公司采購 價格初探 Purchase
Dan Smith是一位美國的健身用品經(jīng)銷商，來向Robert Liu的公司采購貨品，
公司采購 價格初探 Purchase
。這是他們第一次交手。在短短幾分鐘的交談中，雙方都感到對方是久經(jīng)沙場的老將。談判就在拉鋸中開始了。雙方第一回過招如下：
D: I'd like to get the ball rolling（開始）by talking about prices.
R: Shoot（洗耳恭聽）. 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 should be asking for more? (laughs)
D: (chuckles) 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（大筆交易）--that will slash your costs（大量減低成本）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（銷磬）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.
D: 我想就從價錢方面開始談吧！
R: 洗耳恭聽！我很樂意答復(fù)任何問題，
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《公司采購 價格初探 Purchase》(http://www.ishadingyu.com)。D: 貴公司的產(chǎn)品很出色；但你們開的價碼，讓我覺得有點(diǎn)困難。
R: 你是覺得我們應(yīng)該把價錢開高一點(diǎn)啰？
D: 我不是這個意思。我知道你們投入很高的開發(fā)費(fèi)用，但是，我想要七五折。
R: Smith先生，這個折扣似乎多了點(diǎn)。這樣的價格，我們公司怎么能有利潤可賺！
D: Robert，請叫我Dan好了。這樣吧！若我們答應(yīng)以后繼續(xù)合作，而且是大筆的生意，就可以使你們大幅降低‘健你樂’的制造成本，對不？
R: 嗯！不過，我看不出您怎能下這么大筆的.訂單?!貴公司如何銷售這么多的貨呢？我們要的可是保證，而不是隨口答應(yīng)就算數(shù)的哦！
D: 我們本來說半年內(nèi)訂貨1000件。如果現(xiàn)在我們保證一年內(nèi)都會跟你們訂貨，你意下如何？
R: 如果你們能以書面保證，我想我們可以再談。
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