国际贸易实务谈判.docVIP

国际贸易实务谈判 篇一：国际贸易谈判案例 我，frank，一个两年多经验的外贸新手，每天发着开发信，忽然有天觉得：是不是联系不上的客户，就应该马上电话联系，总之就是要联系上，问清楚行还是不行(恰恰这点很简单，但很多新人都做不到)。 马上发传真，大体上介绍了下公司及产品问对方的兴趣，客户没回复，后来打电话，告诉他email，客户回的第一封邮件摘要： we checked shipping possibility from your port to our discharging port (damietta egypt) we found the following ;- 1. container loading is very expensive and we can not do . for your info, we can confirm immediately from 2500 up to 3000m3 board as follows;- 3.6mm = 200m3 @ $200 ???? this price is fob + $40 up to $42/m3 freight . 客户给了我他现在用的货代的联系方式， but unfortunately they refused to load the cargo from south china for that经过我联系之后，他们压根没兴趣，因为量太少，根本不值得停靠一次我们的港口，怎么办？只能多找，多撒网，靠我的劳动来弥补这个劣势。 终于找到三家愿意走货的，但是价格太高，比客户在连云港的高20美金每立方米。对于几千立方米的货物，这是个很大的差距。不管如何先报给客户再说，经过几轮讨价还价，最终客户确认了价格： re your offer and phone discussion,- we can confirm the following ; 3.6 no sanding us$260.00 about 200m3 kindly issue sales contract and send it back. 貌似该庆祝了吧？呵呵，definitely no。 因为还要跟船公司确认运价和运输方式，包装方式也要考虑。因为包装意味着成本。 再向客户要量，作为价码跟船公司谈，但是客户说有些规格由于我们做不了所以量最多只能这样了。 3000m3 one shipment is no problem if you can follow our market standardthickness which i explained before 11/14/17/21/24mm . 17mm we can get about 800m3 . 11mm about 500m3 . so we can easily manage 3000m3 . but if you dont do and we had to follow your thickness it will be accordingto our yesterday e-mail . hopefully you reconsider and revert with positive news to can start new longbusiness relationship 我的回复，如下： 2)11mm/17mm/ , the thickness above is difficult for us to produce.and the price is higher as we have quoted to you .if you can accept the price quoted ,,so we can produce for you. 3)anyway.i will check the cost again to see if it is possible for 11/14 to reduce some rate for you. 4)please re-advice the quantity can be ok for 9mm(ifpossible),12mm,14mm,15mm,16mm,18mm,25mm. 客户对量进行了重新规划： re your below msg, you have two alternatives, a) 3.6 no sanding us$260 about 200m3 ???? if we add 250m3 9mm @ $240/m3 the total quantity will be = 2250m3