商务谈判例谈Word格式文档下载.docx

商务谈判例谈Word格式文档下载.docx

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Yourproductsareverygood.ButI‘malittleworriedaboutthepricesyou‘reasking.

Youthinkweaboutbeaskingformore?

（laughs）

（chuckles莞尔）That‘snotexactlywhatIhadinmind.Iknowyourresearchcostsarehigh,butwhatI‘dlikeisa25%discount.

Thatseemstobealittlehigh,Mr.Smith.Idon‘tknowhowwecanmakeaprofitwiththosenumbers.

Please,Robert,callmeDan.（pause）Well,ifwepromisefuturebusiness――volumesales（大笔交易）――thatwillslashyourcosts（大量减低成本）formakingtheExec-U-ciser,right?

Yes,butit‘shardtoseehowyoucanplacesuchlargeorders.Howcouldyouturnover（销磬）somany?

（pause）We‘dneedaguaranteeoffuturebusiness,notjustapromise.

Wesaidwewanted1000piecesoverasix-monthperiod.Whatifweplaceordersfortwelvemonths,withaguarantee?

Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther.

商务谈判实例

（二）

　　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-Ciserwon‘tgodownmuch.

Justwhatareyouproposing?

Wecouldtakeacut（降低）ontheprice.But25%wouldslashourprofitmargin（毛利率）.Wesuggestacompromise――10%.

That‘sabigchangefrom25!

10isbeyondmynegotiatinglimit.（pause）Anyotherideas?

Idon‘tthinkIcanchangeitrightnow.Whydon‘twetalkagaintomorrow?

Sure.Imusttalktomyofficeanyway.Ihopewecanfindsomecommonground（共同信念）onthis.

　　NEXTDAY

Robert,I‘vebeeninstructedtorejectthenumbersyouproposed;

butwecantrytocomeupwithsomethingelse.

Ihopeso,Dan.Myinstructionsaretonegotiatehardonthisdeal――butI‘mtryveryhardtoreachsomemiddleground（互相妥协）.

Iunderstand.Weproposeastructureddeal（阶段式和约）.Forthefirstsixmonths,wegetadiscountof20%,andthenextsixmonthsweget15%.

Dan,Ican‘tbringthosenumbersbacktomyoffice――they‘llturnitdownflat（打回票）.

Thenyou‘llhavetothinkofsomethingbetter,Robert.

商务谈判实例（三）

　　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，Dan再三表示让步有限。

您知道Robert在这折扣缝隙中游走，如何才能摸出双方都同意的数字呢？

他从锦囊里又掏出什么妙计了呢？

请看下面分解：

R:

Howabout15%thefirstsixmonths,andthesecondsixmonthsat12%,withaguaranteeof3000units?

D:

That'

salottosell,withverylowprofitmargins.

It'

saboutthebestwecando,Dan.（pause）Weneedtohammersomethingout（敲定）today.IfIgobackempty-handed,Imaybecomingbacktoyousoontoaskforajob.（smiles）

（smiles）O.K.,17%thefirstsixmonths,14%forthesecond?

!

Good.Let'

sironout（解决）theremainingdetails.Whendoyouwanttotakedelivery（取货）?

We'

dlikeyoutoexecutethefirstorderbythe31st.

Letmerunthroughthisagain:

thefirstshipmentfor1500units,tobedeliveredin27days,bythe31st.

Right.Wecouldn'

thandlemuchlargershipments.

Fine.ButI'

dpreferthefirstshipmenttobe1000units,thenext2000.The31stisquitesoon----Ican'

tguarantee1500.

Icanagreetothat.Well,ifthere'

snothingelse,Ithinkwe'

vesettledeverything.

Dan,thisdealpromisesbigreturns（赚大钱）forbothsides.Let'

shopeit'

sthebeginningofalongandprosperousrelationship.

商务谈判实例（四）

　　今天Robert的办公室出现了一个生面孔――KevinHughes，此人代表美国一家运动产品公司，专程来台湾寻找加工。

接洽的加工产品市运动型“磁质石膏护垫”，受伤的运动员包上这种产品上场比赛，即可保护受伤部位，且不妨碍活动。

现在，我们就来看看两人的会议现况：

Wefoundyourproposalquiteinteresting,Mr.Hughes.We'

dliketoweightheprosandcons（衡量得失）withyou.

K:

Mr.RobertLiu,we'

velookedalloverAsiaforamanufacturer;

yourcompanyisoneofthemostsuitable.

Ifwecansettleanumberofbasicquestions,I'

mconfidentinsayingthatwearethemostsuitableforyourneeds.

Ihopeso.Andwhatmightbethebasicquestionsyouhave?

First,doyouintendtotakeapositionin（投资于……）ourcompany?

No,wedon'

t,Mr.Liu.ThisisjustOEM.

Isee.Then,themostimportantthingisthesizeofyourorders.We'

llhavetoinvestagreatdealofmoneyinthenewproductionprocess.

Ifyoucanguaranteecontinuingquality,wecansignacommitmentfor75,000piecesayear,forfiveyears.

AtU.S.$1000apiece,we'

llmakeanaveragereturnofjust4%.That'

stoogreatafinancialburdenforus.

I'

llcheckthenumberlater,butwhatdoyoupropose?

Here'

showyoucandemonstratecommitmenttothisdeal.Makeittenyears,increasetheunitprice,andprovidetechnologytransfer.

商务谈判实例（五）

　　Robert在前面的谈判最后提出签约十年的要求，Kevin会不会答应呢？

如果答案是否决的话，Robert又有何打算？

他一心为公司的利益打算，极力争取技术转移地协定，而对方会甘心出让此项比金钱更珍贵的资产吗？

请看以下分解：

Wecan'

tsignanycommitmentfortenyears.Butifyou