跟學商貿口語 第6課:Negotiating A Deal商談交易
SHERRY: I understand we will need seven air conditioning units on the two floors.
That's what you think, yes?
ARNOLD: Yes. You could use five or six units.
But five or six wouldn't be very efficient. I recommend seven.
SHERRY: And if we take the Decker units you suggested, what would the price be?
ARNOLD: Let me calculate the price for you.
I can give you a 15% discount if you buy the seven units.
Let's see here. Your total would be 5929 dollars.
SHERRY: Isn't there any way we can get central air conditioning in this building?
ARNOLD: As I said, it is possible, but it would be much more expensive.
I think it would be at least 12000 dollars to do a complete system.
SHERRY: That's too much. We need to use the separate units, I guess.
ARNOLD: It's more practical, and the new units really are very quiet.
Your customers won't even notice them.
SHERRY: So you say we can do it for 6000 dollars.
ARNOLD: Yes, that's for the units.
Installation would probably be another 700 to 1000 dollars.
But it depends on the time spent, of course.
SHERRY: You mean installation isn't included? I'm very surprised.
ARNOLD: No, Ma'am. Installation isn't included.
The price I quoted was just for the units.
SHERRY: In Taipei, you know, the company usually installs the things they sell.
They don't charge extra.
ARNOLD: I know that, Ma'am.
But they would just raise the price of the units to cover their costs.
Here in L.A., installation is charged separately.
SHERRY: Yes, I suppose I should get used to it.
But I'm not really willing to spend more than 6000 dollars for this.
We haven't even opened yet.
ARNOLD: I understand, Ma'am.
SHERRY: And the other company that gave me a quote on this said they could do it for 4000 dollars.
ARNOLD: It's a question of quality, Ma'am.
At that price, you would not get good equipment.
I've been in this business for almost twenty years. I know what happens.
If you don't get quality air conditioning now,
you will just have to replace the system after two years.
SHERRY: I will tell you what I can agree to.
If you can quote me a price of 6000 dollars, installation included, I can accept.
ARNOLD: Well.
SHERRY: You do seem like a better company than the other one.
So I am willing to pay more than 4000 for you. But I won't pay more than 6000.
ARNOLD: Well, we don't usually do it, but... I believe we can accommodate you on this.
We will do the installation for free. Because we appreciate your business.
SHERRY: Good. I hope we can arrange the contract as soon as possible.
雪莉：我瞭解我們需要七部空調機在兩個樓面。
你是這個意思，對吧？
阿諾：是的。你可以裝五到六部。
但五到六部會不夠，所以我建議七部。
雪莉：還有我們如果用你建議的戴格牌，會是多少錢？
阿諾：讓我算一下。
如果你一次購買七部，我可以給你百分之十五的折扣。
讓我看一下，你的總數是五千九百二十九美元整。
雪莉：我們可以在這棟建築裝設中央空調系統嗎？
阿諾：就像我說的，是可行的，但是會花費很多。
我想會需要一萬二千美元才能完成一個系統。
雪莉：那真是太多了。我們必須要分開的裝置，我想。
阿諾：在實用性方面，新的裝置也會比較安靜。
你的顧客根本不會感覺到它的存在。
雪莉：所以你說我們可以在六千美元以內完工。
阿諾：是的，只有裝置的費用。
安裝費大約是七百至一千美元。
當然是要看所用的時間而定。
雪莉：你的意思是沒有包含安裝費？我很驚訝。
阿諾：不，女士。安裝費沒有包含在內。
我估計的費用是隻有裝置的費用。
雪莉：在臺北，你知道，一般公司都安裝他們所賣的產品。
他們不會額外收費。
阿諾：我知道，女士。
但通常他們都會提高售價來掩飾他們的花費。
在洛杉磯，安裝費都是分開來收取的。
雪莉：是的，我以爲我應該可以習慣這種做法。
但我真的沒有想要爲了安裝空調系統花費超過六千美元。
我們都還沒開張呢。
阿諾：我瞭解，女士。
雪莉：而且另一家公司只給我估價四千美元。
阿諾：這是有關品質的問題，女士。
而且那種價位，你不會拿到好的裝置。
我在這一行有將近二十年了。我知道行情，
如果你現在不拿品質好的空調機，
兩年後，你將必須重換這個系統。
雪莉：我可以告訴你什麼方面我可以同意。
如果你可以給我六千美元的價格，包含安裝，我就接受。
阿諾：嗯。
雪莉：你看來好象是比那一家好。
所以我願意給超過四千美元給你們。但我不會花費超過六千美元。
阿諾：嗯，我們通常不會接受這樣的，但是...我相信我們這次是可以通融的。
我們會免費替你安裝，因爲我們很感謝你的生意。
雪莉：好。我希望我們可以儘快地安排簽約。
想一想再看
vt. 安排，整理，計劃，改編(樂曲)
vi.
ar+range排列，順序→排列起來→安排 replace[ri(:)'pleis]
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vt. 取代，更換，將物品放回原處
appreciate[ə'pri:ʃieit]想一想再看
vt. 欣賞，感激，賞識
vt. 領會，充分意
ap朝向，preci價值－朝向價值－欣賞 contract['kɔntrækt,kən'trækt]
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n. 合同，契約，婚約，合約
v. 訂合同，縮
con共同，tract拉－拉到一起－收縮；把人拉到一起－籤合同 calculate['kælkjuleit]
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v. 計算，估計，覈算，計劃，認爲
discount['diskaunt]想一想再看
n. 折扣，貼現率
vt. 打折扣，貼現，不重
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adj. 效率高的，勝任的
聯想記憶X單詞efficient聯想記憶：ef出+fic做，製作+ent→能做出事來→有效率的 accommodate[ə'kɔmədeit]
想一想再看
vi. 使自己適應
vt. 使一致，和解；提供
commod適合的－使人合適－提供食宿－供應 quality['kwɔliti]
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n. 品質，特質，才能
adj. 高品質的
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n. 分開，抽印本
adj. 分開的，各自的，
