商务谈判(1)—— 讨价还价签约

商务谈判（1）——讨价还价签约
（一）常用词汇
1.询价to make an inquiry
2.成本、保险加运输费（到岸价）CIF(cost, insurance and freight)
3.纽约到岸价CIF New York
4.加拿大主要海港到岸价CIF Canadian main seaports
5.成本加运费价C&F (cost & freight)
6.船上交货价（离岸价）FOB (free on board)
7.价目单price list
8.参考价格indication list
9.报价quote (V.) / quotation (n.)
10.最新报价latest quotation
11.底价floor/best/lowest/rock-bottom/minimum price
12.底线bottom line
13.保本价格break-even price
14.单价unit price
15.净价net price
16.原价original price
17.有竞争力competitive
18.优惠的favorable
19.合理的reasonable/acceptable
20.（报价）有根有据的/合情合理的well grounded
21.（价格）有吸引力的attractive
22.报/发盘offer
23.底盘floor offer
24.实盘firm offer/offer with engagement
25.虚盘non-firm offer/offer without engagement
26.开/收盘opening/closing price
27.还盘counter offer
28.折扣discount/allowance
29.惯例general practice
30.推销to promote the sales
31.畅销品best seller/quick-selling product
32.展览品exhibits on display
33.开辟市场to establish a market
34.有销路to have a good/ready market
35.式样design
36.销售说明书sales literature
37.商标trade mark
38.成交to conclude a deal/transaction with
39.条款terms and conditions
40.样品sample
41.订货to order/place an order
42.发货deliver the goods/delivery (n.)
43.大生意substantial business
44.质量监控quality control
45.发货收据receipt of invoice
46.发货日期dispatch/delivery date
47.试单trial order
48.大单large order
49.谈判高手real negotiator
50.利润（率）profit margin
51.让步concession
52.不能再做让步cannot make any further concession
53.报价有效期为…天(offer) to be valid/firm for … days (hold/keep… offer open for…days)
54.接受/取消/确认订单to accept/cancel/confirm an order
55.（价格）与国际市场保持一致(price) be /come in line with the international market
56.（价格）与国际市场不一致(price) be out of line with the international market
57.（价格）急剧上涨(price) go up/increase sharply/rapidly/substantially /dramatically
（二）用于询盘（Inquiry）
1.我可以向您询价吗？
Can I make an inquiry?
2.你能跟我说说你们的价格吗？
Could you give us some ideas about your prices?
3.我想知道你们对…的报价。

I hope to have your quotation for …
4.我希望您报一下汉堡到岸价的最低报价。

I’d like to hear your lowest quotations CIF Hamburg.
5.请您报一下10吨核桃仁西雅图到岸价的最低报价。

Please quote us your lowest price CIF Seattle for ten MT (metric ton = ton) of walnut meat. 6.请就我在附件中的询价单上所列商品给我们报一下雅加达到岸价。

Please quote us for the goods listed I enclosed with the inquiry sheet giving your prices CIF Jakarta.
7.请给我们报一下100令优质白色广告纸伦敦离岸价的报价。

Please quote us FOB London for 100 reams of good quality white poster paper.
8.为了达成交易，请给我们报一个最有竞争力的价格。

Please quote us your most competitive price in order to consummate business.
9.我们急切希望知道贵方产品的报价。

We are anxious to get an offer for your products.
10.这是我们的询价单，我想知道贵方纽约到岸价的最低报价。

Here is a list of our requirements. I’d love to have your lowest quotations CIF New York.
11.请给我们报一个最低价，及每单最低数量要求。

Please quote us your best price and let us know the minimum quantity for each order.
12.我们已就你们的商品做了询价，请在本月底前报盘。

We have already made an inquiry for your articles. Please make an offer before the end of this month.
13.如果我们订100套，你们的价格是多少？
What price would you quote us on 100 sets?
14.如果我们订1万件，你们的报价是多少？
If we order 10,000 units, what would be your offer?
15.如果我们的订单很大，你们的价格能降低多少？
If our order is a substantial one, how much will bring your price down?
16.请问你们能给我们怎么样的特殊优惠？
Please inform us what special offer you can make us?
17.麻烦你告诉我们，如果我们对贵方产品下一个大的订单，你们能给予我们什么样的折
扣？
We’d appreciate it very muc h if you let us know what discount you can grant us if we give you
a large order of your products.
（三）用于报盘（Offer）
1.谢谢你询价。

为了便于我方提出报价，能否谈谈你方需求数量？
Thank you for your inquiry. Would you tell us what quantity you require so that we can work out the offer?
2.我们很高兴就我方在海外市场十分畅销之手工毛毯向你方报价。

