商务谈判：改变付款日期
Alter the Schedule of Payments
A fifth bargaining chip could be to alter the schedule of payments. Because this is frequently done in construction contracts, I changed the scene to that type of job for this dialog.
第五个可以用来议价的筹码是改变原订的付款日期。因为在工程合约中这种情况常常发生，所以我在这个对话中，稍微将工作场景修改了一下。
Mel:There you go. Everything just like you requested, except the price.
好了，一切都合你的意了，除了价格以外。
Bill:Why not the price?
为什么价格不行?
Mel:Well,your terms require me to carry the cost of everything and wait for my payment until 30 days after the work is completed.
这个嘛，你的条件是要我全额负担开销，直到完工后一个月才能取款。
Bill:That's right.
没错。
I wnat to be sure everything is done right before I pay you off, otherwise you might not response to my call back to complete the punch list.
我想确定全部完善后才付款，不然，一出问题你可能就不会回复了。
Mel:I can understand that, but in the meantime I have to cover the cost of materials and payroll for your job.
我了解你的顾虑，但是我还要负担你的材料费和工人的薪资。
The increase in to cover the cost of a short-term loan I have to get to stay in business while you wait and make sure.
为了等你那一个月，我可能要周转贷款，打平经营费用;所以反应给你的就是涨价。
Bill:How about if I alter the deal to 50% upon substantial completion and 50% within 30 days?
那我改成大致完工后就付一半，完工一个月再付一半呢?
Mel:Still the same.
还是一样。
I'll got to have some front money to buy supplies,and no more than 10% retained pending final inspection.
我一定要有前置费去买原料、补给品，所以在你检查确定前，顶多可以扣押10%的尾款。
Bill:Then,how do I know you'll come back and finish the job?
那我怎么知道你会不会把工作做完?
Mel:You have my word.
我跟你保证。
That's enough for most people.
通常大家听我这么说就够了。
Bill:Okay, then, how's this.
好，这样吧。
I buy the materials and have them delivered here, and I retain 15% for up to 30 days after the punch list.
我负责买材料，并运送到这里;完工后，我会扣百分之十五的尾款，一个月后付清。
I'll give you the rest upon substantial completion ,so you can make your payroll.
只要大部分完工，我就先付百分之八十五，这样你就可以会工人的薪水了。
Mel: All right.
好吧。
I'll do it for nothing up front,but you buy the supplies,and pay me everything except 15% retainage,upon substantial completion.
这样没有前置费，我也可以动工。但你得负责购买材料，在工作大致完成后，你要支付百分之八十五的`货款，扣押款不得超过15%。
Bill: Done!
成交!
Vocabulary重要词汇
punch list后续表单(工程中指完工后的需整改的记录)
payroll薪资总额
alter改变
front money预付之订金
retainage尾款(工程中指保修金之类的预留金)
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