价格谈判上课讲义.ppt

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1、价格谈判卖方策略C.陈述市场利弊Asyouknow,thereisaheavydemandfor-------whichresultsinpriceincrease.D.哀兵政策1.Wehavealreadycutdownourpricetocostlevel.2.Wehavereducedourpriceclosetothecostlevel.3.Ourpriceisbasedonthecostandreasonableprofitmargin4.Ifwecutdownourpriceanymore,therewillleaveuslittleprofi

2、t.卖方策略E.强硬态度1.Thereisnoroomforanyreductioninprice.2.Weareunabletoentertainanycounter-offer.F.从众心理Weofferyouourbestprices,atwhichwehavedonealotofbusinesswithothercustomers.买方策略降低原价+增大折扣A.否定对方的合理说1.Idon’tthinkso.yourpriceisfarfrombeingreasonable.informationindicatesthatthereexistsom

3、esupplierswhoquotetheirpricesasmuchas5%lowerthanyours.2.Idon’tthinkso.Yourpriceisactuallyoutoftheprevailinginternationalprices.买方策略B.强调市场利弊1.pleasenotethatourdemandfocusesonthemoderately-pricedcommodity.Therewillbenomarketifthepriceisunacceptable.2.Iwouldliketoinviteyourattentiont

4、othefactthatourcustomersareextremlysensitivetotheprices.C.诉苦Iunderstandyourpoint/whatyouhavesaid.Butyourpriceisstillabithigher.Ifweacceptyourprice,therewillalsoleaveusnoprofit.买方策略D.强硬1.ifso,weverymuchregretthatwehavetocancelthedeal.2.Westronglyrecommendyoutoacceptourcounterofferi

5、nviewofourbigorders.E.表明自己不是一般客户1.wehavedonealotofbusiness,couldyoumakeusanexceptionandaccept2.Wewillplacebigorderswithyou.Couldyougiveusacommodationandaccept案例先生和Mr.Jacques就硫酸铵的价格进行的谈判。Liu:Mr.Jacques,let’shaveyourfirmoffernow.Mr.Jacques:Gladly.Hereisouroffer,250poundsperton,FOBLo

6、ndon.Youwillnoticethequotationismuchlowerthanthecurrentmarketprice.Liu:I’mafraidIdisagreewithyouthere.Wehavequotationsfromothersourcestoo.And,asyouwellknow,wemainlyrelyonourownresources.Ourownchemicalindustryhasexpandedrapidly.Weimportacertainamountofchemicalfertilizeronlywhenthep

7、riceisreasonable.Mr.Jacques:Well,then,what’syourideaofacompetitiveprice?Liu:Aswedobusinessonthebasisofmutualbenefit,Isuggestsomewherearound210poundspermetrictonFOBLondon.Mr.Jacques:I’msorrythedifferencebetweenourpriceandyourcounterofferistoowide.Itisimpossibleforustoentertainyourc

8、ounteroffer,Iamafraid.Liu:Mr.Jacq