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BBC步入商界(商务英语初阶)Unit 18 Negotiating Prices 价格谈判 (mp3+中英文本)
[ti:] [ar:] [al:] [by:www.pronounceword.com] [00:20.50]Business English 商务英语 [00:35.12]18,Negotiating the prices 讲价 [00:42.29]Before we begin, are you sure that you are in a position to conduct this negotiation? 在开始前,我想问一下你确定你可以进行这次谈判吗? [00:48.44]Yes, I have the authority to negotiate with you. 是的,我有跟你谈判的授权。 [00:52.15]Right,let's get down to business. 好,那我们就办正事吧。 [01:01.76]Which of our product lines are you particularly interested in Mr. McNeil? 麦克内尔先生,你对我们的那些生产线特别感兴趣? [01:07.02]I could be interested in these ones that I have outlined here. 我可能对这些划线的感兴趣。 [01:12.84]But I want to hear what you say about discounts. 但我要听听你给什么样的优惠。 [01:16.81]Let's talk specifically about Big Boss. 那我们就具体用“大老板”来谈吧。 [01:20.89]Let's be clear about one thing. 我们先要明确一件事情。 [01:23.63]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。 [01:30.55]I think the discount problem can be resolved but you need to be more precise about numbers. 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。 [01:38.25]Fair enough. 很公平。 [01:40.30]What kind of discount are you offering on ten thousand units? 你们给1万件的优惠是多少? [01:46.90]On ten thousand units, Mr. McNeil, I can offer a discount of thirty percent. 麦克内尔先,1万件的话,我能给的优惠是30%。 [01:53.09]But I can' t offer more. 但不能再多了…… [01:55.29]30 per cent! 30 %! [01:56.95]Just let me finish, 30 percent, but with a guarantee of delivery within two months. 请让我说完,优惠是30%,但我们保证两个月内交货。 [02:04.14]Delivery must be within two months or I' m not interested. 交货必须是两个月内,或则我也没兴趣了。 [02:10.56]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…… [02:17.99]Can I just come in here Mr. McNeil? 麦克内尔先生,我能插两句吗? [02:20.19]I haven't turned anything down. 我没有拒绝任何事。 [02:22.52]I haven't said "no". 我并没有说“不”。 [02:24.41]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%。 [02:31.33]But... 但是…… [02:32.54]Please let me finish. 请让我说完。 [02:34.94]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。 [02:44.12]How much larger? 大多少? [02:46.25]If you commit to twenty thousand units then I can offer a thirty-five percent discount. 如果你承诺购买2万件,那么我可以给你 35%的优惠。 [02:53.32]Thirty, thirty five percent. 30%,35%。 [02:57.44]I' m getting tired of this. 我厌倦了这一套。 [02:59.60]You are playing games. 你们在玩把戏。 [03:02.02]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。 [03:09.09]If you want a big discount then you must make the order a big one. 如果你想要大的优惠,那么你的定单也要大。 [03:14.91]Let's talk about unit price rather than discount. 我们还是不谈优惠,谈单价吧。 [03:21.67]Our standard unit price to the wholesaler is 23.5. 我们给批发商的标准单价是23。5英镑。 [03:27.37]And I' m not interested in 23.5. 但我对23。5英镑的价格没什么兴趣。 [03:31.08]Yes, I know that Mr. McNeil. 是的,麦克内尔先生,我知道。 [03:33.56]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英镑的单价。 [03:41.62]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点5,4? [03:48.70]About that. 大约这个数吧。 [03:50.21]With those figures you're going to be very competitive. 以我们给出的单价,你将会很有竞争力。 [03:55.50]19.5 unit price? 单价19点5英镑? [03:59.43]If you buy 40,000 units; that represents a discount of... 如果你买4万件的话,这样优惠就是…… [04:05.88]I have a calculator too. I can see what the discount is. 