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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:Yourproduct
2、sareverygood.ButI‘malittleworriedaboutthepricesyou‘reasking. R:Youthinkweaboutbeaskingformore?(laughs) D:(chuckles莞尔)That‘snotexactlywhatIhadinmind.Iknowyourresearchcostsarehigh,butwhatI‘dlikeisa25%discount. R:Thatseemstobealittlehigh,Mr.Smith.Idon‘tknowhowwecanma
3、keaprofitwiththosenumbers. D:Please,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‘
4、dneedaguaranteeoffuturebusiness,notjustapromise. D: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
5、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:Evenwithvolumesales,ourcoatsfortheExec-U-Ciserwon‘tgodownmuch. D:Justwhatareyouproposing? R:Wecouldtakeacut（降低）ontheprice.But25%wouldslashourprofitmargin（毛利率）.Wesuggestacompromise――10%. D:That‘sabigchangefrom25
6、!10isbeyondmynegotiatinglimit.(pause)Anyotherideas? R:Idon‘tthinkIcanchangeitrightnow.Whydon‘twetalkagaintomorrow? D:Sure.Imusttalktomyofficeanyway.Ihopewecanfindsomecommonground（共同信念）onthis. NEXTDAY D:Robert,I‘vebeeninstructedtorejectthenumbersyouproposed;butwec
7、antrytocomeupwithsomethingelse. R:Ihopeso,Dan.Myinstructionsaretonegotiatehardonthisdeal――butI‘mtryveryhardtoreachsomemiddleground（互相妥协）. D:Iunderstand.Weproposeastructureddeal（阶段式和约）.Forthefirstsixmonths,wegetadiscountof20%,andthenextsixmonthsweget15%. R:Dan,Ican
8、‘tbringthosenumbersbacktomyoffice――they‘llturnitdownflat（打回票）. D:Thenyou‘llhavetothinkofsomethingbetter,Robert.Dan上回提议前半年给他们二成折扣，后
