英语商务谈判中的技巧.doc

商务谈判中的英语技巧

i “会听”

要尽量鼓励对方多说，向对方说：“yes”，“please go on”，并提问题请对方回答，使对

方多谈他们的情况。

ii 巧提问题

用开放式的问题来了解进口商的需求，使进口商自由畅谈。“can you tell me more about

your campany?”“what do you think of our proposal?”

对外商的回答，把重点和关键问题记下来以备后用。

进口商常常会问：“can not you do better than that?”

iii 使用条件问句

用更具试探性的条件问句进一步了解对方的具体情况，以修改我们的发盘。

典型的条件问句有“what…if”，和“if…then”这两个句型。

如：“what would you do if we agree to a two-year contract?”

及“if we modif your specifications, would you consider a larger order?”（1）

互作让步。只有当对方接受我方条件时，我方的发盘才成立。

（2）获取信息。

（3）寻求共同点。如果对方拒绝，可以另换其它条件，作出新的发盘。

（4）代替“no”。“would you be willing to meet the extra cost if we meet your additional requirements？”如果对方不愿支付额外费用，就拒绝了自己的要求，不会

因此而失去对方的合作。

广交会使用频率最高的谈判英语

what about the price? 对价格有何看法？

what do you think of the payment terms? 对支付条件有何看法？

how do you feel like the quality of our products? 你觉得我们产品的质量怎么样？

what about having a look at sample first? 先看一看产品吧？

what about placing a trial order? 何不先试订货？

the quality of ours is as good as that of many other suppliers, while our prices

are not high as theirs. by the way, which items are you interested in?我们的产品

质量与其他生产商一样的好，而我们的价格却不象他们的那样高。哎，你对哪个产品感兴趣？

you can rest assured. 你可以放心。

we are always improving our design and patterns to confirm to the world market.

我们一直在提高我们产品的设计水平，以满足世界市场的要求。

this new product is to the taste of european market. 这种新产品欧洲很受欢迎。

i think it will also find a good market in your market.我认为它会在你国市场上

畅销。

fine quality as well as low price will help push the sales of your products.

优良的质量和较低的价格有助于推产品。

while we appreciate your cooperation, we regret to say that we can?t reduce our

price any further.虽然我们感谢贵方的合作，但是很抱慊，我们不能再减价了。

reliability is our strong point. 可靠性正是我们产品的优点。

we are satisfied with the quality of your samples, so the business depends

entirely on your price. 我们对样品的质量很满意，因此交易的成败就取决于你们的价格

了。

to a certain extent，our price depends on how large your order is.在某种程度

上，我们的价格就得看你们的定单有多大。

this product is now in great demand and we have on hand many enquiries from other

countries.这种产品现在需求量很大，我们手头上来自其他国家的很多询盘。

thank you for your inquiry. would you tell us what quantity you require so that

we can work out the offer? 谢谢你询价。为了便于我方提出报价，能否请你谈谈你方需求

数量？

here are our fob price. all the prices in the lists are subject to our final

confirmation.

这是我们的fob价格单。单上所有价格以我方最后确认为准。

in general, our prices are given on a fob basis. 通常我们的报价都是fob价。

价格英语

（一）

business is closed at this price. 交易就按此价敲定。

your price inacceptable (unacceptable). 你方价格可以（不可以）接受。

your price is feasible (infeasible).

你方价格是可行（不可行）的。

your price is workable.

你们出价可行。

your price is realistic (unrealistic).

你方价格合乎实际（不现实）。

your price is reasonable (unreasonable).

你方价格合理（不合理）。

your price is practicable (impracticable).

你方价格是行得通的（行不通）。

your price is attractive (not attractive).

你方价格有吸引力（无吸引力）。

your price is inducing (not inducing).

你方价格有吸引力（无吸引力）。

your price is convincing (not convincing).

你方价格有吸引力（无吸引力）。

你方价格有竞争力（无竞争力）。

此货的定价有（无）竞争力。

words and phrases

price 价格，定价，开价

priced 已标价的，有定价的

pricing 定价，标价

priced catalogue 定价目录

pricing cost 定价成本

price card 价格目录

pricing method 定价方法

price list 定价政策，价格目录，价格单

pricing policy 定价政策

price format 价格目录，价格表

price tag 价格标签，标价条