We are interested in making you an offer on our hand-made carpets which are well received in the overseas market.
3.通常我们的报价都是FOB价。

In general, our prices are given on a FOB basis.
4.我们可以按国际市场价格给您报价。

We can offer you a quotation based upon the international market.
5.我方的报价是合理的、现实的，符合当前市场的价格水平。

Our offer is reasonable and realistic. It comes in line with the prevailing market.
6.这是我方最新的价目表，您可以看到我们的价格是最具竞争力的。

Here is our latest price sheet. You will see that our price is most competitive.
7.诚恳的说，由于市场发展迅速，我方给予你方的报价已为我方最惠价了。

Sincerely the market is advancing rapidly, the price we offered you is the best I believe.
8.我方相信给予你方的报价可与其他企业有力竞争。

We believe that the price we offer you can compete well with those of the other firms.
9.这里有我方以按装运港船边交货为准的价目表，所报均为虚盘。

I have here our price sheet on a FAS vessel basis. The prices are given without engagement.
10.如果我方可以在10天内收到你方订单，我们就报实盘。

If we can receive your order within the next 10 days, we will make you a firm offer.
11.本盘5日内有效。

This offer is firm for 5 days.
12.我方报盘自今日起5日内有效，以后随行就市。

Our offer is valid for 5 days from today, and will then be subjected to change according to the market price of the day.
13.我们报的是上海离岸价而不是香港到岸价，我方报盘有效期至8月31日。

The price we quote is on FOB Shanghai bases instead of CIF Hong Kong bases and our offer will be valid until august 31st.
14.需提醒的是，如我方未能在下周一收到你方复函，我方将不得不撤销报盘。

I’d like to remind you that we have to withdraw our offer if we don’t hear you by next Monday.
15.本报盘还有10天有效期，自6月10号起。

This offer will remain effective for another 10 days from June 1.
16.由于价格持续上涨，我方建议你方尽早下订单。

As price are steadily rising, we’d advise you to place your order without delay.
17.我们的产品需求量大且供应有限，因此建议你方及早接受此报盘。

Our product is in great demand and supply is limited, so we would recommend that you accept this offer as soon as possible,
18.我方认为给予更优报盘可令贵方完全满意，并希望尽快收到贵方认可复函。

We feel better offer will give you full satisfaction. I hope to receive a favorable reply from you soon.
19.望贵方能接受我方报盘并立即向我方下订单。

We hope you will accept our offer and give us order soon.
20.如贵方认为我方建议合理，请及早向我方下订单。

If you think our proposal acceptable, please let us have you order at an early date.
（四）用于还盘（Counter-offer）
1.如果你方坚持自己的价格不作让步，我们没有必要再谈下去。

If you insist on your price and refuse to make any concession, there will be not much point in future discussion.
2.虽然我们感谢贵方的合作，但是很抱歉，我们不能再减价了。

While we appreciate your cooperation, we regret to say that we can’t reduce our price any further.
3.我方希望能重新考虑你方价格，并给予新的报价，这样才有折中的可能。

We wish you will reconsider your price and give a new bid so that there could be a possibility for us to meet half way.
4.接受你方报价将是我方获利甚微。

To accept the price you quote would leave us only a small profit on our sales.
5.你方对手现报出更低价格，除非你方能减价，否则我方不得不另觅卖家。

Your competitors are offering considerably lower price and unless you can reduce your quotation, we have to buy elsewhere.
6.接受你方当前报价意味着将给我方带来沉重损失，更别说盈利了。

To accept your present quotation would mean a heavy loss to us not to speak of profit.
7.我方须指出的是，你方报价比其他国家的竞争者的报价要高。

I wish to point out that your offer is higher than some of your competitors in other countries.
8.我方可从其他渠道获得比你方价格更低的同等质量的商品。

We can obtain the same quality through another channel at much lower price than that you quoted us.
9.你和你方竞争对手的报价有很大差距。

There is a big difference between your price and those of your competitors.
10.我方希望你方能报最低价，否则我方别无选择，只能另下订单了。

We hope you will quote your rock bottom price; otherwise, we have no alternative but to
place our orders elsewhere.
11.我方希望你方给予的折扣不至于如此之低吧。

We didn’t expect that the discount you offer would be so low.
12.你方价格应以我方客户实际情况为依据。

Your price should be based on the actual situation of our customers,
13.如你方坚持原始报价，将极大减少我方利润。

If you insist on your original offer, it will reduce our profit considerably,
14.你方报价不合理，因为有其他供应商向我方以5%的折扣提供同等质量的产品。

