在国际商务活动中，商务谈判占着重要的地位，每个商务从业人员都应该在这方面下功夫，以下是小编给大家整理的国际商贸英语最新商务谈判实务：商讨价格，希望可以帮到大家
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&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 about be asking for more? (laughs)
d: (chuckles莞尔) 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.
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。就在这七上八下的价格翘翘板上，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&39;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&39;s a big change from 25! 10 is beyond my negotiating limit. (pause) any other ideas?
r: i don&39;t think i can change it right now. why don&39;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&39;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&39;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&39;t bring those numbers back to my office -- they&39;ll turn it down flat (打回票).
d: then you&39;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&39;s a lot to sell, with very low profit margins.
r: it&39;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&39;s iron out (解决) the remaining details. when do you want to take delivery (取货) ?
d: we&39;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&39;t handle much larger shipments.
r: fine. but i&39;d prefer the first shipment to be 1000 units, the next 2000. the 31st is quite soon - i can&39;t guarantee 1500.
d: i can agree to that. well, if there&39;s nothing else, i think we&39;ve settled everything.
r: dan, this deal promises big returns (赚大钱) for both sides. let&39;s hope it&39;s the beginning of a long and prosperous relationship.
