商务英语口语。
dora smith
美国的健身用品经销商代表美国健身用品公司经理公司的采购部业务员公司经理 )
tom brown nancy wang simon zhou
d: dora
n: nancy
dora smith 是一位美国的健身用品经销商，此次是 nancy 作为公司的采购部主是一位美国的健身用品经销商， 管，第一回与他交手。就在短短几分钟的交谈中，nancy 既感到这位大汉粗犷的第一回与他交手。就在短短几分钟的交谈中， 外表，藏有狡兔的心思——他肯定是沙场老将，自己绝不可掉以轻心。
—他肯定是沙场老将外表，藏有狡兔的心思——他肯定是沙场老将，自己绝不可掉以轻心。双方第一回过招如下： 一回过招如下：
n: i'd like to get the ball rolling by talking about prices.
d: shoot. i'd be happy to answer any questions you may h**e.
n: your products are very good. but i'm a little worried about the prices you're asking.
d: you think we about be asking for more?
n: 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.
d: that seems to be a little high, mr. nancy.
i don't know how we can make a profit with those numbers.
n: well, if we promise future business - volume sales - that will slash your costs for ****** the washing-machine, right?
d: yes, but it's hard to see how you can place such large orders. how could you turn over so many?
we'd need a guarantee of future business, not just a promise.
n: we said we wanted 1000 pieces over a six-month period. what if we place orders for twelve months, with a guarantee?
d: if you can guarantee that on *****, i think we can discuss this further. n:
never mind!
第二场： 第二场：
d: dora smith
s: simon
nancy 回公司呈报 dora smith 的提案后，老板 simon 很满意对方的采购计划； 的提案后， 很满意对方的采购计划； 但在折扣方面他则希望能继续维持强硬的态度，于是决定亲自出马， 但在折扣方面他则希望能继续维持强硬的态度，于是决定亲自出马，探出对方的底线。就在这七上八下的**翘翘板上，双方是否能找到彼此地平衡点呢？ 的底线。
就在这七上八下的**翘翘板上，双方是否能找到彼此地平衡点呢？ 请看下面分解： 请看下面分解：
s: hi, mrs. dora smith, welcome to china!
i am simon zhou, sales manager. it is a pleasure to see you here .how do you do?
d: how do you do, mr. simon! long hearing of you!
s: a pleasure, even with volume sales, our coats for the washing-machine won't go down much.
d: just what are you proposing?
s: we could take a cut on the price. but 25% would slash our profit margin.
we suggest a compromise -10%.
d: that's a big change from 25! 10 are beyond my negotiating limit. anyother ideas?
s: i don't think i can change it right now. why don't we talk again tomorrow?
d: sure. i must talk to my office anyway.
i hope we can find some common ground on this.
第二天 d: mr. tom, i've been instructed to reject the numbers you proposed; but we can try to come up with some thing else.
s: we hope so, mrs. dora.
my instructions are to negotiate hard on this deal - but i'll try very hard to reach some middle ground.
d: i understand. we propose a structured deal.
for the first six months, we get a discount of 20%, and the next six months we get 15%.
s: mrs. dora，i can't bring those numbers back to my office --they'll turn it down flat (打回票).
d: then you'll h**e to think of something better, mr. tom.
第三场： 第三场： (t: tom brown
s: simon zhou)
dora smith 上回提议前半年给他们二成折扣， 上回提议前半年给他们二成折扣， 后半年再降为一成半， 后半年再降为一成半， mr. tom 经推翻后， 再三表示让步有限。 推翻后，dora smith 再三表示让步有限。
最后双方的主管 simon zhou 和 tom brown 双双出席最后的谈判，最终谈判是否成功，请看： 双双出席最后的谈判，最终谈判是否成功，请看：
s: how do you do, mr. brown!
t: how do you do, mr. simon!
s: how about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?
t: that's a lot to sell, with very low profit margins.
s: it's about the best we can do, tom brown. we need to hammer something out today.
if we go back empty-handed, we may be coming back to you soon to ask for a job.
t: ok .17% the first six months, 14% for the second?
s: good. let's iron out the remaining details. when do you want to take delivery?
t: we'd like you to execute the first order by the 31st.
s: let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st.
t: right. we couldn't handle much larger shipments.
s: 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.
t: i can agree to that. well, if there's nothing else, i think we've settled everything.
s: tom brown, this deal promises big returns for both sides. let's hope it's the beginning of a long and prosperous relationship.
t: ok, let’s call it today.
s: good corporation.
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