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1、商务谈判实例 （ 一）Dan Smith 是一位美国的健身用品经销商，此次是 Robert Liu 第一回与他交手。就在短短几分钟的交谈中， Robert Liu 既感 到这位大汉粗犷的外表，藏有狡兔的心思？他肯定是沙场老将， 自己绝不可掉以轻心。双方第一回过招如下： D: I'd like to get the ball rolling（开始） by talking about prices. R: Shoot.（洗耳恭听） I'd be happy to answer any questions you may have. D: Your products are very
2、 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莞尔） That'snot 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. Smi
3、th. 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 （大笔交易）？ that will slash your costs （大量减低成本） for making the Exec-U-ciser, right? R: Yes, but it's hard to see how you can place such large o
4、rders. How could you turn over（销磬） 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.