商務英語談判實戰(zhàn)對話
商務英語談判實戰(zhàn)對話
語言是人類溝通的橋梁，英語則是國際商務談判中雙方溝通的橋梁，只有掌握好英語，并且擁有足夠的談判技巧，才能在國際商務談判中獲得足夠優(yōu)勢，最后取得談判的成功。下面學習啦小編整理了商務英語談判實戰(zhàn)對話，供你閱讀參考。
商務英語談判實戰(zhàn)對話：情景對話
Botany Bay是家生產高科技醫(yī)療用品的公司。其產品“病例磁盤”可儲存?zhèn)€人病例;資料取用方便，真是達到“一盤在手，妙用無窮”的目的。此產品可廣泛使用于醫(yī)院、養(yǎng)老院、學校等。因此Pacer有意爭取該產品軟硬件設備的代理權。以下就是Robert與Botany Bay的代表，Mark Davis，首度會面的情形：
M: Mr. Liu, total sales onthe Medic-Disk were U.S.$ 100,000 last year, through our agent in Hong Kong.
R: Our research shows most of your sales, are made in the Taipei area. Your agent has only been able to target the Taipei market(把……作為目標市場).
M: True, but we are happy with the sales. It's a new product. How could you do better?
R: We're already well-established in the medical products business. The Medic-Disk would be a good addition to our product range.
M: Can you tell me what your sales have been like in past years?
R: In the past three years, our unit sales have gone up by 350 percent; profits have gone up almost 400 percent.
M: What kind of distribution capabilities(分銷能力)do you have?
R: We have salespeople in four major areas around the island, selling directly to customers.
M: What about your sales?
R: In terms of unit sales, 55 percent are still from the Taipei area. The rest comes from the Kaohsiung, Taichung, and Tainan areas. That's a great deal of untapped market potential(未開發(fā)的市場潛力), Mr. Davis.
商務英語談判實戰(zhàn)對話：二人對話
2001年12月4日 上午11時50分24秒 Robert說明Pacer在行銷與技術上的基礎后，終于取信了Mark, 也為此談判邁開成功的第一步。在談判傭金魚合約期限這類議題之前，Robert想先確定一些條件，包括獨家代理權與Botany Bay所能提供的協(xié)助。你知道Robert運用了哪些技巧，才不會讓Mark以此作條件來威脅Pacer讓步?我們看看Robert怎么說：
M: Mr. Liu, what kinds of sales do you think you could get?
R: Well, to begin with, we'd have to insist on sole agency in Taiwan. We believe we could spike(激增) sales by 30% to 40% in the first year. But certain conditions would have to be met.
M: What kinds of conditions?
R: We'd need your full technical and marketing support.
M: Could you explain what you mean by that?
R: We'd like you to give training to our technical staff; we'd also like you to pay a fee for after-sales service.
M: It's no problem with the training. As for service support, we usually pay a yearly fee, pegged to(根據)total sales.
R: Sounds OK, if we can come to terms(達成協(xié)定) on how much is fair. As for marketing support, we would like you to assume 50% of all costs.
M: We'd prefer 40%. Many customers learn about our products through international magazines, trade shows, and so on. We pick up the tab(付款)for that, but you get the sales in Taiwan.
R: We'll think about it, and talk more tomorrow.
M: Fine. We'd like you to tell us about your marketing plans.
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