PARKER:Yesterday. John Goodwin made an offer to sell fibre powder to Sinogarment for USD135,This offer, he said, was base upon an expanding market and was competitive.
(昨天，约翰GOODWIN就销售化纤粉末给中国服装做了报价是135美金，他说这个报价是基于扩大的市场并且是有竞争力的)
There was some discussion about market futures, Upon which Li Wei and John Goodwin found little to agree, Today, we look forward to a response to our offer in the form of a counter-offer.
（并就未来市场趋势作了些探讨，在这方面李薇和约翰GOODWIN意见不同，今天，我们期待对我们的报价的还盘回复）
LI:Good morning. gentlemen.
（早上好先生们）
BOTH: Good morning.
（早上好）
LI:Well. I have discussed your offer with my colleagues and I have to be very honest with you. we find the price you quoted rather on the high side.
（我已经和我的同事讨论了你的报价，我必须诚实的对你，我们发现你的报价相当高）
I am saying this because we have received offers recently, most of which are below 125 U.S. dollars. As I said yesterday, we think supply will continue to exceed demand and prices will continue their downward trend.
（我之所以这么说是因为我们最近收到一些报价，大多数是低于150美金的，正像我昨天说的，我们认为供应将继续超过需求，并且价格将继续它的下降趋势）
A discussion of this kind, of course, requires thinking in terms of future developments, and so you'll understand that we have to take the declining price into consideration in our negotiations.
（讨论这类问题，当然需要考虑未来发展因素，所以你能理解我们不得不把价格下降的因素考虑进我们的谈判中）
GOODWIN: I should have thought my offer was reasonable.Mr. Parker gave you a fact sheet to explain our costs of manufacture.
（我以为我的报价是合理的，PARKER先生给你了生产成本事实表单数据）
You will see from the fact sheet that my offer was based on reasonable profit. not upon wild speculation.
（你从事实表单可以看出我们的报价是基于合理的利润，不是漫天要价。）
Well, anyway, let us have your counter-offer. This is , after all, a part of negotiations, Are you prepared to come up with a figure?
（那么，不管怎样，让我看看你的还盘吧，这个毕竟是谈判的一部分，你是否愿意拿出一个价格数据来？）
LI:Yes, I am. As a matter of fact, only yesterday we concluded a deal for the same fibre powder as yours at the price of USD125,
（是的，我有的，事实上，就在昨天我们签了一笔和你们的化纤粉末相同的以125美金成交的交易）
Considering our good relationship over the past years. however, we are willing to take considerable risk with a falling market and make a counter-offer to you of USD125 per metric ton F.O.B stowed.
（考虑我们过去多年友好的关系，我们愿意承担相当大的市场下滑的风险来做一个还盘给你，是每吨125美金 FOB理仓）
GOODWIN:I appreciate your counter-offer but find it too low, the contract you signed yesterday I can only conclude was made with a broker and for a small amount.
（我感谢你的还盘，但是发现价格太低了。你昨天签订的合同我敢肯定一定是和中间商并且数量很小的）
In such arrangements, of course, there might be little guarantee of delivery and problems of quality could be much more serious than the one we discussed the other day and if it is in the interest of the supplier not to deliver at all. he might even break the contract.
（如此的合同安排，当然，交货是没有保障的，并且产品质量将会比我们前几天我们谈论的质量问题严重的多，并且，如果不交货会对供应方有利他们就会撕毁合同）
we are talking about the supply of fibre powder in terms of a large quantity and over a long period, This is a serious business arrangement.
（我们谈论的是大量和长期供应化纤粉末，这是个严肃的贸易合同）
You know you can count on Pacific Swimwears Industries to provide you with a reliable product and deliver at the exact time as specified in the contract.
（你知道你们可以指望太平洋泳装工业来提供可信赖的按合同规定的产品和按时交货）
LI:Yes. honouring the contract and keeping one's word are the basis of good business and also for developing good trade relations. I think we can agree on this. Mr. Goodwin.
（是的，重合同守信用是生意兴隆的基础，并且，也是发展好的贸易关系的基础。 我想GOODWIN先生 我同意这个观点）
However,once again I feel I must point out to you that in a period when supply exceeds demand, the larger the quantity offered, the more competitive the price should be,
（但是，我再一次指出，在一段时期，当供过于求时，订货量越大，价格要越有竞争力。）
At the moment, I'm afraid I don't find your price competitive at all.
（目前，我恐怕我们根本没有看到你的价格的竞争力）
GOODWIN:Well, then, let me be competitive, I'll respond to your counter-offer by reducing our price by USD2. what do you say to that?
（那么好吧，让我有竞争力吧，我把我们的价格减去2美元作为你的还盘的回复，你对这个怎么看？）
LI:That's not much of an improvement.
（还没有多大的改善）
GOODWIN:Well, then, I would appreciate it if you would make a corresponding move.
（那么好，如果你也做相应的让步我会很欣赏）
LI:You will appreciate that I have not the latitude of movement that you have in these matters, But I am-willing to go up to USD125.50
（你知道我和你不一样，我们没有让步的余地空间了，但是我愿意上调到USD125.50）
GOODWIN:Your counter-offer is much more modest than mine and, moreover, keeps the price close to the costs of productions. I cannot return to my Board with these terms.
(你的还价比我的要温和多了，而且，这个价格接近成本价了，我按这个价格没法回去见懂事们）
LI: I'm sorry to hear it. Mr. Goodwin, I though I had made a fair offer. It was a higher price than we offered to other suppliers.
（GOODWIN先生，听到这个消息我很遗憾，我想我已经作了公平的报价，这已经是比我们给其他供应商的报价高了）
GOODWIN: Where do we go from here?
（下一步这么样？）
LI: Well, we've been working very hard. we deserve a little relaxation, don't you think? Why don't we take a day off?
（那么，我们工作很辛苦，我们渴望一些放松，你们不是吗？为什么我们不放一天假？）
The weather's delightful, things are turning green, I think it's time we went out to see the Wall.
（气候宜人，大地变绿，我想这是我们去长城的时候了）
GOODWIN: That sounds like a good idea. I wonder if we might invite Emily along?
（看来这主意不错，我可否邀请艾米丽一起去？）
LI:Of course! Will you ask her for me? I'd love to have her along. I'll be around tomorrow morning. Will eight o'clock be too early?
（当然，请你带我邀请她，我喜欢有她一起去，明早我来这儿接你们，早上八点是不是太早了？）
GOODWIN: That's fine, We'll be ready.
（不早，我们会做好准备）
DIALOGUE: Rising Prices
（对话：提价）
CUSTOMER: How much is that refrigerator please?
（请问那个冰箱多少钱？）
SHOP ASSISTANT: Which one, sir?
（哪一个 先生？）
CUSTOMER: That one in the window.
（在橱窗里的）
SHOP ASSISTANT: Let me see. Oh yes, That is USD150, Madam.
（我看看，哦，是的，那个是150美金，女士）
CUSTOMER: Are you sure? I'm sure I saw one like that for only USD130 last week.
（你确定吗？ 我确认上周看到时只是130美金）
SHOP ASSISTANT:All the prices have just gone up.
（所有的价格都刚刚上调）
CUSTOMER:You people are always raising your prices. but they never seem to come down.
（你们总是提价，但是从不降价）
SHOP ASSISTANT: I'm sorry, Madam, But steel has just gone up.
（对不起 女士，因为钢材价格上调）
CUSTOMER: Yes. I heard that, but the price of the refrigerator's a bit on the high side.
（是的，我听说了，但是冰箱的价格还是很高的）
SHOP ASSISTANT: Very well, Madam.
（很对，女士）