商务人员成功谈判实例选摘(五)

时间:2019-08-22 15:59:20

  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,以下是小编给大家整理的商务人员成功谈判实例选摘(五),希望可以帮到大家

  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: we can't sign any commitment for ten years. but if your production quality is good after the first year, we could extend the contract and increase our yearly purchase.

  r: that sounds reasonable. but could you shed some light on(透露)the size of your orders?

  k: if we are happy with your quality, we might increase our purchase to 100,000 a year, for a two-year period.

  r: excuse me, mr. hughes, but it seems to me we're giving up too much in this case. we'd be giving up the five-year guarantee for increased yearly sales.

  k: mr. liu, you've got to give up something to get something.

www.fhccc.com_【官方首页】-凤凰彩票  r: if you're asking us to take such a large gamble(冒险)for just two year's sales, i'm sorry, but you're not in our ballpark(接受的范围)。

  k: what would it take to keep pacer interested?

  r: a three-year guarantee, not two. and a qualilty inspection(质量检查)tour after one year is fine, but we'd like some of our personnel on the team.

  k: acceptable. anything else?

  r: we'd be making huge capital outlay(资本支出)for the production process, so we'd like to set up a technology transfer agreement, to help us get off the ground(取得初步进步)。

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