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1、买方 :国（G）清（Q）卖方：桦（H） 明（ M）G: I d like to get the ball rolling （开始）by talking about prices.H: Shoot. （洗耳恭听）I d be happy to answer any questions you mayhave.G: Your products are very good. But I m a little worried about the pricesyou re asking.M: You think we about be asking for more?（laughs）G: （chuckl
2、es 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.H: That DISCOUNT seems to be a little high, Miss. Lin . I don t know how we can make a profit with those numbers.G: Please, HUA, call me LIN SHANG. （pause）Well, if we promise futur
3、e businessvolume sal e（St 笔交易）thatwill slash your costs （大量减低成本）for making the product, right?H: 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 offuture business, not just a promise.Q: We said we wanted 1000 pieces ov
4、er a six-month period. What if we place orders for twelve months, with a guarantee?M: If you can guarantee that on paper, I think we can discuss this further.H: Even with volume sales, our coats for the productwon t go downmuch.Q: Just what are you proposing?M: We could take a cut （降低）on the price.
5、But 25% would slash ourprofit margin （毛利率）.We suggest a compromise 10%.G: That s a big change from 25! 10 is beyond my negotiating limit.（pause） Any other ideas?H :I wish I could cut my price, even as a personal favor for you, but myhands are tied. My money people tell me this is our bottom line.就算帮
6、你个忙，我也希望能够降价，但我无能为力。财务人员告诉我这是底价。It's only because you're such a good customer that I'm willing to offer you this price.因为你是这么好的客户，我才愿意提供你这个价格。Q :Thank you, HUA. I really appreciate that. It's just more than I'm authorized to pay.谢谢你，鲍伯，我真的很感谢，不过这个价格超过了我的权限。I guess the only thing
7、to do now is call a halt to this negotiation and part, friend.我想现在惟一能做的就是停止谈判，然后分道扬镀吧。M :What do you mean?什么意思？Q: True, everyone raised his/her prices but you seem to be at the high end of the scale. 没错，每一家厂商都提高了价格，但你们似乎是最贵的 G: BUT, we have a budget we have to stay under, so we'll have to shop a
8、round some more.我们有一定的预算限制，所以我只好去别家问问看。M:I sure hate to see you go across the street. We've had a good relationship for MANY years.我很不希望看你找别家，我们的良好合作关系已经维持多年了。G :These things happen.这种事是难免的。Q: WE have some other suppliers I can visit on this trip, so I have to get moving.我这次来，也可以顺路去拜访其他厂商，所以我该走了
9、。H: wait , wait , don' t be so hurry ,ok.(pause)Sure. I don 't think I can change it ri ght now. I must talk to my office anyway.（共同信念）on this. WhyH:ok! I hope we can find some common ground don ' t we talk again tomorrow?G:that ' s good!NEXT DAYG:WE ve been instructed to reject the
10、numbers you proposed; but we can try to come up with some thing else.H: I hope so, LIN SHANG. My instructions are to negotiate hard on this deal but I m try very hard to reach some middle ground（互相妥协）.Q: I understand. We propose a structured deal （阶段式和约）. For the firstsix months, we get a discount o
11、f 20%, and the next six months we get 15%.M: QING , I can t bring those numbers back to my office they ll turn itdown flat （打回票）.Q: Then you ll have to think of something better, Robert.H: How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?G: That
12、9;s a lot to sell, with very low profit margins.H: It's about the best we can do, LIN SHANG. （pause）We need to hammer something out （敲定）today. If WE go backempty-handed, WE may be coming back to you soon to ask for a job. （smile TO MING）G: （smiles） O.K., 17% the first six months, 14% for the sec
13、ond?!M: Good. Let's iron out （ 解决） the remaining details. When do you want to take delivery （取货）?（LIN 指示 QING）Q: We'd like you to execute the first order by the 31st.H: Let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st.G: Right. We coul
14、dn't handle much larger shipments.H: 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.Q: I can agree to that. Well, if there's nothing else, I think we've settled everything.M: this deal promises big returns （赚大钱）for both sides. Let's hope it'sthe beginning of a long and prosperous relationship.