Sample 1
Dan Smith is an English fitness supplies distributor. Robert Liu talk with Dan Smith at first time.Only in the few minutes, Robert Liu felt that Dan was a meticulous opponent.
D: I‘d like to get the ball rolling by talking about prices.
R: Shoot.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: 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.
鱿鱼炒青椒的做法
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――that will slash your costs 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 so many? (pau) We‘d need a guarantee of future business, not just a promi.
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.
月经不来怎么解决
After Robert reported Dan’s plan’s，boss was satisfied with the buyer’s plan. But he hoped Robert can keep a tough attitude on discount and get the bottom line of buyer.
罗浮山在哪 R: Even with volume sales, our coats for the Exec-U-Cir won‘t go down much.
端午节的图片 D: Just what are you proposing?
R: We could take a cut on the price. But 25% would slash our profit margin.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 on this.
桂平西山旅游攻略 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.
白银路
D: I understand. We propo a structured deal. For the first six months, we get a discou
nt 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.
D: Then you‘ll have to think of something better, Robert.
：
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 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 the remaining details. When do you want to take delivery?
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.
全职看护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 for both sides. Let's hope it's the beginning of a long and prosperous relationship.
商务谈判实例(四)
今天Robert的办公室出现了一个生面孔――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.
手机屏保怎么设置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?
K: No, we don't, Mr. Liu. This is just OEM.
R: I e. Then, the most important thing is the size of your orders. We'll have to invest a g
reat deal of money in the new production process.
