优势商务英语谈判 Losing Side of Closing the Deal

（单词翻译）

Losing Side of Closing the Deal

Dialogue 1 A:So,let's see ,we've agreed on a price of 8 dollars 75 cents per Unit,i know this is a little less than you're expecting,but i appreciate your discount to on those.

B:We can give you that much of discount, only because you're able to cover the insurance costs yourself.

A:Yes, we agreed on this point,we've got the insurance on the shipment¹ which you'll be sending on ground transport from NanJing to Los Angeles.The price Per Unit takes into account any associated transportation costs to Los Angeles.

B:That's right,but after it reached the US.You're responsible for the backing and transportation.

A:Yes,with the ground transport,you can get the ?to us within two months of the production date.

B:Three month.

A:Oh,three month,it doesn't matter.Three month is still within our deadline ,and excitable to us.

B:So it sounds like we're good to go.

A:Sounds like a deal,i'll have our legal department draw up a contract specify² all these things we've talked about. we'll get a fax to your office right away.

B:If you get the contract in our hands by 3'o'clock this afternoon,i should be able to return it to you sign by this Monday.

Dialogue 2 A:Jim,do you have a minute? i could use your hand here?

B:What's up? What can i do for you ?

A:I'm trying to do some preparation for my meeting tomorrow with our investment³ partners.I was hoping you wouldn't mind brain storming a bit with me about investment project.I know you're pretty familiar with the project and you worked with their team before.You'd be a great help.

B:No problem,first what are you thinking as far as our goals i concerned.

A:Well,we want them to handle all the management for the investment project.We just don't have enough resources to do administration⁴.

B:I agree,but i think you are overlooking⁵ something,i don't think they'll go for showing 100% of the administrated burden.They are almost as stretched as we are in personnel,if you want them to agree on this deal ,we'll have to offer a little help on this area.

A:You're right ,well if we offer to supply about 25% of the management support,do you think they'll be able to go for that 75%?

B:Probably,you could probably get them to close with an offer of 25-75.They do have more resources than we do,and they might compromise,do you think we'll be able to put forth⁶ the 25% without overdoing⁷ it?

A:Yeah, i think 25% is still within our limits.