下面是小编整理的商务谈判对话实例：初次过招（共含7篇），欢迎您阅读分享借鉴，希望对您有所帮助。同时，但愿您也能像本文投稿人“t60t”一样，积极向本站投稿分享好文章。
商务谈判：初次过招
dan smith是一位美国的健身用品经销商，来向robert liu的公司采购货品。这是他们第一次交手。在短短几分钟的交谈中，双方都感到对方是久经沙场的老将。谈判就在拉锯中开始了。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 should be asking for more？ （laughs）
d： （chuckles） 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.
Dan Smith是一位美国的健身用品经销商，来向Robert Liu的公司采购货品。这是他们第一次交手。在短短几分钟的交谈中，双方都感到对方是久经沙场的老将。谈判就在拉锯中开始了。双方第一回过招如下：
D: I#39;d like to get the ball rolling（开始）by talking about prices.
R: Shoot（洗耳恭听）. I#39;d be happy to answer any questions you may have.
D: Your products are very good. But I#39;m a little worried about the prices you#39;re asking.
R: You think we should be asking for more? (laughs)
D: (chuckles) That#39;s not exactly what I had in mind. I know your research costs are high, but what I#39;d like is a 25% discount.
R: That seems to be a little high, Mr. Smith. I don#39;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#39;s hard to see how you can place such large orders. How could you turn over（销磬）so many? (pause) We#39;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.
商务谈判对话实例（2）
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 compromiseDD10%.
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 dealDDbut 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 officeDDthey‘ll turn it down flat（打回票）.
D: Then you‘ll have to think of something better, Robert.
商务谈判对话实例（8）
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.
robert说明公司在行销与技术上的基础后，终于取信了mark，也为谈判迈开成功的第一步。在谈判佣金与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robert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.
robert回公司呈报了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。就在这七上八下的价格翘翘板上，双方是否能找到彼此的平衡点呢？请看他们的过招经过：
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 trying 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（断然拒绝）。
d： then you'll have to think of something better, robert.
商务谈判对话实例：健身用品
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DD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 businessDDvolume sales(大笔交易)DDthat 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.
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