商务人员成功谈判实例选摘

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商务人员成功谈判实例选摘

篇1:商务人员成功谈判实例选摘(一)

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.

篇2:商务人员成功谈判实例选摘(四)

今天robert的办公室出现了一个生面孔――kevin hughes,此人代表美国一家运动产品公司,专程来台湾寻找加工。接洽的加工产品市运动型“磁质石膏护垫”,受伤的运动员包上这种产品上场比赛,即可保护受伤部位,且不妨碍活动。现在,我们就来看看两人的会议现况:

r: we found your proposal quite interesting, mr. hughes. we'd like to weigh the pros and cons(衡量得失)with you.

k: mr. robert liu, we've looked all over asia for a manufacturer; your company is one of the most suitable.

r: if we can settle a number of basic questions, i'm confident in saying that we are the most suitable for your needs.

k: i hope so. and what might be the basic questions you have?

r: first, do you intend to take a position in(投资于……)our company?

k: no, we don't, mr. liu. this is just oem.

r: i see. then, the most important thing is the size of your orders. we'll have to invest a great deal of money in the new production process.

k: if you can guarantee continuing quality, we can sign a commitment for 75,000 pieces a year, for five years.

r: at u.s. $1000 a piece, we'll make an average return of just 4%. that's too great a financial burden for us.

k: i'll check the number later, but what do you propose?

r: here's how you can demonstrate commitment to this deal. make it ten years, increase the unit price, and provide technology transfer.

篇3:商务人员成功谈判实例选摘(二)

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:

r: even with volume sales, our coats for the exec-u-ciser won't go down much.

d: just what are you proposing?

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%.

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?

d: sure. i must talk to my office anyway. i hope we can find some common ground(共同信念)on this.

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.

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.

篇4:商务人员成功谈判实例选摘(三)

dan上回提议前半年给他们二成折扣,后半年再降为一成半,经robert推翻后,dan再三表示让步有限。您知道robert在这折扣缝隙中游走,如何才能摸出双方都同意的数字呢?他从锦囊里又掏出什么妙计了呢?请看下面分解:

r: how about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?

d: that's a lot to sell, with very low profit margins.

r: it's about the best we can do, dan. (pause) we need to hammer something out (敲定)today. if i go back empty-handed, i may be coming back to you soon to ask for a job. (smiles)

d: (smiles) o.k., 17% the first six months, 14% for the second?!

r: good. let's iron out(解决)the remaining details. when do you want to take delivery(取货)?

d: we'd like you to execute the first order by the 31st.

r: let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st.

d: right. we couldn't handle much larger shipments.

r: fine. but i'd prefer the first shipment to be 1000 units, the next . the 31st is quite soon —— i can't guarantee 1500.

d: i can agree to that. well, if there's nothing else, i think we've settled everything.

r: dan, this deal promises big returns(赚大钱)for both sides. let's hope it's the beginning of a long and prosperous relationship.

篇5:商务人员成功谈判实例选摘(八)

robert说明pacer在行销与技术上的基础后,终于取信了mark, 也为此谈判迈开成功的第一步。在谈判佣金鱼合约期限这类议题之前,robert想先确定一些条件,包括独家代理权与botany bay所能提供的协助。你知道robert运用了哪些技巧,才不会让mark以此作条件来威胁pacer让步?我们看看robert怎么说:

m: mr. liu, what kinds of sales do you think you could get?

r: well, to begin with, we'd have to insist on sole agency in taiwan. we believe we could spike(激增) sales by 30% to 40% in the first year. but certain 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 for after-sales service.

m: it's no problem with the training. as for service support, we usually pay a yearly fee, pegged to(根据)total sales.

r: sounds ok, if we can come to terms(达成协定) on how much is fair. as for marketing support, we would like you to assume 50% of all costs.

m: we'd prefer 40%. many customers learn about our products through international magazines, trade shows, and so on. we pick up the tab(付款)for that, but you get the sales in taiwan.

r: we'll think about it, and talk more tomorrow.

m: fine. we'd like you to tell us about your marketing plans.

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