谈判英语一日通01-15
Chapter 5
Motivation动机
There are lots of ways to get the other guy motivated. The following is an example of inspiring a supplier to do right by you. Lucy works 2 for a computer hardware 3 supplier, and Hal for a small company just starting out that is only going to buy one unit.
Lucy:Ace Computers,this is Lucy.
Hal:Hi,Lucy, my name is Hal and I'm looking to buy a new machine. I understand you guys build to order.
Lucy:Yes, we do.
What kind of machine are you looking for?
Hal:Well,this isfor a business and it won't be connected to the net, nor will it be used to play games.
I want one to be as fast as possible while staying in the sweet spot.我想能稳稳地运作,速度越快越好.
Do you know what I mean?
Lucy:Sure, you want fast but you don't need the top of the line.
You want fast but what was just superseded 4 in favor of something faster,and reduced in price.你需要速度比平常更快的,然而价钱不要太贵的.
Hal:Right,that's it. Fast enough to do business and handle software upgrades 5 for the next few years.
Lucy:And ,you only want one?
Hal:For right now,I only need one. Before I commit myself to replacing all my machines, I want to see how yours performs.
Lucy:So then,you will eventually want more?
Hal:Yes,definitely. Do you offer phone support and training classes for my employees?
Lucy:Yes,we do,for an additinal fee.
Hal:Good. I'm looking for a full service place to do business with .
Could you fax me a proposal 6 for the computer as well as a list of all the extra services you provide.
Lucy:When do you want that?
Hal:ASAP, but maybe you should reflect a discount if all the machines are purchased at one time,say all five machines I need.
Lucy:I can do that. You say you need five machines in all?
Hal:Yes.
- At last there can be a reasonable dialog between our two governments.我们两国最后终于能理智地进行对话了。
- Address every primary view and dialog possible.要尽可能考虑到所有主要的视图和对话。
- We expect writers to produce more and better works.我们期望作家们写出更多更好的作品。
- The novel is regarded as one of the classic works.这篇小说被公认为是最优秀的作品之一。
- He bought a pot and other hardware at the store. 他从商店买了一个壶和其他金属制品。
- That family has carried on a hardware business for five generations.那家已经经营五金生意五代了。
- The theory has been superseded by more recent research. 这一理论已为新近的研究所取代。
- The use of machinery has superseded manual labour. 机器的使用已经取代了手工劳动。