Unit 5 conversation and business negotiation.ppt

Conversation and business negotiation Michael Zhaogodplanet@163.com Tips of Business negotiation Good cop, bad cop Two bites on one apple Threat Prepared CFR FOB CIF DDU Asia-Pacific Area Inquiry Firm offer Non-firm offer A: 我对贵方经营的新品种颇感兴趣.我可以看一下贵方汽车零部件的C.I.F.价目表吗 B: Certainly. Lately we expanded our scope of business to better serve our Far East Asian customers, Chinese customers in particular. China is such an enormous market that nobody can afford to neglect. My company is willing to establish business relations with all interested Chinese parties. .A:您这样说我很高兴.我们打算长期从贵公司进口一些汽车零部件,当然这得看贵方的价格是否比他人优惠.坦率地讲,贵方单子上的价格毫无竞争力.我希望知道贯方的必威体育精装版报价. B: we have just updated our prices. But or course I dont mean our offer is final. As usual, wed like to quota our new customers the most reasonable price to start our business relationship for the future, even at the cost of a substantial loss on our part. A:但是从我对汽车零部件市场所掌握的信息来看,贵方的报盘没有吸引力.此外我还需要时间来树立对贵方产品质的信心.如果您不愿给我方一些合理折扣,我打算等一下,先到别处看看再说. B: we guarantee the quality of our supplies. An we have free samples for your inspection. As for the discount, we can reduce the listed prices by 5%. This is our floor offer and youll have to excuse me, were not prepared for any counter-offer. A:我很欣赏您的直率.虽然贵方的底价与我方所希望得到的价格仍有距离,我还是愿意签合同.我与您有同感,我现在这样做是着眼于我们将来业务关系的发展. B: Thats wonderful. Lets leave the technical details of the contract to our assistants. Id like to invite you to a drink and celebrate the success of our first business transaction. A:不胜感激.我相信我们这次合作仅仅是个开端,今后合作的机会将会更多. * * discount Bottom price shipment fowarder transfer