商务谈判:久经沙场的老将初次过招
概要: more? (laughs)D: (chuckles) Thats not exactly what I had in mind. I know your research costs are high, but what Id like is a 25% discount.R: That seems to be a little high, Mr. Smith. I dont 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(大笔交易)--that will slash your costs(大量减低成本)for making the Exec-U-ciser, right?R: Yes, but its hard to see how you can place such large orders. How could you turn over(销磬)so many? (pause) Wed need a guarantee of future bus
商务谈判:久经沙场的老将初次过招,http://www.dxs51.comDan Smith是一位美国的健身用品经销商,来向Robert Liu的公司采购货品。这是他们第一次交手。在短短几分钟的交谈中,双方都感到对方是久经沙场的老将。谈判就在拉锯中开始了。双方第一回过招如下:
D: Id like to get the ball rolling(开始)by talking about prices.
R: Shoot(洗耳恭听)。 Id be happy to answer any questions you may have.
D: Your products are very good. But Im a little worried about the prices youre asking.
R: You think we should be asking for more? (laughs)
D: (chuckles) Thats not exactly what I had in mind. I know your research costs are high, but what Id like is a 25% discount.
R: That seems to be a little high, Mr. Smith. I dont 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(大笔交易)--that will slash your costs(大量减低成本)for making the Exec-U-ciser, right?
R: Yes, but its hard to see how you can place such large orders. How could you turn over(销磬)so many? (pause) Wed 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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