商务谈判实例(一)_English行业英语网
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商务谈判实例(一)

2024-03-29 发布
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: I d like to get the ball rollingby talking about prices.

R: Shoot.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?

D: 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. Well, if we promise future business??volume1 sales??that will slash2 your costsfor 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 overso many? 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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