BEC情景对话：making concession

Dialogue 1

A:  I really hope to reach an agreement with you today that is suitable and beneficial for us both.  I've thought through a lot of these details,  and I hope we can have a chance to discuss them and result any differences this afternoon. 

B:  Let's get start it.  What kinds of things do you have in mind? If you let us know the requirements you have from the very beginning,  we can work through each one until we can come to an agreement. 

A:  Firstly,  we'd like to discuss a discounted price.  If you can give us a discount of 7% on the high volumes orders,  we can pay in 60 days. 

B:  Huh. . .  I think 7% is little high that might be hard to do.  How about this? We'll give you a discount of 4%,  but you can have 90 days credits. 

A:  Well,  that might be acceptable,  if you handle the insurance fees. 

B:  No,  you have to take care of the insurance.  But we are willing to pay the half transport.  Can you accept that?

A:  We cover the insurance and half the transport fee,  and only have a discount of 4%. 

B:  But you'll have 90 days to pay your bill and I'll tell you what. . .  I'll also throw in the discount of 10% on your up front deposit. 

A:  Done. 

Dialogue 2

A:  Is there any way we can get up a better volunteer on this product. 

B:  Well,  I can't give you a better volunteer,  if you will be willing to agree to an annual contract. 

A:  That might not be ideal.  Because there would be some drawbacks to an annual contract situation.  That might make it difficult to south of our buyers.  What about free delivery? If we make a large enough order,  could you wave the deliver fee?

B:  Yes,  our delivery fee could be waved,  if you make an order of 50 units or more.  We'll have to insist on an annual contract,  however.  I understand it's not most convenient for you.  Perhaps we could shorten it to a six-month contract.  If you are willing to take lower rebate. 

A:  That would be fine.  We could accept the lower rebate.