谈判场上的成功，不仅是得自充分的训练，而且更关键的是得自敏感和机智。 商务谈判情景剧剧本有哪些?下面51自学小编整理了商务谈判情景剧剧本，供你阅读参考。

　　商务谈判情景剧剧本01：

　　北京益时贸易有限公司 劳力士钟表有限公司

　　总经理： 总经理：

　　销售部长： 财务部长

　　采购部部长： 销售部部长：

　　技术总监： 技术总监：

　　电话接待员： 联络员：

　　Beijing YISHItrade limited company rolex watches and clocks Co., LTD

　　General manager general manager:

　　< xmlnamespace prefix ="st1" ns ="urn:schemas-microsoft-com:office:smarttags" />Saleminister: financial minister:

　　Purchasing minister sales department minister:

　　technical director: technical director:

　　中方总经理：欢迎来自瑞士劳力士钟表有限公司的各位谈判代表来北京进行业务洽谈，我是来自北京益时贸易有限公司的总经理张荣荣。首先，由我来介绍我方的谈判代表，这位是我们公司的营销总监夏鑫，这位是我们公司的采购部部长张爽，这位是我们公司的技术总监李瑞金

　　CM: welcome from Switzerland rolex watches and clocks Co., LTD of everyone negotiators to Beijing for business cooperation, my name is ZhangRongRong, I am the general manager of Beijingyishi trade limited company. First of all, let me introduce our negotiators, this is our Sale minister xiaxin. This is our purchase department minister zhangshuang; this is our technical director liruijin

　　瑞方总经理：非常高兴来到美丽的北京。我是劳力士钟表有限公司

　　总经理生秋硕。下面由我来介绍我方谈判代表。这位是我们公司的财务总监建益帅，这位是我们公司的销售部部长章燕馨，这位是我们公司的技术总监岳明珠

　　SM:I am Very glad to come to beautiful Beijing. I'm the General manager shengqiushuoof rolex watches limited company. Please allow me to introduce our negotiators, This is our company financial minister jianyishuai , this is our company's sales department minister zhangyanxin, this is our technical director yuemingzhu.

　　中方总经理：：贵方从瑞士远道而来，你们那里是海洋性气候，夏季湿润多雨，而我们北京夏季炎热干燥，不知贵方对两个国家气候的骤然变化是否适应?

　　CM: You came from far away and the summer of Switzerland is wet and rain, but we Beijing summer hot and dry, we don't know whether you will adapt to climate change suddenly?

　　瑞方总经理：贵地的气候虽有点热，但是在贵方的周到接待下，我方代表还比较适应。

　　SM: Your climate is a little hot, but in your thoughtful reception, our representatives are used to.

　　中方总经理：很高兴听到你这么说。不知道贵方对我方安排的“长城之旅”还满意吗?

　　CM: We are glad to hear you say so. We don't know whether you are satisfacted with our arrangement of "the Great Wall tour"

　　瑞方总经理：满意，非常满意。北京是一个历史悠久的城市，世界上著名的文化古都，中华人民共和国的首都，今日亲眼看到她的风韵，终于一饱眼福

　　SM: We are very, very satisfied. Beijing is a city with a long history, the world famous cultural ancient capital, capital of the People's Republic of China, today we see her charm, and have a look at last.

　　中方总经理：谢谢贵方的赞美，这是我公司特别为贵公司准备的具有北京特色的小礼物，希望你们喜欢。相信我们的合作一定会圆满成功。

　　CM: Thank you for your praise, this is a small gift with unique characteristics of Beijing that my company especially for you ,hope you like it, and We believe that the cooperation will be a complete success.

　　瑞方总经理：谢谢你们的礼物，期待与贵公司的合作。

　　SM: Thank you for the gifts, we are looking forward to the cooperation with your company.

　　中方总经理：好的，那么我们开始谈判吧!

　　CM: ok, let’s come to the point!

　　瑞方总经理：我公司的国际知名度和品牌影响力，贵方也一定有所了解，我公司的劳力士手表在世界市场上一直都很受欢迎。考虑到中国强大的潜在消费市场，此次谈判，我方希望能与贵方达成大批量的交易。下面请我们的销售部部长给贵方介绍一下我们的合作产品。

　　SM: you must have some idea of our company's international reputation and brand influence , the rolex watches of our company in the world market has always been very popular. Considering China's powerful potential consumer market, we hope to reach large quantities of trade with you. Next, please our sales department minister to you about our cooperation products.