Your offer is not acceptable because we have another supplier offering similar quality products at 5% discount.
15.很遗憾地说你方报价较其他供应商约高出9%。

I am sorry to say that your price are about 9% higher than those offered by other suppliers.
16.较其他供应商所报价格而言，你方价格缺乏竞争力。

Compared with what is quoted by other supplier, your price is uncompetitive.
17.我方还盘与现行国际市场一致，公平且合理。

Our counter offer is well in line with the international market, fair and reasonable.
18.我方很遗憾的说，我方客户发现你方价格过高且与现行市场水平不一致。

We very regret to state that our users here find your price too high and out of line with the prevailing market level.
19.我方欣赏你方产品质量，但很遗憾，我方不能接受你方所报价格。

We appreciate the good quality of your goods but unfortunately we are not going to accept the offer on your term.
20.你方价格太高以至于我方不能接受。

We find your prices are too high to be accepted.
21.很遗憾，你方报价一点都不吸引人。

We regret to say that your offer is not at least encouraging.
22.你方报价过高。

The quotation summited by you is too high.
23.很遗憾我方不能接受你方报价。

We regret that it is possible for us to entertain the bid.
24.你方价格超出我方期望。

Your price is beyond our expectation.
25.很遗憾的说，你方价格过高，除非你方能减价20%，否则无法成交。

We regret to say that your price is on the high side. We do not think there is any possibility of business unless you cut your price by 20%.
26.你方价格上升过快，这让我方无法按这样的价格与你成交。

Your price has gone up so rapidly that it would be impossible for us to push any sales at such
a price.
27.你方报价完全不可行。

The price you offer is entirely unworkable.
28.如你方坚持原报价，该笔交易无法达成。

if you hang on the original offer, the business is impossible.
29.如你方能使价格更优，我方可加大订购数量。

If you are able to make the price easier, we might take a larger quantity.
30.我方认为你方报盘不够优惠，不足以让我方增长市场份额。

We think your offer is not favorable for us to increase the market share on our end.
31.我方可要求给些折扣吗？
May I ask if you allow any discount?
32.若你方能向我方做出价格上的让步，我方将考虑下一万打的订单。

If you are prepared to give me some allowance, I will consider placing an order for 10,000 dozens.
33.若大批量订购，你方可降价多少？
If the order is a substantial one, how much will you come down?
34.若我方订购2000件以上，你方可给我方特别折扣吗？
If we place an order for 2,000 pieces up, can you give us a special discount?
35.若我方订购超过一万公吨，你方可否给予我方额外6%的佣金呢？
if our order is more than 10,000 MT, would you give us an additional 6% commission?
36.因我方订购数量大，故希望你方能降价。

We’d like to ask for a reduction in price because of the large size of our order.
37.由于现行市场十分低迷，若你方希望我方提高销量的话，就必须降低价格。

Since the present market is so weak, you have to lower your price if you want us to increase sales.
38.我方能否建议你方在报价上做出让步呢？
May I suggest that you perhaps make some allowance on your quoted price?
39.如你方可降价2%，我方可订20公吨。

If you reduce the price by 2%, I think we can do twenty metric tons.
40.若你方愿意给予5%的减价，我方将订购5000打。

If you are willing to give me a 5% reduction, I will order 5,000 dozens.
41.若你方能降价15%，我方则非常愿意向你方进一步订货，否则我们只有另寻其他供应
商了。

We would very much like to place further order with you if you could bring down your price by 15%; otherwise, we can only switch our requirement to other suppliers.
42.没人会用如此不合理的高价做买卖的，恐怕你方应当降价10%。

No one can do business at such an unreasonably high price. You have to cut it down by 10% I am afraid.
43.如果你方可以给我们5%的佣金，我们可以下个试单。

We should book a trial order with you provided you will give us 5% commission.
44.只有减价10%以上，才能有更多的顾客买你们的产品。

Only by cutting price the price by more than 10%, can more customers be lured to buy your products.
（五）反还盘（Counter-counter-offer）
1.你方还盘太低，尤其对你方的小额订单来看。

Your counter offer is much too low, especially considering the small amount of your order. 2.我方报价已是最低了。

Our price is already on its lowest level.
3.对于进一步降价而言，余地很小。

There is little room for further reducing the price.
4.我方不能给予更多的折扣了。

We cannot make any further discount.
5.这是我方最低价，不能让步了。

This is our rock bottom price. We can’t make any concession.
6.抱歉，我方报价不含折扣。

Sorry, we generally don’t quote on a discount basis.
7.对这批货我们不能再让步了。

We can’t make any allowance for this lot.
8.我方恐怕没有还价的余地了。

I’m afraid there is no room to negotiate the price.
9.我方以全力报最低价了。

The price we offer you is the lowest, we can’t do better.
10.我方非常遗憾不能按你方要求的降价。

We very much regret to say that we can’t cut the price to the extent you required.
11.恐怕你方再难找到肯比我方出更低价的公司了。

