第一場(chǎng)：

　　Dora Smith是一位美國(guó)的健身用品經(jīng)銷(xiāo)商，此次是Nancy作為公司的采購(gòu)部主管，第一回與他交手。就在短短幾分鐘的交談中，Nancy既感到這位大漢粗獷的外表，藏有狡兔的心思——他肯定是沙場(chǎng)老將，自己絕不可掉以輕心。雙方第一回過(guò)招如下：

　　N: I'd like to get the ball rolling by talking about prices.

　　D: Shoot. I'd be happy to answer any questions you may have.

　　N: Your products are very good. But I'm a little worried about the prices you're asking.

　　D: You think we about be asking for more?

　　N: 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.

　　D: That seems to be a little high, Mr. Nancy. I don't know how we can make a profit with those numbers.

　　N: Well, if we promise future business - volume sales - that will slash your costs for making the Washing-machine, right?

　　D: 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.

　　N: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?

　　D: If you can guarantee that on paper, I think we can discuss this further.

　　N: Never mind!

　　第二場(chǎng)：

　　Dora Smith上回提議前半年給他們二成折扣，后半年再降為一成半，經(jīng)再三表示讓步有限。最后雙方的Nancy Wang和Dora Smith雙雙出席最后的談判，最終談判是否成功，請(qǐng)看：

　　N: How do you do, Mr. Smith!

　　D: How do you do, Mr. Wang!

　　N: 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.

　　N: It's about the best we can do, Dora Smith. We need to hammer something out today. If we go back empty-handed, we may be coming back to you soon to ask for a job.

　　D: OK .17% the first six months, 14% for the second?

　　N: Good. Let's iron out the remaining details. When do you want to take delivery?

　　D: We'd like you to execute the first order by the 31st.

　　N: 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.

　　N: 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.

　　N: Dora Smith, this deal promises big returns for both sides. Let's hope it's the beginning of a long and prosperous relationship.

　　D: OK, Let’s call it today.

　　N: Good Corporation.