　　瑞方市场部部长岳：很高兴你们选择劳力士!相信你们是明智的选择。劳力士着重庄重，实用，不显浮华。另外它的性能包括全自动、单历、双历、防水、防尘等，做工精益求精，特别是表盘、表把以及表带雕刻成的王冠更是其高品质的标志。

　　You must have found that is was a wise choice to choose Rolex. It's performance including automatic, single calendar, double calendar, waterproof, dustproof, keep improving, especially the dial, work table and rolex watches strap, carved into crown is the symbol of high quality.

　　中方采购部部长李：是的，该名牌手表在制造方面使用先进设备、高质材料，达到了加工精细、高光洁度。很高兴和贵公司合作。贵方能具体介绍一下这款表吗?

　　Yes, this famous brand watch manufacturing use advanced equipment, high quality materials to processing fine, high finish. we are very glad to cooperate with you. could you be more specifice on the style of Rolex?

　　瑞方岳：没问题。劳力士有金色全钢表带，白色珍珠贝母表盘，另外它拥有瑞士特制精准机械机芯、恒久耐用镶钻刻度显示

　　ok ,Rolex White pearl had carried dial, Swiss precision machinery had special machine core, permanent and durable, Had set auger scale display

　　中方李：听起来很不错!但我想确定一下这款表是否是高精度全钢抛光表扣处理，高硬度蓝宝石水晶防眩表面，三针走时是否精准是否有3点位置日历显示功能。

　　Sounds good! I want be sure that if they had high precision steel polishing clasp processing and had high hardness sapphire crystal surface the glar .Besides, when walking three needles had provides Accurate 3 point had calendar displays

　　瑞方岳：这些方面贵方不用担心。另外我们还拥有多方系列，各具特色。例如探险家型(EXPLORER)，附带24小时红色辅助针，以方便探险爱好者辨别日夜。劳力士金表潜航者型(SUBMARINER)，防水深度超过300米。游艇名士型(YACHT　MASTER)，配有可旋转外圈，方便计算时差。游艇名士型(YACHT　MASTER)，配有可旋转外圈，方便计算时差。游艇名士型(YACHT　MASTER)，配有可旋转外圈，方便计算时差。宇宙计型(COSMOGRAPH)，为一款多功能手表，能满足工程、运动及商业等多种需要。

　　Do not worry about it , in addition, we have series of watches. For example, Rolex watch the silent hunter type (SUBMARINER), waterproof deepness more than 300 meters. EXPLORER type (EXPLORER), 24 hours with red needle to assist convenient adventurers distinguish night and day. The YACHT elites type (YACHT MASTER), with inner can rotate, convenient calculation jet lag. Program type (COSMOGRAPH) universe, as a versatile watches, can satisfy engineering, sports and business DuoZhong need.

　　中方李：你们的种类确实挺丰富，我方很满意!但现在据我们了解，格林尼治型(GMT　MASTER)，其可转动外圈及24小时指针，不仅同时显示两个时区时间，更可将时针独立移动至另一时区，而毋须移动分针及秒针。 市场前景更广阔。

　　The type of you really have a rich, we are satisfied! But as we know, Greenwich type (GMT), was selled well noedays.

　　瑞方岳：英雄所见略同。我正想介绍这款了。好巧呀。

　　Yue: great minds think alike. I just want to introduce this payment. what a coincidence!!!!! the MASTER can rotate outer ring and 24 hours pointer, not only shows at the same time two time zones, the more time can be moved to another hour hand independent time zone, and shall not be obliged to mobile minute hand and a second hand.so it maybe has more reday market in the fucher

　　CP张: Goog!thanks for the introduce .we have seen your samples and we are totally interested in your products. So , we shall be obliged if you will give us your catalogs and price list

　　SS章: We ve specially made out a price-list which cover those items most popular on your market. Here you are.

　　CP张: Oh, its very considerate of you. If you ll excuse me, I ll go over your price-list right now.

　　SS章: Oh, Take your time,.

