Dan Smith是一位英国的运动健身器材代理商，本次是Robert Liu*一回与他交锋。就在短短的十多分钟的沟通交流中，Robert Liu既觉得这名壮汉粗狂的表面，存有狡兔的思绪――他肯定是沙场老将，自身决不可心存侥幸。彼此*一回较量以下：
D： I'd like to get the ball rolling（刚开始）by talking about prices.
R： Shoot.（洗耳恭听）I'd be happy to answer any questions you may have.
D： Your products are very good. But I'm a little worried about the prices you're asking.
R： You think we about be asking for more？（laughs）
D： （chuckles莞尔） 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.
R： That seems to be a little high, Mr. Smith. I don't know how we can make a profit with those numbers.
D： Please, Robert, call me Dan. （pause） Well, if we promise future business――volume sales（巨额买卖）――that will slash your costs（很多降低成本费）for making the Exec-U-ciser, right？
R： Yes, but it's hard to see how you can place such large orders. How could you turn over（销磬）so many？ （pause） We'd need a guarantee of future business, not just a promise.
D： We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee？
R： If you can guarantee that on paper, I think we can discuss this further.
Robert回企业呈送Dan的提议后，老总很令人满意另一方的采购方案；但在折扣优惠层面则期待Robert能再次保持强势的心态，尽可能伸出另一方的道德底线。就在这里七上七八的价钱翘翘板上，彼此是不是能寻找相互地均衡点呢？请看下面溶解：
R： Even with volume sales, our coats for the Exec-U-Ciser won't go down much.
D： Just what are you proposing？
R： We could take a cut（减少）on the price. But 25% would slash our profit margin（利润率）。We suggest a compromise――10%.
D： That's a big change from 25！ 10 is beyond my negotiating limit. （pause） Any other ideas？
R： I don't think I can change it right now. Why don't we talk again tomorrow？
D： Sure. I must talk to my office anyway. I hope we can find some common ground（相互信心）on this.
NEXT DAY
D： Robert, I've been instructed to reject the numbers you proposed； but we can try to come up with some thing else.
R： I hope so, Dan. My instructions are to negotiate hard on this deal――but I'm try very hard to reach some middle ground（相互之间让步）。
D： I understand. We propose a structured deal（环节式和约）。 For the first six months, we get a discount of 20%, and the next six months we get 15%.
R： Dan, I can't bring those numbers back to my office――they'll turn it down flat（打回票）。
D： Then you'll have to think of something better, Robert.
Dan上回建议上半年给他二成折扣优惠，后大半年再降至一成半，经Robert打倒后，Dan再三表明妥协比较有限。您了解Robert在这里折扣优惠间隙中上游走，怎样才可以摸出双方都愿意的数据呢？他从妙计里又取出哪些奇招了呢？请看下面溶解：
R： How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units？
D： That's a lot to sell, with very low profit margins.
R： It's about the best we can do, Dan. （pause） We need to hammer something out （谈妥）today. If I go back empty-handed, I may be coming back to you soon to ask for a job. （smiles）
D： （smiles） O.K., 17% the first six months, 14% for the second？！
R： Good. Let's iron out（处理）the remaining details. When do you want to take delivery（提货）？
D： We'd like you to execute the first order by the 31st.
R： Let me run through this again： the first shipment for 1500 units, to be delivered in 27 days, by the 31st.
D： Right. We couldn't handle much larger shipments.
R： 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.
D： I can agree to that. Well, if there's nothing else, I think we've settled everything.
R： Dan, this deal promises big returns（挣大钱）for both sides. Let's hope it's the beginning of a long and prosperous relationship.
今日Robert的公司办公室出現了一个生面孔――Kevin Hughes，这人意味着英国一家运动装备企业，专程来*台湾找寻生产加工。洽谈的生产加工商品市时尚运动"磁质熟石膏卫生巾"，负伤的选手包上这类商品上场，就可以维护负伤位置，且不防碍主题活动。如今，大家就讨论一下两个人的大会现状：
R： We found your proposal quite interesting, Mr. Hughes. We'd like to weigh the pros and cons（衡量得失）with you.
K： Mr. Robert Liu, we've looked all over Asia for a manufacturer； your company is one of the most suitable.
R： If we can settle a number of basic questions, I'm confident in saying that we are the most suitable for your needs.
K： I hope so. And what might be the basic questions you have？
R： First, do you intend to take a position in（项目投资于……）our company？
K： No, we don't, Mr. Liu. This is just OEM.
R： 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.
K： If you can guarantee continuing quality, we can sign a commitment for 75,000 pieces a year, for five years.
R： At U.S. $1000 a piece, we'll make an average return of just 4%. That's too great a financial burden for us.
K： I'll check the number later, but what do you propose？
R： Here's how you can demonstrate commitment to this deal. Make it ten years, increase the unit price, and provide technology transfer.
Robert在前面的交涉最终明确提出签订十年的规定，Kevin是否会同意呢？假如回答是否定得话，Robert又有何准备？他一心为企业的权益准备，极力争取专利运营地协约，而另一方会甘愿转让该项比钱财更宝贵的财产吗？可以看下列溶解：
K： We can't sign any commitment for ten years. But if your production quality is good after the first year, we could extend the contract and increase our yearly purchase.
R： That sounds reasonable. But could you shed some light on（表露）the size of your orders？
K： If we are happy with your quality, we might increase our purchase to 100,000 a year, for a two-year period.
R： Excuse me, Mr. Hughes, but it seems to me we're giving up too much in this case. We'd be giving up the five-year guarantee for increased yearly sales.
K： Mr. Liu, you've got to give up something to get something.
