SHERRY： I understand we will need seven air conditioning units on the two floors.
　　That's what you think， yes？

　　ARNOLD： Yes. You could use five or six units.

　　But five or six wouldn't be very efficient. I recommend seven.

　　SHERRY： And if we take the Decker units you suggested， what would the price be？

　　ARNOLD： Let me calculate¹ the price for you.

　　I can give you a 15% discount if you buy the seven units.

　　Let's see here. Your total would be 5929 dollars.

　　SHERRY： Isn't there any way we can get central air conditioning in this building？

　　ARNOLD： As I said， it is possible， but it would be much more expensive.

　　I think it would be at least 12000 dollars to do a complete system.

　　SHERRY： That's too much. We need to use the separate units， I guess.

　　ARNOLD： It's more practical， and the new units really are very quiet.

　　Your customers won't even notice them.

　　SHERRY： So you say we can do it for 6000 dollars.

　　ARNOLD： Yes， that's for the units.

　　Installation² would probably be another 700 to 1000 dollars.

　　But it depends on the time spent， of course.

　　SHERRY： You mean installation isn't included？ I’m very surprised.

　　ARNOLD： No， Ma'am. Installation isn’t included.

　　The price I quoted was just for the units.

　　SHERRY： In Taipei， you know， the company usually installs³ the things they sell.

　　They don't charge extra.

　　ARNOLD： I know that， Ma'am.

　　But they would just raise the price of the units to cover their costs.

　　Here in L.A.， installation is charged separately.

　　SHERRY： Yes， I suppose I should get used to it.

　　But I'm not really willing to spend more than 6000 dollars for this.

　　We haven't even opened yet.

　　ARNOLD： I understand， Ma'am.

　　SHERRY： And the other company that gave me a quote on this said they could do it for 4000 dollars.

　　ARNOLD： It's a question of quality， Ma’am.

　　At that price， you would not get good equipment.

　　I've been in this business for almost twenty years. I know what happens.

　　If you don't get quality air conditioning now，

　　you will just have to replace the system after two years.

　　SHERRY： I will tell you what I can agree to.

　　If you can quote me a price of 6000 dollars， installation included， I can accept.

　　ARNOLD： Well.

　　SHERRY： You do seem like a better company than the other one.

　　So I am willing to pay more than 4000 for you. But I won't pay more than 6000.

　　ARNOLD： Well， we don't usually do it， but…… I believe we can accommodate⁴ you on this.

　　We will do the installation for free. Because we appreciate your business.

　　SHERRY： Good. I hope we can arrange the contract as soon as possible.