商务谈判实例（一）

Dan Smith是一位美国的健身用品经销商，此次是Robert Liu第一回与他交手．就在短短几分钟的交谈中，Robert Liu既感到这位大汉粗犷的外表，藏有狡兔的心思――他肯定是沙场老将，自己绝不可掉以轻心．双方第一回过招如下：

D: I'd like to get the ball rolling(开始)by talking about prices.

R: Shoot.(洗耳恭听)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 about be asking for more(laughs)

D: (chuckles莞尔) 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, Robert, call me Dan. (pause) Well, if we promise future business--volume sales(大笔交易)--that will slash your costs(大量减低成本)for making the Exec-U-ciser, right

R: Yes, but it's hard to see how you can place such large orders. How could you turn over(销磬)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.