价格谈判英语小结

09年国际商务师英语辅导：价格谈判英语小结

1. I’ll respond to your counter-offer by reducing our price by three dollars. 我同意你们的还价，减价3元。

2. If the price is higher than that, we’d rather call the whole deal off. 如果价格比这还高，我们宁愿放弃这桩生意。

3. It’s absolutely out of the question fo r us to reduce our price to your level. 我们不可能将价格降到你方所要求的那样低。

4. We can’t accept your offer unless the price is reduced by 5%. 除非你们减价5%，否则我们无法接受报盘。

5. We make a counter-offer to you of $150 per metric ton F.O.B. London. 我们还价为每公吨伦敦离岸价150美元。

6. Your cou nteroffer is too low and we can’t accept it. 你方还价太低了，我方无法接受。

7. I’m afraid I don’t find your price competitive at all. 我看你们的报价毫无任何竞争性。

8. If you insist on your price and refuse to make any concession, there will be not much point in further discussion. 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了。

9. Let’s have your counter offer. 请还个价。

10. Still, I think it unwise for either of us to insist on his own price. 不过，我认为彼此都坚持自己的价格是不明智的。

11. We think your offer is too high, which is difficult for us to accept. 我们认为你方的报价太高了，我方难以接受。

12. Our offer is reasonable and realistic. It comes in line with the prevailing market. 我方的报价是合理的、现实的，符合当前市场的价格水平。

2．价格谈判商务英语汇总

Our price is reasonable as compared with that in the international market. 我们的价格和国际市场的价格相比还是合理的。

Im afraid I dont agree with you there. 我不同意您的说法。

Your price is higher than those we got from elsewhere. 你们的价格比我们从别处得到的报价要高。

The Japanese quotation is lower. 日本的报价就比较低。

You should take quality into consideration. 您必须要考虑到质量问题。

It would be very difficult for us to push any sales if we buy it at this price. 如果按这个价格买进，我方实在难以推销。

Your price is 25% higher than that of last year. 你方的价格比去年高出了百分之二十五（25%）。

You may notice that the price for this commodity has gone up since last year. 您知道从去年以来这种商品的价格上涨了。

You know, the price for this commodity has gone up a lot in the last few months. 您知道，几个月来这种商品的价格上涨得很多。

The price for this commodity is US$25 per pound in the international market. 这种商品国际市场的价格是每磅二十五（25）美元。

If your price is favorable, we can book an order right away. 如果对方价格优惠，我们可以马上订货。

We may reconsider our price if your order is big enough. 如果你方订货数量大，价格我们还可以考虑。

All these articles are our best selling lines. 这些产品都是我们的畅销货。

These patterns are relatively popular in the international market. 这些产品的花色是目前国际市场上比较流行的。

It is difficult for us to sell the goods, as your price is so high. 你们的价格那么高，我们很难以这个价格销售。

These are slightly higher in price, but their superior quality makes them more valuable than the less expensive ones.(这些货价稍微高了一点，但其优异的品质，使它们比那些便宜的货，更有价值。)

讨价还价的结果是双方做出的让步。在最后让步时可说："The best compromise we can make is ..."(我们能做出的最大让步是...)或者"This is the lowest possible price."(这已是最低价格。)，1．Let's get down to business, shall we?

让我们开始谈生意好吗？

2．I'd like to tell you what I think about that.

我想告诉你我的一些想法。

3．Are those prices FOB or CIF?

这些价格是船上交货价还是运费及保险费在内价？

4．Are these prices wholesale or retail?

这些价格是批发价还是零售价？

5．That's too high.

价钱太高了。

6．Oh, no, this is the lowest price.

噢，不，这是最低价。

7．Let us have your rock-bottom price.

我们给你低价。

8．What's the price range?

价格范围是多少？

9．They start at one hundred and fifty yuan and go up to two hundred yuan. 它们以150元起价，至多到200元。

10．The price is quite reasonable.

这价格相当合理。

11．The price is unreasonable.

这价格高得不合理。

12．Can you make it a little cheaper?

=Can you come down a little?

=Can you reduce the price?

你能不能算便宜一点？

13．That sounds very impressive.

那似乎非常好。

14．That sounds reasonable.

那似乎非常好。

15．I'd like to hear your ideas on...

我想听听你关于......的看法。

16．You're offering us this product at 1800 yuan per unit-is that right? 你提供我们的这种产品报价是每台1800元吗，对吗？

17．We'd appreciate it if you could sell it to us for 1350 yuan per unit.

