文档介绍：商务谈判实例(一) Dan Smith 是一位美国的健身用品经销商,此次是 Robert Liu 第一回与他交手。就在短短几分钟的交谈中, Robert Liu 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'd like to get the ball rolling (开始) by talking about prices. R: Shoot. (洗耳恭听) I'd be happy to answer any questions you may have. D: Your products are very good. But I'm a little worried about the prices you're asking. R: You think we about be asking for more?(laughs) D: (chuckles 莞尔) That's not exactly what I had in mind. I know your research costs are high, but what I'd like isa 25% discount. R: That seems to bea little high, Mr. Smith. I don't know how we can make a profit with those numbers. D: Please, Robert, call me Dan. (pause) Well, if we promise future business ?? volume sales (大笔交易)?? that will slash your costs (大量减低成本) for making the Exec-U-ciser, right? R: Yes, but it's hard to see how you can place such large orders. How could you turn over (销磬) so many? (pause) We'd need a guarantee of future business, not just a promise. D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee? R: If you can guarantee that on paper, I think we can discuss this further. 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: R: Even with volume sales, our coats for the Exec-U-Ciser won't go down much. 真的不掉线吗?? 、???????????? D: Just what are you proposing? 计划, 建议,向... 提议,求(婚) R: We could take a cut (降低) on the price. But 25% would slash our profit margin (毛利率) .We suggest a promise 妥协,折衷?? 10%. D: That's a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas? R:I don't think I can change it right now. Why don't we talk again tomorrow? D: Sure. I must talk to my office anyway. I hope we can find some mon ground (共同信念) on this. NEXT DAY D: Robert, I've been instructed to reject the numbers you proposed; but we can try to e up with some thing else. R:I hope so, Dan. My instructions are