I am afraid you won’t find another company who will give you a lower price than others.
12.如果你方将我方产品质量与其他公司相比，将会发现我们的价格是非常合理的。

If you compare the quality of our goods with that of other companies, you will see our price is very reasonable.
13.腰带的报价较去年低很多，你会发现者很有竞争力。

The price we quoted you for belts is much lower than that of last year. You will find it very competitive.
14.我们的报盘或许稍微偏高，可是市场一旦停止波动，你方将很快获利更多。

Our offer might be a bit high, but you will soon make bigger profits when market fluctuation stops.
15.如你方可双倍订货，我方可考虑给予8%的优惠。

If you double the order, we may considering giving you an 8% discount.
16.我方能做的最大努力就是基于你方在报价基础上的2%的折扣。

The best we can do is to allow 2% off our quotation.
17.你地区有相当多的富人，对他们而言，高价格意味着高质量的产品。

There are so many rich people in your area. To them a high price means a good quality product.
18.如果你方坚持还盘而不做任何退让，我们恐怕难以达成交易。

If you stick to your counter offer without any compromise, we may not be able to make a deal.
19.我方的桌布价格适中，而且在你方市场十分畅销。

Our table cloth is modestly priced and quite sellable in your market.
20.我方认为你方还盘并不合适，因为该材质的价格现正在看涨。

We feel that your counter offer is not proper because the price for such a material is on the rise at present.
（六）给予优惠（Offering discount）
1.订100件以上，我们将给予1.5%的特别折扣。

On order for 100 pieces or more we’ll give a special discount of 1.5%.
2.如果每种规格的产品订货多余1000件，我方将给予5%的折扣。

A discount of 5% may be allowed if the quantity for each specification is more than 1,000
units.
3.如你方可将订单增至50,000件，我方将愿意按照要求给予你方5%的折扣。

We should be pleased to allow you the requested discount of 5%, if you will raise you order to 50,000 pieces.
4.我方将对你方在7月内购买的任何产品给予10%的折扣。

We would offer you a 10% discount during July on anything you buy.
5.你方能在12月底前下订单的话，将得到15%的特别折扣。

You can receive a special 15% discount on orders placed before the end of December.
6.若你方订购量足够大的话，我方愿减价5%。

If your order is large enough, we are prepared to reduce our prices by 5%.
7.若订单特别大的话，我方准备给予更多折扣。

If your order is exceptionally large, we are prepared to increase the discount.
8.为帮助你方销售我方产品，我方将破例给予5%的特别折扣。

To help you sell our products, as an exception we will give you a special discount of 5%.
9.为使我们的业务往来有个良好的开端，我方将减价5%。

We will bring our price down by 5% for a good start of our business relationship.
10.为达成这笔交易，我方将再次减价5%。

In order to close this deal, we shall further reduce our price by 5%.
11.鉴于双方的长期友谊，我方接受降价的要求，减6%怎么样？
For the sake of our long term friendship, we are going to accept the price reduction, how about 6% off?
12.为了帮助你方在该行业里发展业务，我方将给予你方5%的折扣。

In order to help you develop business in this line, we are prepared to offer you a discount of 5%.
13.为与你方达成交易，我方愿在原报价上减价3%。

In order to wind up this transaction with you, we are ready to take 3% off this original quotation.
14.经过仔细考虑，我方决定每单件产品降价至420美元。

After careful consideration, we decide to bring the price down to 420 dollar per unit.
15.我方愿按15%的特别折扣向你方供应电脑。

We prepare to offer our computers to you at the special discount rate of 15%.
16.为表示我们的诚意，我方愿给予6%的特别佣金。

To show our sincerity, we are prepared to make you a special commission of 6%.
17.既然你方愿加大订单量，我方愿意在原报价基础上给予你方7%的折扣。

We are pleased to grant you a 7% discount from the original offer since you agree to increase the order.
18.10%不太可能，但我方愿给8%。

10% is out of the question, but we are prepared to offer you 8%.
（七）双方让步（Compromise）
1.我们双方都坚持己见是不明智的。

It’s unwise for either of us to stick to one’s own price.
2.为了做成这笔交易，我们各让一步吧。

Let’s meet each other half way so as to conclude the business.
3.我认为我们应该彼此做出让步以达成交易。

I think we should come to a compromise with each other in order to get the deal done.
4.若双方都作出让步，达成交易相当有可能。

