原汁原味商务英语播客 第64课:会见供货商(下)

 　　This is the third of a three-part Business English Pod series on discussing a proposal with a vendor¹.

　　这是有关“会见供货商来讨论计划”3节系列商务课程的第3节课，

　　Meeting with a vendor to discuss a proposal is partly about getting information and partly about negotiating a good deal. Your conversation is like a dance in which you and the vendor are trying to get the most out of a possible deal. You need to come out of the meeting feeling confident about the vendor’s abilities and sure that you are getting as much as possible at the best possible price.

　　你会见供货商讨论计划时，一部分是获得新信息，一部分是协商新的交易。你们的对话就像舞蹈，在其中你们要尽可能从可能的交易中获得更多。你需要确保要明白每个交易，并对每个供货商的执行能力有信心。

　　Last week, we looked at how to show concern about cost, introducing topics with tact², and showing tactical hesitation³. In this episode, we’ll focus on the negotiation⁴ phase. That will involve highlighting concerns, getting concessions⁵, and making a counter-proposal. We’ll also look at how to set criteria⁶ for evaluation⁷ and how to maintain momentum⁸ at the end of a meeting.

　　上节课中，我们学习了如何表示对价格表示关注，带入话题，在协商中展示犹豫。在这节课中，我们将要绝交协商阶段。那包括强调关注，获得认可，提相反的意见。我们也会来看下如何来为定价制定标准，如何在会见结束时保持动力。

　　In today’s dialog, we’ll rejoin Steve, who wants to hire a vendor to run language training, and Karen, whose company has bid on the project.

　　Steve想雇人来营销商业训练课程。Karen的公司在这个项目上投标了。

　　Listening Questions:

　　1. How does Karen respond to Steve’s concern about cost?

　　2. What changes to the proposal does Steve suggest?

　　3. What will probably happen next?

1 vendor   

n.卖主；小贩

参考例句：

• She looked at the vendor who cheated her the other day with distaste.她厌恶地望着那个前几天曾经欺骗过她的小贩。
• He must inform the vendor immediately.他必须立即通知卖方。

2 tact   

n.机敏，圆滑，得体

参考例句：

• She showed great tact in dealing with a tricky situation.她处理棘手的局面表现得十分老练。
• Tact is a valuable commodity.圆滑老练是很有用处的。

3 hesitation   

n.犹豫，踌躇

参考例句：

• After a long hesitation, he told the truth at last.踌躇了半天，他终于直说了。
• There was a certain hesitation in her manner.她的态度有些犹豫不决。

4 negotiation   

n.谈判，协商

参考例句：

• They closed the deal in sugar after a week of negotiation.经过一星期的谈判，他们的食糖生意成交了。
• The negotiation dragged on until July.谈判一直拖到7月份。

5 concessions   

n.（尤指由政府或雇主给予的）特许权( concession的名词复数 )；承认；减价；（在某地的）特许经营权

参考例句：

• The firm will be forced to make concessions if it wants to avoid a strike. 要想避免罢工，公司将不得不作出一些让步。
• The concessions did little to placate the students. 让步根本未能平息学生的愤怒。

6 criteria   

n.标准

参考例句：

• The main criterion is value for money.主要的标准是钱要用得划算。
• There are strict criteria for inclusion in the competition.参赛的标准很严格。

7 evaluation   

n.估价，评价；赋值

参考例句：

• I attempted an honest evaluation of my own life.我试图如实地评价我自己的一生。
• The new scheme is still under evaluation.新方案还在评估阶段。

8 momentum   

n.动力，冲力，势头；动量

参考例句：

• We exploit the energy and momentum conservation laws in this way.我们就是这样利用能量和动量守恒定律的。
• The law of momentum conservation could supplant Newton's third law.动量守恒定律可以取代牛顿第三定律。