作者：张玛丽
出版社：中国纺织出版社
格式: AZW3, DOCX, EPUB, MOBI, PDF, TXT
商务谈判英语 看这本就够了试读：
前言
商务活动离不开商务谈判，商务谈判既是商务活动的重要内容，又是商务活动的必要手段。因此，要顺利地开展商务活动首先要能够成功地进行商务谈判。为了帮助从事国际商务谈判人员或有志于商务谈判的人士尽快熟悉并掌握国际商务谈判的原理和技能，我们精心编写了《商务谈判英语看这本就够了》。本书旨在提升英语谈判能力，让您在精心设计的内容中，熟悉各种商务谈判活动。
本书内容深入浅出，让您轻松学习，快速进阶。共分为两大部分：Part 1成功谈判商场无敌
一、背景介绍：融和作者多年商场经验，为您做详尽的谈判战略分析！
二、范例对话：为了方便您对本书内容的全面吸收，本书特将主要单词用有色字体标出，方便您记忆。同时，对话部分也附上了中文译解，增加您对谈判用语、惯用语的印象与熟悉度。
三、谈判停看听：根据对话使用时机与实际临场状况做出符合谈判情境的解析，用原汁原味的英语说明，补充谈吐用词揭秘谈判技巧秘诀！
四、重要词汇：上百个符合商务谈判情境的单词，是您谈判时最不可或缺的关键词汇，另外搭配常用词组，谈判贴士绝对不能错过！Part 2商务谈判赢家关键句
日常英语会话本身重在表达自身想法，有效达成沟通，完成意见交换。而商界常需使用到的谈判英语，程度上则更进阶，您必须在表达己意之外，还要说服对方、改变对方立场，这已经不是单纯的礼貌性会话可以概括的，很多时候您可能需要强硬地坚定立场，以迂回战术旁敲侧击，或者展开瓦解对方防线的心理战术。
为此，本书特别收录谈判桌上最常出现的惯用语，教你如何以纯熟的技巧分析谈判焦点，适时以退为进、以攻为守，或是转换语气、坚守立场，熟练这些谈判桌上临机应变的技巧，就能轻松练就谈判英语，活用筹码出奇制胜！Part 1成功谈判商场无敌Chapter 1 Daily Negotiations 日常谈判For Your Information背景介绍
Negotiations aren't just for business；they lie at the heart of all human interaction. They make it possible for society to function.Unless you're a hermit living in a cave, you negotiate things every day from the time you get up, until you go to bed.At home, people negotiate the restaurant they go to, the movie they see, the TV program they watch, who showers frst, and who goes to the market.At work, we negotiate who uses the copy machine first, and who watches the phone during lunch.
中译 谈判不只是为了做生意而已，它们根植于所有人类的沟通活动中，让社会得以运作。除非你是一个住在洞穴里的隐士，否则你每天从早上起床开始，到睡觉为止，都得谈判。当人们在家中时，人们会为了要去哪家餐厅、看哪部电影、哪个电视节目、谁先洗澡、谁该去超市买东西而商量或决议。在工作中，我们得讨论谁先用复印机、谁该在午餐时间留下来接电话等。
Our day is one continuous negotiation, and it's likely none of them involve money. We're so used to negotiating that we don't even think about it, it's how we live peacefully together.We learn in childhood that things are a value for value trade off.
中译 我们每日的生活就是不断地商议，而这些商议都和金钱无关。我们太习惯和他人商议，所以这样的动作几乎成了我们的反射动作，商议、谈判正是人们得以和平相处的原因。我们在孩童时期就学到了每件事都有价值，都可以当作谈判筹码。
To get what we want, we have to trade what we have, and we take that idea into adulthood. It's great if things stay like that your entire life.If all negotiations were performed with the honesty kids use in the playground, there'd be no need for this book.But, sometimes they don't.Things have been kicked up a few notches, and some negotiators don't play fair.This book will tell you what's going on, and how to handle it.
