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 may have.
G: Your products are very good. But I‘m a little worried about the prices you‘re asking.
M: You think we about be asking for more?(laughs)
G: (chuckles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% ordH: 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 future business――volume sales(大笔交易)――that will 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 of future business, not just a promise.
Q: We said we wanted 1000 pieces over 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 product won‘t go down much.
Q: Just what are you proposing?
M: We could take a cut(降低)on the price. But 25% would slash our profit margin(毛利率) 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 my hands are tied. My money people tell me this is our bottom line.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。
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 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，然后分道扬镳吧。
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 around 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。
H: wait，wait，don’t be so hurry ,ok.(pause)
Sure. I don‘t think I can change it right now. I must talk to my office anyway.
H:ok! I hope we can find some common ground(共同信念)on this. Why don‘t we talk again tomorrow?
G:that’s good!
NEXT DAY
G:WE‘ve been instructed to reject the 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 first six months, we get a discount of 20%, and the next six months we get 15%.
M: QING, I can‘t bring those numbers back to my office――they‘ll turn it down 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'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 back empty-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 second?!
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 couldn'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's the beginning of a long and prosperous relationship.
