PARKER:Yesterday. John Goodwin made an offer to sell fibre powder to Sinogarment for USD135,This offer, he said, was base upon an expanding market and was competitive.
(昨天，約翰GOODWIN就銷售化纖粉末給中國服裝做了報價是135美金，他說這個報價是基于擴大的市場并且是有競爭力的)
There was some discussion about market futures, Upon which Li Wei and John Goodwin found little to agree, Today, we look forward to a response to our offer in the form of a counter-offer.
（并就未來市場趨勢作了些探討，在這方面李薇和約翰GOODWIN意見不同，今天，我們期待對我們的報價的還盤回復）
LI:Good morning. gentlemen.
（早上好先生們）
BOTH: Good morning.
（早上好）
LI:Well. I have discussed your offer with my colleagues and I have to be very honest with you. we find the price you quoted rather on the high side.
（我已經(jīng)和我的同事討論了你的報價，我必須誠實的對你，我們發(fā)現(xiàn)你的報價相當高）
I am saying this because we have received offers recently, most of which are below 125 U.S. dollars. As I said yesterday, we think supply will continue to exceed demand and prices will continue their downward trend.
（我之所以這么說是因為我們最近收到一些報價，大多數(shù)是低于150美金的，正像我昨天說的，我們認為供應(yīng)將繼續(xù)超過需求，并且價格將繼續(xù)它的下降趨勢）
A discussion of this kind, of course, requires thinking in terms of future developments, and so you'll understand that we have to take the declining price into consideration in our negotiations.
（討論這類問題，當然需要考慮未來發(fā)展因素，所以你能理解我們不得不把價格下降的因素考慮進我們的談判中）
GOODWIN: I should have thought my offer was reasonable.Mr. Parker gave you a fact sheet to explain our costs of manufacture.
（我以為我的報價是合理的，PARKER先生給你了生產(chǎn)成本事實表單數(shù)據(jù)）
You will see from the fact sheet that my offer was based on reasonable profit. not upon wild speculation.
（你從事實表單可以看出我們的報價是基于合理的利潤，不是漫天要價。）
Well, anyway, let us have your counter-offer. This is , after all, a part of negotiations, Are you prepared to come up with a figure?
（那么，不管怎樣，讓我看看你的還盤吧，這個畢竟是談判的一部分，你是否愿意拿出一個價格數(shù)據(jù)來？）
LI:Yes, I am. As a matter of fact, only yesterday we concluded a deal for the same fibre powder as yours at the price of USD125,
（是的，我有的，事實上，就在昨天我們簽了一筆和你們的化纖粉末相同的以125美金成交的交易）
Considering our good relationship over the past years. however, we are willing to take considerable risk with a falling market and make a counter-offer to you of USD125 per metric ton F.O.B stowed.
（考慮我們過去多年友好的關(guān)系，我們愿意承擔相當大的市場下滑的風險來做一個還盤給你，是每噸125美金 FOB理倉）
GOODWIN:I appreciate your counter-offer but find it too low, the contract you signed yesterday I can only conclude was made with a broker and for a small amount.
（我感謝你的還盤，但是發(fā)現(xiàn)價格太低了。你昨天簽訂的合同我敢肯定一定是和中間商并且數(shù)量很小的）
In such arrangements, of course, there might be little guarantee of delivery and problems of quality could be much more serious than the one we discussed the other day and if it is in the interest of the supplier not to deliver at all. he might even break the contract.
（如此的合同安排，當然，交貨是沒有保障的，并且產(chǎn)品質(zhì)量將會比我們前幾天我們談?wù)摰馁|(zhì)量問題嚴重的多，并且，如果不交貨會對供應(yīng)方有利他們就會撕毀合同）
we are talking about the supply of fibre powder in terms of a large quantity and over a long period, This is a serious business arrangement.
（我們談?wù)摰氖谴罅亢烷L期供應(yīng)化纖粉末，這是個嚴肅的貿(mào)易合同）
You know you can count on Pacific Swimwears Industries to provide you with a reliable product and deliver at the exact time as specified in the contract.
