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第六節：商務談判高手之路
—— 買賣過招第一回！
【瘋狂星級】
★ ★★★ 四星級•大學四六級•國際商務級
【Kim’s Note】As the date for China’s WTO entry draws near, the ability to negotiate in English becomes more important. This is an excellent example of real-world negotiating. The language used in real business transactions is not always the same as the language you find in business and management textbooks. Real negotiations include a certain amount of joking and humor. We are the only source of authentic, spoken, business negotiation English!
【瘋狂簡介】
James White是一位美國的醫療器械經銷商，此次是Stone Lee第一回與他交手。就在短短幾分鐘的交談中，Stone即感到這位美國佬粗獷的外表下，藏著狡黠如脫兔的心思——他肯定是沙場老將，自己絕不可掉以輕心。雙方第一回合過招如下：
談判現場：
James: I’d like to get the ball rolling by talking about prices.
我想就從價錢方面開始談吧！
Stone: Shoot. I’d be happy to answer any questions you may have.
洗耳恭聽！我很樂意答復任何問題。
James: Your products are very good. But I’m a little worried about the prices you’re asking.
貴公司的產品很出色；但對于你們開的價碼，我覺得有點困難。
Stone: You think we should be asking for more? (laughs)
你是覺得我們應該把價格開高點？（笑）
James: (chuckles) That’s not exactly what I had in mind. I know your research costs are high, but what I’d like is a 20% discount.
（莞爾）我不是這個意思。我知道你們投入很高的研究經費，但是，我想要的是八折。
Stone: That seems to be a little high, Mr. White. I don’t know how we make a profit with those numbers.
懷特先生，這個折扣似乎多了點。這樣的價格，我真是懷疑我們公司怎么能有利潤可賺！
James: Please, Stone, call me James. (pause) Well, if we promise future business, volume sales, that will slash your costs for making the “Heating Pad”, right?
石頭，請叫我占姆士好了。（稍停）這樣吧！若我們答應以后繼續和你們合作，而且是大筆的生意，就可以使你們大幅度降低“熱療墊”的制造成本，對不對？
【Kim’s Note】Asking someone to call you by your first name is a tactic used to show there is a personal relationship. The timing of this move is very important!
