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一般情況下在美國商店里買東西是沒有討價還價的。但很多情況下是可以的。比如美國人的garage sale，大街上的交易或跳蚤市場里的交易。 特別是有當你買大東西的時候，比如房子、車子時一定要記得和對方講講價。不然你就虧大了。

下面列舉的是議價時可能用到的句子：

How much is this?

How much will that be?

How much are these altogether?

I think this is too expensive.

That's little too much for me. Could you make it less for me?

I can't afford it. This is too much.

This is not a reasonable price.

I don't have this much cash on me. Will you make it little cheap?

What's the regular price? Do I get discount on this?

Tell me what's the best price you can do for me?

If I pay you cash， will you give me some discount?

I'd buy this if you can make it a little less expensive.

I'd buy it if you reduce the price a little.

May I have a discount on this?

Will you give me a discount?

Can I have a discount?

Would you give me a discount if I buy three of these?

I've come all the way from China; please give me a better price.

商務談判實戰對話：商討價格

Dan Smith是一位美國的健身用品經銷商，此次是Robert Liu第一回與他交手。就在短短幾分鐘的交談中，Robert Liu既感到這位大漢粗獷的外表，藏有狡兔的心思——他肯定是沙場老將，自己絕不可掉以輕心。

雙方第一回過招如下：

D: I'd like to get the ball rolling (開始) by talking about prices.

R: Shoot. (洗耳恭聽) I'd be happy to answer any questions you may have.

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

R: You think we about be asking for more? (laughs)

D: (chuckles莞爾) 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.

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

D: Please, Robert, call me Dan. (pause) Well, if we promise future business - volume sales (大筆交易) - that will slash your costs (大量減低成本) for making the Exec-U-ciser, right?

R: Yes, but it's hard to see how you can place such large orders. How could you turn over (銷磬) so many? (pause) We'd need a guarantee of future business, not just a promise.

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

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

Robert回公司呈報Dan的提案后，老板很滿意對方的采購計劃;但在折扣方面則希望Robert能繼續維持強硬的態度，盡量探出對方的底線。就在這七上八下的價格翹翹板上，雙方是否能找到彼此地平衡點呢?請看下面分解：

R: Even with volume sales, our coats for the Exec-U-Ciser won't go down much.

D: Just what are you proposing?

R: We could take a cut (降低) on the price. But 25% would slash our profit margin (毛利率). We suggest a compromise -10%.

D: That's a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas?

R: I don't think I can change it right now. Why don't we talk again tomorrow?

D: Sure. I must talk to my office anyway. I hope we can find some common ground (共同信念) on this.

NEXT DAY D: Robert, I've been instructed to reject the numbers you proposed; but we can try to come up with some thing else.

R: I hope so, Dan. My instructions are to negotiate hard on this deal - but I'm try very hard to reach some middle ground (互相妥協).

D: I understand. We propose a structured deal (階段式和約). For the first six months, we get a discount of 20%, and the next six months we get 15%.

R: Dan， I can't bring those numbers back to my office -- they'll turn it down flat (打回票).

D: Then you'll have to think of something better, Robert.

Dan上回提議前半年給他們二成折扣，后半年再降為一成半，經Robert推翻后，Dan再三表示讓步有限。您知道Robert在這折扣縫隙中游走，如何才能摸出雙方都同意的數字呢?他從錦囊里又掏出什么妙計了呢?請看下面分解：

R: 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.

R: It's about the best we can do, Dan. (pause) We need to hammer something out (敲定) today. If I go back empty-handed, I may be coming back to you soon to ask for a job. (smiles)

D: (smiles) O.K., 17% the first six months, 14% for the second?

R: Good. Let's iron out (解決) the remaining details. When do you want to take delivery (取貨) ?

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

R: 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.

R: 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.

R: Dan, this deal promises big returns (賺大錢) for both sides. Let's hope it's the beginning of a long and prosperous relationship.