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  • 0 楼#

    我很温柔

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    今天Lucky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,专程来中国寻找加工。接洽的加工产品是运动型“磁质石膏护垫”,受伤的运动员包上这种产品上场比赛,即可保护受伤部位,且不妨碍活动。

        现在,我们就来看看两人的会面情况:

        L: We found your proposal quite interesting, Mr. Hughes. We'd like to weigh the pros and cons(衡量得失)with you.

        K: Mr. Lucky, we've looked all over Asia for a manufacturer; your company is one of the most suitable.

        L: If we can settle a number of basic questions, I'm confident in saying that we are the most suitable for your needs.K: I hope so. And what might be the basic questions you have?L: First, do you intend to take a position in(投资于……)our company?

        K: No, we don't, Mr. Lucky. This is just OEM.(加工制造)

        L: 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.

        K: If you can guarantee continuing quality, we can sign a commitment for 75,000 pieces a year, for five years.

        L: At U.S. $1000 a piece, we'll make an average return of just 4%. That's too great a financial burden for us.

        K: I'll check the number later, but what do you propose?L: Here's how you can demonstrate commitment to this deal. Make it ten years, increase the unit price, and provide technology transfer.(技术转让)

        Lucky在前面的谈判最后提出签约十年的要求,Kevin会不会答应呢?如果答案是否决的话,Lucky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定,而对方会甘心出让此项比金钱更珍贵的资产吗?

        请看以下分解:

        K: We can't sign any commitment for ten years. But if your production quality is good after the first year, we could extend the contract and increase our yearly purchase.

        L: That sounds reasonable. But could you shed some light on(透露)the size of your orders?

        K: If we are happy with your quality, we might increase our purchase to 100,000 a year, for a two-year period.

        L: 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.

        K: Mr.Lucky, you've got to give up something to get something.

        L: If you're asking us to take such a large gamble(冒险)for just two year's sales, I'm sorry, but you're not in our ballpark(接受的范围).

        K: What would it take to keep Pacer interested?L: A three-year guarantee, not two. And a qualilty inspection(质量检查)tour after one year is fine, but we'd like some of our personnel on the team.K: Acceptable. Anything else?

        L: We'd be making huge capital outlay(资本支出)for the production process, so we'd like to set up a technology transfer agreement, to help us get off the ground(取得初步进步).

        行至此处,谈判都还算是在和谐的气氛下进行,双方各自寻求获利的方案。但针对技术转移这一项,Lucky所提的保证和要求能否消弭Kevin心中的顾虑,而今此谈判是否终露曙光呢?

        K: If we transferred our technical and research expertise(技术与研究的专业知识), what would stop you from making the same product?

        L: We'd be willing to sign a commitment. We'll put it in writing(书面保证)that we won't copycat(仿冒)the Sports Cast within five years after ending our contract.

        K: Sounds O.K., if it's for any "similar" product. That would give us better protection. But we'd have to interest on a ten year limit.

        L: Fine. We have no intention of becoming your competitor.

        K: Great. Then let's settle the details of the transfer agreement.

        L: 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?

        K: A week to put the team together, three weeks to train your people. If so, when do you estimate starting production?

        L: Our first production run(一批的生产)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 kitches that pop up(处理突发的事件).

        K: Can do. Everything seems to be set, Robert. I'll bring in a sample contract tomorrow. If you like, we can sign it then.


    点此加入我们的群:网商橙长营(网商成长、互助的园地)
    群号:3975533

    热帖推荐:
    从拒付到保货,一千多万美元损失在扯皮中! 阿里上接到2200万大单,公司不愿做,咋办?
    案例:怎样将无望询盘变成订单 外贸催单,是个“技术活”
    不会说英语跟老外客户见面的蛋疼故事 美国恶意客户拖欠货款,还说我威胁他生命
    送上货款1000万 老板竟然说我无理取闹 一个外贸老手的收款教训:你再精明也得赔22%
    苏丹老外跑路了 欠1100万货款无法追回! 老外眼中的中国外贸业务员应该这样做
    一纸合同,虚构业务!就这样被骗走223万 必读:老外们都是如何做采购的?

  • 1 楼#

    cn1511287769

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    英语好厉害!

  • 2 楼#

    2014

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    很厉害

  • 封禁
    3 楼#

    俄巴西清关是优势-清风

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    用户被禁言,该主题自动屏蔽!

  • 4 楼#

    cn1510426265

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    宝剑锋从磨砺出,敬佩

  • 5 楼#

    花之夏季

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    这谈判。。。让人敬佩啊!英语好好啊!

  • 6 楼#

    skysonic

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    好棒的英语!

  • 7 楼#

    飞狐狸

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  • 8 楼#

    cn1501172049

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    谈判技巧不得不佩服,却得就是这种技巧

  • 9 楼#

    Led Table Lamp

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    羡慕啊

  • 10 楼#

    cn1511758083

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    大神,思维好敏捷

  • 11 楼#

    Lii

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    厉害!相信有更多精彩的客户谈判过程!
    --------------------------------------------------------
    北京网聚电商——阿里全球旺铺装修第三方服务商
    装修服务介绍:http://exporter.alibaba.com/product/buy.htm?spm=5386.7227693.1997253385.3&code=ISVXX7AECEA

  • 12 楼#

    萨克拉卖皮鞋

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    感谢分享,谈判很精彩,仿佛身临其境!

