商务谈判实例(一)-(八)

商务谈判实例（一）-（八）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.ButI'malittleworriedaboutthepricesyou'reasking.R:Youthinkweaboutbeaskingformore?(laughs)D:(chuckles莞尔)That'snotexactlywhatIhadinmind.Iknowyourresearchcostsarehigh,butwhatI'dlikeisa25%discount.R:Thatseemstobealittlehigh,Mr.Smith.Idon'tknowhowwecanmakeaprofitwiththosenumbers.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'dneedaguaranteeoffuturebusiness,notjustapromise.D:Wesaidwewanted1000piecesoverasix-monthperiod.Whatifweplaceordersfortwelvemonths,withaguarantee?R:Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther.摘自Agri-Trader.Com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:Evenwithvolumesales,ourcoatsfortheExec-U-Ciserwon'tgodownmuch.D:Justwhatareyouproposing?R:Wecouldtakeacut（降低）ontheprice.But25%wouldslashourprofitmargin（毛利率）.Wesuggestacompromise――10%.D:That'sabigchangefrom25!10isbeyondmynegotiatinglimit.(pause)Anyotherideas?R:Idon'tthinkIcanchangeitrightnow.Whydon'twetalkagaintomorrow?D:Sure.Imusttalktomyofficeanyway.Ihopewecanfindsomecommonground（共同信念）onthis.NEXTDAYD:Robert,I'vebeeninstructedtorejectthenumbersyouproposed;butwecantrytocomeupwithsomethingelse.R:Ihopeso,Dan.Myinstructionsaretonegotiatehardonthisdeal――butI'mtryveryhardtoreachsomemiddleground（互相妥协）.D:Iunderstand.Weproposeastructureddeal（阶段式和约）.Forthefirstsixmonths,wegetadiscountof20%,andthenextsixmonthsweget15%.R:Dan,Ican'tbringthosenumbersbacktomyoffice――they'llturnitdownflat（打回票）.D:Thenyou'llhavetothinkofsomethingbetter,Robert.摘自Agri-Trader.Com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.R:It'saboutthebestwecando,Dan.(pause)Weneedtohammersomethingout（敲定）today.IfIgobackempty-handed,Imaybecomingbacktoyousoontoaskforajob.(smiles)D:(smiles)O.K.,17%thefirstsixmonths,14%forthesecond?!R:Good.Let'sironout（解决）theremainingdetails.Whendoyouwanttotakedelivery（取货）?D:We'dlikeyoutoexecutethefirstorderbythe31st.R:Letmerunthroughthisagain:thefirstshipmentfor1500units,tobedeliveredin27days,bythe31st.D:Right.Wecouldn'thandlemuchlargershipments.R:Fine.ButI'dpreferthefirstshipmenttobe1000units,thenext2000.The31stisquitesoon----Ican'tguarantee1500.D:Icanagreetothat.Well,ifthere'snothingelse,Ithinkwe'vesettledeverything.R:Dan,thisdealpromisesbigreturns（赚大钱）forbothsides.Let'shopeit'sthebeginningofalongandprosperousrelationship.摘自Agri-Trader.Com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：R:Wefoundyourproposalquiteinteresting,Mr.Hughes.We'dliketoweightheprosandcons（衡量得失）withyou.K:Mr.RobertLiu,we'velookedalloverAsiaforamanufacturer;yourcompanyisoneofthemostsuitable.R:Ifwecansettleanumberofbasicquestions,I'mconfidentinsayingthatwearethemostsuitableforyourneeds.K:Ihopeso.Andwhatmightbethebasicquestionsyouhave?R:First,doyouintendtotakeapositionin（投资于……）ourcompany?K:No,wedon't,Mr.Liu.ThisisjustOEM.R:Isee.Then,themostimportantthingisthesizeofyourorders.We'llhavetoinvestagreatdealofmoneyinthenewproductionprocess.K:Ifyoucanguaranteecontinuingquality,wecansignacommitmentfor75,000piecesayear,forfiveyears.R:AtU.S.$1000apiece,we'llmakeanaveragereturnofjust4%.That'stoogreatafinancialburdenforus.K:I'llcheckthenumberlater,butwhatdoyoupropose?R:Here'showyoucandemonstratecommitmenttothisdeal.Makeittenyears,increasetheunitprice,andprovidetechnologytransfer.摘自Agri-Trader.Com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：K:Wecan'tsignanycommitmentfortenyears.Butifyourproductionqualityisgoodafterthefirstyear,wecouldextendthecontractandincreaseouryearlypurchase.R:Thatsoundsreasonable.Butcouldyoushedsomelighton（透露）thesizeofyourorders?K:Ifwearehappywithyourquality,wemightincreaseourpurchaseto100,000ayear,foratwo-yearperiod.R:Excuseme,Mr.Hughes,butitseemstomewe'regivinguptoomuchinthiscase.We'dbegivingupthefive-yearguaranteeforincreasedyearlysales.K:Mr.Liu,you'vegottogiveupsomethingtogetsomething.R:Ifyou'reaskingustotakesuchalargegamble（冒险）forjusttwoyear'ssales,I'msorry,butyou'renotinourballpark（接受的范围）.K:WhatwouldittaketokeepPacerinterested?R:Athree-yearguarantee,nottwo.Andaqualiltyinspection（质量检查）tourafteroneyearisfine,butwe'dlikesomeofourpersonnelontheteam.K:Acceptable.Anythingelse?R:We'dbemakinghugecapitaloutlay（资本支出）fortheproductionprocess,sowe'dliketosetupatechnologytransferagreement,tohelpusgetoff