BBC步入商界Unit18NegotiatingPrices价格谈判

1、文章来源网，仅供分享学习参考价格谈判BBC 步入商界 Unit 18 Negotiating Prices价格谈判Unit 18 Negotiating pricesDANNY 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。DANN

2、Y MCNEIL: Right. Let' s get down to business.丹尼.麦克内尔：好。那我们就办正事吧。EDWARDREENWhich 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

3、 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

4、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 u

5、nits, 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

6、: 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' moffering you the chance to makea 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

7、9; t turned anything down.我没有拒绝任何事。I haven' t said "no".我并没有说“不”。I amjust saying that on ten thousand units our discount terms are thirty percent.我只是说，对丁 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 un

8、its 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

9、%I' m getting tired of this.我不吃这一套。You are playing games.你们在玩把戏。I amlooking 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 ab

10、out unit price rather than discount.4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 uni

11、t 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

12、?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。DANN

13、Y 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

14、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.

15、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 theorder 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 BRA

16、DLEY: That sounds good to me.7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 b

17、efore.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

18、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 可能低丁这个数。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。EDWARDREEN:' msorry Mr. Mcneil, but that' s completely unacceptable.爱德华.格林：对不起 麦克内尔先生，不

19、过这完全不可接受。Our standard policy on discounts of over thirty percent is payment within thirty days of delivery.我们对丁超过30%勺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

20、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。EDWARDREENIf 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