跨境B2B高级谈判的拖延技巧
此法有个前提，就是买家没有时间和机会再去找其他可以替代我们的供应商或卖家。大家要对国外的谈判旺季、节假日，以及分销上柜时间都有很清楚的了解。
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，都是实情。但是圣诞节快要到了，而且其他事项如价格、保险、包装、运输等已谈好，客户不太可能更换其他供应商，所以坚持不松口，就能达到自己的最佳有利条件。
还有就是国外客户来中国采购的时候，因其行程时间有限，此趟来中国必须完成采购任务，所以我们故意拖延一下他的时间，不答应他的某项条件首到时间差不多了客户要赶飞机走了，这时再谈就容易得多。
如果对方故意拖延时间该如何处理呢？
最佳的方案是在谈判之前设法打消买方的这种策略，迫使买方当即做出决定。比如在正式谈判前你可以询问对方被授权的范围和管理级别、有没有做决定的权力，如果对方权限范围大，那么你要在谈判结束前请他做决定，如果对方没有决定的权力，你可以请买方同级别的负责人谈判。
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格，请你今天做个决定吧。”或者说：“如果我今天满足你的要求，你能不能也在今天做决定呢？”通常买方在压力下会改变谈判策略，把精力全部放在交易条件上。
