實用商務英語28：把手言歡定合約

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：看到劃線的句子了嗎？請翻譯。 

句型總結

●　 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.

提出最後可行的折衷方案後，對方仍持否定的態度，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；不過由於使用"about"，則又暗示有小幅度調整的可能性，並非百分之百地不可改變。這種說法一來提醒對方，要適可而止，二來由於用字技巧，還替自己保留談判的餘地。

●　 複述要點
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.....

爲了要確定自己沒有誤解對方的意思，在談判過程中經常有必要用自己的話，把對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逐條逐項地細述，只是約略複述重點。在正式商談中，敲定交易之前，弄清楚雙方同意的事項是絕對有必要的。

●　 客套結語
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.

談判圓滿結束，照例要以祝福的客套話作結尾。文中Robert所說的 "Let's hope it's the beginning of a long and prosperous relationship." 就是一個很實用的範例。表示樂於與對方維持長期的合作關係；更希望藉由彼此的合作關係，讓雙方的企業蒸蒸日上，互蒙其利。

特別提示

Robert與Dan的談判經過多次的折衝，終於塵埃落定。談判過程中，只見兩人不斷地將對方所提的數字加加減減，才一步步地把最後的數字具體化。可見談判不是一蹴可即的工作，雙方不僅要懂得如何維護自己最大的利益，同時也要懂得妥協。以下是兩種談判技巧：

A: 如何表示已到談判的底限

當談判陷入僵局，還冒險向對方施加壓力，這也是奇招之一。像文中Dan抱怨Robert的折扣給得太低時，Robert立即打開天窗說亮話，以"It's about the best we can do."來逼退Dan。由於這句話暗示談判有破裂的可能，因此對方在聽到這種話後，通常就不再相逼。如Dan聽了之後，當下就緩和場面，自動把要求再降低一點，不再堅持高折扣。

B: 隱惡揚善，莫平白暴露自己的缺點

談判時最大的危機就是無意間暴露己方的弱點，平白陷入捱打的地位，所以應儘量強調自己能做的事，而把做不到的列爲最高機密。像Robert實際上無法馬上就運1500件這麼多的貨，但仍促請對方大量訂貨；但若Robert一開始就透露這一點，對方可能會以此攻擊他的能力，造成他聲勢的跌停板。因此切莫主動暴短，而且應有心裏準備，萬一對方發現時，自己要如何應付。