business negotiation 2
杨媛媛 张艳群 刘合波 朱慧娟 许幸子 田岳拿
Roles: Nathan -----German manager (GM ) (田岳拿饰 田岳拿饰) 田岳拿饰
Carissa----- German secretary ( GS ) (许幸子饰 许幸子饰) 许幸子饰 Shannon----- German vice manager ( GV ) （朱慧娟饰 ） Piggy ------ The daughter of German manager (朱慧娟饰 ) 朱慧娟饰 Briana ----- Italian manager ( IM ) (杨媛媛 饰) 杨媛媛 Annabelle----- Italian secretary ( IS ) ( 张艳群饰 ) Valerie --- Italian lawyer ( I L ) （刘合波饰） 刘合波饰）
Background: The manager of Italy International Trade Enterprise
wants to do business with the manager of Germany Mooshacherbier Brewer .They have achieved some former agreement. This time, the Italian manager was invited to Germany to sign the contract.
Chapter 1 Waiting at the Airport
Time: At 10:00 am, on Wednesday morning. Venue: In the Berlin Airport.
Carissa (German secretary) and Shannon (German vice manager) are waiting at the airport for their gestures from Italy. Shannon: Hey, look .There come them. Carissa: Where? Shannon: Look at there, the three women. The Italian delegations are coming. Shannon: Hello madams, welcome aboard.
Briana: Thank you. （Shake hands） Shannon: You must be the manager of Italy International Trade Enterprise. I
am Shannon, the vice manager of Germany Mooshacherbier Brewer.
Briana: Yeah .And this is my secretary Annabelle and this is our lawyer
Valerie. (Point to Annabelle and Valerie)
Shannon: How do you do? Annabelle and Valerie: How do you do? (Shake hands) Shannon: Allow me to introduce Carissa to you .She is the secretary of our
Briana: Nice to meet you. Carissa: Nice to meet you, too. (Shake hands) Carissa: We have reserved three comfortable rooms for you. You can stay
there and have a rest. Our negotiation has been reserved at 10:00 tomorrow morning in Room 906.
Briana: Thank you very much. Carissa: If there is any need, call me please. This is my business card.
Briana: It is very nice of you.
Chapter 2 Negotiation
Time: 10:00 am, on Thursday Venue: Room 906.
Nathan, Shannon Carissa are waiting at the meeting room. Carissa: I have told them it begins at ten sharp. I do not why they have not
showed up yet.
Nathan: Well, you know, it is their style to be late.
Shannon: Yeah, maybe they will come in a few minutes. At about 10:15 am, Briana, Annabelle and Valerie come up. Briana: Hello Signora Carissa, nice to see you. Carissa： Hello madam ,nice to meet you ,too. Let me introduce our manager to
you. This is our manager Nathan.
Briana: Glad to see you, Presidente Nathan. Nathan: Glad to meet you, too Manager Briana. (Shake hands) Briana: And my secretary Annabelle and this is our lawyer Valerie. Nathan: Nice to meet you. Annabelle and Valerie: Nice to meet you. (Shake hands) Nathan: Please. (Point to the seats.) Nathan: (Look around) Can we start now? Briana: Why not? You see, it is a fine day today and we ma6y have a nice
Nathan: Yeah, it certainly is. (Look at Carissa) Carissa :( Stand up) O.K... We are glad to tell you how much we appreciate
your order. Now, let’s have a discussion about the price. We make the price 33 euro per box...
Briana: I think your price is ten percent higher than those offered by other
Shannon: Better quality means a higher price. Annabelle: We cannot accept your offer unless the price is reduced by ten
Nathan: We appreciate your count-off, but find it too low to accept. Annabelle: It’s unwise for each other of us to stick to our own price .How
about meeting each other half-way?
Nathan: You certainly have a way of talking me into it. All right. Let’s meet
each other halfway. Then our gap will be closed and our business completed.
Briana: That means 31.35 euro per box. That sounds reasonable. Nathan: O.K let’s talk about the mode of delivery. Annabelle: The time of delivery is very important to us.We`d like to know
how long it usually takes you to make delivery.
Carissa: Delivery would be a month from receipt of your L.C . Annabelle: It’s essential that you delivery on time, on spec and on price. Shannon: You may rest assured that shipment will be duly delivered. Briana goes out to answer the phone. Valerie: Do you mind telling us what kind of insurance we’ve got for this order
Carissa: we generally cover insurance WPA Risks in the absence of
instruction from our clients.
Valerie: We think that is too narrow. We want to add the Risk of Breakage. Briana comes in. Nathan: If broader coverage is required, the extra premium is for the buyer’s
account. This kind of additional risk is coverable at a premium of 2%.
Briana: OK, please cover the insurance for us. Nathan: Now, if you have any questions about the contract, we’ll be happy to
Briana: Nothing comes to mind right now, but I’d like to go over all the items
of the contract once more before signing it.
Look at the contract carefully.
Briana: OK. (Sign the contract) Nathan: We’d so glad to cooperate with you. Briana: We, too. (Shake hands) Nathan: By the way, do you mind to come to my home for dinner tonight? Briana: Well, we’d love to. Nathan: At 7:00 pm tonight.Carissa will come to pick up you. Briana: Thank you very much.
Chapter 3 Business dinner.
Time:At 7:00 pm Venue:In Nathan`s home
Nathan is making dinner in the kichen and his single daughter Piggy is asking him some questions. Piggy: Dad,who is coming? Nathan:My business friends ,honey. Just at this moment,the doorbell rings. Piggy:Hey dad,they are coming. Nathan goes to open the door.Carissa ,Briana,Annabelle and Velerie are standing there. Nathan:Hello,welcome to my home.Coming,please. They step into the room and Annabelle give the flowers solemnly to Nathan. Nathan:Thank you very much.
Velerie looks at Piggy and asks Nathan. Velerie:Excuse me,manager Nathan,is she your daughter？ ？ Nathan:Yeah.Her name is Piggy. Velerie:Hello Piggy.Nice to meet You. Piggy:Hello Miss,nice to meet you ,too.I am Piggy and I am 6 years old. Velerie:Wow,she `s so lovely. Nathan:Thank you very much.(Turn to Carissa)Carissa,Can you help serve
Carissa goes to help sever the dishes and the others talk happily.