BBC步入商界18-价格谈判(文档1).doc

DANNY MCNEIL: Before we begin, are you sure that you are in a position to conduct this negotiation? 丹尼麦克内尔：在开始前，我想问一下你确定你可以进行这次谈判吗？ EDWARD GREEN: Yes, I have the authority to negotiate with you. 爱德华格林：是的，我有跟你谈判的授权。 DANNY MCNEIL: Right. Let s get down to business. 丹尼麦克内尔：好。那我们就办正事吧。 EDWARD GREEN: Which of our product lines are you particularly interested in Mr. McNeil? 爱德华格林：麦克内尔先生，你对我们的那些生产线特别感兴趣？ DANNY MCNEIL: I could be interested in these ones that I have outlined here. 丹尼麦克内尔：物品对这些划线的感兴趣。 But I want to hear what you say about discounts. 但我要听听你给什么样的优惠。 EDWARD GREEN: Let s talk specifically about Big Boss. 爱德华格林：那我们就具体用“大老板”来谈吧。 DANNY MCNEIL: Let s be clear about one thing. 丹尼麦克内尔：我们先要明确一件事情。 I hope you realize that we must have a much larger discount than what s on the table now. 我希望你认识到我们要的优惠比现在摆在桌面的要大的多。 EDWARD GREEN: I think the discount problem can be resolved but you need to be more precise about numbers. 爱德华格林：我认为优惠的问题是可以解决的，但你得大具体的购货量明确一下。 DANNY MCNEIL: Fair enough. 丹尼麦克内尔：很公平。 What kind of discount are you offering on ten thousand units? 你们给1万件的优惠是多少？ EDWARD GREEN: On ten thousand units, Mr. Mcneil, I can offer a discount of thirty percent. 爱德华格林：麦克内尔先，1万件的话，我能给的优惠是30%。 But I can t offer more 但不能再多了 DANNY MCNEIL: 30 per cent! 丹尼麦克内尔：30 %! EDWARD GREEN: Just let me finish, 30 percent, but with a guarantee of delivery within two months. 爱德华格林：请让我说完，优惠是30%，但我们保证两个月内交货。 DANNY MCNEIL: Delivery must be within two months or I m not interested. 丹尼麦克内尔：交货必须是两个月内，或者我也没兴趣了。 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销售的机会，你却拒绝了，因为我们 EDWARD GREEN: Can I just come in here Mr. McNeil? 爱德华格林：麦克内尔先生，我能插两句吗？ I haven t turned anything down. 我没有拒绝任何事。 I haven t said no. 我并没有说“不”。 I am just saying that on ten thousand units our discount terms are thirty percent. 我只是说，对于1万件我们给的优惠是30%。 DANNY MCNEIL: But. 丹尼麦克内尔：但是 EDWARD GREEN: Please let me finish. 爱德华格林：请让我说完。 Now if you commit to buy twenty thousand units then I could consider a larger discount. 如果你承诺购买2万件，那么我可以考虑更大的优惠。 DANNY MCNEIL: How much larger? 丹尼麦克内尔：大多少？ EDWARD GREEN: If you commit to twenty thousand units then I can offer a thirty-five percent discount. 爱德华格林：如果你承诺购买2万件，那么我可以给你 35%的优惠。 DANNY MCNEIL: Thirty, thirty five percent. 丹尼麦克内尔：30%，35%。 I m getting tired of this. 我不吃这一套。 You are playing games. 你们在玩把戏。 I am looking for a large discount, and I hope that you re going to offer me one. 我要的是大优惠，并且我希望你能给我这样的优惠。 EDWARD GREEN: If you want a big discount then you must make the order a big one. 爱德华格林：如果你想要大的优惠，那么你的定单也要大。 Let s talk about unit price rather than discount. 我们还是不谈优惠，谈单价吧。 Our standard unit price to the wholesaler is 23.5. 我们给批发商的标准单价是23.5。 DANNY MCNEIL: And I m not interested in 23.5. 丹尼麦克内尔：但我对23.5元没什么兴趣。 EDWARD GREEN: Yes, I know that Mr. McNeil. 爱德华格林：是的，麦克内尔先生，我知道。 If you buy 40,000 units, then I can offer a unit price of 19.5. 如果你买4万件，那么我可以给你19.5元的单价。 