2013年初级商务英语阅读指导.docxVIP

2013年初级商务英语阅读指导你来我往价格战 Buy and Sell　　Robert回公司呈报Dan的提案后，老板很满意对方的采购计划;但在折扣方面则希望Robert能继续维持强硬的态度，尽量探出对方的底限。就在这七上八下的价格翘翘板上，双方是否能找到彼此的平衡点呢?请看下面分解：　　英文正文　　Robert: Even with volume sales, our costs for the Exec-U-Ciser wont go down much.　　Dan: Just what are you proposing?　　Robert: We could take a cut on the price. But 25% would slash our profit margin. We suggest a compromise - 10%.　　Dan: Thats a big change from 25! 10 is beyond my negotiating limit. Any other ideas?　　Robert: I dont think I can change it right now. Why dont we talk again tomorrow?　　Dan: Sure. I must talk to my office anyway. I hope we can find some common ground on this. (next day) Robert, Ive been instructed to reject the numbers you proposed; but we can try to come up with something else.　　Robert: I hope so, Dan. My instructions are to negotiate hard on this deal - but Im trying very hard to reach some middle ground.　　Dan: I understand. We propose a structured deal. For the first six months, we get a discount of 20%, and the next six months we get 15%.　　Robert: Dan, I cant bring those numbers back to my office - theyll turn it down flat.　　Dan: Then youll have to think of something better, Robert.　　中文翻译　　R: 即使是大量销售，我们的‘健你乐’生产成本仍然无法降低太多。　　D: 那你的建议是…?　　R: 敝公司可以降价。但是七五折会过度削低我们的毛利。我们建议双方各让一步-九折。　　D: 那跟七五折差太多了!九折实在超出我的谈判限度。有其它方案吗?　　R: 我现在没办法决定。这样吧，我们何不明天再谈?　　D: 可以。反正我也得和公司方面讨论一下。希望我们能够达成共同协议。　　R: (次日)Robert，奉上头指示，我得否决你所提的折扣，但我们还是可以找出其它可行的办法。　　D: 希望如此，Dan。上面指示我要强硬地谈这笔生意--但我一直想达成折衷的方案。　　R: 我了解。那么我们提议阶段式的协议。前半年先给我们八折，后半年，则打八五折。　　D: 我没办法向公司报告这样的数字--他们一定会打回票的。　　R: 那你就得想出更好的法子啰!　　短语解说　　take a cut 接受削减　　take在此解释为‘接受、选择’，等于accept;cut在此作名词，意思是‘削减、删除’，引申为‘杀价’。　　We need everyone to take a cut in his salary, or else the company will have to choose some people to let go.　　我们需要大家接受减薪，否则公司只好解雇一些人了。　　profit margin 毛利　　profit是‘利润’;margin原义是‘边缘’;profit margin可指销售所得利润与价格之间的比例关系;亦可指售价减去成本或进价的数额。　　The profit margin on fruit and vegetables is lower than last year.　　今年蔬果的毛利率比去年低。　　common ground 相同意见、兴趣　　common为‘共同’;ground是‘场地;土地’。c