如果你能以每台1350元的价格卖给我们，我们将不胜感激。18．Taking the quality into consideration, I think the price is reasonable. 考虑到产品质量，我认为价格是合理的。

19．There's one problem to be mentioned.

有一个问题要提出来。

20．The price we quoted is quite good for your country.

我们报的价格相当适合贵国。

21．The price you quoted is a little stiff for exporting. 你报的价格对于出口而言，有点偏高。

22．Your price is 15% higher than that of last year.

你们的价格比去年的高15％。

23．I think you misunderstood me on this point.

在这一点上我想你是误会我了。

24．We're in complete agreement.

我们完全同意。

25．I can't make a decision at this time.

我无法现在做决定。

26. It's not possible for us to make any sales at this price. 我们无法以这种价格销售。

27．380 yuan is about as low as we can go.

380元大约是我们能出的最低价格。

28．I'm afraid I can't agree with you there.

恐怕我不能同意您出的价格。

29．Your price is higher than that of other companies. 你方的价格比其它公司的价格要高。

30．But considering the high quality, our price is very reasonable.

不过鉴于产品的优良质量，我们的价格是非常合理。

广交会常用英文表达:价格谈判

What about the price?

对价格有何看法？

The quality of ours is as good as that of any other supplier, while our prices are not high as others. 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，而我们的价格却不像他们的那样高。哎，你对哪个产品感兴趣？

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，但是很抱歉，我们不能再减价了。

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。

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，能否请你谈谈你方的需求数量？

Here are our FOB prices. 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。

FOB

FOB: Free On Board (named port of shipment) 船上交货（指定装运港）

装运港船上交货,风险划分界限是装运港船舷,运费保险费都由买方支付,许可证及海关手续为各自办理.

CIF

CIF: Cost, Insurance and Freight (named port of destination) 成本，保险加运费（指定目的港

Our prices compare most favorably with quotations you can get from other manufacturers. You'll see that from our price sheet. The prices are subject to our confirmation, naturally.

我们的价格比其他制造商开价优惠得多。这一点你可以从我们的价格单看到，所有价格当然要经我方确认后方有效。

We offer you our best prices, at which we have done a lot business with other customers.

我们向你们报的是最优惠价，按此价我们已与其他客户做了大批生意。

Will you please tell us the specifications, quantity and packing you want, so that we can work out the offer ASAP.

请告诉我们贵方对规格、数量及包装的要求，以便我方尽快制定出报价。

This is the pricelist, but it serves as a guideline only. Is there anything you are particularly interested in?

这是价格表，但只供参考。是否有你特别感兴趣的商品？

I wonder if you have found that our specifications meet your requirements. I'm sure the prices we submitted are competitive.

不知道您认为我们的规格是否符合你的要求？我敢肯定我们的价格是非常有竞争力的。

My offer was based on reasonable profit, not on wild speculations.

我的报价以合理利润为依据，不是漫天要价。

Moreover, we've kept the price close to the cost of production.

再说，这已经把价格压到生产费用的边缘了。

Could you tell me which kind of payment terms you'll choose?

能否告知你们将采用哪种付款方式？

What do you think of the payment terms?

对支付条件有何看法？

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我认为我们的价格是合理的。 As you know, our products enjoy a high reputation and are always popular abroad. 你知道，我们的产品享有盛誉，并畅销海外。 Comparing with the price of the other companies, I think our price is the most competitive. 与其他公司的产品相比，我认为我们的产品是有竞争力的。 No,You know now in China large quantities of homemade refrigerators have appeared on the local market in recent years. 不，你知道近几年在中国，大量的国产冰箱已经上市。 Their quality is good, but their price is much lower. 它们质量优良，价格却便宜得多。 If we import your refrigerators at your price .I'm sure few customers will buy them. 如果我们按照顾你们的报价进口你们的冰箱，我能够肯定不会有多和顾客买它们的。 Our price might be higher than your homemade refrigerators but our refrigerators are of better quality. 我们的价格可能比你们国产冰箱的价格要高，但是我们的质量要好一些。 Now more and more customers like to use homemade refrigerators because of its low price and a good quality. 现在越来越多的顾客喜欢用国产冰箱，因为它们价低质优，

