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。
I've 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。
Take it or leave it.
要么接受要么一拍两散。
EDWARD GREEN: I think that offer will be acceptable.
爱德华．格林：我认为这个出价可以接受。
So all we have to do now is finalise the delivery arrangements.
那么我们现在要做的就是商定交货的安排了。
DANNY McNEIL: Well, let' s discuss the details tomorrow.
丹尼．麦克内尔：我们还是明天再商谈细节吧
DANNY MCNEIL: Come in! Don, how are you?
丹尼．麦克内尔：进来! 堂，你好！
DON BRADLEY: Hello, Danny, Edward.
堂．布拉德利：你好，丹， 爱德华。
I' m sorry I' m late.
对不起，我迟到了。
DANNY MCNEIL: You are late.
丹尼．麦克内尔：你真是迟了。
I' d rather do business with you than this young man.
我宁愿跟你打交道，也不愿跟这个年轻人做生意。
What have you been feeding him?
你都给他吃了什么啊？
DON BRADLEY: Oh, we don' t feed him.
堂．布拉德利：哦，我们不给他们吃的。
We like to keep our staff hungry.
我们喜欢使员工有饥饿感。
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。
I've 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。
Take it or leave it.
要么接受要么一拍两散。
EDWARD GREEN: I think that offer will be acceptable.
爱德华．格林：我认为这个出价可以接受。
So all we have to do now is finalise the delivery arrangements.
那么我们现在要做的就是商定交货的安排了。
DANNY McNEIL: Well, let' s discuss the details tomorrow.
丹尼．麦克内尔：我们还是明天再商谈细节吧
DANNY MCNEIL: Come in! Don, how are you?
丹尼．麦克内尔：进来! 堂，你好！
DON BRADLEY: Hello, Danny, Edward.
堂．布拉德利：你好，丹， 爱德华。
I' m sorry I' m late.
对不起，我迟到了。
DANNY MCNEIL: You are late.
丹尼．麦克内尔：你真是迟了。
I' d rather do business with you than this young man.
我宁愿跟你打交道，也不愿跟这个年轻人做生意。
What have you been feeding him?
你都给他吃了什么啊？
DON BRADLEY: Oh, we don' t feed him.
堂．布拉德利：哦，我们不给他们吃的。
We like to keep our staff hungry.
我们喜欢使员工有饥饿感。
