Unit 19 Negotiating delivery 洽谈交货
DON BRADLEY: I' d like you to look at those figures:
堂．布拉德利：我想请大家看一下这些数字：
As you can see, the maximum retail price for the Mark 2 must be 60.
正如大家所看到的，马克二世的最高价格必须是60。
That means, that to keep our margins, our production costs must be no more than 14 per unit.
这就是说，为了保持我们的利润，我们的生产成本每件一定不能超过14。
DEREK JONES: I' d rather have a retail price of 75.
德里克．琼斯：我宁愿零售价是75。
I don' t believe that the Mark 2 can be produced for less than 18 per unit.
我认为马克二世的单个生产成本不会低于18。
DON BRADLEY: That retail price is not a realistic option, Derek.
堂．布拉德利：这样的零售价是不实际的，德里克。
We' ve done the research.
我们做过了调查。
DEREK JONES: But it' s not just a toy. This is a genuine breakthrough.
德里克．琼斯：但这不只是个玩具。这是一项真正的突破。
DON: Derek...
堂：德里克……
DEREK JONES: Let me finish--this is a genuine breakthrough and the market will be prepared to pay a premium price for something that is so advanced.
德里克．琼斯：让我说完--这是个真正的突破，市场对某种如此先进的东西会有所准备的，他们会愿意出高价。
DON BRADLEY: Derek, let me...
堂．布拉德利：德里克， 让我……
DEREK JONES: Just a minute.
德里克．琼斯：等一下。
There is nothing like this on the market, we have to take a chance with it.
市场上没有老的产品，我们得冒冒险。
CLIVE HARRIS: Derek, I don' d like arguing with you, but I have to agree with Don.
克莱夫．哈里斯：德里克，我不想跟你争论，但我不同意你的看法。
I' m sorry, we can' t take the risk.
对不起，我们不能冒这个险。
I say we retail at 60 and produce at 14.
我的看法是零售价60，生产成本14。
DEREK JONES: No manufacturer will be able to produce the Mark 2 for 14 per unit and maintain the quality.
德里克．琼斯：没有哪家制造商能以单个成本14来生产马克二世而又能保证质量。
CLIVE HARRIS: I would rather not decide anything now.
克莱夫．哈里斯：我不想现在就下决定。
DEREK JONES: I would like to show it to Hazelford Systems.
德里克．琼斯：我想让Hazelford系统公司的人看一下。
They might be able to produce it for 15 or 16.
他们或许能以15或16的单价生产。
KATE MCKENNA: Jenny, could you do something about this fax machine?
凯特．麦凯纳：詹妮，你能解决一下这台传真机的问题吗？
Phone the company, cancel the rental agreement and get the best deal you can from another firm.
给传真机公司打电话，取消租赁协议，跟另外一家公司合作，尽力获得最好的条件。
I' m sick of this.
我烦透这个了。
JENNY ROSS: Hello. This is Jenny Ross of Bibury Systems.
詹妮．罗斯：你好。我是Bibury系统公司的詹妮．罗斯 。
We hired a fax machine from you and I would like to cancel our rental agreement.
我们在你公司租了液体台传真机，我现在要取消租赁协议。
No, I' m sorry.
不，对不起。
I would rather just cancel the agreement ...
我只想取消协议……
No, we did ask you to send someone yesterday and it still isn' t working properly.
不，我们昨天确实要求你们派人来维修，但还是不能正常工作。
I' m sorry, but I have to say no.
对不起，我不得不说“不”。
Yes, if you could send someone to collect it tomorrow morning, please.
是的，请你明天上午派人来回收传真机。
DANNY MCNEIL: Now let' s turn to the Big Boss.
丹尼．麦克内尔：现在我们谈“大老板”的事情。
What is the soonest you can deliver?
你们最快什么时候可以交货？
EDWARD GREEN: You can have the first five thousand units before the end of the month.
爱德华．格林：本月底前你可以得到首批5000件。
DANNY MCNEIL: I want ten thousand by the end of the month.
