商务英语谈判5-1.ppt

上传人:b****0 文档编号:28117 上传时间:2022-10-01 格式:PPT 页数:151 大小:1.09MB
下载 相关 举报
商务英语谈判5-1.ppt_第1页
第1页 / 共151页
商务英语谈判5-1.ppt_第2页
第2页 / 共151页
商务英语谈判5-1.ppt_第3页
第3页 / 共151页
商务英语谈判5-1.ppt_第4页
第4页 / 共151页
商务英语谈判5-1.ppt_第5页
第5页 / 共151页
点击查看更多>>
下载资源
资源描述

商务英语谈判5-1.ppt

《商务英语谈判5-1.ppt》由会员分享,可在线阅读,更多相关《商务英语谈判5-1.ppt(151页珍藏版)》请在冰豆网上搜索。

商务英语谈判5-1.ppt

ChapterFour-oneBargainingProcessFocusTacticsandstrategiesformakingquotationsIndicatorsfortheendofabargainTacticsandskillsformakingcounter-quotationsPrinciplesandstrategiesformakingcompromises,Case1:

Time:

2005Parts:

alargegroupofChinesepurchasersmajorAmericanCorporationsincludingBoeing,MicrosoftandGMBackground:

In2005,inordertoreducethetradedeficit(赤字)betweentheUSandChina,alargegroupofChinesepurchasersweredispatchedtonegotiatewithmajorAmericancorporationsincludingBoeing,MicrosoftandGMfortheimportationofproductsworthover10billiondollars.,Pleasedtohearthenews,BoeingwonderedhowmanyBoeingairlinersChinawouldpurchasesthistime.ChineserepresentativesproposedthatthepurchaseofBoeingairlinersshouldincludethenewly-developedBoeing787.Problem:

However,therepresentativesfromBoeingsaidtherewouldbenoproblemaboutthepurchaseofBoeing737s,747s,767s,and777s,buttheBoeing787wasanewproductthathadnotyetrolledofftheline,anditwouldbesoldatanextremelyhighprice.,TheChineserepresentativesrespondedthattheremustbeapricenomatterhowhighitwas,sohowmuchwasaBoeing787jetliner?

Afterconsultingtogether,theAmericanrepresentativescameupwitha“ceilingprice.TheChineserepresentativesthoughtitwasunreasonablyhigh.LargeairlinecompaniesinChinaareregularclientsofBoeing.Youshouldnotmakeita“once-for-all”deal.,Toenableustocontinueourpurchaseofyourairplanes,pleaseconsiderwhetheryoucangiveusapreferentialpricebyreducingyourofferbyxx%.TheAmericanrepresentativesreplied:

”Weconsideredthesefactorsbeforewequotedourpreferentialprice.Therefore,wearenotinapositiontoallowyouX%discount,letalonexx%.YouknowthatBoeing787jetlinersboastahighsafetycoefficientandafuel-efficientfeature.”,ThentheChineserepresentativesresponded:

”Ifwepurchasealargequantity,willyougiveamorefavorableprice?

”TheAmericansaidtheywouldthinkaboutit.InitialResult:

Inthefollowingroundsofnegotiation,theChinesesideincreasedthenumberoftheairplanestheyordered,stepbystep,andtheAmericansmadeseveralappropriatepriceconcessions.,ItwasnotuntiltheChinesesideagreedtobuy42Boeing787jetlinersthattheAmericanrepresentativesweredelighted,andfeltthatthingswerebetterthantheyhadexpected.AndtheChinesesidewasalsosatisfiedwiththesettlementofapricexx%lowerthantheinitialoffer.AnotherProblem:

However,whentherepresentativesfrombothsideswereabouttosignthecontract,theAmericansidewentbackontheirwordbecause,someAmericancongressmenpointedoutthatthegyroscope(回转仪,陀螺仪)installedintheBoeing787wasastate-of-the-artsophisticatedprecisioninstrument.IfairplaneswiththiskindofgyroscopewereexportedtoChina,theybelieveditwouldhaveanadverseimpactonU.S.nationalsecurity.Finalresult:

Therefore,theAmericanrepresentativescameupwithanewproposal:

theywouldsellBoeing787swithoutgyroscopeorwithold-generationgyroscopestoChina,withacorrespondingreductioninprice.,TheChinesesidestronglydisagreed:

”Wewontbuyabeautifulbutblockheadedanddumbgiantbird.TheBoeing787mustbefurnishedtheadvancedgyroscopes,oritwillbeimpossibletoknowclearlyhowhighitfliesandwhatdirectionitgoes.”AlthoughtheAmericanrepresentativeshadraisedanewissueunderthepressurefromtheirCongressmen,theChinesesidemaintainedtheirposition.Intheend,BoeingsignedtheagreementwiththeChineseAviationAdministrationofChina.,Thebargainphaseininternationalbusinessnegotiation-coversbroadperiodoftimefromtheendoftheopeningphasetothebeginningoftheclosingphase.-iscalled“thestepofovercomingbarrierstoagreement”-constitutesthecentralandmostdifficultstageinthewholenegotiationprocess.,Inthebargainingphase,eachnegotiatingparty-measuresitsownstrength,intelligenceandstrategiesagainstthoseofitscounterpart.-adjustsitsownnegotiationstrategies,-modifiesitsoriginalnegotiationobjectivesortargets,andthen-establishesabasicframeworkforthenegotiationagreement.Bargaininginvolvesthreekeyaspects:

-quotingaprice-bargainingovertheprice-makingcompromisesQuotationCase2:

Parts:

theMacauJockey(赛马)ClubinChinaanAustralianjockeyclubBackground:

TheMacauJockeyClubinChinawascommissionedtonegotiatewithanAustralianjockeyclubaboutintroducingtenhorsesoffinebreeding.,Theseller,theAustralianjockeyclub,wouldsellthehorsesaslongasthepricewasabove1millionAustraliandollarsperhorseontheaverage;MacauJockeyClub,aimedtopaynomorethan1.5millionAustraliandollarsperhorse.Thetwosidesdidnotknowoneanothersbottomprice(quotedabove),butbothofthemwouldbenefitiftheycouldcloseadealincluding10horsesatatotalpriceof10-15millionAustraliandollars.

展开阅读全文
相关资源
猜你喜欢
相关搜索

当前位置:首页 > IT计算机 > 电脑基础知识

copyright@ 2008-2022 冰豆网网站版权所有

经营许可证编号:鄂ICP备2022015515号-1