英文谈判案例Shopping Tote Negotiation.ppt

Shopping?Tote?Negotiation Parties?involved?in?the?case: Party?A:?Company?L? (?a?US?trading?company)? Party?B:?Company?P? (a?bag?supplier?which?was?located?in?Xiamen?Area)? Party?C:?Company?X ?Client?(X?corp.,?one?of?the?local?supermarkets?in?LA) Time:? Mid?April,?2008 Company?X?(client)?placed?a?purchase?order?of?50,000?pieces?of?non-woven?shopping?tote?to? Company?L? According?to?Company?P?(the?supplier),?the?material?MOQ?(minimum?order?quantity)?for?this?order?was?at?least?300,000?pcs; Company?P?was?one?of? the?most?important? suppliers?for?Company?L.?It?provided?high?quality?bags?at?a?reasonable? Price. The?shopping?tote?was?a? Non-popular?item,? company?L?didn’t?want?to? carry?any?stock,?but?they? would?like?to?accept?the? order?as?it?was?a?nice?order?with?good?profit?margin,? also?the?company?needed?a?client?like?company?X In?first?half?of?year?2008,? the?international?oil?price? was?skyrocketing.? (Crude?oil?price?increased? from?$50?to?$145?since?May?2007.)? Meanwhile,?the?continuous?RMB?exchange?rate?reform?and?increasing?labor?cost?had?been?pushing?the? production?cost?higher?and?higher.? Therefore,?Chinese? manufactures?continued? increasing?price.?In?some? extreme?cases,?the?supplier?requested?a?5-10%?of? price?increase?just?on?the? next?week?after?contract? were?signed. Usually,?foreign?buyers? had?to?compromise?for? three?reasons.? First,?the?supplier?did?have?the?reason?to?raise?price?as?the?purchasing?price?can’t?cover?the?production?cost. In?that?case?the?supplier? would?rather?refuse?to?fill? the?order?than?lose?money? to?get?the?order?done.? Second,?it?is?usually?very? difficult?to?find?an? alternative?supplier?in?a? short?period?and?rush?an? order?at?that?time. It?was?before?the?financial?crisis,?the?global?economy?was?prosperous?and? almost?every?Chinese? factory?was?busy?to?fill?the? booming?orders?from?all? over?the?world.? Many manufactures ?even?refuse?to?take?any? new?orders?because?their? existing?orders?were? already?too?much?f