中译 要得到自己想要的东西，我们就必须拿自己拥有的东西去交换，而我们也把这种思维模式带到了成人阶段。如果事情能够一辈子都是这样该多好。如果谈判时，大家都秉持着孩提时代玩耍时的诚实态度，那么就没有写这本书的必要了。但是有时候，人们并不会诚实相待。事情改观了，有些谈判人员并不会公平地就事论事，而本书将会为你解析情况，并给你一些应对的参考。
There are no set pattern negotiations in English that you must follow. It's determined by the local customs and the players involved.I've seen minor points take days of hard talking, and once negotiated a three hundred thousand dollar contract during a two-hour lunch.We spent five minutes on the deal, the rest on other topics.
中译 英语并没有必须遵守的既定谈判模式，主要看当地的规矩和相关人员而定。我曾为一些小事情，费尽唇舌商量；但也有一次，只花了两个小时的午餐时间，便谈成了价值三十万美金的合约。真正在谈生意只花了五分钟，其他时间都在谈其他的事。
The following are examples of day-to-day negations we perform without thinking. The first shows Jack and Mary as children at play working things out.In the second one, Jack and Mary are a couple planning an evening out.Thethird shows Jack and Mary as coworkers cooperating to keep things running smoothly.
中译 下面这几个对话，是我们不自觉中就会进行的日常生活谈判。第一个对话是孩提时代的杰克和玛丽，他们正想解决事情。第二个对话中，杰克和玛丽是一对情侣，他们在商量晚上要去哪里。在第三个对话中，杰克和玛丽是同事，他们讨论该如何把工作配合地尽善尽美。Dialog 1MP3-1
This dialog is between Jack, who's pretty good at playing chess, and his friend and next-door neighbor Mary, a member of the school chess club. Jack promised to play chess with Mary on Monday after school, to help her get ready for a competition if she did the dishes for him on Sunday.Mary did the dishes and now Jack needs to keep his promises.
这个对话发生在杰克和玛丽之间。杰克相当擅长国际象棋，他的隔壁邻居玛丽是学校西洋棋社的社员。杰克答应星期一放学后，要和玛丽下国际象棋，帮助她准备竞赛，条件是玛丽星期天要帮他洗碗。玛丽履行了她的承诺，现在杰克该践行自己的诺言了。
Jack：I'm going to the park to play baseball with the guys.
我要去公园和大伙儿打棒球。
Mary：But you promised to play chess with me this afternoon.
可是你答应今天下午要和我一起下国际象棋。
Jack：Yeah, but that was before the guys asked me to join the team.
对啊，可是我之前不知道他们会邀我加入球队啊。
Mary：So what?
那又怎样？
Jack：You know how much I want to be on the team, and now there's an opening for me.
你知道我多想要加入球队，现在正好有一个名额可以给我。
If I don't go to practice today, they'll get someone else, and I'll miss my chance.
如果我今天不去练习的话，他们会去找别人，那我就会错过这次机会。
Mary：I don't care about baseball, you know I need to practice for the chess championship, and you promised to help me if I washed the dishes for you last Sunday, and I did.
我才不管棒球，你知道我得为这次的国际象棋冠军赛做准备。你答应过，只要我上周日帮你洗碗的话，你就会帮我，而我已经洗碗了。
Jack：I know, and I will.
我知道，我会帮你的。
Mary：When?
什么时候？
Jack：After baseball practice.
棒球练习完以后。
Mary：By then, it will be dinnertime, then homework and then your TV show is on. You're going to break your promise.
可是那时候就是晚餐时间了，然后你又要做功课、看电视，你一定会食言的。
Jack：No, I won't. I'm going to skip TV tonight and work on your chess game with you if that's okay with you.
我不会的。我今晚不看电视，和你一起下国际象棋，你说好不好？
Mary：Well, I'd rather do it the way we set up, but if you promise to give me your best game, it's okay with me.
我比较喜欢原来的约定，不过如果你保证会好好地陪我下棋，那就可以。
Jack：No problem. I'll play as hard as I can and give you an extra game to say thanks.
