商务谈判对话实例
商务谈判是买卖双方为了促成交易而进行的活动，或是为了解决买卖双方的争端，并取得各自的经济利益的一种方法和手段。商务谈判是在商品经济条件下产生和发展起来的，它已经成为现代社会经济生活必不可少的组成部分。下面是小编整理的商务谈判对话实例，希望能够帮助到大家。
商务谈判对话实例 篇1
Dan Smith是一位美国的健身用品经销商，此次是Robert Liu第一回与他交手。就在短短几分钟的交谈中，Robert Liu既感到这位大汉粗犷的外表，藏有狡兔的心思――他肯定是沙场老将，自己绝不可掉以轻心。双方第一回过招如下：
D: I‘d like to get the ball rolling(开始)by talking about prices.
R: Shoot.(洗耳恭听)I‘d be happy to answer any questions you may have.
D: Your products are very good. But I‘m a little worried about the prices you‘re asking.
R: You think we about be asking for more?(laughs)
D: (chuckles莞尔) That‘s not exactly what I had in mind. I know your research costs are high, but what I‘d like is a 25% discount.
R: That seems to be a little high, Mr. Smith. I don‘t know how we can make a profit with those numbers.
D: Please, Robert, call me Dan. (pause) Well, if we promise future business――volume sales(大笔交易)――that will slash your costs(大量减低成本)for making the Exec-U-ciser, right?
R: Yes, but it‘s hard to see how you can place such large orders. How could you turn over(销磬)so many? (pause) We‘d need a guarantee of future business, not just a promise.
D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?
R: If you can guarantee that on paper, I think we can discuss this further.
Robert回公司呈报Dan的提案后，老板很满意对方的采购计划;但在折扣方面则希望Robert能继续维持强硬的态度，尽量探出对方的底线。就在这七上七八的价格翘翘板上，双方是否能找到彼此地平衡点呢?请看下面分解:
R: Even with volume sales, our coats for the Exec-U-Ciser won‘t go down much.D: Just what are you proposing?
R: We could take a cut(降低)on the price. But 25% would slash our profit margin(毛利率).We suggest a compromise――10%.
D: That‘s a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas?
R: I don‘t think I can change it right now. Why don‘t we talk again tomorrow?
D: Sure. I must talk to my office anyway. I hope we can find some common ground(共同信念)on this.
NEXT DAY
D: Robert, I‘ve been instructed to reject the numbers you proposed; but we can try to come up with some thing else.
R: I hope so, Dan. My instructions are to negotiate hard on this deal――but I‘m try very hard to reach some middle ground(互相妥协).
D: I understand. We propose a structured deal(阶段式和约). For the first six months, we get a discount of 20%, and the next six months we get 15%.
R: Dan, I can‘t bring those numbers back to my office――they‘ll turn it down flat(打回票).
D: Then you‘ll have to think of something better, Robert.
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 units?
D: That's a lot to sell, with very low profit margins.R: It's 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: Good. Let's iron out(解决)the remaining details. When do you want to take delivery(取货)?
D: We'd 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 couldn't handle much larger shipments.
R: Fine. But I'd prefer the first shipment to be 1000 units, the next 2000. The 31st is quite soon ---- I can't guarantee 1500.
D: I can agree to that. Well, if there's nothing else, I think we've settled everything.
R: Dan, this deal promises big returns(赚大钱)for both sides. Let's hope it's the beginning of a long and prosperous relationship.
今天Robert的办公室出现了一个生面孔――Kevin Hughes，此人代表美国一家运动产品公司，专程来台湾寻找加工。接洽的加工产品市运动型“磁质石膏护垫”，受伤的运动员包上这种产品上场比赛，即可保护受伤部位，且不妨碍活动。现在，我们就来看看两人的会议现况：
R: We found your proposal quite interesting, Mr. Hughes. We'd like to weigh the pros and cons(衡量得失)with you.
K: Mr. Robert Liu, we've looked all over Asia for a manufacturer; your company is one of the most suitable.
R: If we can settle a number of basic questions, I'm confident in saying that we are the most suitable for your needs.
