商务英语谈判案例分析 .pdfVIP

商务英语谈判案例分析 B: You have mentioned your price is based on CIF Sydney, but now we find that Sydney port not suitable for us to take the delivery. We’d like to change it to Melpomene[mel’pɔmini:]. 篇一： 商务 英语 谈判案例分析 Example: Dan smith was a bissiness who works on gymnasium equipment ，and it was the first meeting between Robert Liu and him.In just a few minutes of the conversation, Robert Liu felt that this big fellow with a straightforward appearance kept a mind of a cunning rabbit .Known that the guy was skilled in this way ,he took great care in the negotiation. In the first round ,their covercition was as follows: D: Id like to get the ball rolling by talking about prices. R: Shoot.,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) 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 businessDDvolume salesDDthat will slash your costs for making the Exec-U-ciser, right? R: Yes, but its hard to see how you can place such large orders. How could you turn over 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.But even with volume sales, our coats for the Exec-U-Ciser wont go down much. D: Just what are you proposing? A: I’m really glad our club decides to raise money for the children’s hospital and most of the people we’ve phoned seemed happy to contribute. 谚语是民