Sometimes, it works and sometimes it doesn't. In the above dialog, it broke things loose and got the talks moving again. In the second dialog, Beth is trying to buy computer chips for use in Taiwan.

有時，這個技巧很有用，但有時則不然。在上面的對話中，這個技巧使事情有了轉機，讓雙方又開始協商。在第二個對話中，貝絲嘗試要購買在臺灣可以使用的計算機芯片。

Bob:It's good to see you again, Beth. How was your trip?

貝絲，很高興再見到你。飛行還順利吧？

Beth:Good to see you too, Bob. The trip was okay, a little long but otherwise it was fine.

鮑伯，很高興見到你。旅程很順利，有點久，但還不錯。

Bob:Is there anything we can do to help make you more comfortable?

需要什么額外的幫忙嗎？

Beth:Not really, I'm fine.

不用了，我很好。

Bob:Good, then, shall we get right to business?

好，那我們就談正事吧。

Beth:Yes, of course.

可以。

Bob:We can let you have the chips for just a little above the price we discussed over the phone.

我們在電話里談的價格，只要再提高一點，就可以成交了。

Beth:How much is that?

那是多少呢？

Bob:How does $8.07 per unit sound?

單位價8.07元如何？

Beth:It sounds very high. That's an increase of more than 18%. I don't think we can go that high.

太高了，已經超過百分之十八的漲幅，我們不能提高這么多。

Bob:I'm sorry to hear that.

那真是太遺憾了。

we were looking forward to doing business with you. But that's the best price I can offer.

我們很期待和貴公司做生意，但這是我可以提供的最好價格。

After we last talked on the phone, one of our suppliers raised his prices for the next batch of materials we buy and so did several others. So the price hike is pretty much industry wide.

上次通完電話后，其中一家供貨商的材料費漲價，其他幾家也是，所以整個業界都在漲價。

Beth:We heard about the price hike before I left Taiwan, but our information says the impact should not be this bad.

我在離開臺灣前就聽說漲價的事，但根據我們的資料顯示，這個影響應該沒有這么大。

Bob and Beth continue to bargain for over an hour and Bob won't compromise. In fact, he refuses to budget at all. Beth can see the writing on the wall and decides to pull the plug on the negotiation.

鮑伯和貝絲繼續談判了一個小時，但鮑伯不愿讓步。事實上，他完全拒絕讓步，貝絲可以感覺出結果已經很明顯了，所以她決定終止這個談判。

Bob:Beth, I wish I could cut my price, even as a personal favor for you, but my hands are tied. My money people tell me this is our bottom line.

貝絲，就算幫你個忙，我也希望能夠降價，但我無能為力。財務人員告訴我這是底價。

It's only because you're such a good customer that I'm willing to offer you this price.

因為你是這么好的客戶，我才愿意提供你這個價格。

Beth:Thank you, Bob. I really appreciate that. It's just more than I'm authorized to pay.

謝謝你，鮑伯，我真的很感謝，不過這個價格超過了我的權限。

I guess the only thing to do now is call a halt to this negotiation and part, friend.

我想現在惟一能做的就是停止談判，然后分道揚鑣吧。

Bob:What do you mean?

什么意思？

Beth:Well, we have a budget we have to stay under, so we'll have to shop around some more.

我們有一定的預算限制，所以我只好去別家問問看。

True, everyone raised his/her prices but you seem to be at the high end of the scale. So we're going to shop around a bit.

沒錯，每一家廠商都提高了價格，但你們似乎是最貴的，所以我們要去找別家看看。

Bob:I sure hate to see you go across the street. We've had a good relationship for a lot of years.

我很不希望看你找別家，我們的良好合作關系已經維持多年了。

Beth:These things happen.

這種事是難免的。

I have some other wuppliers I can visit on this trip, so I have to get moving.

我這次來，也可以順路去拜訪其他廠商，所以我該走了。

Give me a call if you can come down on the price.

等你們降價，再打個電話給我。

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