BACKGROND:
Lifetime holiday is a package holiday firm.Now the main problem existed in this company is that fewer people are visiting its shops and most of its customers are aged over 50, it wants to appeal to a wider range,especially those aged 30 to 50.so they think they can make best use of the internet to solve this problem.But they has no experience of e_commerce,they want to join with an existing online company,DirectSun. DirectSun is a low_budget holiday website.It has a good customer base.It can help Lifetime holiday but it wants a bigger catalogue of holidays to offer.
So the two firms want to sign a contract by detail negotiate.
Yangjun:a director of lifetime holiday
Jiangshihui:a director of Direcsun
J:hi,Yangjun,Jiangshihui here.
Y:oh,hello.Jiangshihui,how are you?
J:fine,thanks. I want to negotiate something details of a possible joint venture. Do you free these days?
Y:Yes.How about Sunday afternoon ?
J:No problem.I will come to your office at 4:00pm Sunday.
Y:OK.See you then.Goodbye.
J:Bye
Sunday afternoon
(当当当，敲门)
J:May I coming.？
Y:Hello,come in , I've been waiting for you.
J:Thank you, I'm not late,am I ?
Y:No,no,not at all.It's just that I've been looking forward to meeting you.
没有没有，我只是很期待见到你，才会这么说。
J:Really?I will be honored. then, shall we get right to business?
真的吗？那真是我的荣幸.那我们现在开始谈正事吧
Y：OK，At first, I should tell you our company wants to conclude and sign a contract with 3 years.
J:3 years? It’s a bit short.I think 5 years will be suitable.
Y:Oh,sorry, I’m afraid I can’t approve that ,we need a three_year contract.Because it’s the first time that we sell holidays online.
J:Uh,I can make a concession (做出让步) in this aspect .
Y:That’s great. Do you have some requirements about the range of holiday destinations?
J:We can offer all the holidays in both companies’catalogues.
Y:It’s nice,we focus only on your Mediterranean holidays.
J:No problem.
Y:You know most of our firm’s customers are aged over 50, So we want to attract the 30-50 age group.
J:OK .we have a good customer base,and it aim at all age groups.
Y;It’s sounds like a good news.
J:Do your company offer the car hire and insurance services?
Y:Not yet.
J:That’s a pity.They are very profitable for your company.
Y:Really?we will consider it later.
J:Next,Let’s discuss the aspect of advertising budget.Which medium would you like to put in your advertisement?
Y:Our company prefer to mail shots and press advertising.
J:Uh,we use many kinds of mediums.But the radio advertising is widely use.Because it’s not only low cost but also high efficiency.
Y:May be you are right.but I still hope you can put in some advertisements according to us.mail shots and press advertising can make more people concern it.And it’s purpose must be strong.
J:OK.I will check with my people.(和内部人谈谈).And how much money would you plan for the advertising budget?
Y:About ￡100,000.And share costs on a 50%/50% basis.
J:What?I can’t believe my ear,it must be too little .￡300,000 at least!
Y: ￡150,000 is ok?
J:No no,You're going to have to up the price some more.You see ,the medium you choose needs many expenses,we can’t make sustain losses in business(做赔本生意).
Y: ￡200,000 must be enough.
J:I’m afraid not .
Y:I already made two counter offers to yours and you haven't budged.
我已经改了两次价，而你一点都不配合。
J: ￡250,000.I can't go any lower.The down economy now(经济不景气).my hands are also tied(我也没办法)
Y:OK,then ,agreed.
J:Share cost on a 70%/30% basis is suitable.You can ask about(打听) the quotations(行情)。
Y:Share cost on a 60%/40% basis. Now I' have demonstrated I’m willing to work with you.
我展现出我们的合作诚意
J:I can find out your sincerity.I agree that.
Y:Now we should negotiate the very important point——the investment and profits.
J:Yeah,we had already discussed it with my people.finally we decide 50%/50% basis. Do you have any suggestions?
Y:Sure.60% lifetime holidays/40% Directsun will be better.
J:Why?Divide equally is quite reasonable.
Y:Let me explain ,okay?As you know our company is bigger and better known.we have many street shops.All of this need expenses.I hope you could understand us.
J:In the right.（有道理）。
But the same to us,we need money to expand and enrich our network,too. But I do have some room to work with you.（有商量的空间）
Y:How about 58%/42% basis ?
J:56%/44% basis .And that's the bottom line.Not too bad ,even if I do say so myself.
这是最低了,我自己看都觉得很不错了.
Y: That’s would be okay.It's only because you're such a good customer that I’m willing to accept this basis.
因为你是这么好的客户，我才愿意接受这个分担比例
The last ,I suggest that put the right of project management to us.Because we have great management experience and knowledge.
J:I can’t agree that.This is the first time your company cooperate with an online company.but we are profession in this way.Selling online is our strong sports(强项)。
Don’t you consider like this?
Y:May be you are right.but my boss exhort me specially in this point.After all ,we must realize the effect of the project constantly .
J:Uh,but……
Y:I can understand your misgiving。
We will send the document that include the rate of progress and other details of the project regularly。
If you are agreed ,we have a deal.
我能理解你的顾虑,我们会定期向你们发送有关该项目的进度和其他详细信息的。
如果你同意的话，我们就可以成交了
J:OK.That’s a deal.
Y:Now all aspects had been negotiated.In my opinion,we should sign a contract,shall we?
J:Oh!yes,Great minds think alike!(英雄所见略同)
Y:Heh heh heh.we were looking forward to doing business with you.
J: Cooperating with peaceful !。
