资源描述:
《国际商务谈判对话稿》由会员上传分享,免费在线阅读,更多相关内容在行业资料-天天文库。
1、(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:I‘dliketogettheballrolling(开始)bytalkingaboutprices. R:Shoot.(洗耳恭听)I‘dbehappytoansweranyquestionsyoumayhave. D:Yourproductsareverygood
2、. ButI‘malittleworriedaboutthepricesyou‘reasking. R:Youthinkweaboutbeaskingformore?(laughs)D:(chuckles莞尔)That‘snotexactlywhatIhadinmind. Iknowyourresearchcostsarehigh,butwhatI‘dlikeisa25%discount. R:Thatseemstobealittlehigh,Mr. Smith. Idon‘tknowhowwecan
3、makeaprofitwiththosenumbers. D:Please,Robert,callmeDan. (pause)Well,ifwepromisefuturebusiness――volumesales(大笔交易)――thatwillslashyourcosts(大量减低成本)formakingtheExec-U-ciser,right?R:Yes,butit‘shardtoseehowyoucanplacesuchlargeorders. Howcouldyouturnover(销磬)so
4、many?(pause)We‘dneedaguaranteeoffuturebusiness,notjustapromise. D:Wesaidwewanted1000piecesoverasix-monthperiod. Whatifweplaceordersfortwelvemonths,withaguarantee?R:Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther.例(2)Robert回公司呈报Dan的提案后,老板很满意对方
5、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: :Evenwithvolumesales,ourcoatsfortheExec-U-Ciserwon'tgodownmuch. D:Justwhatareyouproposing?R:Wecouldtakeacut(降低)ontheprice. But25%wouldslashourprofitmargin(毛利率).Wesuggestacom
6、promise――10%. D:That‘sabigchangefrom25!10isbeyondmynegotiatinglimit. (pause)Anyotherideas?R:Idon‘tthinkIcanchangeitrightnow. Whydon‘twetalkagaintomorrow?D:Sure. Imusttalktomyofficeanyway. Ihopewecanfindsomecommonground(共同信念)onthis. NEXTDAYD:Robert,I‘veb
7、eeninstructedtorejectthenumbersyouproposed;butwecantrytocomeupwithsomethingelse. R:Ihopeso,Dan. Myinstructionsaretonegotiatehardonthisdeal――butI‘mtryveryhardtoreachsomemiddleground(互相妥协). D:Iunderstand. Weproposeastructureddeal(阶段式和约). Forthefirstsixmon
8、ths,wegetadiscountof20%,andthenextsixmonthsweget15%. R:Dan,Ican‘tbringthosenumbersbacktomyoffice――they‘llturnitdownflat(打回票). D:Thenyou‘llhavetothinkofsomethingbetter,Robert.实例(3)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