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商务谈判四人组中英文对照文稿

商务谈判文稿

姓名第一轮第二轮

赵健英——Janet 买方翻译卖方老板

苏东淼——Elaine 买方老板卖方翻译

张雅文——Angela 卖方老板买方翻译

任婵——Sophia 卖方翻译卖方老板

Introduction

The buyer Elaine is an English fitness supplies distributor; her company wants to buy Exec-U-ciser from company EDU. Angela is the Chinese manager of the company EDU.

Beginning

Elaine：Nice to meet you

Angela：Nice to meet you，too

Elaine: I’d like to get the ball rolling by talking about prices.

Sophia:咱们直接谈价钱吧

Angela:好的，有什么问题尽管问吧。

Janet: Shoot. I’d be happy to answer any questions you may have.

Elaine: Your products are very good. But I m a little worried about the prices you are asking.

Sophia:你们的产品质量很好。但是，关于贵方所提价格我方不太满意。

Angela：贵方认为我方要价太高？

Janet: You think we about be asking for more? (Laughs)

Elaine: 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.

Sophia：贵方要价我方不太认同，我方知道你们技术研究费用高，但我方希望有25%折扣。

Angela：25%折扣有点高，我们无利可图。

Janet: That seems to be a little high, Mr. Smith. I don’t know how we can make a profit with those numbers.

Elaine: Well, if we promise future business――volume sales――That will slash your costs for making the Exec-U-ciser (健乐美:execute your exercise r), right? Sophia: 如果我们日后有大批量业务往来，贵方可以降低产品价格吗？

Angela：当然，但是我方无法确保贵方日后会与我方有大的订单业务往来。我方需要未来合作的保证书，而不只是口头承诺。

Janet: Yes, but it’s hard to see how you can place such large orders. How could you turn over so many? (Pause) We’d need a guarantee of future business, not just a promise. Elaine: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?

Sophia:我方曾经说六个月订购一千件产品，如果我方现在下12个月的订单，对贵方会是一个有力的保证吗？

Angela:如果贵方可以签下保证书，我想我们可以对价格进行进一步的商讨。Janet: If you can guarantee that on paper, I think we can discuss this further.

(After Angela reported Elaine’s plan’s，boss was satisfied with the buyer’s plan. But he hoped Angela can keep a tough attitude on discount and get the bottom line of buyer.) Angela：尽管贵方是大批量订购，希望贵方也不要期望我方会有大幅度降价。

Janet: Even with volume sales, our costs for the Exec-U-Ciser won’t go down much. Elaine: Just what are you proposing?

Sophia:那贵方的意思是？

Angela:我们可以给一定的折扣，但是25%的折扣会大幅削减我方利润额。我们可以折中一下——10%。

Janet: We could take a cut on the price. But 25% would slash our profit margin. We suggest a compromise――10%.

Elaine: That’s a big change from 25! 10 are beyond my negotiating limit. (Pause) Any other ideas?

Sophia: 这和我们所要求的25%差价太大，超出了我方价格底线。还有商量余地吗? Angela：我们现在无法决定，明天我们再继续吧。

Janet: I don’t think I can change it right now. Why don’t we talk again tomorrow? Elaine: Sure. I must talk to my office anyway. I hope we can find some common ground on this.

Sophia:当然，我也要向我的老板汇报，希望我们明天可以达成一致。

NEXT DAY

Sophia: Robert, I’ve been instructed to reject the numbers you proposed; but we can try

to come up with some thing else.

Elaine:---经我方领导商讨对贵方的要价我们无法接受，但是，我们可以进一步协商。Angela: I hope so, Dan. My instructions are to negotiate hard on this deal――but I’m try

very hard to reach some middle ground. How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?

Janet: 我方也希望如此，——。我方愿努力协商与贵方达成一致。在前六个月15%折扣，后六个月12%折扣，前提必须保证3000件的订单量。

Sophia: That's a lot to sell, with very low profit margins.

Elaine:这么大的订单，利润却很低。

Angela: It's about the best we can do, (Pause) we need to hammer something out today. If I go back empty-handed, I may be coming back to you soon to ask for a job. (Smiles) Janet:这是我方可以做的最大让步，我们今天需要敲定价格。如果双方达不成协议，我明天只能去贵公司应聘。

Sophia: (smiles) OK. 17% the first six months, 14% for the second?

Elaine:好的，17%前六个月，14%后六个月，怎么样？

Angela: Good. Let's iron out the remaining details. When do you want to take delivery? Janet:好吧，我们确定一下具体事宜，贵方希望我方何时发货？

Sophia: We'd like you to execute the first order by the 31st.

Elaine:我方希望贵方在31号前履行第一个订单。

Angela: Let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st.

Janet:我们再确认一下：第一批船运1500件，27天内发货，31号前到达。Sophia: Right. We couldn't handle much larger shipments.

Elaine:好的，但是我们没有那么大的载货量。

Angela: Fine. But I'd prefer the first shipment to be 1000 units, the next 2000. The 31st is

quite soon ---- I can't guarantee 1500.

Janet:那么第一次装运1000件，第二次2000件。时间紧，我们不能保证1500件在31号前运达。

Sophia: I can agree to that. Well, if there's nothing else, I think we've settled everything. Elaine:没问题，那么，如果没有其他问题，我们签合同吧。

Angela: that we began to sign it.

(Both for its secretary in the contract and pens)

Janet：那我们就开始签约吧。

（双方秘书为其呈上合约书及笔）

Sophia: before signing I want to read it again.

Elaine：签约之前我想再看过一遍

Angela: of course. Take your time.

Janet：当然，你慢慢看吧

Sophia: it looks fine to me.

Elaine：看起来好像没什么问题

Angela: so, just sign there on the bottom.

Janet：那么，就请在下面这里签个名。

Sophia: I signed it. General Manager (parties mutually grasp) stand up

Elaine：我签好了。（双总起立互握）

Angela: very glad to cooperate with your company

Janet：很高兴能与贵公司合作

Sophia: it's my pleasure.

Elaine：荣幸之至

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