英文商务谈判实例(1)
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：
d: id like to get the ball rolling（开始）by talking about prices.
r: shoot.（洗耳恭听）id be happy to answer any questions you may have.
d: your products are very good. but im a little worried about the prices youre asking.
r: you think we about be asking for more?(laughs)
d: (chuckles莞尔) thats not exactly what i had in mind. i know your research costs are high, but what id like is a 25% discount.
r: that seems to be a little high, mr. smith. i dont 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（大笔交易）――that will slash your costs（大量减低成本）for making the exec-u-ciser, right?
r: yes, but its hard to see how you can place such large orders. how could you turn over（销磬）so many? (pause) wed 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.
robert回公司呈报dan的提案后，老板很满意对方的采购计划;但在折扣方面则希望robert能继续维持强硬的态度，尽量探出对方的底线。就在这七上七八的价格翘翘板上，双方是否能找到彼此地平衡点呢？请看下面分解:
r: even with volume sales, our coats for the exec-u-ciser wont go down much.
d: just what are you proposing?
r: we could take a cut（降低）on the price. but 25% would slash our profit margin（毛利）.we suggest a compromise――10%.
d: thats a big change from 25! 10 is beyond my negotiating limit. (pause) any other ideas?
r: i dont 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（共同信念）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.
r: i hope so, dan. my instructions are to negotiate hard on this deal――but im try very hard to reach some middle ground（互相妥协）.
d: i understand. we propose a structured deal（阶段式和约）. for the first six months, we get a discount of 20%, and the next six months we get 15%.
r: dan, i can‘t bring those numbers back to my office――they‘ll turn it down flat（打回票）.
d: then youll have to think of something better, robert.