中方代表：安德鲁斯先生，很高兴再次见到您，也希望您这次来带着百分之百的诚意。
American buyer:How can I be here not in all sincerity? My corporation and I both want to close the deal with you. That’s why we are here again.
中方代表：希望能承您贵言。通过上次的谈判，您对我公司的情况已经相当了解了，我也看得出来，您也是有备而来，不愧是经验丰富的谈判高手啊，呵呵。
American buyer:That’s a bit flattering. I think you Chinese have a saying, “know your enemy and yourself, and you can fight a hundred battles with no danger of defeat”. Sure, we are not engaged in a rat race. But knowing more about the other side is a good thing.
中方代表：看来您对孙子兵法还有点研究嘛，还真怕您对我用计，哈哈。那么言归正传，还是看看贵方对我公司的产品质量和报价是否感兴趣吧。
American buyer:For the quality of your products, I don’t think I have any doubt. However, in terms of the price and the quantity of this potential order, we still need to talk. You know what, your price is not competitive enough in the market, especially vis-à-vis one very competent supplier. We’ll have to compare your quoting with theirs to settle the amount that we’d like to order from you.
中方代表：那我也就不拐弯抹角了。在市场上，价格的竞争力不完全代表低价，更多的是建立在质量的基础上。既然您对市场行情比较熟悉，那就该知道我们的价位是完全合理的。而且，上次您提供的一些市场信息，据我们所知，都是过时的了。现在市场变化那么快，可能昨天报纸上的消息都不算数了。
American buyer:Is that so? Maybe it’s due to the different sources from which we seek market information and trend. Sometimes they just can’t get updated promptly. Nonetheless, frankly speaking, your price is a bit too high for us.
中方代表：我相信待会儿您会觉得我们的报价绝对物超所值。另外，您说到一个“很有实力的供货商”，如果我们的情报没错，应该是日本的三井公司吧。它现在的状况，您应该有所耳闻吧？
American buyer:All Chinese people are experts atThe Art of War. Mitsui now has a problem that negatively impacted its production. That’s why this time we are here in Xiamen to find a Chinese supplier of the same product line.
中方代表：要是几天前我们谈判时您说这是个小问题，我不会有异议。可是三井现在已经停产了，这起生产事故的影响超出了很多业内人士的预料。我想酒店给您提供的英文报纸里面肯定也有报道。
American buyer:That’s true. We all thought Mitsui could fix it, but… This is your ace.
中方代表：我们可不会借机敲诈您，不过呢，在这样的情况下，我公司产品的性价比就更突出了，不是吗？至少从产品质量上看，已经没有什么对手了。
American buyer:But that’s still beyond our expectation, you know. I mean the price.
中方代表：根据我们的市场情报，贵公司从三井那里拿货的价格还比这个报价高两美元。
American buyer:Their quotation is subject to market fluctuations. The price you just mentioned is the among the higher rank they offered us. We do get lower offers.
中方代表：您应该清楚供需关系，以及它对产品价格的影响。对了，你要订多少货？
American buyer:Let me see, my purchasing manager would like to buy 500,000 pieces, spot, but I am authorized to make any reasonable adjustment, if the price is ok.
中方代表：实话跟您说吧，我们的库存足够应付您这张单，不过也不多。而且有不少公司都想从我们这里进货，毕竟三井停产还是波及挺广的。如果现货不够的话，就只能排队等了。
American buyer:How much is your current stock?
中方代表：80万件，因为其中有一部分是帮一个大客户代工生产的，所以可用库存也就是65万左右。
American buyer:What if I modify the order to 650,000 pieces, can you offer a more favorable price?
中方代表：实在不好意思，这已经是我们的底价了，要是能够再让的话，上次我们谈的时候就已经给您了。
American buyer:Then we’ll accept it, because if further delays occur in delivery, we may suffer more. The American market is already in great turbulence. We just don’t want to wait for the worse to hit us.
中方代表：很高兴我们在价格上达成了一致，就像我之前说的，这批产品肯定会给你们带来巨大的收益，充分把握当前市场的契机。
American buyer:Exactly what we wanna have. How about the terms of payment?
参考译文：
Chinese representative:Nice to see you again, Mr. Andrews. Do hope you are here with all sincerity.
美国买家：没有百分百的诚意，我怎么会来呢？公司和我都想与贵公司成功合作，所以今天再次登门。
Chinese representative:Thank you for your words. You acquired a lot of information of our company through our last negotiation and I can tell that you did your homework. You are indeed a veteran negotiator.
美国买家：过奖。中国有句古话，“知己知彼，百战不殆”。我们当然不是要拼个你死我活，不过掌握更多对手信息总不是坏事。
Chinese representative:Wow, you are kind of an expert atThe Art of War; don’t set me up though. Back to our business, let’s see whether you are interested in our product quality and offer.
美国买家：产品质量没的说，不过在订货量和价格上，还得再协商一下。你方的价格不够市场竞争力，尤其是和一个很有实力的供货商相比。我们得把两方报价做个比较，再决定订多少货。
Chinese representative:I won’t beat about the bush. In the market, a competitive price is not necessarily a low one; it’s more on quality. As an expert at market situation, you know that our pricing is reasonable. What’s more, the market intelligence you told last time is, in our knowledge, outdated. We are seeing a fast changing market that you cannot even rely on the validity of yesterday’s newspaper.
美国买家：有这回事？可能是我们获取市场信息和发展趋势的渠道不一样吧。有时那些渠道也没及时更新。不过说实话，你的价格还是偏高。
Chinese representative:I’m sure you’ll find our quoting a real bargain. By the way, the “very competent supplier”, if our intelligence is not wrong, is Mitsui from Japan. Don’t tell me you have no idea of its current situation.
美国买家：中国人都是《孙子兵法》的行家啊。三井现在出了问题，影响生产。所以我们才会来厦门，接洽中国的供应商。
Chinese representative:I would not have raised any objection had you described it as a minor issue in our last negotiation. But Mitsui halted its production and the negative impact of this production accident exceeded many insiders’ expectation. You can surely find relevant reports in the English newspapers in your hotel room.
美国买家：没错，我们起初是觉得三井能解决这件事，不过……这可是你的好牌。
Chinese representative:We are not extorting you with this. Yet, against this backdrop, the price-performance ratio of our product is in the spotlight, isn’t it? We don’t have a decent competitor in terms of quality.
美国买家：不过价格还是比我们预想的要高。
Chinese representative:According to our market intelligence, the price Mitsui offered you is USD 2 higher than ours.
美国买家：他们的价格是随行就市的。你刚才说的那个报价算是比较高的了。我们拿过比你更低的价。
Chinese representative:You are clear with supply-demand relationship and its impact on price. Well, how many pieces do you want?
美国买家：采购经理要50万件现货，不过如果价格合适，我有权适当调整。
Chinese representative:To be honest with you, our stock, though sufficient for your order, is not that huge. Many companies are trying to buy from us, due to the wide influence of that Mitsui thing. If you cannot get spot, then just wait.
美国买家：你们现在有多少库存？
Chinese representative:800,000 pieces, but only 650,000 are available since the remainder is OEM product for one premier client.
美国买家：如果我订65万件，价格还能优惠吗？
Chinese representative:I’m sorry. This is our floor offer. If there should be any room of concession, I would have given you last time.
美国买家：那我们接受这个报价，万一交货再有点耽搁，我们的损失就更惨重。美国市场已经动荡不堪了，我们可不想坐以待毙。
Chinese representative:Really glad that we agreed on the price. Like I told you, these products will bring you great return and help you take the opportunity.
美国买家：和我们想的一样。那么用什么付款方式呢？
