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商務談判英語:老將初次過招談判
Dan Smith是一位美國的健身用品經(jīng)銷商,來向Robert Liu的公司采購貨品。這是他們第一次交手。在短短幾分鐘的'交談中,雙方都感到對方是久經(jīng)沙場的老將。談判就在拉鋸中開始了。雙方第一回過招如下:
D: I#39;d like to get the ball rolling(開始)by talking about prices.
R: Shoot(洗耳恭聽). I#39;d be happy to answer any questions you may have.
D: Your products are very good. But I#39;m a little worried about the prices you#39;re asking.
R: You think we should be asking for more? (laughs)
D: (chuckles) That#39;s not exactly what I had in mind. I know your research costs are high, but what I#39;d like is a 25% discount.
R: That seems to be a little high, Mr. Smith. I don#39;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(大筆交易)--that will slash your costs(大量減低成本)for making the Exec-U-ciser, right?
R: Yes, but it#39;s hard to see how you can place such large orders. How could you turn over(銷磬)so many? (pause) We#39;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.
http://www.ardmore-hotel.com/【商務談判英語:老將初次過招談判】相關(guān)文章:
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