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1、买方:国(G)清(Q)卖方:桦(H)明(M)G: Idliketogettheballrolling(开始)bytalkingaboutprices.H: Shoot.(洗耳恭听)Idbehappytoansweranyquestionsyoumayhave.G:Yourproductsareverygood.ButImalittleworriedaboutthepricesyoureasking.M:Youthinkweaboutbeaskingformore?(laughs)G: (chuckles莞尔)ThatsnotexactlywhatIhadinmind.Iknowyourrese

2、archcostsarehigh,butwhatIdlikeisa25%discount.H: ThatDISCOUNTseemstobealittlehigh,Miss.Lin.Idontknowhowwecanmakeaprofitwiththosenumbers.G: Please,HUA,callmeLINSHANG.(pause)Well,ifwepromisefuturebusinessvolumesalet笔交易)thatwillslashyourcosts(大量减低成本)formakingtheproduct,right?H: Yes,butitshardtoseehowyou

3、canplacesuchlargeorders.Howcouldyouturnover(销磬)somany?(pause)Wedneedaguaranteeoffuturebusiness,notjustapromise.Q:Wesaidwewanted1000piecesoverasix-monthperiod.Whatifweplaceordersfortwelvemonths,withaguarantee?M:Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther.H:Evenwithvolumesales,ourcoatsf

4、ortheproductwontgodownmuch.Q:Justwhatareyouproposing?M:Wecouldtakeacut(降低)ontheprice.But25%wouldslashourprofitmargin(毛禾率).Wesuggestacompromise10%.G: Thatsabigchangefrom25!10isbeyondmynegotiatinglimit.(pause)Anyotherideas?H:IwishIcouldcutmyprice,evenasapersonalfavorforyou,butmyhandsaretied.Mymoneypeo

5、pletellmethisisourbottomline.就算帮你个忙,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。ItsonlybecauseyouresuchagoodcustomerthatImwillingtoofferyouthisprice.因为你是这么好的客户,我才愿意提供你这个价格。Q:Thankyou,HUA.Ireallyappreciatethat.ItsjustmorethanImauthorizedtopay.谢谢你,鲍伯,我真的很感谢,不过这个价格超过了我的权限。Iguesstheonlythingtodonowiscallahalttothisnego

6、tiationandpart,friend.我想现在惟一能做的就是停止谈判,然后分道扬镀吧。M:Whatdoyoumean?什么意思?Q:True,everyoneraisedhis/herpricesbutyouseemtobeatthehighendofthescale.没错,每一家厂商都提高了价格,但你们似乎是最贵的G:BUT,wehaveabudgetwehavetostayunder,sowellhavetoshoparoundsomemore.我们有一定的预算限制,所以我只好去别家问问看。M:Isurehatetoseeyougoacrossthestreet.Wevehadago

7、odrelationshipforMANYyears.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:Thesethingshappen.这种事是难免的。Q:WEhavesomeothersuppliersIcanvisitonthistrip,soIhavetogetmoving.我这次来,也可以顺路去拜访其他厂商,所以我该走了。H: wait,wait,dontbesohurry,ok.(pause)(共同信念)onthis.WhySure.IdontthinkIcanchangeitrightnow.Imusttalktomyofficeanyway.H:ok!Ihopewe

8、canfindsomecommongrounddontwetalkagaintomorrow?G:thatsgood!NEXTDAYG:WEvebeeninstructedtorejectthenumbersyouproposed;butwecantrytocomeupwithsomethingelse.H:Ihopeso,LINSHANG.MyinstructionsaretonegotiatehardonthisdealbutImtryveryhardtoreachsomemiddleground(互相妥协)Q:Iunderstand.Weproposeastructureddeal(阶段

9、式和约).Forthefirstsixmonths,wegetadiscountof20%,andthenextsixmonthsweget15%.M:QING,Icantbringthosenumbersbacktomyofficetheyllturnitdownflat(打回票).Q:Thenyoullhavetothinkofsomethingbetter,Robert.H:Howabout15%thefirstsixmonths,andthesecondsixmonthsat12%,withaguaranteeof3000units?G:Thatsalottosell,withvery

10、lowprofitmargins.H:Itsaboutthebestwecando,LINSHANG.(pause)Weneedtohammersomethingout(敲定)today.IfWEgobackempty-handed,WEmaybecomingbacktoyousoontoaskforajob.(smileTOMING)G: (smiles)O.K.,17%thefirstsixmonths,14%forthesecond?!M:Good.Letsironout(解决)theremainingdetails.Whendoyouwanttotakedelivery(取货)?(LIN指示QING)Q:Wedlikeyoutoexecutethefirstorderbythe31st.H: Letmerunthroughthisagain:thefirstshipmentfor1500units,tobedeliveredin27days,bythe31st.G:Right.Wecouldnthandlemuchlargershipments.H:Fine.ButIdpreferthefirstshipmenttobe1000units,thenext2000.The31stisquitesoon-Icantguarantee1500.Q

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