商务英语实战：经典商务谈判范例一

会计考友

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：
3 r" C+ ?6 O; L/ v% r, w　　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。
; o# M) U+ B+ j/ y　　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。
0 D* j3 D; }% @( M0 m  T0 F( l& \7 Y　　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?
: V5 q3 X8 [9 S5 q  @: y　　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。
/ M  {1 [! g) S& T6 E9 t　　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