这里是是一段有关商场过招的金融 英语 口语。下面来介绍一下场景: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:
- J7 h$ S3 E! Y$ f D: I‘d like to get the ball rolling(开始)by talking about prices.0 F& i" f% Y+ s: o# S4 d
R: Shoot.(洗耳恭听)I‘d be happy to answer any questions you may have.
" o5 y! l1 o9 g2 L8 f, P D: Your products are very good. But I‘m a little worried about the prices you’re asking.
3 k# w# p! ?( `% r R: You think we about be asking for more?(laughs)& H: n# i4 P- g, C& K+ X
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.: q' C- q6 H W6 X7 ]7 M
R: That seems to be a little high, Mr. Smith. I don‘t know how we can make a profit with those numbers.2 C- M: }) D) x, d2 `. J
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?8 `' G$ l) s* m5 b0 C
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.
! j/ y- J# G! s; J+ w; L" K D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?% Z6 z1 V: v4 U
R: If you can guarantee that on paper, I think we can discuss this further.! Y7 ^3 r0 Z$ K: v& D
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。就在这七上七八的价格翘翘板上,双方是否能找到彼此地平衡点呢?请看下面分解:
; X3 i9 X/ L3 o ^# F% f R: Even with volume sales, our coats for the Exec-U-Ciser won‘t go down much.
$ C, M& w$ j9 v1 ~$ r D: Just what are you proposing?& B5 ~9 u8 |5 U5 A1 G
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%., S6 _9 \, D% ]# p; I4 D
D: That‘s a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas?
z; X; l# N1 V) h R: I don‘t think I can change it right now. Why don’t we talk again tomorrow?
+ N5 l1 i6 k- f7 ^1 M D: Sure. I must talk to my office anyway. I hope we can find some common ground(共同信念)on this.! s4 N5 t: Z' z3 R. S+ ^/ \
NEXT DAY
) l6 B* x0 U( |8 v5 U* [ D: Robert, I‘ve been instructed to reject the numbers you proposed; but we can try to come up with some thing else.# D1 J2 b; V. [7 B
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)。3 K q) c: A7 f( \* k1 ]/ a/ S
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%.8 u7 K/ ~8 A1 u( {" m5 }( ~, ~
R: Dan, I can‘t bring those numbers back to my office――they’ll turn it down flat(打回票)。- j& I+ t) U9 K: [. M# ]& y% K
D: Then you‘ll have to think of something better, Robert. |