2016年初级商务英语考试阅读材料(6)

　　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 won't 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: That's a big change from 25! 10 is beyond my negotiating limit. Any other ideas?

　　Robert: I don't think I can change it right now. Why don't 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, I've 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 I'm 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 can't bring those numbers back to my office - they'll turn it down flat.

　　Dan: Then you'll 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’。"common ground"原指古欧洲民族用来畜牧的公共用地，演变至今则引申为‘彼此都同意的事情’。

　　When it comes to income agreements, we're on common ground.

　　就收入方面的协议而言，我们持有相同的意见。

　　reach some middle ground 达成折衷;互相协调