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商务谈判策划书

                   一 、谈判主题

解决汽轮机转子毛坯延迟交货索赔问题，维护双方长期合作关系

二、 谈判团队人员组成

主谈：胡达，公司谈判全权代表；

决策人：贺宇翔， 负责重大问题的决策；

技术顾问：陶佳，负责技术问题；

法律顾问：张伟燕，负责法律问题；

三、双方利益及优劣势分析

我方核心利益：1、要求对方尽早交货

              2、维护双方长期合作关系

A Complaint about Non-delivery

      The shipment of Article101 that was supposed to arrive yesterday did not come in. Mr. Greene, a manager of a British ABC Company is having a telephone conversation with Mr. Wang, the sales manager of Rock Company.

Greene:   Good morning, Mr. Wang. This John Greene from ABC Company.

Wang:     Good morning, Mr. Greene. What I can do for you?

Greene:   The shipment of Article101 that was supposed to arrive yesterday did not come in. What happen?

Wang      I am sorry. One of our machines was down and production had stopped for a week.

Greene:   When can I expect to get delivery?

Wang:     I am happy to say the products have already been shipped with a four-day delay.

Greene:   That’s good news. But why didn’t you tell us immediately? I have to inform some of our cus

On the Way of Packing

         Mr. Li and Mr. Greene move on to the topic of the way of packing, after settling the issue of insurance..

Li :    So, what should come the next, Mr. Li?

Greene: The way of packing, I think.

Li:     Well. Packing is very import for the shipment of the products, especially for transshipment, if   they are required. I’d like to hear your opinion first concerning the matter of packing.

Greene: We all know that different articles require different packing. As an experienced exporter as  you are, what do you usually do to pack electronic products, I wonder?

Li:     As for the electronic products, such as computers, we usually pack each set of them in a   polyethylene wrapper.

Greene: What about the outer packing? It’s also important.

Li:     We usually

Payment by L/C

       The Following is a business talk between Mr. Zhang and Mr. Greene. They are discussing when L/C will be opened.

Zhang:    Mr. Greene, for the payment of this order, please make sure that the letter of credit reaches us a month before the delivery date.

Greene:   That’ll tie up our capital in the bank for too long. We simply can’t afford it. Won’t 15 days be enough?

Zhang:     I’m afraid 15 days won’t do. Getting the goods ready, chartering the vessel, booking the shipping space, all this takes time. You can’t expect us to make delivery in less than 30 days.

Greene:   Since there is no other alternative. I think I’ll have to agree with you. But when do you plan to ship the goods?

Zhang:     According to our manufacturer, the goods will be ready in May. So we’d really appreciate it if the L/C

Having an Initial Talk

     The assimilated situation: Mr. Greene, the South African Businessman, is waiting at the reception room, for a talk to Mr. Li Zhongguo, Vice-President of China’s TCL Corp. in charge of sales.     

Li:     Hello, Mr. Greene. Welcome to TCL. I’ve just heard that you visited the IT Products  Exhibition yesterday? What do you think of the exhibition, Mr. Greene?

Greene: Oh, terrific! I have been very much impressed by your PC models on display at the Exhibition. That’s the reason why I am here and now. It is just unbelievable that you have made such a difference in 10 years’ time. It’s like a myth.

Li:    Thank you for your appraisal. In the year 2000, our corp. decided to expanded our business from electrical appliance to Internet access device manufacturing. In the process of economic globalization, such changes are essential for our

Meeting Foreign Guests at the Airport

      An assimilated situation: Mr. Li Zhongguo, Director of the South-China Machinery Import and Export Corporation and Anny Wang, an interpreter are waiting at the airport for the arrival of Mr. Andrew Greene, Vice-President of IBM from Los Angeles.

Host A:    Excuse me, but aren’t you Mr. Greene from America?

Mr. Greene: Yes. I’m Andrew Greene. I’m from Los Angeles.

Host A:    How do you do, Mr. Greene? I’m Anny Wang, an interpreter from the South-China   Machinery  Import  and Export Corporation. May I introduce you to our Director, Mr.  Li Zhongguo?  This is Mr. Greene, Vice-President of IBM.

Host B:    Welcome to China, Mr. Greene. How do you do?

Mr. Greene: How do you do? It’s very kind of you to come and meet me at the airport, Mr. Li.

（一）
The goods are available in different qualities.
此货有多种不同的质量可供。
Nothing wrong will happen, so long as the quality of your article is good.
只要商品质量可靠，就不会发生差错。
If the quality of your products is satisfactory, we may place regular orders.
如果你们产品的质量使我们满意，我们将不断订货。
If the quality of your initial shipment is found satisfactory, large repeats will follow.
如果贵方第一批运来的货令人满意，随后将有大批续订。
There is no marked qualitative difference between the two.
两者在质量上无显著差异。
We sincerely hope the quality are in conformity with the contract stipulations.
我们真诚希望质量与合同规定相符。
As long as the quality is good, it hardly matters if the price is a little bit higher.
只要能保证质量，售价高点都无所谓。
Prices are fixed according to their quality, aren't they?
价格按质量的好坏而定，对吗？
The transferee must see to it t

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