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在国际经济贸易谈判中。有两种比较典型的报价战术,即西欧式报价和日本式报价。西欧式报价:一般的模式是,首先提出有较大余地的价格,然后根据买卖双方的实力对比和该笔交易的外部竞争状况,通过给予各种优惠,如数量折扣,价格折扣,佣金和支付条件上的优惠,(延长支付期限,提供优惠信贷等等)来逐步达到成交目的,这种报价法只要能稳住买方,往往会有一个不错的结果。日本式报价:一般做法是,将最低价格列在价格表上,以求首先引起买主的兴趣,由于这种低价格一般是以对卖方最有利的结算条件为前提,并且这种低价格条件交易的各方面很难全部满足买方的需要,如果买方要求改变有关条件,那么卖方就会相应提高价格,因此买卖双方最后成交的价格,往往高于价格表中的价格,日本式的报价在面临众多外部对手时,是一种比较策略的报价方式,因为它一方面可以排斥竞争对手而将买主吸引过来,取得与其它卖主竞争
In international economic and trade negotiations. There are two typical bidding tactics, Western-style quotes and Japanese-style quotes. Western-style quotes: The general model is to first propose a price with a larger margin, and then to give various benefits such as quantity discounts, price discounts, commissions and payments based on the comparison of the strengths of the buyers and sellers and the external competition of the transaction. Conditional benefits, (prolong the payment period, provide preferential credit, etc.) to gradually achieve the purpose of the transaction, this quoting method as long as they can stabilize the buyer, there will often be a good result. Japanese-style quotation: The general practice is to list the lowest price on the price list in order to first arouse the buyer’s interest, since such a low price is generally premised on the seller’s most favorable settlement conditions, and this low-price conditional transaction It is difficult for all parties to fully meet the needs of the buyer. If the buyer requests to change the relevant conditions, the seller will increase the price accordingly. Therefore, the price of the last transaction between the buyer and the seller is often higher than the price in the price list, and the Japanese-style quotation is faced with many When it comes to external opponents, it is a more strategic way to quote because it can exclude competitors and attract buyers to compete with other vendors.