英语高级视听说 下册 Unit 5

Unit 5 DialogueOne (the first round negotiation bertween a buyer and a seller.) --I’d like to get the ball roling by talking about the prices. ---Please go ahead. I’d be happy to answer any questions you have. ---To be frank, I’m afraid the prices you’re offering are too high to be acceptable. ---Our prices are very reasonable because our products are of the best quality of the same kind. ---I know, otherwise we wouldn’t be here. ---If you increase your order, we may consider a slight discount. What do you have in mind? ---We’d like a 20% discount for an order of 100,000 pieces. ---The order may seem attractive, but the discount is beyond our limit. Y ou know we can’t make any profit with the price you offer, Mrs. White. ---Please, Laowang, call me Jane. What if we promise future business? ---That’s a good proposal, Jane. But a 20% discount is really too far below our bottom-line. And we’d need a guarantee of future business in the contract, not just an pral promise. ----No problem. We said we wanted 100,000 pieces over a six-month period. What if we double the amount for twelve months? ---If we could include that in the contract, I think we can discuss this further. DialogueT wo (The second round negotiation.) ---Good morning, Jane. Y ou look fresh and energetic! ---Thanks, Laowang. And thank you again for the wonderful dinner. ---My pleasure. Confucius once said, “What a joy it is to have friends coming from afar!” ---I must remember this. That’s perhaps why the Chinese people are well-known for hospitality. And I also find such an honest and reliable in you. ---Thanks, Jane. I really appreciate your straightforward and easy-going personality. I’m sure we’ll become not just business partnersbut also friends. ---That’s what I have in mind, too. And I believe in a negotiation where both parties are satisfied. ---Y es, indeed. In order to establish a long-term relationship with your firm, I’d suggest we meet each other half way. ---That’s a generous move, Laowang. But you know our labor cost is so high, a 10 discount of the original price is hardly profitable for us. We can’t accept anything below 15%. ---Sine we are both so sincere about the deal, let’s say 12%. Tha’s our bottom-line. ---12.5%, Ok? Don’t let me go home emty-handed. ---That’s a deal. Shall we sign the contract now? ---Sine we’ve settled all the other matters, why not? Situation one—Dialogue ---It’s my first time to negotiate. I really feel nervous about it. ---Take it easy, Mary. If you get fully prepared, you’ll feel more confident. ---There seems to be millions of things to prepare for. I don’t know where to start. ---Well, the most important thing is to know what you you want and what they want from the negotiation. ---yes, and then? ---And then you have to decide the maximum and minimum you can give up as a compromise in order to reach an agreement. ---I see. That’s an important point. ---Sine you are a novice in negotiation, I’d suggest you make a list of all the details. This can help you stay calm during the negotiation process. ---Thank you veru much for your advice. Situation T wo—Dialogue ---the price you quote is too high to be acceptable. --I’m sorry you should think so. On the contrary, the price we are offering is the most reasonable. ---I don’t think you’re in a position to say so. ---Why not? I’m on solid ground. Y ou see, our products are of top quality and they are very popular in the European market. ---Still I consider the price too high for OEM ( Original Equipment Manufacturer ) products. ---But you know there’s no difference in quality and after-sales services. ---With your price, my boss will throw me out the window. ---With your price, we’ll go bankrupt. ---In this case, I’m afraid we can’t make the deal this time. ---Anyway, I hope we can co-operate in the future. Short conversations 1.—I am sorry to say that the price you quote is too high. It would be very difficult for us to push ant sales if we buy it at this price. -----Well, if you take the quality into consideration, you wouldn’t think our price is too high. -----How about meeting each other halfway? 2.---I am sorry to say that your price has soared. It is almost 20% higher than last year. -----That is because the price of raw materials has gone up. ----I see. It seems that everything is going up. 3.---Y ou know, packing has a close bearing on sales. ------yes, it also affects the reputation of our products. Buyers always pay great attention to packing. ------We wish the new packing will give our clients satisfaction. 4.-----How are the shirts packed? ------They are packed in cardboard boxes. -------I am afraid the cardboard boxes are not strong enough for ocean transportation. 5.-----How do you like the goods to be dispatched, by railway or by sea? -------By sea, please. Because of the high cost of railway transportation, we prefer sea transportation. -------As you like. Dialogue ---Shall we carry on the discussion about the price? ---Ok, I’ve been instructed to reject the price you proposed, but we’ll try to come up with something else. ----I hope so. My instructions are to negotiate hard on this deal, but I’m trying hard to reach some middle ground. ----I understand. What do you think of this structured deal? For the first six months, we get a discount of 20%, and the next six months we get 15%. -----I can’t accept the proposal. My boss would kill me. -----Then we’ll have to think of something better. -----I’m afraid we’ll unable to conclude the deal. I’ll just go back and ask the boss to do it himself. -----Are you kidding? That will make things even worse. Dialogue -------Negotiation plays an important role in our daily lives and we’re negotiating in one way or another almost every day. ------Sounds right. How many types of negotiations are there? ------Generally, there are three in terms of the content areas involved: day-to-day negotiations, commercial negotiations and legal negotiations. ------I hear that negotiating is an undertaking that requires a lot of strategies and skill. -----Oh, yes. But I think the best negotiator is one who knows how to compromise. You see, a negotiation is actually a give-and-take process. ----But of cause everyone would like to take more but give less. ----These idea used to be popular in the traditional win-lose negotiations. But today, more and more people come to favor the win-win approach to negotiation. ----What’s the difference between them? ----Well, with the win-lose approach, there is always a winner and a loser. But the win-win approach tries to create a situation in which both parties are winners. ----That is to say, the win-win approach is more useful for establishing long-term business relationships. -----Exactly.