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1、商务英语谈判案例分析 Jay is a bissiness who works on gymnasium equipment，and it was the first meeting between yoyo and him. In just a few minutes of the conversation, yoyo felt that this big fellow with a straightforward appearance kept a mind of a cunning rabbit .K
2、nown that the guy was skilled in this way ,he took great care in the negotiation. In the first round ,their covercition was as follows: D: shall we start? R=Yoyo R: yes. I’d be glad to answer any questions you may have. D: Your product leaves me a deep
3、 impression. But I'm a little worried about the prices. R: Don’t worry. Before we quote the price, please tell us the exact quantity you want. D: I’m not sure still. I know your research costs are high, but I prefer 20% discount. R: No, no.no.you mus
4、t be kidding. That’s a big cut, and it will make us no profit. D: if we promise future business that will reduce your costs for products, right? R: Yes, but it's hard to see how you can place such large orders. (Pause) We need a guarantee of future busine
5、ss, not just a promise. D: We said we wanted 500 pieces over a 3-month period. What if we place orders for 6 months, with a guarantee? R: If you can guarantee that on paper, I think we can discuss this further. But even with volume sales, our coats won't
6、 go down much. D: so, what are your propose? R: We could give you a cut. But not 20%,we can grant 10% at most, that’s the best we can do. D: That's a big change from 20! 10 is beyond my deadline. (pause) Any other ideas? R: I don't think I can make a d
7、ecision right now. Why don't we talk again tomorrow? D: Sure. I must talk to my office anyway. I hope we can find some common ground on this. NEXT DAY D: yoyo, sorry to tell you that we cannot accept your quotation; let’s came up with some thing else.
8、R: I hope so, jay. My aim is to negotiate hard on this oeder――but I'm trying very hard to reach some middle ground. D: I understand. We suggest a structured deal. For the first 3 months, we get a discount of
