文档介绍：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):Shoot.(洗耳恭听)I':'malittleworriedaboutthepricesyou':Youthinkweaboutbeaskingformore?(laughs)D:(chuckles莞尔)That',butwhatI'dlikeisa25%:Thatseemstobealittlehigh,':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'(销磬)somany?(pause)We'dneedaguaranteeoffuturebusiness,:Wesaidwewanted1000piecesoverasix-,withaguarantee?R:Ifyoucanguaranteethatonpaper,(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:R:Evenwithvolumesales,ourcoatsfortheExec-U-Ciserwon'??、????????????D:Justwhatareyouproposing?计划,建议,向...提议,求(婚)R:Wecouldtakeacut(降低)%wouldslashourprofitmargin(毛利率).Wesuggestapromise妥协,折衷??10%.D:That'sabigchangefrom25!10isbeyondmynegotiatinglimit.(pause)Anyotherideas?R:Idon''twetalkagaintomorrow?D:(共同信念):Robert,I'vebeeninstructedtorejectthenumbersyouproposed;:Ihopeso,??butI'mtryveryhardtoreachsomemiddleground(互相妥协).D:(阶段式和约).Forthefirstsixmonths,wegetadiscountof20%,andthenextsixmonthsweget15%.R:Dan,Ican'tbringthosenumbersbacktomyoffice??they'llturnitdownflat(打回票).D:Thenyou'llhavetothinkofsomethingbetter,(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