商务谈判实实例(一一) Dann Smmithh是一位位美国的的健身用用品经销销商，此此次是RRobeert Liuu第一回回与他交交手。就就在短短短几分钟钟的交谈谈中，RRobeert Liuu既感到到这位大大汉粗犷犷的外表表，藏有有狡兔的的心思？他肯肯定是沙沙场老将将，自己己绝不可可掉以轻轻心。双双方第一一回过招招如下： D: Id llikee too geet tthe balll rrolllingg（开始始）byy taalkiing aboout priicess. RR: SShooot.（洗洗耳恭听听）Id bbe hhapppy tto aanswwer anyy quuesttionns yyou mayy haave. D: Yoour prooduccts aree veery goood. Butt Im aa liittlle wworrriedd abboutt thhe ppricces youuree asskinng. R: Youu thhinkk wee abboutt bee asskinng ffor morre?(lauughss) DD: (chuucklles莞莞尔) Thaatss noot eexacctlyy whhat I hhad in minnd. I kknoww yoour ressearrch cossts aree hiigh, buut wwhatt Id llikee iss a 25% diiscoountt. RR: TThatt seeemss too bee a litttlee hiigh, Mrr. SSmitth. I ddont kknoww hoow wwe ccan makke aa prrofiit wwithh thhosee nuumbeers. D: Plleasse, Robbertt, ccalll mee Daan. (paausee) WWelll, iif wwe pprommisee fuuturre bbusiinesss？vollumee saaless（大笔笔交易）？thhat willl sslassh yyourr coostss（大量量减低成成本）ffor makkingg thhe EExecc-U-cisser, riightt? RR: YYes, buut iitss haard to seee hoow yyou cann pllacee suuch larrge ordderss. HHow couuld youu tuurn oveer（销销磬）sso mmanyy? (pauuse) Weed neeed aa guuaraanteee oof ffutuure bussineess, noot jjustt a proomisse. D: We saiid wwe wwantted 10000 ppiecces oveer aa siix-mmontth pperiiod. Whhat if we plaace ordderss foor ttwellve monnthss, wwithh a guaarannteee? RR: IIf yyou cann guuaraanteee tthatt onn paaperr, II thhinkk wee caan ddisccusss thhis furrtheer. 商务谈判实实例(二二) Robbertt回公司司呈报DDan的的提案后后，老板板很满意意对方的的采购计计划;但但在折扣扣方面则则希望RRobeert能能继续维维持强硬硬的态度度，尽量量探出对对方的底底线。就就在这七七上七八八的价格格翘翘板板上，双双方是否否能找到到彼此地地平衡点点呢？请请看下面面分解: R: Evven witth vvoluume salles, ouur ccoatts ffor thee Exxec-U-CCiseer wwont ggo ddownn muuch. D: Juust whaat aare youu prropoosinng? 计划, 建议议, 向向.提议, 求(婚)RR: WWe ccoulld ttakee a cutt（降低低）onn thhe ppricce. Butt 255% wwoulld sslassh oour proofitt maargiin（毛毛利率）.We sugggesst aa coomprromiise妥妥协, 折衷？100%. D: Thaatss a bigg chhangge ffromm 255! 110 iis bbeyoond my neggotiiatiing limmit. (ppausse) Anyy ottherr iddeass? RR: II doontt thhinkk I cann chhangge iit rrighht nnow. Whhy ddont wwe ttalkk aggainn toomorrroww? DD: SSuree. II muust tallk tto mmy ooffiice anyywayy. II hoope we cann fiind somme ccommmon grooundd（共同同信念）oon tthiss. NNEXTT DAAY DD: RRobeert, Ive beeen iinsttrucctedd too reejecct tthe nummberrs yyou proopossed; buut wwe ccan tryy too coome up witth ssomee thhingg ellse. R: I hoppe sso, Dann. MMy iinsttrucctioons aree too neegottiatte hhardd onn thhis deaal？butt Im ttry verry hhardd too reeachh soome midddlee grrounnd（互互相妥协协）. D: I uundeersttandd. WWe ppropposee a strructtureed ddeall（阶段段式和约约）. Forr thhe ffirsst ssix monnthss, wwe gget a ddisccounnt oof 220%, annd tthe nexxt ssix monnthss wee geet 115%. R: Daan, I ccant bbrinng tthosse nnumbberss baack to my offficee？ttheyylll tuurn it dowwn fflatt（打回回票）. D: Thhen youulll haave to thiink of sommethhingg beetteer, Robbertt. 商务谈判实实例(三三) Dann上回提提议前半半年给他他们二成成折扣，后后半年再再降为一一成半，经经Robbertt推翻后后，Daan再三三表示让让步有限限。您知知道Rooberrt在这这折扣缝缝隙中游游走，如如何才能能摸出双双方都同同意的数数字呢？他从锦锦囊里又又掏出什什么妙计计了呢？请看下下面分解解： RR: HHow aboout 15% thhe ffirsst ssix monnthss, aand thee seeconnd ssix monnthss att 122%, witth aa guuaraanteee oof 330000 unnitss? DD: TThatts a llot to selll, witth vveryy loow pproffit marrginns. R: Its aabouut tthe besst wwe ccan do, Daan. (paausee) WWe nneedd too haammeer ssomeethiing outt （敲敲定）ttodaay. If I ggo bbackk emmptyy-haandeed, I mmay be commingg baack to youu sooon to askk foor aa joob. (smmilees) D: (smmilees) O.KK., 17% thhe ffirsst ssix monnthss, 114% forr thhe ssecoond?! RR: GGoodd. LLets iironn ouut（解解决）tthe remmainningg deetaiils. Whhen do youu waant to takke ddeliiverry（取取货）? D: Weed likke yyou to exeecutte tthe firrst ordder by thee 311st. R: Leet mme rrun thrrouggh tthiss aggainn: tthe firrst shiipmeent forr 15500 uniits, too bee deelivvereed iin 227 ddayss, bby tthe 31sst. D: Rigght. Wee cooulddntt haandlle mmuchh laargeer sshippmennts. R: Fiine. Buut IId preeferr thhe ffirsst sshippmennt tto bbe 110000 unnitss, tthe nexxt 220000. TThe 31sst iis qquitte ssoonn - I ccant gguarranttee 15000. D: I ccan agrree to thaat. Welll, if theeres nnothhingg ellse, I thiink weve setttleed eeverrythhingg. RR: DDan, thhis deaal pprommisees bbig retturnns（赚赚大钱）ffor botth ssidees. Letts hoppe iitss thhe bbegiinniing of a llongg annd pprossperrouss reelattionnshiip. 商务谈判实实例(四四) 今天RRobeert的的办公室室出现了了一个生生面孔？Keevinn Huughees，此此人代表表美国一一家运动动产品公公司，专专程来台台湾寻找找加工。接接洽的加加工产品品市运动动型“磁磁质石膏膏护垫”，受受伤的运运动员包包上这种种产品上上场比赛赛，即可可保护受受伤部位位，且