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1、商务谈判实例(一) 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:I'dliketogettheballrolling（开始）bytalkingaboutprices.R:Shoot.（洗耳恭听）I'dbehappytoansweranyquestionsyoumayhave.D:Yourproductsarev
2、erygood.ButI'malittleworriedaboutthepricesyou'reasking.R:Youthinkweaboutbeaskingformore?(laughs)D:(chuckles莞尔)That'snotexactlywhatIhadinmind.Iknowyourresearchcostsarehigh,butwhatI'dlikeisa25%discount.R:Thatseemstobealittlehigh,Mr.Smith.Idon'tknowhowwec
3、anmakeaprofitwiththosenumbers.D:Please,Robert,callmeDan.(pause)Well,ifwepromisefuturebusiness,volumesales（大笔交易）.thatwillslashyourcosts（大量减低成本）formakingtheautoparts,right?R:Yes,butit'shardtoseehowyoucanplacesuchlargeorders.Howcouldyouturnoversomany?(pau
4、se)We'dneedaguaranteeoffuturebusiness,notjustapromise.D:Wesaidwewanted1000piecesoverasix-monthperiod.Whatifweplaceordersfortwelvemonths,withaguarantee?R:Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther.商务谈判实例(二) Robert回公司呈报Dan的提案后，老板很满意对方的
5、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。就在这价格翘翘板上，双方是否能找到彼此平衡点呢？请看下面分解:R:Evenwithvolumesales,ourcostsfortheautopartswon'tgodownmuch.D:Justwhatareyouproposing?R:Wecouldtakeacut（降低）ontheprice.But25%wouldslashourprofitmargin（毛利率）.Wesuggestacompromiseof10
6、%.D:That'sabigchangefrom25%!10%isbeyondmynegotiatinglimit.(pause)Anyotherideas?R:Idon'tthinkIcanchangeitrightnow.Whydon'twetalkagaintomorrow?D:Sure.Imusttalktomyofficeanyway.Ihopewecanfindsomecommongroundonthis.NEXTDAYD:Robert,I'vebeeninstructedtorejec
7、tthenumbersyouproposed;butwecantrytocomeupwithsomethingelse.R:Ihopeso,Dan.Myinstructionsaretonegotiatehardonthisdeal,butI'mtryingveryhardtoreachsomemiddleground（互相妥协）.D:Iunderstand.Weproposeastructureddeal（阶段式和约）.Forthefirstsixmonths,wegetadiscountof20
8、%,andthenextsixmonthsweget15%.R:Dan,Ican'tbringthosenumbersbacktomyoffice,they'llturnitdownflat（打回票）.D:Thenyou'llhavetothinkofsomethingbetter,Robert.商务谈判实例(三) Dan上回提议前半年给他们二成折扣，后半年再降为一成半，经Robert推翻后，Dan再三表示让步有限。您知道Robert在这折扣缝隙中游走，如何才能
