S: Mr. Li, would you give us an idea as to the level of price you
regard as workable?
L: As I said before, your price is so high that we find it difficult to
make a bid. We hope you will take the initiative and bridge the gap.
史：李先生，你大概認為什么價格水平可以做得開？
李：我以前講過，你方開價太高，使我們難以還價。希望你方這次采取主動，彌補差距。
P: Just to comply, we're ready to reduce the price by 5 percent. I hope
this concession of ours will set the ball rolling.
L: So do we. I'm afraid though, Mr. Smith, that the ball can Hardly roll
very far. Certainly it's a step forward on your part, but the gap is still
too wide.
史：好吧，接受你的意見，我們準備削價5%。希望我方這一讓步能打開局面。
李：我們也這樣希望。不過，史密斯先生，恐怕這個局面打開得還不充分。當然，你方
前進了一步，但是差距還是太大。
S: The ball is with you, Mr. Li. What price would you suggest?
L: To make your offer workable, I think you should take another step down
as big as the one you've just taken.
史：李先生，看你的了。你提提價格吧？
李：為使你方報盤可以成為談判基礎，我認為你應象剛才那樣再跨出一步。
S: That won't do. You see, our margin of profit is very narrow. It simply
can't stand such a big cut.
L: I hate to disappoint you, Mr. Smith, but if that's the case, we have
no alternative but to cover our requirements elsewhere. Do think it over,
please. We sincerely hope our discussion will come to a successful conclusion.
史：這不行。你知道我方利潤額很小，再經不起大幅度削價了。
李：史密斯先生，我不想使你感到失望，但是如果你方堅持這一意見的話，我們沒有
別的辦法，只好從另外購買了。請仔細考慮一下。我們衷心希望這次談判能圓滿成功。
S: Well, I'm not in a position to agree to such a big reduction. Would
you mind waiting a day or two, until I get a reply from the home office?
L: Not at all. Shall we meet again, say Friday morning?
S: Good. Friday morning at 9.00
史：是這樣的，我無權同意這樣大幅度的削價，請你等我一兩天，行嗎？我要等國
內總公司的答復。
李：當然可以。我們星期五上午再見面，好不好？
史：好，星期五上午九點。
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