实景对话1
A:Let's get back to the issue on hand. We need to agree on the price and the delivery times. I know we've been over this before,but I still feel we haven't reached a good solution. 
B:We've be over this so many times! If you are not satisfied with our quotation, you're free to look elsewhere. You really won't find anyone much lower than us. And if you do, more power to you. 
A:No, Mr. Lin, we are not interested in looking for a new supplier just yet. We have already made an investment of time in this negotiation. So let's focus on what we can do to solve our problem. 
B:We cannot offer you any more of a discount unless you are willing to settle for a later delivery date. 
A:Let's take a look and see what areas are workable. You say the discount you originally offered is related to the production date, so if we want a sooner production date, we have a higher cost. Is that right? 
B:Yes. That's the whole problem. We need time for production. 
A:You're right on about that aspect, but I wonder if you have considered different options for shipping. If we choose a different shipping method,perhaps we could still keep a later production date but receive our products sooner. 
B:That won't work because the faster shipping also comes with a higher price tag. If you want a lower price, you'd better think of something else. 
A:I know you don't agree with my idea, but maybe you can explain another
way to meet my needs. 
A:让我们回到手头的问题上来。我们得商定价格和交货时间。我知道这个问题以前我们反复研究过了，但是我觉得我们仍然没有找到一个很好的解决方案。 
B:这个问题我们已经谈过很多次了!如果您对我们的报价不满意，您完全可以到别处看看。您找不到比我们价格更低的了。如果您愿意(找)，那就尽管找吧! 
A:不是的，林先生，我们这个时候没有兴趣再找一个新的供应商。在这笔生意上我们已经投入了很多时间。所以我们还是将精力集中到如何解决问题上吧。 
B:如果您不愿意接受一个稍晚点的交货时间的话，我们没有办法再给您任何折扣了。 
A:我们来看看在哪个环节还能调整。您说之前提供的折扣跟生产日期有关，所以，如果我们要更早的生产时间，我们就要付更高的费用，对吗? 
B:是的，所有的问题都在于时间。我们生产是需要时间的。 
A:从这点上来讲您是对的，但是我想知道您是否考虑过不同的运送方式，如果我们选一个别的货运方式，也许我们可以延后生产时间但是可以提前到    货时间。 
B:那行不通，因为更快的货运同样伴随着更高的费用。如果您想要更低的价格，您得考虑别的方面。 
A:我知道您不赞同我的观点，但是也许您可以另找途径来满足我的要求。 


实景对话2
A:I can't believe you are being so unreasonable. You have to guarantee a shipment date of two weeks, or we will just have to call off the whole deal. You won't even budge on this one. I can't stand it! 
B:Okay, I can see we have some conflict here. I know that we haven't seen eye to eye on all these issues, but I am sure we can work together to iron out the problems. I can see that we are both frustrated. Maybe we should take a little break before we continue talking about this area. 
A:No, that's okay. Sorry, I just need you to understand how important the timing is on this shipment. The last shipment we got was a month late,and the result was that we ended-up losing a ton of money on that deal. 
B:The errors with that shipment were nobody's fault. We need to workout our miscommunications so that there are no future errors. 
A:No kidding! 
B:I can feel you are frustrated about some of the terms of our agreement, is that right? 
A:Yes. The whole problem is the timing. We aren't seeing eye to eye, but let's work to solve the problem together. 
B:We can't meet your shipment deadline now because there is not enough time to make application to customs. 
A:I understand you can't meet my shipment deadline. However, we need to come up with some options that will get my delivery there faster. Let's brainstorm. 
A:我真不敢相信您这么不讲理。您必须保证两周的货运时间，否则我们将取消整个交易。您连这点都不让步，我真受不了! 
B:好的，我知道我们在这里有些矛盾了。我知道我们无法在所有的事项上都观点统一，但是我肯定我们一起努力就能解决问题。我知道我们两个都有点儿烦躁了。也许我们应该在继续谈这个问题前稍作休息。 
A:不，没事。对不起，我就是想让您知道货运的时间是多么的重要。上一次的货运晚了一个月，导致那笔交易我们赔了很多钱。 
B:上次的船运不是谁的错。我们得消除不良沟通才能避免以后的错误。 
A:别逗了! 
B:我感觉您对我们协议中的一些条款感到烦恼了，对吗? 
A:是的，所有的问题都在于时间。我们的意见无法一致，但是我们一起努力就能解决问题。 
B:我们现在无法满足您的货运时间底线，因为我们没有足够的时间来向海关申请。 
A:我理解您无法满足我们的货运时限。但是，我们得拿出一些办法来使得我的交货更早些。让我们动动脑子。

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