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商务谈判：初次过招

dan smith是一位美国的健身用品经销商，来向robert liu的公司采购货品。这是他们第一次交手。在短短几分钟的交谈中，双方都感到对方是久经沙场的老将。谈判就在拉锯中开始了。双方第一回过招如下：

d： i'd like to get the ball rolling（开始）by talking about prices.

r： shoot（洗耳恭听）。 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（大笔交易）——that will slash your costs（大量减低成本）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（销磬）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.

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