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1、外贸各种类业务接待谈判合同细节的谈判会话模板集合共六种15条

外贸各种类业务接待谈判合同细节的谈判会话模板集合共六种15条

一.和客户洽谈有关出口合同细节的对话模板：

A: Welcome to our company,Mr. Percy, Sit down, please.

佩西先生，欢迎你来我们公司。请坐。

B: Thank you

谢谢。

A:Our sales representative in London told us that you are interested in some of our proudcts displayed at the International Exhibition there in September, now, may we have a futher discussion on your specific requirement?

我公司在伦敦的销售代表告诉我们，你对我们9月份在当地国际展会上展出的一些产品感兴趣。我们现在来进一步讨论贵公司具体需求商品的有关事项。

B:Sure, Here's a list of your products we'd like to place an order and order an import for the coming year, You may see the quantity for each item.

当然，这是一个我们来年打算从贵方订货进口的货单。你也可以在上面看到每个品种的订量。

A: Well, let me see ... All of the items listed here are available. I hope we can come to an agreement and sign the contract every soon in order to enable a timely delivery.

好吧，我看看 ... 货单上全部产品都可以供应，我希望我们能很快达成协议，并签订合同，以保证及时交货。

B: So do we, I wonder if I could have some of your sales literature and a price list for all of your export articles.

我们也很希望如此。你能否给我们一些你们的销售资料和价格表？

A:No problem. Here are our catalogue and price list. The catalogue covers all the commodities we export, and you may find indicative prices for all our export articles on the price list.

没问题，这是我们的商品目录和价格表，商品目录包括我们所有出口商品，你也可以在价格表中看到我们所有出口商品的指导价格。

B:Thank you, I'll take it back and call you for our decision later.

谢谢你，我把它带回去，之后再电话告诉我们的决定。

二.外贸谈判常用的5个关于出口包装常用表达句子：

1.The end-users show great anxiety about how the goods will be packed.

最终用户对如何包装货物非常担心.

2.the end-users are anxious about what kind of packing you will adopt for their future orders.

最终用户对你们对他们以后的订单采用什么样的包装很关心。

3.The end-users are anxious about that all their future orders should be packed in strong,seaworthy wooden cases.

最终用户对他们以后所有的订单都应该包装在坚固，适航的木箱中非常关心。

4.The end-users find your shipment entirely to their satisfaction, except that some of the wooden cases were damanged during the transit.

最终用户发现你发运的货物，除了一些木箱在运输过程中损坏外，完全令他们满意。

5.the packing mentioned in your order was of the old mode we adopted several years ago.

你们订单上所述的包装是我们数年前采用的老式包装。

三.如何接待到访客户并顺利切入业务谈判正题:

A: Good morning. Mr. Johnson, I'm Liu Peng, manager of the corporation.

早上好，约翰逊先生，我叫刘鹏，是公司的经理。

B: Glad to meet you. Mr. Liu.

见到你很高兴，刘先生。

A:Welcome to our corpoaration.

欢迎你来外贸公司.

B:Thanks for your invitation.

谢谢你的邀请。

A:We've been doing good business with each other, I hope our cooperation will be further promoted by your visit.

我们之间的生意一直都做得很好，我希望你的来访能进一步促进我们的合作。

B:I do hope so. Your development of electrical products has been remarkable.And I'd like to order some electrical appliances from your corporation this time.

我也希望如此，贵公司对电气产品的开发已经取得显著的进步。这次我想从贵公司订购一些家用电器。

A: Our corporation is a big business in electrical appliances, You may choose whatever you like best.

我公司是生产家用电器的大型企业，你尽可选购你喜欢的产品。

B: Would you tell me some more details?

你能多给我介绍一些详细情况吗？

A:With pleasure. Why not go to the showroom? I'll show you around, We have all kinds of products displayed there.

很乐意，我们到展厅去好吗？我带你去参观参观。我们把所有产品都展示在那儿。

B: Great! Let's go!

太好了，我们去看看。

四.5个有关外商投资建立合作企业的外贸谈判常用的表达语句：

1.There is no fixed rule concerning the term of a joint venture contract; it shall be determined by the mutal agreement of the parties to the venture according to the venture's particular line of business and conditions.

关于合资合同条款没有固定的规则; 应根据该企业的特定业务范围和条件，由该企业的各方协议决定。

2.China takes a positive stand with regard to introducing foreign investment as a basic long-terms national strategy.

中国采取积极立场，把引进外商投资作为长期的基本国策。

3.The legitimate rights and benefits of both Chinese and foreign participants will be protected according to Chinese Laws.

