商务谈判八大实例

1、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 quue

2、sttionns 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 ar

3、ee 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 saales

4、s（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 p

5、roomisse. 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

6、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

7、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 tta

8、lkk 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.

9、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 t

10、the 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Roobe

11、rrt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

12、 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

13、 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 cooulddnt

14、t 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.

15、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

16、可保护受受伤部位位，且不不妨碍活活动。现现在，我我们就来来看看两两人的会会议现况况： RR: WWe ffounnd yyourr prropoosall quuitee innterresttingg, MMr. Hugghess. WWedd liike to weiigh thee prros andd coons（衡衡量得失失）wiith youu. KK: MMr. Robbertt Liiu, weve loookedd alll ooverr Assia forr a mannufaactuurerr; yyourr coompaany is onee off thhe mmos

17、tt suuitaablee. RR: IIf wwe ccan setttlee a nummberr off baasicc quuesttionns, Imm coonfiidennt iin ssayiing thaat wwe aare thee moost suiitabble forr yoour neeeds. K: I hoppe sso. Andd whhat migght be thee baasicc quuesttionns yyou havve? R: Firrst, doo yoou iinteend to takke aa poosittionn inn（投资资

18、于）ouur ccomppanyy? KK: NNo, we donnt, Mrr. LLiu. Thhis is jusst OOEM. R: I seee. TThenn, tthe mosst iimpoortaant thiing is thee siize of youur oordeers. Weelll haave to invvestt a greeat deaal oof mmoneey iin tthe neww prroduuctiion proocesss. K: If youu caan gguarranttee conntinnuinng qquallityy, w

19、we ccan siggn aa coommiitmeent forr 755,0000 ppiecces a yyearr, ffor fivve yyearrs. R: At U.SS. $10000 aa piiecee, wwelll mmakee ann avveraage retturnn off juust 4%. Thhats ttoo greeat a ffinaanciial burrdenn担子, 负担担 forr uss. KK: IIlll chheckk thhe nnumbber latter, buut wwhatt doo yoou ppropposee? R

20、R: HHerees howw yoou ccan demmonsstraate commmittmennt委托托事项, 许诺诺, 承承担义务务to thiis ddeall. MMakee itt teen yyearrs, inccreaase thee unnit priice, annd pprovvidee teechnnoloogy traansffer技技术转移移. 商务谈判实实例(五五) Robbertt在前面面的谈判判最后提提出签约约十年的的要求，KKeviin会不不会答应应呢？如如果答案案是否决决的话，RRobeert又又有何打打算？他他一心为为公司的的利益打打算，极极力争

21、取取技术转转移地协协定，而而对方会会甘心出出让此项项比金钱钱更珍贵贵的资产产吗？请请看以下下分解： K: Wee caantt siign anyy coommiitmeent 委托事事项, 许诺, 承担担义务 forr teen yyearrs. Butt iff yoour prooducctioon qquallityy iss goood aftter thee fiirstt yeear, wee coouldd exxtennd tthe conntraact andd inncreeasee ouur yyearrly purrchaase. R: Thhat souundss

22、reeasoonabble. Buut ccoulld yyou sheed ssomee liightt onn（透露露）thhe ssizee off yoour ordderss? KK: IIf wwe aare happpy witth yyourr quualiity, wee miightt inncreeasee ouur ppurcchasse tto 1100,0000 a yeaar, forr a twoo-yeear perriodd. RR: EExcuuse me, Mrr. HHughhes, buut iit sseemms tto mme wwerre gg

23、iviing up tooo muuch in thiis ccasee. WWedd bee giivinng uup tthe fivve-yyearr guuaraanteee ffor inccreaasedd yeearlly ssalees. K: Mr. Liiu, youuvee goot tto ggivee upp soometthinng tto gget sommethhingg. RR: IIf yyoure askkingg uss too taake succh aa laargee gaamblle（冒冒险）ffor jusst ttwo yeaarss saa

24、less, IIm sorrry, buut yyoure nott inn ouur bballlparrk（接接受的范范围）. K: Whhat wouuld it takke tto kkeepp Paacerr innterrestted? R: A thrree-yeaar gguarranttee, noot ttwo. Annd aa quualiiltyy innspeectiion（质质量检查查）toour aftter onee yeear is finne, butt weed likke ssomee off ouur pperssonnnel on thee teea

25、m. K: Acccepptabble. Annythhingg ellse? R: Weed be makkingg huuge cappitaal ooutllay（资资本支出出）foor tthe prooducctioon pproccesss, sso wwedd liike to sett upp a tecchnoologgy ttrannsfeer aagreeemeent, too heelp us gett offf tthe grooundd（取得得初步进进步）. 商务谈判实实例(六六) 行至此此处，谈谈判都还还算是在在和谐的的气氛下下进行，双双方各自自寻求获获利的方方案

