商务谈判技巧在任何合作场合都能用得到，谈判的水平直接决定成本或者收益，以下是小编给大家整理的商务人员成功谈判实例选摘(八)，希望可以帮到大家
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 you could get?
r： well， to begin with， we&
39;d have to insist on sole agency in taiwan. we believe we could spike(激增) sales by 30% to 40% in the first year. but certain conditions would have to be met.
m： what kinds of conditions?
r： we&
39;d need your full technical and marketing support.
m： could you explain what you mean by that?
r： we&
39;d like you to give training to our technical staff; we&
39;d also like you to pay a fee for after-sales service.
m： it&
39;s no problem with the training. as for service support， we usually pay a yearly fee， pegged to(根据)total sales.
r： sounds ok， if we can come to terms(达成协定) on how much is fair. as for marketing support， we would like you to assume 50% of all costs.
m： we&
39;d prefer 40%. many customers learn about our products through international magazines， trade shows， and so on. we pick up the tab(付款)for that， but you get the sales in taiwan.
r： we&
39;ll think about it， and talk more tomorrow.
m： fine. we&
39;d like you to tell us about your marketing plans.
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