商务英语谈判对——五人组.docVIP

商务英语谈判对话——五人组 演员表： Diana (D1) 林xx Donna(D2)李xx 美国经销商代表 Tom Brown 美国公司经理 朱xx Nancy Wang 公司的采购部业务员 杨xx Simon Zhou 公司经理 徐xx N: Hello, Mrs.Diana , I think we can start by talking about the price. D1: 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. D1: 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. D1: 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 cut your costs, right? D1: 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? D1: If you can guarantee that on paper, 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. D1: that’s ok.I think it’s better let Donna to talk with him. N : All right. S: Hi, Mrs. Donna, Welcome to China! I am Simon Zhou, sales manager. It is a pleasure to see you here .How do you do? D2: How do you do, Mr. Simon! S: I am afraid that our costs for the product wont go down much, even with future business. D2: 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%. D2: Thats a big change from 25%! 10% are beyond my negotiating limit. S: I dont think I can change it right now. D2: Mr. Tom, it is really beyond my limit, I think we can try to come up with something else. S: We hope so, Mrs. Smith. Ill try very hard to reach some middle ground D2: I understand. We propose a deal. For the first six months, we get a discount of 20%, and the next six months we get 15% S: Mrs. Sm