商務談判實例(一)

DanSmith是一位美國的健身用品經銷商，此次是RobertLiu第一回與他交手。就在短短幾分鐘的交談中，RobertLiu既感到這位大漢粗獷的外表，藏有狡兔的心思――他肯定是沙場老將，自己絕不可掉以輕心。

雙方第一回過招如下：

D:I'dliketogettheballrolling（開始）bytalkingaboutprices.
R:Shoot.（洗耳恭聽）I'dbehappytoansweranyquestionsyoumayhave.
D:Yourproductsareverygood.ButI'malittleworriedaboutthepricesyou'reasking.
R:Youthinkweaboutbeaskingformore?(laughs)
D:(chuckles莞爾)That'snotexactlywhatIhadinmind.Iknowyourresearchcostsarehigh,butwhatI'dlikeisa25%discount.
R:Thatseemstobealittlehigh,Mr.Smith.Idon'tknowhowwecanmakeaprofitwiththosenumbers.
D:Please,Robert,callmeDan.(pause)Well,ifwepromisefuturebusiness――volumesales（大筆交易）――thatwillslashyourcosts（大量減低成本）formakingtheExec-U-ciser,right?
R:Yes,butit'shardtoseehowyoucanplacesuchlargeorders.Howcouldyouturnover（銷磬）somany?(pause)We'dneedaguaranteeoffuturebusiness,notjustapromise.
D:Wesaidwewanted1000piecesoverasix-monthperiod.Whatifweplaceordersfortwelvemonths,withaguarantee?
R:Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther