商务英语谈判案例分析[1]1

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1、商务英语谈判课后作业——案例分析商务英语谈判案例分析Example:Dansmithwasabissinesswhoworksongymnasiumequipment，anditwasthefirstmeetingbetweenRobertLiuandhim.Injustafewminutesoftheconversation,RobertLiufeltthatthisbigfellowwithastraightforwardappearancekeptamindofacunningrabbit.Kn

2、ownthattheguywasskilledinthisway,hetookgreatcareinthenegotiation.Inthefirstround,theircovercitionwasasfollows:D:I'dliketogettheballrollingbytalkingaboutprices.R:Shoot.,I'dbehappytoansweranyquestionsyoumayhave.D:Yourproductsareverygood.ButI'malittleworri

3、edaboutthepricesyou'reasking.R:Youthinkweaboutbeaskingformore?(laughs)D:(chuckles)That'snotexactlywhatIhadinmind.Iknowyourresearchcostsarehigh,butwhatI'dlikeisa25%discount.R:Thatseemstobealittlehigh,Mr.Smith.Idon'tknowhowwecanmakeaprofitwiththosenumbers

4、.D:Please,Robert,callmeDan.(pause)Well,ifwepromisefuturebusiness――volumesales――thatwillslashyourcostsformakingtheExec-U-ciser,right?R:Yes,butit'shardtoseehowyoucanplacesuchlargeorders.Howcouldyouturnoversomany?(pause)We'dneedaguaranteeoffuturebusiness,n

5、otjustapromise.D:Wesaidwewanted1000piecesoverasix-monthperiod.Whatifweplaceordersfortwelvemonths,withaguarantee?R:Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther.Butevenwithvolumesales,ourcoatsfortheExec-U-Ciserwon'tgodownmuch.D:Justwhatareyo

6、uproposing?R:Wecouldtakeacutontheprice.But25%wouldslashourprofitmargin.Wesuggestacompromise――10%.D:That'sabigchangefrom25!10isbeyondmynegotiatinglimit.(pause)Anyotherideas?R:Idon'tthinkIcanchangeitrightnow.Whydon'twetalkagaintomorrow?D:Sure.Imusttalktom

7、yofficeanyway.Ihopewecanfindsomecommongroundonthis.NEXTDAYD:Robert,I'vebeeninstructedtorejectthenumbersyouproposed;butwecantrytocomeupwithsomethingelse.R:Ihopeso,Dan.Myinstructionsaretonegotiatehardonthisdeal――butI'mtryveryhardtoreachsomemiddleground.D:

8、Iunderstand.Weproposeastructureddeal.Forthefirstsixmonths,wegetadiscountof20%,andthenextsixmonthsweget15%.R:Dan,Ican'tbringthosenumbersbacktomyoffice――they'llturnitdownflat.D:Thenyou'llhavetothinkofsomethingbetter,Robert.R:Howabo