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精选情景会话：商谈交易Negotiating A Deal: 作者：Miyo所属分类：商业询价语音：美音难度：

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a I understand we will need seven air conditioning units on the two floors.That's what you think, yes? 我了解我们需要七部空调机在两个楼面。你是这个意思，对吧？: bYes. You could use five or six units.But five or six wouldn't be very efficient. I recommend seven.
是的。你可以装五到六部。但五到六部会不够，所以我建议七部。
a And if we take the Decker units you suggested, what would the price be? 还有我们如果用你建议的戴格牌，会是多少钱？: bLet me calculate the price for you.I can give you a 15% discount if you buy the seven units.Let's see here. Your total would be 5929 dollars.
让我算一下。如果你一次购买七部，我可以给你百分之十五的折扣。让我看一下，你的总数是五千九百二十九美元整。
a Isn't there any way we can get central air conditioning in this building? 我们可以在这栋建筑装设中央空调系统吗？: bAs I said, it is possible, but it would be much more expensive.I think it would be at least 12000 dollars to do a complete system.
就像我说的，是可行的，但是会花费很多。我想会需要一万二千美元才能完成一个系统。
a That's too much. We need to use the separate units, I guess. 那真是太多了。我们必须要分开的装置，我想。: bIt's more practical, and the new units really are very quiet.Your customers won't even notice them.
在实用性方面，新的装置也会比较安静。你的顾客根本不会感觉到它的存在。
a So you say we can do it for 6000 dollars. 所以你说我们可以在六千美元以内完工。: bYes, that's for the units.Installation would probably be another 700 to 1000 dollars.But it depends on the time spent, of course.
是的，只有装置的费用。安装费大约是七百至一千美元。当然是要看所用的时间而定。
a You mean installation isn't included? I'm very surprised. 你的意思是没有包含安装费？我很惊讶。: bNo, Ma'am. Installation isn't included.The price I quoted was just for the units.
不，女士。安装费没有包含在内。我估计的费用是只有装置的费用。
a In Taipei, you know, the company usually installs the things they sell.They don't charge extra. 在台北，你知道，一般公司都安装他们所卖的产品。他们不会额外收费。: bI know that, Ma'am.But they would just raise the price of the units to cover their costs.Here in L.A., installation is charged separately.
我知道，女士。但通常他们都会提高售价来掩饰他们的花费。在洛杉矶，安装费都是分开来收取的。
a Yes, I suppose I should get used to it.But I'm not really willing to spend more than 6000 dollars for this.We haven't even opened yet. 是的，我以为我应该可以习惯这种做法。但我真的没有想要为了安装空调系统花费超过六千美元。我们都还没开张呢。: bI understand, Ma'am.
我了解，女士。
a And the other company that gave me a quote on this said they could do it for 4000 dollars. 而且另一家公司只给我估价四千美元。: bIt's a question of quality, Ma'am.At that price, you would not get good equipment.I've been in this business for almost twenty years. I know what happens.If you don't get quality air conditioning now,you will just have to replace the system after two years.
这是有关品质的问题，女士。而且那种价位，你不会拿到好的装置。我在这一行有将近二十年了。我知道行情，如果你现在不拿品质好的空调机，两年后，你将必须重换这个系统。　
a I will tell you what I can agree to.If you can quote me a price of 6000 dollars, installation included, I can accept. 我可以告诉你什么方面我可以同意。如果你可以给我六千美元的价格，包含安装，我就接受。: bWell.
嗯。
a You do seem like a better company than the other one.So I am willing to pay more than 4000 for you. But I won't pay more than 6000. 你看来好象是比那一家好。所以我愿意给超过四千美元给你们。但我不会花费超过六千美元。: bWell, we don't usually do it, but... I believe we can accommodate you on this.We will do the installation for free. Because we appreciate your business.
嗯，我们通常不会接受这样的，但是...我相信我们这次是可以通融的。我们会免费替你安装，因为我们很感谢你的生意。
a Good. I hope we can arrange the contract as soon as possible. 好。我希望我们可以尽快地安排签约。