把手言歡定合約 Buy and Sell

音頻試聽：

英文正文

Robert: How about 15% for the first six months, and for the second six months at 12%, with a guarantee of 3000 units?

Dan: hat's a lot to sell, with very low profit margins.

Robert: It's about the best we can do, Dan. We need to hammer something out today. If I go back empty-handed, I might be coming back to you soon to ask for a job.

Dan: OK, 17% the first six months, 14% for the second?!

Robert: Good. Let's iron out the remaining details. When do you want to take delivery?

Dan: We'd like you to execute the first order by the 31st.

Robert: Let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st.

Dan: Right. We couldn't handle much larger shipments.

Robert: Fine. But I'd prefer the first shipment to be 1000 units, the next 2000. The 31st is quite soon - I can't guarantee 1500.

Dan: I can agree to that. Well, if there's nothing else, I think we've settled everything.

Robert: Dan, this deal promises big returns for both sides. Let's hope it's the beginning of a long and prosperous relationship.

作業(yè)：看到劃線的句子了嗎？請(qǐng)翻譯。?

句型總結(jié)

●　 接近底限
1. It's about the best we can do.
2. It's about as far as we can go.
3. We can't offer anything better than that.
4. That's the bottom line.

　 提出最后可行的折衷方案后，對(duì)方仍持否定的態(tài)度，你可以說："It's about the best we can do."是‘我們所能做的極限'。
　 這句話表示已到談判的底限了，如再施壓力，就拉倒；不過由于使用"about"，則又暗示有小幅度調(diào)整的可能性，并非百分之百地不可改變。這種說法一來提醒對(duì)方，要適可而止，二來由于用字技巧，還替自己保留談判的余地。

●　 復(fù)述要點(diǎn)
1. Let me run through this again: the first shipment .....
2. Let me check this again: the first shipment .....
3. Let me go through this a second time: the first shipment .....
4. Let me go over this again: the first shipment.....

　 為了要確定自己沒有誤解對(duì)方的意思，在談判過程中經(jīng)常有必要用自己的話，把對(duì)方的條件或決定再說一遍，以確定無誤。如："Let me run through this again: the first shipment...",
　 句子中的"run through"意思是‘約略說一次；很快地看一遍'，因此這句話暗示不會(huì)逐條逐項(xiàng)地細(xì)述，只是約略復(fù)述重點(diǎn)。在正式商談中，敲定交易之前，弄清楚雙方同意的事項(xiàng)是絕對(duì)有必要的。

●　 客套結(jié)語
1. Let's hope it's the beginning of a long and prosperous relationship.
2. Let's hope it's the beginning of a great future.
3. Let's hope it's the beginning of a long term relationship.
4. Let's hope it's the beginning of a rich and prosperous cooperation.

　 談判圓滿結(jié)束，照例要以祝福的客套話作結(jié)尾。文中Robert所說的 "Let's hope it's the beginning of a long and prosperous relationship." 就是一個(gè)很實(shí)用的范例。表示樂于與對(duì)方維持長(zhǎng)期的合作關(guān)系；更希望借由彼此的合作關(guān)系，讓雙方的企業(yè)蒸蒸日上，互蒙其利。

特別提示

Robert與Dan的談判經(jīng)過多次的折沖，終于塵埃落定。談判過程中，只見兩人不斷地將對(duì)方所提的數(shù)字加加減減，才一步步地把最后的數(shù)字具體化?？梢娬勁胁皇且货砜杉吹墓ぷ鳎p方不僅要懂得如何維護(hù)自己最大的利益，同時(shí)也要懂得妥協(xié)。以下是兩種談判技巧：

A: 如何表示已到談判的底限

　　當(dāng)談判陷入僵局，還冒險(xiǎn)向?qū)Ψ绞┘訅毫?，這也是奇招之一。像文中Dan抱怨Robert的折扣給得太低時(shí)，Robert立即打開天窗說亮話，以"It's about the best we can do."來逼退Dan。由于這句話暗示談判有破裂的可能，因此對(duì)方在聽到這種話后，通常就不再相逼。如Dan聽了之后，當(dāng)下就緩和場(chǎng)面，自動(dòng)把要求再降低一點(diǎn)，不再堅(jiān)持高折扣。

B: 隱惡揚(yáng)善，莫平白暴露自己的缺點(diǎn)

　　談判時(shí)最大的危機(jī)就是無意間暴露己方的弱點(diǎn)，平白陷入挨打的地位，所以應(yīng)盡量強(qiáng)調(diào)自己能做的事，而把做不到的列為最高機(jī)密。像Robert實(shí)際上無法馬上就運(yùn)1500件這么多的貨，但仍促請(qǐng)對(duì)方大量訂貨；但若Robert一開始就透露這一點(diǎn)，對(duì)方可能會(huì)以此攻擊他的能力，造成他聲勢(shì)的跌停板。因此切莫主動(dòng)暴短，而且應(yīng)有心里準(zhǔn)備，萬一對(duì)方發(fā)現(xiàn)時(shí)，自己要如何應(yīng)付。?