商务谈判实例分享

时间：2020-11-25 08:50:24 Negotiation 我要投稿

商务谈判实例分享

　　商务谈判十分重要，我们需要多下功夫，下面是小编搜集整理的商务谈判实例，欢迎阅读，供大家参考和借鉴!

商务谈判实例分享

　　商务谈判实例(1)

　　行至此处，谈判都还算是在和谐的气氛下进行，双方各自寻求获利的`方案。但针对技术转移这一项，Robert所提的保证和要求能否消弭Kevin心中的顾虑，而今此谈判终露曙光呢?以下对话即为您揭晓：

　　K: If we transferred our technical and research expertise(技术与研究的专业知识), what would stop you from making th esame product?

　　R: We’d be willing to sign a commitment. We’ll put it in writing (书面保证)that we won’t copycat(仿冒)the Sports Cast within five years after ending our contract.

　　K: Sounds O.K., if it’s for any "similar" product. That would give us better protection. But we’d have to interest on a ten year limit.

　　R: Fine. We have no intention of becoming your competitor.

　　K: Great. Then let’s settle the details of the transfer agreement.

　　R: We’ll need you to send over some key personnel to help us purchase the equipment and train our technical people. How long do you anticipate that will take?

　　K: A week to put the team together, three weeks to train your people. If so, when do you estimate starting production?

　　R: Our first production run(一批的生产)should be one week after our team finishes its training. But I’d like your team to stay a full week after that, to handle any kitches that pop up(处理突发的事件).

　　K: Can do. Everything seems to be set, Robert. I’ll bring in a sample contract tomorrow. If you like, we can sign it then.

　　商务谈判实例(2)

　　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.

　　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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