商務英語實戰之經典商務談判句式
Dan Smith是一位美國的健身用品經銷商，此次是Robert Liu第一回與他交手。就在短短幾分鐘的`交談中，Robert Liu既感到這位大漢粗獷的外表，藏有狡兔的心思――他肯定是沙場老將，自己絕不可掉以輕心。雙方第一回過招如下：
D： I’d like to get the ball rolling(開始)by talking about prices。
R： Shoot.(洗耳恭聽)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。
R： You think we about be asking for more?(laughs)
D： (chuckles莞爾) 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(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’s hard to see how you can place such large orders. How could you turn over(銷磬)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
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