中英商務談判實例1

1、Sample 1Dan Smith is an Englishfitness supplies distributor.Robert Liufitness supplies distributor.meticulous opponent.talkwithDanSmithatfirsttime.Onlyinthefewminutes,RobertLiuthat Dan was ameticulous opponent.D: Id like to get the ball rolling by talking about prices. R: Shoot.Id be happy to answer

2、 any questions you may have.D: Your products are very good. But prices youre asking.Im a little worried about theR: You think we about be asking for more?(laughs)D:ThatsnotexactlywhatIhadinmind.Iknowyour researchare high, but what Id like is a 25% discount.R: That seems to be a little high, Mr. Smit

3、h. I know how can make a profit with those numbers.D: Please, Robert, call me Dan. (pause) Well, if we promise future businessvolume salesthat will slash your costs for making the Exec-U-ciser, right?R: Yes, but hard to see how you can place such large Howcouldyouturnover somany?(pause)Wedneedaguara

4、nteeoffuture 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.AfterRobertreportedwassatisfiedwiththesplan.ButhehopedRobertcanke

5、epatoughattitudeondiscountandget the bottom line of buyer.R: Even with volume sales, our coats for the Exec-U-Ciser wnt down much.D: Just what are you proposing?R: We could take a cut on the price. But 25% would slash our profit margin.We suggest a compromise10%.D: Thats a big change from 25! 10 is

6、beyond my negotiating limit. (pause) Any other ideas?R:IdontthinkIcanchangeitrightnow.Whydontwetalkagain tomorrow?D:Sure.Imusttalktomyofficeanyway.Ihopewecanfindsomecommon ground on this.NEXT DAYD:Robert,Ivebeeninstructedtorejectthenumbersyouproposed; but we can try to come up with some thing else.R

7、: I hope so, Dan. My instructions are to negotiate hard on this dealbut Im try very hard to reach some middle ground.D:Iunderstand.Weproposeastructureddeal.Forthefirstsixmonths, we get a discount of 20%, and the next six months we get 15%.R: Dan, I bring those numbers back to my turn it down flat.D:

8、 Then youll have to think of something better, Robert.：R: How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?D: Thats a lot to sell, with very low profit margins.R:Itsaboutthebestwecando,Dan.(pause)Weneedtohammersomething out today. If I go back empt

9、y-handed, I may be coming back to you to ask for a job. (smiles)D: (smiles) O.K., 17% the first six months, 14% for the second?!R: Good. Lets iron out the remaining details. When do you want to take delivery?D: Wed like you to execute the first order by the 31st.R: Let me run through this again: the

10、 first shipment for 1500 units, to be delivered in 27 days, by the 31st.D: Right. We couldnt handle much larger shipments.R:Fine.ButIdpreferthefirstshipmenttobe1000units,thenextThe 31st is quite soon - I cant guarantee 1500.D:Icanagreetothat.Well,iftheresnothingelse,Ithinkwevesettled everything.R: D

11、an, this deal promises big returns for both sides. Lets hope its the beginning of a long and prosperous relationship.商務談判實例(四)今天Robert Kevin Hughe公司，專程來臺灣尋找加工。接洽的加工產(chǎn)品市運動型“磁質(zhì)石膏護墊現(xiàn)況：R: We found your proposal quite interesting, Mr. Hughes. Wed like to weigh the pros and cos 衡量得失）with you.K: Mr. Robert

12、Liu, weve looked all over Asia for amanufacturer; your company is one of most suitable.R: If we can settle a number of basic questions, Im 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 p

13、osition in（投資于）our company? K: No, we dont, Mr. Liu. This is just OEM.R: I see. Then, the most important thing is the size of your orders. Well 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

14、year, for five years.R: At U.S. $1000 a piece, wellmake an average return of just 4%. Thats too great a financial burden for us.K: Ill check the number later, but what do you propose?R: Heres how you can demonstrate commitment to this deal. Make it ten years, increase the unit price, and provide tec

15、hnology transfer.商務談判實例(五)Robert K: We cant sign any commitment for ten years. But if your production quality is good after the first year, we could extend the contract and increase our yearly purchase.R: That sounds reasonable. But could you shed some light on（透露）the size of your orders?K: If we ar

16、e happy with your quality, we might increase our purchase to 100,000 a year, for a two-year period.R: Excuse me, Mr. Hughes, but it seemsto me were giving up too much in this case. Wed be giving up the five-year guarantee for increased yearly sales.K: Mr. Liu, youve got to give up something to get s

17、omething.R: If youre asking us to take such a large gamble （冒險）for just two years sales, Im sorry, but youre not in our ballpark（接受的范圍）.K: What would it take to keep Pacer interested?R: A three-year guarantee, not two. And a qualilty inspectin 質(zhì)量檢查tour after one year is fine, but wed like some of ou

18、r personnel on the team.K: Acceptable. Anything else?R: Wed be making huge capital outlay（資本支出）for the production process, so wed like to set up a technology transfer agreement, to help us get off the ground（取得初步進步）.商務談判實例(六)Robert 在前面的談判最后提出簽約十年的要求，Kevin 會不會答應呢？如果答案是否決甘心出讓此項比金錢更珍貴的資產(chǎn)嗎？請看以下分解：K: We

