商務(wù)談判實(shí)例（一）

 Dan Smith是一位美國的健身用品經(jīng)銷商，此次是Robert Liu第一回與他交手。就在短短幾分鐘的交談中，Robert Liu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 talking about prices.

　　R： Shoot.（洗耳恭聽）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莞爾） 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 turn over（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 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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