B: Mrs. Wang, would you give us an idea of the price you regard as workable?

W: 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.

B: Just to comply, we’re ready to reduce the price by 5 percent. I hope this concession¹ of ours will get the ball rolling.

W: So do we. Certainly it’s a step forward on your side. But the gap is still too wide.

B: The ball is in your court, Mrs.Wang. What price would you suggest?

W: To make your offer workable, I think you should take another step down as big as the one you’ve just taken.

B: That won’t do. You see, our profit margin² is very narrow. It simply can’t stand such a big cut.

W: I hate to disappoint you, Mr. Brown, 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 suc cess ful conclusion.

B: Well, I’m not authorized³ to agree to such a big reduction. Would you mind waiting a day or two, until I get a reply from the home office?

W: Not at all. Shall we meet again, say, on Friday morning?

B: Good. Friday morning at 9.

-- 王小姐，你认为什么价格可行呢？

-- 我讲过， 你方价格太高使我们很难还价，希望你方能主动弥合差距。

-- 好吧，依从你们的意见，我们准备削价5%，希望我们这次让步能 打开局面。

-- 我们也希望如此。 当然你们方面是前进了一步，但是差距还是很大。

-- 王小姐，看你的了。你出个价吧？

-- 要使你方报盘可行的话，我认为你应象刚才一样再跨出一步。

-- 这不行。你知道，我方利润额很小了，实在经不起这样大幅度的削 价了。

-- 布朗先生，我不想使你感到失望，但是如果你方坚持这样的话，我 们没有别的办法，只好从别处购买了。请仔细考虑一下，我们衷心 希望这次谈判能圆满达成。

-- 是这样，我无权同意这样大幅度的削价，请你等我一两天，好吗？ 我要等国内总公司的答复。

-- 当然可以。那我们星期五上午再见面，好不好？

-- 好，星期五上午九点。