谈判(1)

    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.