國際商務談判策劃書及劇本

　　成功的談判者，必須把劍術大師的機警、速度和藝術大師的敏感、能力融為一體。下面小編整理了，供你閱讀參考。

　　篇01

　　中瑞勞力士手錶商務談判

　　北京益時貿易有限公 勞力士鐘錶有限公司

　　總經理： 總經理：

　　銷售部長： 財務部長

　　採購部部長： 銷售部部長：

　　技術總監： 技術總監：

　　Beijing YISHItrade limited company rolex watches and clocks Co., LTD

　　General manager: ZhangRongRong general manager: SHENGQIUSHUO

　　Sale minister: xiaxi financial minister: jianyishuai

　　Purchasing sales department minister: zhangyanxin

　　technical technical director: yuemingzhu

　　中方總經理：歡迎來自瑞士勞力士鐘錶有限公司的各位談判代表來北京進行業務洽談，我是來自北京益時貿易有限公司的總經理張榮榮。首先，由我來介紹我方的談判代表，這位是我們公司的營銷總監夏鑫，這位是我們公司的採購部部長張爽，這位是我們公司的技術總監李瑞金

　　 from Switzerland rolex watches and clocks Co., LTD of everyone negotiators to Beijing for business cooperation, my name is ZhangRongRong, I am the general manager of Beijingyishi trade limited company. First of all, let me introduce our negotiators, this is our Sale minister xiaxin. This is our purchase department minister zhangshuang; this is our technical director liruijin

　　瑞方總經理：非常高興來到美麗的北京。我是勞力士鐘錶有限公司

　　總經理生秋碩。下面由我來介紹我方談判代表。這位是我們公司的財務總監建益帥，這位是我們公司的銷售部部長章燕馨，這位是我們公司的技術總監嶽明珠

　　SM:I am Very glad to come to beautiful Beijing. I'm the General manager shengqiushuo of rolex watches limited company. Please allow me to introduce our negotiators, This is our company financial minister jianyishuai , this is our company's sales department minister zhangyanxin, this is our technical director yuemingzhu.

　　中方總經理：：貴方從瑞士遠道而來，你們那裡是海洋性氣候，夏季溼潤多雨，而我們北京夏季炎熱乾燥，不知貴方對兩個國家氣候的驟然變化是否適應?

　　 came from far away and the summer of Switzerland is wet and rain, but we Beijing summer hot and dry,we don't know whether you will adapt to climate change suddenly?

　　瑞方總經理：貴地的氣候雖有點熱，但是在貴方的周到接待下，我方代表還比較適應。

　　 climate is a little hot, but in your thoughtful reception, our representatives are used to.

　　中方總經理：很高興聽到你這麼說。不知道貴方對我方安排的“長城之旅”還滿意嗎?

　　CM:We are glad to hear you say so. We don't know whether you are satisfacted with our arrangement of "the Great Wall tour"

　　瑞方總經理：滿意，非常滿意。北京是一個歷史悠久的城市，世界上著名的文化古都，中華人民共和國的首都，今日親眼看到她的風韻，終於一飽眼福

　　SM: We are very, very satisfied. Beijing is a city with a long history, the world famous cultural ancient capital, capital of the People's Republic of China, today we see her charm, and have a look at last.

　　中方總經理：謝謝貴方的讚美，這是我公司特別為貴公司準備的具有北京特色的小禮物，希望你們喜歡。相信我們的合作一定會圓滿成功。

　　 you for your praise, this is a small gift with unique characteristics of Beijing that my company especially for you ,hope you like it,and We believe that the cooperation will be a complete success.

　　瑞方總經理：謝謝你們的禮物，期待與貴公司的合作。

　　 you for the gifts, we are looking forward to the cooperation with your company.

　　中方總經理：好的，那麼我們開始談判吧!

　　CM:ok, let’s come to the point!

　　瑞方總經理：我公司的國際知名度和品牌影響力，貴方也一定有所瞭解，我公司的勞力士手錶在世界市場上一直都很受歡迎。考慮到中國強大的潛在消費市場，此次談判，我方希望能與貴方達成大批量的交易。下面請我們的銷售部部長給貴方介紹一下我們的合作產品。

　　 must have some idea of our company's international reputation and brand influence , the rolex watches of our company in the world market has always been very popular. Considering China's powerful potential consumer market, we hope to reach large quantities of trade with you. Next, please our sales department minister to you about our cooperation products.

