遠來貴賓談代工Buy and Sell

今天Robert的辦公室出現(xiàn)了一個生面孔－－kevin Hughes，此人代表美國一家運動產(chǎn)品公司，專程前來尋找代工。現(xiàn)在，我們就來看看兩人的會談現(xiàn)況：

英文正文

Robert: We found your proposal quite interesting, Mr. Hughes. We would like to weigh the pros and cons with you.

Kevin: Mr. Liu, we've looked all over Asia for a manufacturer; your company is one of the most suitable.

Robert: If we can settle a number of basic questions, I'm confident in saying that we are the most suitable for your needs.

Kevin: I hope so. And what might be the basic questions you may have?

Robert: First, do you intend to take a position in our company?

Kevin: No, we don't, Mr. Liu. This is just OEM.

Robert: I see. Then, the most important thing is the size of your orders. We'll have to invest a great deal of money in the new production process.

Kevin: If you can guarantee continuing quality, we can sign a commitment for 75,000 pieces a year, for five years.

Robert: At U.S. $1000 a piece, we'll make an average return of just 4%. That's too great a financial burden for us.

Kevin: I'll check the numbers later, but what do you propose?

Robert: Here's how you can demonstrate commitment to this deal. Make it ten years, increase the unit price, and provide technology transfer.

句型總結(jié)

●　保證能勝任
1. I'm confident in saying that we are the most suitable for your needs.
2. I'm confident in saying that we are the best qualified for your needs.
3. I'm confident in saying that we are the best choice for you.
4. I'm confident in saying that we are the best qualified to handle your needs.

　推銷產(chǎn)品時，總免不了要‘老王賣瓜’自夸一番。實用的句型有："I'm confident in saying that we are the most suitable for your needs."。
　此句型適用于正式的商談場合，表示自己是對方的最佳拍檔，并愿竭盡所能談筆公平的買賣。

●　財務(wù)負擔
1. That's too great a financial burden for us.
2. That's too big a financial burden for us.
3. That's too risky a financial position for us.
4. That places us in a risky position.

　談判中，‘價碼’往往是影響結(jié)果的最大關(guān)鍵。對方價錢開得太低時，你不必明明白白地說‘不’，只要說："That's too great a financial burden for us."，對方即能明白。　
　這個句型為正式用語，語氣平鋪直敘，意思是要告訴對方所提出的條件太苛，己方不愿再考慮；同時也暗示對方要作些讓步。

●　提出條件
1. Here's how you can demonstrate commitment to this deal.
2. Here's how you can show serious intent.
3. Here's how you can show your support.
4. Here's how you can show you're committed to this deal.

　正式的商業(yè)談判中，不僅要被動地防御對方的攻勢，更要會主動地提出己方的要求。
　文中Robert很巧妙地運用了一個句型："Here's how you can demonstrate commitment to this deal."‘你們可以這樣表示承諾（的誠意）’。說完這句話之后，就應(yīng)接著提出己方的要求，且注意提出的條件應(yīng)有給雙方轉(zhuǎn)圜的余地。