《商务英语谈判对话案例英文.doc》由会员分享，可在线阅读，更多相关《商务英语谈判对话案例英文.doc（2页珍藏版）》请在三一文库上搜索。
1、商务英语谈判案例分析Jay is a bissiness who works on gymnasium equipment ，and it was the first meeting between yoyo and him. In just a few minutes of the conversation, yoyo felt that this big fellow with a straightforward appearance kept a mind of a cunning rabbit .Known that the guy was skilled in this way ,h
2、e took great care in the negotiation.In the first round ,their covercition was as follows:D: shall we start?R=YoyoR: yes. I bedglad to answer any questions you may have.D: Your product leaves me a deep impression. But Im a little worried about the prices.R: Dontworry. Before we quote the price, plz
3、tell us the exact quantity you want.D: I nmot sure still. I know your research costs are high, but I prefer 20% discount.R: No, no.no.you must be kidding. That absig cut, and it will make us no profit.D: if we promise future business that will reduce your costs for products, right?R: Yes, but its ha
4、rd to see how you can place such large orders. (Pause) We need a guarantee of future business, not just a promise.D: We said we wanted 500 pieces over a 3-month period. What if we place orders for 6 months, with a guarantee?R: If you can guarantee that on paper, I think we can discuss this further.
5、But even with volume sales, our coats wont go down much.D: so, what are your propose?R: We could give you a cut. But not 20%,we can grant 10% at most, that thesbest we can do.D: Thats a big change from 20! 10 is beyond my deadline. (pause) Any other ideas?R: I dont think I can make a decision right
6、now. Why dont we talk again tomorrow?D: Sure. I must talk to my office anyway . I hope we can find some common ground on this.NEXT DAYD: yoyo, sorry to tell you that we cannot accept your quotation; let s came up with some thing else.R: I hope so, jay. My aim is to negotiate hard on this oeder but I
7、m trying very hard to reach some middle ground.D: I understand. We suggest a structured deal. For the first 3 months, we get a discount of 15%, and the next 3 months we get 12%.R: Dan, I cant bring those numbers back to my office theyll reject it directly.D: Then youll have to think of something bet
8、ter, yoyo.R: How about 12% the first 3 months, and the second 3 months at 10%, with a guarantee of 1500 units?D: Thats a large numbers to sell, with such low profit.R: Its about the best we can do, jay. (pause) We need to figure something out today. If I go back empty-handed, I may be coming back to
9、 you soon to ask for a job. (smiles)D: (smiles) O.K., 12% the first six months, 10% for the second?!R: so,thats the deal.D:yes,nice cooperation! (握手)In the whole process of the negotiatin ,Robert had always been taking advantages. He was cleat that in the Asia part ,his company was the best choice o
10、f opponents,and hold a hard attitude all the way in the negotiation.In the first ,it was Dan who came up with the topic of price and gave out more informations about price negotiating by which time he lost the initiative. While Robert did more better , in the first round ,when Dan came up with the i
11、dea of big deals he insisted on the point that he need a guarantee of future business instead of a promise. In this way ,Dan put forward a Concrete plan and agree to make a guarantee to win Robert s agree to consult about the price.Later in the second round ,they had a fierce discuss on the final pr
12、ice .With a problem of cost ,Robert gave out a price which is too far away from Dan s expectation and finally they agree to have one day off for consideration.By this time,Robert had got the idea of the boss that to be hard, this day off was time for Dans consideration. This action was intelligent a
13、nd polite.Then the next day, indeed as expected,Dan reduced request again. Two different discount rates in two pierods. This time,their discuss didn t comt to an agreement again time. Then ,Robert made a humous , If I go back empty-handed, I may be coming back to you soon to ask for a job. And final
14、ly achieved his purpose .Soon ,Robert turned to the Freight scale and asked for longer time to stock up which was nother big success. Besides what surprised us was the other result that Make it ten years, increase the unit price, and provide technology transfer .In the end , the negotiation was a total success that brount both Short-term interest and long-term cooperation program. Mr Robert succesfully used many skills in negotiation and won the victory of the game.