商务英语谈判实战对话--四人组

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

1

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：

2

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. Anyother 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：

3

S: How do you do, Mr. Brown! T: How do you do, Mr. Simon!

S: How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?

T: That's a lot to sell, with very low profit margins.

S: It's about the best we can do, Tom Brown. We need to hammer something out today. If we go back empty-handed, we may be coming back to you soon to ask for a job.

T: OK .17% the first six months, 14% for the second?

S: Good. Let's iron out the remaining details. When do you want to take delivery?

T: We'd like you to execute the first order by the 31st.

S: Let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st.

T: Right. We couldn't handle much larger shipments.

S: 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.

T: I can agree to that. Well, if there's nothing else, I think we've settled everything.

S: Tom Brown, this deal promises big returns for both sides. Let's hope it's the beginning of a long and prosperous relationship.

T: OK, Let’s call it today.

S: Good Corporation.

4