　　瑞方市場部部長嶽：很高興你們選擇勞力士!相信你們是明智的選擇。勞力士著重莊重，實用，不顯浮華。另外它的效能包括全自動、單歷、雙歷、防水、防塵等，做工精益求精，特別是錶盤、表把以及錶帶雕刻成的王冠更是其高品質的標誌。

　　You must have found that is was a wise choice to choose Rolex.It's performance including automatic, single calendar, double calendar, waterproof, dustproof, keep improving, especially the dial, work table and rolex watches strap, carved into crown is the symbol of high quality.

　　中方採購部部長李：是的，該名牌手錶在製造方面使用先進裝置、高質材料，達到了加工精細、高光潔度。很高興和貴公司合作。貴方能具體介紹一下這款表嗎?

　　Yes,this famous brand watch manufacturing use advanced equipment, high quality materials to processing fine, high finish.we are very glad to cooperate with you.could you be more specifice on the style of Rolex?

　　瑞方岳：沒問題。勞力士有金色全鋼錶帶，白色珍珠貝母錶盤，另外它擁有瑞士特製精準機械機芯、恆久耐用鑲鑽刻度顯示

　　ok ,Rolex White pearl had carried dial,Swiss precision machinery had special machine core,permanent and durable,Had set auger scale display

　　中方李：聽起來很不錯!但我想確定一下這款表是否是高精度全鋼拋光表扣處理，高硬度藍寶石水晶防眩表面，三針走時是否精準是否有3點位置日曆顯示功能。

　　Sounds good! I want be sure that if they had high precision steel polishing clasp processing and had high hardness sapphire crystal surface the glar .Besides, when walking three needles had provides Accurate 3 point had calendar displays

　　瑞方岳：這些方面貴方不用擔心。另外我們還擁有多方系列，各具特色。例如探險家型EXPLORER，附帶24小時紅色輔助針，以方便探險愛好者辨別日夜。勞力士金錶潛航者型SUBMARINER，防水深度超過300米。遊艇名士型YACHT　MASTER，配有可旋轉外圈，方便計算時差。遊艇名士型YACHT　MASTER，配有可旋轉外圈，方便計算時差。遊艇名士型YACHT　MASTER，配有可旋轉外圈，方便計算時差。宇宙計型COSMOGRAPH，為一款多功能手錶，能滿足工程、運動及商業等多種需要。

　　Do not worry about it ,in addition,we have series of watches.For example, Rolex watch the silent hunter type SUBMARINER, waterproof deepness more than 300 meters. EXPLORER type EXPLORER, 24 hours with red needle to assist convenient adventurers distinguish night and day.The YACHT elites type YACHT MASTER, with inner can rotate, convenient calculation jet lag. Program type COSMOGRAPH universe, as a versatile watches, can satisfy engineering, sports and business DuoZhong need.

　　中方李：你們的種類確實挺豐富，我方很滿意!但現在據我們瞭解，格林尼治型GMT　MASTER，其可轉動外圈及24小時指標，不僅同時顯示兩個時區時間，更可將時針獨立移動至另一時區，而毋須移動分針及秒針。 市場前景更廣闊。

　　The type of you really have a rich, we are satisfied! But as we know, Greenwich type GMT, was selled well noedays.

　　瑞方岳：英雄所見略同。我正想介紹這款了。好巧呀。

　　Yue: great minds think alike. I just want to introduce this payment. what a coincidence!!!!! the MASTER can rotate outer ring and 24 hours pointer, not only shows at the same time two time zones, the more time can be moved to another hour hand independent time zone, and shall not be obliged to mobile minute hand and a second hand.so it maybe has more reday market in the fucher

　　CP張: Goog!thanks for the introduce .we have seen your samples and we are totally interested in your products. So , we shall be obliged if you will give us your catalogs and price list

　　SS章: We ve specially made out a price-list which cover those items most popular on your market. Here you are.

　　CP張: Oh, its very considerate of you. If you ll excuse me, I ll go over your price-list right now.

　　SS章: Oh, Take your time,.

