基礎(chǔ)商務(wù)英語(yǔ) Unit18:價(jià)格談判 Negotiating prices

DANNY MCNEIL: Before we begin, are you sure that you are in a position to conduct this negotiation?

丹尼.麥克內(nèi)爾：在開(kāi)始前，我想問(wèn)一下你確定你可以進(jìn)行這次談判嗎?

EDWARD GREEN: Yes, I have the authority to negotiate with you.

愛(ài)德華.格林：是的，我有跟你談判的授權(quán)。

DANNY MCNEIL: Right. Let' s get down to business.

丹尼.麥克內(nèi)爾：好。那我們就辦正事吧。

EDWARD GREEN: Which of our product lines are you particularly interested in Mr. McNeil?

愛(ài)德華.格林：麥克內(nèi)爾先生，你對(duì)我們的那些生產(chǎn)線特別感興趣?

DANNY MCNEIL: I could be interested in these ones that I have outlined here.

丹尼.麥克內(nèi)爾：物品對(duì)這些劃線的感興趣。

But I want to hear what you say about discounts.

但我要聽(tīng)聽(tīng)你給什么樣的優(yōu)惠。

EDWARD GREEN: Let' s talk specifically about Big Boss.

愛(ài)德華.格林：那我們就具體用“大老板”來(lái)談吧。

DANNY MCNEIL: Let' s be clear about one thing.

丹尼.麥克內(nèi)爾：我們先要明確一件事情。

I hope you realize that we must have a much larger discount than what' s on the table now.

我希望你認(rèn)識(shí)到我們要的優(yōu)惠比現(xiàn)在擺在桌面的要大的多。

EDWARD GREEN: I think the discount problem can be resolved but you need to be more precise about numbers.

愛(ài)德華.格林：我認(rèn)為優(yōu)惠的問(wèn)題是可以解決的，但你得大具體的購(gòu)貨量明確一下。

DANNY MCNEIL: Fair enough.

丹尼.麥克內(nèi)爾：很公平。

What kind of discount are you offering on ten thousand units?

你們給1萬(wàn)件的優(yōu)惠是多少?

EDWARD GREEN: On ten thousand units, Mr. Mcneil, I can offer a discount of thirty percent.

愛(ài)德華.格林：麥克內(nèi)爾先，1萬(wàn)件的話，我能給的優(yōu)惠是30%。

But I can' t offer more

但不能再多了……

DANNY MCNEIL: 30 per cent!

丹尼.麥克內(nèi)爾：30 %!

EDWARD GREEN: Just let me finish, 30 percent, but with a guarantee of delivery within two months.

愛(ài)德華.格林：請(qǐng)讓我說(shuō)完，優(yōu)惠是30%，但我們保證兩個(gè)月內(nèi)交貨。

DANNY MCNEIL: Delivery must be within two months or I' m not interested.

丹尼.麥克內(nèi)爾：交貨必須是兩個(gè)月內(nèi)，或則我也沒(méi)興趣了。

I' m offering you the chance to make a very large sale and you are turning it down because we' re...

我在向你提供大批量銷售的機(jī)會(huì)，你卻拒絕了，因?yàn)閭?hellip;…

EDWARD GREEN: Can I just come in here Mr. McNeil?

愛(ài)德華.格林：麥克內(nèi)爾先生，我能插兩句嗎?

I haven' t turned anything down.

我沒(méi)有拒絕任何事。

I haven' t said "no".

我并沒(méi)有說(shuō)“不”。

I am just saying that on ten thousand units our discount terms are thirty percent.

我只是說(shuō)，對(duì)于1萬(wàn)件我們給的優(yōu)惠是30%。

DANNY MCNEIL: But...

丹尼.麥克內(nèi)爾：但是……

EDWARD GREEN: Please let me finish.

愛(ài)德華.格林：請(qǐng)讓我說(shuō)完。

Now if you commit to buy twenty thousand units then I could consider a larger discount.

如果你承諾購(gòu)買2萬(wàn)件，那么我可以考慮更大的優(yōu)惠。

DANNY MCNEIL: How much larger?

丹尼.麥克內(nèi)爾：大多少?

EDWARD GREEN: If you commit to twenty thousand units then I can offer a thirty-five percent discount.

愛(ài)德華.格林：如果你承諾購(gòu)買2萬(wàn)件，那么我可以給你 35%的優(yōu)惠。

DANNY MCNEIL: Thirty, thirty five percent.

