国际商务谈判对话稿.doc

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1、（1）DanSmith是一位美国的健身用品经销商，此次是RobertLiu第一回与他交手。就在短短几分钟的交谈中，RobertLiu既感到这位大汉粗犷的外表，藏有狡兔的心思――他肯定是沙场老将，自己绝不可掉以轻心。双方第一回过招如下： D:I‘dliketogettheballrolling（开始）bytalkingaboutprices. R:Shoot.（洗耳恭听）I‘dbehappytoansweranyquestionsyoumayhave. D:Yourproductsareverygood. ButI‘malittleworriedaboutthep

2、ricesyou‘reasking. R:Youthinkweaboutbeaskingformore?(laughs)D:(chuckles莞尔)That‘snotexactlywhatIhadinmind. Iknowyourresearchcostsarehigh,butwhatI‘dlikeisa25%discount. R:Thatseemstobealittlehigh,Mr. Smith. Idon‘tknowhowwecanmakeaprofitwiththosenumbers. D:Please,Robert,callmeDan. (pause

3、)Well,ifwepromisefuturebusiness――volumesales（大笔交易）――thatwillslashyourcosts（大量减低成本）formakingtheExec-U-ciser,right?R:Yes,butit‘shardtoseehowyoucanplacesuchlargeorders. Howcouldyouturnover（销磬）somany?(pause)We‘dneedaguaranteeoffuturebusiness,notjustapromise. D:Wesaidwewanted1000piecesove

4、rasix-monthperiod. Whatifweplaceordersfortwelvemonths,withaguarantee?R:Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther.例（2）Robert回公司呈报Dan的提案后，老板很满意对方的采购计划;但在折扣方面则希望Robert能继续维持强硬的态度，尽量探出对方的底线。就在这七上七八的价格翘翘板上，双方是否能找到彼此地平衡点呢？请看下面分解: :Evenwithvolumesales,ourcoatsfortheExec-U-Ci

5、serwon'tgodownmuch. D:Justwhatareyouproposing?R:Wecouldtakeacut（降低）ontheprice. But25%wouldslashourprofitmargin（毛利率）.Wesuggestacompromise――10%. D:That‘sabigchangefrom25!10isbeyondmynegotiatinglimit. (pause)Anyotherideas?R:Idon‘tthinkIcanchangeitrightnow. Whydon‘twetalkagaintomorrow?D:

6、Sure. Imusttalktomyofficeanyway. Ihopewecanfindsomecommonground（共同信念）onthis. NEXTDAYD:Robert,I‘vebeeninstructedtorejectthenumbersyouproposed;butwecantrytocomeupwithsomethingelse. R:Ihopeso,Dan. Myinstructionsaretonegotiatehardonthisdeal――butI‘mtryveryhardtoreachsomemiddleground（互相妥协）

7、. D:Iunderstand. Weproposeastructureddeal（阶段式和约）. Forthefirstsixmonths,wegetadiscountof20%,andthenextsixmonthsweget15%. R:Dan,Ican‘tbringthosenumbersbacktomyoffice――they‘llturnitdownflat（打回票）. D:Thenyou‘llhavetothinkofsomethingbetter,Robert.实例（3）Dan上回提议前半年给他们二成折扣，后半年再降为一成半，经Robert推翻后

8、，Dan再三表示让步有限