实用商务英语28：把手言欢定合约

把手言欢定合约 Buy and Sell

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英文正文

Robert: How about 15% for the first six months, and for the second six months at 12%, with a guarantee of 3000 units?

Dan: hat's a lot to sell, with very low profit margins.

Robert: It's about the best we can do, Dan. We need to hammer something out today. If I go back empty-handed, I might be coming back to you soon to ask for a job.

Dan: OK, 17% the first six months, 14% for the second?!

Robert: Good. Let's iron out the remaining details. When do you want to take delivery?

Dan: We'd like you to execute the first order by the 31st.

Robert: Let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st.

Dan: Right. We couldn't handle much larger shipments.

Robert: Fine. But I'd prefer the first shipment to be 1000 units, the next 2000. The 31st is quite soon - I can't guarantee 1500.

Dan: I can agree to that. Well, if there's nothing else, I think we've settled everything.

Robert: Dan, this deal promises big returns for both sides. Let's hope it's the beginning of a long and prosperous relationship.

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句型总结

● 接近底限
1. It's about the best we can do.
2. It's about as far as we can go.
3. We can't offer anything better than that.
4. That's the bottom line.

提出最后可行的折衷方案后，对方仍持否定的态度，你可以说："It's about the best we can do."是‘我们所能做的极限'。
这句话表示已到谈判的底限了，如再施压力，就拉倒；不过由于使用"about"，则又暗示有小幅度调整的可能性，并非百分之百地不可改变。这种说法一来提醒对方，要适可而止，二来由于用字技巧，还替自己保留谈判的余地。

● 复述要点
1. Let me run through this again: the first shipment .....
2. Let me check this again: the first shipment .....
3. Let me go through this a second time: the first shipment .....
4. Let me go over this again: the first shipment.....

为了要确定自己没有误解对方的意思，在谈判过程中经常有必要用自己的话，把对方的条件或决定再说一遍，以确定无误。如："Let me run through this again: the first shipment...",
句子中的"run through"意思是‘约略说一次；很快地看一遍'，因此这句话暗示不会逐条逐项地细述，只是约略复述重点。在正式商谈中，敲定交易之前，弄清楚双方同意的事项是绝对有必要的。

● 客套结语
1. Let's hope it's the beginning of a long and prosperous relationship.
2. Let's hope it's the beginning of a great future.
3. Let's hope it's the beginning of a long term relationship.
4. Let's hope it's the beginning of a rich and prosperous cooperation.

谈判圆满结束，照例要以祝福的客套话作结尾。文中Robert所说的 "Let's hope it's the beginning of a long and prosperous relationship." 就是一个很实用的范例。表示乐于与对方维持长期的合作关系；更希望借由彼此的合作关系，让双方的企业蒸蒸日上，互蒙其利。

特别提示

Robert与Dan的谈判经过多次的折冲，终于尘埃落定。谈判过程中，只见两人不断地将对方所提的数字加加减减，才一步步地把最后的数字具体化。可见谈判不是一蹴可即的工作，双方不仅要懂得如何维护自己最大的利益，同时也要懂得妥协。以下是两种谈判技巧：

A: 如何表示已到谈判的底限

当谈判陷入僵局，还冒险向对方施加压力，这也是奇招之一。像文中Dan抱怨Robert的折扣给得太低时，Robert立即打开天窗说亮话，以"It's about the best we can do."来逼退Dan。由于这句话暗示谈判有破裂的可能，因此对方在听到这种话后，通常就不再相逼。如Dan听了之后，当下就缓和场面，自动把要求再降低一点，不再坚持高折扣。

B: 隐恶扬善，莫平白暴露自己的缺点

谈判时最大的危机就是无意间暴露己方的弱点，平白陷入挨打的地位，所以应尽量强调自己能做的事，而把做不到的列为最高机密。像Robert实际上无法马上就运1500件这么多的货，但仍促请对方大量订货；但若Robert一开始就透露这一点，对方可能会以此攻击他的能力，造成他声势的跌停板。因此切莫主动暴短，而且应有心里准备，万一对方发现时，自己要如何应付。

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