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1、ChapterFour-oneBargainingProcessFocusTacticsandstrategiesformakingquotationsIndicatorsfortheendofabargainTacticsandskillsformakingcounter-quotationsPrinciplesandstrategiesformakingcompromisesCase1:Time:2005Parts:alargegroupofChinesepurchasersmajorAmericanCorporationsincluding
2、Boeing,MicrosoftandGMBackground:In2005,inordertoreducethetradedeficit（赤字）betweentheUSandChina,alargegroupofChinesepurchasersweredispatchedtonegotiatewithmajorAmericancorporationsincludingBoeing,MicrosoftandGMfortheimportationofproductsworthover10billiondollars.Pleasedtohearth
3、enews,BoeingwonderedhowmanyBoeingairlinersChinawouldpurchasesthistime.ChineserepresentativesproposedthatthepurchaseofBoeingairlinersshouldincludethenewly-developedBoeing787.Problem:However,therepresentativesfromBoeingsaidtherewouldbenoproblemaboutthepurchaseofBoeing737s,747s,
4、767s,and777s,buttheBoeing787wasanewproductthathadnotyetrolledofftheline,anditwouldbesoldatanextremelyhighprice.TheChineserepresentativesrespondedthattheremustbeapricenomatterhowhighitwas,sohowmuchwasaBoeing787jetliner?Afterconsultingtogether,theAmericanrepresentativescameupwi
5、tha“ceilingprice.TheChineserepresentativesthoughtitwasunreasonablyhigh.LargeairlinecompaniesinChinaareregularclientsofBoeing.Youshouldnotmakeita“once-for-all”deal.Toenableustocontinueourpurchaseofyourairplanes,pleaseconsiderwhetheryoucangiveusapreferentialpricebyreducingyouro
6、fferbyxx%.TheAmericanrepresentativesreplied:”Weconsideredthesefactorsbeforewequotedourpreferentialprice.Therefore,wearenotinapositiontoallowyouX%discount,letalonexx%.YouknowthatBoeing787jetlinersboastahighsafetycoefficientandafuel-efficientfeature.”ThentheChineserepresentativ
7、esresponded:”Ifwepurchasealargequantity,willyougiveamorefavorableprice?”TheAmericansaidtheywouldthinkaboutit.InitialResult:Inthefollowingroundsofnegotiation,theChinesesideincreasedthenumberoftheairplanestheyordered,stepbystep,andtheAmericansmadeseveralappropriatepriceconcessi
8、ons.ItwasnotuntiltheChinesesideagreedtobuy42Boeing787jetlinersthatth
