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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，或则我也没兴趣了。 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: I 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。 |
