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:
' g3 Y% [0 }4 ?5 w4 z D: I‘d like to get the ball rolling(开始)by talking about prices.
- b, h) a$ t! H, y- v R: Shoot.(洗耳恭听)I‘d be happy to answer any questions you may have.8 `! T: }; y9 c' j
D: Your products are very good. But I‘m a little worried about the prices you’re asking.
9 H# m4 H+ [/ _* X R: You think we about be asking for more?(laughs)
" H. _0 C" l/ M. Y 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., G" A+ T& C2 W& |7 ?# K$ I
R: That seems to be a little high, Mr. Smith. I don‘t know how we can make a profit with those numbers.- @6 g1 \$ U8 R% Y: Z9 S
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?
7 l& }1 E' d0 Q, t0 b1 r3 @ 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.$ n5 X5 }) l v
D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?
7 K) y4 s6 {$ R- N9 D/ T R: If you can guarantee that on paper, I think we can discuss this further. |