优势商务英语谈判 Establishing Limits Before You Start Your Negotiation（在线收听）

Establishing Limits Before You Start Your Negotiation

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 negotiations 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 cant 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 retail 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 oversee 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 flexibility 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 .