　　CP张: After going over your price-list and catalogues, we are interested in(GMT　MASTER) and YACHT　MASTER, but we found that your price are too high than those offered by other suppliers. It would be impossible for us to push any sales at such high prices.as far as we know the market price is on more than 10000 dollor

　　SS章: what?it must be the primary price. You must know that the cost of production has risen a great deal in recent years while our prices of Chinaware basically remain unchanged. To be frank, our commodities have always come up to our export standard and the packages are excellent designed and printed. So our products are moderately priced.

　　CP张:Im afraid I cant agree with you in this respect. I know that your products are attractive in design, but I wish to point out that your offers are higher than some of the quotations. Ive received from your competitors in other countries. So, your price is not competitive in this market.

　　SS章:As you may know, our roducts which is of high quality have found a good market in many countries. So you must take quality into consideration, too.

　　CP张:I agree with what you say, but the price difference should not be so big. If you want to get the order, youll have to lower the price. Thats reasonable, isnt it?

　　SS章:: Well, in order to help you develop business in this line, we may consider making some concessions in your price, but never to that extent.

　　CP张: If you are prepared to cut down your price by 8%, we might come to terms.

　　SS章:8%? Im afraid you are asking too much. Actually, we have never gave such lower price. For friendships sake, we may exceptionally consider reducing the price by 5%. This is the highest reduction we can afford.

　　CP张: You certainly have a way of talking me into it. But I wonder if when we place a larger order, youll farther reduce your prices. I want to order one container of 格林尼治型(GMT　MASTER and 438 sets of YACHT elites type (YACHT MASTER)

　　SS章:I can assure you that our price is most favourable. We are sorry to say that we can bring our price down a still lower level.

　　中方李：那现在我们谈谈包装吧。你知道的，在一定程度上包装同产品一样重要。Now, let us talk about packing it. Packing has a close bearing on sales.

　　岳：是的，我非常同意。包装有助于推销产品。人们购买这种商品通常用来赠亲友，所以精美高雅的设计至关重要。

　　Yes ,I agree with you .This kind of article is often bought as a gift, so exquisite and tasteful design is of prime importance. Packing will help push the sales. Good packaging can reflect the honour of rolex!!!!!

　　李：很高兴在这个问题上我们达成共识。

　　Lee: I'm happy to be in this issue we reach a consensus.

　　岳：那么，这些产品的包装您有什么想法?

　　Yue: so, these the packing of the products you have any idea?

　　李：我们希望原装盒子包装。这样具有正品保证

　　Lee: we hope that the original box packaging. So has the quality goods guarantee.

　　岳：劳力士(Rolex)包装附有蚝式、外包装纸盒、内盒、小枕头或者夹子、 COSC漆牌、防水标签、证明书/COSC证书、 说明书。

　　Rolex (Rolex) packing will oyster type, with the outer packing box, inside box, support, Rolex watches small pillow or clip, COSC paint brand, waterproof labels, certificate/COSC certificate，manual。

　　李：包装必须很坚固，能承受野蛮装卸。

　　LEE: The packing must be strong enough to withstand rough handing.

　　岳：买方通常很注意包装许多国外客户已经认可了我们标准化的包装

　　YUE: you can totally rest assured. we know buyers always pay great attention to packing. Our standardized packing has been approved by many foreign clients.

　　李：听起来很好!但是为了促进销售，我可以提出其他意见吗?

　　Lee: sounds good!!!!! But in order to promote sales, I can put forward to other comments?

　　岳：可以，请说!

　　Yue: yes, please say!!!!!

　　李：宇宙计型，格林尼治型能否根据他们特有的风格进行包装设计，使其别致且引人注目。

　　Lee: cosmic plan, can according to the type of Greenwich their own style of packaging design, make its unique and compelling.

　　岳：这也是我方的一大特色。根据每款的特有性能我们都有独具特色的包装。 Yue: this is one of the features of our. According to each of the special performance we all have a unique characteristic of the packing.

　　李：想的这么周到!很高兴和你方合作,包装能否防水、防震、防磁 Lee: think so considerate!!!!! we are very happy to cooperate with you. Packing can waterproof, shock, the magnetic? Life had water-proof, shock-resistant and anti-magnetic The proof-was placed, shoresistant- -the magnetic

　　岳：那是必须的!

　　Yue: that is a must!

