英文正文

Robert: We found your proposal quite interesting,Mr. Hughes. We would like to weigh the pros andcons with you.

Kevin: Mr. Liu, we’ve looked all over Asia for a manufacturer; your company is one of the mostsuitable.

Robert: If we can settle a number of basic questions, I’m confident in saying that we are themost suitable for your needs.

Kevin: I hope so. And what might be the basic questions you may have?

Robert: First, do you intend to take a position in our company?

Kevin: No, we don’t, Mr. Liu. This is just OEM.

Robert: I see. Then, the most important thing is the size of your orders. We’ll have to invest agreat deal of money in the new production process.

Kevin: If you can guarantee continuing quality, we can sign a commitment for 75,000 piecesa year, for five years.

Robert: At U.S. $1000 a piece, we’ll make an average return of just 4%. That’s too great afinancial burden for us.

Kevin: I’ll check the numbers later, but what do you propose?

Robert: Here’s how you can demonstrate commitment to this deal. Make it ten years, increasethe unit price, and provide technology transfer.

句型总结

●　保证能胜任

1. I’m confident in saying that we are the most suitable for your needs.

2. I’m confident in saying that we are the best qualified for your needs.

3. I’m confident in saying that we are the best choice for you.

4. I’m confident in saying that we are the best qualified to handle your needs.

推销产品时，总免不了要‘老王卖瓜’自夸一番。实用的句型有："I’m confident in saying that we arethe most suitable for your needs."。

此句型适用于正式的商谈场合，表示自己是对方的最佳拍档，并愿竭尽所能谈笔公平的买卖。

●　财务负担

1. That’s too great a financial burden for us.

2. That’s too big a financial burden for us.

3. That’s too risky a financial position for us.

4. That places us in a risky position.

谈判中，‘价码’往往是影响结果的最大关键。对方价钱开得太低时，你不必明明白白地说‘不’，只要说："That’s too great a financial burden for us."，对方即能明白。

这个句型为正式用语，语气平铺直叙，意思是要告诉对方所提出的条件太苛，己方不愿再考虑;同时也暗示对方要作些让步。

●　提出条件

1. Here’s how you can demonstrate commitment to this deal.

2. Here’s how you can show serious intent.

3. Here’s how you can show your support.

4. Here’s how you can show you’re committed to this deal.

正式的商业谈判中，不仅要被动地防御对方的攻势，更要会主动地提出己方的要求。

文中Robert很巧妙地运用了一个句型："Here’s how you can demonstrate commitment to thisdeal."‘你们可以这样表示承诺(的诚意)’。说完这句话之后，就应接着提出己方的要求，且注意提出的条件应有给双方转圜的余地。