国际商务谈判课件肖文萍Unit 05PriceIntroduction.doc

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1、IntroductionPriceisoneofthemostimportanttasksinthecourseofclinchingadeal,andsometimesitistheonlyfactorthatmakesadifferenceinbusinessnegotiation.Priceisdirectlyrelatedtotheprofitsboththebuyerandsellercanobtain,whichistheobjectiveofmosttransactions.Insomecases,thesuccessinnegotiatingonpricemea

2、nsthesuccessofbusiness.Inmostcases,priceisnotanindependentfactortotalkabout.Pricecanbechangedaccordingtootherfactorsinbusiness.Whendiscussingprice,carefulconsiderationshouldbegivento:1.Purposeofthenegotiation.(maximizationofinterestsorlong-termrelationship)2.Termsofpayment．(saferandquickerpa

3、ymentcanbeareasonableexcuseforsellerstolowerthegoodspricestoacertaindegree)3.Dateofdelivery(quickerandsafertransmitcanbethereasonforbuyerstocompromise)4.Whobearsthedutytopayfreightandinsurance．5.Discountonlargequantitypurchase