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商務(wù)談判:初次過(guò)招
[ 2006-09-12 09:59 ]

Dan Smith是一位美國(guó)的健身用品經(jīng)銷商,來(lái)向Robert Liu的公司采購(gòu)貨品。這是他們第一次交手。在短短幾分鐘的交談中,雙方都感到對(duì)方是久經(jīng)沙場(chǎng)的老將。談判就在拉鋸中開(kāi)始了。雙方第一回過(guò)招如下:

D: I'd like to get the ball rolling(開(kāi)始)by talking about prices.

R: Shoot(洗耳恭聽(tīng)). 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 should be asking for more? (laughs)

D: (chuckles) 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(大筆交易)--that will slash your costs(大量減低成本)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(銷磬)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.

(改編自:英文鎖定 英語(yǔ)點(diǎn)津 Annabel 編輯)

 
 

 

 

 
 

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