7、經(jīng)驗(yàn)老到的談判高手

7、經(jīng)驗(yàn)老到的談判高手

因?yàn)镮nnovo在新加坡市場(chǎng)訂單的突然大增，Nancy在和Production Department（生產(chǎn)部門(mén)）討論后，現(xiàn)在考慮增加一條新的production line。

于是，Nancy來(lái)到Purchase Department，跟Mark商量采購(gòu)生產(chǎn)線所需要的設(shè)備。Mark答應(yīng)馬上聯(lián)系suppliers確定能不能供貨。他先和之前經(jīng)常合作的兩個(gè)suppliers聯(lián)系了一下，得知這兩家供應(yīng)商都暫時(shí)不能供應(yīng)所需型號(hào)的機(jī)器，如果給他們兩個(gè)月的時(shí)間，供貨是有可能的?？墒侨绻鹊絻蓚€(gè)月之后Innovo才開(kāi)始生產(chǎn)的話，剛剛搶占到的市場(chǎng)早就丟了。

兩個(gè)人都一籌莫展之際，情急之下，Mark突然想到上次來(lái)找過(guò)他的那位供應(yīng)商，說(shuō)不定他們有這個(gè)型號(hào)。于是，Mark馬上給那位王先生打電話。對(duì)方回答說(shuō)可以提供這款機(jī)器，而且半小時(shí)后就發(fā)來(lái)了email quotation（電子郵件報(bào)價(jià)）。Mark仔細(xì)研究了一下這個(gè)quotation，發(fā)現(xiàn)對(duì)方提出的價(jià)格還是可以接受的。只是delivery time（交貨時(shí)間）比較緊張，恐怕不能保證Innovo新的production line按時(shí)投入生產(chǎn)，于是他決定馬上請(qǐng)這位供貨商過(guò)來(lái)談判。希望在這個(gè)問(wèn)題上找到解決辦法。在供貨商到來(lái)之前，Mark把需要談判的要點(diǎn)一一列舉出來(lái)。他還讓Nancy一起參加negotiation（談判），在必要的時(shí)候?yàn)樗鲆c(diǎn)的補(bǔ)充。

這個(gè)供貨商也很有誠(chéng)意，兩個(gè)小時(shí)后就來(lái)到Innovo，就這次交易與Mark和Nancy展開(kāi)談判：

Well, let's get started. You know, with this delivery problem I'm sure there's room for negotiation.

Let me see how we get on.

Right, this is how we see it. We can deliver the first machine in two weeks, and install it four days after that.

Why such a long delivery period?

Well, it is in fact the usual period. It's pretty normal in this kind of operation. Did you expect we could deliver quicker?

This is our position. We need delivery of one week maximum, with three days for installation.

I see what you mean, but that would be very difficult. You see we have a lot of orders to handle at present, and moving just one of these machines is a major operation. Look, if I can promise you delivery in ten days, does that help?

I am sorry, I cannot accept ten days. You'll have to do better than that, I'm afraid.

Ah-ha! Well, look...er.... You want the machine in one week. Now that is really a very short deadline in this business. You said that you couldn't take it any later, but couldn't your engineers find a way to re-schedule just a little, say another week?

I am afraid I can't increase the delivery period any further. I have my instructions.

Well, you really are asking us for something difficult. I've already offered you ten days. I'll have to consult with my colleagues and come back to you, but I can't see what we can do.

May I make a suggestion? If you can promise delivery in one week, then we may be able to talk about a further order.

Well, on that basis I suppose we might be able to look at some kind of arrangement. In fact, if you can promise another order I think we could accept your terms.

Let's go through the terms: one week for delivery and three days for installation; and the decision about the next order to be taken by the 4th. Agreed?

Exactly. I will be very happy if you could confirm this in writing.

與王先生的談判很順利地結(jié)束了，這下就好了，如果能夠按照談判達(dá)成的供貨時(shí)間安裝好機(jī)器，就能讓新的production line 按時(shí)開(kāi)工了。同時(shí)，Nancy對(duì)Mark的談判功夫也佩服得五體投地，這個(gè)精明的美國(guó)人在Innovo的Purchase Department工作了近十年，對(duì)于中國(guó)的供貨商心理非常地清楚，總能在bargaining table（談判桌）上為Innovo爭(zhēng)取到最大的利益。

Nancy總結(jié)他的談判方法就是：

Get well prepared with items to be discussed.

To start with, ask for the best and most you want.

Tell your counterpart you are here only to deliver your boss's instruction.

Persist on terms and conditions in your favor.

Give your counterpart benefit in exchange for their giving in.

在和這個(gè)供貨商sign a contract（簽訂合同）之前，Mark還到對(duì)方的工廠參觀了一下，又聯(lián)系了對(duì)方之前的幾家客戶，確定他們的生產(chǎn)能力和技術(shù)水平能夠達(dá)到要求。之后，他約王先生在第二天正式簽訂了order contract（訂購(gòu)合同）。