丹尼.麥克內(nèi)爾：30%，35%。

I' m getting tired of this.

我不吃這一套。

You are playing games.

你們?cè)谕姘褢颉?/p>

I am looking for a large discount, and I hope that you' re going to offer me one.

我要的是大優(yōu)惠，并且我希望你能給我這樣的優(yōu)惠。

EDWARD GREEN: If you want a big discount then you must make the order a big one.

愛(ài)德華.格林：如果你想要大的優(yōu)惠，那么你的定單也要大。

Let' s talk about unit price rather than discount.

我們還是不談優(yōu)惠，談單價(jià)吧。

Our standard unit price to the wholesaler is 23.5.

我們給批發(fā)商的標(biāo)準(zhǔn)單價(jià)是23.5。

DANNY MCNEIL: And I' m not interested in 23.5.

丹尼.麥克內(nèi)爾：但我對(duì)23.5元沒(méi)什么興趣。

EDWARD GREEN: Yes, I know that Mr. McNeil.

愛(ài)德華.格林：是的，麥克內(nèi)爾先生，我知道。

If you buy 40,000 units, then I can offer a unit price of 19.5.

如果你買4萬(wàn)件，那么我可以給你19.5元的單價(jià)。

What will your mark-up be on the Boss, 3, 3.5, 4?

你在“大老板”上的毛利是多少， 3， 3.5， 4?

DANNY MCNEIL: About that.

丹尼.麥克內(nèi)爾：大約這個(gè)數(shù)吧。

EDWARD GREEN: With those figures you' re going to be very competitive.

愛(ài)德華.格林：以我們給出的單價(jià)，你將會(huì)很有競(jìng)爭(zhēng)力。

DANNY MCNEIL: 19.5 unit price?

丹尼.麥克內(nèi)爾：?jiǎn)蝺r(jià)19.5?

EDWARD GREEN: I you buy 40,000 units; that represents a discount of...

愛(ài)德華.格林：如果你買4萬(wàn)件的話，這樣優(yōu)惠就是……

I can see what the discount is.

我能知道這個(gè)優(yōu)惠是多少。

Offer me a unit price of 19.5 on 25,000 units and we can do business.

給我19.5的單價(jià)，我買2.5萬(wàn)件，我們就可以成交。

EDWARD GREEN: I can' t do that. I' m sorry.

愛(ài)德華.格林：對(duì)不起，我辦不到。

DANNY MCNEIL: Let' s break for a few minutes.

丹尼.麥克內(nèi)爾：我們先休息一下。

I' ve got a few things I have to see to.

我有幾件事要處理。

I' ll be a couple of minutes.

我要幾分鐘。

Would you like a cup of coffee?

來(lái)杯咖啡?

EDWARD GREEN: Yes, please.

愛(ài)德華.格林：好的，謝謝。

DANNY MCNEIL: Help yourself to the phone if you want to make a call.

丹尼.麥克內(nèi)爾：如果你想打電話，請(qǐng)隨意。

EDWARD: Thanks.

愛(ài)德華：謝謝。

DON BRADLEY: Don Bradley.

堂.布拉德利：堂.布拉德利。

EDWARD GREEN: Hi, Don. How' s the meeting?

愛(ài)德華.格林：堂，你好。會(huì)議開(kāi)的怎樣?

DON BRADLEY: It' s just finished.

堂.布拉德利：剛剛結(jié)束。

I' m on my way over. How' s your meeting? 我在過(guò)來(lái)的路上了。你的會(huì)面怎樣?

EDWARD GREEN: he' s definitely interested.

愛(ài)德華.格林：他很有興趣。

We' re having a break.

我們?cè)谛菹ⅰ?/p>

DON BRADLEY: What' s the situation?

堂.布拉德利：情況怎么樣?

EDWARD GREEN: It' s becoming difficult, we' re stuck on the size of the order for Big Boss.

愛(ài)德華.格林：變的有點(diǎn)難，我們還在訂購(gòu)“大老板”的量上。

He wants a unit price of 19.5 on an order of 25,000. 他想要19.5，買的量是2.5萬(wàn)件。

DON BRADLEY: That sounds good to me.

堂.布拉德利：我覺(jué)得不錯(cuò)。

EDWARD GREEN: I think we can push him further.

