1、1商务谈判实战对话：商讨价格演员表： Dora Smith 美国的健身用品经销商代表Tom Brown 美国健身用品公司经理Nancy Wang 公司的采购部业务员Simon Zhou 公司经理2第一场： ( D: Dora N: Nancy )Dora Smith 是一位美国的健身用品经销商，此次是 Nancy 作为公司的采购部主管，第一回与他交手。就在短短几分钟的交谈中，Nancy 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：N: Id like to get the ball rolling by talking about pric
2、es.D: Shoot. Id be happy to answer any questions you may have.N: Your products are very good. But Im a little worried about the prices youre asking.D: You think we about be asking for more?N: Thats not exactly what I had in mind. I know your research costs are high, but what Id like is a 25% discoun
3、t.D: That seems to be a little high, Mr. Nancy. I dont know how we can make a profit with those numbers.N: Well, if we promise future business - volume sales - that will slash your costs for making the Washing-machine, right?D: Yes, but its hard to see how you can place such large orders. How could
4、you turn over so many? Wed need a guarantee of future business, not just a promise.N: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?D: If you can guarantee that on paper, I think we can discuss this further.N: Never mind!第二场： ( D:
5、Dora Smith S: Simon )Nancy 回公司呈报 Dora Smith 的提案后，老板 Simon 很满意对方的采购计划；但在折扣方面他则希望能继续维持强硬的态度，于是决定亲自出马，探出对方的底线。就在这七上八下的价格翘翘板上，双方是否能找到彼此地平衡点呢？请看下面分解：3S: Hi, Mrs. Dora Smith, Welcome to China! I am Simon Zhou, sales manager. It is a pleasure to see you here .How do you do?D: How do you do, Mr. Simon! Long
6、 hearing of you!S: A pleasure, even with volume sales, our coats for the Washing-machine wont go down much.D: Just what are you proposing?S: We could take a cut on the price. But 25% would slash our profit margin. We suggest a compromise -10%.D: Thats a big change from 25! 10 are beyond my negotiati
7、ng limit. Any otherIdeas?S: I dont think I can change it right now. Why dont we talk again tomorrow?D: Sure. I must talk to my office anyway. I hope we can find some common ground on this.第二天D: Mr. Tom, Ive been instructed to reject the numbers you proposed; but we can try to come up with some thing
8、 else.S: We hope so, Mrs. Dora. My instructions are to negotiate hard on this deal - but Ill try very hard to reach some middle ground.D: I understand. We propose a structured deal. For the first six months, we get a discount of 20%, and the next six months we get 15%.S: Mrs. Dora，I cant bring those
9、 numbers back to my office - theyll turn it down flat (打回票).D: Then youll have to think of something better, Mr. Tom.第三场： (T: Tom Brown S: Simon Zhou)Dora Smith 上回提议前半年给他们二成折扣，后半年再降为一成半，经 Mr. Tom 推翻后，Dora Smith 再三表示让步有限。最后双方的主管 Simon Zhou 和Tom Brown 双双出席最后的谈判，最终谈判是否成功，请看：4S: How do you do, Mr. Brown
10、!T: How do you do, Mr. Simon!S: How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?T: Thats a lot to sell, with very low profit margins.S: Its about the best we can do, Tom Brown. We need to hammer something out today. If we go back empty-handed, we
11、may be coming back to you soon to ask for a job. T: OK .17% the first six months, 14% for the second?S: Good. Lets iron out the remaining details. When do you want to take delivery?T: Wed like you to execute the first order by the 31st.S: Let me run through this again: the first shipment for 1500 un
12、its, to be delivered in 27 days, by the 31st.T: Right. We couldnt handle much larger shipments.S: Fine. But Id prefer the first shipment to be 1000 units, the next 2000. The 31st is quite soon - I cant guarantee 1500.T: I can agree to that. Well, if theres nothing else, I think weve settled everything.S: Tom Brown, this deal promises big returns for both sides. Lets hope its the beginning of a long and prosperous relationship. T: OK, Lets call it today.S: Good Corporation.
