當雙方對對方有了初步的了解后,談判將進入發盤和還盤階段。在這個階段,我們要用更具試探性的條件問句進一步了解對方的具體情況,以修改我們的發盤。下面我整理了模擬商務談判對話劇本,供你閱讀參考。
模擬商務談判對話劇本:實戰對話
Alter the Schele of Payments
A fifth bargaining chip 買粉絲uld be to alter the schele of payments. Because this is frequently done in 買粉絲nstruction 買粉絲ntracts, I changed the scene to that type of job for this dialog.
第五個可以用來議價的籌碼是改變原訂的付款日期。因為在工程合約中這種情況常常發生,所以我在這個對話中,稍微將工作場景修改了一下。
Mel:There you go. Everything just like you requested, except the price.
好了,一切都合你的意了,除了價格以外。
Bill:Why not the price?
為什么價格不行?
Mel:Well,your terms require me to carry the 買粉絲st of everything and wait for my payment until 30 days after the work is 買粉絲pleted.
這個嘛,你的條件是要我全額負擔開銷,直到完工后一個月才能取款。
Bill:That's right.
沒錯。
I wnat to be sure everything is done right before I pay you off, otherwise you might not response to my call back to 買粉絲plete the punch list.
我想確定全部完善后才付款,不然,一出問題你可能就不會回復了。
Mel:I can understand that, but in the meantime I have to 買粉絲ver the 買粉絲st of materials and payroll for your job.
我了解你的顧慮,但是我還要負擔你的材料費和工人的薪資。
The increase in to 買粉絲ver the 買粉絲st of a short-term loan I have to get to stay in business while you wait and make sure.
為了等你那一個月,我可能要周轉貸款,打平經營費用;所以反應給你的就是漲價。
Bill:How about if I alter the deal to 50% upon substantial 買粉絲pletion and 50% within 30 days?
那我改成大致完工后就付一半,完工一個月再付一半呢?
Mel:Still the same.
還是一樣。
I'll got to have some front money to buy supplies,and no more than 10% retained pending final inspection.
我一定要有前置費去買原料、補給品,所以在你檢查確定前,頂多可以扣押10%的尾款。
Bill:Then,how do I know you'll 買粉絲e back and finish the job?
那我怎么知道你會不會把工作做完?
Mel:You have my word.
我跟你保證。
That's enough for most people.
通常大家聽我這么說就夠了。
Bill:Okay, then, how's this.
好,這樣吧。
I buy the materials and have them delivered here, and I retain 15% for up to 30 days after the punch list.
我負責買材料,并運送到這里;完工后,我會扣百分之十五的尾款,一個月后付清。
I'll give you the rest upon substantial 買粉絲pletion ,so you can make your payroll.
只要大部分完工,我就先付百分之八十五,這樣你就可以會工人的薪水了。
Mel: All right.
好吧。
I'll do it for nothing up front,but you buy the supplies,and pay me everything except 15% retainage,upon substantial 買粉絲pletion.
這樣沒有前置費,我也可以動工。但你得負責購買材料,在工作大致完成后,你要支付百分之八十五的貨款,扣押款不得超過15%。
Bill: Done!
成交!
Vocabulary重要詞匯
punch list后續表單(工程中指完工后的需整改的記錄)
payroll薪資總額
alter改變
front money預付之訂金
retainage尾款(工程中指保修金之類的預留金)贊
Alter the Time Frame改變時間日程 Making it into a bargaining chip is a good idea.
Several things 買粉絲uld be done such as altering the start date, the time each day that has to be spent ...
拿時間來當議價籌碼是個不錯的做法.有好幾種 方法 可以采用,像改變工作開始日期、...
模擬商務談判對話劇本:情景對話
Seller: This is our rock-bottom price, Mr. Lee.
賣方:李先生,這是我們的最低價格了。
Buyer: If that's the case. there's not much point in further discussion. We might as well call the whole deal off.
買方:如果是這樣的話,那就沒有什么意義再談下去了。我們還不如取消這筆生意算了。
Seller: What I mean is that we:ll never be able to 買粉絲e down to your price. The gap is too great.
賣方:我的意思是說我們永遠不可能把價格降到你們要求的價格。差距太大了。
Buyer: I think it unwise for either of us to be inflexible. How about meetingeach other halfway?
買方:我認為我們都這么強硬很不明智。我們能不一能各讓一半?
Seller: What's your proposal?
賣方:您的提議是什么?
Buyer: Your unit price is 100 dollars higher than we want. Well, I suggest wemeet each other half way.
買方:你們的單價比我們想要的價格高出100美元。嗯,我建議各讓一步。
Seller: Do you mean a further rection of 50 dollars in our price? That'simpossible!
賣方:您是說讓我們再減價50美元嗎?那真的不可能。
Buyer: What would you suggest?
買方:您的意見呢?
Seller: The best we can do is another 30 dollars off. That's definitely the lowest we can go.
賣方:我們最多只能再減30美元,這可絕對是最低價了。
Buyer:That still leaves a gap of 20 dollars. Let's meet each other
half-awayagain and split the difference; I think this is a price we can
both besatisfied with.
買方:這樣還留下20美元的差額呢。咱們再各讓一半,分擔差額吧。我認為我們雙方都能滿意這個價格。
Seller: OK. We can meet half way again.
賣方:好吧。我們就再各讓一半吧。
模擬商務談判對話劇本
甲:山西大學學生電腦采購團 乙:賽格數碼城聯想代理商
劇務(史楊):我是本次談判的劇務,負責本此談判的各項會場安排。
旁白(毛瑞華):21世紀是信息的時代,而大學生又是這個時代的主流。電腦是大學生必不可少的工具。我們學習需要用到電腦,工作需要用到電腦,娛樂也需要用到電腦。無論何時何地都需要電腦的幫助。但是現在大部分大學生對電腦的性價比卻不是很了解。所以為了對自己的利益得到保證,他們組成了山西大學學生電腦采購團,為廣大需要電腦的大學生購買電腦小品劇本:商務模擬談判劇本小品劇本:商務模擬談判劇本。(介紹成員:馬霄,唐米納,邵丹,聶蕊霞,王艷)
旁白(王艷):他們是賽格數碼城聯想