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商务谈判情景模拟小组成员：黄焕珍、林晓诗（情景一）杨青青、阮丹蕊（情景二）陈碧君、梁丹丹（情景三） 场景一：预约会议时间*A:出口公司B:国外进口公司A：黄焕珍B：林晓诗A:Hello,JaneBrown speaking. What can I do for you?B:Hello,Jane,thisis Judy, the Secretary of our president of CBD returning your call. I’m sorry you missed me just now .A:Yes,thank you for returning my call. I’m glad to finally get hold of you. I want to let you know our president will not be able to make our meeting next Tuesday. He would be out of town that day. Is there any possibility we can move the meeting to Monday?B:Uh,Letme check theschedule.Justavailable onMonday.Thatshould befine,shallwe say about two o’clock?A:Perfect! We look forward to seeing you at two o’clock next Monday afternoon. If you need to change thetime,Pleasefeel free to call me on my cell phone.B:Thanks,Jane，We will meet on Monday. 场景二：价格谈判A：杨青青B：阮丹蕊A:pleasetakeyourseat,---B:Thankyou.A:Afteranttendingournewproductlaunchmeeting,youmusthaveadetailideaaboutourproducts,---.Nowpleaseletmeknowwhatkindsofflowersyouareinterested.B:Yes,yourflowersareprettybeautifulandleavemeadeepimpression.B:AndI’dliketogettheballrollingbytalkingabouttheprice.whatpriceswillyouofferfortheseI’vemarked?A:---,beforewequotepricepleasetellmehowmanyflowersyouaregoingtobuy.B:forNo.10we’dliketophurchase1500units,No.20,1000unitsand1000unitsforNo.30.A:TheusualpriceforNo10is25USD,forNo20,35,andNo30,50USD.theyareallonthetradetermofCIFSydney.B:Ithinkit’sunacceptableforus,youknowthemarkethasshrinkedalotduringtheeconomicressesionperiod. 场景二：价格谈判A:weunderstandit,butyouknowtheseflowersaregoodforvalue.Andtheyarenewlycultivatedafterwetriedalotforgenetictransplant.Ibelieveyouknowthecostwespent.B:yes,Iknowthat,---,it’sbecauseofthat,Ihopewecancooperatetoopenthemarket.Ifthepriceisreasonable,thelargevolumesaleswillbeeasytoreach,andthatcanremedyyourlargecost,right?Thenhowabout22,30and45USD.A:That’sstillleaveusalittleofmargin,butincrease500hundredsunitsforeachkind,wecanmakeit.B:That’shardforus,youknowitisalargesize,andwecan’tkeepthemforalongtime. A:Theseasonoflargedemandforflowersiscoming,weguaranteethedeliverywithin1month,thatcanbehelpfulforyourquicksale.B:Thedeliveryshouldbewithin1month,otherwiseIcannotplacetheorder.Nowlet’sreachsomemiddleground,youallowa20%discount,Iincreasetheorderquantityby500hundredsunitsatthatnewprice.Iensurewehaveofferedyouourbestprice.AndIreallyhopewecanbeginourbusinessrelationshipfromthistransaction.Youareagoodnegotiator,andIacceptthat.A:Great,that’sadeal.Afteralongnegotiation,youmustbetired.Nowlet’sgotohavearestanddrinksomecoffee. 场景三：包装、支付方式、保险等条款A：陈碧君B：梁丹丹A:---,wehavedecidedtheprice,nowlet’sgetdowntosomedetailrequirementsoftheproductsyouorder.First,we’dliketoknowhowyouwouldliketheflowersarepacked.B:ForNo.10,eachbunchofflowershouldbepackedinacleartransparentplasticbag,eachbagtoapaperbox,100boxestoacarton.werequiretheplasticbagsshouldbein7differentcolors.A:Itisalargespendforus,weareafraidwecannotmeetyourstandard.Themostwecandoistouse5colors.Ifyouinsist,wehavetotake15centsextrachargeforeachbag. B:Ifyoucanguaranteethequalityandmakesureeachbunchofflowertoreachcustomerswithoutdefections,Icanagreethat.A:Pleasedon’tworry,---,wecanguarantee.Thenlet’sdiscusssomethingaboutpayment.Asyouknowforthefirsttimewedealwithbusinessweusuallyacceptletterofcredit.B:Letterofcreditisverycomplexandinconvenient,Ihopeyoucanchangeittoremittance.Thatwillbemoreflexible.A:No,wecan’tacceptthat.Thoughyouareright,remittanceisflexible,forus,ithasmorerisk.It’sthepolicyinourcompanythatwehavetoacceptL/Cwhenweareinbusinessforthefirsttime. B:ButI’mafraidthatifthere’smanytimesofremedyforL/C,itwillwastealotoftime,andwecan’tgettheflowersonthebestoccasiontosell.ThenhowaboutD/P?A:ThatisokB:Ok.Whatbankwillbesuitableforyournegotiation?A:BankofChinaguangzhoubranch.B:Thatisfine.well,Wealsoneedtheinsurancetobeeffectedfor130%oftheinvoicevaluecoveringallrisksasperICC. A:130%andallrisks?Thatwillincreaseourspend.Weusuallycommence110%ofinvoicevalue.Let’sputthemarkupto15%,reachingamiddleground,alright?B:Atleast20%.A:Getit.Anymore?B:Itseemsallareincluded.A:Letmecheck.Price,package,payment,insurance,documents.Yes,allarewellnegotiated.Pleasehavealook.---B:Allhavebeeninthelist.A:Thankyou,---.Ihopethisisaveryexcellentbeginofourbusiness.
