Lakins: Well, to come straight to he the point, could you give us an indication of your new price?
Liang: Most willingly. It’s $516 per ton, FOB Dalian.
Lakins: That’s a high price. I must say I’m shocked.
Liang: But you know, Mr. Lakins, the price of this article has soared up since last year.
Likins: I know that very well. And also know that you’ll stand no chance if you don’t bring your price into line with the world market.
Liang: You seem to be very well-informed. As our old customer and friend, you might very well speak out your mind in a more direct way.
Lakins: By all means. Just for your information, goods of same quality are being offered at a much lower price by some other suppliers. If you cannot see your way to reduce your price by, say, 5%, it will be hopeless for you to get the business.
Liang: 5%? I’m afraid you are asking too much. To tell the truth, our is the rock bottom, price. For friendship’s sake we may exceptionally consider reducing our price a little, but never to that extent. The gap is too wide.
Lakins: Then how big a step are you prepared to take?
Liang: 2%, which would be a sacrifice on our part.
Lakins: My counter bid is well founded. Still, I think it unwise for both of us to insist on his own views, Mr. Liang. How is this, then? Mt request is 5% reduction in price. As you think you can allow 2% reduction, there remains only a difference of 3%. To pull this transaction through, let’s both move together. Suppose we meet halfway? You see, joint efforts would help carry us each one more step forward.
Liang: You certainly have a way of talking me into it, Mr. Lakins. All right, I give up. Let us meet each other half way.
NEW WORDS
Lakins 拉金斯（人名） gap 空隙，缺口
straight 直的 wide 寬的
indication 指明 sacrifice 犧牲
indication of price 價格意向 step 步，步伐
willingly 愿意地 counter bid 還盤
shock 使震驚 found v. 建立
soar 翔 unwise 不明智的
