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1、商务英语谈判对话——五人组演员表：Diana(D1)林xxDonna(D2)李xx美国经销商代表TomBrown美国公司经理朱xxNancyWang公司的采购部业务员杨xxSimonZhou公司经理徐xxN:Hello,Mrs.Diana,Ithinkwecanstartbytalkingabouttheprice.D1:Sure.I'dbehappytoansweranyquestionsyoumayhave.N:Yourproductsareverygood.ButI'malittleworriedaboutthepricesyou're
2、asking.D1:Youthinkweareaskingformore?N:That'snotexactlywhatIhadinmind.Iknowyourresearchcostsarehigh,butwhatI'dlikeisa25%discount.D1:Thatseemstobealittlehigh,Mr.Nancy.Idon'tknowhowwecanmakeaprofitwiththosenumbers.N:Well,ifwepromisefuturebusiness,itwillcutyourcosts,right?D1:Y
3、es,butit'shardtoseehowyoucanplacesuchlargeorders.Weneedaguaranteeoffuturebusiness,notjustapromise.N:Wesaidwewanted1000piecesoverasix-monthperiod.Whatifweplaceordersfortwelvemonths,withaguarantee?D1:Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther.N:Nevermind!Bythe
4、way,ourmanagerhopetoseeyou,wouldyouliketowaitforamoment?Iwilltakehimtoseeyou.D1:that’sok.Ithinkit’sbetterletDonnatotalkwithhim.N:Allright.S:Hi,Mrs.Donna,WelcometoChina!IamSimonZhou,salesmanager.Itisapleasuretoseeyouhere.Howdoyoudo?D2:Howdoyoudo,Mr.Simon!S:Iamafraidthatourco
5、stsfortheproductwon'tgodownmuch,evenwithfuturebusiness.D2:Justwhatareyouproposing?S:Wecouldtakeacutontheprice.But25%wouldcutourprofitmargin.Wesuggestacompromise-10%.D2:That'sabigchangefrom25%!10%arebeyondmynegotiatinglimit.S:Idon'tthinkIcanchangeitrightnow.D2:Mr.Tom,itisrea
6、llybeyondmylimit,Ithinkwecantrytocomeupwithsomethingelse.S:Wehopeso,Mrs.Smith.I'lltryveryhardtoreachsomemiddlegroundD2:Iunderstand.Weproposeadeal.Forthefirstsixmonths,wegetadiscountof20%,andthenextsixmonthsweget15%S:Mrs.Smith，Ican'tbringthosenumbersbacktomyoffice.D2:Thenyou
7、'llhavetothinkofsomethingbetter,Mr.BrownT:Howdoyoudo,Mr.Simon!S:Howdoyoudo,Mr.Brown!Howabout15%thefirstsixmonths,andthesecondsixmonthsat12%,withaguaranteeof3000units?T:That'salottosell,withverylowprofitmargins.S:It'saboutthebestwecando,TomBrown.Weneedtogetsomethingouttoday.
8、Ifwegobackwithnothing,wemaybecomingbacktoyousoontoaskforajob.T:OK.17%thefirstsixmo
