国际商务谈判

Unit1 Preparing the ground

Version 1

ANDREW：You sure you don't want one, Karen?

KAREN：Not for me.

ANDREW：Of course, I don't know Francoise at all, but you've got to be on your guard with Sean. I told you about negotiating with him in Dallas two years ago, didn't I?

KAREN: I'm sure you did, Andrew. Can we just focus on the final package? We mustn't get stuck on the price. They're going to want to knock us down, but we have got some room to manoeuvre.

ANDREW: That's right. Sean was Head of Procurement at TEC in Atlanta. KAREN: What we must keep in mind is a fall-back position if they push us on staff cuts.

ANDREW: Oh, we don't need to worry about that, Karen. We'll just play it by ear. Sean, how are you?

SEAN: Good to see you again, Andrew. Atlanta,wasn't it?

ANDREW: Dallas, actually.

SEAN: Right, three years ago.

ANDREW: Two.

SEAN: Yeah, Sure. You two know each other, right?

FRANCOISE: You must be Karen Black. I'm Francoise Quantin. Welcome to Levien.

KAREN: We've spoken on the phone, haven't we? This is Andrew Carter, our Export Sales Executive.

ANDREW: Sorry, I thought you two already knew each other.

SEAN: Well, we all know each other now. Can we…?

FRANCOISE: Before we start, would you like a coffee?

KAREN: That would be nice.

FRANCOISE: Milk?

KAREN: Yes, please.

Version 2

ANDREW: There you go.

KAREN: Thanks.

ANDREW: So, we'll wait for them to respond to our proposal.

KAREN: Yes, we know that the staff cuts and the price are the main issues, but we'd better let them set the agenda.

ANDREW: And you'd still like me to do the presentation?

KAREN: That's what we head-hunted you for, Andrew.

ANDREW: And you'll watch for their reactions and…

KAREN: And deal with any questions.Yes.

ANDREW: Be careful with Sean, Karen. He drives a hard bargain. KAREN: I'm sure I can handle him.We're in for a long day, aren't we? ANDREW: Well, you did pack a toothbrush, didn't you?

FRANCOISE: Sorry to have kept you waiting.You must be Karen Black. I'm Francois Quantin and this is Sean Morrissey.

SEAN: Good to meet you, Karen. Francoise, this is my old sparring partner, Andrew Carter.

FRANCOISE: Nice to meet you, Andrew. How was your flight? KAREN: Excellent. Less than an hour.

ANDREW: Hardly time for the breakfast they serve.

FRANCOISE: What about a coffee then, before we start?

SEAN:Yeah, you can bring it through.

FRANCOISE: There's no need to hurry. Karen?

SEAN: Andrew, you'll have another one?

ANDREW: Please. Milk, three sugars.

FRANCOISE: Sit down, please

ANDREW: Are you missing the States, Sean?

SEAN:Yeah, I'm missing the kids and my wife. Andrew and I negotiated a deal in Dallas two years ago.

Andrew:Yes, quite a marathon -thirty-six hours, wasn't it?

SEAN: Andrew, if a job's worth doing, it's worth doing well. FRANCOISE: Perhaps we had better start now.