商務英語談判案例對話

　　大家在學習商務英語口語時多積累經典句子，以專業的商務談判者出場，方能把握談判局勢。下面小編整理了，供你閱讀參考。

　　：例項對話

　　Dan Smith

　　是一位美國的健身用品經銷商，此次是

　　Robert Liu

　　第一回與他交手。就在短

　　短几分鐘的交談中，

　　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: I‘d like to get the ball rolling***開始***

　　by talking about prices.

　　R: Shoot.

　　***洗耳恭聽***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

　　莞爾*** 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 m

　　ake a profit

　　with those numbers

　　：情景對話

　　Dan上回提議前半年給他們二成折扣，後半年再降為一成半，經Robert推翻後，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字呢?他從錦囊裡又掏出什麼妙計了呢?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 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***解決***the remaining details. When do you want to take delivery***取貨***?

　　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***賺大錢***for both sides. Let's hope it's the beginning of a long and prosperous relationship.