1、(1) Dan Smith是一位美國的健身用品經銷商，此次是 Robert Liu第一回與他交手。就在短短幾分鐘的交談中，Robert Liu既感到這位大漢粗獷的外表，藏有狡兔的心 思一一肯定是沙場老將，自己絕不可掉以輕心。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

2、 worried about the prices youre asking.R: You thi nk we about be ask ing for more?（laughs）D: （chuckles 莞爾）That snot exactly what I had in mind. | I know your re search costs are high, but what I d like is a 25% discou nt.R: That seems to be a little high, Mr. Smith. I don t know how we can m ake a p

3、rofit with those nu mbers.D: Please, Robert, call me Dan. （pause） Well, if we promise future bus in ess olume sales （大筆交易）一iat 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 c ould you turn over（銷磬）so many? （pause

4、） Wed n eed a guara ntee of future bus in ess, not just a promise.D: We said we wan ted 1000 pieces over a six-m onth period.What if we place orders fortwelve mon ths, with a guara ntee?R: If you can guara ntee that on paper, I think we can discuss this further.例(2) Robert回公司呈報 Dan的提案后，老板很滿意對方的采購計劃；

5、但在折扣方面則希望Robert能繼續維持強硬的態度，盡量探出對方的底線。就在這七上七八的價格翹翹板 上，雙方是否能找到彼此地平衡點呢？請看下面分解:Even with volume sales, our coats for the Exec-U-Ciser wont go down much.D: Just what are you proposing?R: We could take a cut（降低）on the price. | But 25% would slash our prof it margin （毛利率） .We suggest a compromise%.D: That s

6、 a big change from 25! 10 is beyond my negotiating limit. （pau se） Any other ideas?R: I don t think I can change it right now.Why don t we talk again to morrow?D: Sure. I must talk to my office any way.I hope we can find some com mon gro und（共同信念）on this.NEXT DAYD: Robert, I Ve bee n in structed to

7、reject the nu mbers you proposed; but we can try tocome up with some thing else.R: I hope so, Dan. | My in struct ions are to n egotiate hard on this dea lut I m try veryhard to reach some middle ground（互相妥協）D: I un dersta nd. We propose a structured deal （階段式和約）.For the fir st six mon ths, weget a

8、disco unt of 20%, and the next six mon ths we get 15%.R: Dan, I can t bring those numbers back to my office一iey If turn it down flat（打回票）D: Then you II have to think of something better, Robert.實例（3） Dan上回提議前半年給他們二成折扣，后半年再降為一成半，經Robert推翻后，Da n再三表示讓步有限。您知道 Robert在這折扣縫隙中游走，如何才能摸出雙方都 同意的 數字呢？他從錦囊里又掏出什么

9、妙計了呢？請看下面分解：R: How about 15% the first six mon ths, and the sec ond six mon ths at 12%, with a guara ntee of 3000 un its?D: Thats a lot to sell, with very low profit margins.R: Its about the best we can do, Dan. | (pause) We need to hammer somethi ng out (敲定) today. If I go back empty-handed, I may

10、be coming back to you soon to ask for a job.(smiles)D: (smiles) OK, 17% the first six mon ths, 14% for the seco nd?!R: Good. Lets iron out(解決)the remaining details. When do you want t o take delivery(取貨)?D: Wed like you to execute the first order by the 31st.R: Let me run through this aga in: the fi

11、rst shipme nt for 1500 un its, to be delivered in 27days, by the 31st.D: Right. | We could nt han dle much larger shipme nts. |R: Fine. But Id prefer the first shipment to be 1000 units, the next 20 00.The 31st is quitesoon I cant guara ntee 1500.D: I can agree to that. Well, if theres nothing else,

12、 I think weve settied everyth ing.R: Dan, this deal promises big returns （賺大錢）for both sides. Lets ho pe its thebegi nning of a long and prosperous relatio nship.商務談判對話英語實例（4）今天Robert的辦公室出現了一個生面孔一一BEN ,此人代表 美國一家運動產品公司，專程來臺灣尋找加工。接洽的加工產品市運動型“磁質石膏護墊”， 受傷的運 動員包上這種產品上場比賽，即可保護受傷部位，且不妨礙活動。現在，我們就 來看看 兩人的會議現

13、況：R: We found your proposal quite interesting, Mr. | Hughes. Wed like to we igh the pros and cons （衡量得失） with you. e.K: Mr. Robert Liu, weve looked all over Asia for a manufacturer; your company is one of the most suitable.R: If we can settle a nu mber of basic questi ons, Im con fide nt in say ing

14、that we are themost suitable for your n eeds.K: I hope so. | And what might be the basic questions you have?R: First, do you intend to take a position in（投資于 ?） our company? K: No, we dont,Mr. Liu. This is just OEM.R: I see.Then, the most important thing is the size of your orders. | We ll have to i

15、nvest a great deal of money in the new product ion process.K: If you can guara ntee con ti nuing quality, we can sig n a commitme nt for 75,000 pieces ayear, for five years.R: At U.S.| $1000 a piece, well make an average return of just 4%.That s too great a finan cial burde n for us.K: ni check the

16、nu mber later, but what do you propose?R: Heres how you can dem on strate commitme nt to this deal. Make it ten y ears,in crease the unit price, and provide tech no logy tran sfer.K: Mr. Robert Liu, weve look ed all over Asia for a manufacturer; your company is one ofthe most suitabl商務談判對話英語實例（5） Ro

17、bert在前面的談判最后提出簽約十年的要求，Kevin會不會答應呢？如果答案是 否決的話，Robert又有何打算？他一心為公司的利益打算，極力爭取技術轉移地協定，而對方會甘心出讓此項比金錢更珍貴的資產嗎？請看以下分解：K: We cant sig nany commitme nt for ten years.But if your producti on quality is goodafter the first year, we could exte nd the con tract and in creas e our yearly purchase.R: That sounds rea

18、son able. But could you shed some light on （透露）the s ize of your orders?K: If we are happy with your quality, we might in crease our purchase to 100,000 a year,for a two-year period.R: Excuse me, Mr. Hughes, but it seems to me were giving up too much in thiscase. Wed be givi ng up the five-year guara ntee for in creased yearly s ales.K: Mr.| L