　　李：还有一件事情，因为蓝色在我国很受欢迎，可以把这种颜色考虑进包装中吗?让蓝色作为基调可能有好处。

　　Lee: and one more thing, because blue in our country is very popular, can put the color, considering the package? Let the blue as fundamental key may be good.

　　岳：哦，是吗?我们会考虑。我会尽快的按贵方要求进行设计，保证给你们一个满意的创新样品。由您决定一个。

　　Yue: oh, really? We will consider. As soon as possible to meet your requirements for design, to guarantee you a satisfactory innovation samples. Do as your decided

　　李：哇!你们真是处处周到!祝我们合作愉快!

　　Lee: wow!!!!! You are thoughtful everywhere!!!!! I wish our cooperation happy!

　　岳：谢谢!您真是过奖了。合作愉快!

　　Yue: thank you!!!! You flatter me immensely. The cooperation happy!

　　CP张:Come on, now that we’ve already made some concessions, I accept this

　　张荣: 好吧 我们已经谈妥了价格、质量和数量问题，现在让我们来谈谈付款条件，如何

　　CM: Well, we have settled the question of price, quality and quantity. Now what about the terms of payment?

　　生: 我们只接受不可撤销的凭装船单据付款的信用证

　　SM: We only accept payment by irrevocable letter of credit payable against shipping documents.

　　张荣:你们能不能考虑例外，接受承兑交单或付款交单

　　CM:I see. Could you make an exception and accept D/A or D/P?

　　生秋硕: 我们坚持用信用证条款

　　SM: I’m afraid not. We insist on a letter of credit.

　　张荣: 坦率地说，信用证会增加我方进口货物的成本，要在银行开立信用正，我方必须付一笔押金，这样一来，那一部分的资金就无法周转，因此，会增加我方成本

　　CM: To tell you frankly, a letter of credit would increase the cost of our import. When I open a letter of credit with a bank, I have to pay a deposit. That’ll tie up our money and add to our cost.

　　生：你可以与开证行商量一下，看能否将押金减少到最低限度

　　SM: Please consult your bank and see if they will reduce the required deposit to a minimum.

　　张荣: 即使那样，开立信用证还要付银行手续费，假如你方能够接受承兑交单或付款交单，这就帮了我方的大忙了。你就当作有信用证一样，向我方开汇票，这对你来说区别不大，但对我方关系很大

　　CM: Still, there will be bank charges in connection with the credit. It would help us greatly if you would accept D/A or D/P. You can draw on us just as if there were a letter of credit. It makes no great difference to you, but it does to us.

　　生：你一定知道，不可撤销的信用证给出口商增加了银行的担保，我们出口一向要求用信用证;反过来讲，我们进口也要求采用信用证付款。

　　SM: Well, , you must be aware that an irrevocable letter of credit gives the exporter the additional protection of the banker’s guarantee. We always require L/C for our exports. And the other way round, we pay by L/C for our imports.

　　张荣: 都退让一步吧，货价的15%用信用证，其余的用付款交单，你看怎样

　　CM: To meet you half-way, what do you say to 50% by L/C and the balance by D/P?

　　生：好的，同意

　　SM: Well，you can say that again

　　张荣：接下来我们谈一下运输和保险吧!

　　CM: Lets come to the shipment and insurance, What do you think of our proposal?”

　　：好的，请讲吧!

　　SM: Yes”，“Please go on”，

　　CS夏：I think you may know what we manage is Rolex watches. It requires waterproof and safety-transportation, especially during the long time of ocean shipping which will be full of lots of risks. All the above factors make it not work without excellent transportation technology.

　　SF建：I think so, we always had good cooperation with the shipping company---Danish company. There has been seldom damage in our usual foreign trade in the past. So in the transportation of products, you can totally rest assured.

　　CS夏: :i am very glad to hear that. Now let’s talk about the insurance.

　　We believe that your company can provide safe transportation.

　　我想贵方应该知道，我公司经营的是劳力士手表，它的特性要求了运输过程要是防水的，安全的。尤其是海运时间长，风险多，没有过硬的运输技术是不行的。我方长期与运输业巨头—马士基公司有良好的业务关系，在我们以前的对外贸易中极少有产品损坏的事情发生。所以在运输方面贵方可以完全放心我们相信贵方可以提供安全的运输

　　SF建：In insurance we are VIP customers all the time in Ansheng insurance company—the second excellent insurance company in the world. We are enjoying a set of the favorable menus. It can save you a large sum of premium. So if we are responsible for the transportation and insurance business, I think it will be a mutual benefit particularly for you.