没问题。我一定使出全力，再多陪你下一场，以示回报。Dialog 2MP3-2
Jack and Mary are now grown up and dating. Their friendship is as strong as ever and there's a strong bond between them, so their dialog is relaxed and flows pretty freely.It's more like a married couple than young adults dating to get to know each other.
杰克和玛丽长大了，现在他们是一对情侣。他们的关系非常牢固，彼此有着深刻的默契。他们的谈话也很自在、随性，不像是约会中的年轻男女，反倒像一对恩爱的夫妻。
Mary：Let's have seafood tonight and then go to see the new movie at the Mall Cinema.
我们今晚吃海鲜，然后再去“摩尔戏院”看最新上映的电影。
Betsy told me it's a beautiful love story and I shouldn't miss it.
贝琪说那是一部唯美爱情文艺片，我绝对不能错过。
Jack：Oh, Goodness, please not again. That's what we did last week.
噢，天啊，别去了，我们上个星期也是这样过的。
Mary：No, we didn't. Last week we went to see thatmovie about a man's struggle against mental illness.
才没有呢！上星期我们看的电影，是在讲一个男人与心理病痛挣扎的过程。
Jack：Right, it was a chick flick, just like this one, so what's the difference?
没错，那是你们女生看的电影，这部也一样。哪里不同？
Besides, this is the last week for the third movie in the Destroyer series and I want to see that on a big screen.
再说，这是《毁灭者》第三部最后一周上映了，我希望能在大银幕上看这部电影。
Action movies need to be seen in a theater on a big screen.
动作片就是要在电影院的大银幕上看。
Mary：Oh, yeah, and I did promise to see it with you if we went to that movie last week. But you liked that movie, didn't you?
对，我的确答应过你，如果上周去看那部片子的话，就陪你去看这部电影。可是你应该很喜欢那部片吧？
Jack：Oh, sure, it was great. I had popcorn for dinner and paid the price of a movie ticket to get a two-hour nap.
喔，当然，真是棒透了。我的晚餐是爆米花，买了电影票却睡了两个小时。
Mary：It wasn't that bad, and you're the one that insisted on skipping dinner. We went to an excellent restaurant.
没那么糟吧，是你自己说不要吃晚餐的。我们去的那家餐厅很棒啊。
Jack：That place doesn't have a single meat dish. Just fish and shellfish and you know I don't like fish that much.
那里一道肉菜都没有，只有鱼类和贝类，你知道我不是很喜欢吃鱼。
Mary：And I don't like meat that much. The only meat I eat is chicken.
可是我不是很喜欢吃肉，我只吃鸡肉而已。
Jack：But when I pick the restaurant, we go to a place that has both chicken and fish. I always respect your food preferences.
但是我选餐厅时，我都会选供应鸡肉和鱼的餐厅。我一向都很尊重你的喜好。
Mary：Well, I suppose that, to be fair, you should get to pick the movie and we can go to a restaurant that serves meat.
好吧，为了公平起见，还是你选电影，然后我们去有肉食料理的餐厅吃饭。
Jack：Now you're talking, we can see that love story next time.
你总算开窍了，我们可以下次再看爱情文艺片。Dialog 3MP3-3
In this dialog, Jack and Mary work at the same company, and remain good friends. They remain very professional and keep the dating part of their relationship to themselves and out of the work place.No one at work knows they're dating.
在下面的对话中，杰克和玛丽是同事，也是好朋友。他们在工作上保持专业的态度，公私分明。没有同事知道他们是情侣。
Jack：Hi, are you busy?
嗨，你在忙吗？
Mary：Hi, I was just coming to see you. But since you made the trek to my offce, you get to go frst.
嗨，我正要过去找你，既然你都来了，有事你先说吧。
Jack：Okay, I'm putting together a report on the Allied Marketing Co. failure, and I seem to have run into a stone wall.Can you help me out?
