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如何与经销商进行谈判，争取最大的折扣，只有像斯蒂芬妮那样据理力争后才会有切身的体会。
Stephanie: Thanks for meeting with me again. I know we couldn’t agree on terms last time, ①so we are back to square one. ②But I want to thank you for keeping everything above board so far.
Mike: Well, that’s how we like to do things. You know, we are still a small company. ③I really have to take stock of the situation before I jump in.
Stephanie: I understand completely. I just want to work out a win-win situation. There is no point doing the deal if ④one party leaves with their nose out of joint. But I must be honest and say ⑤you really drive a hard bargain.
Mike: As I said, I just have to consider things from every possible angle. The biggest thing you were pushing for was a larger discount on a bulk buy. I really thought my bottom line was reasonable.
Stephanie: ⑥I was bending over backwards to get you to budge. Have you had time to think it over?
Mike: I have. I realized there was still some room for movement. So I would like to propose a 17% discount on all bulk orders and that includes the distribution fee.
Stephanie: Ah, ⑦now you are talking. That seems like the ballpark I had in mind. Is there any way you could push it to 20%?
Mike: Ha! ⑧Now you are skating on thin ice, young lady.
Stephanie: Well, ⑨it doesn’t hurt to ask. I thought it was worth a shot. OK, I think those terms seem reasonable. I just have to consult with my lawyers before I sign on the dotted line, but ⑩it’s a done deal as far as I can see.
Mike: Yeah, I’m really happy with those terms. I look forward to hearing from you soon.
斯蒂芬妮：谢谢你再次和我见面。我知道我们上次没有达成一致。所以我们又得从头开始。但我还是想谢谢你至今都还是那么坦诚相见。
迈克：嗯，那是我们的工作作风。你知道，我们还是个小公司。在贸然行动之前我必须要认真地进行评估。
斯蒂芬妮：我完全能够理解。我也想达成一种双赢的局面。如果有一方不欢而去，那么这生意也就没有意义做下去了。但是我得说实话，你的态度太强硬了。
迈克：就像我说的，我必须从各个可能的角度来考虑问题。最主要是你要求的大宗订单的折扣幅度比较大。我真的认为我的底价是合理的。
斯蒂芬妮：为了让你让步我已经尽了全力。你有花时间认真考虑过吗？
迈克：有的。我觉得这里面应该还是有一定的操作余地。我愿意在大批预订时包括运费给你百分之十七的
折扣。
斯蒂芬妮：嗯，这就对了。和我想的差不多。你有办法能给到百分之二十吗？
迈克：哈，小姐，你这是在以身犯险。
斯蒂芬妮：嗯，问一下没事的吧。我觉得值得碰碰运气。好吧，我想这些条款都比较合理了。在正式签订前我想和我的律师商议一下，不过依我看这笔交易已经定下来了。
迈克：好，我对那些条款也很满意。希望尽快收到你的答复。
Smart Sentences
① So we are back to square one. 所以我们得从头开始。
back to square one: have to start dealing with sth. from the beginning again because sth. has failed（重新回到起点）。例如：
The project is almost back to square one since the PC crashed and we lost all the data.
因为电脑坏了，我们丢失了所有数据，这个项目几乎又得从头开始。
② But I want to thank you for keeping everything above board so far. 但是我还是想谢谢你至今都还是那么坦诚
相见。
above board: have everything in the open（让所有事情保持公开）; a deal that’s carried out honestly and openly （光明正大）。例如：
I swear all of our financial dealings are above board.
我发誓，我们所有的金融交易都是光明正大的。
③ I really have to take stock of the situation before I jump in. 在贸然行动之前我必须要认真地进行评估。
to take stock of sth.: consider all the aspects of the situation or event before deciding what to do next（在做决定之前先对形势或事件进行估量）。
例如：
It was time to take stock of the case before setting the price.
现在是时候对这个案子做个评估，然后定价钱了。
jump in: act quickly, often without thinking much（通常指没有考虑清楚之前就采取行动）。例如：
John had to jump in and take over and later was relieved he didn’t lose much.
约翰急急忙忙接手，事后因没有损失太多而松了一口气。
④ One party leaves with their nose out of joint. 一方不欢而去。
sb.’s nose out of joint: sb. is upset or offended（某人被激怒或被冒犯）。例如：
Nancy’s nose is a little out of joint because of her colleague’s comments on her performance.