K: I hope so. And what might be the basic questions you have?
R: First, do you intend to take a position in(投资于……)our company?
K: No, we don't, Mr. Liu. This is just OEM.
R: I see. Then, the most important thing is the size of your orders. We'll have to invest a great deal of money in the new production process.
K: If you can guarantee continuing quality, we can sign a commitmentK: If you can guarantee continuing quality, we can sign a commitment for 75,000 pieces a year, for five years.
R: At U.S. $1000 a piece, we'll make an average return of just 4%. That's too great a financial burden for us.
K: I'll check the number later, but what do you propose?
R: Here's how you can demonstrate commitment to this deal. Make it ten years, increase the unit price, and provide technology transfer.
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). 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).
2001年11月19日 上午11时57分26秒 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 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. Botany Bay是家生产高科技医疗用品的`公司。其产品“病例磁盘”可储存个人病例;资料取用方便，真是达到“一盘在手，妙用无穷”的目的。此产品可广泛使用于医院、养老院、学校等。因此Pacer有意争取该产品软硬件设备的代理权。以下就是Robert与Botany Bay的代表，Mark Davis，首度会面的情形： M: Mr. Liu, total sales onthe Medic-Disk were U.S.$ 100,000 last year, through our agent in Hong Kong.
R: Our research shows most of your sales, are made in the Taipei area. Your agent has only been able to target the Taipei market(把……作为目标市场).
M: True, but we are happy with the sales. It's a new product. How could you do better?
R: We're already well-established in the medical products business. The Medic-Disk would be a good addition to our product range.
M: Can you tell me what your sales have been like in past years?
R: In the past three years, our unit sales have gone up by 350 percent; profits have gone up almost 400 percent.
M: What kind of distribution capabilities(分销能力)do you have?
R: We have salespeople in four major areas around the island, selling directly to customers.M: What about your sales?
R: In terms of unit sales, 55 percent are still from the Taipei area. The rest comes from the Kaohsiung, Taichung, and Tainan areas. That's a great deal of untapped market potential(未开发的市场潜力), Mr. Davis. 商务谈判实例(八)
2001年12月4日 上午11时50分24秒 Robert说明Pacer在行销与技术上的基础后，终于取信了Mark, 也为此谈判迈开成功的第一步。在谈判佣金鱼合约期限这类议题之前，Robert想先确定一些条件，包括独家代理权与Botany Bay所能提供的协助。你知道Robert运用了哪些技巧，才不会让Mark以此作条件来威胁Pacer让步?我们看看Robert怎么说：
M: Mr. Liu, what kinds of sales do you think you could get?
R: Well, to begin with, we'd have to insist on sole agency in Taiwan. We believe we could spike(激增) sales by 30% to 40% in the first year. But certain conditions would have to be met.
M: What kinds of conditions?
R: We'd need your full technical and marketing support.
M: Could you explain what you mean by that?
R: We'd like you to give training to our technical staff; we'd also like you to pay a fee for after-sales service.
M: It's no problem with the training. As for service support, we usually pay a yearly fee, pegged to(根据)total sales.
R: Sounds OK, if we can come to terms(达成协定) on how much is fair. As for marketing support, we would like you to assume 50% of all costs.
M: We'd prefer 40%. Many customers learn about our products through international magazines, trade shows, and so on. We pick up the tab(付款)for that, but you get the sales in Taiwan.
R: We'll think about it, and talk more tomorrow.
M: Fine. We'd like you to tell us about your marketing plans.
商务谈判对话实例 篇2
Jason: Nice to meet you, my name is Jason Brown, the human resource manager of Pangda Company, this is our general manager Jason.
Jerry: Nice to meet you, Mr. Brown, I am Jerry White the deputy of Qihang training company and this is my assistant Neil.
Jason: Glad to see you Neil. Now that we are all here, let's begin the talk, shall we?
Jerry: That is OK, Mr. Brown. Since we have receive your request, we have made a proposal on the training project, can we show it to you right now?
Jason: Yes, please.
