商务谈判实例一.pdf

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1、商务谈判实例一 This manuscript was revised by the office on December 22,2012商务谈判实例商务谈判实例(一一)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:Id like to get the ballrolling（开始）by talking about prices.R:Shoot.（洗耳恭听）Id be happy to answer a

2、ny questions you may have.D:Your products are very good.But Im a little worried aboutthe prices youre asking.R:You think we about be askingfor more(laughs)D:(chuckles 莞尔)Thats not exactly whatI had in mind.I know your research costs are high,butwhat Id like is a 25%discount.R:That seems to be alittl

3、e high,Mr.Smith.I dont know how we can make aprofit with those numbers.D:Please,Robert,call me Dan.(pause)Well,if we promise future businessvolume sales（大笔交易）that will slash your costs（大量减低成本）formaking the Exec-U-ciser,right R:Yes,but its hard to seehow you can place such large orders.How could you turnover（销磬）so many(pause)Wed need a guarantee of futurebusiness,not just a promise.D:We said we wanted 1000pieces over a six-month period.What if we place orders fortwelve months,with a guarantee R:If you can guaranteethat on paper,I think we can discuss this further.