商务谈判实例(一)

　　商务谈判实例(一)
　　DanSmith是一位美国的健身用品经销商，此次是RobertLiu第一回与他交手。就在短短几分钟的交谈中，RobertLiu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’dliketogettheballrolling（开始）bytalkingaboutprices.
　　R:Shoot.（洗耳恭听）I’dbehappytoansweranyquestionsyoumayhave.
　　D:Yourproductsareverygood.ButI’malittleworriedaboutthepricesyou’reasking.
　　R:Youthinkweaboutbeaskingformore?(laughs)
　　D:(chuckles莞尔)That’snotexactlywhatIhadinmind.Iknowyourresearchcostsarehigh,butwhatI’dlikeisa25%discount.
　　R:Thatseemstobealittlehigh,Mr.Smith.Idon’tknowhowwecanmakeaprofitwiththosenumbers.
　　D:Please,Robert,callmeDan.(pause)Well,ifwepromisefuturebusiness？？volumesales（大笔交易）？？thatwillslashyourcosts（大量减低成本）formakingtheExec-U-ciser,right?
　　R:Yes,butit’shardtoseehowyoucanplacesuchlargeorders.Howcouldyouturnover（销磬）somany?(pause)We’dneedaguaranteeoffuturebusiness,notjustapromise.
　　D:Wesaidwewanted1000piecesoverasix-monthperiod.Whatifweplaceordersfortwelvemonths,withaguarantee?
　　R:Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther.