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1、商务英语谈判案例分析Jayisabissinesswhoworksongymnasiumequipment，anditwasthefirstmeetingbetweenyoyoandhim.Injustafewminutesoftheconversation,yoyofeltthatthisbigfellowwithastraightforwardappearancekeptamindofacunningrabbit.Knownthattheguywasskilledinthisway,hetookgreatcareinthenegotiation.Inthefirstround,theirc
2、overcitionwasasfollows:D:shallwestart?R=YoyoR:yes.Idbegladtoansweranyquestionsyoumayhave.D:Yourproductleavesmeadeepimpression.ButImalittleworriedabouttheprices.R:Dontworry.Beforewequotetheprice,pleasetellustheexactquantityyouwant.D:Imnotsurestill.Iknowyourresearchcostsarehigh,butIprefer20%discount.R
3、:No,no.no.youmustbekidding.Thatsabigcut,anditwillmakeusnoprofit.D:ifwepromisefuturebusinessthatwillreduceyourcostsforproducts,right?R:Yes,butitshardtoseehowyoucanplacesuchlargeorders.(Pause)Weneedaguaranteeoffuturebusiness,notjustapromise.D:Wesaidwewanted500piecesovera3-monthperiod.Whatifweplaceorde
4、rsfor6months,withaguarantee?R:Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther.Butevenwithvolumesales,ourcoatswontgodownmuch.D:so,whatareyourpropose?R:Wecouldgiveyouacut.Butnot20%,wecangrant10%atmost,thatsthebestwecando.D:Thatsabigchangefrom20!10isbeyondmydeadline.(pause)Anyotherideas?R:Id
5、ontthinkIcanmakeadecisionrightnow.Whydontwetalkagaintomorrow?D:Sure.Imusttalktomyofficeanyway.Ihopewecanfindsomecommongroundonthis.NEXTDAYD:yoyo,sorrytotellyouthatwecannotacceptyourquotation;letscameupwithsomethingelse.R:Ihopeso,jay.MyaimistonegotiatehardonthisoederbutImtryingveryhardtoreachsomemidd
6、leground.D:Iunderstand.Wesuggestastructureddeal.Forthefirst3months,wegetadiscountof15%,andthenext3monthsweget12%.R:Dan,Icantbringthosenumbersbacktomyofficetheyllrejectitdirectly.D:Thenyoullhavetothinkofsomethingbetter,yoyo.R:Howabout12%thefirst3months,andthesecond3monthsat10%,withaguaranteeof1500units?D:Thatsalargenumberstosell,withsuchlowprofit.R:Itsaboutthebestwecando,jay.(pause)Weneedtofiguresomethingouttoday.IfIgobackempty-handed,Imaybecomingbacktoyousoontoaskforajob.(smiles)D:(smiles)O.K.,12%thefirstsixmonths,10%forthesecond?!R:so,thatsthedeal.D:yes,nicecooperation!