愛(ài)德華.格林：我認(rèn)為還可以再逼下他。

DON BRADLEY: Do you think so?

堂.布拉德利：你是這樣認(rèn)為的嗎?

EDWARD GREEN: I think so...I hope so.

愛(ài)德華.格林：我是這樣認(rèn)為的…… 希望如此。

DON BRADLEY: Be careful. He' s a clever man.

堂.布拉德利：小心點(diǎn)，他可是個(gè)聰明人。

I've dealt with Mcneil before.

我以前跟麥克內(nèi)爾打過(guò)交道。

When he starts banging on the table, that' s as far as you can go with him.

如果他開(kāi)始敲桌子的話，那就是你能做的極限了。

Good luck! 祝你好運(yùn)!

EDWARD GREEN: Thanks. So let' s clarify the position so far.

愛(ài)德華.格林：謝謝。那么我們明確一下我們現(xiàn)在為止的處境。

As far as Big Boss is concerned we have agreed on a unit price of 20 for 30,000, and I can' t go below that price for an order of this size.

僅就“大老板” 我們同意給20的單價(jià)，但要購(gòu)買3萬(wàn)件，對(duì)這樣的訂購(gòu)量我不可能低于這個(gè)數(shù)。

Now let' s look at terms of payment.

現(xiàn)在我們看一下付款條款。

DANNY MCNEIL: Ninety days.

丹尼.麥克內(nèi)爾：90天。

EDWARD GREEN: I' m sorry Mr. Mcneil, but that' s completely unacceptable.

愛(ài)德華.格林：對(duì)不起 麥克內(nèi)爾先生，不過(guò)這完全不可接受。

Our standard policy on discounts of over thirty percent is payment within thirty days of delivery.

我們對(duì)于超過(guò)30%的優(yōu)惠的優(yōu)惠政策通常是交貨后30天之內(nèi)。

DANNY MCNEIL: This is not a standard situation.

丹尼.麥克內(nèi)爾：但這不是個(gè)通常情況。

I am making a very large order...

我訂購(gòu)的貨量很大……

EDWARD GREEN: Can I just come in here, Mr. Mcneil?

愛(ài)德華.格林：麥克內(nèi)爾先，我能插兩句嗎?

I know you' re making a large order but you are also getting an excellent product at a very large discount.

我知道你的訂購(gòu)量很大，但你也是以很大的優(yōu)惠獲得一件很棒的產(chǎn)品。

DANNY MCNEIL: I can' t believe that this is your final offer.

丹尼.麥克內(nèi)爾：真不能相信，這就是你們的最終報(bào)價(jià)。

EDWARD GREEN: If you order 35,000 then I can authorise payment in 90 days.

愛(ài)德華.格林：如果你訂購(gòu)3.5萬(wàn)件，我可以授權(quán)90天內(nèi)付款。

DANNY MCNEIL: We have already decided on quantity.

丹尼.麥克內(nèi)爾：我們已經(jīng)決定了數(shù)量。

This is my last offer. 30,000 at 60 days payment.

這是我的最后出價(jià)：3萬(wàn)件，60天內(nèi)付款。

Take it or leave it.

要么接受要么一拍兩散。

EDWARD GREEN: I think that offer will be acceptable.

愛(ài)德華.格林：我認(rèn)為這個(gè)出價(jià)可以接受。

So all we have to do now is finalise the delivery arrangements.

那么我們現(xiàn)在要做的就是商定交貨的安排了。

DANNY McNEIL: Well, let' s discuss the details tomorrow.

丹尼.麥克內(nèi)爾：我們還是明天再商談細(xì)節(jié)吧

DANNY MCNEIL: Come in! Don, how are you?

丹尼.麥克內(nèi)爾：近來(lái)! 堂，你好!

DON BRADLEY: Hello, Danny, Edward.

堂.布拉德利：你好，丹， 愛(ài)德華。

I' m sorry I' m late.

對(duì)不起，我遲到了。

DANNY MCNEIL: You are late.

丹尼.麥克內(nèi)爾：你真是遲了。

I' d rather do business with you than this young man.

我寧愿跟你打交道，也不愿跟這個(gè)年輕人做生意。

What have you been feeding him?

你都給他吃了什么啊?

DON BRADLEY: Oh, we don' t feed him.

堂.布拉德利：哦，我們不給他們吃的。

We like to keep our staff hungry.

我們喜歡使員工有饑餓感。