【文章內(nèi)容簡介】 ort.◆ Importer : Do you have any similar, but smaller, heaters? ◆ Exporter : Why don39。t you have a look at this one? This is our newest heater. ◆ Importer : How large is the fan? ◆ Exporter : It only has a fourinch blade, but it is made to rotate at high speeds. For its size it distributes the heat very rapidly. ◆ Importer : What are the prices on these models? ◆ Exporter : The large model goes for $, and the smaller unit is $. ◆ Importer : Are those prices the lowest you can offer? I don39。t know if those prices will work for us. ◆ Exporter : We might be able to offer you a 10% cut on your initial order. Ten percent off is about as low as we can go. ◆ Importer : That sounds more in line with what we can handle. ◆ Exporter : Well, let me check my figures and get back to you on it.Dialog 2Dan Smith是一位美國的健身用品經(jīng)銷商，此次是Robert Liu第一回與他交手。就在短短幾分鐘的交談中，Robert Liu既感到這位大漢粗獷的外表，藏有狡兔的心思——他肯定是沙場老將，自己絕不可掉以輕心。雙方第一回過招如下：D: I39。d like to get the ball rolling (開始) by talking about prices.R: Shoot. (洗耳恭聽) I39。d be happy to answer any questions you may have.D: Your products are very good. But I39。m a little worried about the prices you39。re asking.R: You think we about be asking for more? (laughs)D: (chuckles莞爾) That39。s not exactly what I had in mind. I know your research costs are high, but what I39。d like is a 25% discount.R: That seems to bfrom 商務(wù)談判實戰(zhàn)對話：商討價格來自學(xué)優(yōu)網(wǎng)ende a little high, Mr. Smith. I don39。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 ExecUciser, right?R: Yes, but it39。s hard to see how you can place such large orders. How could you turn over (銷磬) so many? (pause) We39。d need a guarantee of future business, not just a promise.D: We said we wanted 100pieces over a sixmonth 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.Robert回公司呈報Dan的提案后，老板很滿意對方的采購計劃；但在折扣方面則希望Robert能繼續(xù)維持強(qiáng)硬的態(tài)度，盡量探出對方的底線。就在這七上八下的價格翹翹板上，雙方是否能找到彼此地平衡點呢？請看下面分解：R: Even with volume sales, our coats for the ExecUCiser won39。t go down much.D: Just what are you proposing?D: That39。s a big change from 25! 1is beyond my negotiating limit. (pause) Any other ideas?R: I don39。t think I can change it right now. Why don39。t we talk again tomorrow?R: I hope so, Dan. My instructions are to negotiate hard on this deal but I39。m try very hard to reach some middle ground (互相妥協(xié)).D: I understand. We propose a structured deal (階段式和約). For the first six months, we get a discount of 20%, and the next six months we get 15%.R: Dan， I can39。t bring those numbers back to my office they39。ll turn it down flat (打回票).D: Then you39。ll have to think of something better, Robert.Dan上回提議前半年給他們二成折扣，后半年再降為一成半，經(jīng)Robert推翻后，Dan再三表示讓步有限。您知道Robert在這折扣縫隙中游走，如何才能摸出雙方都同意的數(shù)字呢？他從錦囊里又掏出什么妙計了呢？請看下面分解：R: How about 15% the first six months, and the second six months at 12%, with a guarantee of 300units?D: That39。s a lot to sell, with very low profit margins.D: (smiles) ., 17% the first six months, 14% for the second?R: Good. Let39。s iron out (解決) the remaining details. When do you want to take delivery (取貨) ?D: We39。d like you to execute the first order by the 31st.R: Let me run through this again: the first shipment for 150units, to be delivered in 27 days, by the 31st.D: Right. We couldn39。t handle much larger shipments.R: Fine. But I39。d prefer the first shipment to be 100units, the next 2015. The 31st is quite soon I can39。t guarantee 1500.D: I can agree to that. Well, if there39。s nothing else, I think we39。ve settled everything.R: Dan, this deal promises big returns (賺大錢) for both sides. Let39。s hope it39。s the beginning of a long and prosperous relationship.Dialog 3Smith: What do you have there,? Yang: Some of our new you like to have a look at the paterns? Smith:Yes,please. Yang: Here they are,. Smith: I like this printed much is it a yard? Yang:45 pence per yard. Cif London. Smith:Your price is higher than i can accept. Could you e down a little? Yang:What would you suggest? Smith:Could you make it 40pence per yard,CIF London? Yang:I39。m afraid we can39。 is the best price we can quote. Smith: Let39。s leave that for