外贸业务员的谈判现场.doc

外贸业务员的谈判现场 体 体 外贸知识大全??来源：外贸知识 [现场一] 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:　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――volumesales（大笔交易）――that　will　slash　your　costs（大量减低成本）for　 makingthe　Exec-U-ciser,　right? R:　Yes,　but　its　hard　to　see　 howyou　can　place　such　large　orders.　How　could　you　turn　over（销磬）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.[现场二]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:　Even　with　volume　sales,　our　coats　for　the　Exec-U-Ciser　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　compromise――10%. 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（共同信念）on　this. NEXT　DAY D:　Robert,　Ive　been　instructed　to　reject　the　numbers　you　proposed;　but　we　can　try　to　come　up　with　some　thing　else.R:　I　hope　so,　Dan.　My　instructions　are　to　negotiate　hard　on　this　d