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李阳疯狂英语脱口而出MP3实战篇之疯狂实战篇 第六节

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第六节:商务谈判高手之路
—— 买卖过招第一回!

【疯狂星级】
★ ★★★ 四星级•大学四六级•国际商务级
【Kim’s Note】As the date for China’s WTO entry draws near, the ability to negotiate in English becomes more important. This is an excellent example of real-world negotiating. The language used in real business transactions is not always the same as the language you find in business and management textbooks. Real negotiations include a certain amount of joking and humor. We are the only source of authentic, spoken, business negotiation English!
【疯狂简介】
James White是一位美国的医疗器械经销商,此次是Stone Lee第一回与他交手。就在短短几分钟的交谈中,Stone即感到这位美国佬粗犷的外表下,藏着狡黠如脱兔的心思——他肯定是沙场老将,自己绝不可掉以轻心。双方第一回合过招如下:

谈判现场:
James: I’d like to get the ball rolling by talking about prices.
我想就从价钱方面开始谈吧!

Stone: Shoot. I’d be happy to answer any questions you may have.
洗耳恭听!我很乐意答复任何问题。

James: Your products are very good. But I’m a little worried about the prices you’re asking.
贵公司的产品很出色;但对于你们开的价码,我觉得有点困难。

Stone: You think we should be asking for more? (laughs)
你是觉得我们应该把价格开高点?(笑)

James: (chuckles) That’s not exactly what I had in mind. I know your research costs are high, but what I’d like is a 20% discount.
(莞尔)我不是这个意思。我知道你们投入很高的研究经费,但是,我想要的是八折。

Stone: That seems to be a little high, Mr. White. I don’t know how we make a profit with those numbers.
怀特先生,这个折扣似乎多了点。这样的价格,我真是怀疑我们公司怎么能有利润可赚!

James: Please, Stone, call me James. (pause) Well, if we promise future business, volume sales, that will slash your costs for making the “Heating Pad”, right?
石头,请叫我占姆士好了。(稍停)这样吧!若我们答应以后继续和你们合作,而且是大笔的生意,就可以使你们大幅度降低“热疗垫”的制造成本,对不对?
【Kim’s Note】Asking someone to call you by your first name is a tactic used to show there is a personal relationship. The timing of this move is very important!

重点单词   查看全部解释    
entry ['entri]

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n. 进入,入口,登记,条目

 
source [sɔ:s]

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n. 发源地,来源,原始资料

 
contract ['kɔntrækt,kən'trækt]

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n. 合同,契约,婚约,合约
v. 订合同,缩

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guarantee [.gærən'ti:]

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n. 保证,保证书,担保,担保人,抵押品
vt

 
certain ['sə:tn]

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adj. 确定的,必然的,特定的
pron.

 
tactic ['tæktik]

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n. 战略,策略 adj. 战术的,有策略的

 
authentic [ɔ:'θentik]

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adj. 可信(靠)的,真实的,真正的

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inventory ['invəntri]

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n. 详细目录,存货(清单)
vt. 编制(详

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personnel [.pə:sə'nel]

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n. 职员,人事部门

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discount ['diskaunt]

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n. 折扣,贴现率
vt. 打折扣,贴现,不重

 

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