丹尼．麦克内尔：月底前我想要1万件。
EDWARD GREEN: Well, Mr. Mcneil, that will be difficult,
爱德华．格林：麦克内尔先生，这太难了，
but as you have been so understanding over the question of price, I think we can arrange that.
不过鉴于你在价格问题上对我们的理解支持，我认为我们可以安排的。
DANNY MCNEIL: What about the balance of the order?
丹尼．麦克内尔：所订购货物之其余部分呢？
EDWARD GREEN: We can deliver that in three consignments over the following three months.
爱德华．格林：我们将在随后的三个月里分三批交货。
DANNY MCNEIL: I' d rather have everything delivered by the end of May.
丹尼．麦克内尔：我宁愿在5月底前你们交清所有货物。
EDWARD GREEN: I can' t promise to do that, but I shall do my best.
爱德华．格林：我不能保证做到，不过我会尽力。
MS WONG: First of all, let me welcome all the representatives of Bibury Systems.
黄女士：先，让我欢迎所有Bibury系统公司的代表。
I' d like to say that we at Hazelford Systems are delighted that you are considering us as a future supplier.
我想说，Hazelford系统公司很高兴，你们考虑我们作为今后的供应汤。
Perhaps I could begin by checking that everyone has a copy of the agenda?
或许我该问一下各位是不是都有一份会议议程？
And I' d like to add one extra item, if I may ?could we discuss the question of exchange procedures after item four,
如果可以……，我想增加一条 ，我们能不能在第四项后讨论交易流程的问题，
which looks at general payment conditions?
涉及大概的付款条件？
So let' s make a start.
那我们就开始了。
Mr. Jones, would you like to outline your position on the first item on the agenda: technological specifications?
琼斯先生，请你大体描述一下对议程第一条：技术规范的看法，好吗？
DEREK JONES: Thank you.
德里克．琼斯：谢谢。
I think that we need to consider a couple of options when we look at this question...
我认为我们对这个问题应该要考虑几个选择……FAX REP: So that' s fine.
传真机代表：这样就没问题了。
You can sign the contract when we deliver the machine.
你们可以在我们送传真机时再签合同。
JENNY ROSS: How soon can we expect delivery?
詹妮．罗斯：要等多久能送到？
FAX REP: Well, would next Tuesday be convenient?
传真机代表：下周二方便吗？
JENNY ROSS: No, we really need it today.
詹妮．罗斯：不，我们今天就很需要。
FAX REP: I' m afraid that' s just not possible.
传真机代表：恐怕，这是不可能的。
JENNY ROSS: Well, what is the earliest you can deliver?
詹妮．罗斯：那么，你们最早什么时候可以送到？
FAX REP: We can' t do it before Friday afternoon.
传真机代表：我们在周五下午前不可能送到。
JENNY ROSS: Well, I' m afraid we really need the machine by tomorrow at the latest or I' m going to have to look elsewhere.
詹妮．罗斯：恐怕我们最迟明天就要，不行我去找别家了。
FAX REP: Okay, I' ll see what I can do.
传真机代表：好的，我会看看我能做些什么。
JENNY ROSS: I' m sorry but that just isn' t good enough.
詹妮．罗斯：对不起，不过这还不够。I must have a guarantee of delivery by tomorrow.
我必须有明天交货的保证。
FAX REP: I' ll need to speak to my boss.
传真机代表：我要跟老板说。
Can I call you back in ten minutes?
我10分钟后再打回给你，好吗？
MS WONG: I' m sorry.
黄女士：对不起。
This is a very difficult situation.
这是个很难的形势。
I understand your problem, but you must see our position.
我能理解你们的问题，但你也要看到我们的处境。
We think this is a very exciting project,
我们认为折射个很令人激动的项目，
but because we cannot find a compromise I' m afraid we can go no further.
但因为我们不能找到这种的办法，恐怕无法再谈下去了。
CLIVE HARRIS: We cannot go higher than 14 for 30,000 units.
