商務(wù)談判：初次過(guò)招
Dan Smith是一位美國(guó)的健身用品經(jīng)銷商，來(lái)向Robert Liu的公司采購(gòu)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(duì)方是久經(jīng)沙場(chǎng)的老將。談判就在拉鋸中開始了。雙方第一回過(guò)招如下：
D： I'd like to get the ball rolling（開始）by talking about prices.
R： Shoot（洗耳恭聽(tīng)）。 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 should be asking for more？ （laughs）
D： （chuckles） 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
Dan Smith是一位美國(guó)的健身用品經(jīng)銷商，來(lái)向Robert Liu的公司采購(gòu)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(duì)方是久經(jīng)沙場(chǎng)的老將。談判就在拉鋸中開始了。雙方第一回過(guò)招如下：
D： I'd like to get the ball rolling（開始）by talking about prices.
R： Shoot（洗耳恭聽(tīng)）。 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 should be asking for more？ （laughs）
D： （chuckles） 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