19、cant sign any commitment for ten years. But if your production quality is good after the first year, we could extend the contract and increase our yearly purchase.R: That sounds reasonable. But could you shed some light on（透露）the size of your orders?K: If we are happy with your quality, we might inc

20、rease our purchase to 100,000 a year, for a two-year period.R: Excuse me, Mr. Hughes, but it seemsto me were giving up too much in this case. Wed be giving up the five-year guarantee for increased yearly sales.K: Mr. Liu, youve got to give up something to get something.R: If youre asking us to take

21、such a large gamble （冒險）for just two years sales, Im sorry, but youre not in our ballpark（接受的范圍）.K: What would it take to keep Pacer interested?R: A three-year guarantee, not two. And a qualilty inspectin 質(zhì)量檢查tour after one year is fine, but wed like some of our personnel on the team.K: Acceptable.

22、Anything else?R: Wed be making huge capital outlay（資本支出）for the production process, so wed like to set up a technology transfer agreement, to help us get off the ground（取得初步進步）.商務談判實例（七）2001 11 19 11 57 26 雙方各自尋求獲利的方案Robert 所提的保證和要求能否消弭Kevin心中的顧慮，而今此談判終露曙光呢？以下對話即為您揭曉：K: If we transferred our technic

23、al and research expertise（技術(shù)與研究的專業(yè)知識）, what would stop you from making th esame product?R: Wed be willing to sign a commitment. Well put it in writing （ 書 面 保 證 ）that we wont copycat（仿冒）the Sports Cast within five years after ending our contract.K: Sounds O.K., if its for any similar product. That w

24、ould give us better protection. But wed have to interest on a ten year limit.R: Fine. We have no intention of becoming your competitor.K: Great. Then lets settle the details of the transfer agreement.R: Well need you to send over some key personnel to help us purchase the equipment and train our tec

25、hnical 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 一批的生產(chǎn)be one week after our team finishes its training. But Id like your team to stay a full week afte

26、r that, to handle any kitches that pop u（處理突發(fā)的事件）.K: Can do. Everything seems to be set, Robert. Ill bring in a sample contract tomorrow. If you like, we can sign it then.(八)Botany Bay 校等。因此Pacer 有意爭取該產(chǎn)品軟硬件設備的代理權(quán)。以下就是Robert Botany Bay 的代表，Mark Davis，首度會面的情形：M: Mr. Liu, total sales onthe Medic-Disk w

27、ere U.S.$ 100,000 last year, through our agent in Hong Kong.R: Our research shows most of your sales, are made in the Taipei area. Your agent has only been able to target the Taipei market（把作為目標市場）.M: True, but we are happy with the sales. Its a new product. How could you do better?R: Were already w

28、ell-established in the medical products business. The Medic-Disk would be a good addition to our product range.M: Can you tell me what your sales have been like in past years?R: In the past three years, our unit sales have gone up by 350 percent; profits have gone up almost 400 percent.M: What kind

29、of distribution capabilities（分銷能力）do you have?R: We have salespeople in four major areas around the island, selling directly to customers. M: What about your sales?R: In terms of unit sales, 55 percent are still from the Taipei area. The rest comes from theKaohsiung, Taichung, and Tainan areas. That

30、s a great deal of untapped market potential（未開發(fā)的市場潛力）, Mr. Davis.商務談判實例(九)2001 12 4 11 50 24 秒 Robert 說明Pacer 取信了Mark, 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 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 you could get?R: Well, to begin with, wed ha

31、ve 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: Wed need your full technical and marketing support. M: Could you explain what you mean by that?R: Wed like you to gi

32、ve training to our technical staff; wed also like you to pay a fee for after-sales service.M: Its no problem with the training. As for service support, we usually pay a yearly fee, pegged to（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 marketing support,

33、 we would like you to assume 50% of all costs.M: Wed 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: Well think about it, and talk more tomorrow.M: Fine. Wed like you to te

34、ll us about your marketing plans.DialogueBeth: Sally, do you have some batteries that I can borrow? 貝絲：薩利，我想借塊電池，你那兒有么？Sally: Sure, why do you need them? 薩利：沒問題，你為什么要電池呀？Beth: I need my calculator to work out the profit from last month. 貝絲：我要用計算器算從上月起的公司利潤。Sally: It is very important that you dont m

35、ake mistakes when you are calculating those numbers so, take my calculator.薩利：你在算這些數(shù)的時候，千萬別出錯誤，這非常重要，就用我的吧。Beth:ThanksSally.Theseniormanagersneedtheresultsfromlastmonthstraightaway,soIcant stop to talk.貝絲：謝了，薩利，高級主管馬上就要上個月的結(jié)果，所以我不能跟你說話了。Sally: See you later Beth.薩利：一會兒見，貝絲。Sally: I will bring your calculator back as soon as I have finished with it. 紗麗：我一算完就把計算器還你。Beth: No problem, just make sure the profits are right! 貝絲：沒問題。只要保證利潤核算正確就好。Sally