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1、Unit5DialogueOne(thefirstroundnegotiationbertweenabuyerandaseller)—fdliketogettheballrolingbytalkingabouttheprices.■一Pleasegoahead・Ibehappytoansweranyquestionsyouhave・■一Tobefrank,Fmafraidthepricesyou'reofferingaretoohightobeacceptable・一-Ourpricesareveryreasonablebecauseourproductsareoftheb
2、estqualityofthesamekind.-一Iknow,otherwisewewouldn'tbehere・■一Ifyouincreaseyourorder,wemayconsideraslightdiscount.Whatdoyouhaveinmind?…We'dlikea20%discountforanorderof100,000pieces.■一Theordermayseemattractive,butthediscountisbeyondourlimit.Youknowwecan'tmakeanyprofitwiththepriceyouoffer,Mrs.
3、White.-一Please,Laowang,callmeJane.Whatifwepromisefuturebusiness?■一That'sagoodproposal,Jane.Buta20%discountisreallytoofarbelowourbottom-line.Andwe，dneedaguaranteeoffuturebusinessinthecontract,notjustanpralpromise.——Noproblem.Wesaidwewanted100,000piecesoverasix-monthperiod・Whatifwedoublethea
4、mountfortwelvemonths?-一Ifwecouldincludethatinthecontract,Ithinkwecandiscussthisfurther.DialogueTwo(Thesecondroundnegotiation.)■一Goodmorning,Jane・Youlookfreshandenergetic!一-Thanks,Laowang.Andthankyouagainforthewonderfuldinner.-一Mypleasure.Confuciusoncesaid,"Whatajoyitistohavefriendscomingfr
5、omafar!"■一Imustrememberthis.That^sperhapswhytheChinesepeoplearewell-knownforhospitality.And1alsofindsuchanhonestandreliableinyou.—Thanks,Jane・Ireallyappreciateyourstraightforwardandeasy-goingpersonality.Fmsurewe'llbecomenotjustbusinesspartnersbutalsofriends.-一That'swhatIhaveinmind,too.AndI
6、believeinanegotiationwherebothpartiesaresatisfied・■一Yes,indeed.InordertoestablishaIong寸ennrelationshipwithyourfirm,I'dsuggestwemeeteachotherhalfway.■一That'sagenerousmove,Laowang.Butyouknowourlaborcostissohigh,a10discountoftheoriginalpriceishardlyprofitableforus.Wecan^tacceptanythingbelow15
7、%・-一Sinewearebothsosincereaboutthedeal,let'ssay12%・Tha'sourbottom-line.…12.5%,Ok?Don"letmegohomeemty-handed・■一Thafsadeal.Shallwesignthecontractnow?■一Sinewe'vesettledalltheothermatters,whynot?Situationone—Dialogue■一It'smyfirsttimetonegotiate・Ireallyfeelnervousa
