商務(wù)談判模擬對(duì)話(huà)稿：有用對(duì)話(huà)

商務(wù)談判模擬對(duì)話(huà)稿：有用對(duì)話(huà)

Seller:Thisisourrock-bottomprice,Mr.Lee.

賣(mài)方：李先生，這是我們的最低價(jià)格了。

Buyer:Ifthatsthecase.theresnotmuchpointinfurtherdiscussion.Wemightaswellcallthewholedealoff.

買(mǎi)方：假如是這樣的話(huà)，那就沒(méi)有什么意義再談下去了。我們還不如取消這筆生意算了。

Seller:WhatImeanisthatwe:llneverbeabletocomedowntoyourprice.Thegapistoogreat.

賣(mài)方：我的意思是說(shuō)我們永久不行能把價(jià)格降到你們要求的價(jià)格。差距太大了。

Buyer:Ithinkitunwiseforeitherofustobeinflexible.Howaboutmeetingeachotherhalfway?

買(mǎi)方：我認(rèn)為我們都這么強(qiáng)硬很不明智。我們能不一能各讓一半?

Seller:Whatsyourproposal?

賣(mài)方：您的提議是什么?

Buyer:Yourunitpriceis100dollarshigherthanwewant.Well,Isuggestwemeeteachotherhalfway.

買(mǎi)方：你們的單價(jià)比我們想要的價(jià)格高出100美元。嗯，我建議各讓一步。

Seller:Doyoumeanafurtherreductionof50dollarsinourprice?Thatsimpossible!

賣(mài)方：您是說(shuō)讓我們?cè)贉p價(jià)50美元嗎?那真的不行能。

Buyer:Whatwouldyousuggest?

買(mǎi)方：您的看法呢?

Seller:Thebestwecandoisanother30dollarsoff.Thatsdefinitelythelowestwecango.

賣(mài)方：我們最多只能再減30美元，這可肯定是最低價(jià)了。

Buyer:Thatstillleavesagapof20dollars.Letsmeeteachother

half-awayagainandsplitthedifference;Ithinkthisisapricewecan

bothbesatisfiedwith.

買(mǎi)方：這樣還留下20美元的差額呢。咱們?cè)俑髯屢话?，分?dān)差額吧。我認(rèn)為我們雙方都能滿(mǎn)足這個(gè)價(jià)格。

Seller:OK.Wecanmeethalfwayagain.

賣(mài)方：好吧。我們就再各讓一半吧。

商務(wù)談判模擬對(duì)話(huà)稿：情景對(duì)話(huà)

Robert回公司呈報(bào)Dan的提案后，老板很滿(mǎn)足對(duì)方的選購(gòu)方案;但在折扣方面則盼望Robert能連續(xù)維持強(qiáng)硬的態(tài)度，盡量探出對(duì)方的底線(xiàn)。就在這七上七八的價(jià)格翹翹板上，雙方是否能找到彼此地平衡點(diǎn)呢?請(qǐng)看下面分解:

R:Evenwithvolumesales,ourcoatsfortheExec-U-Ciserwontgodownmuch.

D:Justwhatareyouproposing?

R:Wecouldtakeacut(降低)ontheprice.But25%wouldslashourprofitmargin(毛利率).Wesuggestacompromise――10%.

D:Thatsabigchangefrom25!10isbeyondmynegotiatinglimit.(pause)Anyotherideas?

R:IdontthinkIcanchangeitrightnow.Whydontwetalkagaintomorrow?

D:Sure.Imusttalktomyofficeanyway.Ihopewecanfindsomecommonground(共同信念)onthis.

NEXTDAY

D:Robert,Ivebeeninstructedtorejectthenumbersyouproposed;butwecantrytocomeupwithsomethingelse.

R:Ihopeso,Dan.Myinstructionsaretonegotiatehardonthisdeal――butImtryveryhardtoreachsomemiddleground(相互妥協(xié)).

D:Iunderstand.Weproposeastructureddeal(階段式和約).Forthefirstsixmonths,wegetadiscountof20%,andthenextsixmonthsweget15%.

R:Dan,Icantbring