这是有关“会见供货商来讨论计划”3节系列商务课程的第3节课，

　　Meeting with a vendor to discuss a proposal is partly about getting information and partly about negotiating a good deal. Your conversation is like a dance in which you and the vendor are trying to get the most out of a possible deal. You need to come out of the meeting feeling confident about the vendor’s abilities and sure that you are getting as much as possible at the best possible price.

　　你会见供货商讨论计划时，一部分是获得新信息，一部分是协商新的交易。你们的对话就像舞蹈，在其中你们要尽可能从可能的交易中获得更多。你需要确保要明白每个交易，并对每个供货商的执行能力有信心。

　　Last week, we looked at how to show concern about cost, introducing topics with tact, and showing tactical hesitation. In this episode, we’ll focus on the negotiation phase. That will involve highlighting concerns, getting concessions, and making a counter-proposal. We’ll also look at how to set criteria for evaluation and how to maintain momentum at the end of a meeting.

　　上节课中，我们学习了如何表示对价格表示关注，带入话题，在协商中展示犹豫。在这节课中，我们将要绝交协商阶段。那包括强调关注，获得认可，提相反的意见。我们也会来看下如何来为定价制定标准，如何在会见结束时保持动力。

　　In today’s dialog, we’ll rejoin Steve, who wants to hire a vendor to run language training, and Karen, whose company has bid on the project.

　　Steve想雇人来营销商业训练课程。Karen的公司在这个项目上投标了。

　　Listening Questions:

　　1. How does Karen respond to Steve’s concern about cost?

　　2. What changes to the proposal does Steve suggest?

　　3. What will probably happen next?