　　CS夏:We learn that you know a lot about the market in China. So we accept the term of the trade of CIF. But we’ll appreciate it if you can decrease 50 dollars each.

　　SF建：It seem that your requirement is too harsh. Our CIF offers are already very low. Nowadays the crude oil price increasingly rise in international market. The freight charges go up continuously too .What’s worse ,the unstability of Iraqi situation and constantly happening of terrorist incidents in recent years cause Arabian countries to the contagonistic mood of America European countries .We insure you all these risks .In view of these factors ,we can’t accept to the requirement to decrease 50dollars indeed .Since you are really sincere ,we could consider lowing20dollars.

　　CS夏:20 dollars ?i am afraid we can not accept it. anyway, please give same time to discuss it, we will tell you the result latterly.

　　买卖方讨论。。。

　　CM张荣:After our discussion ,if you can’t decrease ,we require to insure F.P.A and clash and breakage instead of all risks.

　　SM:：well, to meet you on half way, We agree your requirement ,we’ll insure F. P. A. and clash and breakage and insurance and freight are5 0dollars in total.

　　张荣：既然我们已经就价格、包装、付款条件、运输和保险等达成一致意见，现在我们就开始签订合同吧。

　　CM: Now that we have reach an agreement about price, packing, terms of payment, shipment and insurance, etc. i propose we singe the contract immediately . What do you think of our proposal?”

　　硕好的，我同意。

　　SM: All right, let’s begin.

　　张荣：请仔细阅读合同草案，并就合同各条款提出你的看法好吗

　　CM: Would you please read the draft contract and make your comments about the terms?

　　生：就合同双方要承担的义务方面，我们没有什幺意见，我们确信合同会顺利执行的

　　SM: We don't have any different opinions about the contractual obligations of both parties. We are sure the contract can be carried out smoothly.

　　：我们对合同各项条款全无异议，签合同如何

　　CM: We have agreed on all terms in the contract. Shall we sign it now?

　　：我同意

　　SM:I couldn’t agree with you more.

　　张荣：现在我们达成一致，我相信我们的洽谈是愉快而富有成效的

　　CM: Now we have reached an agreement. I believe our discussions have been fruitful and delighted.

　　生：很高兴我们能达成一致

　　SM: I’m glad that we have arrived at the agreement

　　张荣：我真诚地希望我们之间的交易额在不久的将来可以扩大!

　　CM:I sincerely hope that the volume of trade between us will be even greater in the near future.

　　：谢谢合作生

　　SM: Same here ， I really appreciate your cooperation

　　张荣：不客气

　　CM: You are most welcome

　　双方起立握手。

　　商务谈判情景剧剧本02：

　　模拟商务谈判情景剧

　　一、谈判双方

　　甲方：中国康佳集团成都分公司

　　乙方：四川省雅安市雨城区雅安宾馆

　　二、背景

　　雅安宾馆准备把每个房间的电视都换成液晶电视，5间大的套房需要安55寸的液晶电视，30间中等房间需要安42寸液晶电视，小型商务房20间需要安32寸液晶电视。并且其采购部门正在四处收集资料，仔细对比，以确定性价比较高的电视。

　　XXX电视集团问讯立即派出工程部与之进行谈判，康佳也仔细调查和认真分析了竞争对手，提交了一份具有很强竞争优势的策划方案。但由于分公司有重要会议，三天内必须返回成都。

　　三、双方采用的谈判策略

　　甲方: 知己知彼 先报价策略

　　乙方：糖衣炮弹 拖延时间 吹毛求疵 刚柔并用 故布疑阵

　　三、谈判详情

　　谈判地点：四川省雨城区雅安市雅安宾馆会议室

　　谈判时间：2009年10月15日(星期四)

　　具体谈判人员：甲方：工程部经理-------罗大学 市场部经理-------张燕

　　乙方：采购部经理-------周洪瑞 采购部助理-------刘逸雯

　　四、剧本

　　场景一：乙方采取拖延时间的战术。(乙方先说了一大堆奉承的话，使康佳派去的商人渐渐的得意忘形了)--------------2009年10月15日星期四，下午4点

　　乙(助理)：您好，我是雅安宾馆采购部助理，我们经理今天出差，由我来接见各位。

　　甲(工)：你好，我是我们工程部经理，这位是我们市场部经理。

　　乙(助理)：你好，欢迎你们来到“十大魅力城市”之一的雅安。路上辛苦了!

