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(一),希望可以帮到大家
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&
39;d like to get the ball rolling(开始)by talking about prices.
r: shoot.(洗耳恭听)i&
39;d be happy to answer any questions you may have.
d: your products are very good. but i&
39;m a little worried about the prices you&
39;re asking.
r: you think we about be asking for more?(laughs)
d: (chuckles莞尔) that&
39;s not exactly what i had in mind. i know your research costs are high, but what i&
39;d like is a 25% discount.
r: that seems to be a little high, mr. smith. i don&
39;t know how we can make a profit with those numbers.
d: please, robert, call me dan. (pause) well, if we promise future business――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&
39;s hard to see how you can place such large orders. how could you turn over(销磬)so many? (pause) we&
39;d need a guarantee of future business, 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 discuss this further.
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