《商务谈判实例(一)》.docxVIP

商务谈判实例（一） Dan Smith是一位美国的健身用品经销商，此次 是Robert Liu 第一回与他交手。就在短短几分钟的交谈中， Robert Liu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，白己绝不可掉以轻心。双方第一回过招如下： D: I d like to get the ball rolling （开始） by talking about prices. R: Shoot. （洗耳恭听）I d be happy to answer any questions you mayhave. D: Your products are very good. But I m a little worried about the prices you re asking. R: You think we about be asking for more?（laughs） D: （chuckles 莞尔）That s not exactly what I had in mind. I know your research costs are high, but what I d like is a 25%discount. R: That seems to be a little high, Mr. Smith. I don t know how