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1、商务英语谈判案例分析 Jayisabissinesswhoworksongymnasiumequipment，anditwasthefirstmeetingbetweenyoyoandhim.Injustafewminutesoftheconversation,yoyofeltthatthisbigfellowwithastraightforwardappearancekeptamindofacunningrabbit.Knownthattheguywasskilledinthisway,hetookgreatcareinthenegot
2、iation. Inthefirstround,theircovercitionwasasfollows: D:shallwestart?R=Yoyo R:yes.I’dbegladtoansweranyquestionsyoumayhave. D:Yourproductleavesmeadeepimpression.ButI'malittleworriedabouttheprices. R:Don’tworry.Beforewequotetheprice,plztellustheexactquantityyouwant. D
3、:I’mnotsurestill.Iknowyourresearchcostsarehigh,butIprefer20%discount. R:No,no.no.youmustbekidding.That’sabigcut,anditwillmakeusnoprofit. D:ifwepromisefuturebusinessthatwillreduceyourcostsforproducts,right? R:Yes,butit'shardtoseehowyoucanplacesuchlargeorders.(Pause)Wen
4、eedaguaranteeoffuturebusiness,notjustapromise. D:Wesaidwewanted500piecesovera3-monthperiod.Whatifweplaceordersfor6months,withaguarantee? R:Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther.Butevenwithvolumesales,ourcoatswon'tgodownmuch. D:so,whatareyourpropose?
5、 R:Wecouldgiveyouacut.Butnot20%,wecangrant10%atmost,that’sthebestwecando. D:That'sabigchangefrom20!10isbeyondmydeadline.(pause)Anyotherideas? R:Idon'tthinkIcanmakeadecisionrightnow.Whydon'twetalkagaintomorrow? D:Sure.Imusttalktomyofficeanyway.Ihopewecanfindsomecommo
6、ngroundonthis. NEXTDAY D:yoyo,sorrytotellyouthatwecannotacceptyourquotation;let’scameupwithsomethingelse. R:Ihopeso,jay.Myaimistonegotiatehardonthisoeder――butI'mtryingveryhardtoreachsomemiddleground. D:Iunderstand.Wesuggestastructureddeal.Forthefirst3months,wegetadisco
7、untof15%,andthenext3monthsweget12%. R:Dan,Ican'tbringthosenumbersbacktomyoffice――they'llrejectitdirectly. D:Thenyou'llhavetothinkofsomethingbetter,yoyo. R:Howabout12%thefirst3months,andthesecond3monthsat10%,withaguaranteeof1500units? D:That'salargenumberstosell,withsu
8、chlowprofit. R:It'saboutthebestwecando,jay.(pause)Weneedtofiguresomethingouttoday.IfIgobackempt
