This is the third of a three-part Business English Pod series on discussing a proposal with a vendor.
這是有關“會見供貨商來討論計劃”3節系列商務課程的第3節課，

Meeting with a vendor to discuss a proposal is partly about getting information and partly about negotiating a good deal. Your conversation is like a dance in which you and the vendor are trying to get the most out of a possible deal. You need to come out of the meeting feeling confident about the vendor’s abilities and sure that you are getting as much as possible at the best possible price.
你會見供貨商討論計劃時，一部分是獲得新信息，一部分是協商新的交易。你們的對話就像舞蹈，在其中你們要盡可能從可能的交易中獲得更多。你需要確保要明白每個交易，并對每個供貨商的執行能力有信心。

Last week, we looked at how to show concern about cost, introducing topics with tact, and showing tactical hesitation. In this episode, we’ll focus on the negotiation phase. That will involve highlighting concerns, getting concessions, and making a counter-proposal. We’ll also look at how to set criteria for evaluation and how to maintain momentum at the end of a meeting.
上節課中，我們學習了如何表示對價格表示關注，帶入話題，在協商中展示猶豫。在這節課中，我們將要絕交協商階段。那包括強調關注，獲得認可，提相反的意見。我們也會來看下如何來為定價制定標準，如何在會見結束時保持動力。

In today’s dialog, we’ll rejoin Steve, who wants to hire a vendor to run language training, and Karen, whose company has bid on the project.
Steve想雇人來營銷商業訓練課程。Karen的公司在這個項目上投標了。

Listening Questions:
1. How does Karen respond to Steve’s concern about cost?
2. What changes to the proposal does Steve suggest?
3. What will probably happen next?