优势商务英语谈判 Making ConcessionS（在线收听）

Making ConcessionS

Dialogue 1 A:Let's get started,i have been thinking a lot about the details of our project,and i really do hope to reach a agreement today.So we can get this deal off the table.

B:I agree,i hope we can ?out all the details and find arrangement that is suitable and beneficial for a ?this afternoon i was hoping we could discuss some of the trouble areas we've been having,and try to resolve any differences that are still hanging over our heads.

A:What kinds of things do you have in mind?we really want to work through your requirements one by one until we can come to in an agreement.

B:First,there is issue of discounted price,we are looking for a discount of at least 10%,if you give us the discount of 10% on our high volume orders,we can pay in 30 days.

A:Well, to be honest, a discount of 10% is a little high,it might not be doable this point,how about this?we'll give you a discount of 7%,but you can have 90 days credited on your payment.

B:Well,that might be acceptable,if you handle the transportation costs.

A:No,you have to take care of the transportation at least from port to port,but we are willing to pay an insurance until your order reaches the destination port,can you accept that?

B:We cover transportation fees and partially insurance costs,and only have discount of 7%?that doesn't seem very a peeling.

A:You also have 90 days to pay your bill and all tell you what,i'll also throw in discount of 25% on your upfront deposit.

B:Done.

Dialogue 2 A:There are still some details in our partnership contract that i think we need to discuss,first of all, i am not too crazy about your service constrains,is there any way we can get out of the annual service contract requirement?

B:Unfortunately,the service contract is a standard requirement.what i can do for you we shorten the terms of the contract,if you'll will be willing to settle for a lower ? on ? orders.

A:How much lower are we talking about?

B:If we reduce the ? amount by 25%,we would be able to shorten the service contract to a six month requirement.

A:I think we could go for that,and what about the warrantee?any chance of getting a better warrantee?

B:Well,i can give you a better warrantee,if you would be able to agree to a higher order volume.

A:That might not be ideal,because that would be some drops to any high to order volume.Since this is a new market,we are walking an test waters,it's too much of risks to make high value orders in beginning of product line,what about the free delivery options?if we were willing to forgo the free delivery ?could you get a better warrantee?

B:Yes,normall,our delivery fee could be waved,if you make an order of 50 units or more,but if you'd be willing to add the delivery costs into our basic per unit cost,we'll be able to give you a longer warrantee.

A:That would be fine.we could accept the minimal cost increase to get a better warrantee option.