商務談判實例分享

時間：2020-11-25 08:50:24 Negotiation 我要投稿

商務談判實例分享

　　商務談判十分重要，我們需要多下功夫，下面是小編搜集整理的商務談判實例，歡迎閱讀，供大家參考和借鑒!

商務談判實例分享

　　商務談判實例(1)

　　行至此處，談判都還算是在和諧的氣氛下進行，雙方各自尋求獲利的`方案。但針對技術轉移這一項，Robert所提的保證和要求能否消弭Kevin心中的顧慮，而今此談判終露曙光呢?以下對話即為您揭曉：

　　K: If we transferred our technical and research expertise(技術與研究的專業(yè)知識), what would stop you from making th esame product?

　　R: We’d be willing to sign a commitment. We’ll put it in writing (書面保證)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 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(一批的生產)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(處理突發(fā)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.

　　商務談判實例(2)

　　Robert在前面的談判最后提出簽約十年的要求，Kevin會不會答應呢?如果答案是否決的話，Robert又有何打算?他一心為公司的利益打算，極力爭取技術轉移地協(xié)定，而對方會甘心出讓此項比金錢更珍貴的資產嗎?請看以下分解：

　　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(冒險)for just two year’s sales, I’m sorry, but you’re not in our ballpark(接受的范圍).

　　K: What would it take to keep Pacer interested?

　　R: A three-year guarantee, not two. And a qualilty inspection(質量檢查)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(資本支出)for the production process, so we’d like to set up a technology transfer agreement, to help us get off the ground(取得初步進步).

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