商務談判英語：初次過招

　　Dan Smith是一位美國的健身用品經銷商，來向Robert Liu的公司采購貨品。這是他們第一次交手。在短短幾分鐘的`交談中，雙方都感到對方是久經沙場的老將。談判就在拉鋸中開始了。雙方第一回過招如下：

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

　　R： Shoot(洗耳恭聽)。 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 should be asking for more? (laughs)

　　D： (chuckles) 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.

　　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. (pause) Well, if we promise future business——volume sales(大筆交易)——that will slash your costs(大量減低成本)for 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 over(銷磬)so many? (pause) 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.

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