How to Negotiate a Better Price
採購議價與談判技巧
刊登日期：2017-01-22
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Funday的商用英文單元，讓你在職場上不管是碰到開會、 寫信、和同事上司對談等場合都不用再害怕英文了！跟著今天的商用會話情境一起來學如何用英文議價！ |
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How to Negotiate a Better Price 採購議價與談判技巧 Louise Inc., a US company, is negotiating a contract with Victory Ltd., a Taiwanese company manufacturing machinery component parts. Tasha Wu is the Production Manager for Victory, and Sam Ginsberg is the Purchasing Manager for Louise. 美國的路易斯股份有限公司，正與台灣生產機器零件的勝利有限公司，進行簽約談判。吳塔莎是勝利公司的生產經理，而山姆金斯伯格是路易斯的採購經理。 Sam: May I ask what is your production situation now? Do you have the capacity to provide us with a substantial number of units? 山姆：可以請問一下你們現在的生產情況嗎？貴公司的產能足夠提供我們大量的組件嗎？ Tasha: Provided that you give us sufficient notice, we have the production capacity to meet your needs. What sort of quantities are you looking for? 塔莎：倘若您提早通知我們，我們的生產線就能夠滿足您的需求。您的需求量大概多少呢？ Sam: We are considering an initial quantity of 10,000 units, with additional similar quantities ordered on a quarterly basis. Suppose we placed an order for 10,000 units for the first quarter of 2017 and follow-up orders of 10,000 units for each of the following three quarters, what unit price could we expect? 山姆：我們正在考慮首批先訂購1萬組，之後每季再追加差不多的數量。假若我們2017年第1季先下一萬組的訂單，接下來3季每季追加1萬組，單價會是多少？ Tasha: With the specifications you request and if you could allow us 30 days before beginning production, we could offer a unit price of NT$800. 塔莎：依照您要求的規格，且如果您能夠給我們30天再開始生產的話，我們報的單價是800元台幣。 Sam: If we doubled the number of units in our order, what discount on the unit price could we have? 山姆：如果我們訂貨量加倍，單價可以有多少折扣呢？ Tasha: Before I answer that question, could you tell me about the delivery dates? 塔莎：在我們回答這個問題前，您能夠告訴我交貨期嗎？ Sam: We were thinking that the delivery date should be 120 days following our order. 山姆：我們在想交貨期應該是下訂後的120天。 Tasha: On condition that we would have such a delivery period, we would be willing to offer a 5% discount on the larger order. 塔莎：假如交貨期可以照您剛才所說的安排，我們願意提供較大筆訂單5%的折扣。 Sam: What about a 10% percent discount? Then we could agree to place the larger order. 山姆：10%的折扣如何？那麼我們就可以訂雙倍的貨量。 Tasha: That would be very difficult for us…, but we could offer a compromise discount of 8% on the larger order, would that satisfy you? 塔莎：這對我們來說很困難⋯⋯，但是我們可以針對較大筆的訂單，折衷給8%的折扣，不知道您滿不滿意？ Sam: I think we have a deal. 山姆：我想我們成交了。 |
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