优势商务英语谈判 Focus on Interests Behind the Positions（在线收听）

Focus on Interests Behind the Positions

Dialogue 1 A:We've received the last version of contract you've sent us,it's still unacceptable,because we want at least a 90-day grace period for payment.we can do less than 90 days.

B:A payment plan of at least 60 days is ?,we cant really go for less.we'll roll the contract for our 30-day payment plan,the most we can give you is to change the contract to reflect 30-day grace period.

A:No,we need at least 90 days.

B:The most we can offer is 60.

A:Can you tell me why it is that you can't extend a longer payment grace period.?what concerns do you have about a 90-day period?

B:Our concern is that the payment must clear in full before we can submit the production order to the factory ,if we are going to be able to meet our promise delivery date ,the most we can afford to wait for payment is 60 days, otherwise ,the delivery will be late.

A:I see,i think there might be a solution for us,because we don't care about so much the production delivery date,actually, the timing on the payment is more important to us than timing on the delivery,we need 90 days to complete the payment because we need that much time to collect the balance from our distributers.if we chain the stipulations on the delivery date in the contract,do you think you can give us a little more time for payment completion?

B:Yeah,actually i think that would be do-able.

Dialogue 2 A:It's that the lowest price that you can offer,it's too high,we can't accept 300 dollars per unit.It's just too much.

B:The lowest price we can offer is 300 dollars per unit.there is no room to negotiate any more,300 dollars is the lowest we go.

A:Our budget won't allow more than 240 dollars per unit ,that's our final offer.

B:300 dollars is our final offer.

A:Can you tell me why you can't offer any lower on your price,i know you say there is no any room to negotiate on the price ,but what is the reason?

B:Well, considering our overhead ,if we go lower than 300 dollars on each unit,we won't make any profit,the cost of raw material has guy rocked over the last year,so when you through in our transportation and insurance costs.we can't afford anything last.

A:So if we don't require an insurance on our order,could we get a lower base price?

B;Well,i suppose so.