Neil: Well, we have prepared a variety of training projects and we plan complete it in 100 days. The cost of this project will depend on the types of training, the manage training will cost 600 ponds per day and the sale training will cost 500 ponds per day. If you don't have any questions, we would like start this agreement at any time you like.
Jason: We truly consider your company will do a good work and have no question on the training project, But I'm a little worried about the prices you're asking.
Jerry: You think we about be asking for more?
Jason: That's not exactly what I had in mind. We think the price is a little high, as a matter of fact, our company will send dozens of people in this training. We want you can reduce the price with number up.
Jerry: I am sorry, we can not agree it. As the training prepared, we will begin the class no matter how many people attend it. It really makes no difference.
Jason: Yes, we know this problem; however, with so many people trained dozens of days, it is really a volume sale. We need a discount is reasonable.
Jerry: OK, we can understand you, in that case, we'd like give you a 5 percent discount if you can attend 80 days' training; if more than 100 days, we can give you another 5 percent discount.
Jason: Thank you for your understanding, but as a large company, many things may happen in some days, it is really difficult for us to ensure 80 days no more than 100 days. We will appreciate it very much if you can reduce 100 ponds per day.
Neil: Please, Mr. Brown, the training we going to provide is especially prepared, we can not afford it if you can't ensure days. We'd rather give you 14 present if you can ensure 100 days.
Jason: Don't be worried, sir. I don't mean we will not attend 100 days, I just list a situation may happen in the future. Meanwhile, we are looking for a long term partner, there are many opportunities we can cooperate.
Jerry: Sorry, Mr. Brown, I am afraid I can not give you a definite reply right now, show we have a break?
Jason: Of course, take your time.
Jerry: How do you think their view?
Neil: Maybe what they are saying is fact, but, as for us, we can't accept. The very big problem is they can not ensure days, for this condition, we can't agree 100 ponds reducing per day.
Jerry: That's right, therefore, what we are going to do next is protect our profit as much as possible.
Neil: Yes, 100 ponds is unacceptable, 60 ponds per day may be OK. 540 ponds and 440 ponds, it is should be our bottom line of this agreement, if they don't accept it or give some useful suggestion, we may end up the day.
Jerry: I think that will be perfect, after all, we should ensure ourselves firstly.
Neil: Mr. Brown, I think we can continue our talk.
Jerry: I have to say, Mr. Brown, you really give me a difficult problem, reducing 100 per day is too much for us, we may face some financial risks. Since you can not ensure days, we can only provide you 60 ponds reducing per day, if you can not accept it we may say sorry to you.
Jason :Come on, Mr. White, I know what you are worried about, it is a fact that we can't ensure days but we can give you the money before the training completed, if you accept 100 ponds reducing per day we will pay all the money in 15 days, how do you think it?
Neil: Sounds like a good idea, but we'd like fix it about 80 ponds reducing per day, that will be more early accepted by both side.
Jason: It is still a little high. But just like we have said in the front, we are looking for a long term partner; I hope that we can continue our cooperation. As for that, I think we can reach an agreement.
Jerry: Thanks! I believe that we will have an exciting cooperation in the future.
商务谈判对话实例 篇3
You’ve just walked into the office of hot prospect for your first face-to-face sales call. You shake hands and you both sit down. What’s the smartest way to start out the conversation:
你怀着满腔热忱走进客户的办公室与他面对面地谈你们的第一笔生意。你们互相握手、坐下，这时候怎样开启你们的对话才是最聪明的做法呢?
ICEBREAKER #1: Compliment something in the prospect's office, such as the family photo, the motivational poster on the wall, the view out the window, etc.
破冰方式 #1：称赞一下对方办公室里的某样东西，比如家庭照片、墙上的励志海报以及窗外的景色。
ICEBREAKER #2: Make a reference to something in the news, like a big win by a local sports team or a major world event.
破冰方式 #2：对新闻发表一些看法，比如当地运动队的一场大胜或者世界上发生的大事。
ICEBREAKER #3: Make a remark that lets the prospect know that you have put some thought into the prospect and the prospect's firm.
破冰方式 #3：发表一些评论令对方知道你对他和他的公司有一点想法。
If you answered #3, you’re absolutely right.
