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1、商务谈判案例分析Inthefirstround,theircovercitionwasasfollows:D:shallwestart?R=YoyoR:yes.I’dbegladtoansweranyquestionsyoumayhave.D:Yourproductleavesmeadeepimpression.ButI'malittleworriedabouttheprices.R:Don’tworry.Beforewequotetheprice,plztellustheexactquantityyouwant.D
2、:I’mnotsurestill.Iknowyourresearchcostsarehigh,butIprefer20%discount.R:No,no.no.youmustbekidding.That’sabigcut,anditwillmakeusnoprofit.D:ifwepromisefuturebusinessthatwillreduceyourcostsforproducts,right?R:Yes,butit'shardtoseehowyoucanplacesuchlargeorders.(Pause
3、)Weneedaguaranteeoffuturebusiness,notjustapromise.D:Wesaidwewanted500piecesovera3-monthperiod.Whatifweplaceordersfor6months,withaguarantee?R:Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther.Butevenwithvolumesales,ourcoatswon'tgodownmuch.D:so,whatareyo
4、urpropose?R:Wecouldgiveyouacut.Butnot20%,wecangrant10%atmost,that’sthebestwecando.D:That'sabigchangefrom20!10isbeyondmydeadline.(pause)Anyotherideas?R:Idon'tthinkIcanmakeadecisionrightnow.Whydon'twetalkagaintomorrow?D:Sure.Imusttalktomyofficeanyway.Ihopewecanfi
5、ndsomecommongroundonthis.NEXTDAYD:yoyo,sorrytotellyouthatwecannotacceptyourquotation;let’scameupwithsomethingelse.R:Ihopeso,jay.Myaimistonegotiatehardonthisoeder――butI'mtryingveryhardtoreachsomemiddleground.D:Iunderstand.Wesuggestastructureddeal.Forthefirst3mon
6、ths,wegetadiscountof15%,andthenext3monthsweget12%.R:Dan,Ican'tbringthosenumbersbacktomyoffice――they'llrejectitdirectly.D:Thenyou'llhavetothinkofsomethingbetter,yoyo.R:Howabout12%thefirst3months,andthesecond3monthsat10%,withaguaranteeof1500units?D:That'salargenu
7、mberstosell,withsuchlowprofit.R:It'saboutthebestwecando,jay.(pause)Weneedtofiguresomethingouttoday.IfIgobackempty-handed,Imaybecomingbacktoyousoontoaskforajob.(smiles)D:(smiles)O.K.,12%thefirstsixmonths,10%forthesecond?!R:so,that’sthedeal.D:yes,nicecooperation!
8、（握手）案例分析Inthewholeprocessofthenegotiatin,Roberthadalwaysbeentakingadvantages.HewascleatthatintheAsiapart,hiscompanywasthebestchoiceofopponents,andholdahardattitudeallthewayi