　　CP張: After going over your price-list and catalogues, we are interested inGMT　MASTER and YACHT　MASTER, but we found that your price are too high than those offered by other suppliers. It would be impossible for us to push any sales at such high prices.as far as we know the market price is on more than 10000 dollor

　　SS章: what?it must be the primary price. You must know that the cost of production has risen a great deal in recent years while our prices of Chinaware basically remain unchanged. To be frank, our commodities have always come up to our export standard and the packages are excellent designed and printed. So our products are moderately priced.

　　CP張:Im afraid I cant agree with you in this respect. I know that your products are attractive in design, but I wish to point out that your offers are higher than some of the quotations. Ive received from your competitors in other countries. So, your price is not competitive in this market.

　　SS章:As you may know, our roducts which is of high quality have found a good market in many countries. So you must take quality into consideration, too.

　　CP張:I agree with what you say, but the price difference should not be so big. If you want to get the order, youll have to lower the price. Thats reasonable, isnt it?

　　SS章:: Well, in order to help you develop business in this line, we may consider making some concessions in your price, but never to that extent.

　　CP張: If you are prepared to cut down your price by 8%, we might come to terms.

　　SS章:8%? Im afraid you are asking too much. Actually, we have never gave such lower price. For friendships sake, we may exceptionally consider reducing the price by 5%. This is the highest reduction we can afford.

　　CP張: You certainly have a way of talking me into it. But I wonder if when we place a larger order, youll farther reduce your prices. I want to order one container of 格林尼治型GMT　MASTER and 438 sets of YACHT elites type YACHT MASTER

　　SS章:I can assure you that our price is most favourable. We are sorry to say that we can bring our price down a still lower level.

　　中方李：那現在我們談談包裝吧。你知道的，在一定程度上包裝同產品一樣重要。Now,let us talk about packing it. Packing has a close bearing on sales.

　　嶽：是的，我非常同意。包裝有助於推銷產品。人們購買這種商品通常用來贈親友，所以精美高雅的設計至關重要。

　　Yes ,I agree with you .This kind of article is often bought as a gift, so exquisite and tasteful design is of prime importance. Packing will help push the sales. Good packaging can reflect the honour of rolex!!!!!

　　李：很高興在這個問題上我們達成共識。

　　Lee: I'm happy to be in this issue we reach a consensus.

　　嶽：那麼，這些產品的包裝您有什麼想法?

　　Yue: so, these the packing of the products you have any idea?

　　李：我們希望原裝盒子包裝。這樣具有正品保證

　　Lee: we hope that the original box packaging. So has the quality goods guarantee.

　　嶽：勞力士Rolex包裝附有蠔式、外包裝紙盒、內盒、小枕頭或者夾子、 COSC漆牌、防水標籤、證明書/COSC證書、 說明書。

　　Rolex Rolex packing will oyster type, with the outer packing box, inside box, support, Rolex watches small pillow or clip, COSC paint brand, waterproof labels, certificate/COSC certificate，manual。

　　李：包裝必須很堅固，能承受野蠻裝卸。

　　 packing must be strong enough to withstand rough handing.

　　嶽：買方通常很注意包裝許多國外客戶已經認可了我們標準化的包裝

　　YUE: you can totally rest assured.we know buyers always pay great attention to packing.Our standardized packing has been approved by many foreign clients.

　　李：聽起來很好!但是為了促進銷售，我可以提出其他意見嗎?

　　Lee: sounds good!!!!! But in order to promote sales, I can put forward to other comments?

　　嶽：可以，請說!

　　Yue: yes, please say!!!!!

　　李：宇宙計型，格林尼治型能否根據他們特有的風格進行包裝設計，使其別緻且引人注目。

　　Lee: cosmic plan, can according to the type of Greenwich their own style of packaging design, make its unique and compelling.

　　嶽：這也是我方的一大特色。根據每款的特有效能我們都有獨具特色的包裝。 Yue: this is one of the features of our. According to each of the special performance we all have a unique characteristic of the packing.

　　李：想的這麼周到!很高興和你方合作,包裝能否防水、防震、防磁 Lee: think so considerate!!!!!we are very happy to cooperate with you. Packing can waterproof, shock, the magnetic? Life had water-proof, shock-resistant and anti-magnetic The proof-was placed, shoresistant- -the magnetic

　　嶽：那是必須的!