Business is quite possible if each side can makes some concessions.
5.鉴于我们过去几年里的良好合作，我方愿意接受你方价格。

In view of our good cooperation over the past few years, we are prepared to accept your price.
6.为了我们的友谊，我方接受1000双皮鞋40,000美金的价格。

As a gesture of friendship, we accept the price of $40,000 for1.000 pairs of leather shoes. 7.如果说这样，我方不得不接受你方支付方式。

If it is really so, we have to agree to your payment terms.
8.我方愿将原价稍微降低作为让步。

We’d like to reduce the original offer slightly as a compromise.
9.考虑到你方的大额订单，我方可给予你方此特殊待遇。

Considering your substantial order we can give you this exceptional treatment.
（八）讨论合同（Discussing the contract）
1.在这些条款最后被列入合同之前，我们需要在下午再讨论一次。

We could like to have another discussion of those conditions in the afternoon before they are finally included in the contract.
2.下午签合同之前，我们最好先浏览一下所有合同细节。

Before signing the contract this afternoon, I think we’d better go over the final details.
3.我们最好起草一份合同草案，以便在下次会议中着重讨论合同细节问题。

We’d better draw up a rough draft to the contract then talk it over in detail at our next meeting.
4.这是一份包含了销售方式和条件的合同样本。

This is a copy of our specimen contract in which the general sales terms and conditions are contained.
5.我希望贵方不会反对我方在协议中加入这样一项条款。

We hope that you won’t object to our inserting such a clause in the agreement.
6.一旦合同中某项条款与补充条款相冲突，补充条款具有最后的约束力。

If any other clause I this contract is in conflict with the supplementary conditions, the supplementary conditions should be taken as final and binding.
7.认真研究完你方的合同草案后，我方认为有必要做一些修改。

After studying your draft contract we found it necessary to make a few changes.
8.我方认为你方合同草案还有待修改。

We think your draft contract needs some modification.
9.我建议最好在句子的措辞上做一些修改。

I think we’d better make some changes in the wording of this sentence.
10.我想用“在装运期后”替代这个词组。

I’d like to replace this phrase with “after the date of delivery”.
11.任何关于修改合同的问题都需经过双方同意后方可执行。

Any modification/alternation to the contract shall be made with the consent of both parties.
12.未经双方同意不得擅自修改合同。

No changes can be made on this contract without mutual consent.
13.我方希望在合同中注明，你方有义务在合同规定的装运期内完成装运任务。

We must make it clear in the contract that you are obliged to complete the delivery of the goods within the contractual time of shipment.
14.若你方在规定的三个月内无法装船，合同将视为无效。

If the shipment cannot be made within three months as stipulated, the contract will become void.
15.一旦你方在合同规定的装运期后10周内无法装船发货，我方将有权取消合同。

If you fail to make the delivery ten weeks later than the time of shipment stipulated in the contract, we shall have the right to cancel the contract.
16.此协议有中英文两个版本，两个版本在法律上具有同等效力。

This agreement is made both in Chinese and English. The two versions of agreement shall have equal status in law.
17.此协议分别有中文版和英文版，双方各执中、英文版本一式两份，两个版本在法律上具
有同等效力。

This agreement is drawn up separately in Chinese and in English. Each party holds one original and one duplicate of each language. The two languages are of the same effect.
18.合同的两个版本都是有效的。

Both versions of this contract are equally authentic.
19.合同的任何修改，在我们双方一致签字同意后，方可生效。

Any amendment of the contract shall come into force only after the written agreement is signed by both of us.
20.合同自双方签订之后即时生效。

The contract shall become effective as soon as it is signed by both parties.
21.本协议自签订之日起生效，有效期为一年。

This agreement will remain valid for one year and shall become effective on the date of signing.
22.如果双方都认为有必要延长合同，那么提议方在合同期满一个月前具有优先权同另一方
协商解决。

If neither party considers it is necessary to extend the contract, the proposing party may take the initiative to conduct negotiation with the other party one month prior to its expiration.
23.一旦双方在合同期满时同意不再续约，合同将自动生效。

If both parties do not agree to renew the contract at its expiration, it will automatically become valid.
24.如果你方想在有效期内终止合同，你方必须在取消之日前六个月前告知我方。

If you want to terminate the contract before its term is up, you should notify us of its cancellation six months before.
25.鉴于你方在所有条款上达成一致，我们现在就签合同好吗？
Since both of us are in agreement on all the terms, shall we sign the contract now?
26.我希望今天能与你们草签一份协议，然后定下正式签约的时间。

I would like to sign a protocol with you today and set a date for an official signing ceremony.。