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第六节：商务谈判高手之路
—— 买卖过招第一回！
【疯狂星级】
★ ★★★ 四星级•大学四六级•国际商务级
【Kim’s Note】As the date for China’s WTO entry draws near, the ability to negotiate in English becomes more important. This is an excellent example of real-world negotiating. The language used in real business transactions is not always the same as the language you find in business and management textbooks. Real negotiations include a certain amount of joking and humor. We are the only source of authentic, spoken, business negotiation English!
【疯狂简介】
James White是一位美国的医疗器械经销商，此次是Stone Lee第一回与他交手。就在短短几分钟的交谈中，Stone即感到这位美国佬粗犷的外表下，藏着狡黠如脱兔的心思——他肯定是沙场老将，自己绝不可掉以轻心。双方第一回合过招如下：
谈判现场：
James: I’d like to get the ball rolling by talking about prices.
我想就从价钱方面开始谈吧！
Stone: Shoot. I’d be happy to answer any questions you may have.
洗耳恭听！我很乐意答复任何问题。
James: Your products are very good. But I’m a little worried about the prices you’re asking.
贵公司的产品很出色；但对于你们开的价码，我觉得有点困难。
Stone: You think we should be asking for more? (laughs)
你是觉得我们应该把价格开高点？（笑）
James: (chuckles) That’s not exactly what I had in mind. I know your research costs are high, but what I’d like is a 20% discount.
（莞尔）我不是这个意思。我知道你们投入很高的研究经费，但是，我想要的是八折。
Stone: That seems to be a little high, Mr. White. I don’t know how we make a profit with those numbers.
怀特先生，这个折扣似乎多了点。这样的价格，我真是怀疑我们公司怎么能有利润可赚！
James: Please, Stone, call me James. (pause) Well, if we promise future business, volume sales, that will slash your costs for making the “Heating Pad”, right?
石头，请叫我占姆士好了。（稍停）这样吧！若我们答应以后继续和你们合作，而且是大笔的生意，就可以使你们大幅度降低“热疗垫”的制造成本，对不对？
【Kim’s Note】Asking someone to call you by your first name is a tactic used to show there is a personal relationship. The timing of this move is very important!