　　Yue: that is a must!

　　李：還有一件事情，因為藍色在我國很受歡迎，可以把這種顏色考慮進包裝中嗎?讓藍色作為基調可能有好處。

　　Lee: and one more thing, because blue in our country is very popular, can put the color, considering the package? Let the blue as fundamental key may be good.

　　嶽：哦，是嗎?我們會考慮。我會盡快的按貴方要求進行設計，保證給你們一個滿意的創新樣品。由您決定一個。

　　Yue: oh, really? We will consider. As soon as possible to meet your requirements for design, to guarantee you a satisfactory innovation samples. Do as your decided

　　李：哇!你們真是處處周到!祝我們合作愉快!

　　Lee: wow!!!!! You are thoughtful everywhere!!!!! I wish our cooperation happy!

　　嶽：謝謝!您真是過獎了。合作愉快!

　　Yue: thank you!!!! You flatter me immensely. The cooperation happy!

　　CP張:Come on,now that we’ve already made some concessions,I accept this

　　張榮: 好吧 我們已經談妥了價格、質量和數量問題，現在讓我們來談談付款條件，如何

　　CM: Well, we have settled the question of price, quality and quantity. Now what about the terms of payment?

　　生: 我們只接受不可撤銷的憑裝船單據付款的信用證

　　SM:We only accept payment by irrevocable letter of credit payable against shipping documents.

　　張榮:你們能不能考慮例外，接受承兌交單或付款交單

　　CM:I see. Could you make an exception and accept D/A or D/P?

　　生秋碩: 我們堅持用信用證條款

　　SM: I’m afraid not. We insist on a letter of credit.

　　張榮: 坦率地說，信用證會增加我方進口貨物的成本，要在銀行開立信用正，我方必須付一筆押金，這樣一來，那一部分的資金就無法週轉，因此，會增加我方成本

　　CM:To tell you frankly, a letter of credit would increase the cost of our import. When I open a letter of credit with a bank, I have to pay a deposit. That’ll tie up our money and add to our cost.

　　生：你可以與開證行商量一下，看能否將押金減少到最低限度

　　 consult your bank and see if they will reduce the required deposit to a minimum.

　　張榮: 即使那樣，開立信用證還要付銀行手續費，假如你方能夠接受承兌交單或付款交單，這就幫了我方的大忙了。你就當作有信用證一樣，向我方開匯票，這對你來說區別不大，但對我方關係很大

　　CM: Still, there will be bank charges in connection with the credit. It would help us greatly if you would accept D/A or D/P. You can draw on us just as if there were a letter of credit. It makes no great difference to you, but it does to us.

　　生：你一定知道，不可撤銷的信用證給出口商增加了銀行的擔保，我們出口一向要求用信用證;反過來講，我們進口也要求採用信用證付款。

　　SM: Well, , you must be aware that an irrevocable letter of credit gives the exporter the additional protection of the banker’s guarantee. We always require L/C for our exports. And the other way round, we pay by L/C for our imports.

　　張榮: 都退讓一步吧，貨價的15%用信用證，其餘的用付款交單，你看怎樣

　　CM:To meet you half-way, what do you say to 50% by L/C and the balance by D/P?

　　生：好的，同意

　　 can say that again

　　張榮：接下來我們談一下運輸和保險吧!

　　 come to the shipment and insurance, What do you think of our proposal?”

　　：好的，請講吧!

　　 go on”，

　　CS夏：I think you may know what we manage is Rolex watches. It requires waterproof and safey-transportation, especially during the long time of ocean shipping which will be full of lots of risks. All the above factors make it not work without excellent transportation technology.

　　SF建：I think so, we always had good cooperation with the shipping company---Danish company. There has been seldom damage in our usual foreign trade in the past. So in the transportation of products, you can totally rest assured.

　　CS夏: :i am very glad to hear that.Now let’s talk about the insurance.

　　We believe that your company can provide safe transportation.

