商务英语谈判对话 02-05

Chapter 8

The Non-Dealer谈判傀儡

Dialog 1

It's frustrating to try to deal with a non-dealer.Regardless of what you offer,the non-dealer won't change their tune.It's like talking to a stone wall.Sometimes,this situation occures when you're dealing with someone ordered to negotiate with you,but without the authority to change the offer. The following dialog is typical of trying to deal with a non-dealer. Perter is the non-dealer,and Paula tries to get a better deal.

和谈判傀儡沟通会让人很有挫折感:不管你提供的条件,这种人都不会改变他们的语调;和他们说话就像和石头墙壁讲话一样.有时候这种情况会发生,是因为你的谈判对手是上层派来的,而他并没有什么更改条件的权限.下面这个对话是个典型的例子,范例中的人尽了全力,要改变那个谈判傀儡的立场.彼得是个谈判傀儡,宝拉尝试着获取更好的交易.

Peter:This is an excellent offer,I don't know why you don't just accept it.

Paula:It's not even close to reasonable,and you know it.

Peter:I know no such thing.Our selling price is within the appraised value.

Paula:Appraised by who? You? The owner?

Peter:That's correct. We studied the issue and determined the old value was far less than fair. The new value is much more realistic.

Paula:But there is not one single appraisal firm in town that agree with you.And none of them say they understand your formula.

Peter:Look,I'm not here to debate the formula that we use to set the price.

Our offer is what it is.If you think it's too much,then you don't have to buy.

Paula:It's not like we can just walk away from the property.We already have a serious investment in it.

Peter:Then,I suggest you accept our offer.Lots of people have.

Paula:The offer we made was ten times the old appraised value.

We figure that's more than fair.Why won't you accept that?

Peter:Because we don't think it's fair.We set a price according to our formula and we're going to stick by it.

Paula:That's ridiculous.No one can afford your price.Not even God has enough money to pay your price.