克莱夫．哈里斯：我们生产3万件的成本不能高于14。
That is our final offer.
这是我们最后的报价了。
MS WONG: But you must realise that at this price our margin is unacceptable.
黄女士：但你要认识到，我们的利润是无法接受的。
So, I think we have covered all the items on today' s agenda,
我想我们已经谈过了所有议程上的项目，
I am sorry that we have reached no solution on the final item which is the Mark 2 project.
很抱歉未能在最后 马克二世这个项目达成解决方案。
Could I suggest that we adjourn for today and meet tomorrow morning at ten o' clock?
我建议今天的会议延期，我们明天上午10点再开，好吗？
JENNY ROSS: Is Clive back yet?
詹妮．罗斯：克莱夫回来了吗？
GERALDINE: He phoned about twenty minutes ago--said he was on his way.
杰拉尔丁：他大约20分钟前打过电话--他说在路上了。
He didn' t sound very happy.
听起来，他不怎么高兴。
JENNY ROSS: Oh dear.
詹妮．罗斯：哦，天啊。
I wanted to ask him about taking a couple of days off.
我还想向他请几天假呢。
GERALDINE: I' d suggest that you wait.
杰拉尔丁：我建议你还是等等。
I don' t think that...
我认为，不该……
GERALDINE: Oh, Mr. Harris there' s a message from...
杰拉尔丁：哦，哈里斯先生有你的留言，来自……
CLIVE HARRIS: Geraldine, I' m in a meeting with Derek.
克莱夫．哈里斯：杰拉尔丁，我在和德里克开会。
Hold all my calls.
我不接任何电话。
JENNY ROSS: I see what you mean!
詹妮．罗斯：明白了!
GERALDINE: I' ve never seen Derek look so angry.
杰拉尔丁：我还没看过德里克这么生气过。
What' s going on?
发生了什么事？
JENNY ROSS: I don' t know.
詹妮．罗斯：不知道。
Have they had an argument?
他们争吵了吗？
KATE MCKENNA:Well! That was an interesting journey!
凯特．麦凯纳：好啊！！真是有趣啊！
Twenty minutes of total silece.
总共沉默了20分钟。
JENNY ROSS: What' s going on?
詹妮．罗斯：发生了什么事？
KATE MCKENNA: I think the word to describe the situation is"eadlock".
凯特．麦凯纳：我想现在的情况可以用“僵局”来形容。
CLIVE HARRIS: Derek, you are being unreasonable.
克莱夫．哈里斯：德里克，你是在无理取闹。
DEREK JONES: Me? Why won' t you move on fourteen?
德里克．琼斯：我？你为什么不提到14？
CLIVE HARRIS: Derek, we have been through this.
克莱夫．哈里斯：德里克，关于这一点我们已经谈过了。
We have agreed our negotiating position.
我们已经同意了谈判的立场。
DEREK JONES: I have never agreed to this position.
德里克．琼斯：我从未同意过这个立场。
We aren' t offering any flexibility.
我们不做任何调整。
They have to protect their margins.
他们一定要保护他们的利润。
CLIVE HARRIS: Then we can' t do the project.
克莱夫．哈里斯：那么我们就不能做我们的项目了。
DEREK JONES: That' s your decision, is it?
德里克．琼斯：这是你的决定，是吗？
CLIVE HARRIS: Derek, I have no choice.
克莱夫．哈里斯：德里克，我别无选择。
DEREK JONES: I'm sorry Clive. I can' t accept that.
德里克．琼斯：对不起，克莱夫。我不能接受。
CLIVE HARRIS: What are you saying?
克莱夫．哈里斯：你说什么？
DEREK JONES: I' m giving in my resignation.
德里克．琼斯：我要辞职。
CLIVE HARRIS: That' s ridiculous.
克莱夫．哈里斯：太荒谬了。
You' re tired. Sleep on it and we' ll talk in the morning.
