模拟谈判参考(课后练习)

Appendix A

Suggested Answer for Negotiation Simulation

Chapter 1

A: How do you do! I’m John Smith from Australia.

B: How do you do! Welcome to our company!

A: Thank you. I specialize in the import of Stuffed Toys. I’ve seen your products in western market and wonder if we could enter into business relations. That’s exactly why I come here. B: You’ve come to the right place. We are one of the leading manufacturers and exporters of crafts and gifts, mainly including toys, glassware and artificial flowers. Among these, toys are our best sellers.

A: I am glad to hear that. May I have your latest catalogues of toys?

B: Sure. Here you are. As you can see, our designs and colors are most up-to-date. And there are a variety of sizes and specifications available for you.

A: That’s very nice.

B: In addition, we are able to tailor our products to our customers’ requirements.In fact, most customers make repeat purchases here. That’s the key for our booming business these days. A: Good. But I am still wondering how you can guarantee the fine quality.

B: Exquisite workmanship, advanced product line, and excellent trade team do help obtain quality products with reasonable prices. You may visit our manufacturing shop and keep the catalogues and samples so that you could go into them later.

A: Thank you. You’re very considerate. But uh…, there is another thing, that is, the financial position and credit status of your company.

B: In view of our financial position and credit status, you may refer to our local bank, chamber of commerce or consult some agencies.

A: Ok, I’ll do that. Thank you very much!

Chapter 2

A: Ok, Peter, let’s get straight to the point. You see the tag price of these Dell personal computers is $800.00 per set. But with a view of our long-term cooperation, we can consider a price reduction of $750.00 per set for you. What do you think of it?

B: Well, Mrs. Jones, that’s much more than what I was prepared to pay. With your price, I’m afraid you’ll stand very little chance of obtaining our business.

A: How about $720.00 per set?

B: I can only offer you $650.00 per set.

A: That’s much too low. If it weren’t for our good relationship, we’d hardly be willing to make you an offer at this low price. Well, I’ll drop it to $700.00.

B: All right. To meet you halfway I increase it to $680.00, but not a penny more. Is that acceptable?

A: OK, it’s agreed.

B: That leads us to the question of discounts.

A: Concerning discounts, how large will your order be?

B: Fair enough. What discount would you offer on an order of, say, one thousand sets?

A: For an order of that size, Peter, I can give you a discount of 10%.

B: 10%! Just let me finish…

A: Yes, 10%, and with a guarantee of delivery within one month.

B: Delivery must be within one month, or I’m not interested. I wan t the PCs to arrive well before September. Let’s be clear about one thing. I hope you realize I must have a larger discount than what you’ve offered.

A: Well, if you commit to buy 2,000 sets, then I could consider a larger discount.

B: How much larger?

A: If you order 2,000 sets, I can offer you a 20% discount.

B: 20%, I’m looking for a much larger discount. You know it would be hard for me to push sales at that price.

A: If you want a bigger discount, then you must make the order a larger one.

B: We ar e going in circles. Isn’t an order of 2,000 sets large enough? If you don’t make a concession, we will get nowhere.

A: Peter, don’t let us get stuck over the question of price. We can go half way to meet each other, joint efforts would help carry each of us one more step forward. You increase your order to 2,500 sets and I increase the discount to 25%. Is that agreeable?

B: In view of our future business, I accept that offer.

A: Thank you, let’s close the deal.

Chapter 3

A: We are very interested in your Haier air-conditioner, but we regret to say that your prices are too high to be acceptable. It’s quite impossible for us to close a transaction at these figures. B: I’m sorry to hear that. I’m sure you’ll find the air-conditioners are really reliable.

A: Can you give me the minimum price per set—bearing in mind that we’re talking about as many as 300 sets?

B: Well, our normal wholesale price works out at $1,000 per set. But we can let you have a 10% discount for any order of over 200 sets.

A: Actually, we were hoping for a discount of up to 20%, for we are placing a large order.

B: Oh dear, it is impossible for us to reduce the price to the level you indicated. As an old client of ours, you know perfectly well that our quotations run along with the ruling prices in the world market.

A: Is there any discount for early settlement?

B: We can allow a further discount of 2% in terms of early settlement.

A: 2% is far from our expectation. We require a further discount of 5%.

B: If we do give you a total discount of 15%, it’ll use up almost all of our profit. That would be a sacrifice on our part.

A: There is no point of keeping on with our discussion since you insist on your price idea.

B: If you agree to a 12% discount, we promise to extend the warranty period to one year instead of six months.

A: You certainly have a way of talking me into it. All right, I give up.

B: Thank you for your understanding. Hope for next cooperation.

Chapter 4

A: I would like to purchase your HP printer. Would you please show me your quotation sheet? B: Here are our FOB price lists. All the prices on the lists are subject to our confirmation.

A: Wow, your prices have soared! They’re almost 10% higher than your competitors. There would be no possibility of business unless you reduce your price.

B: I can assure you that our product is of superior quality. When we compare prices, we must take the quality of goods into consideration. What’s more, the cost has risen a great deal in recent years.

