外貿員如何與外商進行價格談判：探出對方價格底線

Dan提議前半年給對方二成折扣，後半年再降爲一成半，經Robert推翻後，Dan再三表示讓步有限。您知道Robert在這折扣縫隙中游走，如何才能摸出雙方都同意的數字呢?他從錦囊裏又掏出什麼妙計了呢?請看下面分解：

R: How about 15% the first six Months, and the second six months at 12%, with a guarantee of 3000 units?

D: Thats a lot to sell, with very low profit margins.

R: Its about the best we can do, Dan. (pause) We need to hammer something out (敲定)today. If I go back empty-handed, I may be coming back to you soon to ask for a job. (smiles)

D: (smiles) O.K., 17% the first six months, 14% for the second?!

R: Good. Lets iron out(解決)the remaining details. When do you want to take delivery(取貨)?

D: Wed like you to execute the first order by the 31st.

R: Let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st.

D: Right. We couldn't handle much larger shipments.

R: Fine. But I'd prefer the first shipment to be 1000 units, the next 2000. The 31st is quite soon ---- I can't guarantee 1500.

D: I can agree to that. Well, if there's nothing else, I think we've settled everything.

R: Dan, this deal promises big returns(賺大錢)for both sides. Let's hope its the beginning of a long and prosperous relationship.

　　貿易保險用語：

All Risks 一切險

F.P.A. (Free from Particular Average) 平安險

W.A. / W.P.A (With Average or With Particular Average) 水漬險

War Risk 戰爭險

F.W.R.D. (Fresh Water Rain Damage) 淡水雨淋險

Risk of Intermixture and Contamination 混雜、玷污險

Risk of Leakage 滲漏險

Risk of Odor 串味險

Risk of Rust 鏽蝕險

Shortage Risk 短缺險

T.P.N.D. ( Theft, Pilferage & Non-delivery) 偷竊提貨不着險

Strikes Risk 罷工險

貿易機構詞彙

WTO (World Trade Organization) 世界貿易組織

IMF (International Monetary Fund) 國際貨幣基金組織

CTG (Council for Trade in Goods) 貨幣貿易理事會

EFTA (European Free Trade Association) 歐洲自由貿易聯盟

AFTA (ASEAN Free Trade Area) 東盟自由貿易區

JCCT (China-US Joint Commission on Commerce and Trade) 中美商貿聯委會

NAFTA (North American Free Trade Area) 北美自由貿易區

UNCTAD (United Nations Conference on Trade and Development) 聯合國貿易與發展會議

GATT (General Agreement on Tariffs and Trade) 關貿總協定