好，我正在准备一份“联合营销公司”倒闭分析的报告。我遇到了瓶颈，你可以帮我一下吗？
Mary：Well, I can try, what do you need?
我可以试试看，你需要什么帮助？
Jack：You were there when the problem started. I was hoping you could fll me in on the details.
问题发生时，你也在场，所以我希望能听你说说当时的细节。
Mary：Sure, no problem. But I need something from you.
好啊，没问题，但我也需要你的帮忙。
Jack：Name it.
尽管说。
Mary：I'm supposed to have this package ready for mailing out tomorrow morning and I'm miles away from being ready.
我得将这套案子整理好，明天一早发送出去，但我根本还没有准备好。
Can you edit this product study I wrote while I do these?
你可以帮我编辑这份产品报告，好让我准备这套案子吗？
Jack：All right, I can do that, and as soon as we finish this, we can both work on my problem.
行，一旦这个部分做完了，我们就可以一起处理我的问题了。
Mary：That works for me.
当然没问题。
Jack：Give me the study. I'll start as soon as I get back to my offce.
把那份报告给我，我回到办公室后，就会立刻开始做。
Mary：Here's a print out of the study, and this is a disc with the full report on it.
这是报告的复印件，这张磁盘里有完整的报告档案。
The file name is product study；this is an extra copy so you can do whatever you want with it.
档案名称是产品研究，因为这是复印件，所以你可以直接在上面做记号。
谈判停看听 The above are three prime examples of the kinds of negotiations we make with people in our everyday lives.There was no formal set up or appointment made frst, they just happened in the course of doing the business of living.These are the sort of things we do every day.
中译 上面这三个例子，是我们日常生活中常见的谈判范例。这些自然而然发生的讨论，并不需要事先制定或预约，而是我们每天都会经历的。Vocabulary 重要词汇MP3-4
interaction 互动
function 运作
hermit 隐士
negotiate 谈判
copy machine 复印机
involve 牵涉
trade 交易
playground 游乐场
kick up 引发
notch 鸿沟
play fair 公平行事
set pattern 固定模式
determine 决定
custom 惯例
minor point 次要点
hard talking 激烈谈论
topic 主题
cooperate 合作
smoothly 顺利地
chess 国际象棋
competition 竞争
do the dishes 洗碗
keep one's promise 履行承诺
So what?又怎么样？
be on the team 成为队员
opening 机会
championship 冠军赛
break one's promise 食言
skip 略过
work on 从事……
set up 订下
bond 联系
mental 心理的
chick fick 女生爱看的电影
insist on 坚持
preference 偏好
remain 维持
professional 专业的
trek 艰难跋涉
run into a stone wall 遇到困难
fll in 提供最新消息
name it 直说
miles away from 很远的
edit 编辑
fle 档案
prime 主要的
formal 正式的
appointment 预约
in the course of 在……过程中Chapter 2Sometimes It’s Fast and Easy 快速、简单的谈判For Your Information背景介绍
A fair and equitable deal can be reached quickly, with a minimum of effort on even the most complex issues. It depends on who the major players are, how motivated they feel and whether lawyers play an active role.If you think that's a little unfair to attorneys, you may be right.However, most of the lawyers I've worked with agree with me, off the record, of course.
中译 即使议题复杂，但如果在公平、平等的条件下交易也可以轻松达成。这一切取决于主要谈判人员是否积极，以及律师是否扮演了主动的角色。或许你认为这对代理人来说有点不公平，但私下来说，大部分和我共事过的律师，都同意这点，当然是私底下。
There are businessmen and women out there who still do things the old-fashioned way. Their negotiating style is much the same as it was when they were kids.They know the rules, that to get value, they have to give value.All they want is a reasonable profit.When you run across a company like this, you should go out of your way to keep them happy.
