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1、商务英语谈判对话四人组演员表： Dora Smith 美国经销商代表 Tom Brown 美国公司经理Nancy Wang 公司的采购部业务员Simon Zhou 公司经理N: Hello, Mr. Smith, I think we can start by talking about the price.D: Sure. Id be happy to answer any questions you may have. N: Your products are very good. But Im a little worried about the prices youre asking.
2、D: You think we are asking for more? N: Thats not exactly what I had in mind. I know your research costs are high, but what Id like is a 25% discount. D: That seems to be a little high, Mr. Nancy. I dont know how we can make a profit with those numbers.N: Well, if we promise future business, it will
3、 cut your costs, right?D: Yes, but its hard to see how you can place such large orders. We need a guarantee of future business, not just a promise.N: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee? D: If you can guarantee that on pa
4、per, I think we can discuss this further.N: Never mind! By the way, our manager hope to see you, would you like to wait for a moment? I will take him to see you.D: thats ok,.S: Hi, Mrs. Smith, Welcome to China! I am Simon Zhou, sales manager. It is a pleasure to see you here .How do you do?D: How do
5、 you do, Mr. Simon!S: I am afraid that our costs for the product wont go down much, even with future business. D: Just what are you proposing? S: We could take a cut on the price. But 25% would cut our profit margin. We suggest a compromise -10%.D: Thats a big change from 25%! 10% are beyond my nego
6、tiating limit. S: I dont think I can change it right now. D: Mr. Tom, it is really beyond my limit, I think we can try to come up with some thing else.S: We hope so, Mrs. Smith. Ill try very hard to reach some middle groundD: I understand. We propose a deal. For the first six months, we get a discou
7、nt of 20%, and the next six months we get 15%S: Mrs. Smith，I cant bring those numbers back to my office.D: Then youll have to think of something better, Mr. BrownT: How do you do, Mr. Simon!S: How do you do, Mr. Brown! How about 15% the first six months, and the second six months at 12%, with a guar
8、antee of 3000 units? T: Thats a lot to sell, with very low profit margins. S: Its about the best we can do, Tom Brown. We need to get something out today. If we go back with nothing, we may be coming back to you soon to ask for a job.T: OK .17% the first six months, 14% for the second?S: Done. Its really very kind of you, I m glad to cooperate with you .