商务外贸英语谈判用语

Useful expressions:1、这些商品能马上供应吗？我们想先看一下样品。

Are these commodities available right now? We would like to see the samples first.2、如果需要的话，我们可以按照你们的要求，接受特殊订货。

If necessary, we accept/take orders according to your requirement.3、如果贵方价格有竞争性，质量上乘，装运期可接受，我们将大量订购。

If your price is competitive, quality superior and delivery acceptable, we will place large orders with you.4、我们是大型纺织品经销商，如果你们的商品价格适中，在我们地区会有很好的市场。

We are large dealers in textiles, and believe ther e’s a promising market in our area if your goods are moderately priced.5、所报价格须包括到温哥华的保险和运费。

Prices quoted should include insurance and freight to Vancouver.6、若你们的产品质量好且价格适合我方市场的话，我们愿考虑与你方签署一项长期合同。

If your quality is good and the price is suitable for our market, we would consider signing a long-term contract with you.7、若我方向你们长期订货，请告知能给予多少折扣，不胜感激。

We would appreciate your letting us know what discount you can grant if we give you long-term regular order.Basic vocabulary单价unit price原价original price折扣价discount price最低价rock bottom price/floor price零售价retail price批发价wholesale price参考价reference price含佣（金）价price including commission报价quotation毛利gross margin合理的价格reasonable/ sensible/ acceptable price现行价格水平the prevailing price levelUseful expressions1、我们无法以这种价格出售It’s not possible for us to make any sales at this price.2、通常要13.62美元的。

考虑我们长久以来的贸易关系，13美元吧。

Well, ordinarily it’s $13.62! But since our business relationship is of long standing, I will make it $13.00.3、如果你能把价格降低一点，我马上向你们订货。

If you could go a little lower, I’d give you the order here and now.’4、我们能个让一步吗？我愿意再给你5%的折扣，这已经是我的极限了。

Could we meet each other halfway?/ Let’s both make a move. I’d like to give you a further 5% discount, which is the best I can do.5、我们以每套6美元商定这宗买卖吧。

Let’s close the deal at $6.6、不管价格合适回升，买房决定再等一等。

Sellers decide to wait no matter when the price picks up.8、如果考虑质量，我们的价格是很有竞争性的。

Our prices are highly competitive when you consider the quality.9、很遗憾，这已经是我们的底价了。

不能再让了。

如果你仍觉得价格不可行，我们只好取消这笔交易。

I’m awfully sorry. This is already our floor price/ rock-bottom price. We can’t make any further concessions. If you still find it unworkable, we may as well call the deal off,.10、我们最好先谈价格条件，它是我们做生意的一个关键点。

It’s better for us to have a talk on price terms, because it is one of the key points in our dealings.11、请以美元、布鲁塞尔离岸价来报价。

Please quote FOB Brussels in US dollar.12、我们已将你们的价格与其他供应商的做了比较，你们的价格毫无竞争性。

We’ve compared your price with those from other suppliers. Your price is not competitive at all.13、由于原材料价格上涨，我们不得不对产品价格作相应的调整。

Since the prices of raw materials have been soaring, I am afraid that we have to adjust the prices of our products accordingly.14、我们双方都坚持自己的价格是不明智的。

双方各让一步，生意就成了嘛。

It’s unwise for either of us to insist on his own price. How about meeting each other halfway and each makes a concession? Only so, business can be concluded.15、你的还价是不符合目前市场价格的。

