商务谈判例谈Word下载.docx
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商务谈判例谈Word下载.docx
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Yes,butit‘shardtoseehowyoucanplacesuchlargeorders.Howcouldyouturnover(销磬)somany?
(pause)We‘dneedaguaranteeoffuturebusiness,notjustapromise.
Wesaidwewanted1000piecesoverasix-monthperiod.Whatifweplaceordersfortwelvemonths,withaguarantee?
Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther.
商务谈判实例
(二)
Robert回公司呈报Dan的提案后,老板很满意对方的采购计划;
但在折扣方面则希望Robert能继续维持强硬的态度,尽量探出对方的底线。
就在这七上七八的价格翘翘板上,双方是否能找到彼此地平衡点呢?
请看下面分解:
Evenwithvolumesales,ourcoatsfortheExec-U-Ciserwon‘tgodownmuch.
Justwhatareyouproposing?
Wecouldtakeacut(降低)ontheprice.But25%wouldslashourprofitmargin(毛利率).Wesuggestacompromise――10%.
That‘sabigchangefrom25!
10isbeyondmynegotiatinglimit.(pause)Anyotherideas?
Idon‘tthinkIcanchangeitrightnow.Whydon‘twetalkagaintomorrow?
Sure.Imusttalktomyofficeanyway.Ihopewecanfindsomecommonground(共同信念)onthis.
NEXTDAY
Robert,I‘vebeeninstructedtorejectthenumbersyouproposed;
butwecantrytocomeupwithsomethingelse.
Ihopeso,Dan.Myinstructionsaretonegotiatehardonthisdeal――butI‘mtryveryhardtoreachsomemiddleground(互相妥协).
Iunderstand.Weproposeastructureddeal(阶段式和约).Forthefirstsixmonths,wegetadiscountof20%,andthenextsixmonthsweget15%.
Dan,Ican‘tbringthosenumbersbacktomyoffice――they‘llturnitdownflat(打回票).
Thenyou‘llhavetothinkofsomethingbetter,Robert.
商务谈判实例(三)
Dan上回提议前半年给他们二成折扣,后半年再降为一成半,经Robert推翻后,Dan再三表示让步有限。
您知道Robert在这折扣缝隙中游走,如何才能摸出双方都同意的数字呢?
他从锦囊里又掏出什么妙计了呢?
请看下面分解:
R:
Howabout15%thefirstsixmonths,andthesecondsixmonthsat12%,withaguaranteeof3000units?
D:
That'
salottosell,withverylowprofitmargins.
It'
saboutthebestwecando,Dan.(pause)Weneedtohammersomethingout(敲定)today.IfIgobackempty-handed,Imaybecomingbacktoyousoontoaskforajob.(smiles)
(smiles)O.K.,17%thefirstsixmonths,14%forthesecond?
!
Good.Let'
sironout(解决)theremainingdetails.Whendoyouwanttotakedelivery(取货)?
We'
dlikeyoutoexecutethefirstorderbythe31st.
Letmerunthroughthisagain:
thefirstshipmentfor1500units,tobedeliveredin27days,bythe31st.
Right.Wecouldn'
thandlemuchlargershipments.
Fine.ButI'
dpreferthefirstshipmenttobe1000units,thenext2000.The31stisquitesoon----Ican'
tguarantee1500.
Icanagreetothat.Well,ifthere'
snothingelse,Ithinkwe'
vesettledeverything.
Dan,thisdealpromisesbigreturns(赚大钱)forbothsides.Let'
shopeit'
sthebeginningofalongandprosperousrelationship.
商务谈判实例(四)
今天Robert的办公室出现了一个生面孔――KevinHughes,此人代表美国一家运动产品公司,专程来台湾寻找加工。
接洽的加工产品市运动型“磁质石膏护垫”,受伤的运动员包上这种产品上场比赛,即可保护受伤部位,且不妨碍活动。
现在,我们就来看看两人的会议现况:
Wefoundyourproposalquiteinteresting,Mr.Hughes.We'
dliketoweightheprosandcons(衡量得失)withyou.
K:
Mr.RobertLiu,we'
velookedalloverAsiaforamanufacturer;
yourcompanyisoneofthemostsuitable.
Ifwecansettleanumberofbasicquestions,I'
mconfidentinsayingthatwearethemostsuitableforyourneeds.
Ihopeso.Andwhatmightbethebasicquestionsyouhave?
First,doyouintendtotakeapositionin(投资于……)ourcompany?
No,wedon'
t,Mr.Liu.ThisisjustOEM.
Isee.Then,themostimportantthingisthesizeofyourorders.We'
llhavetoinvestagreatdealofmoneyinthenewproductionprocess.
Ifyoucanguaranteecontinuingquality,wecansignacommitmentfor75,000piecesayear,forfiveyears.
AtU.S.$1000apiece,we'
llmakeanaveragereturnofjust4%.That'
stoogreatafinancialburdenforus.
I'
llcheckthenumberlater,butwhatdoyoupropose?