我也有计算器,我能知道这个优惠是多少。 [04:13.42]Offer me a unit price of 19.5 on 25,000 units and we can do business. 给我19点5英镑的单价,我买2点5万件,我们就可以成交。 [04:23.70]I can't do that. I' m sorry. 对不起,我办不到。 [04:27.97]Let's break for a few minutes. 我们先休息一下。 [04:31.36]I've got a few things I have to see to. 我有几件事要处理。 [04:34.49]I'll be a couple of minutes. 我要几分钟。 [04:38.23]Would you like a cup of coffee? 来杯咖啡? [04:40.21]Yes, please. 好的,谢谢。 [04:45.49]Help yourself to the phone if you want to make a call. 如果你想打电话,请随意。 [04:48.84]Thanks. 谢谢。 [05:14.20]Don Bradley. 堂.布拉德利。 [05:16.20]Hi, Don. How's the meeting? 堂,你好。会议开的怎样? [05:19.24]It's just finished. 刚刚结束。 [05:20.95]I' m on my way over. How's your meeting? 我在过来的路上了。你的会面怎样? [05:23.96]He's definitely interested. 他很有兴趣。 [05:26.33]We're having a break. 我们在休息。 [05:28.66]What's the situation? 情况怎么样? [05:30.73]It's becoming difficult. We're stuck on the size of the order for Big Boss. 变的有点难,我们还在订购“大老板”的量上。 [05:36.27]He wants a unit price of 19.5 on an order of 25,000. 他想要19。5英镑的单价,总量是2万5千件。 [05:43.29]That sounds good to me. 我觉得不错。 [05:45.60]I think we can push him further. 我认为还可以再逼下他。 [05:48.40]Do you think so? 你是这样认为的吗? [05:50.06]I think so...I hope so. 我是这样认为的…… 希望如此。 [05:54.33]Be careful. He's a clever man. 小心点,他可是个聪明人。 [05:57.18]I've dealt with McNeil before. 我以前跟麦克内尔打过交道。 [06:00.48]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。 [06:05.73]Good luck! 祝你好运! [06:14.95]Thanks. So let's clarify the position so far. 谢谢。那么我们明确一下我们现在为止的处境。 [06:20.96]As far as Big Boss is concerned we have agreed on a unit price of 20 for 30,000, 仅就“大老板” 我们同意给20的单价,但要购买3万件, [06:28.42]and I can' t go below that price for an order of this size. 对这样的订购量我不可能低于这个数。 [06:32.89]Now let's look at terms of payment. 现在我们谈一下付款期限。 [06:36.02]Ninety days. 90天。 [06:37.70]I' m sorry Mr. McNeil, but that's completely unacceptable. 对不起 麦克内尔先生,不过这完全不可接受。 [06:41.84]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。 [06:48.30]This is not a standard situation. 但这不是通常情况。 [06:52.51]I am making a very large order... 我订购的货量很大…… [06:56.30]Can I just come in here, Mr. McNeil? 麦克内尔先,我能插两句吗? [06:58.78]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。 [07:06.37]I can't believe that this is your final offer. 真不能相信,这就是你们的最终报价。 [07:09.81]If you order 35,000 then I can authorize payment in 90 days. 如果你订购3。5万件,我可以授权90天内付款。 [07:17.85]We have already decided on quantity. 我们已经决定了数量。 [07:22.88]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。 [07:30.97]Take it or leave it. 要么接受要么一拍两散。 [07:34.40]I think that offer will be acceptable. 我认为这个出价可以接受。 [07:37.94]So all we have to do now is finalize the delivery arrangements. 那么我们现在要做的就是商定交货的安排了。 [07:42.92]Well, let's discuss the details tomorrow. 我们还是明天再商谈细节吧 [07:47.89]Come in! Don, how are you? 进来! 堂,你好! [07:55.51]Hello, Danny, Edward. 你好,丹, 爱德华。 [07:57.44]I' m sorry I' m late. 对不起,我迟到了。 [07:59.07]You are late. 你真是迟了。 [08:00.59]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。 [08:03.80]What have you been feeding him? 你都给他吃了什么啊? [08:05.76]Oh, we don't feed him. 哦,我们不给他们吃的。 [08:07.26]We like to keep our staff hungry. 我们喜欢使员工有饥饿感。 [08:12.88]Music. 音乐。