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1、三人商务谈判模拟对话谈判者的首要任务就是收集信息，从而增强创造力。 这就意味着应指派专门成员负责 倾听 、记笔记 ，倾听者无须操心在会晤中的发言问题，从而尽可能多地理解对手的偏好。下面整理了三人商务谈判模拟对话，供你阅读参考。三人商务谈判模拟对话：实战对话R: How about 15% the first six months, and thesecondsixmonthsat12%,withaguaranteeof3000units?D:Thatsalottosell,withverylowprofitmargins.R:Itsaboutthebestwecan do,Dan.(pause
2、)Weneedtohammersomethingout( 敲定 )today.IfIgobackempty-handed,I may be coming back to yousoontoask forajob.(smiles)D:(smiles) O.K.,17%thefirstsixmonths, 14%forthesecond?!R:Good.Letsironout( 解决 )theremainingdetails.Whendoyouwantto take delivery(取货 )?D:Wedlikeyoutoexecutethe first orderbythe31st.R:Letm
3、erunthroughthisagain:thefirstshipmentfor1500units,tobedeliveredin27days,bythe31st.D:R:1000Right. Fine. units,We But thecouldnt handle Id prefer the next 20xx. Themuch first 31stlargershipments.shipmenttobeisquitesoon-Icantguarantee1500.D:Icanagreetothat.Well,iftheresnothingelse,Ithinkwevesettledever
4、ything.R: Dan, this deal promises big returns(赚大钱 )for both sides. Lets hope its the beginning of a long andprosperousrelationship.三人商务谈判模拟对话：情景对话1. Ms Kang: welcome to Shenzhen, Ms Bai. How was your flight from San Francisco?Ms Bai: we hit some severe turbulence crossing the International Date Line
5、, other hand that, my flight was smooth sailing.Ms Kang: please follow me. I will escort you the Hilton plaza next to the international trade center.Ms Bai: that would be perfect. I have a slight jet lag and could use some shuteyes. Perhaps we can wait till morning to discuss business.Ms Kang: no pr
6、oblem. Ill look foreword to closing our deal tomorrow. If time permits you to stay longer in Shenzhen, Ill be happy toshow you around the city. As you know, Shenzhen is one of chinas fastest growing special economic zone and most liberated trade area in the country.Ms Bai: so Ive heard. I will take
7、you up on that offer.Next morningMs Kang: zaoshanghao, Ms Bai.Ms Bai: excuse me.Ms Kang：zao shang hao means good morning in Chinese .did you have a nice rest?Ms Bai ：yeah, my hotel suite was very comfortable. And zao shang hao to you also.Ms Kang: Ive made arrangement in the private guest room for u
8、s to resume our negotiation.Ms Bai: great. Now, lets get down to business.Ms Kang: in response to our enquiry last month, you clearly reiterated the reasons for a personal meeting.Ms Bai: yes indeed, with such a large order at stake, I think it is sensible to go over all the particulars.Ms Kang: I c
9、an understand the wisdom in taking such a preventive measure. Please rests assured that our long-term relationship and mutual understanding has not changed.Ms Bai: I appreciate your kind gesture. Please accept my apologiesfor the late development. Due to unforeseen circumstances, our management had
10、to reassess our production ofng gadget mainly because of the sudden sharp turn of the market.Ms Kang: are you referring to the sudden fluctuation of the RMBagainst the dollars?Ms Bai: that is only part of our concern. The prevailing factor is that the Brazilian XYZ enterprise will enter the world ma
11、rket to produce the same product.Ms Kang: I see. Can you give me an indication as to a price that you consider workable?Ms Bai: taking into consideration of these too major factors, we like to suggest that you increase your concession from 5 to 12 percent.Ms Kang：that would be out of the question. O
12、ur company has never made such a reduction even in light of the worst economic condition. You know that the world market demand for the ng gadget have increased at a rate of 4.5 percent each year for the past 5 years. At the same time, the resource manufactured here in china and South Africa to prod
13、uce the ng gadget has not kept pace with the increased demand and the dwindling supply of natural resource.Ms Bai: yes, we realize the supply is being squeezed. However, I like to point out the conditions that must prevail in order for our company to stay competitive in this market. As you know, the
14、 Brazilians have thecomparative advantage in the labor cost of production. In other word, we must pay a much higher price to produce the same unit of ng gadget. The sharp slowdown of the US economy has diminished our profit margin in the last three quarter. In view of these current predicaments of o
15、ur production line to Mexico.Ms Kang: I see. Let me suggest that you make a counter offer more in line with the international market price and the current market condition.Ms Bai : perhaps if we can agree to come halfway between 5 to 12 percent. This mat be more feasible for us to since our operatin
16、g margin is already being squeezed to the limit.Ms Kang: I will call a special executive meeting tomorrow morning to propose your counter offer to our board.Ms Bai : thank you for giving this request special consideration.Ms Kang: I will let you know ASAP the outcome of our discussion. It is in our
17、best to have something definite by noon tomorrow.Ms Bai: thank you Ms Kang. I will be in my suite awaiting your call.Next dayMs Kang ; good morning, Ms BaiMs Bai: good MorningMs Kang; good news. We have a majority consensus to accept your counter offer.Ms Bai: terrific. Can you have the papers ready
18、 by tomorrow morning?Ms Kang：that will be a problemMs Bai: is it possible to effect shipment by the middle of July?Ms Kang: the cargo vessel leave port every other month from Shenzhen .i believes the days are in the first week of August. Anyway，I can assure you that shipment will be made no later than august 7th. You will get a copy of trust receipt once the shipment is delivered.Ms Bai: ok, thats settled. Ill see you tomorrow at 9:00am sharp to sign the documents.