苏禾报完价，马克果然皱起了眉，手指敲了敲桌面：“$31,900？Thats 28% higher than my expected budget. Even for high-end silk products, this premium is unreasonable.”（3.19万美元？这比我的预期预算高出 28%，就算是高端丝绸产品，这个溢价也不合理。）
“I can offer $22,000 in total. This is a fair price based on the fabric cost and market conditions.”（我最多出2.2万美元，这是基于面料成本和市场行情的公道价。）
钱厂长的心情急切，虽然英文单词没听懂，但马克那板着脸、时不时摊手的样子，一看就知道是在压价。
他急得悄悄拉了拉苏禾的衣角，声音压低：“降点，咱降点吧，别黄了这单。”
苏禾不动声色地避开他的手，脸上依旧挂着从容的微笑，用英语回应：“Mr. White, I understand your budget concerns, but youre underestimating the value of Xiangyun yarn.”（怀特先生，我理解您的预算顾虑，但您低估了香云纱的价值。）
“Its not ordinary silk. Every meter requires 23 manual processes, including soaking in plant juice, sun-drying on bamboo mats, and coating with river mud. It can only be produced in specific weather conditions—no rain, moderate temperature. The annual output of our factory is less than 3,000 meters. This kind of scarce handcrafted fabric is hard to find in the international market.”（不是普通丝绸，每一米都得走 23 道手工工序 —— 得泡在特选的植物汁里腌透，再铺在竹席上晒足太阳，最后还要刷上河泥封色。这活儿还得看天吃饭，不能下雨、温度得刚好，差一点都不成。我们厂一年满打满算，产量也不到3000米。这种稀有的手工面料，在市场上真没那么好找替代品。）
马克指尖还在摩挲面料，眉头松了点，可语气没半分松口：“I admit its scarce, but 31,900 is still too high. 25,000—this is my maximum offer without further consideration.”（我承认它很稀缺，但3.19万美元还是太高了。2.5万美元，这是我能给出的最高价格，没有再商量的余地？）
钱厂长在旁边急得直转圈，想插话又插不上，只能眼睛一眨不眨盯着苏禾。那手又忍不住想拉苏禾，又怕打扰她谈判，悬在半空又缩了回去。
苏禾心里飞快算着账：2.5万美元比之前跟钱厂长定的底线还高了点，这个价不是不能谈。
但，不能就这么轻易让了，得让他知道这价是咱们让步的结果。
嗯，算是给人留下砍价的成就感！
苏禾语气里透着真诚又说：“Mr. White, your recognition of our fabric and design makes us appreciate it very much. We can see that youre a sincere partner who understands good products.”（您对我们面料和设计的认可，让我们非常感激。看得出来，您是懂好产品的真诚合作伙伴。）
马克听着，嘴角勾了勾，可苏禾话锋一转，把让步的诚意摆出来，“For the sake of our future long-term cooperation, we can make a concession: $29,000 in total. This is the lowest price we can offer—weve already pressed the profit margin to 18%, which is far lower than the average profit of high-end fabrics.”（ 总价2.9万美元。这真是我们能给的最低价了，利润空间已经压到18%，比高端面料的平均利润低多了）
马克摇了摇头，无奈地摊开手：“Ms. Su, youre a tough negotiator. $26,500—I cant go higher. If you dont agree, Im afraid we have to give up this cooperation.”（苏小姐，你真是个难缠的谈判对手。2.65万美元，不能再高了。如果您不同意，恐怕我们只能放弃这次合作了。）
苏禾看着他，还是想再争最后一把：“Mr. White, think about it. The design perfectly matches the fabrics characteristics—you wont find such a suitable bination elsewhere. Moreover, the cultural story of Xiangyun yarn, once known as soft gold that sold for 12 taels of silver per bolt in history, can help your brand stand out in the European market. This is not just a purchase, but an investment in a unique product line.”（这设计跟面料的性子多合适，换别家您找不到这么搭的。而且香云纱有故事，早年间在南洋那边，每匹都能卖到12两白银，实打实的‘软黄金’。这故事要是放到欧洲市场，您的品牌立马就能跟别家拉开差距。您这不是单纯买货，是给自家产品线投了个独特的故事线。）
“$28,000. This is our final offer. We wont lower it anymore, because we believe the fabric and design are worth this price.”（2.8万美元，这是我们的最终报价。真不能再降了，这面料、这设计，值这个价。）
马克盯着手里的丝巾半天没说话，指尖反复蹭着面料的纹理，眼里先是犹豫，又低头琢磨了会儿，最后露出点无奈又佩服的笑。
他盯着苏禾看了两秒，缓缓伸出手：“You really are a top negotiator, Ms. Su.”（苏小姐，你真是个顶尖的谈判高手。）
接着加重了语气，把条件说清楚，“$28,000—I accept. But I have one condition: I admire the designer of these samples very much. I hope the same designer can provide 5 more design drawings for scarves and dresses. If you agree, we can sign the contract now.”（2.8万美元，我接了。但我有个条件 。这些样品的设计师我太欣赏了，希望能让同一位设计师再出5张设计图，1，2，2的比例。你要是同意，咱们现在就能签合同。）