准备谈判的词汇与对话

[英文简历中自我介绍常用词汇]思想成熟、精明能干、为人诚实。 Excellent ability of systematical management. 有极强的系统管理能力。 Ability to work independently，mature and resourceful. 能够独...+阅读

Preparing for the Negotiation Session准备谈判

Vocabulary 重要词汇

copetitive有竞争力的

ponent零件

bargaining chip议价筹码

panel仪器板

superior胜过于

consumer消费者

swim in red ink被赤字淹没,亏钱

go over超过

lousy差劲的

skin a cat解决问题

modification变更

negligible微不足道的

deviate脱离(常轨)

permanently持久地

crimp使卷起

slotted 钻凿的

crate板条箱

The dialog below shows a negotiation stalled on price,neither side will promise.This is the perfect time to play a bargaining chip.Mel represents an electronic control panel manufacturer. Bill works for a stereo maker that manufactures most of its own parts. They want to buy a large quality of Mels control panels.Because new design is superior to what Bills pany is currently making,retooling will take a lot of time.

Mel:Im sorry,Bill,butI cant help you.

US$6.37 per unit delieverd to your factory in Taiwan is the best I can do.

Im only willing to let them go this cheap because youre buying so many of them.

My normal price is US$6.45 plus shipping. Im offering you a heck of discount.

Bill:I understand that,Mel. Its a good price,but we he to remain petitive.

Were already one of the most expensive units on the market.

The only reason we get that much is because of our reputaition for quality.

And, the only reason were thinking about buying your control panels,instead of making them,is your reputation for qulity.

Mel:Bill, qulality costs money.

Bill:We understand that. But,at that unit cost, we would he to significantly increase our consumer price.

And that would definitely cost us a piece of our market share.This is something we want to oid.

Mel:I understand pletely,but if I drop the price ever 2 cents, Ill be swimming in red ink.

Bill:This could be a deal breaker.My instructions from the boss are very clear,I cant go over US$6.30.

I hate to see this deal fall apart for a lousy seven cents.

Mel:Me too, but my hands are tired. A seven-cent loss times two hundred and fifty thousand units is more than I can afford.

That works out to around twenty grand if you factor in the operating losses.

Bill:Stop the presses,Mel.Theres more than one way to skin a cat, and I might just he an idea.

Mel:Well,lets hear it.Im all ears.

Bill:My production people mentioned a few modifications you could make that would be a negligible cost to you but would se us a production step.

Mel:I dont know,Bill. We usually charge at least set up fees to deviate from the standard production model.

Bill:I know.Thats why I didnt mention them before.

I realized pretty quick that money was a problem and we cant afford your usual set up fees.

But,if youre willing to work with me,we may be able to pull the fat out of the fire.

Mel:Im still listening.

Bill:What if we ship the panel housing to you and instead of you placing each unit in the shipping box,you perpanently crimp the units into place on the housing and ship if back to us ready to install.

Mel:I dont know.

Bill:Look,the crimping process isnt even an extra step.

You could do it at the same time you crimp the back and front plates together.

Then,you se the expense of loading each unit into an individual packing box.

Just lay a couple of slotted styrofoam bars in the bottom of the crate to keep the units seperated in shipping and you se the cost of the packing box.

Mel:We could do that, but the cost of a packing box is only 2.5 cents.We would still be losing money.

Bill:What about the sings on packing,both labor and materials? Thats got to be worth seven cents a unit.

Mel:Actually, its more like three or four.

Bill:Ha,ha,ha!Okay,Mel,Ill tell you what Im going to do.

If you agree to do everything I covered so far, plus mount the knobs on the units instead of sending them in seperate box for us to mount,Ill up our offer four cents to US$6.34.

But this is only because I want to put this deal and myself to bed as soon as possible.

Mel:Okay,Im tired too. Lets shake on $6.34 and Ill buy the drinks. Well work out the details tomorrow.

Bill:Lets go