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:$ W% ]1 A' o! p) u. q
D: I‘d like to get the ball rolling(开始)by talking about prices.
+ g& a* w# s4 D R: Shoot.(洗耳恭听)I‘d be happy to answer any questions you may have.2 \5 f- Z v t8 q
D: Your products are very good. But I‘m a little worried about the prices you’re asking.8 O* ?) D# z0 v4 r4 z0 t9 K+ T
R: You think we about be asking for more?(laughs)
) V1 P' \8 G$ r 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.
2 E8 F. O3 i5 w ~) `9 M6 X R: That seems to be a little high, Mr. Smith. I don‘t know how we can make a profit with those numbers.
# m1 e8 t$ [6 g+ V! t0 y 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?9 r; F: L9 g, H- P! f& d
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.
/ B9 ]- D: \0 O+ f0 s. V D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?
4 n- R" e- } q0 L- }( p! H R: If you can guarantee that on paper, I think we can discuss this further. A/ Q: k% n4 N/ G
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:: t9 V! S' I1 n
R: Even with volume sales, our coats for the Exec-U-Ciser won‘t go down much.
D# m" d* u* e% @, P& }* Y2 T/ W D: Just what are you proposing?3 m" D. `, E: Q1 M' H) o( t& L x e
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%.
7 p2 R" {7 k5 @9 ~, H; p D: That‘s a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas?
4 [5 n% @5 U. V R: I don‘t think I can change it right now. Why don’t we talk again tomorrow?
3 G; r9 S4 `* K$ P4 E, C D: Sure. I must talk to my office anyway. I hope we can find some common ground(共同信念)on this.
) r* J! M' `: A" D NEXT DAY' O- E' t" B- b$ Z' m) S$ N
D: Robert, I‘ve been instructed to reject the numbers you proposed; but we can try to come up with some thing else.6 b# ^: x4 d! w- v" r# @ H
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)。
6 h( I9 s; n2 f$ a4 M 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%.
9 D5 z$ Y3 N! k# V8 O R: Dan, I can‘t bring those numbers back to my office――they’ll turn it down flat(打回票)。
& s. T U( I [ h7 n/ v; f D: Then you‘ll have to think of something better, Robert. |