12第八章 谈判和合同签订.ppt

*一、采购谈判的含义二、采购谈判的要素三、采购谈判的程序四、不同类型的采购谈判五、讨价还价六、采购合同第八章谈判和合同签订*买卖过招第一回D:I’dliketogettheballrolling(开始):Shoot.(洗耳恭听)I’:’malittleworriedaboutthepricesyou’:Youthinkweaboutbeaskingformore?(laughs)*买卖过招第一回D:(chuckles莞尔)That’,butwhatI’dlikeisa25%:Thatseemstobealittlehigh,’:Please,Robert,callmeDan.(pause)Well,ifwepromisefuturebusiness——volumesales(大笔交易)——thatwillslashyourcosts(大量减低成本),right?*买卖过招第一回R:Yes,butit’(销磬)somany?(pause)We’dneedaguaranteeoffuturebusiness,:Wesaidwewanted1000piecesoverasix-,withaguarantee?*你来我往价格战R:Evenwithvolumesales,ourcostsfortheExec-U-Ciserwon’:Justwhatareyouproposing?R:Wecouldtakeacut(降低)%wouldslashourprofitmargin(毛利率).promise——10%.*你来我往价格战D:That’sabigchangefrom25!10isbeyondmynegotiatinglimit.(pause)Anyotherideas?R:Idon’’twetalkagaintomorrow?D:(共同信念)onthis.*你来我往价格战D:Robert,I’vebeeninstructedtorejectthenumbersyouproposed;:Ihopeso,——butI’mtryveryhardtoreachsomemiddleground(互相妥协).*你来我往价格战D:(阶段式和约).Forthefirstsixmonths,wegetadiscountof20%,andthenextsixmonthsweget15%.R:Dan,Ican’:Thenyou’llhavetothinkofsomethingbetter,Robert.*把手言欢定和约R:Howabout15%thefirstsixmonths,andthesecondsixmonthsat12%,withaguaranteeof3000units?D:That’salottosell,:It’saboutthebestwecando,Dan.(pause)Weneedtohammersomethingout(敲定)-handed,ingbacktoyousoontoaskforajob.(smiles)D:(smiles).,17%thefirstsixmonths,14%forthesecond?!*