国际商务谈判对话稿.pdfVIP

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（1）DanSmith是一位美国的健身用品经销商，此次是RobertLiu第一回与他交手。

就在短短几分钟的交谈中，RobertLiu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，自己绝不可掉以轻心。双方第一回过招如下：

D:Idliketogettheballrolling‘（开始）bytalkingaboutprices.

R:Shoot.（洗耳恭听）Idbehappytoansweranyquestionsyoumayhave.‘

D:Yourproductsareverygood.ButImalittleworriedaboutthepricesyou‘reasking.‘

R:Youthinkweaboutbeaskingformore?(laughs)

D:(chuckles莞尔)ThatsnotexactlywhatIhadinmind.‘Iknowyourresearchcostsare

high,butwhatIdlikeisa25%discount.‘

R:Thatseemstobealittlehigh,Mr.Smith.Idontknowhowwecanmakeaprofitwith‘

thosenumbers.

D:Please,Robert,callmeDan.(pause)Well,ifwepromisefuturebusiness――volume

sales（大笔交易）――thatwillslashyourcosts（大量减低成本）formakingtheExec-U-ciser,

right?

R:Yes,butitshardtoseehowyoucanplacesuchlargeorders.‘Howcouldyouturnover

（销磬）somany?(pause)Wedneedaguaranteeoffuturebusiness,notjustapromise.‘

D:Wesaidwewanted1000piecesoverasix-monthperiod.Whatifweplaceordersfor

twelvemonths,withaguarantee?

R:Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther.

例（2）Robert回公司呈报Dan的提案后，老板很满意对方的采购计划;但在折扣方面则

希望Robert能继续维持强硬的态度，尽量探出对方的底线。就在这七上七八的价格翘翘

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板上，双方是否能找到彼此地平衡点呢？请看下面分解:

:Evenwithvolumesales,ourcoatsfortheExec-U-Ciserwontgodownmuch

.D:Justwhatareyouproposing?

R:Wecouldtakeacut（降低）ontheprice.But25%wouldslashourprofitmargin（毛利

率）.Wesuggestacompromise――10%.

D:Thats‘abigchangefrom