你累了。先睡一觉，我们明早再谈。
DON BRADLEY: I' d like you to look at those figures:
堂．布拉德利：我想请大家看一下这些数字：
As you can see, the maximum retail price for the Mark 2 must be 60.
正如大家所看到的，马克二世的最高价格必须是60。
That means, that to keep our margins, our production costs must be no more than 14 per unit.
这就是说，为了保持我们的利润，我们的生产成本每件一定不能超过14。
DEREK JONES: I' d rather have a retail price of 75.
德里克．琼斯：我宁愿零售价是75。
I don' t believe that the Mark 2 can be produced for less than 18 per unit.
我认为马克二世的单个生产成本不会低于18。
DON BRADLEY: That retail price is not a realistic option, Derek.
堂．布拉德利：这样的零售价是不实际的，德里克。
We' ve done the research.
我们做过了调查。
DEREK JONES: But it' s not just a toy. This is a genuine breakthrough.
德里克．琼斯：但这不只是个玩具。这是一项真正的突破。
DON: Derek...
堂：德里克……
DEREK JONES: Let me finish--this is a genuine breakthrough and the market will be prepared to pay a premium price for something that is so advanced.
德里克．琼斯：让我说完--这是个真正的突破，市场对某种如此先进的东西会有所准备的，他们会愿意出高价。
DON BRADLEY: Derek, let me...
堂．布拉德利：德里克， 让我……
DEREK JONES: Just a minute.
德里克．琼斯：等一下。
There is nothing like this on the market, we have to take a chance with it.
市场上没有老的产品，我们得冒冒险。
CLIVE HARRIS: Derek, I don' d like arguing with you, but I have to agree with Don.
克莱夫．哈里斯：德里克，我不想跟你争论，但我不同意你的看法。
I' m sorry, we can' t take the risk.
对不起，我们不能冒这个险。
I say we retail at 60 and produce at 14.
我的看法是零售价60，生产成本14。
DEREK JONES: No manufacturer will be able to produce the Mark 2 for 14 per unit and maintain the quality.
德里克．琼斯：没有哪家制造商能以单个成本14来生产马克二世而又能保证质量。
CLIVE HARRIS: I would rather not decide anything now.
克莱夫．哈里斯：我不想现在就下决定。
DEREK JONES: I would like to show it to Hazelford Systems.
德里克．琼斯：我想让Hazelford系统公司的人看一下。
They might be able to produce it for 15 or 16.
他们或许能以15或16的单价生产。
KATE MCKENNA: Jenny, could you do something about this fax machine?
凯特．麦凯纳：詹妮，你能解决一下这台传真机的问题吗？
Phone the company, cancel the rental agreement and get the best deal you can from another firm.
给传真机公司打电话，取消租赁协议，跟另外一家公司合作，尽力获得最好的条件。
I' m sick of this.
我烦透这个了。
JENNY ROSS: Hello. This is Jenny Ross of Bibury Systems.
詹妮．罗斯：你好。我是Bibury系统公司的詹妮．罗斯 。
We hired a fax machine from you and I would like to cancel our rental agreement.
我们在你公司租了液体台传真机，我现在要取消租赁协议。
No, I' m sorry.
不，对不起。
I would rather just cancel the agreement ...
我只想取消协议……
No, we did ask you to send someone yesterday and it still isn' t working properly.
不，我们昨天确实要求你们派人来维修，但还是不能正常工作。
I' m sorry, but I have to say no.
对不起，我不得不说“不”。
Yes, if you could send someone to collect it tomorrow morning, please.
是的，请你明天上午派人来回收传真机。
DANNY MCNEIL: Now let' s turn to the Big Boss.
丹尼．麦克内尔：现在我们谈“大老板”的事情。
What is the soonest you can deliver?
你们最快什么时候可以交货？
EDWARD GREEN: You can have the first five thousand units before the end of the month.
爱德华．格林：本月底前你可以得到首批5000件。
DANNY MCNEIL: I want ten thousand by the end of the month.
