Chapter 1 Daily NegotiationChapter 2 Sometimes it’s fast and easyChapter 3 Playing Fair1.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。
L did my best for my clients, but l never screwed a contractor to gain my client an unfair advantage, and that earned me a reputation for being fair.*2. Remember there’s no such thing as a free lunch. Everything has a price and somebody pays for it.要记住天下没有免费的午餐，每样东西都有价格，总有人得付出代价3. 万一出问题，你交不出货，我们可能就赶不上圣诞节铺货了。
如果你能快个两到三个星期交货，他们可能就会选你。
___________________________________________________________ ___________________________________________________________ ___________________________________________________________ 4. Make all the prices subject to confirmation, so you can’t be held to them.每个数值都要去确认，免得别人挑你毛病。
Chapter 4 Honesty is the Best Policy1. 我觉得如果要靠贿赂，才能把产品卖出去，那么这个产品就有问题。
我不希望推荐某个产品，然后再为不好的产品辩解。
L feel if a man needs bribes to sell his product, It can’t be very good, and l don’t want to defend a poor product purchased at my recommendation2. 言归正传，我需要中程喇叭，你上次骗我买的那种。
___________________________________________________________ ___________________________________________________________ 3.I have missed your sense of humor. Nobody else sees things quite like you do. it’s your gift.我真怀念你的幽默感，没人像你这样对待事物，这是你的天分4. Having a reputation for honesty is important in doing business and following the advice above will go a long way, but that’s not everything.做生意时，信誉是很重要的，遵循前面提到的忠告，可以带来很大的帮助，但还是不够Chapter 5 Motivation1. It’s no secret that it’s easier dealing with the highly motivated than someone who doesn’t care.很明显，跟积极的人谈生意比跟一脸无所谓的人谈容易得多2. 而这里的重点就是：若对方意兴阑珊，不想和你做生意，你就得激发他们的意愿。
So the message here is that if the other side isn’t that interested in doing business, then you have to inspire them3. 你能否传真一份电脑的估计单，跟额外服务的项目清单给我吗？___________________________________________________________ ___________________________________________________________4. We tested the units from several companies and yours had the best overall performance, but frankly because of the price I was told to make a deal with Brooks. Their price is more reasonable.我们测试了好几家公司的机种，你们的性能最好，但老实，因为价钱的关系，上面交代我跟“布氏公司”买，他们的价格比较合理。
1. 这些不愿意谈交易的人把时间花在讨论除了交易之外的事情，他会告诉你，他提供的条件已经很棒，所以你不接受的话，就是个傻瓜。
The non-dealer spends his time talking about everything except the deal, or why his offer is already so good you’d be a fool not to accept it.2. The strategy is to wear you down to the point you just give up and agree to his term, and it works.他们的计策就是要一直磨你，让你吃不消，就会放弃，同意他们的条件，这种做法常常奏效。
*3. 要打败这种人的唯一方式就是“以其人之道，还治其人之身”。
The only way to beat a non-dealer is to use his own game against him.4. We studied the issue and determined the old value was far less than fair. The new value is much more realistic.我们研究过这个议题，之前的价格非常的不公平，新价格比较实际。
1. 谈判须要事前准备，你得做功课。
双方都应尽可能地了解对方，才能快速进入状况。
Negotiations require preparation. You have to do your homework. Both sides need to know all they can about the other, just to know what to expect.2. If you’re buying components, check with your production staff for special packaging, manufacturing or assembly changes the source can do cheaper than you.如果你要买零件，要先和生产人员商量，知道特殊的包装要求、制造或拼装改变，还要知道什么样的来源可以提供比你更低的价格。
3. 我们之所以得到这么高的订货量，是因为我们的品质有保证。
The only reason we get that much is because of our reputation for quality.4. It’s a good price, but we have to remain competitive.价格很好，但我们必须保持竞争性。
Chapter 8 Increase the Quantity1. 你难道没有办法再精打细算，再降一点？Isn’t there any way you could sharpen your pencil and get that figure downa bit more?2. 如果你将订单数量加倍，我们就可以提供百分之五的折扣，如果你将数量增到四倍，就可以有百分之十的折扣。
If you double your order, we can give you a 5% discount, and if you double that to four times your order, I can give you a 10% discount.3. And you qualify for the discount. But, you have to pay me in full for the whole run as soon as you take delivery of the first of four shipments.你也可以得到折扣。
但你必须在收到第一季的货后，尽快把全额货款付清，总共会有四次出货。
4. You have a deal. Not only do I get the discount, but today’s price is locked in for a year. I can’t lose.成交。
我不只有了折扣，这一年的价格也不会再涨，我一点都不吃亏。
Chapter 9 Modify the Delivery Date1. 第三个可用来议价的筹码是修改交货日期，这给制造商更充裕的时间来制造你订的数量。
A third bargaining chip is modifying the delivery date to allow more time for the manufacturer to produce the required units.2. That’s about what I’d normally charge, but you added these time restrictions and I’m going to have to pay some overtime to get it in under the wire.其实我平常不是这个价码，但因为你有时间限制，我得请工人加班，才能准时交货。
3. 我希望这批货尽快完成，完全没有延误，所以时间限制不能变。
I want this finished quickly with no breaks in between, so the time limit stays.4. 开工后，给我十五个工作日，我就再降个百分之十。