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S: Mr. Li, would you give us an idea as to the level of price you
regard as workable?
L: As I said before, your price is so high that we find it difficult to
make a bid. We hope you will take the initiative and bridge the gap.
史：李先生，你大概认为什么价格水平可以做得开？
李：我以前讲过，你方开价太高，使我们难以还价。希望你方这次采取主动，弥补差距。
P: Just to comply, we're ready to reduce the price by 5 percent. I hope
this concession of ours will set the ball rolling.
L: So do we. I'm afraid though, Mr. Smith, that the ball can Hardly roll
very far. Certainly it's a step forward on your part, but the gap is still
too wide.
史：好吧，接受你的意见，我们准备削价5%。希望我方这一让步能打开局面。
李：我们也这样希望。不过，史密斯先生，恐怕这个局面打开得还不充分。当然，你方
前进了一步，但是差距还是太大。
S: The ball is with you, Mr. Li. What price would you suggest?
L: To make your offer workable, I think you should take another step down
as big as the one you've just taken.
史：李先生，看你的了。你提提价格吧？
李：为使你方报盘可以成为谈判基础，我认为你应象刚才那样再跨出一步。
S: That won't do. You see, our margin of profit is very narrow. It simply
can't stand such a big cut.
L: I hate to disappoint you, Mr. Smith, but if that's the case, we have
no alternative but to cover our requirements elsewhere. Do think it over,
please. We sincerely hope our discussion will come to a successful conclusion.
史：这不行。你知道我方利润额很小，再经不起大幅度削价了。
李：史密斯先生，我不想使你感到失望，但是如果你方坚持这一意见的话，我们没有
别的办法，只好从另外购买了。请仔细考虑一下。我们衷心希望这次谈判能圆满成功。
S: Well, I'm not in a position to agree to such a big reduction. Would
you mind waiting a day or two, until I get a reply from the home office?
L: Not at all. Shall we meet again, say Friday morning?
S: Good. Friday morning at 9.00
史：是这样的，我无权同意这样大幅度的削价，请你等我一两天，行吗？我要等国
内总公司的答复。
李：当然可以。我们星期五上午再见面，好不好？
史：好，星期五上午九点。
