当然你们方面是前进了一步，但是差距还是很大。

 -- 王小姐，看你的了。你出个价吧？

-- 要使你方报盘可行的话，我认为你应象刚才一样再跨出一步。

-- 这不行。你知道，我方利润额很小了，实在经不起这样大幅度的削 价了。

-- 布朗先生，我不想使你感到失望，但是如果你方坚持这样的话，我 们没有别的办法，只好从别处购买了。请仔细考虑一下，我们衷心 希望这次谈判能圆满达成。

-- 是这样，我无权同意这样大幅度的削价，请你等我一两天，好吗？ 我要等国内总公司的答复。

-- 当然可以。那我们星期五上午再见面，好不好？

-- 好，星期五上午九点。

Dialogue 2

B: Good morning, Mrs.Wang. Any news?

W: Yes. I’ve succeeded in persuading our export manager to agree to a reduction of ten percent. He made this an exception with an eye to future business.

B: Good. We certainly appreciate your making these concessions for us.

W: May I repeat 15 Tunnel Drillers, specifications as shown in the technical data, at 57,000 Swiss Francs each, F.O.B. European Main Ports? Business is closed at this price.

B: Yes, that’s right. Shall we go over the other terms and conditions of the transaction to see if we agree on all the particulars?

W: All right. We have no objection to the stipulations about the packing and shipping marks. As a matter of fact, we always pack

our machines in new strong wooden cases suit able for long distance ocean transportation.

B: The machines must be well protect ed against dampness, moisture, rust, and be able to stand shock and rough handling.

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