谈判英语一日通01-15

Chapter 5

Motivation动机

Dialog¹ 1

There are lots of ways to get the other guy motivated. The following is an example of inspiring a supplier to do right by you. Lucy works² for a computer hardware³ supplier, and Hal for a small company just starting out that is only going to buy one unit.

Lucy:Ace Computers,this is Lucy.

Hal:Hi,Lucy, my name is Hal and I'm looking to buy a new machine. I understand you guys build to order.

Lucy:Yes, we do.

What kind of machine are you looking for?

Hal:Well,this isfor a business and it won't be connected to the net, nor will it be used to play games.

I want one to be as fast as possible while staying in the sweet spot.我想能稳稳地运作,速度越快越好.

Do you know what I mean?

Lucy:Sure, you want fast but you don't need the top of the line.

You want fast but what was just superseded⁴ in favor of something faster,and reduced in price.你需要速度比平常更快的,然而价钱不要太贵的.

Hal:Right,that's it. Fast enough to do business and handle software upgrades⁵ for the next few years.

Lucy:And ,you only want one?

Hal:For right now,I only need one. Before I commit myself to replacing all my machines, I want to see how yours performs.

Lucy:So then,you will eventually want more?

Hal:Yes,definitely. Do you offer phone support and training classes for my employees?

Lucy:Yes,we do,for an additinal fee.

Hal:Good. I'm looking for a full service place to do business with .

Could you fax me a proposal⁶ for the computer as well as a list of all the extra services you provide.

Lucy:When do you want that?

Hal:ASAP, but maybe you should reflect a discount if all the machines are purchased at one time,say all five machines I need.

Lucy:I can do that. You say you need five machines in all?

Hal:Yes.

1 dialog   

n.对话，对白

参考例句：

• At last there can be a reasonable dialog between our two governments.我们两国最后终于能理智地进行对话了。
• Address every primary view and dialog possible.要尽可能考虑到所有主要的视图和对话。

2 works   

n.作品，著作；工厂，活动部件，机件

参考例句：

• We expect writers to produce more and better works.我们期望作家们写出更多更好的作品。
• The novel is regarded as one of the classic works.这篇小说被公认为是最优秀的作品之一。

3 hardware   

n.重型武器；五金器具；硬件

参考例句：

• He bought a pot and other hardware at the store. 他从商店买了一个壶和其他金属制品。
• That family has carried on a hardware business for five generations.那家已经经营五金生意五代了。

4 superseded   

[医]被代替的，废弃的

参考例句：

• The theory has been superseded by more recent research. 这一理论已为新近的研究所取代。
• The use of machinery has superseded manual labour. 机器的使用已经取代了手工劳动。

5 upgrades   

提升( upgrade的第三人称单数 )； 使（机器、计算机系统等）升级； 提高（设施、服务等的）档次； 提高（飞机乘客、旅馆住客等）的待遇

参考例句：

• Freight trains travel slowly on upgrades into the hills. 火车徐徐向山上驶去。
• This support protocol upgrades all aircraft in a couple of important ways. 这项支援协议对所有的空军单位在很多重要方面上提供了升级。

6 proposal   

n.提议，建议；求婚

参考例句：

• I feel that we ought to accept his proposal.我觉得我们应该接受他的建议。
• They could not gain over anyone to support their proposal.他们无法争取到支持他们建议的人。