商务英语谈判5-1省公开课金奖全国赛课一等奖微课获奖PPT课件.pptxVIP

ChapterFour-one

BargainingProcess

Focus

Tacticsandstrategiesformakingquotations

Indicatorsfortheendofabargain

Tacticsandskillsformakingcounter-quotations

Principlesandstrategiesformakingcompromises

;Case1:

Time:

Parts:alargegroupofChinesepurchasers

majorAmericanCorporationsincludingBoeing,MicrosoftandGM

Background:In,inordertoreducethetradedeficit（赤字）betweentheUSandChina,alargegroupofChinesepurchasersweredispatchedtonegotiatewithmajorAmericancorporationsincludingBoeing,MicrosoftandGMfortheimportationofproductsworthover10billiondollars.

;Pleasedtohearthenews,BoeingwonderedhowmanyBoeingairlinersChinawouldpurchasesthistime.

ChineserepresentativesproposedthatthepurchaseofBoeingairlinersshouldincludethenewly-developedBoeing787.

Problem:However,therepresentativesfromBoeingsaidtherewouldbenoproblemaboutthepurchaseofBoeing737s,747s,767s,and777s,buttheBoeing787wasanewproductthathadnotyetrolledofftheline,anditwouldbesoldatanextremelyhighprice.;TheChineserepresentativesrespondedthattheremustbeapricenomatterhowhighitwas,sohowmuchwasaBoeing787jetliner?

Afterconsultingtogether,theAmericanrepresentativescameupwitha“ceilingprice.

TheChineserepresentativesthoughtitwasunreasonablyhigh.

LargeairlinecompaniesinChinaareregularclientsofBoeing.

Youshouldnotmakeita“once-for-all”deal.

;Toenableustocontinueourpurchaseofyourairplanes,pleaseconsiderwhetheryoucangiveusapreferentialpricebyreducingyourofferbyxx%.

TheAmericanrepresentativesreplied:”Weconsideredthesefactorsbeforewequotedourpreferentialprice.

Therefore,wearenotinapositiontoallowyouX%discount,letalonexx%.

YouknowthatBoeing787jetlinersboastahighsafetycoefficientandafuel-efficientfeature.”

;ThentheChineserepresentativesresponded:”Ifwe