外貿業(yè)務(wù)中怎樣準備談判？

在準備商務(wù)談判時(shí)，首先要確定談判目標，第二要確定談判策略，最后要了解談判對手。我們來(lái)看一個(gè)具體例子：

Dialogue

A: Let's discuss the delivery date first. You should offer to deliver within six months after the contract signing.
我們首先商量一下交貨期吧。你們應該在合同簽署后6個(gè)月內交貨。

B: Yes. /是的。

A: The interval is too long. I'm afraid. Could you deliver the drillers sooner?
恐怕時(shí)間隔太長(cháng)了。能不能快些交付鉆孔機？

B: I must say we can do very little in this matter. But we'd like to hear more from you on this. Then we shall see what can be done.
我必須說(shuō)我們無(wú)能為力。但是我方愿意聽(tīng)取你方在這方面更多的建議，然后看看我們可以做些什么。

A: Our idea is that you deliver within three months after the contract signing.
我公司建議在合同簽署后3個(gè)月內交貨。

B: Impossible! As you know, we make most of the drillers' parts, but a few of them come from another American manufacture. We have to order from them first.
不可能！你知道，鉆孔機的`大部分零件都由我們自己制造，但也有一少部分是來(lái)自另一個(gè)美國制造商。我們必須先從他們那訂貨。

A: I see.
我知道。

B: To make the parts, they must first get specification and detail from us.
為了制造這些零件他們必須先從我公司獲取這些零件的細節和規格。

A: Right.
是的。

B: It'll therefore take quite a long time. I'll e-mail your company for the earliest possible delivery date.
所以這要花很長(cháng)時(shí)間。我會(huì )將盡可能早的交貨日期通過(guò)電子郵件告知你們公司的。

A: Please let us know as soon as you hear from your home office?
你從總公司得到消息后立刻告知我們，好嗎？

B: I'll certainly do that.
當然。

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