商务英语谈判案例分析
谈判案例分析
作者：环测学院测绘10-3班
学号：背景介绍：我国从日本S汽车公司进口大批FP——148货车，使用时普遍发生严重质量问题，致使我国蒙受巨大经济损失。为此，我国向日方提出索赔。
日方：是的，有的车子轮胎炸裂，挡风玻璃炸碎，电路有故障，铆钉震断，有的车架偶有裂纹。（分析：谈判一开始，中方简明扼要地介绍了FP148货车在中国各地的损坏情况以及用户对此的反应。中方在此虽然只字未提索赔问题，但已为索赔说明了理由和事实根据，展示了中方谈判威势，恰到好处地拉开了谈判的序幕，日方对中方的这一招早有预料，因为货车的质量问题是一个无法回避的事实，日方无心在这一不利的问题上纠缠）
中方：贵公司代表都到现场看过，经商检和专家小组鉴定，铆钉非属震断，而是剪断，车架出现的不仅仅是裂纹，而是裂缝、断裂！而车架断裂不能用‘有的’或‘偶有’，最好还是用比例数据表达，更科学、更准确……（分析：中方觉察到对方的用意）
日方：请原谅，比例数据尚未准确统计。
中方：那么，对货车质量问题贵公司能否取得一致意见？（分析：中方对这一关键问题紧追不舍）
日方：中国的道路是有问题的。（分析：日方转了话题，答非所问）
中方：诸位已去过现场，这种说法是缺乏事实根据的。
日方：当然，我们对贵国实际情况考虑不够……
中方：不，在设计时就应该考虑到中国的实际情况，因为这批车是专门为中国生产的。
（分析：中方步步紧逼，日方步步为营，谈判气氛渐趋紧张。中日双方在谈判开始不久，就在如何认定货车质量问题上陷入僵局）
日方：货车质量的问题不至于到如此严重的程度吧？这对我们公司来说，是从未发生过的，也是不可理解的。（分析：日方坚持说中方有意夸大货车的质量问题）
中方：这里有商检、公证机关的公证结论，还有商检拍摄的录像。如果…（分析：中方觉得该是举证的时候）
日方：不！不！对商检公证机关的结论，我们是相信的，我们是说贵国是否能够作出适当让步。否则，我们无法向公司交待。（分析：日方在中方所提质量问题攻势下，及时调整了谈判方案，采用以柔克刚的手法，向对方踢皮球，但不管怎么说，日方在质量问题上设下的防线已被攻克了。这就为中方进一步提出索赔价格要求打开了缺口。随后，对FP——148货车损坏归属问题上取得了一致的意见。日方一位部长不得不承认，这属于设计和制作上的质量问题所致）
商务英语谈判案例分析[1]1
商务英语谈判课后作业 ——案例分析
商务英语谈判案例分析 Example: Dan smith was a bissiness who works on gymnasium equipment，and it was the first meeting between Robert Liu and him.In just a few minutes of the conversation, Robert Liu felt that this big fellow with a straightforward appearance kept a mind of a cunning rabbit .Known that the guy was skilled in this way ,he took great care in the negotiation. In the first round ,their covercition was as follows: D: I'd like to get the ball rolling by talking about prices. R: Shoot.,I'd be happy to answer any questions you may have. D: Y our products are very good. But I'm a little worried about the prices you're asking. R: Y ou think we about 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――that will slash your costs for making the Exec-U-ciser, right? R: Y es, but it's hard to see how you can place such large orders. How could you turn over 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.But 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 on the price. But 25% would slash our profit margin .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 on this. NEXT DAY D: Robert, I've been instructed to reject the numbers you proposed; but we can try to come up with some thing else.
