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商务谈判两人对话

时间: 邓蓉795 分享

  通常人们将谈判视为唇枪舌剑的对抗性运动,或者理解为谈判双方在利益面前势不两立。事实上,谈判是不动干戈地创造双赢机会,共同努力的过程。下面学习啦小编整理了商务谈判两人对话,供你阅读参考。

  商务谈判两人对话:情景对话

  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:

学习啦在线学习网   R: Even with volume sales, our coats for the Exec-U-Ciser won‘t go down much.

学习啦在线学习网   D: Just what are you proposing?

学习啦在线学习网   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%.

学习啦在线学习网   D: That‘s a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas?

  R: I don‘t think I can change it right now. Why don‘t we talk again tomorrow?

学习啦在线学习网   D: Sure. I must talk to my office anyway. I hope we can find some common ground(共同信念)on this.

学习啦在线学习网   NEXT DAY

  D: Robert, I‘ve been instructed to reject the numbers you proposed; but we can try to come up with some thing else.

学习啦在线学习网   R: I hope so, Dan. My instructions are to negotiate hard on this deal――but I‘m 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 20%, and the next six months we get 15%.

  R: Dan, I can‘t bring those numbers back to my office――they‘ll turn it down flat(打回票).

  D: Then you‘ll have to think of something better, Robert.

  商务谈判两人对话:实例对话

  2001年11月19日 上午11时57分26秒 行至此处,谈判都还算是在和谐的气氛下进行,双方各自寻求获利的方案。但针对技术转移这一项,Robert所提的保证和要求能否消弭Kevin心中的顾虑,而今此谈判终露曙光呢?以下对话即为您揭晓:

学习啦在线学习网   K: If we transferred our technical and research expertise(技术与研究的专业知识), what would stop you from making th esame product?

学习啦在线学习网   R: We'd be willing to sign a commitment. We'll put it in writing (书面保证)that we won't copycat(仿冒)the Sports Cast within five years after ending our contract.

学习啦在线学习网   K: Sounds O.K., if it's for any "similar" product. That would give us better protection. But we'd have to interest on a ten year limit.

  R: Fine. We have no intention of becoming your competitor.

  K: Great. Then let's settle the details of the transfer agreement.

  R: We'll need you to send over some key personnel to help us purchase the equipment and train our technical people. How long do you anticipate that will take?

  K: A week to put the team together, three weeks to train your people. If so, when do you estimate starting production?

  R: Our first production run(一批的生产)should be one week after our team finishes its training. But I'd like your team to stay a full week after that, to handle any kitches that pop up(处理突发的事件).

学习啦在线学习网   K: Can do. Everything seems to be set, Robert. I'll bring in a sample contract tomorrow. If you like, we can sign it then.


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