商務(wù)英語(yǔ)談判對(duì)話(huà) 03-10
Chapter 17
Negotiations Staff Who to Bring 談判成員的篩選
Dialog 1 Disk 3-10
The first dialog shows a well-prepared woman, Lilly, at a sales meeting selling computer sound cards. She's up against a team, led by Hank representing the buyer. This is the first time these companies are dealing with each other, so the buyer is going go try to overwhelm Lilly to get a better deal. Lilly is alone and all other charaters at the meeting work for the potential buyer.
第一個(gè)對(duì)話(huà)中，莉莉是一個(gè)準(zhǔn)備周全的女性，她參加了電腦聲卡的銷(xiāo)售會(huì)議。她的談判對(duì)象，是以漢克為首的買(mǎi)方小組。這是兩家公司第一次做生意，因此買(mǎi)方想用一組成員來(lái)壓制莉莉，以得到更好的條件。莉莉單獨(dú)出席這次會(huì)議，其他與會(huì)人士都屬于買(mǎi)方陣營(yíng)。
Hank: All right, Lilly, we've been getting a good product and excellent service from our regular supplier. Why should we buy from you?
Lilly: Our sound cards are just as good ; in fact, they're made by the same company that makes the unit you're using now. My service is just as good, maybe better. Give me a chance, and I'll prove it. I'll give you the service like....
Hand: Service is the least of our concerns. Because of the volume we deal in, we've always gotten the best service.
Lilly: I can do better. I can get you the same sound card you're buying now for less than 50% of your current price if you don't mind using the manufacturer's brand name.
HanK: We can get that from our old people as well. We prefer using the well-known brand name. Our customers like it.
Lilly: Okay, I've got two answers for you. First, I can give you the name brand for two or three percent less than you're currently paying.
Second, a recent market study in the U.S. shows most end users don't care whose sound card you use so long as it works.
And these cards work. You know that. I sent you five units for testing, and if they didn't perform, I wouldn't be standing here.
Jane: Who did this study you just refered to, and when?
Lilly: Just a minute, I have it right now.
Lilly opens an indexed file, pulls out a group of stapled papers and hands them to the person seated next to her.
These are copies of the study. I have one for everyone. Take one and pass on the rest please.
As you can see, it was done by a well-known professional market research company.
If you have questions, I'll do my best to answer them.
But I recommend you go to the source and call the people that did the study. Their name and contact person is on the last page.
Sam: Look! We've got a winner right now. Why should we drop them and go with you?
Lilly: Because I can deliver you the service. Jimmy Lee at World Components is a good man, I know him well, but he's gotten fat off of customers like you, and he doesn't work as hard as he used to.
Sam: Why do you say that?
Lilly: We're in the same business, buying from the same source, but my prices are better.
A customer like you should get the best price right off the bat. You shouldn't have to call him and ask what happened here.
你們這樣好的顧客值得最好的價(jià)格，甚至你根本不必打電話(huà)詢(xún)問(wèn)他市面上的情況。
Why is my price better than him? He's not really trying any more. If you give an order today, I'll deliver them at the price in my proposal, not a cent more.
為什么我的條件比較好?因?yàn)樗咽_勁了。如果你們今天向我下單，我會(huì)照提出的價(jià)格送貨，絕對(duì)不多收一分錢(qián)。
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