★ ★★★ 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!
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：
James: I’d like to get the ball rolling by talking about prices.
Stone: Shoot. I’d be happy to answer any questions you may have.
James: Your products are very good. But I’m a little worried about the prices you’re asking.
Stone: You think we should be asking for more? (laughs)
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.
Stone: That seems to be a little high, Mr. White. I don’t know how we make a profit with those numbers.
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?
【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!
Stone: Yes, but it’s hard to see how you can place such large orders. How could you turn over so many? (pause) We’d need a guarantee of future business, not just a promise.
James: We said we wanted 1000 pieces over a six-month period. What if we place order for twelve months, with a guarantee?
Stone: If you can guarantee that on paper, I think we can discuss this further.
【Kim’s Note】Business in America is done by speaking first then quickly writing up a contract to finalize the agreement. Americans don’t believe what they hear because they know it is hard to back up what someone says, but what is written is much more binding. Notice how Stone presses the man to write a contract for what they discussed.
get the ball rolling 开始
* We can get the ball rolling on this deal by talking to the company’s vice-president.
* We have a great idea to invest in Western China, we just need someone to get the ball rolling.
* If you think you have a better idea, shoot.
* I’m looking for a new plan, if anyone has one, shoot.
make a profit 赚钱；获利 = turn a profit
* I don’t see how his company can make a profit; his marketing costs are too high.
* I’m not in business for charity. I want this company to make a profit.
* The number one goal of a company is to make a profit.
volume sales 大量销售；大笔交易
* We only do business in volume sales, so we can offer lower prices than other companies.
* We do much higher volume sales than our competitors.
slash (one’s) cost 大幅度降低成本
* We’ve decided to slash our costs by making the products in Guangzhou instead of Hong Kong.
* Hiring talent fresh out of college is one way to slash personnel costs.
turn over 做……总额的生意
* We need to turn over these spring fashions by May.
* Our company has a problem with inventory turn over.