和外商談生意，無論是談價格，還是付款條款，或是代理協議，一定要 HOLD住，即使外商開出的條件已經達到你心中目標了，也不要讓外商看出來，還要故作為難的樣子，要讓外商覺得你很不情愿，外商會感覺他占了和大便宜。

下面這段和外商談判，這位老外貿業務員非常HOLD，住并且在談判中非常嫻熟地運用如此技巧搞定客戶，希望能給大家以啟示：

A: First of all, I'd like to thank you for your kind invitation to visit your beautiful country. I hope my visit will help promote a friendly relationship between us.

首先，我要感謝你邀請我訪問你美麗的國家，我希望通過我的方面會增進我們之間的友誼。

B:We've been looking forward to your visit. It is a great pleasure for us to have you as our gust. And it is always more convenient to discuss things face to face.

我們一直期待您的光臨。有你作為我們的客戶是我們的榮幸。面對面地討論事物總是更方便。

A. I would like to tell you that my clients are very satisfied with the last delivery of your garments. The styles and colors are very much to the taste of our market.

我想告訴你，我的客戶對你上批交貨的服裝的付非常滿意。款式和花色非常符合是我們的市場的需求。

B.We've received some similiar comments from others Australian firms, too.

我們也收到了其他澳大利亞公司的一些類似的意見。

A: This is just what I want to discuss with you. I understand you are selling the same products to some others Australian importers, This tends to complicate my business.

這正是我想和你討論的。我知道你是賣同樣的產品給一些其他澳大利亞進口商，這往往使我的業務復雜化。

As you know, I'm experienced in the business of garments and enjoy a good business relationship with all the leading wholesales and retailers in that line.

正如你所知，我在服裝業務方面有豐富經驗，并與該線上所有領先的批發商和零售商有著良好的業務關系。

I have plans to expand this business in the  years to come. One of the reasons for my visit here is to sign a sole agency agreement with you on this item for a period of three years.

我計劃在未來幾年擴大這項業務。我在這里訪問的原因之一是在這個項目上簽署一個單獨的代理協議，為期三年。

As it is to our mutual interest and profit.I'm sure you'll have no objection to it.

這是我們的共同利益和利潤。我相信你不會反對

B:We appreciate your good intention and your efforts in pushing the sale of our garments.But as you know. the demand for this items in your market is quite substantial.

我們感謝您的良好意圖和您的努力推動我們的服裝的銷售。但你知道。在你的市場對這些項目的需求是相當可觀的。

However， according to our records, the total amount of your orders last year was moderate, which does not warrant an agency appointment. Unless you increase the turnover we can hardly appoint you our sole agent.

然而，根據我們的記錄，去年您的訂單總額很一般，這不不符合代理條件。除非你增加營業額，否則我們幾乎不能指定你為獨家代理。

A:I'll come to that, My proposal is: Garments of all size. 60,000 pieces annually within the area of the whole Australian market. We expect a 5% commission, of course.

我們會達到那個營業額的，我的建議是：所有大小的服裝。在整個澳大利亞市場區域內每年60,000件。當然，我們期望5％的傭金。

B: As far as I remember, we sold about 40,000 pieces last year to you alone. Don't you think this annual turnover is rather conservative for a sole agent?

據我記憶，我們去年單獨賣給你一個人就約4萬件。你不認為這個年營業額對于一個獨家代理是比較保守的嗎？

A:Well, I admin I always do business on the safe side, Could you let me have your proposal then?

好吧，我承認我做生意比較保守，你能給我你的建議嗎？

B:Let's put it in this way. I propose a sole agency agreement for all kinds of garments(excluding children's) for a duration of three years;

讓我們以這種方式， 我建議對所有種類的服裝（不包括兒童）簽訂為期三年的獨家代理協議;

60,000 pieces to be sold in the first year,70,000 pieces in the second year, and 80,000 pieces in the third year. the area is to be within the continent of Australia(excluding any neighbourings islands), commission 5%.

第一年銷售6萬件，第二年銷售7萬件，第三年銷售8萬件。該地區將限于澳大利亞大陸（不包括任何鄰里島嶼），傭金是5％。

A: You certainly drive a hard bargain, Mr.Tang.

唐先生，你的條件太苛刻了。

B:On the contrary, Mr. Brown, we value your friendship more than anything else.We both understand that our garments are very popular in your market on account of their superior quality and competitive prices.

相反，布朗先生，我們重視你的友誼比任何其他。我們都明白，我們的服裝因為他們優越的品質和有競爭力的價格，在你的市場是非常受歡迎的。

And with the Sole Agency in your hand. there will be no competition and you could easily control the market, which would naturally result in bigger sales, I'm sure you can fulfil the agreement without much difficulty.

并且你有手中的獨家代理。將沒人和你競爭，你可以輕松控制市場，這自然會導致更大的銷售，我相信你可以很容易地履行協議。

A:Well, if you put it in this way. I'll have to comply.When shall we sign the contract. Mr. Tang?

好吧，如果你這樣說。我只能遵守了。唐先生，我們什么時候簽訂合同。

B: Tomorrow afternoon.

明天下午。

A:That'll be fine.

很好。