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    商務口語

    商務談判實例(1)

    明日東方科技有限公司   發布時間:2012-03-02

    來源:中國教育在線
     
    Dan Smith是一位美國的健身用品經銷商,此次是Robert Liu第一回與他交手。就在短短幾分鐘的交談中,Robert Liu既感到這位大漢粗獷的外表,藏有狡兔的心思――他肯定是沙場老將,自己絕不可掉以輕心。雙方第一回過招如下:
      D: I‘d like to get the ball rolling(開始)by talking about prices.
     
      R: Shoot.(洗耳恭聽)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莞爾) 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(大筆交易)――that will slash your costs(大量減低成本)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(銷磬)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.
     
    Robert回公司呈報Dan的提案后,老板很滿意對方的采購計劃;但在折扣方面則希望Robert能繼續維持強硬的態度,盡量探出對方的底線。就在這七上七八的價格翹翹板上,雙方是否能找到彼此地平衡點呢?請看下面分解:
      R: Even with volume sales, our coats for the Exec-U-Ciser won‘t go down much.
     
      D: Just what are you proposing?
      R: We could take a cut(降低)on the price. But 25% would slash our profit margin(毛利率).We suggest a compromise――10%.
     
      D: That‘s a big change from 25! 10 is beyond my negotiating limit. (pause) 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(共同信念)on this.
     
      NEXT DAY
     
      D: Robert, I‘ve been instructed to reject the numbers you proposed; but we can try to come up with some thing else.
     
      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(互相妥協).
     
      D: I understand. We propose a structured deal(階段式和約). For the first six months, we get a discount of 20%, and the next six months we get 15%.
     
      R: Dan, I can‘t bring those numbers back to my office――they‘ll turn it down flat(打回票).
     
      D: Then you‘ll have to think of something better, Robert.
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