let’s just see how it goes. Matt, how are you? Matt: Ding Na! Good to see you again. We haven’t seen each other since that battle in Chicago. Ding: Actually, it was Philadelphia. Matt: Was it? Whatever. We all know each other, right? Susan: You must be John Davis. I’m Susan Billings. Welcome to Synergy. John: So you’re Susan. I’ve probably overloaded your computer with all those emails I’ve been sending. This is Ding Na, our Export Sales Executive. Ding: Sorry, I thought you two knew each other already. Matt: We’re one big family now. Why don’t we get the ball rolling? Susan: How about a coffee before we start? John: I could go for one. Susan: How about a donut? John: That’d be great. Version 2 Ding: There you go. John: Thanks. Ding: So, well make the proposal and wait for their counter. John: Yes, we know that the software development and the price are the main issues, but I think it’s better if they set the agenda. Ding: You’re sure you want me to do the presentation? John: This is your area of expertise. I’m just here for