12第八章 谈判和合同签订.ppt

1 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 2买卖过招第一回? 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 ) 3买卖过招第一回? 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) , right? 4买卖过招第一回? 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? 5你来我往价格战? R: Even with volume sales, our costs for the Exec-U- Ciser won ’ 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%. 6你来我往价格战? D: That ’ s a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas? ? R: I don ’ t think I can change it 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 (共同信念) on this. 7你来我往价格战? D: Robert, I ’ ve been instructed to reject the numbers you proposed; but we can try e up with some thing else. ? R: I hope so, Dan. My instructions are to negotiate hard on this deal —— but I’ m try very hard to reach some middle ground (互相妥协) . 8你来我往价格战? D: I understand. We propose a structured deal (阶段式和约) . For the first six months, we get a discou