Your counteroffer is not up to the present market level.Your counteroffer is not in line with prevailing price level.Your counteroffer is out of the line with the market price/prevailing market.Dialogue 1C: I think it’s unwise for us to insist on his own price. How about meeting each other halfway so that business can be concluded?S: What’s your proposal?C: Your unit price is 200 Euros, which is much higher than what we can accept. When I suggest we meet each other halfway, I meant it literally.S: Do you mean that we have to make a further reduction of 50 Euros in our price? That’s impossible. The price of raw material is increasing recently, and we are not making profits at all.C: What do you suggest?S: Let’s make the international price as reference price. Thus the best we can do will be a reduction of another 30 Euros.C: That still leaves a gap of 20 Euros to be covered. Let’s meet each other halfway once more, then the gap will be closed and our business completed.S: You certainly have a way of talking me into it. All right, let’s meet halfway again.C: I’m glad we’ve come to an agreement on price. We’ll go on to the other terms and conditionsat our next meeting.Dialogue 2S: Good morning, Mr. Chen.C: Good morning, Mr. Sharp.S: Have you got our offer?C: Yes, but we’re sorry to tell you that your price is far beyond our expectation and it is difficult for us to accept it. Could you reduce the price by 8%?S: 8%? You couldn’t be serious. This is our best selling lines. As you know, our products are reliable and enjoy good reputation. Our price has been carefully calculated and cut to the limit.C: Well, if you stick to it, the price will leave us no profit. Furthermore, other suppliers provide us with a lower price with the same quality.S: You had better take the whole into consideration. In view of our mutual long-standing business we have made you the offer at our best price.C: Well, if you don’t make any concession, we will definitely call the whole deal off and cover our requirements elsewhere.S: It is difficult for me. If you can make your order bigger, I can give you our rock bottom price USD292 per bale, CIF Sydney. Anything lower than this is impossible. Is that all right?C: All right. Considering our newly-established business relationship and the good quality of your products, I accept your lowered price of USD 292 per bale CIF Sydney to be delivered in July this year.S: With this settled, I hope we will have no difficulty in reaching an agreement concerning terms of payment.C: I hope so.Dialogue 3J: Ms Wang, we have got your offer for soybean and wonder if there is some room for lowering. W: Our offer is 312 Euros per ton, CIF Tianjin, and you may have noticed this quotation is lower than the current market price.J: I am afraid I can’t agree with you. We have a quotation from our other supplying sources. As you know we do not import soybean as we mainly depend on our native source.W: Well, what is a competitive price for you, name it, I would like to hear?J: I suggest somewhere around 280 Euro per ton CIF Tianjin. You see, this is a price we both can benefit.W: I am afraid it is impossible for us to accept your counteroffer. You have wide contacts, that is for certain, but I am sure you can’t make a counteroffer unreasonably made like this.J: Ms Wang, your offer is not in line with international market.W: Considering the quality, our offer is really reasonable.J: What our contacts can offer is also of top quality.W: I really don’t see how the business could be pulled through, Mr. James. Could we meet each other halfway?J: But the price our side gave is a fair one. There is no point that we purchase the same thing for a higher price.W: Umm, as a token of friendship, le t’s both make a move. How about this: settle on the price of298 Euros?J: It will be rather difficult to persuade our clients to buy them at this price. Well, if you accept our offer for 285 Euros, we will advise our end-users to buy yours.W: I am afraid your price is not acceptable unless you place a larger order, say over 10,000 tons.This is our best price already.J: OK. This is the deal. Hope this is a promising forerunner for our future cooperation.W: Sure.Dialogue 4Attack in Order to DefendIn the following dialogue Mr. Yoko is a representative of a Japanese company. His company is going to import some stainless steel pipes from China. Mr. Peng is from Shandong Sunshine Metals Import and Export Cooperation. They are discussing about the price.Y: Good morning, Mr. Peng.P: Good morning, Mr. Yoko. Have you received the posted offer sheet on stainless pipes?Y: Yes, we have. It reached us three days ago. It is a pity to find out your price is much higher than our other suppliers.P: Much higher? I think it is impossible.Y: We have compared your price with the price from Brazil, Australia and Germany. The Brazilian and Australian price on steel pipes are about $1,000 per metric ton, and the Germany price is even lower. But your price is nearly $2,000 per metric ton, twice that of Brazilian andGerman.P: Maybe our price is a little higher. But you should also take quality into account. Ours is much better in terms of quality, isn’t it?Y: Everyone says so. Actually there is not much difference between quality of your steel pipes and that of other nations. When the quality is similar, our clients will not be interested in your price.P: All right. We can reduce our price by $200 per metric ton, provided the minimum quantity is10 metric tons.Y: That’s not a problem for us. But I think your price is not acceptable.P: Oh, please. Consider our difficulties. $1,800 per metric ton is already lower than last year’s. Y: If you compare your price with that of last year, your current price is still higher.P: Why do you say so?Y: Because the current energy price has greatly decreased. Take crude oil for example, the price was $32 per barrel one year ago, but it’s down to $19 per barrel and $20 per barrel now.What is the latest price of coal, do you know?P: Yes, it’s down by nearly 20 percent.Y: Yes, you know the situation better than I do. And what’s more, the price for iron ore has fallen recently. Under such circumstances, you should reduce the price for your steel pipes together. P: I agree with what you said about the price of energy and raw materials. But another factor is also essential, that is labor cost is increasing.Y: I have heard about it. Labor cost in Australia and other countries is increasing, too. Yet, they have lowered their price.P: All right, Mr. Yoko. I think you are right, but the rock-bottom price of stainless steel pipes I cangive you is $1,500 per metric ton, and it cannot be further lowered.Y: I am sorry, your price is still not acceptable.P: Well, if that is the case, let’s agree to disagree. It’s a pity to lose this opportunity, but we may have plenty of chances in the future.Y: I agree with you completely.Useful expressions:你能发给我一张带规格说明的价目单吗？Can you give me a price list with specification?请告知规格，最好附有图片说明Please submit specifications, preferably with illustrations.货物应与样品一致The goods/quality should be equal to the sample.The goods/quality should keep up to the standard of the sample.品质和技术指标必须与卖方所提供的产品说明书严格相符The quality and technical data should be strictly in conformity with the description submitted by the seller.我们真心希望质量与合同规定相符We sincerely hope that the quality is in conformity with the contract stipulations.我们通常允许+-10%的差额We usually allow a tolerance of plus or minus 10%.凭着优越的质量，该产品在欧洲多数国家受到热烈欢迎，我们认为贵公司购买这个产品在你方市场试销是对你们有利的。