A: We only ask that your prices should be comparable with others. So would you please reduce your price by 15%.

B: You must be aware that we have worked long on improving the efficiency and reliability of the products. Our HP printer is easy to operate and user-friendly. So our price is quite realistic.

A: If that’s the case, there is hardly any need for further discussion. We might as well call the whole deal off.

B: It’s very hard to come down to the price you name. The gap is too great, but in terms of our long-term business relationship, we can give you a discount of 8%.

A: That’s still too high. Can you drop another 3%?

B: The best we can do will reduce the price by 10%. This is our rock-bottom price. I’m afraid we cannot go any further.

A: Hmm, I appreciate your efforts and sincerity in this transaction. We can accept this price.

B: Thank you. Let’s call it a deal.

Chapter 5

A: Good afternoon, Mr./Ms. Green. My name is Robert Hatcher from ABC water heater factory.

How was your flight?

B: Hi, Robert. Please call me Derek. The flight was ok. Some minor turbulence but it was ok.

A: Happy to hear that, let me help with your bags. The company car is parked over there.

B: Thank you.

A: Our company is very pleased that you were able to come on such short notice. We know you are a busy man.

B: It’s my pleasure and actually the timing was perfect as I can leave here in two days and catch a flight to my next business meeting in Hong Kong.This stopover is convenient for me.

A: Great, ok, here we are. The drive will take just 30 minutes. I will accompany you to our exhibition center.

B: I’m looking forward to it.

A: Wonderful, well, Derek, you must have visited many exhibition centers, right?

B: Yes, quite right. Actually I have been to no less than 30 exhibition centers since we traded in this line 20 years ago. But we have been searching for new products lately. And the solar water heater you newly invented attracted us a lot.

A: Oh, I’m very happy to hear that. Our company is an applied technical business, specializing in solar-powered equipments. We’v e spent more than 3 million dollars introducing a new process line so as to invent new products you mentioned.

B: Wow, we’d like to take this opportunity to express our wish to do business with you. Your products are likely to sell well since today’s custo mers prefer green products.

A: Exactly. Our solar-powered equipment is an energy-saving and environment-friendly facility.

We developed it specifically to meet customers’ need for green products.

B: Terrific! Then when shall we get things started?

A: Well, our sales manager is already waiting for you in the exhibition center.

B: Oh, you are very considerate.

Chapter 6

A: You need battery-operated toys, musical toys, and children’s vehicles, is that right?

B: Exactly. Chinese toys have sold well in our market.

A: I’m glad to hear that. Actually, we spend a lot on market research, interviewing the kids at home and abroad to have some idea of their preferences. So we’ve been fully aware of what toys they like, which parts of the toys are easily damaged, and so on.

B: You said it. No wonder the kids visited our shops specifically for your toys.

A: Yes. By the way, the quantity you require for each kind of toy is 5,000 pieces in your inquiry sheet, all right?

B: Yes. But can you give us a discount for such a big order?

A: Well, we usually do. But as you know, it’s time for toys. So our toys are running short of stock.

A discount may not be granted at this time.

B: Oh, I see. Then can you give me an approximate time of delivery?

A: What about in December?

B: O h, I’m afraid that’s too late. I need the goods in October in time for Christmas.

A: In that case, I’ll try to make it.

B: That’s good. What do you usually require for the payment terms?

A: Irrevocable letter of credit is our usual practice. Here are our catalogue and price list.

B: How about D/P? You see, L/C is a little bit costly for us.

A: Well, the international financial market remains unstable. So we wouldn’t run the risk of dealing with D/P.

B: All right. L/C will be fine. Is this a firm offer?

A: Yes, the offer remains open for 3 days.

B: Fine, I will report to our headquarters about your firm offer and will come to you in a few days. A: Ok, we’re expecting the good news. Goodbye.

B: Goodbye.

Chapter 7

A: Ok, Bob, now that the pricing concerns have been dealt with, I would like to move on to the shipping details. Sound good?

B: Sure. What’s on your mind?

A: Well, first of all I have a request that I believe you may not be pleased with.

B: Oh, ok, let’s hear it.

A: Ideally, I need the goods no later than October 21st. As I am sure you can understand, the Christmas season is just around the corner.

B: I understand that but our manufacturing department needs at least 4 weeks to complete an order of this size. You’re pushing it Joe!

A: I can sympathize with you but I bet if you pulled a few string s, you could make it happen. It’s

vitally important that I receive this shipment by the due date.

B: Joe, I will see what I can do but at this time I am unable to make any firm promises. This has been a very busy year for us and our factories are operating at full capacity most of the time. I will tell you this; however, if I can move the delivery date to October 21st it will certainly cost you.

A: Hmmmmm, I have to say that I expected that but I am not happy about it. Could you give me an idea of the extra fees I would need to pay?

B: Well, I c an give you an estimate but don’t quote me on it until I get it on paper to you, ok.

