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[ÏÖ³¡Ò»]DanSmithÊÇһλÃÀ¹úµÄ½¡ÉíÓÃÆ·¾­ÏúÉÌ£¬´Ë´ÎÊÇRobertLiuµÚÒ»»ØÓëËû½»ÊÖ¡£¾ÍÔڶ̶̼¸·ÖÖӵĽ»Ì¸ÖУ¬RobertLiu¼È¸Ðµ½Õâλ´óºº´ÖáîµÄÍâ±í£¬²ØÓнÆÍõÄÐÄ˼¨D¨DËû¿Ï¶¨ÊÇɳ³¡ÀϽ«£¬×Ô¼º¾ø²»¿ÉµôÒÔÇáÐÄ¡£Ë«·½µÚÒ»»Ø¹ýÕÐÈçÏ£º
D:¡¡I¡¯¡¯d¡¡like¡¡to¡¡get¡¡the¡¡ball¡¡rolling£¨¿ªÊ¼£©by¡¡talking¡¡about¡¡prices.
R:¡¡Shoot.£¨Ï´¶ú¹§Ìý£©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:¡¡(chucklesݸ¶û)¡¡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¨D¨Dvolume¡¡sales£¨´ó±Ê½»Ò×£©¨D¨Dthat¡¡will¡¡slash¡¡your¡¡costs£¨´óÁ¿¼õµÍ³É±¾£©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£¨Ïúíࣩso¡¡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.
[ÏÖ³¡¶þ]Robert»Ø¹«Ë¾³Ê±¨DanµÄÌá°¸ºó£¬ÀÏ°åºÜÂúÒâ¶Ô·½µÄ²É¹º¼Æ»®;µ«ÔÚÕÛ¿Û·½ÃæÔòÏ£ÍûRobertÄܼÌÐøά³ÖÇ¿Ó²µÄ̬¶È£¬¾¡Á¿Ì½³ö¶Ô·½µÄµ×Ïß¡£¾ÍÔÚÕâÆßÉÏÆ߰˵ļ۸ñÇÌÇÌ°åÉÏ£¬Ë«·½ÊÇ·ñÄÜÕÒµ½±Ë´ËµØƽºâµãÄØ£¿Çë¿´ÏÂÃæ·Ö½â:¡¡
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£¨½µµÍ£©on¡¡the¡¡price.¡¡But¡¡25%¡¡would¡¡slash¡¡our¡¡profit¡¡margin£¨Ã«ÀûÂÊ£©.We¡¡suggest¡¡a¡¡compromise¨D¨D10%. 
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£¨¹²Í¬ÐÅÄ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¨D¨Dbut¡¡I¡¯¡¯m¡¡try¡¡very¡¡hard¡¡to¡¡reach¡¡some¡¡middle¡¡ground£¨»¥ÏàÍ×Э£©. 
D:¡¡I¡¡understand.¡¡We¡¡propose¡¡a¡¡structured¡¡deal£¨½×¶ÎʽºÍÔ¼£©.¡¡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¨D¨Dthey¡¯¡¯ll¡¡turn¡¡it¡¡down¡¡flat£¨´ò»ØƱ£©. 
D:¡¡Then¡¡you¡¯¡¯ll¡¡have¡¡to¡¡think¡¡of¡¡something¡¡better,¡¡Robert.
[ÏÖ³¡Èý]DanÉÏ»ØÌáÒéÇ°°ëÄê¸øËûÃǶþ³ÉÕÛ¿Û£¬ºó°ëÄêÔÙ½µÎªÒ»³É°ë£¬¾­RobertÍÆ·­ºó£¬DanÔÙÈý±íʾÈò½ÓÐÏÞ¡£ÄúÖªµÀRobertÔÚÕâÕÛ¿Û·ì϶ÖÐÓÎ×ߣ¬ÈçºÎ²ÅÄÜÃþ³öË«·½¶¼Í¬ÒâµÄÊý×ÖÄØ£¿Ëû´Ó½õÄÒÀïÓÖÌͳöʲôÃî¼ÆÁËÄØ£¿Çë¿´ÏÂÃæ·Ö½â£º¡¡
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¡¡£¨Çö¨£©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£¨½â¾ö£©the¡¡remaining¡¡details.¡¡When¡¡do¡¡you¡¡want¡¡to¡¡take¡¡delivery£¨È¡»õ£©? 
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£¨×¬´óÇ®£©for¡¡both¡¡sides.¡¡Let¡¯¡¯s¡¡hope¡¡it¡¯¡¯s¡¡the¡¡beginning¡¡of¡¡a¡¡long¡¡and¡¡prosperous¡¡relationship. 
[ÏÖ³¡ËÄ]½ñÌìRobertµÄ°ì¹«ÊÒ³öÏÖÁËÒ»¸öÉúÃæ¿×¨D¨DKevin¡¡Hughes£¬´ËÈË´ú±íÃÀ¹úÒ»¼ÒÔ˶¯²úÆ·¹«Ë¾£¬×¨³ÌÀ´Ì¨ÍåÑ°ÕÒ¼Ó¹¤¡£½ÓÇ¢µÄ¼Ó¹¤²úÆ·ÊÐÔ˶¯ÐÍ¡°´ÅÖÊʯ¸à»¤µæ¡±£¬ÊÜÉ˵ÄÔ˶¯Ô±°üÉÏÕâÖÖ²úÆ·Éϳ¡±ÈÈü£¬¼´¿É±£»¤ÊÜÉ˲¿Î»£¬ÇÒ²»·Á°­»î¶¯¡£ÏÖÔÚ£¬ÎÒÃǾÍÀ´¿´¿´Á½È˵ĻáÒéÏÖ¿ö£º
R:¡¡We¡¡found¡¡your¡¡proposal¡¡quite¡¡interesting,¡¡Mr.¡¡Hughes.¡¡We¡¯¡¯d¡¡like¡¡to¡¡weigh¡¡the¡¡pros¡¡and¡¡cons£¨ºâÁ¿µÃʧ£©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£¨Í¶×ÊÓÚ¡­¡­£©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.