Video 1 音频：
Video 1 慢速音频：
Viewing
Watch the video carefully. Pay attention to the way of negotiating of the two sides. Then choose the correct answer to each question.
对话文本：
Price negotiation
Mr. Welsh: Hello, Mr. Wang. We received the samples you kindly sent to our headquarters.
Thank you very much. We're impressed by both the quality and the variety of your products.
Mr. Wang: Thanks, and welcome to our factory. I hope you enjoyed the tour around some of our workshops.
Mr. Welsh: Yes, we actually picked up several products from your catalogue after the tour. We may be able to give you a trial order. Now I'd like to know if we place a firm order with you, when can you deliver the goods?
Mr. Wang: It depends on how many items you choose and what quantity. Normally for one container order, we can deliver the goods within 60 days.
Mr. Welsh: That's good. OK, let's work through this list now.
Mr. Wang: (After reading the list) Mm, I see, Mr. Welsh. You've only selected 4 items so we can guarantee delivery. This is the unit price of each product (showing him the prices).
Mr. Welsh: Fine. But it seems to us that your price is much higher than other suppliers' in China. We are currently doing business with some factories in Shenzhen.
Mr. Wang: We know some factories give lower prices but their quality is poor. You see, the surface of our products is very smooth. And after the tour, you must have an idea how well our manufacturing environment meets international sanitary standards. Considering the quality, our price is very reasonable.
Mr. Welsh: We don't deny that. But if you can give us a little discount, we can start up a long-term relationship.
Mr. Wang: You're really tempting me. OK, what's your quantity then? Generally, we're not allowed to give discount at this price. But if your order is large enough, I can offer you a special discount.
Mr. Welsh: For the large plastic chair and the trolley, we can take 1,000 pieces of each and much more later on after this trial order.
Mr. Wang: 1,000 pieces… Well, since it's our initial transaction, I'll give you a 10% discount on these two items.
Mr. Welsh: 10%? Another company gives us a 15% discount for that size of order. You know, an incentive discount encourages the buyers and helps expand your business.
Mr. Wang: Of course, I know, but that is too high a rate. Frankly speaking, the maximum discount we can grant is 10%.
Mr. Welsh: Then how about the food box and cup container? Also 10%? We would like to order 800 food boxes and 500 cup containers to start.
Mr. Wang: I'm afraid we can't do that. You know, the price of the raw material has been rising steadily. There's no profi t margin left at that price.
Mr. Welsh: Come on, of course there is. By the way, we don't need the scale on the cup container. How about reducing the price of the container to US$2 from your original US$3?
Mr. Wang: Well, it's really hard…
Mr. Welsh: Well, we could meet each other half-way. That would conclude the deal.
Mr. Wang: You certainly have a way of talking me into it. All right, let's each make some concession. You increase the food box order to 1,000 pieces, OK?
Mr. Welsh: Fine, no problem.
Mr. Wang: You really drive a hard bargain! But we look forward to a long partnership.
