经典商务谈判实例

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1、实惠网外贸平台欢迎您的到来！经典商务谈判实例商务谈判实例（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：Yo

2、urproductsareverygood.ButI’malittleworriedaboutthepricesyou’reasking。　　R：Youthinkweaboutbeaskingformore？（laughs）　　D：（chuckles莞尔）That’snotexactlywhatIhadinmind.Iknowyourresearchcostsarehigh，butwhatI’dlikeisa25%discount。　　R：Thatseemstobealittlehigh，Mr.Smith.Idon’tkno

3、whowwecanmakeaprofitwiththosenumbers。　　D：Please，Robert，callmeDan.（pause）Well，ifwepromisefuturebusiness――volume实惠网外贸平台欢迎您的到来！sales（大笔交易）――thatwillslashyourcosts（大量减低成本）formakingtheExec-U-ciser，right？　　R：Yes，butit’shardtoseehowyoucanplacesuchlargeorders.Howcouldyoutu

4、rnover（销磬）somany？（pause）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

5、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板上，双方是否能找到彼此地平衡点呢？请看下面分解：　　R：Evenwithvolumesales，ourcoatsfortheExec-U-Ciserwon’tgodownmuch。　　D：Justwhatareyouproposing？　　R：Wecouldtakeacut（降低）ontheprice.But25%wouldslashourprofitmargin（毛利率）.Wesuggestac

6、ompromise――10%。实惠网外贸平台欢迎您的到来！　　D：That’sabigchangefrom25！10isbeyondmynegotiatinglimit.（pause）Anyotherideas？　　R：Idon’tthinkIcanchangeitrightnow.Whydon’twetalkagaintomorrow？　　D：Sure.I　　musttalktomyofficeanyway.Ihopewecanfindsomecommonground（共同信念）onthis.NEXTDAY　　D：Robe

7、rt，I’vebeeninstructedtorejectthenumbersyouproposed；butwecantrytocomeupwithsomethingelse。　　R：Ihopeso，Dan.Myinstructionsaretonegotiatehardonthisdeal――butI’mtryveryhardtoreachsomemiddleground（互相妥协）。　　D：Iunderstand.Weproposeastructureddeal（阶段式和约）.Forthefirstsixmonths，w

8、egetadiscountof20%，andthenextsixmonthsweget15%。　　R：Dan，Ican’tbringthosenumbersbacktomyoffice――they’llturnitdownflat（打回票）。　　D：Thenyou’llhavetothin