BUSINESS NEGOTIATION: Price Negotiation Dialogue - I
人物： D: David Smith R: Richard Marx
D: I‘d like to get the ball rolling by talking about prices.
R: Shoot. I‘d be happy to answer any questions you may have.
D: Your products are very good. But I‘m a little worried about the prices you‘re asking.
R: You think we should be asking for more? (laughs)
D: (chuckles) 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.
R: That seems to be a little high, Mr. Smith. I don't know how we can make a profit with those numbers.
D: Please, Richard, call me David. (pause) Well, if we promise future business--volume sales--that will slash your costs for making the Exec-U-ciser, right?
R: 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.
D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?
R: If you can guarantee that on paper, I think we can discuss this further.
chuckle v.咯咯笑 discount n.折扣
profit n.利润 volume sales 大笔交易
slash v.削减，减少，降低 place an order 下单
turn over 营业额达 guarantee n.&v. 保证，担保
turn over a million dollars a year.
shoot v. 开始讲话，常用于祈使句
I know you have sth to tell me, so shoot!