和外商谈生意，无论是谈价格，还是付款条款，或是代理协议，一定要 HOLD住，即使外商开出的条件已经达到你心中目标了，也不要让外商看出来，还要故作为难的样子，要让外商觉得你很不情愿，外商会感觉他占了和大便宜。

下面这段和外商谈判，这位老外贸业务员非常HOLD，住并且在谈判中非常娴熟地运用如此技巧搞定客户，希望能给大家以启示：

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，我要感谢你邀请我访问你美丽的国家，我希望通过我的方面会增进我们之间的友谊。

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.

我们一直期待您的光临。有你作为我们的客户是我们的荣幸。面对面地讨论事物总是更方便。

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.

我想告诉你，我的客户对你上批交货的服装的付非常满意。款式和花色非常符合是我们的市场的需求。

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

我们也收到了其他澳大利亚公司的一些类似的意见。

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.

这正是我想和你讨论的。我知道你是卖同样的产品给一些其他澳大利亚进口商，这往往使我的业务复杂化。

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，我在服装业务方面有丰富经验，并与该线上所有领先的批发商和零售商有着良好的业务关系。

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.

我计划在未来几年扩大这项业务。我在这里访问的原因之一是在这个项目上签署一个单独的代理协议，为期三年。

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

这是我们的共同利益和利润。我相信你不会反对

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.

我们感谢您的良好意图和您的努力推动我们的服装的销售。但你知道。在你的市场对这些项目的需求是相当可观的。

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，根据我们的记录，去年您的订单总额很一般，这不不符合代理条件。除非你增加营业额，否则我们几乎不能指定你为独家代理。

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.

我们会达到那个营业额的，我的建议是：所有大小的服装。在整个澳大利亚市场区域内每年60,000件。当然，我们期望5％的佣金。

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?

据我记忆，我们去年单独卖给你一个人就约4万件。你不认为这个年营业额对于一个独家代理是比较保守的吗？

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

好吧，我承认我做生意比较保守，你能给我你的建议吗？

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;

让我们以这种方式， 我建议对所有种类的服装（不包括儿童）签订为期三年的独家代理协议;

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%.

第一年销售6万件，第二年销售7万件，第三年销售8万件。该地区将限于澳大利亚大陆（不包括任何邻里岛屿），佣金是5％。

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

唐先生，你的条件太苛刻了。

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，我们重视你的友谊比任何其他。我们都明白，我们的服装因为他们优越的品质和有竞争力的价格，在你的市场是非常受欢迎的。

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.

并且你有手中的独家代理。将没人和你竞争，你可以轻松控制市场，这自然会导致更大的销售，我相信你可以很容易地履行协议。

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

好吧，如果你这样说。我只能遵守了。唐先生，我们什么时候签订合同。

B: Tomorrow afternoon.

明天下午。

A:That'll be fine.

很好。