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：
D： I‘d like to get the ball rolling(开始)by talking about prices.
R： Shoot.(洗耳恭听)I‘d be happy to answer any questions you may have.
D： Your products are very good. But I‘m a little worried about the prices you’re asking.
R： You think we about be asking for more?(laughs)
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.
R： That seems to be a little high, Mr. Smith. I don‘t know how we can make a profit with those numbers.
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?
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.
D： We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?
R： If you can guarantee that on paper, I think we can discuss this further.
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：
R： Even with volume sales, our coats for the Exec-U-Ciser won‘t go down much.
D： Just what are you proposing?
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%.
D： That‘s a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas?
R： I don‘t think I can change it right now. Why don’t we talk again tomorrow?
D： Sure. I must talk to my office anyway. I hope we can find some common ground(共同信念)on this.
NEXT DAY
D： Robert, I‘ve been instructed to reject the numbers you proposed; but we can try to come up with some thing else.
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)。
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%.
R： Dan, I can‘t bring those numbers back to my office――they’ll turn it down flat(打回票)。
D： Then you‘ll have to think of something better, Robert. |
大学英语---