外贸外语：经典商务英语谈判实例(1)

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