26 Making Concessions 做出让步

Dialogue 1 
A: I really hope to reach an agreement with you today. That’s suitable and benefits for us both. I’ve thought through a lot of these details, and I hope we can have a chance to discuss and resolve any differences this afternoon.
B: Let’s get started. What kinds of thing do you have in mind? If you let us know the requirements you have from the very beginning, we can work though each one until we can come to an agreement.
A: Firstly, We’d like to discuss a discounted price. If you give us the discount of 7% on the high volume orders, we can pay in 60 days.
B: Hmm, I think 7% is a litter high that might be harder to do. How about this, we will give you a discount of 4% but you can have 90 days credit.
A: Well, that might be acceptable. If you handle the insurance fees.
B: No, you have to take care of the insurance, but we are willing to pay half the transport. Can you accept that? 
A: We cover insurance, and half the transport fee, and only have discount 4%……
B: But you have 90 days to pay your bill, and I’ll tell you what, and I’ll throw in the discount of 10% on your upfront deposit.
A: Done……

A:我真的希望今天能和你达成协议。这对我们双方都是合适和有益的。我已经考虑了很多细节，我希望今天下午我们能有机会讨论并解决任何分歧。
B:我们开始吧。你有什么想法？如果你们从一开始就让我们知道你们的要求，我们可以逐一解决，直到达成协议。
A:首先，我们想讨论一下折扣价格。如果你方对大批量订单给予7%的折扣，我们可以在60天内付款。
B:嗯，我觉得7%有点高，可能更难做到。这样怎么样？我们会给你4%的折扣，但你可以有90天的信用。
A:嗯，那可能可以接受。如果你处理保险费。
B:不，你得负责保险，但我们愿意支付一半的运费。你能接受吗？
A:我们投保，一半的运输费，只有4%的折扣……
B:但是你有90天的时间付账，而且我还我告诉你，我会在你的预付定金上打10%的折扣。
A:成交……

Dialogue 2
A: Is this any way we could get a better warranty on this product?
B: Well, I can be give you a better warranty if you would be willing to agree to an annual contact.
A: That might not be ideal because there would be some drawbacks to an annual contract situation that make it difficult to sell to our buyers. What about free delivery? If we made a large enough order, could you waive the delivery fee?
B: Yes, our delivery fee could be waived if you make an order of 50 units or more. We would have to insist on annual contact, however, I understand it’s not the most convenient for you, perhaps we could shorten it to a sixth month contract if you are willing to take a lower rebate.
A: That would be fine. We could accept a lower rebate.

A：这种产品还有没有条件更优惠的保单？
B：嗯，如果你同意签订一年的合同，我可以给你一个更好的保证。
答：这可能不太理想，因为年度合同的情况会有一些不利，难以卖给我们的买家。免费送货怎么样？如果我们下了足够大的订单，你能免收送货费吗？
B：是的，如果你订购50台或以上，我们可以免收送货费。我们必须坚持每年联系一次，但是，我知道这对你来说不是最方便的，如果你愿意接受把回扣降低，也许我们可以将合同缩短为六个月。
A:那很好。我们可以接受更低的回扣。