商务谈判实例(一).doc

礼仪/商务礼仪 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: Id like to get the ball rolling（开始）by talking about prices. R: Shoot.（洗耳恭听）Id be happy to answer any questions you may have. D: Your products are very good. But Im a little worried about the prices youre asking. R: You think we about be asking for more?(laughs) D: (chuckles莞尔) Thats not exactly what I had in mind. I know your research costs are high, but what Id like is a 25% discount. R: That seems to be a little high, Mr. Smith. I dont 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 its hard to see how you can place such large orders. How could you turn over（销磬）so many? (pause) Wed 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.