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' 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: 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 have collected two,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。

一、New words and expressions生词和短语

to conduct 进行

authority 权力/代理权

to resolve 解决

unit price 单价

mark-up 加价

break 休息

Just let me finish.../Please let me finish...请让我讲完

Can I come in here?我能在这里插话吗？

二、Answer the question ：

1. How does Edward make him interested again?

Dialogue（二）

DANNY MCNEIL: Before we begin, are you sure that you are in a position to conduct this negotiation?
EDWARD GREEN: Yes, I have the authority to negotiate with you.
DANNY MCNEIL: Right. Let' s get down to business. 
EDWARD GREEN: Which of our product lines are you particularly interested in Mr. McNeil?
DANNY MCNEIL: I could be interested in these ones that I have outlined here. But I want to hear what you say about discounts.
EDWARD GREEN: Let' s talk specifically about Big Boss.

DANNY MCNEIL: Let' s be clear about one thing. I hope you realize that we must have a much larger discount than what' s on the table now.
EDWARD GREEN: I think the discount problem can be resolved but you need to be more precise about numbers.
DANNY MCNEIL: Fair enough. What kind of discount are you offering on ten thousand units?
EDWARD GREEN: On ten thousand units, Mr. Mcneil, I can offer a discount of thirty percent. But I can' t offer more
DANNY MCNEIL: 30 per cent!
EDWARD GREEN: Just let me finish, 30 percent, but with a guarantee of delivery within two months.
DANNY MCNEIL: Delivery must be within two months or I' m not interested. I' m offering you the chance to make a very large sale and you are turning it down because we' re...
EDWARD GREEN: Can I just come in here Mr. McNeil?
I haven' t turned anything down. I haven' t said "no". I am just saying that on ten thousand units our discount terms are thirty percent.

知识点:

turn down 拒绝

Can I just come in here?

if...then...

eg:If you want a big discount then you must make the order a big one.

三、Answer the question ：

1. What will Mr.McNeil's mark-up be on Big Boss?

Dialogue（三）

EDWARD GREEN: Please let me finish. Now if you commit to buy twenty thousand units then I could consider a larger discount.
DANNY MCNEIL: How much larger?
EDWARD GREEN: If you commit to twenty thousand units then I can offer a thirty-five percent discount. 
DANNY MCNEIL: Thirty, thirty five percent. I' m getting tired of this. You are playing games. I am looking for a large discount, and I hope that you' re going to offer me one.
EDWARD GREEN: If you want a big discount then you must make the order a big one. Let' s talk about unit price rather than discount. Our standard unit price to the wholesaler is 23.5.
DANNY MCNEIL: And I' m not interested in 23.5.

EDWARD GREEN: Yes, I know that Mr. McNeil. If you buy 40,000 units, then I can offer a unit price of 19.5. What will your mark-up be on the Boss, 3, 3.5, 4?
DANNY MCNEIL: About that.
EDWARD GREEN: With those figures you' re going to be very competitive.

DANNY MCNEIL: 19.5 unit price?
EDWARD GREEN: If you buy 40,000 units; that represents a discount of...
DANNY MCNEIL: I have collected two,I can see what the discount is. Offer me a unit price of 19.5 on 25,000 units and we can do business. 
EDWARD GREEN: I can' t do that. I' m sorry.
DANNY MCNEIL: Let' s break for a few minutes. I' ve got a few things I have to see to. I' ll be a couple of minutes. Would you like a cup of coffee?
EDWARD GREEN: Yes, please. 
DANNY MCNEIL: Help yourself to the phone if you want to make a call.
EDWARD: Thanks.
四、在谈判中常用句式:

1、想打断某人说话时可用：

Can I interrupt?

Just a moment.

Can I just come in here?

2.不接受某人的插话时可用：

Please let me finish.

Just let me finish.

3、想转移话题时可用：

Now,Let's turn to...

Now, let's look at terms of  payment.

Okay,Let's  talk about...

4.在总结时可用：

To summarise...

We agree to...

So, now we must...

5.想推迟谈判时可用：

Let's deal with that later.

Well, Let's discuss the details tomorrow.

点此在线观看《基础商务英语》视频教程