跨境电商 B2B的高级谈判技巧：拖延时间法
此法有个条件，，，，，就是买家没有时间和时机再去找其他可以替换人生就是博·(中国)尊龙AG旗舰厅供应商或卖家。。。。。各人要对外洋的谈判旺季、节沐日，，，，，以及分销上柜时间都有很清晰的相识。。。。。
案例
Buyer
I'm glad we are likely to conclude the first deal with you soon. We're settled all the questions about price, insurance, packing and shipment. Now what about your terms of payment?
Seller
As you've seen from Proforma Invoice , we require payment by confirmed , irrevocable L/C payable against presentation of shipping documents.
Buyer
Could you make an exception in our case and accept D/P or D/A?
Seller
I'm afraid not. It 's our usual practice to accept payment by L/C only.
Buyer
Frankly, a letter of credit would raise the cost of my imports. When I open a letter of credit with a bank, I'll have to pay a margin. That'll not only tie up my money but also increase my cost.
Seller
Sorry , but I cannot be of any help in this respect. You'd better consult your bank and ask them to reduce the required margin to a minimum.
Buyer
Still, there will be bank charges and fax expenses in opening an L/C. It would help me greatly if you would accept D/P or D/A instead. You can still get money same as L/C. It makes no great difference to you , but it certainly does to me.
Seller
Well, I see your point but you also know an irrevocable L/C gives us the additional protection of the banker's guarantee. That's why we always require L/C for our exports. And the other way round , we also pay by L/C for our imports.
Buyer
As this is the first transaction concluded at a time when the world competition is rather keen , I would suggest that you give me more favourable terms so as to promote trade between our two companies. What about D/A?
Seller
Sorry , D/A really can't be done. Payment by L/C is our usual practice of doing business with all customers for such commodities, especially with our new customers. Besides, our price is very competitive and I don't think you'll have any difficulty in the sales.
Buyer
Is D/P acceptable to you?
Seller
Perhaps we shall see whether we can do D/P terms after we have done more business together.But for the moment, I'm afraid we must insist on our usual payment term.
Buyer
if that 's the case , I have no alternative but to accept your terms of payment. By the way, when must open the L/C if I want the goods to be delivered before Christmas season? You know, Christmas is the selling season at our end.
Seller
A month before date of shipment, as mentioned in our Proforma Invoice.
Buyer
Could you possibly arrange an earlier shipment, as I expect to receive the goods well before Christmas season starts.
Seller
You know, getting the goods ready, making out the documents and booking the shipping space, all these take time. You can't expect us to make shipment in less than a month.
Buyer
All right. Ill have the L/C opened by fax as soon as I get home.
Seller: When will that be?
Buyer
Early next week. Meanwhile, please get everything ready and try to dispatch the goods immediately after ou get my L/C.
Seller
You may rest assured of that. We'll book your order nd inquire for the shipping space right away , so that shipment can be effected within two or three weeks after received your L/C.
Buyer
That'll be fine. Thank you for your cooperation.
点评：这个案例中，，，，，客户说的关于开信用证要押金、手续费等，，，，，都是真相。。。。。可是圣诞节快要到了，，，，，并且其他事项如价钱、包管、包装、运输等已谈好，，，，，客户不太可能替换其他供应商，，，，，以是坚持不松口，，，，，就能抵达自己的最佳有利条件。。。。。
尚有就是外洋客户来中国采购的时间，，，，，因其行程时间有限，，，，，此趟来中国必需完成采购使命，，，，，以是我们居心拖延一下他的时间，，，，，不允许他的某项条件首到时间差未几了客户要赶飞机走了，，，，，这时再谈就容易得多。。。。。
若是对方居心拖延时间该如那里置呢？？ ？？？ ？
最佳的计划是在谈判之前想法作废买方的这种战略，，，，，迫使买方连忙做出决议。。。。。好比在正式谈判前你可以询问对方被授权的规模和治理级别、有没有做决议的权力，，，，，若是对方权限规模大，，，，，那么你要在谈判竣事前请他做决议，，，，，若是对方没有决议的权力，，，，，你可以请买方同级别的认真人谈判。。。。。
也可以在谈判前先把压力抛给对方，，，，，你可以说：“我会给你一个最优惠的价钱，，，，，请你今天做个决议吧。。。。。”或者说：“若是我今天知足你的要求，，，，，你能不可也在今天做决议呢？？ ？？？ ？”通常买方在压力下会改变谈判战略，，，，，把精神所有放在生意条件上。。。。。