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第一场： ( D: Dora N: Nancy )
Dora Smith是一位美国的健身用品经销商，此次是Nancy作为公司的采购部主管，第一回与他交手。就在短短几分钟的交谈中，Nancy既感到这位大汉粗犷的外表，藏有狡兔的心思——他肯定是沙场老将，自己绝不可掉以轻心。双方第一回过招如下：
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!
第二场： ( D: Dora Smith S: Simon )
Nancy回公司呈报Dora ...
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