　　甲(工)：不辛苦，不辛苦，这里太美丽了!

　　乙(助理)：我们X经理已经仔细看过了你们递交的产品资料，对你们的产品非常的满意，辛苦你们了。

　　甲(市场)：哪里话，哪里话，应该的，应该的!哈哈….

　　乙(助理)：能采购到康佳这样大品牌的电视也是在不同程度上提高了我们的档次，而且贵公司的产品也是享誉全球，听说温家宝总理都专程去深圳华侨城视察了贵公司。

　　甲(工)：呵呵，这是我们康佳集团的光荣，这也说明我们康佳的产品技术领先，质量有保障。

　　乙(助理)：贵公司不仅产品优异，而且出的也都是人才，今天一见果然名不虚传，真是佩服。

　　甲(工)：哪里话，都是公司给了我们机遇，培养我们。请问你们XX经理何时回来呢?

　　乙(助理)：估计他明天下午回来，要不到处游览一番。

　　乙(助理)：(不给对方机会，马上说)我们雅安很漂亮吧，如果不到处去游览一下真的是遗憾啊!要不这样吧，当你们的导游，领你们到处去走走玩玩吧，怎么样?

　　甲(工)：哈哈，好啊，是应该去走走啊，哈哈..

　　乙(助理)：哦，对了，不知道你们这次来雅安打算留几天啊，我好为你们安排具体的旅游行程喔，呵呵。

　　(乙在套谈判日期)

　　甲(市场)：哦，就留那么几天而已啦，下星期一有事需赶回公司…(说完，捂了嘴巴)(时间泄露了)

　　乙(助理)：那就太好了，我这就帮你们安排一下旅游行程吧，保证你们玩得开开心心啊…我们雅安地虽小，但景点多喔!不然怎么叫魅力城市呢!就让我们仔细的看看她的魅力吧!(分散注意力，扰乱谈判日程，拖延时间)

　　甲(工)：也好，麻烦啦。

　　(就这样，甲方他们被领到酒店的套房休息，接下来的两天，他们跑遍了雅安市好玩的地方。乙方却一再说经理不在，而且还有时间为由，拖延谈判时间。很快，星期一就要到了，可是因为一直都是吃喝玩乐，他们没有做好谈判的相关准备)

　　(星期天的谈判，乙方经理出现，谈判在星期天下午举行)

　　场景二：

　　乙(助理)：这是我方X经理，这位是康佳工程部X经理，这位是康佳市场部X经理。

　　乙(经理)：你好!你好!

　　乙(经理)：各位不好意思，近期都在谈批工程，照顾不周，请多原谅。

　　甲(工)：还好，你们助理真是个很好的导游，我们玩的很开心。不知X经理的工程谈的如何了呢?

　　乙(经理)：还在考察、对比当中!

　　甲(市场)：不会是去谈采购电视的过程吧!

　　乙(经理)：正是，海信、TCL、都给了我们他们的报价，尤其是长虹的价格很合理，呵呵，所以很难抉择啊(故布疑阵)。

　　甲(工)：X经理，你的做法欠妥吧?把我们撇下去谈工程，我方很怀疑贵公司合作的诚意。

　　乙(经理)：没有办法，他们提前约定了谈判的时间，去绵阳来回加谈判最快也需要3天。(望向助理)你没有向康佳公司说清楚情况吗?(态度强硬)

　　乙(助理)：(面带歉意，沉默，不回答)

　　甲(市场)：事先约定，能理解嘛!X经理，让我们开始吧1

　　乙(经理)：真是的，一点事都办不好，对不起各位。好吧!由我方先助理说一下我们的采购要求。

　　乙(助理)：我方本次采购为： 42寸液晶电视30台， 32寸液晶电视20台。共50台液晶电视。均采用壁挂的方式，并负责安装调试。(故意少报的5台，做为最后的要价筹码)

　　乙(经理)：看过贵公司的产品介绍后，觉得康佳的LC42DS60系列和LC32ES62系列很不错，不知报价多少。

　　(甲方由于考虑到5台55的电视，制定的报价表与此时情况不符)

　　甲(市场)：(避而不答)据我方调查，贵公司还有5 间大套房，也需要安装液晶电视，为何不加入我们的这次谈判呢?

