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美联英语:商务谈判-商讨价格(一)

2015-01-14 13:42   类别:口语   来源:   责编:Dong

本期美联英语给大家带来商务谈判-商讨价格,欢迎阅读!

Dan 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: I'd like to get the ball rolling(开始)by talking about prices.

R: Shoot.(洗耳恭听)I'd be happy to answer any questions you may have.

D: Your products are very good. But I'm a little worried about the prices you're asking

R: You think we about be asking for more?(laughs)

D: (chuckles莞尔) That's not exactly what I had in mind. I know your research costs are high, but what I'd like is a 25% discount.

R: That seems to be a little high, Mr. Smith. I don't 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 it's hard to see how you can place such large orders. How could you turn over(销磬)so many? (pause) We'd 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。就在这七上八下的价格翘翘板上,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 won't 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: That's a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas?

R: I don't think I can change it right now. Why don't 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   商务英语学习网

D: Robert, I've 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 negotiate hard on this deal―but I'm try very hard to reach some middle ground(互相妥协).

D: I understand. We propose a structured deal(阶段式和约). For the first six months, we get a discount of 20%, and the next six months we get 15%.

R: Dan, I can't bring those numbers back to my office――they'll turn it down flat(打回票).

D: Then you'll have to think of something better, Robert.

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