實用商務英語29：遠來貴賓談代工
來貴賓談代工Buy and Sell
音頻試聽：
英文正文
Robert: We found your proposal quite interesting, Mr. Hughes. We would like to weigh the pros and cons with you.
Kevin: Mr. Liu, we've looked all over Asia for a manufacturer; your company is one of the most suitable.
Robert: If we can settle a number of basic questions, I'm confident in saying that we are the most suitable for your needs.
Kevin: I hope so. And what might be the basic questions you may have?
Robert: First, do you intend to take a position in our company?
Kevin: No, we don't, Mr. Liu. This is just OEM.
Robert: I see. Then, the most important thing is the size of your orders. We'll have to invest a great deal of money in the new production process.
Kevin: If you can guarantee continuing quality, we can sign a commitment for 75,000 pieces a year, for five years.
Robert: At U.S. $1000 a piece, we'll make an average return of just 4%. That's too great a financial burden for us.
Kevin: I'll check the numbers later, but what do you propose?
Robert: Here's how you can demonstrate commitment to this deal. Make it ten years, increase the unit price, and provide technology transfer.
作業：看到劃線的句子了嗎？請翻譯。
句型總結
● 保證能勝任
1. I'm confident in saying that we are the most suitable for your needs.
2. I'm confident in saying that we are the best qualified for your needs.
3. I'm confident in saying that we are the best choice for you.
4. I'm confident in saying that we are the best qualified to handle your needs.
推銷產品時，總免不了要‘老王賣瓜'自誇一番。實用的句型有："I'm confident in saying that we are the most suitable for your needs."。
此句型適用於正式的商談場合，表示自己是對方的最佳拍檔，並願竭盡所能談筆公平的買賣。
● 財務負擔
1. That's too great a financial burden for us.
2. That's too big a financial burden for us.
3. That's too risky a financial position for us.
4. That places us in a risky position.
談判中，‘價碼'往往是影響結果的最大關鍵。對方價錢開得太低時，你不必明明白白地說‘不'，只要說："That's too great a financial burden for us."，對方即能明白。
這個句型爲正式用語，語氣平鋪直敘，意思是要告訴對方所提出的條件太苛，己方不願再考慮；同時也暗示對方要作些讓步。
● 提出條件
1. Here's how you can demonstrate commitment to this deal.
2. Here's how you can show serious intent.
3. Here's how you can show your support.
4. Here's how you can show you're committed to this deal.
正式的商業談判中，不僅要被動地防禦對方的攻勢，更要會主動地提出己方的要求。
文中Robert很巧妙地運用了一個句型："Here's how you can demonstrate commitment to this deal."‘你們可以這樣表示承諾（的誠意）'。說完這句話之後，就應接着提出己方的要求，且注意提出的條件應有給雙方轉圜的餘地。
特別提示
Robert與Kevin首度會談，我們應注意兩人一開始是如何建立商談的氣氛，其次是Robert如何安排他的話題。您是否看出他循序漸進地發問，把重要條件拖到最後才提出？
A. 見面三分情
與初次接觸的商業代表會晤時，一來爲了博取對方的好感，二來爲了兼顧禮貌，總會先揀好聽的說。如文中，Kevin一見面就說" company was one of the most suitable."來恭維對方。不過Kevin對Pacer的讚美在這兒卻稍有保留：當他說Pacer是‘較合適者之一'時，就表示還有一、兩家同行可供其比價，無異暗示對方若要做成這筆生意，可能得適時地降低要求。
B. 善用最後時間
在談判戰爭中，善用拖延戰術的把關將領，通常都會將最重要的條件留到最後一刻才提出。此時由於時間匆促，對手無法詳加考慮，又爲了急於回去交差，往往容易牽就己方。如在本單元中，Robert把技術轉移這種最敏感的重要條件留到最後才提出來，就是不到最後關頭，不輕易出招。
