商务谈判实例（二）_商贸英语

商务谈判实例（二）

文章来源：文章作者：发布时间：2006-10-12 06:32 字体： [大中小]　进入论坛

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Robert回公司呈报Dan的提案后，老板很满意对方的采购计划；但在折扣方面则希望Robert能继续维持强硬的态度，尽量探出对方的底线。就在这七上七八的价格翘翘板上，双方是否能找到彼此地平衡点呢？请看下面分解：

　　R： Even with volume sales， our coats for the Exec-U-Ciser won't go down much.

　　D： Just what are you proposing？

　　R： We could take a cut（降低）on the price. But 25% would slash¹ our profit margin²（毛利率）。We suggest a compromise――10%.

　　D： That's a big change from 25！ 10 is beyond my negotiating limit. （pause） Any other ideas？

　　R： I don't think I can change it right now. Why don't we talk again tomorrow？

　　D： Sure. I must talk to my office anyway. I hope we can find some common ground（共同信念）on this.

　　NEXT DAY

　　D： Robert， I've been instructed to reject the numbers you proposed； but we can try to come up with some thing else.

D： I understand. We propose a structured deal（阶段式和约）。 For the first six months， we get a discount of 20%， and the next six months we get 15%.

　　R： Dan， I can't bring those numbers back to my office――they'll turn it down flat（打回票）。

　　D： Then you'll have to think of something better， Robert.

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收听单词发音

1 slash
vi.大幅度削减；vt.猛砍，尖锐抨击，大幅减少；n.猛砍，斜线，长切口，衣衩
参考例句：
The shop plans to slash fur prices after Spring Festival.该店计划在春节之后把皮货降价。 Don't slash your horse in that cruel way.不要那样残忍地鞭打你的马。

2 margin
n.页边空白；差额；余地，余裕；边，边缘
参考例句：
We allowed a margin of 20 minutes in catching the train.我们有20分钟的余地赶火车。 The village is situated at the margin of a forest.村子位于森林的边缘。