商务模拟谈判模块-案例分析.pptVIP

商务模拟谈判模块 1、案例分析 本次课的课程目标 1、了解谈判中常见的英语表达； 2、识别商务谈判中常见的策略和技巧； 3、判断自己的谈判素质并思考扬长避短的办法。 案例分析 A: We are quite interested in your nylon T-shirt. But I’m afraid your prices are much too high. B: Not in the least. I should say they are reasonable and quite in line with the market. A: It’s just for the market reason I suggest you make a reduction in price. Otherwise we could hardly go on with our discussion. B: A reduction in price? I’m afraid it is out of the question. A: Well, we have made a market survey recently. More and more people are tired of wearing T-shirts made of synthetic fabrics（人工合成的织物）. They are more interested in cotton wear. B: That’s true. But as the prices are already rather low, we can’t reduce much. A: How much then? B: We can reduce them by five percent. A: Five percent? When I say your prices are much too high, I don’t mean they are higher merely by 5 or 6 percent. B: How much do you mean then? Can you give me a rough idea? A: If you ask me, I would say you should hold a reduction of about 12 percent. B: You must be kidding. How is it possible to expect us to make a reduction to such an extent? A: I won’t let you sell at a loss. If your prices are reasonable, I might place a large order. B: For friendship’s sake, we can consider cutting down another 5 percent which is almost cost prices. They couldn’t be lower. And that depends on how many you wish to order from us. A: What about 5000 dozens? B: If you can order 8000 dozens I’ll make the concession by 10 percent. A: OK. We have come to an agreement on price at long last. Difficult points sell at a loss 亏本出售 be in line with the market 与市场是一致的 at long last 到底，终于 Reduce the price by fifteen per cent through guaranteeing a fixed order every month for a year. A: We seem to have reached a stalemate. We’re not going to progress unless you can make us better offer. B: We might be able to offer something better, but on one condition. A: What’s that? …… Reference: B: You would have to guarantee us a fixed o