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商务商务谈判对话

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  谈判无处不在 两方为此进行对话交流,其中既有唇枪舌战,也有心理战术,都是双方在为各自的利益 进行博弈。下面学习啦小编整理了商务商务谈判对话,供你阅读参考。

  商务商务谈判对话01

  2001年12月4日 上午11时50分24秒 Robert说明Pacer在行销与技术上的基础后,终于取信了Mark, 也为此谈判迈开成功的第一步。在谈判佣金鱼合约期限这类议题之前,Robert想先确定一些条件,包括独家代理权与Botany Bay所能提供的协助。你知道Robert运用了哪些技巧,才不会让Mark以此作条件来威胁Pacer让步?我们看看Robert怎么说:

  M: Mr. Liu, what kinds of sales do you think youcould get?

  R: Well, to begin with, we'd have to insist on soleagency in Taiwan. We believe we could spike(激增) sales by 30% to 40% in the first year. Butcertain conditions would have to be met.

  M: What kinds of conditions?

  R: We'd need your full technical and marketing support.

  M: Could you explain what you mean by that?

  R: We'd like you to give training to our technical staff; we'd also like you to pay a fee forafter-sales service.

  M: It's no problem with the training. As for service support, we usually pay a yearly fee, peggedto(根据)total sales.

  R: Sounds OK, if we can come to terms(达成协定) on how much is fair. As for marketingsupport, we would like you to assume 50% of all costs.

  M: We'd prefer 40%. Many customers learn about our products through internationalmagazines, trade shows, and so on. We pick up the tab(付款)for that, but you get the salesin Taiwan.

  R: We'll think about it, and talk more tomorrow.

  M: Fine. We'd like you to tell us about your marketing plans.

  商务商务谈判对话02

  an Smith是一位美国的健身用品经销商,此次是RobertLiu第一回与他交手。就在短短几分钟的交谈中,RobertLiu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 talkingabout prices.

  R: Shoot.(洗耳恭听)I‘d be happy to answer anyquestions you may have.

  D: Your products are very good. But I‘m a littleworried 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 arehigh, 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 withthose numbers.

  D: Please, Robert, call me Dan. (pause) Well, if we promise future business――volumesales(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 turnover(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 fortwelve months, with a guarantee?

  R: If you can guarantee that on paper, I think we can discuss this further.

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