Countering Give Away Chips
The dialog below is an example of a dumb reply.As in the previous chapter,this is about DVD player negotiations,and Bob and Jane are still the principals.In this scenario,Jane expected an easy time of it and got a nasty surprise.She uses the dumb method, as follows.
下面这个对话,就是一个装傻的响应.前一章是关于DVD放影机谈判的例子,鲍伯和珍仍然是主角.在这次的故事中,珍以为谈判过程会很简单,却碰了一鼻子灰.于是她用了下面的这个装傻的方式.
Bob:Well,it"s the best I can do.If you want to sell me your DVD players,you need to accept my offer.Do we have a deal?
我已经尽力了,如果你想你们的DVD放影机卖给我,就得接受我们的价格,可以成交吗?
Jane:I"m afraid not,Bob.
恐怕不行,鲍伯.
I really don"t have room to maneuver.You"re going to have to come up to what we discussed on the phone.
我真的没有办法降.你的价格要跟我们在电话里谈的一样高才行.
Bob:Jane,I told you how it is,the Koreans are dumping units in our market,the bad economy,our decreased market share,we can"t compete at your price.
珍,我已经告诉过你了,韩国人倾销DVD放影机到我们的市场上,经济又不景气,市场占有率日渐减少,你们的价格没有竞争性.
Jane:That isn"t my problem,Bob.
这不是我的问题,鲍伯.
You said my coming here was just a formality to sign the contract.
你说我这次只是来签个约而已.
We spoke on the phone Friday and you said nothing about this.As far as I"m concerned ,we had a deal.
星期五通电话时,你根本就没有提到这些事,我认为我们那时候就成交了.
Bob:But that wasn"t an offer.I"m not authorized to go highter.
但那并不是报价,我没有权限提高价格.
Jane:Then, you should hae said something.
那你应该早点告诉我.
Bob:Well,we really didn"t know we had to adjust the offer until this weekend.
这个嘛,到这个周末我们才知道要调价.
Jane:I have a lot of trouble believing that.
我很难再相信你的话了.
Bob:It"s the truth.
这是真的.
Jane:I"m not even going to debate that issue.
我不管真的假的.
Now,let"s stop this foolishness and do what we agreed to.
不要再说这些没用的话,我们照原先同意的来办吧.
Bob:That price was never an official offer, and it"s not on the table now.
那个价格根本不是正式报价,也不在我们的谈价范围内.
Jane:You can"t renege on what you represented over the phone.
你不能否决电话上的提议.
I thought you were straight shooters.
亏我还以为你们是有信用的生意人.
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