学习商务谈判应该多阅读相关资料，多参考相关例子，特别是英文例子。应该下面小编和大家一起，学习商务谈判的英文例子。
Robert回公司呈报Dan的提案后，老板很满意对方的采购计划;但在折扣方面则希望Robert能继续维持强硬的态度，尽量探出对方的底线。就在这七上七八的价格翘翘板上，双方是否能找到彼此地平衡点呢?请看下面分解：
R： Even with volume sales，our coats for the Exec-U-Ciser won’t go down much。
D： Just what are you proposing?
R： We could take a cut(降低)on the price. But 25% would slash our profit margin(毛利率).We suggest a compromise――10%。
D： That’s a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas?
R： I don’t think I can change it right now. Why don’t we talk again tomorrow?
D： Sure. Imust talk to my office anyway. I hope we can find some common ground(共同信念)on this.
D： Robert， I’ve been instructed to reject the numbers you proposed; but we can try to come up with some thing else。
R： I hope so， Dan. My instructions are to negotiate hard on this deal――but I’m try very hard to reach some middle ground(互相妥协)。
D： I understand. We propose a structured deal(阶段式和约). For the first six months，we get a discount of 20%， and the next six months we get 15%。
R： Dan， I can’t bring those numbers back to my office――they’ll turn it down flat(打回票)。
D： Then you’ll have to think of something better，Robert。
今天Robert的办公室出现了一个生面孔――Kevin Hughes，此人代表美国一家运动产品公司，专程来台湾寻找加工。接洽的加工产品市运动型“磁质石膏护垫”，受伤的运动员包上这种产品上场比赛，即可保护受伤部位，且不妨碍活动。现在，我们就来看看两人的会议现况：
R： We found your proposal quite interesting， Mr. Hughes. We’d like to weigh the pros and cons(衡量得失)with you。
K： Mr. Robert Liu， we’ve looked all over Asia for a manufacturer; your company is one of the most suitable。
R： If we can settle a number of basic questions， I’m confident in saying that we are the most suitable for your needs。
K： I hope so. And what might be the basic questions you have?
R： First， do you intend to take a position in(投资于……)our company?
K： No， we don’t， Mr. Liu. This is just OEM。
R： 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。
K： If you can guarantee continuing quality， we can sign a commitment for 75，000 pieces a year， for five years。
R： At U.S. $1000 a piece， we’ll make an average return of just 4%. That’s too great a financial burden for us。
K： I’ll check the number later， but what do you propose?
R： Here’s how you can demonstrate commitment to this deal. Make it ten years， increase the unit price， and provide technology transfer。
Robert在前面的谈判最后提出签约十年的要求，Kevin会不会答应呢?如果答案是否决的话，Robert又有何打算?他一心为公司的利益打算，极力争取技术转移地协定，而对方会甘心出让此项比金钱更珍贵的资产吗?请看以下分解：
K： We can’t sign any commitment for ten years. But if your production quality is good after the first year， we could extend the contract and increase our yearly purchase。
R： That sounds reasonable. But could you shed some light on(透露)the size of your orders?
K： If we are happy with your quality， we might increase our purchase to 100，000 a year， for a two-year period。
R： Excuse me， Mr. Hughes， but it seems to me we’re giving up too much in this case. We’d be giving up the five-year guarantee for increased yearly sales。
K： Mr. Liu， you’ve got to give up something to get something。
R： If you’re asking us to take such a large gamble(冒险)for just two year’s sales， I’m sorry， but you’re not in our ballpark(接受的范围)。
K： What would it take to keep Pacer interested?
R： A three-year guarantee， not two. And a qualilty inspection(质量检查)tour after one year is fine， but we’d like some of our personnel on the team。
K： Acceptable. Anything else?
R： We’d be making huge capital outlay(资本支出)for the production process， so we’d like to set up a technology transfer agreement， to help us get off the ground(取得初步进步)。
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