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. 丹尼麦克内尔：大约这个数吧。 EDWARD GREEN: With those figures you re going to be very competitive. 爱德华格林：以我们给出的单价，你将会很有竞争力。 DANNY MCNEIL: 19.5 unit price? 丹尼麦克内尔：单价19.5？ EDWARD GREEN: If you buy 40,000 units; that represents a discount of. 爱德华格林：如果你买4万件的话，这样优惠就是I can see what the discount is. 我能知道这个优惠是多少。 Offer me a unit price of 19.5 on 25,000 units and we can do business. 给我19.5的单价，我买2.5万件，我们就可以成交。 EDWARD GREEN: I can t do that. I m sorry. 爱德华格林：对不起，我办不到。 DANNY MCNEIL: Let s break for a few minutes. 丹尼麦克内尔：我们先休息一下。 I ve got a few things I have to see to. 我有几件事要处理。 I ll be a couple of minutes. 我要几分钟。 Would you like a cup of coffee? 来杯咖啡？ EDWARD GREEN: Yes, please. 爱德华格林：好的，谢谢。 DANNY MCNEIL: Help yourself to the phone if you want to make a call. 丹尼麦克内尔：如果你想打电话，请随意。 EDWARD: Thanks. 爱德华：谢谢。 DON BRADLEY: Don Bradley. 堂布拉德利：堂布拉德利。 EDWARD GREEN: Hi, Don. How s the meeting? 爱德华格林：堂，你好。会议开的怎样？ DON BRADLEY: It s just finished. 堂布拉德利：刚刚结束。 I m on my way over. How s your meeting? 我在过来的路上了。你的会面怎样？ EDWARD GREEN: he s definitely interested. 爱德华格林：他很有兴趣。 We re having a break. 我们在休息。 DON BRADLEY: What s the situation? 堂布拉德利：情况怎么样？ EDWARD GREEN: It s becoming difficult, we re stuck on the size of the order for Big Boss. 爱德华格林：变的有点难，我们还在订购“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，买的量是2.5万件。 DON BRADLEY: That sounds good to me. 堂布拉德利：我觉得不错。 EDWARD GREEN: I think we can push him further. 爱德华格林：我认为还可以再逼下他。 DON BRADLEY: Do you think so? 堂布拉德利：你是这样认为的吗？ EDWARD GREEN: I think so.I hope so. 爱德华格林：我是这样认为的 希望如此。 DON BRADLEY: Be careful. He s a clever man. 堂布拉德利：小心点，他可是个聪明人。 Ive dealt with Mcneil before. 我以前跟麦克内尔打过交道。 When he starts banging on the table, that s as far as you can go with him. 如果他开始敲桌子的话，那就是你能做的极限了。 Good luck! 祝你好运！ EDWARD GREEN: Thanks. So let s clarify the position so far. 爱德华格林：谢谢。那么我们明确一下我们现在为止的处境。 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. 仅就“大老板” 我们同意给20的单价，但要购买3万件，对这样的订购量我不可能低于这个数。 Now let s look at terms of payment. 现在我们看一下付款条款。 DANNY MCNEIL: Ninety days. 丹尼麦克内尔：90天。 EDWARD GREEN: I m sorry Mr. Mcneil, but that s completely unacceptable. 爱德华格林：对不起 麦克内尔先生，不过这完全不可接受。 Our standard policy on discounts of over thirty percent is payment within thirty days of delivery. 我们对于超过30%的优惠的优惠政策通常是交货后30天之内。 DANNY MCNEIL: This is not a standard situation. 丹尼麦克内尔：但这不是个通常情况。 I am making a very large order. 我订购的货量很大 EDWARD GREEN: Can I just come in here, Mr. Mcneil? 爱德华格林：麦克内尔先，我能插两句吗？ I know you re making a large order but you are also getting an excellent product at a very large discount. 我知道你的订购量很大，但你也是以很大的优惠获得一件很棒的产品。 DANNY MCNEIL: I can t believe that this is your final offer. 丹尼麦克内尔：真不能相信，这就是你们的最终报价。 EDWARD GREEN: If you order 35,000 then I can authorise payment in 90 days. 爱德华格林：如果你订购3.5万件，我可以授权90天内付款。 DANNY MCNEIL: We have already decided on quantity. 丹尼麦克内尔：我们已经决定了数量。 This is my last offer. 30,000 at 60 days payment. 这是我的最后出价：3万件，60天内付款。