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1、商务谈判实例(一) 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
2、.ButI'malittleworriedaboutthepricesyou'reasking.R:Youthinkweaboutbeaskingformore?(laughs)D:(chuckles莞尔)That'snotexactlywhatIhadinmind.Iknowyourresearchcostsarehigh,butwhatI'dlikeisa25%discount.R:Thatseemstobealittlehigh,Mr.Smith.Idon'tknowhowwecanmakeaprofitwi
3、ththosenumbers.D:Please,Robert,callmeDan.(pause)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'dneedagu
4、aranteeoffuturebusiness,notjustapromise.D:Wesaidwewanted1000piecesoverasix-monthperiod.Whatifweplaceordersfortwelvemonths,withaguarantee?R: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
5、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:R:Evenwithvolumesales,ourcoatsfortheExec-U-Ciserwon'tgodownmuch.真的不掉线吗??、????????????D:Justwhatareyouproposing?计划,建议,向...提议,求(婚)R:Wecouldtakeacut(降低)ontheprice.But25%wouldslashourprofitmargin(毛利率).Wesugge
6、stapromise妥协,折衷??10%.D:That'sabigchangefrom25!10isbeyondmynegotiatinglimit.(pause)Anyotherideas?R:Idon'tthinkIcanchangeitrightnow.Whydon'twetalkagaintomorrow?D:Sure.Imusttalktomyofficeanyway.Ihopewecanfindsomemonground(共同信念)onthis.NEXTDAYD:Robert,I'vebeeninstr
7、uctedtorejectthenumbersyouproposed;butwecantrytoeupwithsomethingelse.R:Ihopeso,Dan.Myinstructionsaretonegotiatehardonthisdeal??butI'mtryveryhardtoreachsomemiddleground(互相妥协).D:Iunderstand.Weproposeastructureddeal(阶段式和约).Forthefirstsixmonths,wegetadiscountof20%
8、,andthenextsixmonthsweget15%.R:Dan,Ican'tbringthosenumbersbacktomyoffice??they'llturnitdownflat(打回票).D: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,