南希因为同事对她的表现的评论有点不高兴。
⑤ You really drive a hard bargain. 你的态度太强硬了。
drive a hard bargain: argue with determination in order to achieve a deal favorable to oneself （以坚定、强硬的态度争取有利于己方的交易）。
例如：
Mr. Blackstone is famous for driving a hard bargain during negotiation.
布莱斯顿先生因为在谈判中态度强硬而闻名。
⑥ I was bending over backwards to get you to budge. 为了让你让步我已经尽了全力。
bend over backwards: make every effort to do sth.（尽全力做某事）。
例如：
Joe always bends over backwards to get what he wants.
乔总是竭尽全力去争取他想要的。
⑦ Now you are talking. 这就对了。
now you are talking: used to express interest or approval on what was just mentioned by sb.（用以表达对刚才对方的话表示兴趣或赞同）。
例如：
—Forget about the deadlines. Let’s go to the movie and have a relaxing weekend.
把截止日期抛诸脑后吧。我们去看场电影，过一个轻松的周末。
—Now you are talking. Which movie?
这就对了。看哪部电影？
⑧ Now you are skating on thin ice. 你这是在以身犯险。
(skate) on thin ice: do sth. risky which may have serious or unpleasant consequences（处境极其危险）。例如：
I think Joe is on thin ice with the deadline approaching.
截止日期临近，我看乔的处境不妙啊。
⑨ It doesn’t hurt to ask. 问一下没事的吧。
it doesn’t hurt to do sth.: used to propose sth. which you think is helpful （用于提议你认为有用的事）。例如：
It doesn’t hurt to work out a bit every week.
每周锻炼一下是有好处的。
⑩ It’s a done deal as far as I can see. 依我看这笔交易已经定下
来了。
a done deal: sth. having been carried out or accomplished（某事已经被完成）。
例如：
The transaction is a done deal. It’s time to celebrate.
这单交易已经定下来，该庆祝一下了。
as far as I can see: used to indicate your personal opinion of sth.（用以表达你对某事的看法）。例如：
As far as I can see, traffic is just an excuse for your being late.
依我看，堵车只不过是你迟到的借口而已。
Stephanie: Thanks for meeting with me again. I know we couldn’t agree on terms last time, ①so we are back to square one. ②But I want to thank you for keeping everything above board so far.
Mike: Well, that’s how we like to do things. You know, we are still a small company. ③I really have to take stock of the situation before I jump in.
Stephanie: I understand completely. I just want to work out a win-win situation. There is no point doing the deal if ④one party leaves with their nose out of joint. But I must be honest and say ⑤you really drive a hard bargain.
Mike: As I said, I just have to consider things from every possible angle. The biggest thing you were pushing for was a larger discount on a bulk buy. I really thought my bottom line was reasonable.
Stephanie: ⑥I was bending over backwards to get you to budge. Have you had time to think it over?
Mike: I have. I realized there was still some room for movement. So I would like to propose a 17% discount on all bulk orders and that includes the distribution fee.
Stephanie: Ah, ⑦now you are talking. That seems like the ballpark I had in mind. Is there any way you could push it to 20%?
Mike: Ha! ⑧Now you are skating on thin ice, young lady.
Stephanie: Well, ⑨it doesn’t hurt to ask. I thought it was worth a shot. OK, I think those terms seem reasonable. I just have to consult with my lawyers before I sign on the dotted line, but ⑩it’s a done deal as far as I can see.
Mike: Yeah, I’m really happy with those terms. I look forward to hearing from you soon.
