商務(wù)商務(wù)談判對話
談判無處不在 兩方為此進行對話交流，其中既有唇槍舌戰(zhàn)，也有心理戰(zhàn)術(shù)，都是雙方在為各自的利益 進行博弈。下面學(xué)習(xí)啦小編整理了商務(wù)商務(wù)談判對話，供你閱讀參考。
商務(wù)商務(wù)談判對話01
2001年12月4日 上午11時50分24秒 Robert說明Pacer在行銷與技術(shù)上的基礎(chǔ)后，終于取信了Mark, 也為此談判邁開成功的第一步。在談判傭金魚合約期限這類議題之前，Robert想先確定一些條件，包括獨家代理權(quán)與Botany Bay所能提供的協(xié)助。你知道Robert運用了哪些技巧，才不會讓Mark以此作條件來威脅Pacer讓步?我們看看Robert怎么說：
M: Mr. Liu, what kinds of sales do you think youcould get?
R: Well, to begin with, we'd have to insist on soleagency in Taiwan. We believe we could spike(激增) sales by 30% to 40% in the first year. Butcertain conditions would have to be met.
M: What kinds of conditions?
R: We'd need your full technical and marketing support.
M: Could you explain what you mean by that?
R: We'd like you to give training to our technical staff; we'd also like you to pay a fee forafter-sales service.
M: It's no problem with the training. As for service support, we usually pay a yearly fee, peggedto(根據(jù))total sales.
R: Sounds OK, if we can come to terms(達成協(xié)定) on how much is fair. As for marketingsupport, we would like you to assume 50% of all costs.
M: We'd prefer 40%. Many customers learn about our products through internationalmagazines, trade shows, and so on. We pick up the tab(付款)for that, but you get the salesin Taiwan.
R: We'll think about it, and talk more tomorrow.
M: Fine. We'd like you to tell us about your marketing plans.
商務(wù)商務(wù)談判對話02
an Smith是一位美國的健身用品經(jīng)銷商，此次是RobertLiu第一回與他交手。就在短短幾分鐘的交談中，RobertLiu既感到這位大漢粗獷的外表，藏有狡兔的心思――他肯定是沙場老將，自己絕不可掉以輕心。雙方第一回過招如下：
D: I‘d like to get the ball rolling(開始)by talkingabout prices.
R: Shoot.(洗耳恭聽)I‘d be happy to answer anyquestions you may have.
D: Your products are very good. But I‘m a littleworried about the prices you‘re asking.
R: You think we about be asking for more?(laughs)
D: (chuckles莞爾) That‘s not exactly what I had in mind. I know your research costs arehigh, 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 withthose numbers.
D: Please, Robert, call me Dan. (pause) Well, if we promise future business――volumesales(大筆交易)――that will slash your costs(大量減低成本)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 turnover(銷磬)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 fortwelve months, with a guarantee?
R: If you can guarantee that on paper, I think we can discuss this further.
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