商务谈判策略的
英语对话。无论什么样的谈判，都务必事先准备一套甚至多套备用方案。
备用方案可以先提出一个低于己方实际要求的谈判起点，以让利来吸引对方，引诱对方重新回来进行真正的谈判，迫使其让步，达到自己的目的。
通常应对方法如下:其一，把对方的报价内容与其他竟争对手的报价内容一一进行比较和计算，并直截了当地提出异议;其二，不为对方的小利所迷惑，自己报出一个一揽子交易的方案。
John: Shall we start now? OK, we are going to discuss how to give the offer. Do you have anything to say?
Sheryl:In the process of negotiation, there must appear different problems so we should make some different backup strategies in advance. For instance, if they deem that our price is high and insist on lowerprice, what should we do?
Vivian : So in starting phase, we ought not to offer the rock-bottom price. If we gibe the lowest price, and they insist more discounts, we will fall into a passive position.
Sheryl : That's right.If they are strong enough for lower price,what we can do is to give them a quantity discount.
John: Yes. Since this time they are urgent to purchase this batch of equipment, we should persist in our standpoint. Never say "yes" too easily.
约翰:我们可以开始了吧?好的，现在我们要商议一下如何报价，有什么建议吗?
雪儿:在谈判过程中，肯定会出现这样那样的问题，我们需要提前想好备用策略。例如如果对方认为我们的报价过高，坚持降价，我们怎么办?
薇薇安:所以一开始，我们的报价一定不能太低。如果定得太低，而对方又坚持降价，那我们就会陷入被动地位。
雪儿:对。如果他们态度强硬，要求低价，我们只能给他们一个数量折扣价。
约翰:是的。因为这次他们特别着急购买设备，所以我们要坚持立场，不能轻易地说“好”。
