【正文】 作愉快!yue: thank you!!!! you flatter me immensely. the cooperation happy!cp張:e on,now that we’ve already made some concessions,i accept this張榮: 好吧 我們已經(jīng)談妥了價格、質(zhì)量和數(shù)量問題，現(xiàn)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(jù)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周轉(zhuǎn)，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sm:please 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(xù)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(qū)別不大，但對我方關(guān)系很大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，我們進口也要求采用信用證付款。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，其余的用付款交單，你看怎樣cm:to meet you halfway, what do you say to 50% by l/c and the balance by d/p?生：好的，同意sm:well，you can say that again張榮：接下來我們談一下運輸和保險吧!cm:lets e to the shipment and insurance, what do you think of our proposal?”：好的，請講吧!sm:yes”，“please go on”，cs夏：i think you may know what we manage is rolex watches. it requires waterproof and safeytransportation, 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 panydanish pany. 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 let’s talk about the insurance.we believe that your pany can provide safe transportation.我想貴方應該知道，我公司經(jīng)營的是勞力士手表，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(shù)是不行的。我方長期與運輸業(yè)巨頭—馬士基公司有良好的業(yè)務關(guān)系，在我們以前的對外貿(mào)易中極少有產(chǎn)品損壞的事情發(fā)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 pany—the second excellent insurance pany 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 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 ys 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 ,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 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(jīng)就價格、包裝、付款條件、運輸和保險等達成一致意見，現(xiàn)在我們就開始簽訂合同吧。cm:now that we have reach an agreement about price,packing,terms of payment,shipment and insurance, propose we singe the contract imediretely. what do you think of our proposal?”碩好的，我同意。sm:all right,let’s begin.張榮：請仔細閱讀合同草案，并就合同各條款提出你的看法好嗎cm:would you please read the draft contract and make your ments about the terms?生：就合同雙方要承擔的義務方面，我們沒有什幺意見，我們確信合同會順利執(zhí)行的sm:we don39。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，簽合同如何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(xiàn)在我們達成一致，我相信我們的洽談是愉快而富有成效的cm:now 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sm:i’m 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sm:same here ， i really appreciate your cooperation張榮：不客氣cm:you are most wele商務談判策劃書字 商務談判策劃書方案篇六一、談判背景1. 談判內(nèi)容：臨近畢業(yè)，為留念在校美好生活，經(jīng)全體同學商議決定，與福州中旅進行關(guān)于武夷山兩晚三日游(火車)畢業(yè)旅行計劃的談判。通過多方面的調(diào)查了解，(11月5日11月6日)在我院辦公室進行談判。2. 談判雙方 甲方：福建經(jīng)濟管理干部學院 06文秘班乙方：福州市中國旅行社3. 雙方優(yōu)劣勢分析雙方優(yōu)、劣勢分析甲方 優(yōu)勢 此次旅行人員較多并集中幫其擴大在校影響，提升它在學生消費群體的形象，使更多的同屆畢業(yè)生選擇福州中旅。 劣勢 學生群體，無個人經(jīng)濟來源，資金籌集較為困難。乙方 優(yōu)勢 路線規(guī)劃條理，安全有保證，服務細心。 劣勢 福州有較多知名旅行機構(gòu)，與其存在競爭和威脅，例如福州中國青年旅行社等。甲方核心利益： 盡量使團體旅行的價格更優(yōu)惠些，在旅游中途的細節(jié)服務更周到些。乙方核心利益：擴大其在學生群體的知名度和影響力，使更多畢業(yè)想要旅行的學生選擇福州中旅，并達到互惠互利。二、具體內(nèi)容(一)談判目標盡量讓乙方以適當?shù)穆糜蝺r格，周到的旅游服務談成這次武夷山兩晚三日游(火車)的畢業(yè)旅行。(二)目標設定 390元/成人。400元/成人(周末價) 二星級酒店(雙人標準間) 2早餐4正餐(四桌十一人)，早餐:蛋、饅頭、包子、稀飯(擇二，若擇稀飯可再加酸菜一小碟)正餐：八菜三湯 旅行社承擔 旅行相應必備品：費用包含景點門票(含竹筏費用)，地方優(yōu)秀導游服務，旅行社旅游責任險，贈送旅游意外險(三)組建談判小組：根據(jù)談判小組成員的各自特長，進行合理分工，明確責任范圍，重要的是小組成員能在談判會上全面合作。主談：為本次談判的前線總負