BBC步入商界Unit 18 Negotiating Prices 价格谈判.doc

bbc步入商界unit 18 negotiating prices 价格谈判 unit 18 negotiating prices 价格谈判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