Jennifer要进军美加市场，经过数星期的信件传真往来，终于与一家加拿大的中盘经销商，Standard家用电器，约好了当面商谈合作的可能性。Jennifer与买家首度会面，不但要说明公司目前的计划，还要告诉对方自己在此商谈中所扮演的角色。

Good afternoon. It's a pleasure to finally meet you. I'm Jennifer Wong from Action Appliances. I hope the two of you had a pleasant flight. Please take a seat.

As you know, Action is looking to expand into western Canada and the United States. What we need to get our foot in the door is a well-known distributor. To be perfectly¹ honest, it would be quite a head start for us if we could secure a deal with a respected distributor like you, Standard Suppliers.

I'll be responsible for the first round of negotiations³ here in Taipei. I hope we can make some definite headway during your stay in Taiwan. As the stakes get higher, so to speak, my supervisor⁴, Mr. Cheng, will join us at the bargaining table.

And now, I'm sure you must have questions.

两位中午好，很高兴终于与你们会面了。我是Action电器的Jennifer Wong，我希望两位一路旅程还算顺利，请坐。

您也知道，Action希望能将市场扩展到加拿大西部及美国，因此我们目前需要的，就是一家声誉卓著的经销商，来帮助我们打入市场。老实说，如果我们能和像贵公司这样的信誉良好经销商合作，那真是一个非常好的开始。

敝人负责此次在台北第一阶段的商谈。希望趁两位在台北停留的这段时间内，我们能有明朗化的进展。当进入高层次的商谈时，我的上司郑先生会加入商谈。

现在，你们有任何问题，请直接提出来。

短语解说

be looking to 希望，计划

这是美式俚语用法，表明展望未来要做的事。

With the demise⁵ of communism in Europe, we're looking to open new markets in Poland and Yugoslavia.

由于欧洲共产政权崩溃，我们计划将在波兰及南斯拉夫开发新市场。

get one's foot in the door 开始涉足于

这词组原本是指推销员挨家挨户拜访客户时，会将脚挡在门口边，让对方没办法关门，不得不听他推销产品。现在则用来比喻“涉足某事，并从此愈做愈好”。

It takes years of hard work to even get your foot in the door in the world of broadcast journalism⁶.

要涉足新闻广播界，需要用功努力多年才行。

head start 抢得先机

这个名词词组原指在比赛中抢先，引申为因起步早而造成有利之先机。

With a head start in business, you can make it all the way to the top.

做生意时抢得先机，你才能顺利一路到达巅峰。

so to speak 可说是

通常在言谈间引起一个比喻性的说法时，会用这个词组。它在句中出现时，前后要以逗号隔开。

Our editor in chief is, so to speak, a king in the office.

我们的总编辑在办公室里，可说是，像个国王。

at the bargaining table 谈判桌上

字面上来看，这个词组指“谈判的会议桌”，引申为整个谈判过程。

We decided⁷ to step up to the bargaining table and share our views with the other company.

我们决定参加谈判，与对方公司商讨我们的看法。

句型总结

●　 礼貌性招呼

1. It's a pleasure to finally meet you.

2. It's great to finally get a chance to know you.

3. At last, I've been looking forward to meeting you.

一开口要立刻感谢对方前来与你会面。说时因为你与对方事前已有相当程度的联系，所以不同于一般性初次见面的说法。此时，应强调“能得一见，三生有幸”的商业客套。

●　 表达目的

1. What we need to get our foot in the door is a well-known distributor.

2. Our main goal is to open doors for our products in the West with a respected distributor.

3. My company's top priority is to introduce our products to new markets in the West, and that requires a well-known distributor.

直截了当的说明自己的目标和需求--亦即此番将与对方磋商的重要计划；同时，也借机间接来赞赏对方公司的信誉。"Well known", "respected", 著名的。

●　 自己的角色

1. I'll be responsible for the first round of negotiations here in Taipei.

2. My main role here is to get the negotiation² process started.

3. I'll mainly be in charge of the first round of negotiations.

说明自己将在商谈中扮演的角色是绝对有必要的，因为，这样才不至于延误后来决策的过程。通常这句话之后还要讲明自己上司扮演的角色。关键词为"responsible for", "in charge of"。

●　 请对方发言

1. And now, I'm sure you must have questions.

2. And now, I'd be happy to answer your questions.

3. I'd like to turn the conversation over to you. Do you have any questions?

最后的目的是以和气的口吻，希望能展开交谈。重点是要让对方知道你有诚意与对方沟通，希望了解他们此刻的想法。这是在商场应注意的礼貌。

结构分析

通常跟客户自我介绍时的说辞依情况不同而略有差异，不过由于你与客户已有书信来往，那么就可以依以下的步骤进行：

1. 欢迎客户

自我介绍，并感谢客户远道来跟你谈生意。

2. 未来计划

简短说明公司对未来合作计划的期许。

3. 谈判角色

叙述你在商谈中将扮演的角色。

4. 邀请发言

最后，给对方发言机会。

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