《商务人员成功谈判实例选摘(三).doc》由会员分享，可在线阅读，更多相关《商务人员成功谈判实例选摘(三).doc（2页珍藏版）》请在金锄头文库上搜索。
1、商务人员成功谈判实例选摘(三)商务谈判技巧在任何合作场合都能用得到，谈判的水平直接决定成本或者收益，所以这是很重要的，以下是小编给大家整理的商务人员成功谈判实例选摘(三)，希望可以帮到大家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： how about 15% the first six months， and the second six months at 12%， with a guarantee of 3000
2、units?d： thats a lot to sell， with very low profit margins.r： its 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：
3、 good. lets iron out(解决)the remaining details. when do you want to take delivery(取货)?d： wed 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 couldnt handle much larger shipments.r
4、： fine. but id prefer the first shipment to be 1000 units， the next 2000. the 31st is quite soon i cant guarantee 1500.d： i can agree to that. well， if theres nothing else， i think weve settled everything.r： dan， this deal promises big returns(赚大钱)for both sides. lets hope its the beginning of a long and prosperous relationship.2
