商务谈判实例.doc

商务谈判实例商务谈判实例商务谈判实例一DanSmith是一位美国的健身用品经销商，此次是RobertLiu第一回与他交手。就在短短几分钟的交谈中，RobertLiu既感到这位大汉粗犷的外表，藏有狡兔的心思――他肯定是沙场老将，自己绝不可掉以轻心。双方第一回过招如下：D:Idliketogettheballrolling(开始)bytalkingaboutprices.R:Shoot.(洗耳恭听)Idbehappytoansweranyquestionsyoumayhave.D:Yourproductsareverygood.ButImalittleworriedaboutthepricesyoureasking.R:Youthinkweaboutbeaskingformore?(laughs)D:(chuckles莞尔)ThatsnotexactlywhatIhadinmind.Iknowyourresearchcostsarehigh,butwhatIdlikeisa25%discount.R:Thatseemstobealittlehigh,Mr.Smith.Idontknowhowwecanmakeaprofitwiththosenumbers.D:Please,Robert,callmeDan.(pause)Well,ifwepromisefuturebusiness――volumesales(大笔交易)――thatwillslashyourcosts(大量减低成本)formakingtheExec-U-ciser,right?R:Yes,butitshardtoseehowyoucanplacesuchlargeorders.Howcouldyouturnover(销磬)somany?(pause)Wedneedaguaranteeoffuturebusiness,notjustapromise.D:Wesaidwewanted1000piecesoverasix-monthperiod.Whatifweplaceordersfortwelvemonths,withaguarantee?R:Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther.商务谈判实例(二)Robert回公司呈报Dan的提案后，老板很满意对方的采购计划;但在折扣方面则希望Robert能继续维持强硬的态度，尽量探出对方的底线。就在这七上七八的价格翘翘板上，双方是否能找到彼此地平衡点呢?请看下面分解:R:Evenwithvolumesales,ourcoatsfortheExec-U-Ciserwontgodownmuch.D:Justwhatareyouproposing?R:Wecouldtakeacut(降低)ontheprice.But25%wouldslashourprofitmargin(毛利率).Wesuggestacompromise――10%.D:Thatsabigchangefrom25!10isbeyondmynegotiatinglimit.(pause)Anyotherideas?R:IdontthinkIcanchangeitrightnow.Whydontwetalkagaintomorrow?D:Sure.Imusttalktomyofficeanyway.Ihopewecanfindsomecommonground(共同信念)onthis.NEXTDAYD:Robert,Ivebeeninstructedtorejectthenumbersyouproposed;butwecantrytocomeupwithsomethingelse.R:Ihopeso,Dan.Myinstructionsaretonegotiatehardonthisdeal――butImtryveryhardtoreachsomemiddleground(互相妥协).D:Iunderstand.Weproposeastructureddeal(阶段式和约).Forthefirstsixmonths,wegetadiscountof20%,andthenextsixmonthsweget15%.R:Dan,Icantbringthosenumbersbacktomyoffice――theyllturnitdownflat(打回票).D:Thenyoullhavetothinkofsomethingbetter,Robert.商务谈判实例(三)Dan上回提议前半年给他们二成折扣，后半年再降为一成半，经Robert推翻后，Dan一再表示让步有限。您知道Robert在这折扣缝隙中游走，如何