求国际商务谈判语料

求国际商务谈判语料

比如像这样的商业谈判

Dan Smith是一位美国的健身用品经销商,此次是Robert第一回与他交手.就在短短几分钟的交谈中,Robert即感到这位大汉粗犷的外表下,藏有狡黠如脱兔的心思－－他肯定是名沙场老将,自己绝不可掉以轻心.双方第一回过招如下：
Dan: I'd like to get the ball rolling by talking about prices.
Robert: Shoot. I'd be happy to answer any questions you may have.
Dan: Your products are very good. But I'm a little worried about the prices you're asking.
Robert: You think we should be asking for more?
Dan: That's not exactly what I had in mind. I know your research costs are high, but what I'd like is a 25% discount.
Robert: That seems to be a little high, Mr. Smith. I don't know how we can make a profit with those numbers.
Dan: Please, Robert, call me Dan. Well, if we promise future business -- volume sales that will slash your costs for making the Exec-U-Ciser, right?
Robert: Yes, but it's hard to see how you can place such large orders. How could you turn over so many? We'd need a guarantee of future business, not just a promise.
Dan: We said we wanted 1000 pieces over a six month period. What if we place orders for twelve months, with a guarantee?
Robert: If you can guarantee that on paper, I think we can discuss this further.
D: 我想就从价钱方面开始谈吧!
R: 洗耳恭听!我很乐意答复任何问题.
D: 贵公司的产品很出色；但你们开的价码,让我觉得有点困难.
R: 你是觉得我们应该把价钱开高一点啰?
D: 我不是这个意思.我知道你们投入很高的开发费用,但是,我想要七五折
R: Smith先生,这个折扣似乎多了点.这样的价格,我们公司怎么能有利润可赚!
D: Robert,请叫我Dan好了.这样吧!若我们答应以后继续合作,而且是大笔的生意,就可以使你们大幅降低‘健你乐’的制造成本,对不?
R: 嗯!不过,我看不出您怎能下这么大笔的订单?!贵公司如何销售这么多的货呢?我们要的可是保证,而不是随口答应就算数的哦!
D: 我们本来说半年内订货1000件.如果现在我们保证一年内都会跟你们订货,你意下如何?
R: 如果你们能以书面保证,我想我们可以再谈.
Robert: Even with volume sales, our costs for the Exec-U-Ciser won't go down much.
Dan: Just what are you proposing?
Robert: We could take a cut on the price. But 25% would slash our profit margin. We suggest a compromise - 10%.
Dan: That's a big change from 25! 10 is beyond my negotiating limit. Any other ideas?
Robert: I don't think I can change it right now. Why don't we talk again tomorrow?
Dan: Sure. I must talk to my office anyway. I hope we can find some common ground on this. (next day) Robert, I've been instructed to reject the numbers you proposed; but we can try to come up with something else.
Robert: I hope so, Dan. My instructions are to negotiate hard on this deal - but I'm trying very hard to reach some middle ground.
Dan: I understand. We propose a structured deal. For the first six months, we get a discount of 20%, and the next six months we get 15%.
Robert: Dan, I can't bring those numbers back to my office - they'll turn it down flat.
Dan: Then you'll have to think of something better, Robert.

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R: 即使是大量销售,我们的‘健你乐’生产成本仍然无法降低太多.
D: 那你的建议是…?
R: 敝公司可以降价.但是七五折会过度削低我们的毛利.我们建议双方各让一步－九折.
D: 那跟七五折差太多了!九折实在超出我的谈判限度.有其它方案吗?
R: 我现在没办法决定.这样吧,我们何不明天再谈?
D: 可以.反正我也得和公司方面讨论一下.希望我们能够达成共同协议.
R: (次日)Robert,奉上头指示,我得否决你所提的折扣,但我们还是可以找出其它可行的办法.
D: 希望如此,Dan.上面指示我要强硬地谈这笔生意－－但我一直想达成折衷的方案.
R: 我了解.那么我们提议阶段式的协议.前半年先给我们八折,后半年,则打八五折.
D: 我没办法向公司报告这样的数字－－他们一定会打回票的.
R: 那你就得想出更好的法子啰!
Robert: How about 15% for the first six months, and for the second six months at 12%, with a guarantee of 3000 units?
Dan: hat's a lot to sell, with very low profit margins.
Robert: It's about the best we can do, Dan. We need to hammer something out today. If I go back empty-handed, I might be coming back to you soon to ask for a job.
Dan: OK, 17% the first six months, 14% for the second?!
Robert: Good. Let's iron out the remaining details. When do you want to take delivery?
Dan: We'd like you to execute the first order by the 31st.
Robert: Let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st.
Dan: Right. We couldn't handle much larger shipments.
Robert: Fine. But I'd prefer the first shipment to be 1000 units, the next 2000. The 31st is quite soon - I can't guarantee 1500.
Dan: I can agree to that. Well, if there's nothing else, I think we've settled everything.
Robert: Dan, this deal promises big returns for both sides. Let's hope it's the beginning of a long and prosperous relationship.