  • 13 楼#

    real_suuuuu

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    这英语真的好厉害。。。表示不明觉厉。。。

  • 14 楼#

    cn1510510448

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    得好好联系谈判口语了

  • 15 楼#

    林带鱼

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      5
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    牛哄哄!!!!!!!!!!!



  • 今天Lucky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,专程来中国寻找加工。接洽的加工产品是运动型“磁质石膏护垫”,受伤的运动员包上这种产品上场比赛,即可保护受伤部位,且不妨碍活动。

        现在,我们就来看看两人的会面情况:

        L: We found your proposal quite interesting, Mr. Hughes. We'd like to weigh the pros and cons(衡量得失)with you.

        K: Mr. Lucky, we've looked all over Asia for a manufacturer; your company is one of the most suitable.

        L: If we can settle a number of basic questions, I'm confident in saying that we are the most suitable for your needs.K: I hope so. And what might be the basic questions you have?L: First, do you intend to take a position in(投资于……)our company?

        K: No, we don't, Mr. Lucky. This is just OEM.(加工制造)

        L: 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.

        K: If you can guarantee continuing quality, we can sign a commitment for 75,000 pieces a year, for five years.

        L: At U.S. $1000 a piece, we'll make an average return of just 4%. That's too great a financial burden for us.

        K: I'll check the number later, but what do you propose?L: Here's how you can demonstrate commitment to this deal. Make it ten years, increase the unit price, and provide technology transfer.(技术转让)

        Lucky在前面的谈判最后提出签约十年的要求,Kevin会不会答应呢?如果答案是否决的话,Lucky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定,而对方会甘心出让此项比金钱更珍贵的资产吗?

        请看以下分解:

        K: We can't sign any commitment for ten years. But if your production quality is good after the first year, we could extend the contract and increase our yearly purchase.

        L: That sounds reasonable. But could you shed some light on(透露)the size of your orders?

        K: If we are happy with your quality, we might increase our purchase to 100,000 a year, for a two-year period.

        L: 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.

        K: Mr.Lucky, you've got to give up something to get something.

        L: If you're asking us to take such a large gamble(冒险)for just two year's sales, I'm sorry, but you're not in our ballpark(接受的范围).

        K: What would it take to keep Pacer interested?L: A three-year guarantee, not two. And a qualilty inspection(质量检查)tour after one year is fine, but we'd like some of our personnel on the team.K: Acceptable. Anything else?

        L: We'd be making huge capital outlay(资本支出)for the production process, so we'd like to set up a technology transfer agreement, to help us get off the ground(取得初步进步).

        行至此处,谈判都还算是在和谐的气氛下进行,双方各自寻求获利的方案。但针对技术转移这一项,Lucky所提的保证和要求能否消弭Kevin心中的顾虑,而今此谈判是否终露曙光呢?

        K: If we transferred our technical and research expertise(技术与研究的专业知识), what would stop you from making the same product?

        L: We'd be willing to sign a commitment. We'll put it in writing(书面保证)that we won't copycat(仿冒)the Sports Cast within five years after ending our contract.

        K: Sounds O.K., if it's for any "similar" product. That would give us better protection. But we'd have to interest on a ten year limit.

        L: Fine. We have no intention of becoming your competitor.

        K: Great. Then let's settle the details of the transfer agreement.

        L: 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?

        K: A week to put the team together, three weeks to train your people. If so, when do you estimate starting production?

        L: Our first production run(一批的生产)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 kitches that pop up(处理突发的事件).

        K: Can do. Everything seems to be set, Robert. I'll bring in a sample contract tomorrow. If you like, we can sign it then.


    点此加入我们的群:网商橙长营(网商成长、互助的园地)
    群号:3975533

    热帖推荐:
    从拒付到保货,一千多万美元损失在扯皮中! 阿里上接到2200万大单,公司不愿做,咋办?
    案例:怎样将无望询盘变成订单 外贸催单,是个“技术活”
    不会说英语跟老外客户见面的蛋疼故事 美国恶意客户拖欠货款,还说我威胁他生命
    送上货款1000万 老板竟然说我无理取闹 一个外贸老手的收款教训:你再精明也得赔22%
    苏丹老外跑路了 欠1100万货款无法追回! 老外眼中的中国外贸业务员应该这样做
    一纸合同,虚构业务!就这样被骗走223万 必读:老外们都是如何做采购的?



  • 英语好厉害!



  • 很厉害


  • 封禁

    用户被禁言,该主题自动屏蔽!



  • 宝剑锋从磨砺出,敬佩



  • 这谈判。。。让人敬佩啊!英语好好啊!



  • 好棒的英语!






  • 谈判技巧不得不佩服,却得就是这种技巧



  • 羡慕啊



  • 大神,思维好敏捷



  • 厉害!相信有更多精彩的客户谈判过程!
    --------------------------------------------------------
    北京网聚电商——阿里全球旺铺装修第三方服务商
    装修服务介绍:http://exporter.alibaba.com/product/buy.htm?spm=5386.7227693.1997253385.3&code=ISVXX7AECEA



  • 感谢分享,谈判很精彩,仿佛身临其境!



  • 这英语真的好厉害。。。表示不明觉厉。。。



  • 得好好联系谈判口语了



  • 牛哄哄!!!!!!!!!!!


16 回复

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