26、。但但针对技技术转移移这一项项，Rooberrt所提提的保证证和要求求能否消消弭Keevinn心中的的顾虑，而而今此谈谈判终露露曙光呢呢？以下下对话即即为您揭揭晓： K: If we traansfferrred ourr teechnnicaal aand ressearrch expperttisee（技术术与研究究的专业业知识）, whhat wouuld stoop yyou froom mmakiing thee samme pprodductt? RR: WWedd bee wiilliing to siggn aa coommiitmeent. Weelll puut iit i

27、in wwrittingg （书书面保证证）thhat we wonnt coppycaat（仿仿冒）tthe Spoortss Caast witthinn fiive yeaars aftter enddingg ouur cconttracct. K: Souundss O.K., iff itts forr anny simmilaar prooducct. Thaat wwoulld ggivee uss beetteer pprottecttionn. BBut wed hhavee too innterrestt onn a tenn yeear limmit. R: Fiine

28、. Wee haave no inttenttionn off beecommingg yoour commpettitoor. K: Greeat. Thhen letts setttlee thhe ddetaailss off thhe ttrannsfeer aagreeemeent. R: Weelll neeed youu too seend oveer ssomee keey pperssonnnel to hellp uus ppurcchasse tthe equuipmmentt annd ttraiin oour tecchniicall peeoplle. Howw l

29、oong do youu annticcipaate 预期, 期望望thaat wwilll taake? K: A weeek tto pput thee teeam toggethher, thhreee weeekss too trrainn yoour peooplee. IIf sso, wheen ddo yyou esttimaate staartiing prooducctioon? R: Ourr fiirstt prroduuctiion runn（一批批的生产产）shhoulld bbe oone weeek aafteer oour teaam ffiniishees

30、iits traainiing. Buut IId likke yyourr teeam to staay aa fuull weeek aafteer tthatt, tto hhanddle anyy kiitchhes thaat ppop up（处处理突发发的事件件）. K: Cann doo. EEverrythhingg seeemss too bee seet, Robbertt. IIlll brringg inn a sammplee coontrractt toomorrroww. IIf yyou likke, we cann siign it theen. 商务谈判实实

31、例(七七) Bottanyy Baay是家家生产高高科技医医疗用品品的公司司。其产产品“病病例磁盘盘”可储储存个人人病例；资料取取用方便便，真是是达到“一一盘在手手，妙用用无穷”的的目的。此此产品可可广泛使使用于医医院、养养老院、学学校等。因因此Paacerr有意争争取该产产品软硬硬件设备备的代理理权。以以下就是是Robbertt与Bootanny BBay的的代表，MMarkk Daaviss，首度度会面的的情形： M: Mrr. LLiu, tootall saaless onn thee Meedicc-Diisk werre UU.S.$ 1100,0000 laast yeaar,

32、thrrouggh oour ageent in Honng KKongg. R: Ouur rreseearcch sshowws mmostt off yoour salles, arre mmadee inn thhe TTaippei areea. Youur aagennt hhas onlly bbeenn abble to tarrgett thhe TTaippei marrkett（把作为为目标市市场）. M: Trrue, buut wwe aare happpy witth tthe salles. Itts a nnew prooducct. Howw coouldd

33、yoou ddo bbettter? R: Weeree allreaady welll-eestaabliisheed iin tthe meddicaal pprodductts bbusiinesss. Thee Meedicc-Diisk wouuld be a ggoodd adddittionn too ouur pprodductt raangee. MM: CCan youu teell me whaat yyourr saaless haave beeen llikee inn paast yeaars? R: Inn thhe ppastt thhreee yeearss,

34、 oour uniit ssalees hhavee goone up by 3500 peerceent; prrofiits havve ggonee upp allmosst 4400 perrcennt. M: Whaat kkindd off diistrribuutioon .分配，分分发，配配给caapabbiliitiees（分分销能力力）doo yoou hhavee? RR: WWe hhavee saalesspeooplee inn foour majjor areeas arooundd thhe iislaand, seelliing dirrecttly to c

35、usstommerss. MM: WWhatt abboutt yoour salles? R: Inn teermss off unnit salles, 555 peerceent aree sttilll frrom thee Taaipeei aareaa. TThe resst ccomees ffromm thhe KKaohhsiuung, Taaichhungg, aand Taiinann arreass. TThatts a ggreaat ddeall off unntapppedd maarkeet ppoteentiial（未未开发的的市场潜潜力）, Mrr. DDa

36、viis. 商务谈判实实例(八八) Robbertt说明PPaceer在行行销与技技术上的的基础后后，终于于取信了了Marrk, 也为此此谈判迈迈开成功功的第一一步。在在谈判佣佣金鱼合合约期限限这类议议题之前前，Rooberrt想先先确定一一些条件件，包括括独家代代理权与与Bottanyy Baay所能能提供的的协助。你你知道RRobeert运运用了哪哪些技巧巧，才不不会让MMarkk以此作作条件来来威胁PPaceer让步步？我们们看看RRobeert怎怎么说： M: Mrr. LLiu, whhat kinnds of salles do youu thhinkk yoou ccoulld gget? R: Weell, too b