A:爲出口公司 B:爲國外進口公司
場景一： 價格談判
A和B開門走進辦公室……
A: please take your seat,--- B:Thank you.
A:After anttending our new product launch meeting,you must have a detail idea about our products, please let me know what kinds of flowers you are interested.
(A遞給B 一個產品目錄冊，B迅速地翻閱並作出標記)
B:Yes,your flowers are pretty beautiful and leave me a deep impression.
(A接過B遞迴的冊子，翻閱)
B:And I’d like to get the ball rolling by talking about the prices will you offer for these I’ve marked?
A:---,before we quote price please tell me how many flowers you are going to buy.
B:for No.10 we’d like to phurchase 1500 units,No.20,1000 units and 1000 units for No.30.商務談判案例A:The usual price for No10 is 25 USD,for No20,35,and No30, are all on the trade term of CIF Sydney.
B:I think it’s unacceptable for us,you know the market has shrinked a lot during the economic ressesion period. A:we understand it,but you know these flowers are good for they are newly cultivated after we tried a lot for genetic transplant.I believe you know the cost we spent.
B:yes, I know that,---,it’s because of that ,I hope we can cooperate to open the the price is reasonable, the large volume sales will be easy to reach,and that can remedy your large cost,right?
A: (考慮片刻)Considering it’s the first time we do business and long-term cooperation in future, we can cut 1 USD for the price which we usual don’t do .
B:1 USD? It makes no need to be frank,we want the price to be 20,25 and 40 USD for each kind.
A:No,no,no,I think you are kidding….---,that’s a big cut ,and it will make us have no returns.
B:(表情嚴肅，猶豫片刻)Then how about 22,30 and 45 USD.
A:That’s still leave us a little of margin,but increase 500 hundreds units for each kind,we can make it.
B:That’s hard for us,you know it is a large size,and we can’t keep them for a long time.
A:The season of large demand for flowers is coming,we guarantee the delivery within 1 month, that can be helpful for your quick sale.
B:The delivery should be within 1 month, otherwise I cannot place the order. Now let’s reach some middle ground,you allow a 20% discount,I increase the order quantity by 500 hundreds units at that new price.
A:20% discount? The policy regulates the maxium discount is within 15% in our company. And if you want to get the discount,the units you ordered have to overpass 2000 for each item.
B:2000 units?we can’t take that gh you can’t offer us 15% discount,10% is ok.I hope you can accept it.---
A:---,we can grant 8% at most,that’s the best we can I ensure we have allow the prelivige for you. (A’s cellphone rings)
A:Sorry,---,please allow me to spare a few minutes for answering the phone. B:please help yourself.
(A走出辦公室，B掏出手機打電話)
B:hello,is that ---,this is --- calling from---
C:Hi,---,this is ---,How is the business going?
B:It’s are discussing you seen the brochures I No10,20 and 30,they offer us unit price of 20,25 and 40 USD on trade term of CIF Sydney with quantity of 2000,1500 and 1500 for each kind,and they also allow a 8% discount,but I want to win ’s your idea?
C:I have checked have a good reputation and quanlity products,and the price condition is also competetive,if you can’t go further,accept thatl. B:Ok,I get
A接完電話回來
A:Sorry,I’ve be delayed. It’s an important call from my gerenal mangage. Let’s continue.(拿着冊子看了下)I ensure we have offered you our best price. And I really hope we can begin our business relationship from this transaction.
B:You are a good negotiator,and I accept that.
A:Great,that’s a r a long negotiation,you must be let’s go to have a rest and drink some coffee.
場景二：包裝、支付方式、保險等條款
A:---,we have decided the price, now let’s get down to some detail requirements of the products you order. First, we’d like to know how you would like the flowers are packed.
B: For No.10 ,each bunch of flower should be packed in a clear transparent plastic bag(透明塑料袋) ,each bag to a paper box, 100 boxes to a carton(紙板箱) require the plastic bags should be in 7 different colors, and the quality of each bag should be grade AAA with degree of transparency(透明度) of 100%.
A: Grade AAA is large spend for us, we can’t meet your standard. The most we can do is to use gradeA. If you insist, we have to take 15 cents extra charge for
each bag.
B: If you can guarantee the quality and make sure each bunch of flower to reach customers without defections(缺點), I can agree that.
A: Please don’t worry,---,we can guarantee.
B: For No20 and No30, each pot of flower to a wooden box,each box should be moisture-conditioned.6 articles of No.20 and 6 aritcles of No30 to a wooden case.
A:It will be a waste of wood,if you use box and case at the same can use wood blocks to separate the flowerpots.
B:No,I can’t having no case packing, the flowers are inconvenient to convey and easy to be please do as I say.
A: what’s the requirement for shiping marks?
B:We need cartons and wooden boxes painting our company name for short,loading port and of course,some indication marks,such as fragile,keeping upright should be put on. A:Anything more?
B:I think no more. That’s all.
A:I get it. For package,it’s setttled. Then let’s discuss something about payment. As you know for the first time we deal with business we usually accept letter of credit.
B:Letter of credit is very complex and inconvenient, I hope you can change it to remittance. That will be more flexible.
A:No, we can’t accept that. Though you are right, remittance is flexible, for us,it has more risk. It’s the policy in our company that we have to accept L/C when we are in business for the first time.
B:But I’m afraid that if there’s many times of remedy for L/C,it will waste a
lot of time, and we can’t get the flowers on the best occasion to sell. Then how about D/P?
A:Sorry,---. We have to obey the regulation.
B:But who will take the loss when you delay our time to sell the flowers?
A:Perhaps. Then I have to go against the policy. 70% of the sales money should be paid by L/C, the balance by D/P. We can’t go further.
B:Ok. What bank will be suitable for your negotiation?
A:Bank of China quanzhou branch.
B:Sorry, we have no business with bank of China,we usually choose HSBC for negotiation bank in China.
A:That will be inconvenient for us. To draw the money, we have to go to xiamen.
B:We will allow HSBC to transit its transaction to BOC. Is that ok? A:Alright.
切換場景 A給B端一杯咖啡…..
our spend. We usually commence 110% of invoice value.
B:No, we need that. It’s usual our practice and none of trade companies have ever refused it.
A:Let’s put the markup to 15%, reaching a middle ground, alright? B:At least 20%.
A:Ok, 20%. And talk about document instructions?
B:Full set of documents of ocean bill of lading in 3 orinigals and 5 copies, insurance policy, certificate original, and certificate of inspection, all certificate should mark credit number. A:Get it. Any more?
B:It seems all are included.
A:Let me check. Price, package, payment, insurance, documents. Yes ,all are well negotiated. Please have a look.---
B: (仔細看了下)All have been in the list. A:(起身，伸出手，同---握手)Thank you,---. I hope this is a very excellent begin of our business.
B: You have mentioned your price is based on CIF Sydney, but now we find that Sydney port not suitable for us to take the delivery. We’d like to change it to Melpomene[mel’pɔmini:].
A:I’m afraid that there’s no direct voyage to Melpomene. If so, we have to deliver the flowers in transshipment. B:Transshipment is not allowed,neither is partial shipment. Perhaps you arrange it by charter.
A:No,---,it’s a big cost. We can’t do that. If you can undertake part of the charter fees, we can manage that. B:Is Perth ok?
A:Perth is a good choice. Do you have any other requirement?
B:We also need the insurance to be effected for 130% of the invoice value covering all risks as per ICC.
A:130% and all risks? That will increase