丹尼．麦克内尔：月底前我想要1万件。
EDWARD GREEN: Well, Mr. Mcneil, that will be difficult,
爱德华．格林：麦克内尔先生，这太难了，
but as you have been so understanding over the question of price, I think we can arrange that.
不过鉴于你在价格问题上对我们的理解支持，我认为我们可以安排的。
DANNY MCNEIL: What about the balance of the order?
丹尼．麦克内尔：所订购货物之其余部分呢？
EDWARD GREEN: We can deliver that in three consignments over the following three months.
爱德华．格林：我们将在随后的三个月里分三批交货。
DANNY MCNEIL: I' d rather have everything delivered by the end of May.
丹尼．麦克内尔：我宁愿在5月底前你们交清所有货物。
EDWARD GREEN: I can' t promise to do that, but I shall do my best.
爱德华．格林：我不能保证做到，不过我会尽力。
MS WONG: First of all, let me welcome all the representatives of Bibury Systems.
黄女士：先，让我欢迎所有Bibury系统公司的代表。
I' d like to say that we at Hazelford Systems are delighted that you are considering us as a future supplier.
我想说，Hazelford系统公司很高兴，你们考虑我们作为今后的供应汤。
Perhaps I could begin by checking that everyone has a copy of the agenda?
或许我该问一下各位是不是都有一份会议议程？
And I' d like to add one extra item, if I may ?could we discuss the question of exchange procedures after item four,
如果可以……，我想增加一条 ，我们能不能在第四项后讨论交易流程的问题，
which looks at general payment conditions?
涉及大概的付款条件？
So let' s make a start.
那我们就开始了。
Mr. Jones, would you like to outline your position on the first item on the agenda: technological specifications?
琼斯先生，请你大体描述一下对议程第一条：技术规范的看法，好吗？
DEREK JONES: Thank you.
德里克．琼斯：谢谢。
I think that we need to consider a couple of options when we look at this question...
我认为我们对这个问题应该要考虑几个选择……FAX REP: So that' s fine.
传真机代表：这样就没问题了。
You can sign the contract when we deliver the machine.
你们可以在我们送传真机时再签合同。
JENNY ROSS: How soon can we expect delivery?
詹妮．罗斯：要等多久能送到？
FAX REP: Well, would next Tuesday be convenient?
传真机代表：下周二方便吗？
JENNY ROSS: No, we really need it today.
詹妮．罗斯：不，我们今天就很需要。
FAX REP: I' m afraid that' s just not possible.
传真机代表：恐怕，这是不可能的。
JENNY ROSS: Well, what is the earliest you can deliver?
詹妮．罗斯：那么，你们最早什么时候可以送到？
FAX REP: We can' t do it before Friday afternoon.
传真机代表：我们在周五下午前不可能送到。
JENNY ROSS: Well, I' m afraid we really need the machine by tomorrow at the latest or I' m going to have to look elsewhere.
詹妮．罗斯：恐怕我们最迟明天就要，不行我去找别家了。
FAX REP: Okay, I' ll see what I can do.
传真机代表：好的，我会看看我能做些什么。
JENNY ROSS: I' m sorry but that just isn' t good enough.
詹妮．罗斯：对不起，不过这还不够。I must have a guarantee of delivery by tomorrow.
我必须有明天交货的保证。
FAX REP: I' ll need to speak to my boss.
传真机代表：我要跟老板说。
Can I call you back in ten minutes?
我10分钟后再打回给你，好吗？
MS WONG: I' m sorry.
黄女士：对不起。
This is a very difficult situation.
这是个很难的形势。
I understand your problem, but you must see our position.
我能理解你们的问题，但你也要看到我们的处境。
We think this is a very exciting project,
我们认为折射个很令人激动的项目，
but because we cannot find a compromise I' m afraid we can go no further.
但因为我们不能找到这种的办法，恐怕无法再谈下去了。
CLIVE HARRIS: We cannot go higher than 14 for 30,000 units.