商务英语-商务谈判实例(四)
商务谈判实例(四) 今天Robert的办公室出现了一个生面孔――Kevin Hughes，此人代表美国一家运动产品公司，专程来台湾寻找加工。接洽的加工产品市运动型“磁质石膏护垫”，受伤的运动员包上这种产品上场比赛，即可保护受伤部位，且不妨碍活动。现在，我们就来看看两人的会议现况： R:We found your proposal quite interesting,Mr.Hughes.We'd like to weigh the pros and cons（衡量得失）with you. K:Mr.Robert Liu,we've looked all over Asia for a manufacturer;your company is one of the most suitable. R:If we can settle a number of basic questions,I'm confident in saying that we are the most suitable for your needs. K:I hope so.And what might be the basic questions you have? R:First,do you intend to take a position in（投资于……）our company? K:No,we don't,Mr.Liu.This is just OEM. R:I see.Then,the most important thing is the size of your orders.We'll have to invest a great deal of money in the new production process. K:If you can guarantee continuing quality,we can sign a commitment for75,000pieces a year,for five years. R:At U.S.$1000a piece,we'll make an average return of just4%.That's too great a financial burden for us. K:I'll check the number later,but what do you propose? R:Here's how you can demonstrate commitment to this deal.Make it ten years,increase the unit price,and provide technology transfer.
商务英语口语情景对话大全完整版
商务英语口语情景对话 大全 集团标准化办公室：[VV986T-J682P28-JP266L8-68PNN]
英语面试自我介绍 A类： B: May I come in我可以进来吗 A: Yes, please.请进。 B: How are you doing, Sir My name is xxxx. I am coming to your company for an interview as requested.你好，先生。我叫xxx，我是应邀来贵公司面试的。 A: Fine, thank you for coming. Please take a seat. I am xxxx, the assistant manager.好的，谢谢你过来。请坐，我叫xxxx，是经理助理。 B: Nice to see you, .非常高兴见到你，吴先生。 A: Nice to meet you, too. Tell me about yourself and your past experience.我也很高兴见到你。说说你自己和你过去的经历吧。 B: I have worked as a secretary for six years. I get along well with peers, clients, administrators and bosses. I thrive on challengeand work well in high-stress environments. 我已经做执行秘书6年了。开始是为一家贸易公司工作.现在是一家信托公司。我和同事、客户、行政管理员以及老板相处得非常好。我能应付挑战，而且在高压力环境中也能工作很出色。 A: So why did you choose our company B: As far as I know, your company is one of several leading international consultant corporations which came to China after China entered WTO. I think working here would give me the best chance to use what I’ve learned. A: Sometimes we are very busy and need to work overtime. How do you feel about that 有时候我们工作很忙。需要加班。你觉得如何 B: That's all right. But could you tell me how often and how many hours I should work overtime 没关系。你能告诉我加班的频率和时间长度吗 A: It just depends. If we have important visiting delegations, you have to stay with us. It's not unusual. 这得看情况。如果我们有重要的访问代表团。你必须留在我们身边。这种情况很正常。 A: What are your salary expectations 你期望多少薪水 B: I really need more information about the job before we start to discuss salary. Maybe you could tell me what is budgeted for the position. 在讨论薪水前.我需要更多了解这份工作.或者你可以告诉我这个职位的预算报酬是多少. A: 3000, with raises after the half yearing to your competence. 起薪是每月3000元。半年后会根据你的表现增加薪水。 B: Well, I think it's acceptable and I really like the job. 我觉得可以接受。我真的喜欢这份工作。我什么时候能得知结果呢 A: Do you have any other questions 我们会在7月初通知你我们的最终决定。你还有别的问题吗
商务英语谈判价格包装等谈判案例
A:为出口公司B:为国外进口公司 场景一：价格谈判 A和B开门走进办公室…… A: please take your seat,--- B:Thank you. A:After anttending our new product launch meeting,you must have a detail idea about our products,---.Now please let me know what kinds of flowers you are interested. (A递给B 一个产品目录册，B迅速地翻阅并作出标记) B:Yes,your flowers are pretty beautiful and leave me a deep impression. (A接过B递回的册子，翻阅) B:And I’d like to get the ball rolling by talking about the price.what prices will you offer for these I’ve marked? A:---,before we quote price please tell me how many flowers you are going to buy. B:for No.10 we’d like to phurchase 1500 units,No.20,1000 units and 1000 units for No.30. A:The usual price for No10 is 25 USD,for No20,35,and No30,50USD.they are all on the trade term of CIF Sydney. B:I t hink it’s unacceptable for us,you know the market has shrinked a lot during the economic ressesion period. A:we understand it,but you know these flowers are good for value.And