资源描述：
《商务英语谈判案例》由会员上传分享，免费在线阅读，更多相关内容在工程资料-天天文库。
1、商务英语谈判案例分析Jayisabissinesswhoworksongymnasiumequipment,anditwasthefirstmeetingbetweenyoyoandhim.Injustafewminutesoftheconversation,yoyofeltthatthisbigfellowwithastraightforwardappearancekeptamindofacunningrabbit.Knownthattheguywasskilledinthisway,hetookgreatcareinthenegotiation.Inthef
2、irstround,theircovercitionwasasfollows:D:shallwestart?R=YoyoR:yes.Fdbegladtoansweranyquestionsyoumayhave.D:Yourproductleavesmeadeepimpression.ButI'malittleworriedabouttheprices.R:Don'tworry.Beforewequotetheprice,plztellustheexactquantityyouwant.D:Fmnotsurestill.Iknowyourresearchcosts
3、arehigh,butIprefer20%discount.R:No,no.no.youmustbekidding・Thafsabigcut,anditwillmakeusnoprofit.D:ifwepromisefuturebusinessthatwillreduceyourcostsforproducts,right?R:Yes,butifshardtoseehowyoucanplacesuchlargeorders・(Pause)Weneedaguaranteeoffuturebusiness,notjustapromise.D:Wesaidwewant
4、ed500piecesovera3-monthperiod・Whatifweplaceordersfor6months,withaguarantee?R.:Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisturther.Butevenwithvolumesales,ourcoatswon*godownmuch.D:so,whatareyourpropose?R:Wecouldgiveyouacut.Butnot20%,wecangrant10%atmost,thafsthebestwecando.D:That
5、'sabigchangefrom20!10isbeyondmydeadline・(pause)Anyotherideas?R:Idon'tthinkIcanmakeadecisionrightnow.Whydon'twetalkagaintomorrow?D:Sure・Imusttalktomyofficeanyway.Ihopewecanfindsomecommongroundonthis.NEXTDAYD:yoyo,sonytotellyouthatwecannotacceptyourquotation;let'scameupwithsomethingels
6、e・R:Ihopeso,jay.MyaimistonegotiatehardonthisoederbutFmtryingveryhardtoreachsomemiddleground・D:Iunderstand.Wesuggestastructureddeal.Forthefirst3months,wegetadiscountof15%,andthenext3monthsweget12%.R:Dan,Ican'tbringthosenumbersbacktomyofficethey'llrejectitdirectly.D:Thenyou'llhavetothi
7、nkofsomethingbetter,yoyo.R:Howabout12%thefirst3months,andthesecond3monthsat10%,withaguaranteeof1500units?D:Thafsalargenumberstosell,withsuchlowprofit.R:It'saboutthebestwecando,jay.(pause)Weneedtofiguresomethingouttoday.IfIgobackempty-handed,Imaybecomingbacktoyousoontoaskforajob.(smil
8、es)D:(smiles
