商務人員成功談判實例選摘(一)

　　商務談判技巧在任何合作場合都能用得到，談判的水平直接決定成本或者收益，以下是小編給大家整理的商務人員成功談判實例選摘(一)，希望可以幫到大家

　　dan smith是一位美國的健身用品經銷商，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.