关于商务谈判英文例子（谈判技巧）.doc

关于商务谈判英文例子（谈判技巧） 商务谈判例子一 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： R： Even with volume sales，our coats for the Exec-U-Ciser wont 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： Thats a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas? R： I dont think I can change it right now. Why dont we talk again tomorrow? D： Sure. Imust talk to my office anyway. I hope we can find some common ground(共同信念)on this. D： Robert， Ive 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 Im try very hard to reach some middle ground(互相妥协)。 D： I understand. We propose a structured deal(阶段式和约). For the first six months，we get a discount of 20xx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： K： We cant sign any commitment for ten years. But if your production quality is good after the first year， we could extend the contract and increase our yearly purchase。 R： That sounds reasonable. But could you shed some light on(透露)the size of your orders? K： If we are happy with your quality， we might increase our purchase to 100，000 a year， for a two-year period。 R： Excuse me， Mr. Hughes， but it seems to me were giving up too much in this case. Wed be giving up the five-year guarantee for increased yearly sales。 K： Mr. Liu， youve got to give up something to get something。 R： If youre asking us to take such a large gamble(冒险)for just two years sales， Im sorry， but youre not in our ballpark(接受的范围)。 K： What would it take to keep Pacer interested? R： A three-year guarantee， not two. And a qualilty inspection(质量检查)tour after one year is fine， but wed like some of