商务英语

商务英语

对话一

怀特:

I

have here our price sheet on a F.O.B. basis. The prices are given without

engagement.

这是我们船上交货价的价目单.所报价格没有约束力.

布莱克:

Good,

if you'll excuse me, I'll go over the sheet right now.

很好.如果可以.我马上把价目单看一遍.

怀特:

Take your

time.

请便.

布莱克:

I

can tell you at a glance that your prices are much too high.

我一看这份价目单就知道你们的价格太高了.

怀特:

I'm

surprised to hear you say so. You know that the cost of production has been

skyrocketing in recent years.

你这么说我很吃惊.你知道近年来生产成本迅速上涨.

布莱克:

We

only ask that your prices be comparable to others. That's reasonable, isn't

it?

我们只要求你方的价格能和别人差不多就行了.这个要求很合理.对不对?

怀特:

Well,

to get the business done, we can consider making some concessions in our price.

But first, you'll have to give me an idea of the quantity you wish to order from

us, so that we may adjust our prices accordingly.

好吧.为了成交.我们可以考虑作些让步.不过要请你先说明大概要订购多少.以便我们对价格作相应的调整.

对话二

Dan Smith是一位美国的健身用品经销商，此次是Robert Liu第一回与他交手。就在短短几分钟的交谈中，Robert

Liu既感到这位大汉粗犷的外表，藏有狡兔的心思——他肯定是沙场老将，自己绝不可掉以轻心。

双方第一回过招如下：

D: I'd like to get the ball rolling (开始) by talking about prices.

R: Shoot. (洗耳恭听) I'd be happy to answer any questions you may have.

D: Your products are very good. But I'm a little worried about the prices

you're asking.

R: You think we about be asking for more? (laughs)

D: (chuckles莞尔) That's not exactly what I had in mind. I know your research

costs are high, but what I'd like is a 25% discount.

R: That seems to be a little high, Mr. Smith. I don't know how we can make a

profit with those numbers.

D: Please, Robert, call me Dan. (pause) Well, if we promise future business -

volume sales (大笔交易) - that will slash your costs (大量减低成本) for making the

Exec-U-ciser, right?

R: Yes, but it's hard to see how you can place such large orders. How could

you turn over (销磬) so many? (pause) We'd need a guarantee of future business,

not just a promise.

D: We said we wanted 1000 pieces over a six-month period. What if we place

orders for twelve months, with a guarantee?

R: If you can guarantee that on paper, I think we can discuss this

further.

Robert回公司呈报Dan的提案后，老板很满意对方的采购计划；但在折扣方面则希望Robert能继续维持强硬的态度，尽量探出对方的底线。就在这七上八下的价格翘翘板上，双方是否能找到彼此地平衡点呢？请看下面分解：

R: Even with volume sales, our coats for the Exec-U-Ciser won't go down

much.

D: Just what are you proposing?

R: We could take a cut (降低) on the price. But 25% would slash our profit

margin (毛利率). We suggest a compromise -10%.

D: That's a big change from 25! 10 is beyond my negotiating limit. (pause)

Any other ideas?

R: I don't think I can change it right now. Why don't we talk again

tomorrow?

D: Sure. I must talk to my office anyway. I hope we can find some common

ground (共同信念) on this.

NEXT DAY D: Robert, I've been instructed to reject the numbers you proposed;

but we can try to come up with some thing else.

R: I hope so, Dan. My instructions are to negotiate hard on this deal - but

I'm try very hard to reach some middle ground (互相妥协).

D: I understand. We propose a structured deal (阶段式和约). For the first six

months, we get a discount of 20%, and the next six months we get 15%.

R: Dan， I can't bring those numbers back to my office -- they'll turn it down

flat (打回票).

D: Then you'll have to think of something better, Robert.

Dan上回提议前半年给他们二成折扣，后半年再降为一成半，经Robert推翻后，Dan再三表示让步有限。您知道Robert在这折扣缝隙中游走，如何才能摸出双方都同意的数字呢？他从锦囊里又掏出什么妙计了呢？请看下面分解：

R: How about 15% the first six months, and the second six months at 12%, with

a guarantee of 3000 units?

D: That's a lot to sell, with very low profit margins.

R: It's about the best we can do, Dan. (pause) We need to hammer something

out (敲定) today. If I go back empty-handed, I may be coming back to you soon to

ask for a job. (smiles)

D: (smiles) O.K., 17% the first six months, 14% for the second?

R: Good. Let's iron out (解决) the remaining details. When do you want to take

delivery (取货) ?

D: We'd like you to execute the first order by the 31st.

R: Let me run through this again: the first shipment for 1500 units, to be

delivered in 27 days, by the 31st.

D: Right. We couldn't handle much larger shipments.

R: Fine. But I'd prefer the first shipment to be 1000 units, the next 2000.

The 31st is quite soon - I can't guarantee 1500.

D: I can agree to that. Well, if there's nothing else, I think we've settled

everything.

R: Dan, this deal promises big returns (赚大钱) for both sides. Let's hope it's

the beginning of a long and prosperous relationship.