谈判英语一日通04-09

Chapter 9

Preparing for the Negotiation¹ Session准备谈判

...

I'm sorry, Bill, but I can't help you.

US$6.37 per unit delivered to your factory in Taiwan is the best I can do.

....(详细对话见Disk 2-9)

For Your Informaiton(背景介绍)

Negotiations² requre preparation. You have to do your homework. Both sides need to know all they can about the other, just to know what to expect. The buyer needs to know all he can about the product, what else is available, the properties it must possess, the cost of parts acquired from subcontractors, and production costs. Basically, he must know everthing the manufacturer knowns. The seller has to know who the buyer will sell it to, and the price range it has to meet to be competitive.

If you're buying components³, check with your production staff for special packaging, manufacturing or assembly changes the source can do cheaper than you. You should look for things that would reduce your production cost more than it would increase theirs. Then, compute⁴ exactly how much that would reduce your overhead on a per unit basis, and the total projected savings⁵ for this purchase.

There are two ways to introduce these cost cutting steps. You can include them in the bid specification⁶. This is clearly the best way to go in most cases. If you know the supplier is difficult and something unreasonable⁷ on price, it may be better to not include them in the contract. Don't put them on the table at the start of negotiations. Use them as bargaining chips during the talks. For example, let's say you've worked out the problems and it's a matter of price. You need a certain price to make the deal work, but your supplier refused to come down a something you can afford. This is where you put the bargaining chips into play.

If you know how much these extras reduce your overhead, factor it into the price and increase your offer accordingly. If you have discussed all this before you left home, there's nothing to figure at the table; you know right where you stand. Of course, you don't offer the entire savings at the start, but let the other side negotiate you to a higher amount. They'll feel like they've gained something and who knows, maybe they'll accept your first price. Almost any trade off can be used as a bargaining chip. A trade off is when one side offers something valuable to the other side. There are several frequently used types we'll cover here, and this isn't a complete list.

1 negotiation   

n.谈判，协商

参考例句：

• They closed the deal in sugar after a week of negotiation.经过一星期的谈判，他们的食糖生意成交了。
• The negotiation dragged on until July.谈判一直拖到7月份。

2 negotiations   

协商( negotiation的名词复数 )； 谈判； 完成（难事）； 通过

参考例句：

• negotiations for a durable peace 为持久和平而进行的谈判
• Negotiations have failed to establish any middle ground. 谈判未能达成任何妥协。

3 components   

（机器、设备等的）构成要素，零件，成分； 成分( component的名词复数 )； [物理化学]组分； [数学]分量； （混合物的）组成部分

参考例句：

• the components of a machine 机器部件
• Our chemistry teacher often reduces a compound to its components in lab. 在实验室中化学老师常把化合物分解为各种成分。

4 compute   

v./n.计算，估计

参考例句：

• I compute my losses at 500 dollars.我估计我的损失有五百元。
• The losses caused by the floods were beyond compute.洪水造成的损失难以估量。

5 savings   

n.存款，储蓄

参考例句：

• I can't afford the vacation,for it would eat up my savings.我度不起假，那样会把我的积蓄用光的。
• By this time he had used up all his savings.到这时，他的存款已全部用完。

6 specification   

n.详述；[常pl.]规格，说明书，规范

参考例句：

• I want to know his specification of details.我想知道他对细节的详述。
• Examination confirmed that the quality of the products was up to specification.经检查，产品质量合格。

7 unreasonable   

adj.不讲道理的，不合情理的，过度的

参考例句：

• I know that they made the most unreasonable demands on you.我知道他们对你提出了最不合理的要求。
• They spend an unreasonable amount of money on clothes.他们花在衣服上的钱太多了。