《商务谈判对话编写.pptVIP

商务谈判对话编写实训要领 步骤一：建立业务关系 要领： 　　 1. 相互介绍，介绍公司及产品 2. 推销产品 3. 表达贸易意向　　　　 实训要领 步骤二：交易磋商 要领： 就价格进行磋商。 就支付方式进行磋商。 就包装及运输方式进行磋商。　　 实训要领 步骤三：索赔 要领 ： 1.陈述索赔原因。 2.索赔要求。 3.理赔，解决问题。 实训目标 能够就给定情境编写不少于八个轮回的对话。 项目考核 Your Price Is on the High Side The assimilated situation: the dialogue enters offer and counter-offer period between Mr.Li and Mr.Greene, namely the price haggling period. Greene: Well, Mr. Li, we found that your prices are much too high, at least 10% higher than those of Japanese, so far as the similar products are concerned. It would be difficult for us buy the goods at such prices. Li: Mr. Greene, the prices we offer are quite reasonable and competitive as compared with other brands in the international market. You know our computers are of high quality and famous throughout China. Our design and technology are completely up-to-date and feature-rich. You’ll be assured of efficient service and free repair in the first year. Greene: I know your quality is good. That is why we want to import your products. But your prices are higher. You know we also import similar products from other countries. The quality is almost the same as yours, and the prices are usually 10% lower. So I don’t think the consumers would accept your prices, not that reasonable. Li: Well, then, would you make a counter offer or give me an idea of appropriate prices for the commodities? Greene: I hope that you can reduce your price at least by 10% because it is difficult for us to persuade our consumers to buy the goods. Besides there is a keen competition from suppliers in South Korea and Japan, which can not be ignored. Your Price Is on the High Side Li: I’m afraid it’s hard for us to accept your counter-offer. I’m sure that you know the market demand and prices very well. The ZY Series is our best selling lines this year. At present the demand of the ZY Series still exceeds the supply, even if we know that other countries may sell their same products at low prices. We just can’t make such a b