商业合作谈判实例 Mark: Hello, Ms Carmichael. Please sit down. Would you like a cocktail? 你好，Carmichael 女士。请坐。来杯鸡尾酒吗? Vicki: A dry martini, please. You can call me Vanessa. May I call you Mark? 我要一杯干马提尼酒，谢谢。你可以叫我 Vanessa。我可以叫你 Mark 吗? Mark: Of course. Now, if you dont mind, Vanessa, Id like to discuss some business before dinner. As the executive summary in my proposal shows, I think our new line of graphics workstations are exactly what you need. In fact, theyre less expensive and more powerful than your stated requirements. 当然。Vanessa，假如你不介意的话，我想在宴会开始前和你讨论一下我们的合作事宜。就像我在建议书的大纲中所提到的那样，我们新的一系列制图工作站正是你们所需要的。事实上，它们比你们所要求的更便宜，更先进。 Vicki: No problem with that, Mark, but I question your objective of using a new operating system. That means new software and retraining. 这个没有问题，Mark。但我对你在目标一栏中所说的使用一套新的操作系统不太理解。你所说的也就意味着我们需要使用新的软件和进行人员再培训。 Mark: Most of your existing software will work on the new system. The new software takes full advantage of our hardware and operating system combination, and will give your users the tools they need to increase productivity. 你们现有的大多数软件都可以在我们的系统上使用。新的软件充分利用了我们的硬件和操作系统组合，可以为你们的用户提供提高工作效率所需的`工具。 Vicki: I do like your proposed methodology of implementing in three phases. Thats important for easing the impact to our users. Now, based on the assumption that they will need more power again in a few years, I need lots of expansion capability. Our capital expenditures on hardware and software have mushroomed over the last 5 years, and my CEO wants me to rein in our costs. 我非...
