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 is a 25% discount。 R: That seems to be a 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。 D: Just what are you proposing? R: We could take a cut(降低)on the price. But 25% would slash our profit margin(毛利率).We suggest a compromise――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 common 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 come up with some thing else。 R: I hope so, Dan. My instructions are to negotiate hard on this deal――but I’m try very hard to reach some middle ground(互相妥协)。 D: I understand. We propose a structured deal(阶段式和约). For the first six months, we get a discount of 20%, and the next six months we get 15%。 R: Dan, I can’t bring those numbers back to my office――they’ll turn it down flat(打回票)。 D: Then you’ll have to think of something better, Robert。 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: How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units? D: That’s a lot to sell, with very low profit margins。 R: It’s about the best we can do, Dan. (pause) We need to hammer something out (敲定)today. If I go back empty-handed, I may be coming back to you soon to ask for a job. (smiles) D: (smiles) O.K., 17% the first six months, 14% for the second?!