中译 商场上有些人，仍然用传统方法做事；他们的谈判模式和孩提时代很像，游戏规则就是：“想要什么，就得拿东西来换。”既然他们要求的是“合理的利润”，当你碰上这样的公司时，应该尽量让他们开心。Dialog 1MP3-5
In the following dialog, Mike is an honest old-fashioned businessman content to make an honest living. He wants to buy some big screen TV sets to distribute in the U.S.May has often contacted Mike and tried to sell him electronics, but this is the first time she's meeting Mike in person and she's hopeful Mike will actually buy from her.
在下面的会话中，迈克是一个有诚信又传统的商人，他喜欢安分地做生意。这次，他想要买一些大屏幕电视机，分销到美国各地。梅常和迈克联系，想将电器卖给他。这是她第一次见到迈克本人，她希望迈克会向她下单。
Mike：Hello, come in, I've been waiting for you.
嗨，请进，我等你好久了。
May：Thank you, I'm not late, am I?
谢谢，我没有迟到吧？
Mike：No, no, no, not at all. It's just that I've been looking forward to meeting you.
没有，没有。我只是很期待见到你，才会这么说。
May：Well, thank you, but it's not all that hard to do, you know.
谢谢，不过你也知道，要见我并不难。
I've been calling your office and sending you proposals for about two years now, and you've never responded before.
我打电话、寄企划书给你，前前后后也差不多两年了；你从来没有回复过。
Mike：Ha, ha, ha！Yes, I guess I deserved that. Let me explain, okay?
哈！看来我的确是不应该。听我解释，好吗？
May：Please, I wish you would.
好的，我正希望你这么做。
Mike：Well, as you probably know I buy from a selected group of suppliers and don't, as a rule, deal with new people.
你应该知道我一向都和固定的供应商下单，照惯例，我不会和新人打交道。
May：Yes, I know that. That's why I've been trying to become one of those suppliers.I hear you're a good man to do business with.
是的，我知道。这也是为什么我一直想要打进那些供应商的圈子。我听说和你做生意很不错。
Mike：I'm very old-fashioned. I believe in loyalty.Once I start a sales relationship with someone, I stay with him or her, and we do most of our business on the phone.
我是个很传统的人，我相信忠诚度。一旦建立了销售关系，我就会延续下去，且大部分的生意都在电话里谈。
I expect their absolute best price possible and don't haggle. But if I find out they screwed me over, then I fnd another supplier.
我希望得到最好的价格，不要讨价还价。一旦发现有人欺骗我，我会立刻换厂商。
May：That's pretty much what I heard.
我也是这么听说的。
Mike：Well, those are my terms. As long as you honor them, we do business.
这些是我的条件。只要你遵守这些规矩，我们就可以做生意。
If you break faith and try to take advantage, I'll find someone else to work with. Can you live with that?
若你背信或想占便宜，我就会找别人。你可以接受这样的条件吗？
May：No problem at all, Mike. Just give me the chance.
没问题，迈克。请给我一个机会。Dialog 2MP3-6
The meeting is going well for May. She's been offered a chance to work with Mike and become one of his suppliers.Next, they have to work out an understanding.Situations like this are not that uncommon, the buyer is in charge, and he gets to make the rules.That's the way it usually is.In the next part of the negotiation, May fnds out Mike's ground rules and decides if she can live with them.Even though this sounds like instruction, it is a negotiation.
对梅而言，这次会面进行得很顺利。迈克给她一次合作的机会，让她成为他的供应商。接下来，他们必须讨论出一些共识。这类情形颇为常见，在这种情形中，买家会主导一切，制定规则。通常情况都是这样。在下面的谈判情形中，梅了解了迈克的基本原则，她得决定是否接受这些规则。虽然这听起来像是指令，但还是谈判。
Mike：Well, that's why you're here. My source for Big TV sets overcharged me on the last shipment, so I need someone new.
这就是我找你来的原因。我的大型电视供应商，上一次交货时敲了我一笔，所以我现在要找新的供应商。
I wanted to meet you to see if we can work together. I think we can.
我跟你见面是想看看合作的可能性；我想应该没问题。
May：I agree.
我同意。
Mike：Fine, but before you agree, don't you need to know what you're agreeing to?