中外参与者的合法权益将根据中国法律予以保护。

4.The parties to the venture may contribute cash, capital goods and industrial property rights, etc, as their investments.

企业的各方可以提供现金，物质资本和工业产权等作为其投资。

5.The investment on our side may include the right to the use of a site provided for the venture during the period of its operation.

我们的投资可能包括为在合资企业运营期间为其提供经营场所的方式作为投资。

五.和客户洽谈有关出口机械设备产品业务的对话模板:

A: Glad to see you at your company.

很高兴在贵公司见到你。

B: So am I.

我也很高兴

A: We are in the market for machines, What can you offer in this line?

我们想购买机械设备，贵公司在这方面能提供什么？

B: What types do you have in mind exactly?

你打算要购买哪种类设备？

A: Well, mainly lathes, We are also interested in shapers, grinders, and milling machines.

嗯，主要是车床，我们也想购买牛头刨床，磨床和铣床。

B: Let me show you some illustrations of the machines we make, Here's our latst catalogue.

我来给你介绍一下本公司产品的机械说明书。这是我们最新的样本。

六. 关于中外合资合作企业的合同和产品出口业务的谈判：

1.Subject to mutal agreement and approval, the term of the contract may be extended on expiration.

合同期限可以在期满后，经双方同意批准延长。

2.The industrial property rights of the foreign participant include the patent right of machinery, technical knowledge, design and trade marks, etc.

外国参与者的工业产权包括：机械，技术知识，设计和商标等专利权。

3.With a view to promoting sales of the products of the joint venture, we think it necessary to establish a sales agency at Hong Kong.

为了促进合资企业的产品销售，我们认为有必要在香港设立销售代理。

4.A portion of the products of the joint venture may be sold on domestic market while at least 70% must be exported to obtain foreign exhange in order to meet the joint venture's requirement for reproduction and other in foreign currency.

合资企业的一部分产品可在国内市场上出售，而至少70％必须出口以获得外汇，以满足合资企业再生产要求和其他外币支出。

2、商务谈判对话

商务谈判对话范文

Jason: Nice to meet you, my name is Jason Brown, the human resource manager of Pangda Company, this is our general manager Jason.

Jerry: Nice to meet you, Mr. Brown, I am Jerry White the deputy of Qihang training company and this is my assistant Neil.

Jason: Glad to see you Neil. Now that we are all here, let's begin the talk, shall we?

Jerry: That is OK, Mr. Brown. Since we have receive your request, we have made a proposal on the training project, can we show it to you right now?

Jason: Yes, please.

Neil: Well, we have prepared a variety of training projects and we plan complete it in 100 days. The cost of this project will depend on the types of training, the manage training will cost 600 ponds per day and the sale training will cost 500 ponds per day. If you don't have any questions, we would like start this agreement at any time you like.

Jason: We truly consider your company will do a good work and have no question on the training project, But I'm a little worried about the prices you're asking.

Jerry: You think we about be asking for more?

Jason: That's not exactly what I had in mind. We think the price is a little high, as a matter of fact, our company will send dozens of people in this training. We want you can reduce the price with number up.

Jerry: I am sorry, we can not agree it. As the training prepared, we will begin the class no matter how many people attend it. It really makes no difference.

Jason: Yes, we know this problem; however, with so many people trained dozens of days, it is really a volume sale. We need a discount is reasonable.

Jerry: OK, we can understand you, in that case, we'd like give you a 5 percent discount if you can attend 80 days' training; if more than 100 days, we can give you another 5 percent discount.

Jason: Thank you for your understanding, but as a large company, many things may happen in some days, it is really difficult for us to ensure 80 days no more than 100 days. We will appreciate it very much if you can reduce 100 ponds per day.

Neil: Please, Mr. Brown, the training we going to provide is especially prepared, we can not afford it if you can't ensure days. We'd rather give you 14 present if you can ensure 100 days.

Jason: Don't be worried, sir. I don't mean we will not attend 100 days, I just list a situation may happen in the future. Meanwhile, we are looking for a long term partner, there are many opportunities we can cooperate.

Jerry: Sorry, Mr. Brown, I am afraid I can not give you a definite reply right now, show we have a break?

Jason: Of course, take your time.

Jerry: How do you think their view?

Neil: Maybe what they are saying is fact, but, as for us, we can't accept. The very big problem is they can not ensure days, for this condition, we can't agree 100 ponds reducing per day.

Jerry: That's right, therefore, what we are going to do next is protect our profit as much as possible.

