文章作者 100test 发表时间 2007:07:26 11:59:30
来源 100Test.Com百考试题网
an Smith是一位美国的健身用品经销商,此次是Robert Liu第一回与他交手。就在短短几分钟的交谈中,Robert Liu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 d like to get the ball rolling(开始)by talking about prices.
R: Shoot.(洗耳恭听)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 about be asking for more?(laughs)
D: (chuckles莞尔) 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(大笔交易)――that will slash your costs(大量减低成本)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(销磬)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.
Robert回公司呈报Dan的提案后,老板很满意对方的采购计划;但在折扣方面则希望Robert能继续维持强硬的态度,尽量探出对方的底线。就在这七上七八的价格翘翘板上,双方是否能找到彼此地平衡点呢?请看下面分解:
R: Even with volume sales, our coats for the Exec-U-Ciser won t go down much.
D: Just what are you proposing?
R: We could take a cut(降低)on the price. But 25% would slash our profit margin(毛利率)。We suggest a compromise――10%.
D: That s a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas?
R: I don t think I can change it right now. Why don t we talk again tomorrow?
D: Sure. I must talk to my office anyway. I hope we can find some common ground(共同信念)on this.
NEXT DAY
D: Robert, I ve been instructed to reject the numbers you proposed; but we can try to come up with some thing else.
R: I hope so, Dan. My instructions are to negotiate hard on this deal――but I m try very hard to reach some middle ground(互相妥协)。
D: I understand. We propose a structured deal(阶段式和约)。 For the first six months, we get a discount of 20%, and the next six months we get 15%.
R: Dan, I can t bring those numbers back to my office――they ll turn it down flat(打回票)。
D: Then you ll have to think of something better, Robert.
Dan上回提议前半年给他们二成折扣,后半年再降为一成半,经Robert推翻后,Dan再三表示让步有限。您知道Robert在这折扣缝隙中游走,如何才能摸出双方都同意的数字呢?他从锦囊里又掏出什么妙计了呢?请看下面分解:
R: How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?
D: That s a lot to sell, with very low profit margins.
R: It s about the best we can do, Dan. (pause) We need to hammer something out (敲定)today. If I go back empty-handed, I may be coming back to you soon to ask for a job. (smiles)
D: (smiles) O.K., 17% the first six months, 14% for the second?!
R: Good. Let s iron out(解决)the remaining details. When do you want to take delivery(取货)?
D: We d like you to execute the first order by the 31st.
R: Let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st.
D: Right. We couldn t handle much larger shipments.
R: Fine. But I d prefer the first shipment to be 1000 units, the next 2000. The 31st is quite soon —— I can t guarantee 1500.
D: I can agree to that. Well, if there s nothing else, I think we ve settled everything.
R: Dan, this deal promises big returns(赚大钱)for both sides. Let s hope it s the beginning of a long and prosperous relationship.
今天Robert的办公室出现了一个生面孔――Kevin Hughes,此人代表美国一家运动产品公司,专程来台湾寻找加工。接洽的加工产品市运动型"磁质石膏护垫",受伤的运动员包上这种产品上场比赛,即可保护受伤部位,且不妨碍活动。现在,我们就来看看两人的会议现况:
R: We found your proposal quite interesting, Mr. Hughes. We d like to weigh the pros and cons(衡量得失)with you.
K: Mr. Robert Liu, we ve looked all over Asia for a manufacturer; your company is one of the most suitable.
R: If we can settle a number of basic questions, I m confident in saying that we are the most suitable for your needs.
K: I hope so. And what might be the basic questions you have?
R: First, do you intend to take a position in(投资于……)our company?
K: No, we don t, Mr. Liu. This is just OEM.
R: I see. Then, the most important thing is the size of your orders. We ll have to invest a great deal of money in the new production process.
K: If you can guarantee continuing quality, we can sign a commitment for 75,000 pieces a year, for five years.
R: At U.S. $1000 a piece, we ll make an average return of just 4%. That s too great a financial burden for us.
K: I ll check the number later, but what do you propose?
R: Here s how you can demonstrate commitment to this deal. Make it ten years, increase the unit price, and provide technology transfer.
Robert在前面的谈判最后提出签约十年的要求,Kevin会不会答应呢?如果答案是否决的话,Robert又有何打算?他一心为公司的利益打算,极力争取技术转移地协定,而对方会甘心出让此项比金钱更珍贵的资产吗?请看以下分解:
K: We can t sign any commitment for ten years. But if your production quality is good after the first year, we could extend the contract and increase our yearly purchase.
R: That sounds reasonable. But could you shed some light on(透露)the size of your orders?
K: If we are happy with your quality, we might increase our purchase to 100,000 a year, for a two-year period.
R: Excuse me, Mr. Hughes, but it seems to me we re giving up too much in this case. We d be giving up the five-year guarantee for increased yearly sales.
K: Mr. Liu, you ve got to give up something to get something.
R: If you re asking us to take such a large gamble(冒险)for just two year s sales, I m sorry, but you re not in our ballpark(接受的范围)。
K: What would it take to keep Pacer interested?
R: A three-year guarantee, not two. And a qualilty inspection(质量检查)tour after one year is fine, but we d like some of our personnel on the team.
src="/sws/js/wxgg.js">
相关文章
外贸商务英语第一篇常用商务谈判英语对话:介绍篇
外贸商务英语第一篇:商务谈判英语必备30句
外贸商务英语第一篇:商务谈判英语实例
外贸商务英语第一篇:有关商务谈判的会话实例
外贸商务英语第一篇:商务谈判实用语
外贸商务英语第一篇:如何与老外进行英语商务谈判
外贸商务英语第一篇:商务谈判对话之介绍篇
外贸商务英语第一篇:商务英语函电书信文体
澳大利亚华人论坛
考好网
日本华人论坛
华人移民留学论坛
英国华人论坛