很好，但在同意之前，你难道不想多了解一下，你到底同意了哪些条件吗？
May：I guess you're right. But like you said, you called me here to check me out.I've been doing the same.
没错，但就像你说的，你打电话叫我过来，是想探探我的底；当然，我也是一样的。
Mike：Ha, ha, ha！That's fair. How did I do?
哈哈！这很公平，我表现得如何？
May：Quite good, actually. I'm pretty sure you're demanding, but fair and honest.I feel we can work together.
说真的，相当不错。你的要求确实很高，但是很公平、诚信。我想我们可以合作。
Mike：Good, well, here's what I need from you. Are you ready?
很好，我要说明需要你配合的地方了，准备好了吗？
May：Shoot！
请说！
Mike：Well, I know you work for someone else, but as your client, please, we have to get this straight between us.
我知道你有老板，但身为你的客户，麻烦你，我们必须先把话说清楚。
I'm your client, not your company. As your client, I expect you to be square with me at all times.Can you do that?
我是你的客户，不是你的公司。身为你的客户，我希望你随时对我坦诚，这点你做得到吗？
May：I don't see a problem.
没问题。
Mike：Good！Do you have any questions?
很好！你有问题想问吗？Dialog 3MP3-7
Now that the basic ground rules are set and the details have been cleared up. In the next stage of the negotiation, May learns what Mike needs and has to decide if she can do that.
既然现在这些基本的规则都订好了，细节也都说清楚了，在下个阶段的谈判中，梅知道了迈克的需求后，得确定自己是否能达到要求。
May：What happens if we make a deal and thirty to sixty days after delivery the price goes down and you didn't get the best possible price?
如果我们达成了交易，但交货的三十到六十天内，市面降价，导致你的价格不是最好的，该怎么办？
How do I handle that?
我要如何处理？
Mike：Well, these things happen, I know that. You just have to stay straight with me.
嗯，这是难免的，你只要诚实地告知我就可以了。
May：Right！So how do I do that?What will make you happy?
好！那我该如何配合，才是你最满意的状况？
Mike：Well, I suggest you just keep me posted. That should do it.
我建议你随时跟我报告最新状况，这样就够了。
That way the burden is on me to decide when to buy, not you.
那样，我就能准确下单。毕竟决定的人是我，不是你。
May：Excuse me?
什么？
Mike：Yeah, it really is that simple.
没错，就是这么简单。
Every time there's a change in the items we do business on, you let me know. That's all you need to do.
只要交易的项目有了改变，你就要让我知道。这么做就够了。
May：What kind of change, just in prices?
什么改变，只有价格吗？
Mike：No, any change. I want you to keep me as informed as you are.
不，任何改变，我要你随时向我报告最新状况。
I need to know as much as you do. If you hear about something that might happen, then tell me about it.
你知道的事，我也要知道。如果你听到什么风声，你就要告诉我。
Tell me it's a rumor, what it's based on and your opinion on how likely it is.
就算是传言，也要告诉我为什么会有这种传言，你认为其可信度怎样。
May：You mean on product availability, reliability and price?
你是指产品的有效性？可信度？还有价格？
Mike：No, everything. Those things for sure, but also laborproblems, raw materials, new subcontractors, mergers, in short, anything and everything.
不只，是每件事。当然包含你刚刚说的那些项目，还有劳工问题、原料、新合约商、合并等。总而言之，每件事我都要知道。
So I can make a fully informed decision.
这样我的决定才不会错。
May：So it's like you want me to be your eyes and ears into the industry.
也就是说，你要我当你在业界的眼线。
I can do that, provided the company I'm working for isn't hurt.
可以是可以，只要不影响我的公司就好。
Mike：I think we'll get along fne.
