來(lái)貴賓談代工Buy and Sell

音頻試聽(tīng)：

英文正文

Robert: We found your proposal quite interesting, Mr. Hughes. We would like to weigh the pros and cons with you.

Kevin: Mr. Liu, we've looked all over Asia for a manufacturer; your company is one of the most suitable.

Robert: If we can settle a number of basic questions, I'm confident in saying that we are the most suitable for your needs.

Kevin: I hope so. And what might be the basic questions you may have?

Robert: First, do you intend to take a position in our company?

Kevin: No, we don't, Mr. Liu. This is just OEM.

Robert: I see. Then, the most important thing is the size of your orders. We'll have to invest a great deal of money in the new production process.

Kevin: If you can guarantee continuing quality, we can sign a commitment for 75,000 pieces a year, for five years.

Robert: At U.S. $1000 a piece, we'll make an average return of just 4%. That's too great a financial burden for us.

Kevin: I'll check the numbers later, but what do you propose?

Robert: Here's how you can demonstrate commitment to this deal. Make it ten years, increase the unit price, and provide technology transfer.

作業(yè)：看到劃線的句子了嗎？請(qǐng)翻譯。

句型總結(jié)

●　保證能勝任
1. I'm confident in saying that we are the most suitable for your needs.
2. I'm confident in saying that we are the best qualified for your needs.
3. I'm confident in saying that we are the best choice for you.
4. I'm confident in saying that we are the best qualified to handle your needs.

　推銷(xiāo)產(chǎn)品時(shí)，總免不了要‘老王賣(mài)瓜'自夸一番。實(shí)用的句型有："I'm confident in saying that we are the most suitable for your needs."。
　此句型適用于正式的商談場(chǎng)合，表示自己是對(duì)方的最佳拍檔，并愿竭盡所能談筆公平的買(mǎi)賣(mài)。

●　財(cái)務(wù)負(fù)擔(dān)
1. That's too great a financial burden for us.
2. That's too big a financial burden for us.
3. That's too risky a financial position for us.
4. That places us in a risky position.

　談判中，‘價(jià)碼'往往是影響結(jié)果的最大關(guān)鍵。對(duì)方價(jià)錢(qián)開(kāi)得太低時(shí)，你不必明明白白地說(shuō)‘不'，只要說(shuō)："That's too great a financial burden for us."，對(duì)方即能明白?！?br> 　這個(gè)句型為正式用語(yǔ)，語(yǔ)氣平鋪直敘，意思是要告訴對(duì)方所提出的條件太苛，己方不愿再考慮；同時(shí)也暗示對(duì)方要作些讓步。

●　提出條件
1. Here's how you can demonstrate commitment to this deal.
2. Here's how you can show serious intent.
3. Here's how you can show your support.
4. Here's how you can show you're committed to this deal.

　正式的商業(yè)談判中，不僅要被動(dòng)地防御對(duì)方的攻勢(shì)，更要會(huì)主動(dòng)地提出己方的要求。
　文中Robert很巧妙地運(yùn)用了一個(gè)句型："Here's how you can demonstrate commitment to this deal."‘你們可以這樣表示承諾（的誠(chéng)意）'。說(shuō)完這句話之后，就應(yīng)接著提出己方的要求，且注意提出的條件應(yīng)有給雙方轉(zhuǎn)圜的余地。

特別提示

Robert與Kevin首度會(huì)談，我們應(yīng)注意兩人一開(kāi)始是如何建立商談的氣氛，其次是Robert如何安排他的話題。您是否看出他循序漸進(jìn)地發(fā)問(wèn)，把重要條件拖到最后才提出？

A. 見(jiàn)面三分情

　　與初次接觸的商業(yè)代表會(huì)晤時(shí)，一來(lái)為了博取對(duì)方的好感，二來(lái)為了兼顧禮貌，總會(huì)先揀好聽(tīng)的說(shuō)。如文中，Kevin一見(jiàn)面就說(shuō)"...your company was one of the most suitable."來(lái)恭維對(duì)方。不過(guò)Kevin對(duì)Pacer的贊美在這兒卻稍有保留：當(dāng)他說(shuō)Pacer是‘較合適者之一'時(shí)，就表示還有一、兩家同行可供其比價(jià)，無(wú)異暗示對(duì)方若要做成這筆生意，可能得適時(shí)地降低要求。

B. 善用最后時(shí)間

　　在談判戰(zhàn)爭(zhēng)中，善用拖延戰(zhàn)術(shù)的把關(guān)將領(lǐng)，通常都會(huì)將最重要的條件留到最后一刻才提出。此時(shí)由于時(shí)間匆促，對(duì)手無(wú)法詳加考慮，又為了急于回去交差，往往容易牽就己方。如在本單元中，Robert把技術(shù)轉(zhuǎn)移這種最敏感的重要條件留到最后才提出來(lái)，就是不到最后關(guān)頭，不輕易出招。?