商谈交易NegotiatingADeal1

会计考友

　　SHERRY： I understand we will need seven air conditioning units on the two floors.
& P3 L: a: e' W　　That's what you think， yes？
　　ARNOLD： Yes. You could use five or six units.
% M0 i( ]( h0 n7 p" ]/ m　　But five or six wouldn't be very efficient. I recommend seven.
　　SHERRY： And if we take the Decker units you suggested， what would the price be？
　　ARNOLD： Let me calculate the price for you.
: B: s/ G% Q! t" U　　I can give you a 15% discount if you buy the seven units.
　　Let's see here. Your total would be 5929 dollars.
　　SHERRY： Isn't there any way we can get central air conditioning in this building？
, y+ P& E1 T$ f" n9 F2 x2 t  e　　ARNOLD： As I said， it is possible， but it would be much more expensive.
# X6 {1 E. a# W  W8 g* t8 r　　I think it would be at least 12000 dollars to do a complete system.
. j, l- t2 q9 q' l7 {　　SHERRY： That's too much. We need to use the separate units， I guess.
　　ARNOLD： It's more practical， and the new units really are very quiet.
& P0 J$ h0 V$ @  m$ l$ A6 r' Y9 H  q　　Your customers won't even notice them.
) m: e: r" ]2 K' Y* r+ x! P　　SHERRY： So you say we can do it for 6000 dollars.
  i# ]+ p, z$ V0 f+ {. Y/ R　　ARNOLD： Yes， that's for the units.
% h! Y. R4 Y# B, r( g9 A　　Installation would probably be another 700 to 1000 dollars.
# }! ~) Q" I- K: g6 \　　But it depends on the time spent， of course.
1 t! c+ z& u  P' d5 \, C  o5 R　　SHERRY： You mean installation isn't included？ I’m very surprised.
/ Z; h9 M8 ]  a# b, B! Q1 G" y　　ARNOLD： No， Ma'am. Installation isn’t included.
　　The price I quoted was just for the units.
　　SHERRY： In Taipei， you know， the company usually installs the things they sell.
　　They don't charge extra.
6 z3 y0 ^. s9 R( n! s* m　　ARNOLD： I know that， Ma'am.
　　But they would just raise the price of the units to cover their costs.
7 x( f1 p% k) I8 D　　Here in L.A.， installation is charged separately.
- |" S7 A8 S' _! e* r) P. z　　SHERRY： Yes， I suppose I should get used to it.
. a7 C1 h$ n- D  v$ v: L- U' C5 m　　But I'm not really willing to spend more than 6000 dollars for this.
5 m8 M) V. o+ r6 V5 W　　We haven't even opened yet.
　　ARNOLD： I understand， Ma'am.
　　SHERRY： And the other company that gave me a quote on this said they could do it for 4000 dollars.
5 H  b  r/ J/ F, s% X　　ARNOLD： It's a question of quality， Ma’am.
* ?/ @7 f2 q1 p+ S: c　　At that price， you would not get good equipment.
) U  v$ i8 r% v$ ]  \* f　　I've been in this business for almost twenty years. I know what happens.
　　If you don't get quality air conditioning now，
　　you will just have to replace the system after two years.
' N" t: f/ O5 S: ~) b　　SHERRY： I will tell you what I can agree to.
0 a2 v' M! B2 R5 k　　If you can quote me a price of 6000 dollars， installation included， I can accept.
% p# B( A- S6 r: j　　ARNOLD： Well.
　　SHERRY： You do seem like a better company than the other one.
+ ?( P+ [9 `1 d: j" N; U7 ~7 X　　So I am willing to pay more than 4000 for you. But I won't pay more than 6000.
# d$ B  [4 k% _　　ARNOLD： Well， we don't usually do it， but…… I believe we can accommodate you on this.
, h$ {$ j; ]) X　　We will do the installation for free. Because we appreciate your business.
　　SHERRY： Good. I hope we can arrange the contract as soon as possible