斯蒂芬妮：谢谢你再次和我见面。我知道我们上次没有达成一致。所以我们又得从头开始。但我还是想谢谢你至今都还是那么坦诚相见。
迈克：嗯，那是我们的工作作风。你知道，我们还是个小公司。在贸然行动之前我必须要认真地进行评估。
斯蒂芬妮：我完全能够理解。我也想达成一种双赢的局面。如果有一方不欢而去，那么这生意也就没有意义做下去了。但是我得说实话，你的态度太强硬了。
迈克：就像我说的，我必须从各个可能的角度来考虑问题。最主要是你要求的大宗订单的折扣幅度比较大。我真的认为我的底价是合理的。
斯蒂芬妮：为了让你让步我已经尽了全力。你有花时间认真考虑过吗？
迈克：有的。我觉得这里面应该还是有一定的操作余地。我愿意在大批预订时包括运费给你百分之十七的
折扣。
斯蒂芬妮：嗯，这就对了。和我想的差不多。你有办法能给到百分之二十吗？
迈克：哈，小姐，你这是在以身犯险。
斯蒂芬妮：嗯，问一下没事的吧。我觉得值得碰碰运气。好吧，我想这些条款都比较合理了。在正式签订前我想和我的律师商议一下，不过依我看这笔交易已经定下来了。
迈克：好，我对那些条款也很满意。希望尽快收到你的答复。
Smart Sentences
① So we are back to square one. 所以我们得从头开始。
back to square one: have to start dealing with sth. from the beginning again because sth. has failed（重新回到起点）。例如：
The project is almost back to square one since the PC crashed and we lost all the data.
因为电脑坏了，我们丢失了所有数据，这个项目几乎又得从头开始。
② But I want to thank you for keeping everything above board so far. 但是我还是想谢谢你至今都还是那么坦诚
相见。
above board: have everything in the open（让所有事情保持公开）; a deal that’s carried out honestly and openly （光明正大）。例如：
I swear all of our financial dealings are above board.
我发誓，我们所有的金融交易都是光明正大的。
③ I really have to take stock of the situation before I jump in. 在贸然行动之前我必须要认真地进行评估。
to take stock of sth.: consider all the aspects of the situation or event before deciding what to do next（在做决定之前先对形势或事件进行估量）。
例如：
It was time to take stock of the case before setting the price.
现在是时候对这个案子做个评估，然后定价钱了。
jump in: act quickly, often without thinking much（通常指没有考虑清楚之前就采取行动）。例如：
John had to jump in and take over and later was relieved he didn’t lose much.
约翰急急忙忙接手，事后因没有损失太多而松了一口气。
④ One party leaves with their nose out of joint. 一方不欢而去。
sb.’s nose out of joint: sb. is upset or offended（某人被激怒或被冒犯）。例如：
Nancy’s nose is a little out of joint because of her colleague’s comments on her performance.
南希因为同事对她的表现的评论有点不高兴。
⑤ You really drive a hard bargain. 你的态度太强硬了。
drive a hard bargain: argue with determination in order to achieve a deal favorable to oneself （以坚定、强硬的态度争取有利于己方的交易）。
例如：
Mr. Blackstone is famous for driving a hard bargain during negotiation.
布莱斯顿先生因为在谈判中态度强硬而闻名。
⑥ I was bending over backwards to get you to budge. 为了让你让步我已经尽了全力。
bend over backwards: make every effort to do sth.（尽全力做某事）。
例如：
Joe always bends over backwards to get what he wants.
乔总是竭尽全力去争取他想要的。
⑦ Now you are talking. 这就对了。
now you are talking: used to express interest or approval on what was just mentioned by sb.（用以表达对刚才对方的话表示兴趣或赞同）。
例如：
—Forget about the deadlines. Let’s go to the movie and have a relaxing weekend.
把截止日期抛诸脑后吧。我们去看场电影，过一个轻松的周末。
—Now you are talking. Which movie?
这就对了。看哪部电影？
⑧ Now you are skating on thin ice. 你这是在以身犯险。
(skate) on thin ice: do sth. risky which may have serious or unpleasant consequences（处境极其危险）。例如：
I think Joe is on thin ice with the deadline approaching.
截止日期临近，我看乔的处境不妙啊。
⑨ It doesn’t hurt to ask. 问一下没事的吧。
it doesn’t hurt to do sth.: used to propose sth. which you think is helpful （用于提议你认为有用的事）。例如：
It doesn’t hurt to work out a bit every week.
每周锻炼一下是有好处的。
⑩ It’s a done deal as far as I can see. 依我看这笔交易已经定下
来了。
a done deal: sth. having been carried out or accomplished（某事已经被完成）。
例如：
The transaction is a done deal. It’s time to celebrate.
这单交易已经定下来，该庆祝一下了。
as far as I can see: used to indicate your personal opinion of sth.（用以表达你对某事的看法）。例如：
As far as I can see, traffic is just an excuse for your being late.
依我看，堵车只不过是你迟到的借口而已。