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, please 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!