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The essence of English business negotiation case（英语口语

精粹--商务谈判实例）

Business negotiation case.

Dan Smith, an American fitness dealer, is the first time Robert Liu has played with him. In just a few minutes of conversation, Robert Liu is the man felt rough appearance, mind - Jiaotu possession -- that he is certainly never let down their battlefield veteran. The two sides are the first:

D: I 'd, like, to, get, the, ball, rolling (start), by, talking, about, prices.

R: Shoot. (I d be happy ears) \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 That s not exactly smile) \know your research costs are high, but what I d like is a discount. 25%\

R:, That, seems, to, be, little, high, Mr., Smith., I, don, t, know, how, we, can, a, make, a,, profit, with, those, numbers.

D: Please, Robert, call me Dan. (pause) Well, if we promise future business -- volume sales (business) -- that will slash

your costs for making (reduce cost) the Exec-U-ciser, right?

R: Yes, but it s hard to see how \can place such large orders. How could you turn over so many (pin chime)? (pause) We d need a guarantee of\

D:, We, said, we, wanted,, pieces, over, a, six-month, period., What, if, we, place, orders, for, twelve, months,, with, a, guarantee?

R:, If, you, can, guarantee, on, paper, I, think, we, that, can, discuss, this, further.

When Robert returned to the company to submit a proposal for Dan, the boss was satisfied with the buyer's plan, but in terms of discounts, he hoped that Robert would continue to maintain a firm stance and try to find the bottom line of the other side. In the seven price seesaw seven or eight, whether the two sides can find each other to balance? Please see the following decomposition:

R:, Even, with, volume, sales, our, coats, for, the, Exec-U-Ciser, won, t, go, down, much.

D:, Just, what, are, you, proposing?

R:, We, could, take, a, cut (decrease), on, the, price., But,, would, slash, our, profit, margin (gross margin),.We, suggest, a, compromise - 10%.

D:, That, s, a, big, from, 25, 10, is, beyond, my, negotiating,

limit. (pause), Any, other, ideas, change?

R: I don \again tomorrow?\

D:, Sure., I, must, talk, to, my, office, anyway., I, hope, we, can, find, some, common,, ground (common belief) on this. NEXT DAY

D:, Robert, I, VE, been, instructed, to, the, numbers, you, proposed, but, we, can, try, reject, to, come, up,, with, else., some, thing

R:, I, hope, so, Dan., My, instructions, are, to, negotiate, hard, on, this, deal - but, I, m, try, very,, hard, to, reach, some, ground, middle, (compromise)

D: I understand.

我们提出了一个结构化的交易（阶段式和约）。在头六个月，我们得到20%的折扣，接下来的六个月我们得到15%。

R：丹，我不能把这些数字回到我的办公室――他们会把它放平（打回票）。

丁：那你就得想出更好的办法，罗伯特。

丹上回提议前半年给他们二成折扣，后半年再降为一成半，经罗伯特推翻后，丹再三表示让步有限。您知道罗伯特在这折扣缝隙中游走，如何才能摸出双方都同意的数字呢他从锦囊里又掏出什么妙计了呢