（你知道你們可以指望太平洋泳裝工業(yè)來提供可信賴的按合同規(guī)定的產(chǎn)品和按時交貨）
LI:Yes. honouring the contract and keeping one's word are the basis of good business and also for developing good trade relations. I think we can agree on this. Mr. Goodwin.
（是的，重合同守信用是生意興隆的基礎(chǔ)，并且，也是發(fā)展好的貿(mào)易關(guān)系的基礎(chǔ)。 我想GOODWIN先生 我同意這個觀點）
However,once again I feel I must point out to you that in a period when supply exceeds demand, the larger the quantity offered, the more competitive the price should be,
（但是，我再一次指出，在一段時期，當供過于求時，訂貨量越大，價格要越有競爭力。）
At the moment, I'm afraid I don't find your price competitive at all.
（目前，我恐怕我們根本沒有看到你的價格的競爭力）
GOODWIN:Well, then, let me be competitive, I'll respond to your counter-offer by reducing our price by USD2. what do you say to that?
（那么好吧，讓我有競爭力吧，我把我們的價格減去2美元作為你的還盤的回復，你對這個怎么看？）
LI:That's not much of an improvement.
（還沒有多大的改善）
GOODWIN:Well, then, I would appreciate it if you would make a corresponding move.
（那么好，如果你也做相應(yīng)的讓步我會很欣賞）
LI:You will appreciate that I have not the latitude of movement that you have in these matters, But I am-willing to go up to USD125.50
（你知道我和你不一樣，我們沒有讓步的余地空間了，但是我愿意上調(diào)到USD125.50）
GOODWIN:Your counter-offer is much more modest than mine and, moreover, keeps the price close to the costs of productions. I cannot return to my Board with these terms.
(你的還價比我的要溫和多了，而且，這個價格接近成本價了，我按這個價格沒法回去見懂事們）
LI: I'm sorry to hear it. Mr. Goodwin, I though I had made a fair offer. It was a higher price than we offered to other suppliers.
（GOODWIN先生，聽到這個消息我很遺憾，我想我已經(jīng)作了公平的報價，這已經(jīng)是比我們給其他供應(yīng)商的報價高了）
GOODWIN: Where do we go from here?
（下一步這么樣？）
LI: Well, we've been working very hard. we deserve a little relaxation, don't you think? Why don't we take a day off?
（那么，我們工作很辛苦，我們渴望一些放松，你們不是嗎？為什么我們不放一天假？）
The weather's delightful, things are turning green, I think it's time we went out to see the Wall.
（氣候宜人，大地變綠，我想這是我們?nèi)ラL城的時候了）
GOODWIN: That sounds like a good idea. I wonder if we might invite Emily along?
（看來這主意不錯，我可否邀請艾米麗一起去？）
LI:Of course! Will you ask her for me? I'd love to have her along. I'll be around tomorrow morning. Will eight o'clock be too early?
（當然，請你帶我邀請她，我喜歡有她一起去，明早我來這兒接你們，早上八點是不是太早了？）
GOODWIN: That's fine, We'll be ready.
（不早，我們會做好準備）
DIALOGUE: Rising Prices
（對話：提價）
CUSTOMER: How much is that refrigerator please?
（請問那個冰箱多少錢？）
SHOP ASSISTANT: Which one, sir?
（哪一個 先生？）
CUSTOMER: That one in the window.
（在櫥窗里的）
SHOP ASSISTANT: Let me see. Oh yes, That is USD150, Madam.
（我看看，哦，是的，那個是150美金，女士）
CUSTOMER: Are you sure? I'm sure I saw one like that for only USD130 last week.
（你確定嗎？ 我確認上周看到時只是130美金）
SHOP ASSISTANT:All the prices have just gone up.
（所有的價格都剛剛上調(diào)）
CUSTOMER:You people are always raising your prices. but they never seem to come down.
（你們總是提價，但是從不降價）
SHOP ASSISTANT: I'm sorry, Madam, But steel has just gone up.
（對不起 女士，因為鋼材價格上調(diào)）
CUSTOMER: Yes. I heard that, but the price of the refrigerator's a bit on the high side.
（是的，我聽說了，但是冰箱的價格還是很高的）
SHOP ASSISTANT: Very well, Madam.
（很對，女士）