商务谈判实例(一)_商务谈判实例

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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 busine？？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 busine, 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 discu this further.