商务英语谈判案例分析[1]1 .pdfVIP

商务英语谈判课后作业 ——案例分析 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 business ――volume sales――that 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? R: We could take a cut on the price. But 25% would slash our profit margin .We suggest a compromise ――10%. D: Thats a big change from 25! 10 is beyond my negotiating limit. (pause) An