R： If you're asking us to take such a large gamble（探险）for just two year's sales, I'm sorry, but you're not in our ballpark（接纳的范畴）。
K： What would it take to keep Pacer interested？
R： A three-year guarantee, not two. And a qualilty inspection（质量检测）tour after one year is fine, but we'd like some of our personnel on the team.
K： Acceptable. Anything else？
R： We'd be making huge capital outlay（资本性支出）for the production process, so we'd like to set up a technology transfer agreement, to help us get off the ground（获得基本发展）。
Robert在前面的交涉最终明确提出签订十年的规定，Kevin是否会同意呢？假如回答是否定得话，Robert又有何准备？他一心为企业的权益准备，极力争取专利运营地协约，而另一方会甘愿转让该项比钱财更宝贵的财产吗？可以看下列溶解：
K： We can't sign any commitment for ten years. But if your production quality is good after the first year, we could extend the contract and increase our yearly purchase.
R： That sounds reasonable. But could you shed some light on（表露）the size of your orders？
K： If we are happy with your quality, we might increase our purchase to 100,000 a year, for a two-year period.
R： Excuse me, Mr. Hughes, but it seems to me we're giving up too much in this case. We'd be giving up the five-year guarantee for increased yearly sales.
K： Mr. Liu, you've got to give up something to get something.
R： If you're asking us to take such a large gamble（探险）for just two year's sales, I'm sorry, but you're not in our ballpark（接纳的范畴）。
K： What would it take to keep Pacer interested？
R： A three-year guarantee, not two. And a qualilty inspection（质量检测）tour after one year is fine, but we'd like some of our personnel on the team.
K： Acceptable. Anything else？
R： We'd be making huge capital outlay（资本性支出）for the production process, so we'd like to set up a technology transfer agreement, to help us get off the ground（获得基本发展）。
商务沟通案例
2001年11月19日 早上十一点左右57分26秒 行到这里，交涉都还算作在和睦的氛围下开展，彼此分别寻找盈利的计划方案。但对于专利运营这一项，Robert所提的确保和规定可否切除Kevin心里的顾忌，如今此交涉终露黎明呢？下列会话即为您公布：
K： If we transferred our technical and research expertise（技术性与科学研究的专业技能）, what would stop you from making th esame product？
R： We'd be willing to sign a commitment. We'll put it in writing （书面形式确保）that we won't copycat（假冒）the Sports Cast within five years after ending our contract.
K： Sounds O.K., if it's for any "similar" product. That would give us better protection. But we'd have to interest on a ten year limit.
R： Fine. We have no intention of becoming your competitor.
K： Great. Then let's settle the details of the transfer agreement.
R： We'll need you to send over some key personnel to help us purchase the equipment and train our technical people. How long do you anticipate that will take？
K： A week to put the team together, three weeks to train your people. If so, when do you estimate starting production？
R： Our first production run（一批的生产制造）should be one week after our team finishes its training. But I'd like your team to stay a full week after that, to handle any kitches that pop up（解决突发性的恶性事件）。
K： Can do. Everything seems to be set, Robert. I'll bring in a sample contract tomorrow. If you like, we can sign it then. Botany Bay是家生产制造新科技医用品的企业。其商品"病案硬盘"可存本人病案；材料拿取便捷，简直做到"一盘手中，妙用无穷"的目地。此商品可普遍应用于医院门诊、敬老院、院校等。因而Pacer有心争得该商品硬件软件机器设备的商标授权。下列便是Robert与Botany Bay的意味着，Mark Davis，首次见面的情况： M： Mr. Liu, total sales onthe Medic-Disk were U.S.$ 100,000 last year, through our agent in Hong Kong.
R： Our research shows most of your sales, are made in the Taipei area. Your agent has only been able to target the Taipei market（把……做为市场定位）。
M： True, but we are happy with the sales. It's a new product. How could you do better？
R： We're already well-established in the medical products business. The Medic-Disk would be a good addition to our product range.
M： Can you tell me what your sales have been like in past years？
R： In the past three years, our unit sales have gone up by 350 percent； profits have gone up almost 400 percent.
M： What kind of distribution capabilities（分销商工作能力）do you have？
R： We have salespeople in four major areas around the island, selling directly to customers.
M： What about your sales？
R： In terms of unit sales, 55 percent are still from the Taipei area. The rest comes from the Kaohsiung, Taichung, and Tainan areas. That's a great deal of untapped market potential（未开发设计的市场前景）, Mr. Davis. 商务沟通案例（八）
2001年12月4日 早上十一点左右50分24秒 Robert表明Pacer在营销与技术性上的基本后，总算获得信任了Mark, 也因此交涉迈出取得成功的*一步。在交涉提成鱼合同限期这类议案以前，Robert想先明确一些标准，包含独家经营权与Botany Bay能够出示的帮助。你了解Robert应用了什么方法，才不容易让Mark为此作标准来威协Pacer妥协？大家看一下Robert怎么讲：
M： Mr. Liu, what kinds of sales do you think you could get？
R： Well, to begin with, we'd have to insist on sole agency in Taiwan. We believe we could spike（猛增） sales by 30% to 40% in the first year. But certain conditions would have to be met.
M： What kinds of conditions？
R： We'd need your full technical and marketing support.
M： Could you explain what you mean by that？
R： We'd like you to give training to our technical staff； we'd also like you to pay a fee for after-sales service.
M： It's no problem with the training. As for service support, we usually pay a yearly fee, pegged to（依据）total sales.
R： Sounds OK, if we can come to terms（达到协约） on how much is fair. As for marketing support, we would like you to assume 50% of all costs.
M： We'd prefer 40%. Many customers learn about our products through international magazines, trade shows, and so on. We pick up the tab（支付）for that, but you get the sales in Taiwan.
R： We'll think about it, and talk more tomorrow.
M： Fine. We'd like you to tell us about your marketing plans
