8商务谈判综述.pptVIP

Negotiation（Price） most favorable cut down listed price bottom price strike a bargain Reading Jenny: I’m afraid your price is too high for us to accept. It’s 20% higher compared with other companies. John: 20%? You can’t be serious. Our price is most favorable. Jenny: That has been confirmed by our survey. For an attractive order, I hope you’ll cut down the price a bit. John : I’m sorry. This price has been reduced to the limit. Jenny : If you stand firm on your price, we can hardly come to an agreement. John : Then how much do you want to cut down? Jenny: 20% according to the listed price. John : But that’s impossible. We won’t make any profit at that price. What about 10% off the original price? Jenny : No way. 10% is still too high. John : Come on. The quality of products is guaranteed, and you’ll buy the best of its kind. Jenny : But other companies also say that their products are the best. John : All right then. With an eye to the future business, we’ll grant you another 4%, and that’s my bottom price. Jenny: OK. I think we can strike a bargain. Mr. Smith, a general importer from Austria, is discussing a business deal with Mr. Zhang about laser printers. Mr. Smith asks for an offer of 200 sets of laser printers for prompt shipment, but only in half of the quantity is available. He also asks for a 10% reduction in the price Mr. Zhang quoted. Mr. Zhang refuses to consider any reduction in price at first, but finally he allows a 5% discount and they conclude the business. Bargaining Suggested dialogue Z: Shall we get down to business now? S: Yes. Lets. Z: Im glad to tell you we have the laser printers you need. Could you tell me how many sets you want to purchase? S: If the price is competitive, Id like to order 200 sets of them, but the shipment should be prompt . Z: Well. We only have 100 sets totally. But I promise the rest of them will be settled by the last day of this month. S: What a pity! My retailers need the printers before 18th of this month.