我想我们会合作愉快的。Vocabulary 重要词汇MP3-8
equitable 公平的
minimum 最小的
effort 努力
complex 复杂的
motivate 激发
attorney 律师；代理人
off the record 私下来说；没有记载的
old-fashioned 老式的；传统的
proft 利润
run across 碰见
content 满意的
make a living 谋生
distribute 供应
electronics 电器
in person 亲自
proposal 企划；提案
respond 回应
supplier 供应商
loyalty 忠诚度
haggle 讨价还价
screw over 欺骗
take advantage 利用；占便宜
live with（勉强）接受
ground rule 基本原则
instruction 指令
overcharged 索价过高
shipment 运送
shoot 直说
square 正直的
burden 重担；负担
item 货物；项目
rumor 谣传
availability 有效性
reliability 可信度
raw material 原料
subcontractor 承包商
merger 合并Chapter 3Playing Fair 公平交易For Your Information背景介绍
I did my best for my clients, but I never screwed a contractor to gain my client an unfair advantage, and that earned me a reputation for being fair. It made it easier for me to do business and get good deals for my clients.I was more effective with less effort than the other managers in the offce.I got things done faster and the company's board was able to handle business more easily, especially when it came to getting competitive bids.
中译 我一向尽全力服务客户，但我也不会因此压榨承包商，借此为客户获取额外的利益，而这也为我赢得了公平的美誉。跟客户做生意时，我比其他经理更有效率，也花费较少精力。我办事快速，因此董事会可以更轻松地处理公务，尤其是在争取竞争激烈的标价时。
Thankfully, there were a lot of businessmen and women out there who were the same way and bidding out work was one of the easier parts of my job. Being fair and easy to deal with got me the bids on time with a minimum of effort.Once a bid was accepted, working out the details was friendly and quick.
中译 幸好，商场上有许多人也持相同的做事态度，所以对外竞标是我工作上最简单的一部分。“公平”和“亲和力”这两项特质，让我花最少的力气，就能准时得到报价。报价一旦得手，谈细节就会友善又快速。
When I asked for a bid, the contractor knew I was serious and the work would be done. I wasn't just gettingdata for a curious board that might not do the work for another year or two.What I'm getting at is that no matter how large the town where you do business is, not everyone in the town is in the same business.The people in your field are competitors and they may not share trade secrets but they do talk and from time to time you get to be the topic of the day.It's a small town, and everybody knows everybody else.
中译 当我要求标价时，合约商知道我是认真的，就会准时出价。因为我不是在帮一两年内都不打算动工的董事会，搜集满足他们好奇心的资料而已。我的重点是，不管你在多大的城市做生意，遇到的不可能都是同行。同行的人都是竞争者，当然不会把商业机密谈开来。但是大家还是会讨论，甚至有时候，你也会是大家的谈论主题。业界是个小地方，每个人都知道对方的底细。
Remember there's no such thing as a free lunch. Everything has a price and somebody pays for it.A free estimate isn't free.It's called free because you don't have to pay for it, but it cost time and materials for the vendor to prepare.They are part of the game and every proposal doesn't get accepted, but if a vendor has a choice of doing one for someone who only asks when he’s serious or someone who is only testing the waters for a sale that’s still months down the road, and the job will have to be bid for again, who gets priority?
中译 要记住，“天下没有免费的午餐”，每样东西都有价码，总有人要付出代价。“免费估价”不是真的免费，之所以称为免费，是指你不用付费，但它是需要卖方花工夫或材料准备的。这是游戏的一部分，并不是每个提案都会被接受。然而如果厂商能选择为谁估价，一方是很认真询问的人；另一方只是试探地要一些资料，好几个月后才会动工，且到时又要再报一次价。你认为厂商会以谁为优先考量？
If it's for information only, I tell them so. Then, the vendor knows how much research he needs and it will take him or her a tenth of the time it takes to put a formal bid.After you're asked for a bid, stay in contact with your contacts.If they lose the bid, you should call them and tell them the details about why they lost it, so they know all their work wasn't for nothing.
中译 如果我的目的只是为了获取资料，我会坦白告诉对方，让卖方知道自己该出多少力：通常只需正式报价的十分之一准备即可。在招标时，你也该和对方保持联系，若对方竞标失败，你也该致电对
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