英语口语精粹--商务谈判实例

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1、英语口语精粹--商务谈判实例商务谈判实例>>>　　　DanSmith是一位美国的健身用品经销商，此次是RobertLiu第一回与他交手。就在短短几分钟的交谈中，RobertLiu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:I‘dliketogettheballrolling（开始）bytalkingaboutprices.　　R:Shoot.（洗耳恭听）I‘dbehappytoansweranyquestionsyoumayhave.　　D:Yourproductsareverygood.ButI

2、‘malittleworriedaboutthepricesyou‘reasking.　　R:Youthinkweaboutbeaskingformore?(laughs)　　D:(chuckles莞尔)That‘snotexactlywhatIhadinmind.Iknowyourresearchcostsarehigh,butwhatI‘dlikeisa25%discount.　　R:Thatseemstobealittlehigh,Mr.Smith.Idon‘tknowhowwecanmakeaprofitwiththosenumbers.　　D:Plea

3、se,Robert,callmeDan.(pause)Well,ifwepromisefuturebusiness――volumesales（大笔交易）――thatwillslashyourcosts（大量减低成本）formakingtheExec-U-ciser,right?　　R:Yes,butit‘shardtoseehowyoucanplacesuchlargeorders.Howcouldyouturnover（销磬）somany?(pause)We‘dneedaguaranteeoffuturebusiness,notjustapromise.　　D

4、:Wesaidwewanted1000piecesoverasix-monthperiod.Whatifweplaceordersfortwelvemonths,withaguarantee?　　R:Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther.　　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:Evenwithvolume

5、sales,ourcoatsfortheExec-U-Ciserwon‘tgodownmuch.　　D:Justwhatareyouproposing?　　R:Wecouldtakeacut（降低）ontheprice.But25%wouldslashourprofitmargin（毛利率）.Wesuggestacompromise――10%.　　D:That‘sabigchangefrom25!10isbeyondmynegotiatinglimit.(pause)Anyotherideas?　　R:Idon‘tthinkIcanchangeitrightno

6、w.Whydon‘twetalkagaintomorrow?　　D:Sure.Imusttalktomyofficeanyway.Ihopewecanfindsomecommonground（共同信念）onthis.　　NEXTDAY　　D:Robert,I‘vebeeninstructedtorejectthenumbersyouproposed;butwecantrytocomeupwithsomethingelse.　　R:Ihopeso,Dan.Myinstructionsaretonegotiatehardonthisdeal――butI‘mtryve

7、ryhardtoreachsomemiddleground（互相妥协）.　　D:Iunderstand.Weproposeastructureddeal（阶段式和约）.Forthefirstsixmonths,wegetadiscountof20%,andthenextsixmonthsweget15%.　　R:Dan,Ican‘tbringthosenumbersbacktomyoffice――they‘llturnitdownflat（打回票）.　　D:Thenyou‘llhavetothinkofsomethingbetter,Robert.Dan上回提议

8、前半年给他们二成折扣，后