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商务谈判: 价格谈判对话 Price Negotiation

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BUSINESS NEGOTIATION: Price Negotiation Dialogue - I
人物: D: David Smith      R: Richard Marx

D: I‘d like to get the ball rolling by 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 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, Richard, call me David. (pause) Well, if we promise future business--volume sales--that will slash your costs 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 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.


chuckle v.咯咯笑                  discount n.折扣
profit n.利润                        volume sales 大笔交易
slash v.削减,减少,降低       place an order 下单
turn over 营业额达                guarantee n.&v. 保证,担保
turn over a million dollars a year.
年营业额是一百万美元
shoot v. 开始讲话,常用于祈使句
I know you have sth to tell me, so shoot!
我知道你们有事要和我说,那就说吧!

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