BEC商务英语辅导 你来我往价格战
2009-02-13来源:和谐英语
英文正文
Robert: Even with volume sales, our costs for the Exec-U-Ciser won't go down much.
Dan: Just what are you proposing?
Robert: We could take a cut on the price. But 25% would slash our profit margin. We suggest a compromise - 10%.
Dan: That's a big change from 25! 10 is beyond my negotiating limit. Any other ideas?
Robert: I don't think I can change it right now. Why don't we talk again tomorrow?
Dan: Sure. I must talk to my office anyway. I hope we can find some common ground on this. (next day) Robert, I've been instructed to reject the numbers you proposed; but we can try to come up with something else.
Robert: I hope so, Dan. My instructions are to negotiate hard on this deal - but I'm trying very hard to reach some middle ground.
Dan: I understand. We propose a structured deal. For the first six months, we get a discount of 20%, and the next six months we get 15%.
Robert: Dan, I can't bring those numbers back to my office - they'll turn it down flat.
Dan: Then you'll have to think of something better, Robert.
句型总结
Robert对于Dan的谈判。时而动之以情，时而晓之以理。这一切的虚虚实实，无非是希望能与对方达成折衷方案、完成交易。以下两则谈判技巧供需要注意：
A. 如何利用‘人称代名词'博取对方的好感
传递消息时，不要忘了随着消息的好坏，改变人称的使用。说坏消息时，利用"we"或"our"表示站在公司立场，或暗示这是公司的决定，而非个人意思。例如文中Robert说:"Our costs... Won't go down..."及"...would slash our profit margin."。再不然就抬出一个不在场的上司，表示奉命如此，请对方见谅自己的不得已。在说好消息或答应条件时，则尽量使用"I"或"my"，以拉近彼此距离，加强对方的好感，利于日后关系的发展。
B. 如何推测对方已到谈判的底限
尽管双方在谈判的过程中，会不时地嚷嚷‘这已经是价格的底限了'，其实通常都只是做做样子而已。经验之谈是当对方逐渐降低要求幅度时，就是快到价格底限的征兆了。请注意对方要求的幅度，当其逐渐降低到你心目中理想价格的边缘时，则离底限虽不中亦不远矣！
Robert: Even with volume sales, our costs for the Exec-U-Ciser won't go down much.
Dan: Just what are you proposing?
Robert: We could take a cut on the price. But 25% would slash our profit margin. We suggest a compromise - 10%.
Dan: That's a big change from 25! 10 is beyond my negotiating limit. Any other ideas?
Robert: I don't think I can change it right now. Why don't we talk again tomorrow?
Dan: Sure. I must talk to my office anyway. I hope we can find some common ground on this. (next day) Robert, I've been instructed to reject the numbers you proposed; but we can try to come up with something else.
Robert: I hope so, Dan. My instructions are to negotiate hard on this deal - but I'm trying very hard to reach some middle ground.
Dan: I understand. We propose a structured deal. For the first six months, we get a discount of 20%, and the next six months we get 15%.
Robert: Dan, I can't bring those numbers back to my office - they'll turn it down flat.
Dan: Then you'll have to think of something better, Robert.
句型总结
Robert对于Dan的谈判。时而动之以情，时而晓之以理。这一切的虚虚实实，无非是希望能与对方达成折衷方案、完成交易。以下两则谈判技巧供需要注意：
A. 如何利用‘人称代名词'博取对方的好感
传递消息时，不要忘了随着消息的好坏，改变人称的使用。说坏消息时，利用"we"或"our"表示站在公司立场，或暗示这是公司的决定，而非个人意思。例如文中Robert说:"Our costs... Won't go down..."及"...would slash our profit margin."。再不然就抬出一个不在场的上司，表示奉命如此，请对方见谅自己的不得已。在说好消息或答应条件时，则尽量使用"I"或"my"，以拉近彼此距离，加强对方的好感，利于日后关系的发展。
B. 如何推测对方已到谈判的底限
尽管双方在谈判的过程中，会不时地嚷嚷‘这已经是价格的底限了'，其实通常都只是做做样子而已。经验之谈是当对方逐渐降低要求幅度时，就是快到价格底限的征兆了。请注意对方要求的幅度，当其逐渐降低到你心目中理想价格的边缘时，则离底限虽不中亦不远矣！
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