1. Prepare for a negotiation
Dialog:
A: The purpose of this meeting is to talk about upgrading our computers.
We also need to prepare the meeting with my vendor.
B: The Compunow has the kind of computers we need, at reasonable price.
A: So let's make sure we are all on the same page regarding quantities and cost.
C: I expect we'll need 35 new laptops over next 12 mouths.
I want laptops so that people can move around and talk to each other more.
B: That's a good idea. It's too noisy in office. If we can move to a quieter place, they will be more productive.
I anticipate my team will need 15 desktop computer in the next year. compunow would be perfect.
It does a great job with large database and dosen't often slow down or crash.
A: all together, you two forsee a need for 50 computers over the next year.
C: I talked to someone over at ... They are powerful and reasonably priced定价
They bought theirs for $800 each.
A: That's a bit high. We need to negotiation a better price. How much are the ..., B?
B: The standard model starts at 900.
But we need something and a large hard drive. one I want costs about $1100.
A: I need to look at the budget and see if I can make the numbers work. I'll come get you if there is a problem.
遇见
. expect, forsee, anticipate, aim for
Collocation: coule'cation
Make:
. make headway ( make a project move forward )
. make a decision
. make a breakthrough
Do:
. do business
. do research
Take
. take advantage of
. take your time
. take good care of sth
. take the lead
2. Laying out your opening position
Dialog:
A: So, Nancy, as I told you in my email, over the last 12 months, we need 50 computers: 35 laptops and 15 desktops. We are looking for your PF-30 laptops and 35 desktops. I also gave you some prices.
B(vendor): Yes, and thanks for the detailed information. I suggest that we begin by going over (核对) your needs.
Would you clarify a couple of points for me? first, how did you choose these particular computers? We sell a lot of different models.
C: I chose the SF-36 because it's powerful and it has a solid reputation for being durable. They're pretty much state of the art.(在art方面有地位）
D: I chose the PF30. They use them at Sunset Computers. They love them because they're lightweight and tough.
B: SO, where did you get the price of $800 for the PF-30 laptop? Our lowest price for those is $900.
C: I think there's been misunderstanding somewhere. We never sell them for lower than 900. Hmm. Thirty-five PF-30s at 900 each would over 30000.
A: That would be an enormous problem for our budget.
We ere expecting a low price because we buy so many computers.
B: Well, you have to understand we have some limitations.
A: So, there's really no way you can go below 900.
B: No, I am afraid not. But I'm confident we can work somethings out. We just have to be a little more flexible.
Word
. durable
. go over
. full payment
expect price - clarify- limitation - resolve
Express your expect price
We are looking at buying 5 units for 500 each.
Help me here. What do you purpose instead?
Is there any way you can give us a better price.
Would you give us a better price?
Is there any way you can be more flexible with the price.
600 per unit is as high as I can go.
If you can make it $600, that would be a good deal.
Clarify
Would you clarify a point for me?
What exactly do you mean by discount?
Would you be more flexible?
-> Just to clarify, we can not go that low.
What I'm saying is, we can offer you a small discount.
To be more specific, we can discount the price by 10%.
3. Negotiation
Dialog:
A: Let's look at preliminary offer. You wanna buy 15 SF-36s and 30 PF-30s.
B: And we want a bulk discount(批量折扣) to lower their prices.
A: I think bulk discount is out of the question. I am really sorry, we can offer a discount on only 50 computers.
B: Nacy, help us out here. There's no way we can pay full price.
A:Here's what I can do. I propose that you not buy the PF-30.
C: let me get this straight. You're suggesting we don't buy laptops.
A: I am suggesting you don't buy pf-30s.
C: so, What do you purpose we buy?
A: The PF-29. A generous office laptop. A litter lower than The 30, but our customers love it.
D: She is right. It's fine for our need.
A: What would you say if I offer them for 600 each?
B: I think I probably accept it. It's easily within our budget.
A: I can't confirm it today. I'll check with my boss.
B: And um. What infomation you two want to know/ I want more information from you two.
Why don't we meet latter in the weekend? We finalize this.
C: That will be great.
Procedure:
One silde propose idea -> reject the idea -> propose win-win idea -> finalize the plan.
Words:
. finalize
. check with my boss
. full price
. bulk : bvlk discount
. preliminary: pri'limineri price
Let's look at the preliminary policy.
4. Closing the deal
Dialog:
A: So, my boss confirmed that $600 for PF29s is okay.
B: I've been talked with my friends. They recommand it.
C: let's take a moment and review what we have agreed to so far.
A: That's what we have: ....
The total of both purchases is 37,500.
C: let's talk about next steps. What about the ording, the payment process and the service plan.
A: Well, It's simple. When you decide you want computers, you call me. after a delivery, we'll send you an invoice and standard 30-day payment.
We offer a standard one-year service plan that covers parts and labor - no charge to IXW. And I send you an contract to review in a couple of days. just call me if there is a problem.
C: well, I think we are all in agreement.
A: It's been a pleasure working with you.
D: Your suggestion to go with the PF29 broke the deadlock.
A: thanks. I look forward to build a long term relationship with IXW. I'll be in touch.
Each
. each
. apiece
. per unit
Procedure:
Clarify -> service plan -> include -> charge.
Final:
. The total price is ..
. we finalize the deal over next week
. That price as high as 100.
Service plan
. a free upgrade
. free delivery
. four years
. get free parts and labor
Resource
