商务人员成功谈判实例选摘(一)

商务人员成功谈判实例选摘(一)

　　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'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 about be asking for more?(laughs)

　　d： (chuckles莞尔) 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.