they are newly cultivated after we tried a lot for genetic transplant.I believe you know the cost we spent. B:yes, I know that,---,it’s because of that ,I hope we can cooperate to open the market.If the price is reasonable, the large volume sales will be easy to reach,and that can remedy your large cost,right? A: (考虑片刻)Considering it’s the first time we do business and long-term cooperation in future, we can cut 1 USD for the price which we usual don’t do . B:1 USD? It makes no difference.we need more.and to be frank,we want the price to be 20,25 and 40 USD for each kind. A:No,no,no,I think you are kidding….---,that’s a big cut ,and it will make us have no returns. B:(表情严肃，犹豫片刻)Then how about 22,30 and 45 USD. A:That’s still leave us a little of margin,but increase 500 hundreds units for each kind,we can make it. B:That’s hard for us,yo u know it is a large size,and we can’t keep them for a long time. A:The season of large demand for flowers is coming,we guarantee the delivery within 1 month, that can be helpful for your quick sale. B:The delivery should be within 1 month, otherwise I cannot place the order. Now let’s reach some middle ground,you allow a 20% discount,I increase the order quantity by 500 hundreds units at that new price. A:20% discount? The policy regulates the maxium discount is within 15% in our company. And if you want to get the discount,the units you ordered have to overpass 2000 for each item. B:2000 units?we can’t take that many.Though you can’t offer us 15% discount,10% is ok.I hope you can accept it.--- A:---,we can grant 8% at most,that’s the best we can do.A nd
(整理)商务英语谈判对话900句.
英语谈判对话900句，商务洽谈英语对话，签订外贸合同英语对话 --- Such data is confidential. 这样的资料为机密资料。 --- I am not sure such data does exist. 我不确定是否有这样的资料存在。 --- It would depend on what is on the list. 这要看列表内容。 --- We need them urgently. 我们急需这些资料。 --- All right. I will send the information on a piecemeal basis as we acquire it. 好。我们收齐之后会立即寄给你。 --- I'd like to introduce you to our company. Is there anything in particular you'd lik e to know? 我将向你介绍我们的公司，你有什么特别想知道的吗？ --- I'd like to know some information about the current investment environment in y our country? 我想了解一下贵国的投资环境。 --- I'd like to know something about your foreign trade policy. 我非常想了解有关贵国对外贸易的政策。 --- It is said that a new policy is being put into practice in your foreign trade. 据说你们正在实施一种新的对外贸易政策。 --- Our foreign trade policy has always been based on equality and mutual benefit and exchange of needed goods. 我们的对外贸易政策一向是以平等互利、互通有无为基础的。 --- We have adopted much more flexible methods in our dealings.
商务英语情景对话100主题-真正完整版
商务英语情景对话100主题-真正完整版
Day today Office日常事务 1 Faxes传真 2 Telephone Calls电话 3 Making Telephone Appointments电话预约 4 Memos备忘录 5 Business Correspondence商业信函 6 Placing an Order下订单 Office Talk办公室谈话 7 Coworkers同事 8 Bosses老板 9 Brainstorming集体讨论 10 Commuting乘公交车上下班 11 The Working Lunch工作午餐 Business Trip商务旅行 12 International Business Travel国际商务旅行 13 Dressing for Business商务着装 14 Hotel Situations旅馆情景 15 Negotiating the Subway乘地铁 Client Reception接待客户 16 Receiving Clients接待客户 17 Entertaining Clients招待客户
18 Accommodating Foreign Clients接待国外客户 19 Factory Tours参观工厂 Business Communization商务交流 20 Personal Introductions个人介绍 21 Small Talks聊天 22 Delivering Bad News传达坏消息 23 Polite Questions礼貌提问 24 Farewells道别 Negotiation谈判 25 Clarifying the Stakes说明利害关系 26 Making Concessions做出让步 27 Discussing the Bottom Line讨论底线 28 Accepting and Confirming接受和确认 29 Hard Bargainers VS Soft Bargainers强硬的对手和温和的对手 Company Organization公司结构 30 CEO执行总裁 31 Stockholders股东 32 Board of Directors董事会 33 Managerial Staff管理人员 34 Labor Staff普通员工 Meetings and Interviews会议和面谈
商务英语谈判对话