　　乙(经理)：(计谋失败，另谋他计)呵呵，那五间都是大套房，我们已经和长虹谈过了，感觉他们的55寸876很不错，报价都很合理。准备明天过去签约。(给对方施加压力)

　　甲(工程)：看来贵方还没有仔细的了解我们的产品。(具体介绍55寸，42，32寸电视的功能、技术等)

　　乙(助理)：对方能否对你们的所提供的55、42、32的电视一一报价。

　　甲(市场)：我方55寸68系列的报价9990元/台，42寸60系列的报价为4780元/台，32寸62系列的报价为2450元/台，均为壁挂，并且负责安装调试。

　　乙(经理)：(抢话说)呵呵，根据我们对同类产品的了解，贵公司的报价只能是一种参考，很难作为谈判的基础。

　　(甲方没有料到对方对价格的判断性如此强烈，有点措手不及，答非所问地介绍品牌)

　　甲(工程)：(突出品牌价值，把品牌和宾馆的档次联系起来，打击竞争对手)

　　乙(经理)：贵公司知道国内生产液晶电视的公司有几家吗?贵公司55寸产品的报价也太高了，42寸和32寸价格也不比其他品牌的报价低。

　　(甲方发现，对方要求我们在55寸上让步，对42、32的报价基本予以接受。)

　　(现在压力全部在甲方，欲进无力，欲罢不能。)

　　(甲方工程部经理借故离开谈判桌，上厕所。)

　　(甲方市场也是在装着找东西，低头不语，一会儿工程部经理回来。)

　　甲方(工程)：这报价是什么时候定的?

　　甲方(市场)：是半个月前定的。

　　甲方(工程)：(笑一笑，忙解释)刚与总经理做了成本核实，起初的价格是半月前定的，也就是按照九月的市场价格拟定的。你看，现在都十月了，如果贵方欲采购5台55寸的液晶电视，我方同意给予贵公司一定的折扣，但要视具体的数量而定(试探对方底牌)。

　　乙方(经理)：如果我方欲全部房间都采用康佳的电视，对方能给与多大的折扣呢?(投石问路)

　　乙方(助理)：也就是采购康佳5台55寸68系列液晶电视，30台42寸60系列液晶电视，20台32寸62系列的液晶电视。能否重新给出你们调整以后10月的价格呢?

　　甲方(市场)：经过成本核实，并向老总申请了一个工程特价，我方同意在以前的报价上给予贵公司5%的折扣，如果对方再觉得价格高的话，可以选择其他品牌。(试探对方底细，把压力还给对方)

　　乙方(经理)：(刚柔并进，扭转局势)贵公司的价格也是超出我们的预算，这样，如果贵方能给与10%的折扣，我方可以立刻签定合同。

　　乙方(助理)：把起草的文件递给对方的市场部经理手中。

　　甲方(工程)：(拿过文件放在手中，看了两眼，价格在预期之内，胸有成竹，继续讨价还价)对方开除的条件也太苛刻了，难道长虹32寸的液晶电视2210元能买到，贵方是在漫天要价。(强硬)

　　(谈判进入僵局)

　　甲方(市场)：还有我方认为，康佳品牌是享誉全球的，不仅可以提升贵方酒店档次，而且给对方带来了更高的服务品质。最后就是32寸的市场价格都在2600元左右。(强硬)

　　乙方(经理)：哈哈，确实欠考虑，别生气。这样，32寸5%的折扣，42寸7%的折扣，55寸8%的折扣。最后报价，行就签，否则我方马上就退出谈判。(最后通牒)

　　甲方互相商量计算着。

　　甲方(工程部经理)：我方同意。但运输费用需要贵公司支付，还有就是必须现款现货。

　　乙方相互商量后

　　乙方(经理)：我方没有异议。

　　甲方(工程部经理)：合作愉快

　　乙方(助理)：那请二位休息一下，等一下进行签约。

　　签约
 

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