模拟谈判案例_02_.pdfVIP

Silk Selling Background By the middle of 1980s, Hong Kongs silk market was mainly taken by Japan, South Korea, Taiwan and Hong Kong products. Silk products manufactured in the mainland were reduced from 90% to 10%. To alter the situation, the director of Shaoxing Silk Plant, Fan Shizhou, decided to open new markets. After very careful markets survey on prices, customers demand and inquiry, his plant started producing silk with printed patterns in small quantity for each kind and rich variety. The product patterns are designed to cater to different culture, customs and tastes. Negotiation On a cool day of autumn, an American saleswoman, Edward Nicolar, came into Shaoxing Silk Plant and Fan Shizhou received her. After looking carefully at the samples exhibited, she showed a look of satisfaction. Then suddenly, she turned to Fan and said she wanted to order 7 patterns at the price of $3.8 per yard. However, Fan did not answer her directly but mentioned the prices of the similar products in Italy, France, America and Europe, and then he gave his counteroffer of $5.36 per yard. At this she shouted and said $5.36 was Hong Kongs retail price. Her boss would get crossed at her if she ordered silk at such high price. Fan replied confidently that the price was Hong Kongs retail price, however, there was no such kind of products at the market, besides, the price was not at all high because it cost him $5 for buying plain silk and $0.36 for printing. If the products were sold at European market, the price could reach as high as $30. Fan further emphasized that since it was the first time they did business with each other, he hoped to establish good relationship first, so he actually offered