商务英语谈判经典句 1 If you take quality into consideration, you will find our price reasonable. 如果您把质量考虑进去的话，您会发现我方价格是合理的。 2 We guarantee quality products which can stand fierce competition. 我们保证提供能经得起激烈竞争的高质量产品。 3 I still have some questions concerning our contract. 就合同方面我还有些问题要问。 4 We are always willing to cooperate with you and if necessary make some concessions. 我们总是愿意合作的，如果需要还可以做些让步。 5 If you have any comment about these clauses, do not hesitate to make. 对这些条款有何意见，请尽管提，不必客气。 6 Do you think there is something wrong with the contract? 你认为合同有问题吗？ 7 We'd like you to consider our request once again. 我们希望贵方再次考虑我们的要求。 8 We'd like to clear up some points connected with the technical part of the contract. 我们希望搞清楚有关合同中技术方面的几个问题。 9 The negotiations on the rights and obligations of the parties under contract turned out to be very successful. 就合同保方的权利和义务方面的谈判非常成功。 10 We can't agree with the alterations and amendments to the contract. 我们无法同意对合同工的变动和修改。 11 We hope that the next negotiation will be the last one before signing the contract. 我们希望下一交谈判将是签订合同前的最后一轮谈判。 12 We don't have any different opinions about the contractual obligations of both parties. 就合同双方要承担的义务方面，我们没有什幺意见。 13 That's international practice. We can't break it.
商务英语-谈判
商务谈判常用语 在双方谈判的过程中，一定要注意倾听对方的发言，如果对对方的观点表示了解，可以说：I see what you mean. （我明白您的意思。） 如果表示赞成，可以说：That's a good idea. （是个好主意。）或者说：I agree with you. （我赞成。） 如果是有条件地接受，可以用on the condition that这个句型，例如：We accept your proposal, on the condition that you order 20,000 units. （如果您订2万台，我们会接受您的建议。） 在与外商，尤其是欧美国家的商人谈判时，如果有不同意见，最好坦白地提出来而不要拐弯抹角，比如，表示无法赞同对方的意见时，可以说：I don't think that's a good idea. （我不认为那是个好主意。）或者Frankly, we can't agree with your proposal. （坦白地讲，我无法同意您的提案。） 如果是拒绝，可以说：We're not prepared to accept your proposal at this time. （我们这一次不准备接受你们的建议。） 有时，还要讲明拒绝的理由，如To be quite honest, we don't believe this product will sell very well in China. （说老实话，我们不相信这种产品在中国会卖得好。） 谈判期间，由於言语沟通问题，出现误解也是在所难免的：可能是对方误解了你，也可能是你误解了对方。在这两种情况出现後，你可以说：No, I''m afraid you misunderstood me. What I was trying to say was…… （不，恐怕你误解了。我想说的是……）或者说：Oh, I'm sorry, I misunderstood you. Then I go along with you. （哦，对不起，我误解你了。那样的话，我同意你的观点。） 总之不管你说什么，你最终的目的就是要促成一笔生意。即使不成，也要以善意对待对方，也许你以后还有机会，生意不成人情在，你说对吗？ 价格谈判常用句型 商谈价格是买卖之间很重要的一环。商品的价值往往同商品的本质关系密切。当要强调出口商品的品质以使交易达到理想的价格时，我们可以说：This one is very good for 10 US dollars.（这东西绝对值10美元。）或These are slightly higher in price, but their superior quality makes them more valuable than the less expensive ones.（这些货价稍微高了一点，但其优异的品质，使它们比那些便宜的货，更有价值。）在谈到商品价格便宜时，买方切
商务英语模拟谈判大赛 对话
商务英语模拟谈判 卖方Sales Administrator销售主管A Project Manager项目经理B 买方Vending Manager售买经理C Merchandising Manager采购经理D Wholesale Buyer 批发采购员E 保险manager of the People’s Insurance Company of China PICC的经理F （江来） S代表卖方b代表买方 旁白：Miss A is the Sales Administrator(销售主管) of Japanese CASIO corporation ; Miss B is the Project Manager(项目经理) of Japanese CASIO corporation ; Miss C is the Vending Manager(售买经理) of Chinese Agcy agency ; Miss D is the Merchandising Manager （采购经理) of Chinese Agcy agency；Miss E is Wholesale Buyer(批发采购员) of Chinese Agcy agency. B:We warmly welcome you .Do you had a very restful night ? S: Actually, we feel quite rested. I would like to thank you for your kind invitation to visit your beautiful country. B: We’ve been looking forward to your visit. We are waiting for your reply about the suggestion of the CASIO’s (卡西欧) sole agency in China. S: T o tell you the truth,your proposal surprised us. As you know our annual turnover is more than one million. so it is difficult for us to believe you can play the role of the CASIO’s (卡西欧) sole agency in China. B: As we know , In China your main markets are big cities such as, Shanghai, Beijing, Guangzhou and so on. About 60% turnover were sold in these big cities last year. We have extensive channel-0f-distribution, specifically covering these big cities. So As a selling agent we can take good care of your export business. S: Yes, I think so. but your sales are not more than 400,000. how can you explain it for us. B:I understand you are selling the same products to some other Chinese importers. this tends to complicate my business. as you know, I am experienced in the business of slippers and enjoy a good business relationship with all the leading whole- salers and retailers in that line. I have a mind to expand this business in the years to come.
