优势商务英语谈判 Establishing Limits Before You Start Your Negotiation

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Establishing Limits Before You Start Your Negotiation¹

Dialogue1 A:Linda,i need your help to prepare for our meeting with CONCO tomorrow。They've got a team put together to work on negotiations² with us on the laptop importation project,problem is ,i can't just deal with team head ,he's so rude and meaning.

B:I know,he is a real pain,but business is business.we've got to deal with him,so first things first ,what's our bottom line for how much we can offer per Unit?

A:After looking at the numbers,the highest offer we could go for is 100 dollars per Unit,that's the uper limit ,we cant³ exceed that.Our ideal is about 75 dollars per Unit,of course, we'll take as lowest we can get.

B:How about our time frame?

A:Well,in response to the market,we'd havt to get the units out for retail⁴ by October.That means that we have to get the goods into port by the end of July,however long their production takes,they'll have to guarantee delivery by at least July thirty-first .

B:Good,they only thing left that we've got to determine is our payment schedule.

A:For payment we usually do 50:50,i guess they want to ,we could go for 60:40,i dont think anything higer than that upfront would work though.

B:Sounds like we've got all our in a roll,our limits are set.

A:And,here's one more limit i want to set,if their team had disrespect us one more time ,i'm going to ask to be able to deal with someone esle.

Dialogue 2 A:Linda,Tonny,thanks for coming this afternoon,let me introduce our CONCO team,this is RIGINA,head of our sales department ,this is Jordan,he works in production,and Richard is our team head.

B:Great,nice to meet you,all.i'm Tonny,i'll oversee⁵ our importation projects,this is Linda,my assistant.shall we start?

A:Yes,let's get started,the first thing we probably need to address is price,as you can see from the information in the catalogue we sent over,our basic price is 150 dollars per Unit.

B:I am sueing your basic prices negotiable depending on the terms of the agreement.we could possibly consider anything over 100 dollars per Unit.

A:Well,it is true that there is some room for flexibility⁶ with our catalogue price,we do have limits on how low we can go,the prices reflect the cost materials and production which are not negotiable.

B:I'd think that your production processing may have some flexibility ,perhaps you have some room for discussion about a lower price based on production time frame.

A:Yes,that's ture if you're willing to go for a later delivery date,we can give you a discount on the price that might richer financial objectives,we could guarantee a delivery of August thirty-first,and give you a 25% discount of the price.

B:No,that won't work either,because our delivery must be made by July Thirty-first,that's our deadline that we can negotiate on that .

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 cant   

n.斜穿，黑话，猛扔

参考例句：

• The ship took on a dangerous cant to port.船只出现向左舷危险倾斜。
• He knows thieves'cant.他懂盗贼的黑话。

4 retail   

v./n.零售；adv.以零售价格

参考例句：

• In this shop they retail tobacco and sweets.这家铺子零售香烟和糖果。
• These shoes retail at 10 yuan a pair.这些鞋子零卖10元一双。

5 oversee   

vt.监督，管理

参考例句：

• Soldiers oversee the food handouts.士兵们看管着救济食品。
• Use a surveyor or architect to oversee and inspect the different stages of the work.请一位房产检视员或建筑师来监督并检查不同阶段的工作。

6 flexibility   

n.柔韧性，弹性，（光的）折射性，灵活性

参考例句：

• Her great strength lies in her flexibility.她的优势在于她灵活变通。
• The flexibility of a man's muscles will lessen as he becomes old.人老了肌肉的柔韧性将降低。