　　我想貴方應該知道，我公司經營的是勞力士手錶，它的特性要求了運輸過程要是防水的，安全的。尤其是海運時間長，風險多，沒有過硬的運輸技術是不行的。我方長期與運輸業巨頭—馬士基公司有良好的業務關係，在我們以前的對外貿易中極少有產品損壞的事情發生。所以在運輸方面貴方可以完全放心我們相信貴方可以提供安全的運輸

　　SF建：In insurance we are VIP customers all the time in Ansheng insurance company—the second excellent insurance company in the world. We are enjoying a set of the favorable menus. It can save you a large sum of premium. So if we are responsible for the transportation and insurance business, I think it will be a mutual benefit particularly for you.

　　CS夏:We learn that you know a lot about the market in China. So we accept the term of the trade of CIF.But we’ll appreciate it if you can decrease 50 dollars each.

　　SF建：It seem that your requirement is too harsh. Our CIF offers are already very low.Nowadays the crude oil price increasingly rise in international market. The freight charges go up continuously too .What’s worse ,the unstability of Iraqi situation and constantly happening of terrorist incidents in recent years cause Arabian countries to the contagonistic mood of America European countries .We insure you all these risks .In view of these factors ,we can’t accept to the requirement to decrease 50dollars indeed .Since you are really sincere ,we could consider lowing20dollars.

　　CS夏:20 dollars?iam afraid we can not accept it.anyway,please give same time to discuss it,we will tell you the result latterly.

　　買賣方討論。。。

　　CM張榮:After our discussion ,if you can’t decrease ,we require to insure F.P.A and clash and breakage instead of all risks.

　　SM:：well,to meet you on half way,We agree your requirement ,we’ll insure F. P. A. and clash and breakage and insurance and freight are5 0dollars in total .

　　張榮：既然我們已經就價格、包裝、付款條件、運輸和保險等達成一致意見，現在我們就開始簽訂合同吧。

　　 that we have reach an agreement about price,packing,terms of payment,shipment and insurance,etc.i propose we singe the contract imediretely. What do you think of our proposal?”

　　碩好的，我同意。

　　 right,let’s begin.

　　張榮：請仔細閱讀合同草案，並就合同各條款提出你的看法好嗎

　　 you please read the draft contract and make your comments about the terms?

　　生：就合同雙方要承擔的義務方面，我們沒有什么意見，我們確信合同會順利執行的

　　SM:We don't have any different opinions about the contractual obligations of both parties. We are sure the contract can be carried out smoothly.

　　：我們對合同各項條款全無異議，籤合同如何

　　CM:We have agreed on all terms in the contract. Shall we sign it now?

　　：我同意

　　SM:I couldn’t agree with you more.

　　張榮：現在我們達成一致，我相信我們的洽談是愉快而富有成效的

　　 we have reached an agreement. I believe our discussions have been fruitful and delighted.

　　生：很高興我們能達成一致

　　 glad that we have arrived at the agreement

　　張榮：我真誠地希望我們之間的交易額在不久的將來可以擴大!

　　CM:I sincerely hope that the volume of trade between us will be even greater in the near future.

　　：謝謝合作生

　　 here ， I really appreciate your cooperation

　　張榮：不客氣

　　 are most welcome

　　篇02

　　一、談判主題：以適當價格購買4種型號本田雅閣汽車各10輛

　　二、談判團隊人員組成：

　　小組成員：徐燕萍0606540140、李虹0606540113

　　朱國芳0606540156、陸燕0606540122組長

　　小組分工：主 談： 陸燕 公司談判全權代表;

　　決策人： 朱國芳 負責重大問題的決策;

　　記錄員： 李虹 負責記錄談判內容;

　　財務顧問： 徐燕萍 負責計算價格、核算利潤;

　　三、雙方利益及優劣勢分析：

　　我方利益：我方是汽車代理商，要求儘早交貨，力求建立雙方長期合作關係;

　　對方利益：要求對方儘早付清貨款，力求建立雙方長期合作關係;

　　我方優勢：我公司擁有大量的客戶資源，購買需求量較大;

　　我方劣勢：目前屬於汽車銷售淡季，我公司資金流動緊張，付款日期會延遲;

　　對方優勢：款式新穎，型號齊全，能滿足不同消費群體的需求;

　　對方劣勢：由於交通等方面原因，交貨日期較晚;

