商务英语谈判案例对话

DanSmith

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:Yourproductsareverygood.ButI‘malittleworriedaboutthep ricesyou‘re

asking.

R:Youthinkweaboutbeaskingformore?(laughs)

D:(chuckles

莞

尔)That‘snotexactlywhatIhadinmind.Iknowyourresearchcosts

arehigh,butwhatI‘dlikeisa25%discount.

R:Thatseemstobealittlehigh,Mr.Sm ith.Idon‘tknowhowwecanm

akeaprofit

withthosenumbers

Dan上回提议前半年给他们二成折扣，后半年再降为一成半，经Robert推翻后，Dan再三表示让步有限。您知道Robert在这折扣缝隙中游走，如何才能摸出双方都同意的数字呢?他从锦囊里又掏出什么妙计了呢?请看下面分解：

R:Howabout15%thefirstsixmonths,andthesecondsixmonthsat12 %,withaguaranteeof3000units?

D:That'salottosell,withverylowprofitmargins.

R:It'saboutthebestwecando,Dan.(pause)Weneedtohammersomet hingout(敲定)today.IfIgobackempty-

handed,Imaybecomingbacktoyousoontoaskforajob.(smiles)

D:(smiles)O.K.,17%thefirstsixmonths,14%forthesecond?!

R:Good.Let'sironout(解

决)theremainingdetails.Whendoyouwanttotakedelivery(取货)?

D:We'dlikeyoutoexecutethefirstorderbythe31st.

R:Letmerunthroughthisagain:thefirstshipmentfor1500units, tobedeliveredin27days,bythe31st.

D:Right.Wecouldn'thandlemuchlargershipments.

R:Fine.ButI'dpreferthefirstshipmenttobe1000units,thenext 2000.The31stisquitesoon----Ican'tguarantee1500.

D:Icanagreetothat.Well,ifthere'snothingelse,Ithinkwe'ves ettledeverything.

R:Dan,thisdealpromisesbigreturns(赚大

钱)forbothsides.Let'shopeit'sthebeginningofalongandprospero usrelationship.