商务谈判剧本(4)

A: Good morning, welcome to our company. How are things going?

T: Everything is nice.

A: I hope through your visit we can settle the price for our office furniture, and

conclude the business before long. This is our agenda ( Kate begins to distribute the agenda).

T: I think so, Miss Ann .We come here to talk about our requirements of W Series

office furniture. Can you introduce your company?

A: Our company was established in 1990 and is a multinational firm, having offices in 10 countries. Our annual sales are about one hundred million US dollars. Our credit standing is quite reliable.

T: Can you show us your price-list and catalogue?

K: Yes, we’ve specially made out a price-list which covers those items most popular on your market. Here you are.

H: Oh, you’re so thoughtful. Give us a second to go over your price-list right now. K: Take your time.

T: Oh, Miss Ann. After going over your price-list and catalogue, we are interested in W 10 and W 20, but we find that your price is too high than those offered by other suppliers. It would be impossible for us to afford at such high price.

A: I’m sorry to hear that. You must know that the cost of production has risen a great deal in recent years while our price of office furniture remains unchanged. To be

frank, our commodities have always come up to our export standard. So our

products are moderately priced.

T: I’m afraid I can’t 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.

H: And I’ve received quotations from your competitors in other countries. So, your price is not competitive in this market.

A: Miss Tian. As you know, our products which are of high quality have found a good market in many countries. So you must take quality into consideration too. T: I agree what you say, but the price difference should not be so big. If you want to get the order, you’ll have to lower the price. That’s reasonable, isn’t it?

A: Well, in order to a good start to our business relation, we may consider making

some concessions in your price, but never to that extent.

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

A: 8%? I’m afraid you are asking too much. Actually, we have never given such lower price. We may consider reducing the price by 5%. This is the highest reduction we can afford.

T: You certainly have a way of talking me into it. But I wonder if you’ll further reduce your price when we place a larger order. I want to order one container of W10 and 400 sets of W20.

A: Of course, we can’t….

K: Sorry, can you leave us a minute?

T and H see each other a glimpse

H: Sure, certainly.