unitseven精品课件.pptVIP

Ⅱ．范例（Samples） 1．模拟谈判对话 （1）Beginning the Negotiation A：Perhaps we should start by examining the obstacles. B：As far as I am concerned, we should be able to reach an agreement today. A：That’s good to hear. B：I think all the proper decision makers are here. A：I believe you are right, so let’s get started. B：Does everyone know everyone else? A：Let’s go around the table and introduce ourselves. Lesson Three International Business Negotiations Home （2）The Initial Contact A：I’d like to get the ball rolling by talking about prices. B：Shoot. I’d be happy to answer any questions you may have. A：Your products are very good. But I’m a little worried about the prices you’re asking. B：You think we should be asking for more? A：That’s not exactly what I had in mind. I know your research costs are high, but what I’d like is a 25% discount. B：That seems to be a little high, Mr. Smith. I don’t know how we can make a profit with those numbers. 注 释 Lesson Three International Business Negotiations Home A：Well, if we promise future business——volume sales——that will slash your costs for making the computer, right? B：Yes, but it’s hard to see how you can place such large orders. How could you turn over so many? We’d need a guarantee of future business, not just a promise. A：We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee? B：If you can guarantee that on paper, I think we can discuss this further. 注 释 Lesson Three International Business Negotiations Home 注 释： 1．get the ball rolling：开始 2．shoot：vi [美俚] 有话直说；洗耳恭听All right, shoot and shoot quick. What’s happened? 好，讲吧，快讲！发生了什么事？ 3．25% discount：打七五折at a discount：打折扣；不值钱的；不受重视的 4．make a profit：获利，赢利例如：He made a profit of $500. 他赚了500美元。 Lesson Three International Business Negotiations Home 5．volume sales：大量销售，大笔交易 6．slash (one’s) costs：大幅减低成本 7．place orders：发出定单，定货 8．turn over：做……总额的生意turn over 5,000 dollars a month 每月营业额为5000元 9．guarantee：担保，保证，