一商务谈数判实例.docVIP

商务谈判实例(一) 　　 　　Dan Smith是一位美国的健身用品经销商，此次是Robert Liu第一回与他交手。就在短短几分钟的交谈中，Robert Liu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: Id like to get the ball rolling（开始）by talking about prices. R: Shoot.（洗耳恭听）Id be happy to answer any questions you may have. D: Your products are very good. But Im a little worried about the prices youre asking. R: You think we about be asking for more? (laughs) D: (chuckles莞尔) Thats not exactly what I had in mind. I know your research costs are high, but what Id like is a 25% discount. R: That seems to be a little high, Mr. Smith. I dont know how we can make a profit with those numbers. D: Please, Robert, call me Dan. (pause) Well, if we promise future business,volume sales（大笔交易）that will slash your costs（大量减低成本）for making the , right? R: Yes, but its hard to see how you can place such large orders. How could you turn over so many? (pause) Wed need a guarantee of future business, not just a promise. D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee? R: If you can guarantee that on paper, I think we can discuss this further. 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。就在这价格翘翘板上，双方是否能找到彼此平衡点呢？请看下面分解: R: Even with volume sales, our cs for the auto parts wont go down much. D: Just what are you proposing? R: We could take a cut（降低）on the price. But 25% would slash our profit margin（毛利率）.We suggest a compromise10%. D: Thats a big change from 25%! 10% is beyond my negotiating limit. (pause) Any other ideas? R: I dont think I can change it right now. Why dont we talk again tomorrow? D: Sure. I must talk to my office anyway. I hope we can find some common ground on this. NEXT DAY D: Robert, Ive been instructed to reject the numbers you proposed; but we can try to come up with something else. R: I hope so, Dan. My instructions are to negotiate hard on this deal, but Im trying very hard to reach so