商务英语谈判实战对话——四人组
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商务谈判实战对话:商讨价格
演员表:Dora Smith 美国的健身用品经销商代表Tom Brown 美国健身用品公司经理
Nancy Wang 公司的采购部业务员
Simon Zhou 公司经理
第一场:( D: Dora N: Nancy )
Dora Smith是一位美国的健身用品经销商,此次是Nancy作为公司的采购部主管,第一回与他交手。就在短短几分钟的交谈中,Nancy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:
N: I'd like to get the ball rolling by talking about prices.
D: Shoot. I'd be happy to answer any questions you may have.
N: Your products are very good. But I'm a little worried about the prices you're asking.
D: You think we about be asking for more?
N: 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.
D: That seems to be a little high, Mr. Nancy. I don't know how we can make a profit with those numbers.
N: Well, if we promise future business - volume sales - that will slash your costs for making the Washing-machine, right?
D: Yes, but it's hard to see how you can place such large orders. How could you turn over so many? We'd need a guarantee of future business, not just a promise.
N: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?
D: If you can guarantee that on paper, I think we can discuss this further.
N: Never mind!
第二场:( D: Dora Smith S: Simon )
Nancy回公司呈报Dora Smith的提案后,老板Simon很满意对方的采购计划;但在折扣方面他则希望能继续维持强硬的态度,于是决定亲自出马,探出对方的底线。就在这七上八下的价格翘翘板上,双方是否能找到彼此地平衡点呢?请看下面分解:
S: Hi,Mrs. Dora Smith, Welcome to China! I am Simon Zhou, sales manager. It is a pleasure to see you here .How do you do?
D: How do you do, Mr. Simon! Long hearing of you!
S: A pleasure, even with volume sales, our coats for the Washing-machine won't go down much.
D: Just what are you proposing?
S: We could take a cut on the price. But 25% would slash our profit margin. We suggest a compromise -10%.
D: That's a big change from 25! 10 are beyond my negotiating limit. Any other Ideas?
S: 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 on this.
第二天
D: Mr. Tom, I've been instructed to reject the numbers you proposed; but we can try to come up with some thing else.
S: We hope so, Mrs. Dora. My instructions are to negotiate hard on this deal - but I'll try very hard to reach some middle ground.
D: I understand. We propose a structured deal. For the first six months, we get a discount of 20%, and the next six months we get 15%.
S: Mrs. Dora,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, Mr. Tom.
第三场:(T: Tom Brown S: Simon Zhou)
Dora Smith上回提议前半年给他们二成折扣,后半年再降为一成半,经Mr. Tom 推翻后,Dora Smith再三表示让步有限。最后双方的主管Simon Zhou和Tom Brown双双出席最后的谈判,最终谈判是否成功,请看: