商务谈判例谈
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 rearch costs are high, but what I‘d like is a 25% discount.
R: That ems to be a little high, Mr. Smith. I don‘t know how we can make a profit with tho numbers.
D: Plea, Robert, call me Dan. (pau) Well, if we promi future business――volume sales（大笔交易）贵的英文――that will slash your costs（大量减低成本）for making the Exec-U-cir, right?
R: Yes, but it‘s hard to e how you can place such large orders. How could you turn over（销磬）so many? (pau) We‘d need a guarantee of future business, not just a promi.
柔和反义词
D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?
普通青年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-Cir 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 compromi――10%.
D: That‘s a big change from 25! 10 is beyond my negotiating limit. (pau) 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.
生病英语怎么说NEXT DAY
D: Robert, I‘ve been instructed to reject the numbers you propod; but we can try to come up with some thing el.
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 propo 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 tho 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：一个木一个监
R: How about 15% the first six months, and the cond six months at 12%, with a guarantee of 3000 units?
D: That's a lot to ll, with very low profit margins.
R: It's about the best we can do, Dan. (pau) We need to hammer something out 兵检要求（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 cond?!
R: Good. Let's iron out（解决）the remaining details. When do you want to take delivery（取货）?
D: We'd like you to execute the first order by the 31st.
R: Let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st.
D: Right. We couldn't handle much larger shipments.
R: Fine. But I'd prefer the first shipment to be 1000 units, the next 2000. The 31st is quite soon ---- I can't guarantee 1500.
D: I can agree to that. Well, if there's nothing el, I think we've ttled everything.
R: Dan, this deal promis big returns（赚大钱）for both sides. Let's hope it's the beginning of a long and prosperous relationship.
定安古城商务谈判实例(四)
今天Robert的办公室出现了一个生面孔望字开头的成语――Kevin Hughes，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: We found your proposal quite interesting, Mr. Hughes. We'd like to weigh the pros and cons（衡量得失）with you.
K: Mr. Robert Liu, we've looked all over Asia for a manufacturer; your company is one of the most suitable.
R: If we can ttle a number of basic questions, I'm confident in saying that we are the most suitable for your needs.
K: I hope so. And what might be the basic questions you have?
R: First, do you intend to take a position in（投资于……）our company?
