商务谈判模拟对话案例.docVIP

第 PAGE 页码 页码 页 / 总页数 NUMPAGES 总页数 总页数 页 商务谈判模拟对话案例 导读：我根据大家的需要整理了一份关于《商务谈判模拟对话案例》的内容，具体内容：谈判就象下棋，开局就要占据有利位置或战略性位置。商务谈判都是谈判双方出色运用语言艺术的结果。下面我整理了，供你阅读参考。：实例对话2001年12月4日 上午11时5... 谈判就象下棋，开局就要占据有利位置或战略性位置。商务谈判都是谈判双方出色运用语言艺术的结果。下面我整理了，供你阅读参考。 ：实例对话 2001年12月4日 上午11时50分24秒 Robert说明Pacer在行销与技术上的基础后，终于取信了Mark, 也为此谈判迈开成功的第一步。在谈判佣金鱼合约期限这类议题之前，Robert想先确定一些条件，包括独家代理权与Botany Bay所能提供的协助。你知道Robert运用了哪些技巧，才不会让Mark以此作条件来威胁Pacer让步?我们看看Robert怎么说： M: Mr. Liu, what kinds of sales do you think you could get? R: Well, to begin with, wed have to insist on sole agency in Taiwan. We believe we could spike(激增) sales by 30% to 40% in the first year. But certain conditions would have to be met. M: What kinds of conditions? R: Wed need your full technical and marketing support. M: Could you explain what you mean by that? R: Wed like you to give training to our technical staff; wed also like you to pay a fee for after-sales service. M: Its no problem with the training. As for service support, we usually pay a yearly fee, pegged to(根据)total sales. R: Sounds OK, if we can come to terms(达成协定) on how much is fair. As for marketing support, we would like you to assume 50% of all costs. M: Wed prefer 40%. Many customers learn about our products through international magazines, trade shows, and so on. We pick up the tab(付款)for that, but you get the sales in Taiwan. R: Well think about it, and talk more tomorrow. M: Fine. Wed like you to tell us about your marketing plans. ：价格谈判对话 1.Lets get down to business, shall we?(让我们开始谈生意好吗?) 2.Id like to tell you what I think about that.(我想告诉你我的一些想法。) 3.Are those prices FOB or CIF?(这些价格是船上交货价还是运费及保险费在内价?) 4.Are these prices wholesale or retail?(这些价格是批发价还是零售价?) 5. The price is quite reasonable.(这价格相当合理。) 6.Thats too high.(价钱太高了。) 7.Oh, no, this is the lowest price.(噢，不，这是最低价。) 8.Let us have your rock-bottom price.(我们给你低价。) 9.Whats the price range?(价格范围是多少?) 10.They start at one hundred and fifty yuan and go up t