商務談判兩人對話

　　通常人們將談判視為脣槍舌劍的對抗性運動，或者理解為談判雙方在利益面前勢不兩立。事實上，談判是不動干戈地創造雙贏機會，共同努力的過程。下面小編整理了，供你閱讀參考。

　　：情景對話

　　Robert回公司呈報Dan的提案後，老闆很滿意對方的採購計劃;但在折扣方面則希望Robert能繼續維持強硬的態度，儘量探出對方的底線。就在這七上七八的價格翹翹板上，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.

　　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.

　　：例項對話

　　2001年11月19日上午11時57分26秒行至此處，談判都還算是在和諧的氣氛下進行，雙方各自尋求獲利的方案。但針對技術轉移這一項，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?以下對話即為您揭曉：

　　K: If we transferred our technical and research expertise技術與研究的專業知識, 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.