把手言歡定合約 Buy and Sell

Dan上回提議前半年給他們二成折扣，后半年再降為一成五，經Robert推翻后，Dan再三表示讓步有限。您知道Robert在這折扣縫隙中游走，如何才能摸出雙方都同意的數字呢？他從錦囊里又掏出什么妙計呢？請看下面分解：

英文正文

Robert: How about 15% for the first six months, and for the second six months at 12%, with a guarantee of 3000 units?

Dan: hat's a lot to sell, with very low profit margins.

Robert: It's about the best we can do, Dan. We need to hammer something out today. If I go back empty-handed, I might be coming back to you soon to ask for a job.

Dan: OK, 17% the first six months, 14% for the second?!

Robert: Good. Let's iron out the remaining details. When do you want to take delivery?

Dan: We'd like you to execute the first order by the 31st.

Robert: Let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st.

Dan: Right. We couldn't handle much larger shipments.

Robert: Fine. But I'd prefer the first shipment to be 1000 units, the next 2000. The 31st is quite soon - I can't guarantee 1500.

Dan: I can agree to that. Well, if there's nothing else, I think we've settled everything.

Robert: Dan, this deal promises big returns for both sides. Let's hope it's the beginning of a long and prosperous relationship.

句型總結

●　 接近底限
1. It's about the best we can do.
2. It's about as far as we can go.
3. We can't offer anything better than that.
4. That's the bottom line.

　 提出最后可行的折衷方案后，對方仍持否定的態度，你可以說："It's about the best we can do."是‘我們所能做的極限’。
　 這句話表示已到談判的底限了，如再施壓力，就拉倒；不過由于使用"about"，則又暗示有小幅度調整的可能性，并非百分之百地不可改變。這種說法一來提醒對方，要適可而止，二來由于用字技巧，還替自己保留談判的余地。

●　 復述要點
1. Let me run through this again: the first shipment .....
2. Let me check this again: the first shipment .....
3. Let me go through this a second time: the first shipment .....
4. Let me go over this again: the first shipment.....

　 為了要確定自己沒有誤解對方的意思，在談判過程中經常有必要用自己的話，把對方的條件或決定再說一遍，以確定無誤。如："Let me run through this again: the first shipment...",
　 句子中的"run through"意思是‘約略說一次；很快地看一遍’，因此這句話暗示不會逐條逐項地細述，只是約略復述重點。在正式商談中，敲定交易之前，弄清楚雙方同意的事項是絕對有必要的。

●　 客套結語
1. Let's hope it's the beginning of a long and prosperous relationship.
2. Let's hope it's the beginning of a great future.
3. Let's hope it's the beginning of a long term relationship.
4. Let's hope it's the beginning of a rich and prosperous cooperation.

　 談判圓滿結束，照例要以祝福的客套話作結尾。文中Robert所說的 "Let's hope it's the beginning of a long and prosperous relationship." 就是一個很實用的范例。表示樂于與對方維持長期的合作關系；更希望借由彼此的合作關系，讓雙方的企業蒸蒸日上，互蒙其利。