Neil: Yes, 100 ponds is unacceptable, 60 ponds per day may be OK. 540 ponds and 440 ponds, it is should be our bottom line of this agreement, if they don't accept it or give some useful suggestion, we may end up the day.

Jerry: I think that will be perfect, after all, we should ensure ourselves firstly.

Neil: Mr. Brown, I think we can continue our talk.

Jerry: I have to say, Mr. Brown, you really give me a difficult problem, reducing 100 per day is too much for us, we may face some financial risks. Since you can not ensure days, we can only provide you 60 ponds reducing per day, if you can not accept it we may say sorry to you.

Jason :Come on, Mr. White, I know what you are worried about, it is a fact that we can't ensure days but we can give you the money before the training completed, if you accept 100 ponds reducing per day we will pay all the money in 15 days, how do you think it?

Neil: Sounds like a good idea, but we'd like fix it about 80 ponds reducing per day, that will be more early accepted by both side.

Jason: It is still a little high. But just like we have said in the front, we are looking for a long term partner; I hope that we can continue our cooperation. As for that, I think we can reach an agreement.

Jerry: Thanks! I believe that we will have an exciting cooperation in the future.

商务谈判对话范文：情景实战对话

Dan Smith是一位美国的健身用品经销商，此次是Robert Liu第一回与他交手。就在短短几分钟的交谈中，Robert Liu既感到这位大汉粗犷的.外表，藏有狡兔的心思——他肯定是沙场老将，自己绝不可掉以轻心。

双方第一回过招如下：

D: I'd like to get the ball rolling (开始) by talking about prices.

R: Shoot. (洗耳恭听) I'd be happy to answer any questions you may have.

D: Your products are very good. But I'm a little worried about the prices you're asking.

R: You think we about be asking for more? (laughs)

D: (chuckles莞尔) 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.

R: That seems to be a little high, Mr. Smith. I don't know how we can make a profit with those numbers.

D: Please, Robert, call me Dan. (pause) Well, if we promise future business - volume sales (大笔交易) - that will slash your costs (大量减低成本) for making the Exec-U-ciser, right?

R: Yes, but it's hard to see how you can place such large orders. How could you turn over (销磬) so many? (pause) We'd need a guarantee of future business, not just a promise.

D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?

R: If you can guarantee that on paper, I think we can discuss this further.

Robert回公司呈报Dan的提案后，老板很满意对方的采购计划;但在折扣方面则希望Robert能继续维持强硬的态度，尽量探出对方的底线。就在这七上八下的价格翘翘板上，双方是否能找到彼此地平衡点呢?请看下面分解：

R: Even with volume sales, our coats for the Exec-U-Ciser won't go down much.

D: Just what are you proposing?

R: We could take a cut (降低) on the price. But 25% would slash our profit margin (毛利率). We suggest a compromise -10%.

D: That's a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas?

R: I don't think I can change it right now. Why don't we talk again tomorrow?

D: Sure. I must talk to my office anyway. I hope we can find some common ground (共同信念) on this.

NEXT DAY D: Robert, I've been instructed to reject the numbers you proposed; but we can try to come up with some thing else.

R: I hope so, Dan. My instructions are to negotiate hard on this deal - but I'm try very hard to reach some middle ground (互相妥协).

D: I understand. We propose a structured deal (阶段式和约). For the first six months, we get a discount of 20%, and the next six months we get 15%.

R: Dan，I can't bring those numbers back to my office -- they'll turn it down flat (打回票).

D: Then you'll have to think of something better, Robert.

Dan上回提议前半年给他们二成折扣，后半年再降为一成半，经Robert推翻后，Dan再三表示让步有限。您知道Robert在这折扣缝隙中游走，如何才能摸出双方都同意的数字呢?他从锦囊里又掏出什么妙计了呢?请看下面分解：

R: How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?

D: That's a lot to sell, with very low profit margins.

R: It's about the best we can do, Dan. (pause) We need to hammer something out (敲定) today. If I go back empty-handed, I may be coming back to you soon to ask for a job. (smiles)

D: (smiles) O.K., 17% the first six months, 14% for the second?

R: Good. Let's iron out (解决) the remaining details. When do you want to take delivery (取货) ?

D: We'd like you to execute the first order by the 31st.

R: Let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st.

D: Right. We couldn't handle much larger shipments.

R: Fine. But I'd prefer the first shipment to be 1000 units, the next 20xx. The 31st is quite soon - I can't guarantee 1500.

D: I can agree to that. Well, if there's nothing else, I think we've settled everything.

R: Dan, this deal promises big returns (赚大钱) for both sides. Let's hope it's the beginning of a long and prosperous relationship.

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