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1、TheessenceofEnglishbusinessnegotiationcase（英语口语精粹--商务谈判实例）Businessnegotiationcase.DanSmith,anAmericanfitnessdealer,isthefirsttimeRobertLiuhasplayedwithhim.Injustafewminutesofconversation,RobertLiuisthemanfeltroughappearance,mind-Jiaotupossession--thatheiscertainlyneverletdownthe
2、irbattlefieldveteran.Thetwosidesarethefirst:D:I'd,like,to,get,the,ball,rolling(start),by,talking,about,prices.R:Shoot.(Idbehappyears)"toansweranyquestionsyoumayhave.D:,Your,products,are,very,good.,But,I,m,a,little,worried,about,the,prices,you,re,asking.R:,You,think,we,about,be,a
3、sking,for,more(laughs)D:(chucklesThatsnotexactlysmile)"whatIhadinmind.Iknowyourresearchcostsarehigh,butwhatIdlikeisadiscount.25%"R:,That,seems,to,be,little,high,Mr.,Smith.,I,don,t,know,how,we,can,a,make,a,,profit,with,those,numbers.D:Please,Robert,callmeDan.(pause)Well,ifwepromi
4、sefuturebusiness--volumesales(business)--thatwillslashyourcostsformaking(reducecost)theExec-U-ciser,right?R:Yes,butitshardtoseehow"youcanplacesuchlargeorders.Howcouldyouturnoversomany(pinchime)?(pause)Wedneedaguaranteeof"futurebusiness,notjustapromise.D:,We,said,we,wanted,,piece
5、s,over,a,six-month,period.,What,if,we,place,orders,for,twelve,months,,with,a,guarantee?R:,If,you,can,guarantee,on,paper,I,think,we,that,can,discuss,this,further.WhenRobertreturnedtothecompanytosubmitaproposalforDan,thebosswassatisfiedwiththebuyer'splan,butintermsofdiscounts,heho
6、pedthatRobertwouldcontinuetomaintainafirmstanceandtrytofindthebottomlineoftheotherside.Inthesevenpriceseesawsevenoreight,whetherthetwosidescanfindeachothertobalance?Pleaseseethefollowingdecomposition:R:,Even,with,volume,sales,our,coats,for,the,Exec-U-Ciser,won,t,go,down,much.D:,
7、Just,what,are,you,proposing?R:,We,could,take,a,cut(decrease),on,the,price.,But,,would,slash,our,profit,margin(grossmargin),.We,suggest,a,compromise-10%.D:,That,s,a,big,from,25,10,is,beyond,my,negotiating,limit.(pause),Any,other,ideas,change?R:Idon"tthinkIcanchangeitrightWhydonno
8、w.twetalkagaintomorrow?"D:,Sure.,I,must,talk,to
