讨价还价：

演员表：

Dora Smith 美国经销商代表

Tom Brown 美国公司经理

Nancy Wang 公司的采购部业务员

Simon Zhou 公司经理

N: Hello, Mr. Smith, I think we can start by talking about the price.

D: Sure. I'd be happy to answer any questions you may have.

N: Your products are very good. But I'm a little worried about the prices you're asking.

D: You think we are asking for more?

N: That's not exactly what I had in mind. I know your research costs are high, but what I'd like is a 25% discount.

D: That seems to be a little high, Mr. Nancy. I don't know how we can make a profit with those numbers.

N: Well, if we promise future business, it will cut your costs, right?

D: Yes, but it's hard to see how you can place such large orders. We need a guarantee of future business, not just a promise.

N: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?

D: If you can guarantee that on paper, I think we can discuss this further.

N: Never mind! By the way, our manager hope to see you, would you like to wait for a moment? I will take him to see you.

D: that’s ok,.

S: Hi, Mrs. Smith, Welcome to China! I am Simon Zhou, sales manager. It is a pleasure to see you here .How do you do?

D: How do you do, Mr. Simon!

S: I am afraid that our costs for the product won't go down much, even with future business.

D: Just what are you proposing?

S: We could take a cut on the price. But 25% would cut our profit margin. We suggest a compromise -10%.

D: That's a big change from 25%! 10% are beyond my negotiating limit.

S: I don't think I can change it right now.

D: Mr. Tom, it is really beyond my limit, I think we can try to come up with some thing else.

S: We hope so, Mrs. Smith. I'll try very hard to reach some middle ground

D: I understand. We propose a deal. For the first six months, we get a discount of 20%, and the next six months we get 15%

S: Mrs. Smith，I can't bring those numbers back to my office.

D: Then you'll have to think of something better, Mr. Brown

T: How do you do, Mr. Simon!

S: How do you do, Mr. Brown! How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?

T: That's a lot to sell, with very low profit margins.

S: It's about the best we can do, Tom Brown. We need to get something out today. If we go back with nothing, we may be coming back to you soon to ask for a job.

T: OK .17% the first six months, 14% for the second?

S: Done. It’s really very kind of you, I’m glad to cooperate with you .

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