商务ENGLISH谈判实例（一）
Dan 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：
# `4 A g* a" @# @D: I'd like to get the ball rolling(开始)by talking about prices.* G% ^7 ?# ?" A# n. j" R
R: Shoot.(洗耳恭听)I'd be happy to answer any questions you may have.
( H7 Y) A ~7 Q9 |" K4 JD: Your products are very good. But I'm a little worried about the prices you're asking.
( w3 O- \0 U9 H9 F& ?% s. DR: You think we about be asking for more?(laughs)9 \' A( A! z! F6 Q ]" |+ P1 W
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.
5 L; p2 y: j; n& h1 ^% W: SR: That seems to be a little high, Mr. Smith. I don't know how we can make a profit with those numbers.
) }1 n1 K5 |& DD: 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?. z: t/ v: T# F& ^
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.# A. i" R! p* c+ D* p3 E V
D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?
$ Z' t4 v3 |) U& g* [R: If you can guarantee that on paper, I think we can discuss this further.
