A fourth bargaining chip is altering the point of delivery. Usually the terms require the seller to deliver the goods to a location specified by the buyer, so the cost of transportation is almost always carried by the seller. The contract price could be reduced if a closer, more convenient location was used. The point of delivery could be the seller's shipping dock. That would completely eliminate transportation costs as the buyer would take possession of the goods as soon as they were on the truck.

第四個(gè)可以用來(lái)議價(jià)的籌碼是改變交貨地點(diǎn)。通常賣(mài)主的交貨地點(diǎn)，當(dāng)然是送到買(mǎi)主指定的地方，所以運(yùn)輸費(fèi)用多是由賣(mài)主消化。若送貨地點(diǎn)改在買(mǎi)主和賣(mài)主之間的中點(diǎn)，或是交貨點(diǎn)直接改在賣(mài)主的卸貨站，就可以省儉不少的運(yùn)輸費(fèi)。甚至有時(shí)候雙方合約的運(yùn)費(fèi)，可以完全省掉，這是因?yàn)橐坏┵I(mǎi)方把貨收到自己的卡車(chē)時(shí)，就算交貨完結(jié)了。

Mel:We just finished running the numbers and I think we came up with a pretty good price.

我們已經(jīng)算過(guò)價(jià)錢(qián)了，現(xiàn)在給你的價(jià)碼應(yīng)該算是很好了。

Bill:Great, let's see.

太好了，讓我看看。

Mel:Here you go.

這里。

As you can see, this assumes delivery anywhere within the metropolitan area. If we go outside the area, we have to use a different transportation company and the expense may increase dramatically.

你看到的是市內(nèi)的送貨基準(zhǔn)，假如是效區(qū)，就要換不同的運(yùn)輸公司，所以價(jià)碼可能會(huì)提高很多。

We can keep the price that low because we're using the company truck to deliver your goods.

我們可以給你低價(jià)，是因?yàn)槲覀冇米约旱呢涇?chē)幫你送貨。

Bill:We did have something come up at our local plant and we won't be able to use the goods there.

呃，可是我們的場(chǎng)地出了點(diǎn)意外，所以用不到那些貨。

The delivery point's been changed to a place about a hundred miles outside of the metropolitan are.

送貨地瞇已改到離市區(qū)一百英里外的地方了。

Mel:That's going to screw up our tranportation figures,we'll need another day to figure out the new delivery point and all the other costs.

這樣所有的運(yùn)輸數(shù)據(jù)就全都沒(méi)用了，我們還要再花一天才能針對(duì)新地點(diǎn)估價(jià)。

Bill:I don't think so.

不會(huì)吧。

Not if you have the transportation costs computed separately like I asked.

如果你已經(jīng)像我要求的那樣，將運(yùn)輸成本另計(jì)，就不用花上那么多的時(shí)間了。

Mel:We do. Look, on the bottom of page eight.

我們的確是這樣做的，你看看第八頁(yè)最下面就知道了。

Bill:Right, here it is.

對(duì)，這就是了。

And this figure includes all transportation costs. Is that right?

那么這個(gè)數(shù)字是所有運(yùn)費(fèi)總和啰？

Mel:Right.

是的。

Bill:Good, then , here's the deal.

好，干脆這樣吧。

We draw a line through page eight and eliminate it and all the transportation costs from the contract.

我們把第8頁(yè)運(yùn)輸總花費(fèi)的地方劃掉，也將合約中總運(yùn)費(fèi)部分扣除掉。

We assume resporsibility for the goods as soon as you load them on to the truck we provide.

我們會(huì)汽車(chē)去收貨，你們只要幫我們裝好貨，就算交易結(jié)束。

Mel:So we load your trucks for free?

你要我們免費(fèi)幫你裝貨？

Bill:It's no different than if your truck were delayed a day and you had to store the goods until it was free.

這只不過(guò)是占用你們貨柜一天時(shí)間罷了，再說(shuō)你們的貨柜不清空，也沒(méi)辦法裝新貨啊。

Mel:Right,we can do that.

說(shuō)的也對(duì)，就這樣做吧。

Bill:Then , if you're agreed,we have a deal.

那么如果你同意的話，我們就成交了。

Mel:One last point, Bill.

比爾，還有一件事。

We need you to park a trailer at our dock one week prior to the shipping date so we can load it as the goods come off the production line.

我希望你們?cè)诮回浨耙恢芫团奢v拖車(chē)來(lái)到我們的貨站，這樣貨一出廠，我們就可以馬上移裝。

Bill:Okay,but you're reponsible for security until the truck is driven off the lot.

可以，不過(guò)卡車(chē)在你們貨站的那段時(shí)間，你們要全權(quán)負(fù)責(zé)。

Mel:No problem. It will stay at the dock locked up indoors.

沒(méi)問(wèn)題，我們的貨站會(huì)緊緊地反鎖好。

Bill:Sounds like a bell ringer to me.

看來(lái)我們可以成交散會(huì)啰。

Vocabulary重要詞匯

altering改變

transportation交通運(yùn)輸

eliminate除去

possession擁有

metropolitan都市的

computed估算過(guò)的

trailer拖車(chē)

prior先前的

bell ringer敲鐘(指事情結(jié)束)