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R: 前六个月八五折,后六个月改为八八折,保证订货3000件,你意下如何?
D: 这样我们要卖的货太多,而毛利又太低了.
R: Dan,我们没办法再让步了.今天说什么我们也要把事情搞定.如果我空手回去,大概很快就会来找你要份工作啰.
D: 好吧!前六个月八三折,后六个月八六折?!
R: 行!那么我们来解决剩下的细节问题.您想要什么时候取货?
D: 我们希望贵公司能在31号前履行第一笔订单.
R: 我把约定再说一遍,第一批货1500件,要在27日内,也就是31号前运到.
D: 对.再多的货我们也没办法一次处理.
R: 好.不过我希望第一批货运1000件,下一批2000件.31号就快到了,我不能保证能做1500件.
D: 这我可以同意.那么,如果没有其它问题,我想事情都解决了.
R: Dan,这笔生意保证能让双方都赚大钱.希望这一次是我们长远合作的开始.
今天Robert的办公室出现了一个生面孔－－kevin Hughes,此人代表美国一家运动产品公司,专程前来寻找代工.
Robert: We found your proposal quite interesting, Mr. Hughes. We would like to weigh the pros and cons with you.
Kevin: Mr. Liu, we've looked all over Asia for a manufacturer; your company is one of the most suitable.
Robert: If we can settle a number of basic questions, I'm confident in saying that we are the most suitable for your needs.
Kevin: I hope so. And what might be the basic questions you may have?
Robert: First, do you intend to take a position in our company?
Kevin: No, we don't, Mr. Liu. This is just OEM.
Robert: I see. Then, the most important thing is the size of your orders. We'll have to invest a great deal of money in the new production process.
Kevin: If you can guarantee continuing quality, we can sign a commitment for 75,000 pieces a year, for five years.
Robert: At U.S. $1000 a piece, we'll make an average return of just 4%. That's too great a financial burden for us.
Kevin: I'll check the numbers later, but what do you propose?
Robert: Here's how you can demonstrate commitment to this deal. Make it ten years, increase the unit price, and provide technology transfer.

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R: Hughes先生,本公司对贵公司的提案很有兴趣.我们想与您仔细衡量这案子.
K: 刘先生,我们在亚洲各地寻找制造商,而贵公司是最合适者之一.
R: 如果我们能解决几个基本问题,我敢说我们的条件是最适合贵公司的.
K: 希望如此.你们想了解哪些基本问题呢?
R: 首先,贵公司是否有意投资本公司?
K: 不,刘先生.这个案子纯粹只是代工.
R: 我懂了.那么,最重要的问题就是贵公司的订单量.因为我们得为新的生产活动投下大笔的资金.
K: 只要贵公司能保证稳定的品质,我们就可以签订为期五年,每年75,000件的合约.
R: 若每件1000美元的话,我们的平均收益也不过是百分之四.这对我们的财力负担太大了.
K: 我会去查一下你说的数字,那你有何提议?
R: 我想贵公司可以这样表示合作此案的诚意：合约为期十年,提高单价,并且提供技术转移.
Robert在上单元的最后提出签约的十年的要求,Kevin会不会答应呢?如果答案是否决的话,Robert又有何打算?他一心为公司的利益打算,极力争取技术转移的协议,而对方会甘心出让此项比金钱更珍贵的资产吗?请看以下分
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Kevin: We can't sign any contract for ten years. But if your production quality is good after the first year, we could extend the contract and increase our yearly purchases.
Robert: That sounds reasonable. But could you shed some light on the size of your orders?
Kevin: If we are happy with your production quality, we might increase our purchases to 100,000 a year, for the first two years.
Robert: Excuse me, Mr. Hughes, but it seems to me we're giving up too much in this case. We'd be giving up the five year guarantee for increased yearly sales.
Kevin: Mr. Liu, you've got to give up something to get something.
Robert: You're asking us to take such a large gamble for just two year's sales, I'm sorry, but you're not in our ballpark.
Kevin: What would it take to keep Pacer interested?
Robert: A three year guarantee, not two. And a quality inspection tour after one year is fine, but we'd like some of our personnel on the team.
Kevin: Acceptable. Anything else?
Robert: We'd be making a huge capital outlay for the production process, so we'd like to set up a technology transfer agreement, to help us get off the ground.

