Discussing Prices

Exercise 10. Different points are discussed at the talks. Prices are of the great importance.

Exercise 9. Reproduce the dialogue.

Blake: Доброе утро! Меня зовут Блейк. Я из компании Blake & Co. У меня назначена встреча с г-ном Ворониным.

Assistant: Доброе утро, м-р Blake. Г-н Воронин ждет Вас. Присаживайтесь, пожалуйста.

Blake: Благодарю. Фактически, я пришел немного рано. (a bit early actually)

Assistant: Все в порядке, м-р Блейк.

(In a few minutes Voronin comes downstairs to meet him.)

Voronin: Oh, Mr. Blake, it’s nice to see you here. How are you?

Blake: Прекрасно, спасибо. А Вы?

Voronin: Pretty well too, thank you. This way, please. Would you like a cup of coffee?

Blake: Да, пожалуйста. Сегодня очень холодно и сыро на улице. (outside)

Voronin: Yes, but the weather hasn’t been very cold so far.

Blake: Это так. Здесь в октябре обычно тепло. А теперь, г-н Воронин, как насчет нашей котировки и каталогов? Вы их просмотрели?

Voronin: Sure. We’ve studied them closely. The new model is certainly good.

Blake: Да, она высокого качества. (of high quality) Мы только что начали производить эту модель и уже получили множество заказов.(have just started producing)

Voronin: Your machines meet our requirements and we are interested in buying them. Mr. Blake, have you seen our contract form?

Blake: Еще нет.

Voronin: Would you like to look through it?

Blake: Конечно, хотел бы.

Voronin: Here you are, Mr. Blake. Please, study our terms and let’s meet again next Tuesday.

Blake: Хорошо, м-р Воронин. До свидания.

While negotiating, parties usually start with an extreme position. If they are trying to sell something, they ask a really high price. If they are buying something, they usually offer a very low price to begin with. What do you do? Well take an extreme position yourself. If they ask you the price of something, give them a really high price.

reasonable – разумный, сносный, приемлемый, недорогой

a discount on – скидка

to consider – считать, рассматривать

acceptable – приемлемый

to persuade – убеждать

in comparison with – по сравнению с

to underline – подчеркивать

reliable in operation – надежный в работе

to be in great demand – пользоваться большим спросом

to place a big order with a company – размещать большой заказ в компании

a trial order – пробный заказ

value of goods – стоимость товара

Sometimes the Buyers don’t find our prices reasonable and ask us to make a discount on the prices. If the Buyer considers our prices not acceptable (find the price high), the manager tries to persuade the Buyer that our prices are quite reasonable especially in comparison with the prices in the world market. He underlines the quality of a product (of the latest design, reliable in operation, in great demand at the world market, etc.). The manager stresses that we usually give a good discount to the customers who place big orders with us. If the Buyer agrees to place a trial order of a large size, our company gives the Buyer a reasonable discount off the value of the goods.

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