优势商务英语谈判 Don't Give Concession a Way Without Receiving One in Return

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Don't Give Concession¹ a Way Without Receiving One in Return

Dialogue 1 A:David,i fee² like we're going no aware with this negotiation³.I know you are interested in getting the lowest prices for your order.But i have to let you know,the difference in price reflect the difference in quality,you have to give me a higher budget to work with .

B:We've discussed the price and you know where i stand.I'll be willing⁵ to give a little on our price offer.But i really need some demo straight differences in quality to show me i'm getting on my money's worth on this.

A:I can't provide you with samples of our different quality levels.you do get what you pay for.

B:I expect samples to examine.but not only that,If i go with your higher price quotation,i am expecting some kind of discount from you guys on transportation⁶ and insurance.

A:If you are willing to pay at least 75% upfront,i can consider discounting you on insurance.

B:We could probably do 65% upfront,but i would expect discount of about 4% to 5% on our transportation insurance.

A:If you are willing to go with the prices have already quoted⁷ you,and pay 65% upfront,i could give you a 4% discount often insurance.

B:Sounds great.

Dialogue 2 A:John,you've been so good to us with the last project,we've nothing but good reports from our sales team that are involved.

B:Really,it was my pleasure ,MS Adams.i appreciate you bring your business our way for so many years.

A:Do you know John?we've been hoping you can help us out a little with account⁸ that's struggling now.do you think it would be possible to give us a little discount from you regular fee or just trying to break even with this one.

B:I can understand,if there is anything i can do to help you ,i'm certainly willing to try.as far as the discount goes,i can probably work something out for you ,because of your past record business with us.

A:We'd appreciated so much.

B:How's about a 50% discount off my normal rate?but in return i expect continuing loyalty⁹ ,and you also probably owe⁴ me lunch.

A:Sounds like a good deal to me.

1 concession   

n.让步，妥协；特许(权)

参考例句：

• We can not make heavy concession to the matter.我们在这个问题上不能过于让步。
• That is a great concession.这是很大的让步。

2 fee   

n.费（会费、学费等）；酬金，小费；所有权；vt.付费给

参考例句：

• Is this money enough for the tuition fee?这些钱交学费够吗？
• The lawyer undertook the case without a fee.这律师免费承办那个案件。

3 negotiation   

n.谈判，协商

参考例句：

• They closed the deal in sugar after a week of negotiation.经过一星期的谈判，他们的食糖生意成交了。
• The negotiation dragged on until July.谈判一直拖到7月份。

4 owe   

vt./vi.欠（债等）；感激；把……归功于某人

参考例句：

• We still owe one hundred dollars for the car.为这部车我们还欠着100美元。
• We owe it to society to make our country a better place.把国家建设得更美好是我们对社会应尽的责任。

5 willing   

adj.愿意的，自愿的，乐意的，心甘情愿的

参考例句：

• We never lack food and clothing if we're willing to work.如果我们愿意工作,就不会缺吃少穿。
• He's quite willing to pay the price I ask.他很愿意照我的要价付钱。

6 transportation   

n.运输，运输系统，运输工具

参考例句：

• The transportation of goods by air costs a lot.航空运输货物花费很高。
• He finally solved the difficulty of transportation.他终于解决了运输的困难。

7 quoted   

v.引用，援引( quote的过去式和过去分词 )；报价；引述；为（股票、黄金或外汇）报价

参考例句：

• wide discrepancies in prices quoted for the work 这项工作的报价出入很大
• He quoted a passage from the minister's speech. 他引用了部长的一段讲话。

8 account   

n.叙述；帐目；帐户

参考例句：

• She left out an important item in her account.她的账目漏掉了一个重要的项目。
• He has made several withdrawals from his bank account.他从银行账户上提了几次款。

9 loyalty   

n.忠诚，忠心

参考例句：

• She told him the truth from a sense of loyalty.她告诉他真相是出于忠诚。
• His loyalty to his friends was never in doubt.他对朋友的一片忠心从来没受到怀疑。