Negotiating with a Supplier: Volume Discounts and Payment Terms

Rachel! Great to see you again. How's business?

Rachel！很高兴再见到你。生意怎么样？

Busy, which is a good problem to have.

很忙，不过这是个甜蜜的烦恼。

And that's exactly why I wanted to sit down today.

这正是我今天想和你坐下来谈谈的原因。

Ha, I had a feeling this wasn't a social call.

哈，我就猜到这不是一次普通的拜访。

We're planning to double our order volume next year.

我们计划明年把订单量翻一倍。

Wow, double? Now you've got my attention!

哇，翻一倍？这下我可来兴趣了！

Here's the thing, though. Your unit price is too high.

不过问题是，你们的单价太高了。

At $4.20 a unit, we can't scale up.

每件4.20美元，我们没法扩大规模。

Well, our quality speaks for itself, doesn't it?

嗯，我们的质量有目共睹，不是吗？

It does. But two competitors have quoted us under four dollars.

没错。但有两家竞争对手给我们的报价低于4美元。

Hmm, I see. What kind of volume discount are you after?

嗯，明白了。你们想要多少批量折扣？

Fifteen percent across the board.

所有产品一律15%。

Fifteen? Ouch! That would wipe out our margin.

15%？哎哟！那我们的利润就全没了。

Well, I could stretch to eight percent,

嗯，我最多能给到8%，

but only with a higher minimum order quantity.

但前提是提高最低起订量。

Eight percent isn't going to cut it, I'm afraid.

恐怕8%是不够的。

And frankly, your lead times keep slipping!

而且说实话，你们的交货期一直在拖！

Ugh, that was the port strike. It's sorted now.

唉，那是因为港口罢工。现在已经解决了。

Either way, we'd also need payment terms of net sixty.

不管怎样，我们还需要60天的付款期限。

Net sixty? Oh, that's a real deal-breaker for us.

60天？哦，这对我们来说是底线问题。

Then maybe we're close to our walk-away point.

那我们可能快到放弃谈判的底线了。

Hold on, hold on. Let's not walk away just yet.

等等，等等。先别急着放弃。

What if we signed a long-term contract instead?

那如果我们改签一份长期合同呢？

Three years, and you'd buy exclusively from us.

三年，而且你们只从我们这里采购。

Hmm, exclusivity is a big commitment for us.

嗯，独家合作对我们来说是个很大的承诺。

In return, I'd give you twelve percent off, and net forty-five!

作为回报，我给你们打12%的折扣，付款期45天！

So... make it net sixty, and we'll talk.

那……改成60天，我们再谈。

Ha, you drive a hard bargain!

哈，你真会讨价还价！

Let's meet halfway. How about net fifty?

我们各让一步吧。50天怎么样？

Net fifty, twelve percent, three years. Okay, deal!

50天，12%，三年。好，成交！

Wonderful! I'll send the contract over by Friday.

太好了！我周五前把合同发给你。

Great. But please put the lead times in writing.

很好。不过请把交货期写进合同里。

Of course. A pleasure doing business with you, Rachel.

当然。很高兴和你合作，Rachel。