2015年商务英语谈判案例分析

　　商务英语谈判案例分析

　　Jay is a bissiness who works on gymnasium equipment，and it was the first meeting between yoyo and him. In just a few minutes of the conversation, yoyo felt that this big fellow with a straightforward appearance kept a mind of a cunning rabbit .Known that the guy was skilled in this way ,he took great care in the negotiation.

　　In the first round ,their covercition was as follows:

　　D: shall we start? R=Yoyo

　　R: yes. I’d be glad to answer any questions you may have.

　　D: Your product leaves me a deep impression. But I'm a little worried about the prices.

　　R: Don’t worry. Before we quote the price, plz tell us the exact quantity you want.

　　D: I’m not sure still. I know your research costs are high, but I prefer 20% discount.

　　R: No, no.no.you must be kidding. That’s a big cut, and it will make us no profit.

　　D: if we promise future business that will reduce your costs for products, right?

　　R: Yes, but it's hard to see how you can place such large orders. (Pause) We need a guarantee of future business, not just a promise.

　　D: We said we wanted 500 pieces over a 3-month period. What if we place orders for 6 months, with a guarantee?

　　R: If you can guarantee that on paper, I think we can discuss this further. But even with volume sales, our coats won't go down much.

　　D: so, what are your propose?

　　R: We could give you a cut. But not 20%,we can grant 10% at most, that’s the best we can do.

　　D: That's a big change from 20! 10 is beyond my deadline. (pause) Any other ideas?

　　R: I don't think I can make a decision 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 on this.

　　NEXT DAY

　　D: yoyo, sorry to tell you that we cannot accept your quotation; let’s came up with some thing else.

　　R: I hope so, jay. My aim is to negotiate hard on this oeder――but I'm trying very hard to reach some middle ground.

　　D: I understand. We suggest a structured deal. For the first 3 months, we get a discount of 15%, and the next 3 months we get 12%.

　　R: Dan, I can't bring those numbers back to my office――they'll reject it directly.

　　D: Then you'll have to think of something better, yoyo.

　　R: How about 12% the first 3 months, and the second 3 months at 10%, with a guarantee of 1500 units?

　　D: That's a large numbers to sell, with such low profit.

　　R: It's about the best we can do, jay. (pause) We need to figure something out 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., 12% the first six months, 10% for the second?!

　　R: so,that’s the deal. D:yes,nice cooperation!(握手)

　　In the whole process of the negotiatin ,Robert had always been taking advantages. He was cleat that in the Asia part ,his company was the best choice of opponents,and hold a hard attitude all the way in the negotiation.

　　In the first ,it was Dan who came up with the topic of price and gave out more informations about price negotiating by which time he lost the initiative. While Robert did more better , in the first round ,when Dan came up with the idea of big deals he insisted on the point that he need a guarantee of future business instead of a promise. In this way ,Dan put forward a Concrete plan and agree to make a guarantee to win Robert’s agree to consult about the price.

　　Later in the second round ,they had a fierce discuss on the final price .With a problem of cost ,Robert gave out a price which is too far away from Dan’s expectation and finally they agree to have one day off for consideration.By this time,Robert had got the idea of the boss that to be hard, this day off was time for Dan’s consideration. This action was intelligent and polite.

　　Then the next day, indeed as expected,Dan reduced request again. Two different discount rates in two pierods. This time,their discuss didn’t comt to an agreement again time. Then ,Robert made a humous , If I go back empty-handed, I may be coming back to you soon to ask for a job. And finally achieved his purpose.

　　Soon ,Robert turned to the Freight scale and asked for longer time to stock up which was nother big success. Besides what surprised us was the other result that Make it ten years, increase the unit price, and provide technology transfer.

　　In the end , the negotiation was a total success that brount both Short-term interest and long-term cooperation program. Mr Robert succesfully used many skills in negotiation and won the victory of the game.