Since we would need to slot your job in and cease production on one of our current, less urgent jobs...Off the top of my head, using previous similar accounts as an example...I would think it will cost somewhere between $2000 and $2500 in extra shipping fees. Does that work for you?

A: I suppose it does since I have no choice. I would appreciate it if you would remember this the next time we do bus iness. I will be asking you to “sharpen your pencil” on my next order. Ok, let’s get it done, no more time to wait as I am running out of time.

B: Sounds good Joe. Always a plea sure doing business with you. I’ll send all the particulars via email this afternoon.

Chapter 8

A: Let’s talk about the terms of payment today. What’s your idea, Mr. Wang?

B: Well, as for terms of payment, we only accept confirmed irrevocable L/C.

A: You know, this is not a big order and the amount is small. I would suggest you give us more favorable terms. What about D/A or D/P?

B: Mr. Stone, I’m awfully sorry that we can’t accept D/P or D/A. We must adhere to our usual practice. Actually, as you know, L/C is a reliable and safe mode of payment for both parties.

We sincerely hope that you will not think us unaccommodating.

A: Then, if you promise to effect shipment one month earlier, we’ll open an L/C.

B: Sure, we can make the shipment one month earlier. In addition, we promise that the shipment can be made within 2 weeks after receipt of your L/C.

A: If so, we’ll apply to our bank at once to open a confirmed, irrevocable L/C at sight in your favor covering this order No.201.

B: Thank you very much for your cooperation. Please see to it that the relevant L/C will be established exactly according to our sales contract. You know, if you fail to do so, the delivery of the goods will be delayed.

A: You are right. You may be assured that the covering L/C will reach you next month.

B: Ok, then we’ll start to ship the goods as soon as we receive the L/C.

Chapter 9

A: Hi, Mr. Johnson, I must admit our negotiation has been conducted in an atmosphere of friendliness and mutual consideration.

B: This environment is the result of efforts on both sides, in particular your cooperative spirit, without it we would not have reached such a successful agreement, or we will not reach such

a successful agreement.

A: You exaggerate my part in the negotiation. Yesterday, I asked my secretary to draft a contract according to the outcome of our negotiation. Would you like to go over it to see if it contains

all we have discussed during negotiations?

B: (Reading the contract) Yes ... yes ... ok, you are able to read my mind really. It seems that all the important clauses we discussed are included in the contract, including payment terms, delivery terms, packing, insurance and documents…I think things that should be there are there. But…there is one thing I want t o discuss.

A: What is that?

B: May I refer you to the draft contract stipulation about packing? I think we’d better change cardboard to wooden cases, because cardboard is not strong enough for sea voyage.

A: No problem. Is there anything else?

B: Yes, one other thing is that we’d like you to advance shipment to August because I have got information that these goods are urgently required by our domestic customers for the shopping season in September. So you’d better deliver the goods before August, or else we won’t be able to catch the shopping season.

A: That can be arranged very easily. Oh, one thing I missed. We’ve already agreed to transshipment during our negotiation, but it wasn’t written into the contract. It must be a clerical mistake. We will correct it. And anything else that needs to be included in the contract?

B: Oh, yes. The next point is insurance. I know that on CIF basis your side will only insure the goods With Particular Average. But we’d like to cover risks such as risk of breakage and ris k of leakage, etc.

A: Ok, if you want to have the goods insured against these risks, we can arrange for them. But your side should pay for the extra premium.

B: No problem.

A: Any other question?

B: I think there is nothing more.

A: Then I’ll have the con tract revised and show it to you tomorrow for further examination.

B: Ok, we can sign it after several revisions. I will wait for you.

A: See you.

B: See you.

Chapter 10

A: Good morning, Mr. Chen.

B: Good morning, Mr. Potter. Please take a seat and have some coffee.

A: Thank you. I think you know why I come here today.

B: Yes, you mentioned the problem in your fax several days ago. I hope we can settle the problem in a pleasant way. Umm… you complained that you found a shortage of 4 tons in the shipment. Shouldn’t the shipping company be responsible for it?

A: The unloading report showed that there were 3,000 cartons, a number identical with the bill of lading. So, the shipping company should not be liable for the shortage. As a matter of fact, the short-weight was caused by excessive moisture.

B: But, as stipulated in the contract, the moisture in the goods is allowed to be under 3%. Additionally, we made it clear beforehand that any claim for short weight caused by excessive moisture should be based on an analysis of the samples taken at the time of loading.

A: I see. It was just before the time of loading that we made the analysis. Here’s the report from a well-known public surveyor. So you should compensate us for 4 tons of short weight.

B: I’m afraid w e cannot accept your claim before having the samples rechecked.

A: Ok. I can wait for the results of your rechecking.

(Three days later)

B: We’ve got the results of the rechecking.

A: Let me have a look. The moisture content is lower than that in our report, but higher than that in the contract.

B: Yes. In consideration of our long business relation, we are prepared to compensate you with 2 tons. Is that acceptable to you, Mr. Potter?

A: All right, that’s fine.

B: We hope this matter will not affect our good relations in future dealings.

A: I believe our cooperation will continue.