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 cuton the price. But 25% would slash our profit margin.We suggest a compromise――10%.
D: That‘s a big change from 25! 10 is beyond my negotiating limit. Any other ideas?
R: 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 groundon this.
NEXT DAY
D: Robert, I‘ve been instructed to reject the numbers you proposed; but we can try to come up with some thing else.
R: I hope so, Dan. My instructions are to negotiate hard on this deal――but I‘m 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%.
R: Dan, I can‘t bring those numbers back to my office――they‘ll turn it down flat.
D: Then you‘ll have to think of something better, Robert.
Dan Smith是一位美国的健身用品商家，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――他一定是沙场老将，自己绝不可掉以轻心。双方第一回过招如下：
D: I‘d like to get the ball rollingby talking about prices.
R: Shoot.I‘d be happy to answer any questions you may 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?
D: That‘s not exactly what I had in mind. I know your research cosplayts are high, but what I‘d like is a 25% discount.
R: That seems to be a little high, Mr. Smith. I don‘t know how we can make a profit with those numbers.
D: Please, Robert, call me Dan. Well, if we promise future business――volume sales――that will slash your cosplaytsfor making the Exec-U-ciser, right?
R: Yes, but it‘s hard to see how you can place such large orders. How could you turn overso many? We‘d need a guarantee of future business, not just a promise.
D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?
R: If you can guarantee that on paper, I think we can discuss this further.
M: Mr. Liu, what kinds of sales do you think youcould get?
R: Well, to begin with, we'd have to insist on soleagency in Taiwan. We believe we could spike sales by 30% to 40% in the first year. Butcertain conditions would have to be met.
M: What kinds of conditions?
R: We'd need your full technical and marketing support.
M: Could you explain what you mean by that?
R: We'd like you to give training to our technical staff; we'd also like you to pay a fee forafter-sales service.
M: It's no problem with the training. As for service support, we usually pay a yearly fee, peggedtototal sales.
R: Sounds OK, if we can come to terms on how much is fair. As for marketingsupport, we would like you to assume 50% of all cosplayts.
M: We'd prefer 40%. Many customers learn about our products through internationalmagazines, trade shows, and so on. We pick up the tabfor that, but you get the salesin Taiwan.
R: We'll think about it, and talk more tomorrow.
M: Fine. We'd like you to tell us about your marketing plans.
A: Are you ready to place your order now ?
B: The order will be mailed to you next week .
A: Is it going to the head office ?
B: No, I think it is going to be mailed to your local branch .
A:你们筹备好下订单了吗?
B:下星期就寄给你们。
A:寄到总公司?
B:不，寄到分社。
A: Thank you very much for the order .
B: We appreciate your fast service .
A: We do the best we can .
B: We’ll be calling you again next month .
A:谢谢你的订货。
B:麻烦你会尽力处置，谢谢。
A:大家会尽力而为。
B:下个月大家会再打电话给你。
A: We haven’t received your order yet.
B: It was mailed last week .
A: I’ll check the office one more time .
B: And I’ll see if there was any mistake on our end .
A:你的订单大家还没有收到。
B:上个礼拜大家还没有收到。
A:我再跟公司查一下。
B:我这边也会看看是不是有哪些差错。