Here'
showyoucandemonstratecommitmenttothisdeal.Makeittenyears,increasetheunitprice,andprovidetechnologytransfer.
商务谈判实例(五)
Robert在前面的谈判最后提出签约十年的要求,Kevin会不会答应呢?
如果答案是否决的话,Robert又有何打算?
他一心为公司的利益打算,极力争取技术转移地协定,而对方会甘心出让此项比金钱更珍贵的资产吗?
请看以下分解:
Wecan'
tsignanycommitmentfortenyears.Butifyourproductionqualityisgoodafterthefirstyear,wecouldextendthecontractandincreaseouryearlypurchase.
Thatsoundsreasonable.Butcouldyoushedsomelighton(透露)thesizeofyourorders?
Ifwearehappywithyourquality,wemightincreaseourpurchaseto100,000ayear,foratwo-yearperiod.
Excuseme,Mr.Hughes,butitseemstomewe'
regivinguptoomuchinthiscase.We'
dbegivingupthefive-yearguaranteeforincreasedyearlysales.
Mr.Liu,you'
vegottogiveupsomethingtogetsomething.
Ifyou'
reaskingustotakesuchalargegamble(冒险)forjusttwoyear'
ssales,I'
msorry,butyou'
renotinourballpark(接受的范围).
WhatwouldittaketokeepPacerinterested?
Athree-yearguarantee,nottwo.Andaqualiltyinspection(质量检查)tourafteroneyearisfine,butwe'
dlikesomeofourpersonnelontheteam.
Acceptable.Anythingelse?
dbemakinghugecapitaloutlay(资本支出)fortheproductionprocess,sowe'
dliketosetupatechnologytransferagreement,tohelpusgetofftheground(取得初步进步).
商务谈判实例(六)
商务谈判实例(七)
2001年11月19日上午11时57分26秒行至此处,谈判都还算是在和谐的气氛下进行,双方各自寻求获利的方案。
但针对技术转移这一项,Robert所提的保证和要求能否消弭Kevin心中的顾虑,而今此谈判终露曙光呢?
以下对话即为您揭晓:
Ifwetransferredourtechnicalandresearchexpertise(技术与研究的专业知识),whatwouldstopyoufrommakingthesameproduct?
dbewillingtosignacommitment.We'
llputitinwriting(书面保证)thatwewon'
tcopycat(仿冒)theSportsCastwithinfiveyearsafterendingourcontract.
SoundsO.K.,ifit'
sforany"
similar"
product.Thatwouldgiveusbetterprotection.Butwe'
dhavetointerestonatenyearlimit.
Fine.Wehavenointentionofbecomingyourcompetitor.
Great.Thenlet'
ssettlethedetailsofthetransferagreement.
llneedyoutosendoversomekeypersonneltohelpuspurchasetheequipmentandtrainourtechnicalpeople.Howlongdoyouanticipatethatwilltake?
Aweektoputtheteamtogether,threeweekstotrainyourpeople.Ifso,whendoyouestimatestartingproduction?
Ourfirstproductionrun(一批的生产)shouldbeoneweekafterourteamfinishesitstraining.ButI'
dlikeyourteamtostayafullweekafterthat,tohandleanykitchesthatpopup(处理突发的事件).
Cando.Everythingseemstobeset,Robert.I'
llbringinasamplecontracttomorrow.Ifyoulike,wecansignitthen.
商务谈判实例(八)
BotanyBay是家生产高科技医疗用品的公司。
其产品“病例磁盘”可储存个人病例;
资料取用方便,真是达到“一盘在手,妙用无穷”的目的。
此产品可广泛使用于医院、养老院、学校等。
因此Pacer有意争取该产品软硬件设备的代理权。
以下就是Robert与BotanyBay的代表,MarkDavis,首度会面的情形:
M:
Mr.Liu,totalsalesontheMedic-DiskwereU.S.$100,000lastyear,throughouragentinHongKong.
Ourresearchshowsmostofyoursales,aremadeintheTaipeiarea.YouragenthasonlybeenabletotargettheTaipeimarket(把……作为目标市场).
True,butwearehappywiththesales.It'
sanewproduct.Howcouldyoudobetter?
realreadywell-establishedinthemedicalproductsbusiness.TheMedic-Diskwouldbeagoodadditiontoourproductrange.
Canyoutellmewhatyoursaleshavebeenlikeinpastyears?
Inthepastthreeyears,ourunitsaleshavegoneupby350percent;
profitshavegoneupalmost400percent.
Whatkindofdistributioncapabilities(分销能力)doyouhave?
Wehavesalespeopleinfourmajorareasaroundtheisland,sellingdirectlytocustomers.
Whataboutyoursales?
Intermsofunitsales,55percentarestillfromtheTaipeiarea.TherestcomesfromtheKaohsiung,Taichung,andTainanareas.That'
sagreatdealofuntappedmarketpotential(未开发的市场潜力),Mr.Davis.
商务谈判实例(九)
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BotanyBay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:
Mr.Liu,whatkind
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