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中文翻译
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K: 我们无法签10年的合约.但如果第一年后,贵公司产品的品质确实优良,我们可以再延长合约期限,并逐年增加购买量.
R: 听起来蛮合理.不过您能否透露贵公司的订单量?
K: 如果我们满意贵公司的品质,就很有可能把采购量提高为每年十万件,而且为期两年.
R: 对不起,Hughes先生.这样子我觉得我们似乎让步太大了.就只为了逐年增加的定货量,我们得放弃原来连续五年采购的保证?!
K: 刘先生,有所得必有所失呀!
R: 如果贵公司要我们为了二年的生意,冒这么大的险,很抱歉,我们无法接受.
K: 那要如何才能让你们对这笔生意还有兴趣呢?
R: 要三年保证,不是两年.另外,一年后你们可以派品质检验团来,不过希望成员要包含本公司的人.
K: 可以,还有其它条件?
R: 我们会因设立新的生产线而投下大笔资金,所以希望能与贵公司签订技术转移合约,好帮助我们起步上轨道.
行至此处,谈判都还算是在和谐的气氛下进行,双方各自寻求得利的方案.但针对技术转移这一项,Robert所提的保证与要求能否消除Kevin心中的顾虑,而令此谈判终露曙光呢?以下对话即为您揭晓：
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Kevin: If we transferred our technical and research expertise, what would stop you from making the same product?
Robert: We'd be willing to sign a commitment. We'll put it in writing that we won't copycat the SportsCast within five years after ending our contract.
Kevin: Sounds OK, if it's for any "similar" product. But we'd have to insist on a ten-year limit.
Robert: Fine. We have no intention of becoming your competitor.
Kevin: Great. Then let's settle the details of the transfer agreement.
Robert: We'll need you to send over some key personnel to help us purchase the equipment and train our technical people. How long do you anticipate that will take?
Kevin: A week to put the team together, three weeks to train your people. If so, when do you estimate starting production?
Robert: Our first production run should be one week after our team finishes its training. But I'd like your team to stay a full week after that, to handle any hitches that pop up.
Kevin: Can do. Everything seems to be set, Robert. I'll bring in a sample contract tomorrow. If you like, we can sign it then.

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K: 如果我们转移技术与研发给你们,如何能防止贵公司不生产相同的产品?
R: 我们愿意签约保证,与贵公司的代工合约期满后,五年之内决不仿冒贵公司的运动型‘磁质石膏护垫’.
K: 若是说不生产‘类似’产品,那就比较好办.不过,我们得坚持要十年的期限.
R: 没问题.我们并不想成为贵公司的竞争对手.
K: 好!那我们来确定有关技术转移的细节问题.
R: 我们需要贵公司派些主要人员帮我们选购设备并训练技术人员.你预计这要花多少时间?
K: 成立小组需要一星期,另外三星期的时间训练贵公司的人员.如果是这样,你预计什么时候能开始生产?
R: 首轮生产行动应该会在小组训练结束后的一星期内开始.我希望贵公司的小组能再多停留一个星期,以便处理任何突发状况.
K: 行.似乎所有问题都解决了,Robert.那我明天带一份合约草案来.如果你愿意,我们就可以当场签约.