在國際商務活動中，商務談判占著重要的地位，每個商務從業(yè)人員都應該在這方面下功夫，以下是小編給大家整理的國際商貿(mào)英語最新商務談判實務：商討價格，希望可以幫到大家
dan smith是一位美國的健身用品經(jīng)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.
robert回公司呈報dan的提案后，老板很滿意對方的采購計劃;但在折扣方面則希望robert能繼續(xù)維持強硬的態(tài)度，盡量探出對方的底線。就在這七上八下的價格翹翹板上，雙方是否能找到彼此地平衡點呢?請看下面分解：
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.
dan上回提議前半年給他們二成折扣，后半年再降為一成半，經(jīng)robert推翻后，dan再三表示讓步有限。您知道robert在這折扣縫隙中游走，如何才能摸出雙方都同意的數(shù)字呢?他從錦囊里又掏出什么妙計了呢?請看下面分解：
r: how about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?
d: that's a lot to sell, with very low profit margins.
r: it's about the best we can do, dan. (pause) we need to hammer something out (敲定) today. if i go back empty-handed, i may be coming back to you soon to ask for a job. (smiles)
d: (smiles) o.k., 17% the first six months, 14% for the second?
r: good. let's iron out (解決) the remaining details. when do you want to take delivery (取貨) ?
d: we'd like you to execute the first order by the 31st.
r: let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st.
d: right. we couldn't handle much larger shipments.
r: fine. but i'd prefer the first shipment to be 1000 units, the next 2000. the 31st is quite soon - i can't guarantee 1500.
d: i can agree to that. well, if there's nothing else, i think we've settled everything.
r: dan, this deal promises big returns (賺大錢) for both sides. let's hope it's the beginning of a long and prosperous relationship.
