Kevin: We can't sign any contract for ten years. But if your production quality is good after the first year, we could extend the contract and increase our yearly purchases.

Robert: That sounds reasonable. But could you shed some light on the size of your orders?

Kevin: If we are happy with your production quality, we might increase our purchases to 100,000 a year, for the first two years.

Robert: Excuse me, Mr. Hughes, but it seems to me we're giving up too much in this case. We'd be giving up the five year guarantee for increased yearly sales.

Kevin: Mr. Liu, you've got to give up something to get something.

Robert: You're asking us to take such a large gamble for just two year's sales, I'm sorry, but you're not in our ballpark.

Kevin: What would it take to keep Pacer interested?

Robert: A three year guarantee, not two. And a quality inspection tour after one year is fine, but we'd like some of our personnel on the team.

Kevin: Acceptable. Anything else?

Robert: We'd be making a huge capital outlay for the production process, so we'd like to set up a technology transfer agreement, to help us get off the ground.

中文翻译

K: 我们无法签10年的合约。但如果第一年后，贵公司产品的品质确实优良，我们可以再延长合约期限，并逐年增加购买量。

R: 听起来蛮合理。不过您能否透露贵公司的订单量？

K: 如果我们满意贵公司的品质，就很有可能把采购量提高为每年十万件，而且为期两年。

R: 对不起，Hughes先生。这样子我觉得我们似乎让步太大了。就只为了逐年增加的定货量，我们得放弃原来连续五年采购的保证？！

K: 刘先生，有所得必有所失呀！

R: 如果贵公司要我们为了二年的生意，冒这么大的险，很抱歉，我们无法接受。

K: 那要如何才能让你们对这笔生意还有兴趣呢？

R: 要三年保证，不是两年。另外，一年后你们可以派品质检验团来，不过希望成员要包含本公司的人。

K: 可以，还有其它条件？

R: 我们会因设立新的生产线而投下大笔资金，所以希望能与贵公司签订技术转移合约，好帮助我们起步上轨道。

短语解说

shed (some) light on something 透露（某事）

"shed light on"原本是指‘放出光来照亮某物’，因此有‘透露更详细的消息；让不清楚的事情明朗化’的喻意。加入"some"是表示透露了‘一些；部分’的事。
Can you shed some light on how much it will cost to complete this project?
你能否透露完成这项计划须多少钱？

take a (large) gamble 冒险

"gamble"原义‘赌博’，引申为‘有风险的事情’。"take a gamble"即形容从事没把握的事情，可用"large"或"big"来形容危险度之高。
We're taking a big gamble buying this company, but I think it promises big returns for us in the future.
我们买下这家公司是蛮冒险的，但我想这笔生意将会有很大的回收。

quality inspection 品质检验

"quality"是‘品质’；"inspection"意思是‘检验’；两字合成一个复合名词，即目前商品生产方面最注重的一环－－‘品质检验’。另一个跟品质有关的常用语是"quality control"，为‘质量管理’。
The Economics Ministry has sent a special inspection team to our factory on a quality inspection tour.
经济部派出特别查验工作小组到我们工厂来检验产品品质。

capital outlay 资金支出

"capital"为‘资金’，"outlay"是指‘经费支出’。"capital outlay"是会计上的专有名词，特指公司用来购买固定资产（如机器、建筑物等）或原料的经费等。亦可作"capital expenditure."
Today new companies need great capital outlays to get started.
现今新公司起步皆需付出大笔资金。

set up 设立；安顿

"set up"原是指组合各个部份，将之排列摆好，引申为‘设立（结构、组织）’。这个词组可以形容建立或设置新公司、新系统及制度等。
They set up a First Aid Post at the beach.
他们在海滩上设置了急救处。

get off the ground 取得初步进展

"ground"为‘地面’。"get off the ground"原指飞机滑离地面飞向空中，比喻‘顺利起步；上轨道’。
This large expenditure will help us get off the ground, because we'll have all the proper equipment.
这笔大经费将有助于我们起步，因为适当的设备都将一应俱全。

句型总结

●　利益受损
1. It seems to me we're giving up too much in this case.
2. It seems to me we're getting the short end of the stick.
3. It seems to me you're coming out on top with this case.
4. It seems to me we're at a disadvantage in this case.

　双方谈判，若对方的要求让己方的利益受损，可用："It seems to me we're giving up too much in this case."这句话来抱怨。
　此句型以进行式代替未来式，是表示若依对方的要求，其结果将会如此。这句话适切地表达出自己的不满，且语气并不尖刻，仅暗示对方的条件有欠公道。

●　无法接受
1. You are not in our ballpark.
2. You are not offering anything we can accept.
3. You are not giving us anything really attractive.
4. You are not within our range.

　现代欧美人士常把大量的运动词汇加入现代用语中。"ballpark"原义为‘球场’，现在则常引申为‘接受的范围’。
　 "not in the ballpark"原是指棒球比赛时，若打出界外球，则此球不算数，必需重来。因此"You're not in our ballpark."，即表示对方的要求超出己方所能接受的范围。

●　请开条件
1. What would it take to keep you interested?
2. What do we have to do to keep you at the bargaining table?
3. What would it require from us to keep you interested?
4. What would it take to bring us closer together?

　谈判步入僵局，对方显露强烈不满时，己方应表达‘愿闻其详’的态度，请他提出意见。实用的句型为："What would it take to keep...(you) interested?"‘要怎样做才能使…（你）还有兴趣？’。这个句子显示顾及对方利益的诚意，愿意解决问题。

特别提示

　　在这个单元中，最令人印象深刻的就是对方大举杀价之后，Robert还能沉住气，成功地运用低调的语言，化解向对方挑衅的冲动。虽然生意到此尚未敲定，却留下无限的希望。以下为您分析，Robert到底运用了哪些微妙的语言技巧：

A. 避免当面指责

谈判时，互施小技诱敌入壳，乃在所难免，因此发觉对方有不善意图时，千万要避免尖刻的指责。如Robert发现Hughes的提案大大地牺牲己方的利益时，他说："It seems to me we're giving up too much in this case."（我们似乎放弃太多）；而不说："You're giving us the short end here."（你让我们吃大亏）。以冷静缓和的口气指出事实，当下彼此心知肚明，而没有造成指着鼻子骂人的尴尬场面。

B. 尽量缓和对峙的场面

进行谈判的过程中，常会因一言不和，旋即造成紧张场面；其实同样的事情只要换种说法，就有不同的结果。如文中Robert就使用"Excuse me...,"以及"It seems to me..."这种不具威胁性的句型，告诉对方要作一些调整。这些句型审慎有礼，又不会有示弱或过分谦让的意味，通常会造成更好的谈判效果。