假如你认为破冰方式 #3是最聪明的打破僵局的方式，那你就答对了。
Icebreaker #1 is a dumb move because almost everybody who comes into that office for the first time makes that exact same remark. So that icebreaker just makes you one of the crowd.
破冰方式 #1非常呆板，因为几乎所有走进那间办公室的人都会发表相同的评论。所以这样的开场白会显得你只是个路人甲。
Icebreaker #2 is similarly stupid because the news story is utterly irrelevant to the reason that you’re in the prospect’s office. You’re not the prospect’s friend. You’re there to do business. Trying to be “friendly” just makes you look smarmy.
破冰方式 #2也比较愚蠢，因为这些新闻故事和你为什么出现在客户办公室里完全没有联系。你不是他的朋友，你是来谈生意的。尝试显得“友好”只会显得你很谄媚。
More importantly, both those icebreakers signal, loud and clear, that you haven't bothered to do any research on the customer and are "winging it" (which is probably the case). By contrast, opening the conversation with a remark that’s relevant to the reason you’re in the prospect’s office tells the prospect that you’re not there to waste time orchit-chat.
更重要的是，这两种破冰方式都清楚地表明了你没有耐心去研究你的客户而只是在即兴发挥(说不定就是这样)。与此相反，以和你在他办公室的原因相关的话来开启对话，会令客户知道你不是在浪费他的时间或者在闲聊。
Once you’ve started the (business) conversation, you can continue with a question leads towards developing the opportunity or further qualifying the prospect.
一旦你开启了这次商务对话，你可以继续提出和发展这次机会以及更长远地绑定这位客户相关的问题。
Unlike the two traditional icebreakers, the business-oriented opening remark opens a natural segue to the sales process because you've already placed the conversation in a business context, while still showing a interest in the customer.
与前两种传统的破冰方式不同，商务指向型的那种开场白能自然地把对话引向销售过程，因为你已经把对话放入了一个商务语境中，与此同时也表达了对客户的兴趣。
Needless to say, making an intelligent remark means doing some research prior to the meeting. At the very least, you should have checked the Internet for an overview of the prospect's business and for any important biographical information about the prospect and prospect's career.
毫无疑问，要发表一番聪明的言论意味着在会见前要做不少研究工作。最起码你应该在网络上搜索一下客户公司的基本情况，以及他本人及其职业生涯的重要的个人信息。
Here are a couple of examples adapted from a conversation I had with Dr. Earl Taylor, master trainer for Dale Carnegie:
以下是两则我和厄尔·泰勒博士交谈的例子，他是戴尔·卡耐基的培训师：
Icebreaker: "I noticed from your LinkedIn bio that you used to work in the telecom industry. What was the biggest challenge that you faced, as an executive, moving into a new industry?"
你可以这样开始：“我从你的LinkIn简历上看到你曾经在电信行业工作过，对你来说进入一个新的行业遇到的最大的挑战是什么呢?”
Follow-through: "I've often thought that the kind of alliances that are common in the telecom industry might make sense in our industry, too. If we were to forge a strategic alliance, how could we craft it so that both our firms achieved their goals more quickly?"
你可以这样接话：“我始终认为在电信行业中很常见的那种联盟在我们这行也有用。假如我们要组建一个战略联盟，我们要如何组建它以使得我们双方的公司都能够更快地达到想要的结果呢?”
Icebreaker: "I really appreciate that you're taking the time to meet with me when things are clearly so hectic. I'll bet one of the reasons that you're so busy is that you're getting ready for that big reorganization that was announced last week."
你可以这样开始：“我很荣幸您能在百忙之中抽空和我见面，我敢说你这么忙的原因之一是因为你在为上礼拜宣布的那次大规模重组做准备。”
Segue: "I think my company might help you reduce inventory. When the new management looks at your department, how will they determine whether your inventoryis running efficiently?"
你可以这样接话：“我想本公司或许能帮你减少存货。当新的主管人员看到你们部门时，他们会怎样断定你们的存货是否在高效地运转呢?”
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