實用商務英語26：買賣過招第一回
音頻試聽：
英文正文
Dan: I'd like to get the ball rolling by talking about prices.
Robert: Shoot. I'd be happy to answer any questions you may have.
Dan: Your products are very good. But I'm a little worried about the prices you're asking.
Robert: You think we should be asking for more?
Dan: 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.
Robert: That seems to be a little high, Mr. Smith.I don't know how we can make a profit with those numbers.
Dan: Please, Robert, call me Dan. Well, if we promise future business -- volume sales that will slash your costs for making the Exec-U-Ciser, right?
Robert: Yes, but it's hard to see how you can place such large orders. How could you turn over so many? We'd need a guarantee of future business, not just a promise.
Dan: We said we wanted 1000 pieces over a six month period. What if we place orders for twelve months, with a guarantee?
Robert: If you can guarantee that on paper, I think we can discuss this further.
作業：看到劃線的句子了嗎？請翻譯。
句型總結
● 歡迎發問
1. I'd be happy to answer any questions you may have.
2. I'm ready to answer any questions you may have.
3. I'm very willing to answer any questions you may have.
4. It would be my pleasure to answer any questions you may have.
"I'd be happy to answer..."，這個句型是鼓勵對方發問，表示自己十分重視對方的反應，及樂於回答與作解釋的誠意；有助於雙向的溝通。 "would be happy to..."是‘樂意去...'， "would" 在此不是過去式助動詞，而是表達一種客氣的語調。"any questions you may have"中的 "may" 表示可能性，即‘有可能'的意思，而且 "may" 在此有緩和語氣的作用。
● 解釋誤會
1. That's not exactly what I had in mind.
2. That's not exactly what I was getting at.
3. That's not exactly what I was alluding to.
4. That's not exactly what I was thinking about.
當對方誤解你的想法，你想要予以糾正時，實用的句型可用： "That's not exactly what I had in mind."‘我(心裏／剛纔所說的)並不是這個意思'。 "have (something) in mind"意思是‘心中想着(某件事)'"not exactly"則爲‘不盡然，不完全是',緊接這句話之後，你應即刻說明自己真正的意思。
● 提出條件
1. If you can ....., I think we can discuss this further.
2. If you can ....., perhaps we can discuss this more.
3. If you can ....., maybe we can talk more about this.
4. If you can ....., we may be able to agree (to/on) what you're proposing.
談判陷入僵局，你欲提出折衷辦法來突破現況時，可使用"If you can..., I think we can discuss this further."這個句型。此條件句，以"if"子句引導特定的條件，而以主要子句"I think..."表達結果；主要用意是告訴對方：‘如果能同意此條件，或許彼此之間還能繼續再談。'主要子句採"I think..."，而非"I promise..."，在於強調‘可能...'，但不願打包票；這也是一種談判技巧。
特別提示
A. 利用‘稱名'與‘道姓'，暗示彼此間的距離
在正式場合中當雙方第一次會面，通常以Mr.或Ms.，即‘某先生、某小姐'稱呼對方；但美加人士習慣直呼其名，以示親近。例如文中，當Robert稱對方Mr. Smith，且抱怨其殺價不合理時，Dan Smith馬上請Robert叫他Dan就可以了；這就是刻意縮短彼此間的距離，表示"有話好商量"的訊號。
B. 強而不悍，纔是真正的強人
談判時雖要堅持原則，但最好不要給人剽悍的印象，否則就算做成第一筆生意，第二次合作的機會也是渺茫。避免用第二人稱"You"來指責對方，如文中Robert並不直說‘你要的折扣太多了！'，而說："I don't know how we can make a profit with those numbers"（這樣的價格我們怎麼能賺錢?!）；使得措辭較婉轉、較無威脅性，對方聽進耳裏也較不刺耳，微妙地將指責轉換爲軟性的抱怨。
