优势商务英语谈判 Making ConcessionS

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Making ConcessionS¹

Dialogue 1 A:Let's get started,i have been thinking a lot about the details of our project,and i really do hope to reach a agreement today.So we can get this deal off the table.

B:I agree,i hope we can ?out all the details and find arrangement that is suitable and beneficial for a ?this afternoon i was hoping we could discuss some of the trouble areas we've been having,and try to resolve any differences that are still hanging over our heads.

A:What kinds of things do you have in mind?we really want to work through your requirements one by one until we can come to in an agreement.

B:First,there is issue of discounted price,we are looking for a discount of at least 10%,if you give us the discount of 10% on our high volume orders,we can pay in 30 days.

A:Well, to be honest, a discount of 10% is a little high,it might not be doable this point,how about this?we'll give you a discount of 7%,but you can have 90 days credited on your payment.

B:Well,that might be acceptable,if you handle the transportation costs.

A:No,you have to take care of the transportation at least from port to port,but we are willing to pay an insurance until your order reaches the destination port,can you accept that?

B:We cover transportation fees and partially² insurance costs,and only have discount of 7%?that doesn't seem very a peeling.

A:You also have 90 days to pay your bill and all tell you what,i'll also throw in discount of 25% on your upfront deposit³.

B:Done.

Dialogue 2 A:There are still some details in our partnership⁴ contract that i think we need to discuss,first of all, i am not too crazy about your service constrains,is there any way we can get out of the annual service contract requirement?

B:Unfortunately,the service contract is a standard requirement.what i can do for you we shorten⁵ the terms of the contract,if you'll will be willing to settle for a lower ? on ? orders.

A:How much lower are we talking about?

B:If we reduce the ? amount by 25%,we would be able to shorten the service contract to a six month requirement.

A:I think we could go for that,and what about the warrantee?any chance of getting a better warrantee?

B:Well,i can give you a better warrantee,if you would be able to agree to a higher order volume.

A:That might not be ideal,because that would be some drops to any high to order volume.Since this is a new market,we are walking an test waters,it's too much of risks to make high value orders in beginning of product line,what about the free delivery options?if we were willing to forgo⁶ the free delivery ?could you get a better warrantee?

B:Yes,normall,our delivery fee could be waved,if you make an order of 50 units or more,but if you'd be willing to add the delivery costs into our basic per unit cost,we'll be able to give you a longer warrantee.

A:That would be fine.we could accept the minimal⁷ cost increase to get a better warrantee option.

1 concessions   

n.（尤指由政府或雇主给予的）特许权( concession的名词复数 )；承认；减价；（在某地的）特许经营权

参考例句：

• The firm will be forced to make concessions if it wants to avoid a strike. 要想避免罢工，公司将不得不作出一些让步。
• The concessions did little to placate the students. 让步根本未能平息学生的愤怒。

2 partially   

adv.部分地，从某些方面讲

参考例句：

• The door was partially concealed by the drapes.门有一部分被门帘遮住了。
• The police managed to restore calm and the curfew was partially lifted.警方设法恢复了平静，宵禁部分解除。

3 deposit   

n.定金，存款，矿藏；vt.使沉淀，寄存，储蓄

参考例句：

• There is too much deposit in a bottle of wine.酒瓶里有太多的沉淀物。
• The hotel requires a deposit for all advance bookings.旅馆规定凡预订房间都要先付订金。

4 partnership   

n.合作关系，伙伴关系

参考例句：

• The company has gone into partnership with Swiss Bank Corporation.这家公司已经和瑞士银行公司建立合作关系。
• Martin has taken him into general partnership in his company.马丁已让他成为公司的普通合伙人。

5 shorten   

vt.弄短，缩小，减少

参考例句：

• Minor accidents can shorten the life of a car.小事故会缩短汽车寿命。
• My dress is too long I must shorten it.我的连衣裙太长了，我得把它截短些。

6 forgo   

v.放弃，抛弃

参考例句：

• Time to prepare was a luxuary he would have to forgo.因为时间不够，他不得不放弃做准备工作。
• She would willingly forgo a birthday treat if only her warring parents would declare a truce.只要她的父母停止争吵，她愿意放弃生日宴请。

7 minimal   

adj.尽可能少的，最小的

参考例句：

• They referred to this kind of art as minimal art.他们把这种艺术叫微型艺术。
• I stayed with friends, so my expenses were minimal.我住在朋友家，所以我的花费很小。