商务英语谈判技巧
Business Negotiation Skills in English (商务英语谈判技巧) Phases of Negotiation According to Robert Maddux, author of Successful Negotiation, negotiation is the process we use to satisfy our needs when someone else controls what we want、In business negotiations, the two parties endeavor to obtain their business goals through bargaining with their counterparts、Business negotiations are conducted in the following four phases: the preparation phase, opening phase, bargaining phase and closing phase、 Preparation phase 1.Choosing your team The negotiation team should include members in the following areas: ?mercial: responsible for the negotiation on price, delivery terms, and mercial policy of risk taking、 ?Technical: responsible for specifications, programs, and methods of work、 ?Financial: terms of payment, credit insurance and financial guarantees、 ?Legal: contract documents, terms and conditions of contract, insurance and legal interpretation、 ?Interpreter: familiar with the foreign language needed as well as the negotiationrelated knowledge, and having certain munication skills、 The most important role in the team is the chief negotiator (CN), who is supposed to possess the following qualities: sociability, shrewdness, adaptability, patience, endurance、Other than that, extensive knowledge, clear oral expression as well as strong leadership are also important for a CN、 2、Gathering and analyzing information Valuable information covers the areas in political, legal as well as business system, market research, financial policies, infrastructure and logistics、The knowledge on the counterpart is also necessary、With the information at hand, it is time do a feasibility study to adjust our goals to be achieved、 3、The negotiation plan The plan defines the negotiating objectives, sets the minimum acceptable level for each term, and states the time control, initial strategy, the tactics and others including the location, personnel and facilities needed、A welldesigned plan allows more flexibility in different situations and guides the negotiators through the negotiation process without getting off track、 The opening phase It is mon that the seller submits proposals、Then the buyer confronts with three options: outright acceptance, outright rejection, and qualified rejection, the last of which is usually the most choice、Once the positions and objectives of both parties are revealed, the negotiators begin to reflect both on the loss they will suffer if they would concede and on the loss they will receive if they would refuse to concede、 The bargaining phase At this stage, concessions are made and advantages are gained, thus an agreement is to be achieved、Necessarily the team should make a reappraisal of the other party’s concession factor、
