常用商务谈判:商务谈判实例(一)

常用商务谈判:商务谈判实例(一)
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  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 research costs are high, but what I’d like is a 25% discount. 

   

  R: That seems to be a little high, Mr. Smith. I don’t 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 it’s hard to see how you can place such large orders. How could you turn over(销磬)so many? (pause) We’d 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. 

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