我国在引进第一套不锈钢连铸生产工艺和设备时,由于谈判工作得力,获得了极大成功。世界一流的奥地利某公司,最初报价为1149万美元,最终以499.6万美元成交,降幅达56%,而且引进的工艺和设备,在技术上也令人满意。这次谈判致胜的经过及留给人们的启示,归纳起来,主要有如下几点: 要想获得有利于谈判的信息,就必须在事前认真仔细地做好市场调查,熟悉并掌握谈判中可能会遇到的所有问题的相关资讯。在引进不锈钢连铸生产工艺和设备谈判之前,我方已做了大量的市场调查,先后与日本、德国、英国、意大利和奥地利五个国家 China introduced the first set of stainless steel continuous casting production technology and equipment, due to the negotiation work effectively, has been extremely successful. A world-class Austrian company, initially quoted at $ 11.49 million, eventually traded at $ 49.96 million, a drop of 56%, and the technology and equipment introduced were also satisfactory. The success of this negotiation and its enlightenment to people are summed up as follows: In order to obtain favorable information for negotiation, market research must be carefully and carefully conducted in advance, be familiar with and master the possible Information on all the problems encountered. Before the introduction of stainless steel continuous casting production process and equipment negotiations, we have done a lot of market research, met with Japan, Germany, Britain, Italy and Austria, five countries