商务谈判31号.ppt

Business negotiation Contents: Business negotiation process * 1 2 3 4 How to improve personal business negotiation ability and communication skills? What is business negotiation? Case analysis 一, What is business negotiation? Business negotiation refers to the negotiation between different interest groups, with the purpose of economic interests, and the business relationship between the two sides. 二，Case analysis Smith Dan is an American fitness equipment dealer, this is the first time Liu Robert to fight with him, hoping to get a satisfied discount: 　 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 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.? 三，How to improve personal business negotiation ability and communication skills? 1, careful consideration of the opening, and create a positive tone 2, when the idea and the choice of time is particularly important 3, Dont want to take the time to respond immediately 4, Listen carefully to each other. 5, The two sides not to each other to leave adequate leeway, pressing