关于国际贸易实务小组展示

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1、PresentationofInternationalTradePractice说明：本文的贸易谈判分为三个部分，分别由组员进行饰演角色。请大家尽量能脱稿，多看看。第一部分：Dan　Smith—高汉昌饰演Robert　Liu—任小强饰演Dan　Smith是一位美国的健身用品经销商，此次是Robert　Liu第一回与他交手。就在短短几分钟的交谈中，Robert　Liu既感到这位大汉粗犷的外表，藏有狡兔的心思――他肯定是沙场老将，自己绝不可掉以轻心。双方第一回过招如下：　D:　I'dliketogettheballrolling（开始bytalkingaboutprices.

2、R:　Shoot.（洗耳恭听）I'dbehappytoansweranyquestionsyoumayhave.D:　Yourproductsareverygood.　ButI'malittleworriedaboutthepricesyou'reasking.R:　Youthinkweaboutbeaskingformore?(laughs)D:　(chuckles莞尔)That'snotexactlywhatIhadinmind.Iknowyourresearchcostsarehigh,　butwhatI'dlikeisa25%discountR:　Thatseem

3、stobealittlehigh,Mr.Smith.Idon'tknowhowwecanmakeaprofitwiththosenumbers.D:　Please,Robert,callmeDan.　(pause)Well,ifwepromisefuturebusiness――volumesales（大笔交易）――thatwillslashyourcosts（大量减低成本）formakingtheExec-U-ciser,right? R:　Yes,butit'shardtoseehowyoucanplacesuchlargeorders.　Howcouldyouturn

4、over（销磬so　many?(pause)We'dneedaguaranteeoffuturebusiness,notjustapromise.D:Wesaidwewanted1000piecesoverasix-monthperiod，Whatifweplaceordersfortwelvemonths,　withaguarantee?R:　Ifyoucanguaranteethatonpaper,　Ithinkwecandiscussthisfurther　　Robert回公司呈报Dan的提案后，老板很满意对方的采购计划;但在折扣方面则希望Robert能继续维持强硬

5、的态度，尽量探出对方的底线。就在这七上七八的价格翘翘板上，双方是否能找到彼此地平衡点呢？请看下面分解:　7PresentationofInternationalTradePracticeR:Evenwithvolumesales,ourcoatsfortheExec-U-Ciserwon'tgodownmuch.D:Justwhatareyouproposing?R:Wecouldtakeacut（降低）ontheprice.But25%wouldslashourprofitmargin（毛利率）.Wesuggestacompromise――10%.D:That'sabi

6、gchangefrom25!10isbeyondmynegotiatinglimit.　(pause)Anyotherideas?R:Idon'tthinkIcanchangeitrightnow.Whydon'twetalkagaintomorrow?D:Sure.Imusttalktomyofficeanyway.Ihopewecanfindsomecommon　ground（共同信念）onthis. NEXT　DAYD:Robert,I'vebeeninstructedtorejectthenumbersyouproposed;butwecantrytocomeup

7、withsomethingelse.R:Ihopeso,Dan.Myinstructionsaretonegotiatehardonthisdeal――butI'mtryveryhardtoreachsomemiddleground（互相妥协）.D:Iunderstand.Weproposeastructureddeal（阶段式和约）.Forthefirstsixmonths,wegetadiscountof20%,andthenextsiixmonthsweget15%.R:Dan,Ican'tbringthosenumbe