Reddy Zhang Reformulating Strategies

YouTube video: https://www.youtube.com/watch?v=B4mMN0_GPyo

Traditional Chinese

嗯，在中國人與美國人，或者其他外國人談判的過程當中呢，談判的要點無外乎兩個方面。一個呢是價格。一個呢是工期。工期呢，相對談判的餘地比較小。也就是說它的彈性比較小。但是呢，如果對一些大型的談判，比方說是造船的合同的談判，那麼它的工期會超過半年以上，甚至是一年的話呢，那在每個里程碑之間，一兩天的餘地還是有的。那麼，對於價格來說呢，一般來說，公司保有兩個價格。一個是目錄價。一個是，嗯，折扣價。目錄價呢，是相當於，就是說，最初的報價。那麼針對不同的客戶，可能就說，有不同的折扣。但是，這個折扣也是基於基準價的前提之下。就是說，保、就是保證自己的基本盈利。那麼，針、針對不同的客戶，可能會有不同的調整。比方說，對長期，合作的，那個，夥伴，或者說長期客戶的話呢，因為在，基於一個大量，或者說是一個長期的買賣關係基礎上，我們打的折扣可能會多一點。那麼，對於一次性的客戶呢，或者說，量少的情況下呢，這個折扣也相對少一點。因為在商言商，那麼，在這個保證自己基本利益的情況下進行的談判，所以對對方不管是美國人也好，歐洲人也好，這個，適用的基準是一樣的。沒有特別的、嗯、要點。

Simplified Chinese

嗯，在中国人与美国人，或者其它外国人谈判的过程当中呢，谈判的要点无外乎两个方面。一个呢是价格。一个呢是工期。工期呢，相对谈判的余地比较小。也就是说它的弹性比较小。但是呢，如果对一些大型的谈判，比方说是造船的合同的谈判，那么它的工期会超过半年以上，甚至是一年的话呢，那在每个里程碑之间，一两天的余地还是有的。那么，对于价格来说呢，一般来说，公司保有两个价格。一个是目录价。一个是，嗯，折扣价。目录价呢，是相当于，就是说，最初的报价。那么针对不同的客户，可能就说，有不同的折扣。但是，这个折扣也是基于基准价的前提之下。就是说，保、就是保证自己的基本盈利。那么，针、针对不同的客户，可能会有不同的调整。比方说，对长期，合作的，那个，伙伴，或者说长期客户的话呢，因为在，基于一个大量，或者说是一个长期的买卖关系基础上，我们打的折扣可能会多一点。那么，对于一次性的客户呢，或者说，量少的情况下呢，这个折扣也相对少一点。因为在商言商，那么，在这个保证自己基本利益的情况下进行的谈判，所以对对方不管是美国人也好，欧洲人也好，这个，适用的基准是一样的。没有特别的、嗯、要点。

Pinyin

N, zài Zhōngguórén yǔ Měiguórén, huòzhě qítā wàiguórén tánpàn de guòchéng dāngzhōng ne, tánpàn de yàodiǎn wúwàihū liǎngge fāngmiàn. yígene shì jiàgé. Yíge ne shì gōngqī. Gōngqī ne, xiāngduì tánpàn de yúdì bǐjiào xiǎo, Yě jiùshì shuō tāde tánxìng bǐjiào xiǎo. Dànshì ne, rúguǒ duì yìxiē dàxíng de tánpàn, bǐfāngshuō shì zàochuán de hétong de tánpàn, nàme tāde gōngqī huì chāoguò bànnián yǐshàng, shènzhì shì yì nián de huà ne, nà zài měige lǐchéngbēi zhījiān, yì liǎng tiān de yúdì háishìyǒude. Nàme, duìyú jiàgé láishuō ne, yìbānláishuō, gōngsī bǎoyǒu liǎngge jiàgé. Yíge shì mùlù jià. yíge shì, n, zhékòu jià. Mùlù jià ne, shì xiāngdāngyú, jiùshì shuō, zuìchū de bàojià. Nàme zhēnduì bùtóng de kèhù, kěnéng jiù shuō, yǒu bùtóng de zhékòu. Dànshì, zhège zhékòu yěshì jīyú jīzhǔn jià de qiántí zhīxià. Jiùshìshuō, bǎo, jiùshì bǎozhèng zìjǐ de jīběn yínglì, Nàme, zhēn, zhēnduì bùtóng de kèhù, kěnéng huì yǒu bùtóng de tiáozhěng. Bǐfāngshuō, duì chángqī, hézuò de, nàge, huǒbàn, huòzhěshuō chángqī kèhù de huà ne, yīnwèi zài, jīyú yíge dàliàng, huòzhě shuō shì yíge chángqī de mǎimai guānxì jīchǔshang, wǒmen dǎdi zhékòu kěnéng huì duō yìdiǎn. Nàme, duìyú yícìxìng de kèhù ne, huòzhěshuō, liáng shǎo de qíngkuàng xià ne, zhège zhékòu yě xiāngduì shǎo yìdiǎn. Yīnwèi zàishāngyánshāng, nàme, zài zhège bǎozhèng zìjǐ jīběn lìyì de qíngkuàng xià jìnxíng de tánpàn, suǒyǐ duì duìfāng bùguǎn shì Měiguórén yěhǎo, Ōuzhōurén yěhǎo, zhège, shìyòng de jīzhǔn shì yíyàng de. Méiyǒu tèbié de, n, yàodiǎn.

English

When the Chinese are in the process of negotiating with Americans or other foreigners, the main points of the negotiation are essentially two. The first is price. The second is work/construction time. Where time is concerned, in negotiations there isn’t much room to work with. That is to say, the target time frame is fairly small. However, if you’re negotiating something large, a shipbuilding contract for example, then that’s something which is going to take over half a year or even up to a year to complete. That means at every milestone along the way, you’ll have a day or two of extra time to work with. Now when it comes to price, in most cases a company will have two prices. One price is the listed price and the other is the discount price. As for the listed price, it is simply the most basic quoteprice. Then depending on who the customer/client is, it’s possible that the discount price will vary. Still, the discount price is calculated on the base price. That is, you guarantee your own fundamental profit. And so, towards different clients, it’s possible there will be different revisions and adjustments. For instance, partners with whom you’ve cooperated for a long time, long-time clients, deals that are especially large, or clients with whom we’ve developed a very good relationship... for such instances the discount that we give may be larger. That means that for one-time clients or situations where the deal is rather small, the discount that we give will be correspondingly smaller. So in business, under the circumstances of trying to guarantee our own basic profits, when engaging in negotiations, it matters not whether the other side are Americans or Europeans. The applicable standards are the same. There are no particular or special points.

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Authors: LouisPM, h.brinsko, orkelm.