克莱夫．哈里斯：我们生产3万件的成本不能高于14。
That is our final offer.
这是我们最后的报价了。
MS WONG: But you must realise that at this price our margin is unacceptable.
黄女士：但你要认识到，我们的利润是无法接受的。
So, I think we have covered all the items on today' s agenda,
我想我们已经谈过了所有议程上的项目，
I am sorry that we have reached no solution on the final item which is the Mark 2 project.
很抱歉未能在最后 马克二世这个项目达成解决方案。
Could I suggest that we adjourn for today and meet tomorrow morning at ten o' clock?
我建议今天的会议延期，我们明天上午10点再开，好吗？
JENNY ROSS: Is Clive back yet?
詹妮．罗斯：克莱夫回来了吗？
GERALDINE: He phoned about twenty minutes ago--said he was on his way.
杰拉尔丁：他大约20分钟前打过电话--他说在路上了。
He didn' t sound very happy.
听起来，他不怎么高兴。
JENNY ROSS: Oh dear.
詹妮．罗斯：哦，天啊。
I wanted to ask him about taking a couple of days off.
我还想向他请几天假呢。
GERALDINE: I' d suggest that you wait.
杰拉尔丁：我建议你还是等等。
I don' t think that...
我认为，不该……
GERALDINE: Oh, Mr. Harris there' s a message from...
杰拉尔丁：哦，哈里斯先生有你的留言，来自……
CLIVE HARRIS: Geraldine, I' m in a meeting with Derek.
克莱夫．哈里斯：杰拉尔丁，我在和德里克开会。
Hold all my calls.
我不接任何电话。
JENNY ROSS: I see what you mean!
詹妮．罗斯：明白了!
GERALDINE: I' ve never seen Derek look so angry.
杰拉尔丁：我还没看过德里克这么生气过。
What' s going on?
发生了什么事？
JENNY ROSS: I don' t know.
詹妮．罗斯：不知道。
Have they had an argument?
他们争吵了吗？
KATE MCKENNA:Well! That was an interesting journey!
凯特．麦凯纳：好啊！！真是有趣啊！
Twenty minutes of total silece.
总共沉默了20分钟。
JENNY ROSS: What' s going on?
詹妮．罗斯：发生了什么事？
KATE MCKENNA: I think the word to describe the situation is"eadlock".
凯特．麦凯纳：我想现在的情况可以用“僵局”来形容。
CLIVE HARRIS: Derek, you are being unreasonable.
克莱夫．哈里斯：德里克，你是在无理取闹。
DEREK JONES: Me? Why won' t you move on fourteen?
德里克．琼斯：我？你为什么不提到14？
CLIVE HARRIS: Derek, we have been through this.
克莱夫．哈里斯：德里克，关于这一点我们已经谈过了。
We have agreed our negotiating position.
我们已经同意了谈判的立场。
DEREK JONES: I have never agreed to this position.
德里克．琼斯：我从未同意过这个立场。
We aren' t offering any flexibility.
我们不做任何调整。
They have to protect their margins.
他们一定要保护他们的利润。
CLIVE HARRIS: Then we can' t do the project.
克莱夫．哈里斯：那么我们就不能做我们的项目了。
DEREK JONES: That' s your decision, is it?
德里克．琼斯：这是你的决定，是吗？
CLIVE HARRIS: Derek, I have no choice.
克莱夫．哈里斯：德里克，我别无选择。
DEREK JONES: I'm sorry Clive. I can' t accept that.
德里克．琼斯：对不起，克莱夫。我不能接受。
CLIVE HARRIS: What are you saying?
克莱夫．哈里斯：你说什么？
DEREK JONES: I' m giving in my resignation.
德里克．琼斯：我要辞职。
CLIVE HARRIS: That' s ridiculous.
克莱夫．哈里斯：太荒谬了。
You' re tired. Sleep on it and we' ll talk in the morning.
你累了。先睡一觉，我们明早再谈。