商务英语情景对话100主题-真正完整版
Day today Office日常事务 1 Faxes传真 2 Telephone Calls电话 3 Making Telephone Appointments电话预约 4 Memos备忘录 5 Business Correspondence商业信函 6 Placing an Order下订单 Office Talk办公室谈话 7 Coworkers同事 8 Bosses老板 9 Brainstorming集体讨论 10 Commuting乘公交车上下班 11 The Working Lunch工作午餐 Business Trip商务旅行 12 International Business Travel国际商务旅行 13 Dressing for Business商务着装 14 Hotel Situations旅馆情景 15 Negotiating the Subway乘地铁 Client Reception接待客户 16 Receiving Clients接待客户 17 Entertaining Clients招待客户 18 Accommodating Foreign Clients接待国外客户 19 Factory Tours参观工厂 Business Communization商务交流 20 Personal Introductions个人介绍 21 Small Talks聊天 22 Delivering Bad News传达坏消息 23 Polite Questions礼貌提问 24 Farewells道别 Negotiation谈判 25 Clarifying the Stakes说明利害关系 26 Making Concessions做出让步 27 Discussing the Bottom Line讨论底线 28 Accepting and Confirming接受和确认 29 Hard Bargainers VS Soft Bargainers强硬的对手和温和的对手Company Organization公司结构
商务英语谈判案例集分析
史蒂夫的销售报价策略 姜德才环境与测绘学院 07103077（一）案情： 史蒂夫是爱姆垂旅店董事会成员，但是旅店的地理位置是在不理想，董事会曾委派一个小组委员会，调查了将爱姆垂旅店从萨默维尔迁到一个安静的、半居住性的社区的可能性。但从财务上看，搬迁是不可行的，因而搬迁的想法就被打消了。几个月以后，一位名叫威尔逊的先生先找爱姆垂旅店的经理——彼得斯夫人。威尔逊表示他的公司愿意买下爱姆垂旅店。 董事会委派史蒂夫去办理这项有希望的交易。史蒂夫根据对威尔逊的商业往来所作的一些调查，认为他是一位有信誉的合法商人。史蒂夫意识到，威尔逊想买爱姆垂旅店，可能是想在这里建造公寓。威尔逊希望马上讨论价格问题，而是蒂夫则需要两个星期来做这些谈判准备工作。 史蒂夫初步确定旅馆的开盘价格 在接下来的12天里，史蒂夫做了几件事。首先，他想要确定爱姆垂旅店的保留价格或等够轻易成交的价格。史蒂夫得知，位于梅德福和位于奥尔斯顿的两个地点是可以用一个合适的价格买到的。他得知：梅德福德那块房地产可以175000美元的价格买下来，奥尔斯顿的那块可以235000美元的价格买下来。 史蒂夫断定，爱姆垂旅店搬迁到梅德福至少需要220000美元，而搬迁奥尔斯顿则至少需要275000美元。奥尔斯顿的那个地点（需275000美元）比梅德福的那个地点（220000美元）好得多，而后者又比现在爱姆垂的这个好。所以史蒂夫决定，他得保留价格是220000美元。史蒂夫下一步又调查，如果在市场上公开销售，爱姆垂旅店可能大约仅值125000美元。 史蒂夫和他的朋友了解到售价的高低很大程度上要取决于这些开发商的意图。史蒂夫断定，威尔逊的保留价格是275000-475000美元。 史蒂夫对报价策略的选择 史蒂夫应采取什么样的开局策略？谁应当首先报价呢？如果威尔逊坚持让史蒂夫首先报价，史蒂夫应该怎们办？如果威尔逊开价X千美元，史蒂夫应该怎样还价？有没有任何明显的全套应该避免？ 史蒂夫决定试着让威尔逊首先报价，如果不成功，或一开始就被迫首先报价，他就使用大概的价格750000美元。史蒂夫曾想过一开始就报出400000美元的价格，并在一段时间里坚持不变。但是经商量后他们认为只有40%的概率，这个价格会低于威尔逊的保留价。如果威尔逊首先报价，史蒂夫将不让他有时间仔细考虑他的报价，而将迅速作出反应，立即给出一个还价，比如说750000美元，让对方在心理上觉得他的报价太低了。 史蒂夫的朋友告诉他，一旦两个报价都拿到了桌面上，那么自然可以预料到，最终的合同价格就在这两个报价之间。假如威尔逊的报价是200000美元，史蒂夫的还价是400000美元，则最终价格一般为300000美元。作为先开价者，史蒂夫认为最后能买到350000美元就很不错了，而且他当然记得自己的保留价格只是220000美元。 第一轮的较量 当第一轮谈判结束后，史蒂夫认为他简直经历了一场灾难，而且接下来，他甚至不敢断定会有第二轮谈判。谈判一开始，双方说了几句幽默的笑话和几句客套话。接着威尔逊就说：“请告诉我，你们能够接受的最低条件是什么。好让我看看是否能再做点什么。”史蒂夫已料到了这样的开场白，没有直接回答，他问道：“为什么不告诉我们，你愿意出的最高价格，