商务谈判实例.docx

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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:I'dliketogettheballrolling（开始）bytalkingaboutprices.R:Shoot.（洗耳恭听）I'dbehappytoansweranyquestionsyoumayhave.D:Yourproductsareverygood.ButI'malittleworriedaboutthepricesyou'reasking.R:Youthinkweaboutbeaskingformore?(laughs)D:(chuckles莞尔)That'snotexactlywhatIhadinmind.Iknowyourresearchcostsarehigh,butwhatI'dlikeisa25%discount.R:Thatseemstobealittlehigh,Mr.Smith.Idon'tknowhowwecanmakeaprofitwiththosenumbers.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,butit'shardtoseehowyoucanplacesuchlargeorders.Howcouldyouturnover（销磬）somany?(pause)We'dneedaguaranteeoffuturebusiness,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-Ciserwon'tgodownmuch.真的不掉线吗？？、？？？？？？？？？？？？
D:Justwhatareyouproposing?计划,建议,向...提议,求(婚)R:Wecouldtakeacut（降低）ontheprice.But25%wouldslashourprofitmargin（毛利率）.Wesuggestapromise妥协,折衷？？10%.D:That'sabigchangefrom25!10isbeyondmynegotiatinglimit.(pause)Anyotherideas?R:Idon'tthinkIcanchangeitrightnow.Whydon'twetalkagaintomorrow?D:Sure.Imusttalktomyofficeanyway.Ihopewecanfindsomemonground（共同信念）onthis.NEXTDAYD:Robert,I'vebeeninstructedtorejectthenumbersyouproposed;butwecantrytoeupwithsomethingelse.R:Ihopeso,Dan.Myinstructionsaretonegotiatehardonthisdeal？？butI'mtryveryhardtoreachsomemiddleground（互相妥协）.D:Iunderstand.Weproposeastructureddeal（阶段式和约）.Forthefirstsixmonths,wegetadiscountof20%,andthenextsixmonthsweget15%.R:Dan,Ican'tbringthosenumbersbacktomyoffic