国际商务谈判对话稿

Lastrevisiondate:13December2020.国际商务谈判对话稿DanSmith是一位美国的健身用品经销商，此次是RobertLiu第一回与他交手。就在短短几分钟的交谈中，RobertLiu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‘dliketogettheballrolling（开始）bytalkingaboutprices.R:Shoot.（洗耳恭听）I‘dbehappytoansweranyquestionsyoumayhave.D:Yourproductsareverygood.ButI‘malittleworriedaboutthepricesyou‘reasking.R:Youthinkweaboutbeaskingformore(laughs)D:(chuckles莞尔)That‘snotexactlywhatIhadinmind.Iknowyourresearchcostsarehigh,butwhatI‘dlikeisa25%discount.R:Thatseemstobealittlehigh,Mr.Smith.Idon‘tknowhowwecanmakeaprofitwiththosenumbers.D:Please,Robert,callmeDan.(pause)Well,ifwepromisefuturebusiness――volumesales（大笔交易）――thatwillslashyourcosts（大量减低成本）formakingtheExec-U-ciser,rightR:Yes,butit‘shardtoseehowyoucanplacesuchlargeorders.Howcouldyouturnover（销磬）somany(pause)We‘dneedaguaranteeoffuturebusiness,notjustapromise.D:Wesaidwewanted1000piecesoverasix-monthperiod.Whatifweplaceordersfortwelvemonths,withaguaranteeR:Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther.例（2）Robert回公司呈报Dan的提案后，老板很满意对方的采购计划;但在折扣方面则希望Robert能继续维持强硬的态度，尽量探出对方的底线。就在这七上七八的价格翘翘板上，双方是否能找到彼此地平衡点呢？请看下面分解::Evenwithvolumesales,ourcoatsfortheExec-U-Ciserwon'tgodownmuch.D:JustwhatareyouproposingR:Wecouldtakeacut（降低）ontheprice.But25%wouldslashourprofitmargin（毛利率）.Wesuggestacompromise――10%.D:That‘sabigchangefrom25!10isbeyondmynegotiatinglimit.(pause)AnyotherideasR:Idon‘tthinkIcanchangeitrightnow.Whydon‘twetalkagaintomorrowD:Sure.Imusttalktomyofficeanyway.Ihopewecanfindsomecommonground（共同信念）onthis.NEXTDAYD:Robert,I‘vebeeninstructedtorejectthenumbersyouproposed;butwecantrytocomeupwithsomethingelse.R:Ihopeso,Dan.Myinstructionsaretonegotiatehardonthisdeal――butI‘mtryveryhardtoreachsomemiddleground（互相妥协）.D:Iunderstand.Weproposeastructureddeal（阶段式和约）.Forthefirstsixmonths,wegetadiscountof20%,andthenextsixmonthsweget15%.R:Dan,Ican‘tbringthosenumbersbacktomyoffice――they‘llturnitdownflat（打回票）.D:Thenyou‘llhavetothinkofsomethingbetter,Robert.实例（3）Dan上回提议前半年给他们二成折扣，后半年再降为一成半，经Robert推翻后，Dan再三表示让步有限。您知道Robert在这折扣缝隙中游走，如何才能摸出双方都同意的数字呢他从锦囊里又掏出什么妙计了呢请看下面分解：R:Howabout15%thefirstsixmonths,andthesecondsixmonthsat12%,withaguaranteeof3000unitsD:That'salottosell,withverylowprofitmargins.R:It'saboutthebestwecando,Dan.(pause)Weneedtohammersomethingout（敲定）today.IfIgobackempty-handed,Imaybecomingbacktoyousoontoaskforajob.(smiles)D:(smiles)O.K.,17%thefirstsixmonths,14%forthesecond!R:Good.Let'sironout（解决）theremainingdetails.Whendoyouwanttotakedelivery（取货）D:We'dlikeyoutoexecutethefirstorderbythe31st.R:Letmerunthroughthisagain:thefirstshipmentfor1500units,tobedeliveredin27days,bythe31st.D:Right.Wecouldn'thandlemuchlargershipments.R:Fine.ButI'dpreferthefirstshipmenttobe1000units,thenext2000.The31stisquitesoon----Ican'tguarantee1500.D:Icanagreetothat.Well,ifthere'snothingelse,Ithinkwe'vesettledeverything.R:Dan,thisdealpromisesbigreturns（赚大钱）forbothsides.Let'shopeit'sthebeginningofalongandprosperousrelationship.实例（4）今天Robert的办公室出现了一个生面孔――BEN，此人代表美国一家运动产品公司，专程来台湾寻找加工。接洽的加工产品市运动型“磁质石膏护垫”，受伤的运动员包上这种产品上场比赛，即可保护受伤部位，且不妨碍活动。现在，我们就来看看两人的会议现况：R:Wefoundyourproposalquiteinteresting,Mr.Hughes.We'dliketoweightheprosandcons（衡量得失）withyou.e.K:Mr.RobertLiu,we'velookedalloverAsiaforamanufacturer;yourcompanyisoneofthemostsuitable.R:Ifwecansettleanumberofbasicquestions,I'mconfidentinsayingthatwearethemostsuitableforyourneeds.K:Ihopeso.AndwhatmightbethebasicquestionsyouhaveR:First,doyouintendtotakeapositionin（投资于）ourcompanyK:No,wedon't,Mr.Liu.ThisisjustOEM.R:Isee.Then,themostimportantthingisthesizeofyourorders.We'llhavetoinvestagreatdealofmoneyinthenewproductionprocess.K:Ifyoucanguaranteecontinuingquality,wecansignacommitmentfor75,000piecesayear,forfiveyears.R:AtU.S.$1000apiece,we'llmakeanaveragereturnofjust4%.That'stoogreatafinancialburdenforus.K:I'llcheckthenumberlater,butwhatdoyouproposeR:Here'showyoucandemonstratecommitmenttothisdeal.Makeittenyears,increasetheunitprice,andprovidetechnologytransfer.K:Mr.RobertLiu,we'velookedalloverAsiaforamanufacturer;yourcompanyisoneofthemostsuitabl实例（5）Robert在前面的谈判最后提出签约十年的要求，Kevin会不会答应呢？如果答案是否决的话，Robert又有何打算？他一心为公司的利益打算，极力争取技术转移地协定，而对方会甘心出让此项比金钱更珍贵的资产吗？请看以下分解：K:Wecan'tsignanycommitmentfortenyears.Butifyourproductionqualityisgoodafterthefirstyear,wecouldextendthecontractandincreaseouryearlypurchase.R:Thatsoundsreasonable.Butcouldyoushedsomelighton（透露）thesizeofyourordersK:Ifwearehappywithyourquality,wemightincreaseourpurchaseto100,000ayear,foratwo-yearperiod.R:Excuseme,Mr.Hughes,butitseemstomewe'regivinguptoomuchinthiscase.We'dbegivingupthefive-yearguaranteeforincreasedyearlysales.K:Mr.Liu,you'vegottogiveupsomethingtogetsomething.R:Ifyou'reaskingustotakesuchalargegamble（冒险）forjusttwoyear'ssales,I'msorry,butyou'renotinourballpark（接受的范围）.K:WhatwouldittaketokeepPacerinterestedR:Athree-yearguarantee,nottwo.Andaqualiltyinspection（质量检查）tourafteroneyearisfine,butwe'dlikesomeofourpersonnelontheteam.K:Acceptable.AnythingelseR:We'dbemakinghugecapitaloutlay（资本支出）fortheproductionprocess,sowe'dliketosetupatechnologytransferagreement,tohelpusgetofftheground（取得初步进步）.