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商务谈判对话实例:初次过招

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商务谈判:初次过招

dan smith是一位美国的健身用品经销商,来向robert liu的公司采购货品。这是他们第一次交手。在短短几分钟的交谈中,双方都感到对方是久经沙场的老将。谈判就在拉锯中开始了。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 should be asking for more? (laughs)

d: (chuckles) 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 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'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 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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