职场英语 有关商务谈判数的会话实例doc.docVIP

职场英语 有关商务谈判的会话实例doc an Smith是一位美国的健身用品经销商，此次是Robert Liu第一回与他交手。就在短短几分钟的交谈中，Robert Liu既感到这位大汉粗犷的外表，藏有狡兔的心思――他肯定是沙场老将，自己绝不可掉以轻心。双方第一回过招如下： ??? D： Id like to get the ball rolling（开始）by talking about prices. ??? R： Shoot.（洗耳恭听）Id be happy to answer any questions you may have. ??? D： Your products are very good. But Im a little worried about the prices youre asking. ??? R： You think we about be asking for more？（laughs） ??? D： （chuckles莞尔） Thats not exactly what I had in mind. I know your research costs are high, but what Id like is a 25% discount. ??? R： That seems to be a little high, Mr. Smith. I dont know how we can make a profit with those numbers. ??? D： Please, Robert, call me Dan. （pause） Well, if we promise future business――volume sales（大笔交易）――that will slash your costs（大量减低成本）for making the Exec-U-ciser, right？ ??? R： Yes, but its hard to see how you can place such large orders. How could you turn over（销磬）so many？ （pause） Wed need a guarantee of future business, not just a promise. ??? D： We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee？ ??? R： If you can guarantee that on paper, I think we can discuss this further. ??? Robert回公司呈报Dan的提案后，老板很满意对方的采购计划；但在折扣方面则希望Robert能继续维持强硬的态度，尽量探出对方的底线。就在这七上七八的价格翘翘板上，双方是否能找到彼此地平衡点呢？请看下面分解： ??? R： Even with volume sales, our coats for the Exec-U-Ciser wont go down much. ??? D： Just what are you proposing？ ??? R： We could take a cut（降低）on the price. But 25% would slash our profit margin（毛利率）。We suggest a compromise――10%. ??? D： Thats a big change from 25！ 10 is beyond my negotiating limit. （pause） Any other ideas？ ??? R： I dont think I can change it right now. Why dont we talk again tomorrow？ ??? D： Sure. I must talk to my office anyway. I hope we can find some common ground（共同信念）on this. ??? NEXT DAY ??? D： Robert, Ive been instructed to reject the numbers you proposed； but we can try to come up with some thing else. ??? R： I hope so, Dan. My instructions are to n