　　四、談判目標：

　　1、戰略目標：在互惠互利的基礎上，以適當合理的價格完成此次交易;

　　原因分析：雙方都有意建立長期合作關係;

　　2、成交目標：

　　①報價：第八代雅閣Accord 2.0MT 18萬

　　第八代雅閣Accord 2.4 ATEXL Navi 24萬

　　第八代雅閣Accord 3.5 AT 28萬

　　第八代雅閣Accord V6 3.5 31萬

　　②交貨期：1月後，即2014年1月31日;

　　③技術支援：要求對方派一個技術顧問小組到我公司提供技術指導;

　　④優惠待遇：在同等條件下優先供貨;

　　⑤底線：保證我公司有20%左右的盈利空間;

　　五、準備談判資料：

　　①合同、背景資料、對方資訊資料、技術資料、財務資料

　　②相關法律資料：《中華人民共和國合同法》、《國際合同法》、

　　《國際貨物買賣合同公約》、《經濟合同法》

　　備註：《合同法》違約責任

　　第一百零七條 當事人一方不履行合同義務或者履行合同義務不符合約定的,應當承擔繼續履行、採取補救措施或者賠償損失等違約責任。

　　聯合國《國際貨物買賣合同公約》規定：不可抗力是指不可抗力是指不能預見、不能避免並不能克服的客觀情況。

　　六、程式及具體策略：

　　一開局：

　　因為這是雙方第一次業務往來，應力爭營造一個友好、真誠的氣氛，以淡化和消除雙方的陌生感，以及由此帶來的防備甚至略含敵對的心理，為實質性談判奠定良好的基礎。

　　方案一：情感交流式開局策略：通過談及雙方合作情況形成感情上的共鳴，把對方引入較融洽的談判氣氛中。

　　方案二：採取一致式開局策略：以協商、肯定的語言進行陳述，使對方對己方產生好感，產生雙方對談判的理解充滿“一致性”的感覺，從而使談判雙方在友好、愉快的氣氛中展開談判工作。

　　二中期階段：

　　1、唱紅百臉策略：由兩名談判成員其中一名充當紅臉,一名充當白臉輔助協議的談成，適時將談判話題從價格上轉移至交貨期及長遠利益上來，把握住談判的節奏和程序，從而佔據主動;

　　2、層層推進，步步為營策略：有技巧地提出我方預期利益，先易後難，步步為營地爭取利益;

　　3、把握讓步原則：明確我方核心利益所在，實行以退為進策略，退一步進兩步，做到迂迴補償，充分利用手中籌碼，適當時可以退讓賠款金額來換取其它更大利益;

　　4、突出優勢：以資料作支撐，以理服人，強調與我方協議成功給對方帶來的利益，同時軟硬兼施，暗示對方若與我方協議失敗將會有巨大損失;

　　5、貨比三家策略：利用對方存在競爭對手的可能性來與正在進行的談判進行場外對比，給對手造成同一產品的壓力，讓其能夠做出相應的讓步;

　　6、打破僵局策略：合理利用休息時間，首先冷靜分析僵局原因，再運用把握肯定對方形式，否定對方實質的方法解除僵局，適時用聲東擊西、角色互換策略，打破僵局;

　　三休局階段：

　　如有必要，根據實際情況對原有方案進行調整。

　　四最後談判階段：

　　1、最後通牒策略：適時運用折中調和策略，把握嚴格把握最後讓步的幅度，在適宜的時機提出最終報價;

　　2、埋下契機：在談判中形成一體化談判，以期建立長期合作關係;

　　3、達成協議：明確最終談判結果，出示會議記錄和合同範本，對方確認，確定正式簽訂合同時間;

　　七、制定應急預案：

　　1、對方使用權力有限策略，聲稱金額的限制，拒絕我方的提議。

　　應對方案：瞭解對方許可權情況，“白臉”據理力爭，適當運用製造韁局策略，“紅臉”再以暗示的方式揭露對方的許可權策略，並運用迂迴補償的技巧，來突破僵局;或用聲東擊西策略。

　　2、對方使用借題發揮策略，對我方延遲付款問題抓住不放。

　　應對方案：避免不必要的解釋，可轉移話題，必要時可指出對方的策略本質，雙方以長期合作為目標，不能因小失大。