商務(wù)談判兩人對(duì)話
通常人們將談判視為唇槍舌劍的對(duì)抗性運(yùn)動(dòng)，或者理解為談判雙方在利益面前勢(shì)不兩立。事實(shí)上，談判是不動(dòng)干戈地創(chuàng)造雙贏機(jī)會(huì)，共同努力的過(guò)程。下面學(xué)習(xí)啦小編整理了商務(wù)談判兩人對(duì)話，供你閱讀參考。
商務(wù)談判兩人對(duì)話：情景對(duì)話
Robert回公司呈報(bào)Dan的提案后，老板很滿意對(duì)方的采購(gòu)計(jì)劃;但在折扣方面則希望Robert能繼續(xù)維持強(qiáng)硬的態(tài)度，盡量探出對(duì)方的底線。就在這七上七八的價(jià)格翹翹板上，雙方是否能找到彼此地平衡點(diǎn)呢?請(qǐng)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(互相妥協(xié)).
D: I understand. We propose a structured deal(階段式和約). 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.
商務(wù)談判兩人對(duì)話：實(shí)例對(duì)話
2001年11月19日 上午11時(shí)57分26秒 行至此處，談判都還算是在和諧的氣氛下進(jìn)行，雙方各自尋求獲利的方案。但針對(duì)技術(shù)轉(zhuǎn)移這一項(xiàng)，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(duì)話即為您揭曉：
K: If we transferred our technical and research expertise(技術(shù)與研究的專(zhuān)業(yè)知識(shí)), what would stop you from making th esame product?
R: We'd be willing to sign a commitment. We'll put it in writing (書(shū)面保證)that we won't copycat(仿冒)the Sports Cast within five years after ending our contract.
K: Sounds O.K., if it's for any "similar" product. That would give us better protection. But we'd have to interest on a ten year limit.
R: Fine. We have no intention of becoming your competitor.
K: Great. Then let's settle the details of the transfer agreement.
R: We'll need you to send over some key personnel to help us purchase the equipment and train our technical 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 run(一批的生產(chǎn))should be one week after our team finishes its training. But I'd like your team to stay a full week after that, to handle any kitches that pop up(處理突發(fā)的事件).
K: Can do. Everything seems to be set, Robert. I'll bring in a sample contract tomorrow. If you like, we can sign it then.
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