国际商务英语谈判技巧

Business Collection商务必读 2322012年5月 https://www.360docs.net/doc/389267205.html, 浅谈国际商务英语谈判技巧河北建筑工程学院王艳玲徐海涛摘要：伴随经济全球化步伐的加快，我国的国际贸易活动也日趋活跃，致使国际商务英语谈判也更加频繁。成功的商务谈判有利于产生良好的经济和社会效益，熟悉谈判国家的文化、了解国际商务英语谈判中的相关技巧，是顺利完成国际商务谈判的前提。本文归纳介绍了国际商务英语谈判的概况，并提出了几点谈判技巧，旨在为提高国际谈判的成功率做出贡献。关键词：商务英语谈判技巧中图分类号：F740 文献标识码：A 文章编号：1005-5800(2012)05(b)-232-02 伴随着我国整体经济实力的不断增强，许多富有竞争力的企业将未来发展的方向转向了国际，纷纷加大了拓展世界市场的力度，致使我国出口贸易活动日益频繁。英语是目前国际贸易中的通用交流工具，在国际贸易谈判中起着关键性的作用。为了实现贸易中的谈判目标，就需要利用英语表达自己的意见，互通信息，对相关事宜进行商谈，及达成最后的协议。在此过程中尤其重要的是合理利用商务英语谈判技巧，有利于创造适宜的谈判气氛及良好的合作氛围，有利于彼此间建立友好、包容的伙伴关系。 1 相关概念的界定商务谈判，即是谈判的双方或多方为达成某种商品或者劳务的贸易，对其中涉及到的各种条件、利益进行磋商的活动。由于市场经济的影响，商品概念的外延不断增大，不仅包含了具体的有形劳动产品，还涉及了信息、技术和服务等无形的产品。商务谈判包含了所有商品形态的贸易洽谈，例如技术引进谈判、投资谈判等。谈判的过程是自发给予与获取的过程，并且谈判双方会不断地调整其各种条件，同时也可以考虑随时退出。因此，谈判作为每一次交易的核心部分，是一个无法避免冲突的，十分艰难和漫长的过程。商务英语的构成包含了商务背景知识、语言的使用以及商务交际能力三个主要要素。商务背景知识涉及的内容及其所占课程的比重主要由学习者的工作性质和其具备的专业化程度决定，商务背景的内容限定了该情景中应该用到的交际技能和相关的语言技能。商务交际技能就是在商务交际活动中应具备的技能，包含语言方面的技能和非语言方面的技能。语言在商务背景中的运用包含词汇、句型、篇章等方面的能力。商务背景的内容以及交际技能的水平决定了具体情景中选择运用的语言。词汇的运用由具体商务内容决定，而句型、篇章结构、文体风格、语调、节奏的变化等则根据交际技能来选择。 2 国际商务英语谈判现状分析在世界各国的商务英语谈判进程中，因谈判双方利益的不可调和、人员素质参差不齐、国家间文化差异等因素，妨碍商务英语谈判的顺利进行。目前，在世界贸易中商务英语谈判面临的主要问题有：2.1 由于对谈判对象所处的政治文化背景不熟悉而产生诸多问题在国际贸易谈判中，交易双方所处的政治文化背景是不一样的，进而导致不同文化氛围中的价值观也有很大的区别，不同语言中的礼貌用语也受到文化环境的限制。一些在我们看来毫不在意的表达方式或者过分自谦的语言，都可能因不符合对方国家的表达习惯而影响谈判的开展。比如说，与德国人谈判，选用直接的方式进行往往能收到好的效果，但同样的谈判方式对日本人则不适用，反而会适得其反。此外，谈判中的不礼貌还表现在过分谦虚、抬高自己贬低对方以及责备等方面，这些都对商务英语谈判的顺利进行产生着负面的影响。 2.2 不恰当的拒绝阻碍商务英语谈判的顺利进行在商务谈判过程中，交易方可能会提出一些不合理的要求，如果就此认定交易方的要求无法理喻，武断地进行拒绝，不为谈判的继续进行留出一定的回旋空间。这样做既不利于交易方，也不利于自己，对交易的双方都没有好处，直截了当的拒绝容易使得谈判陷入一种僵局而无法回转，甚至直接导致谈判的失败。而且，过于严肃的商务谈判也无法为交易双方提供一个和谐愉快的谈判氛围。虽然，在国际商务英语谈判中这些问题看起来微不足道，但它们却对我国国际贸易的不断发展有着重要的影响，亟待解决。 3 国际商务英语谈判技巧 3.1 熟悉谈判对象所处的政治文化环境由于在国际贸易谈判多使用英语，因此要求谈判过程中要尽可能做到用语简单、明了，避免使用容易产生歧义的多义词、双关语、俚语或容易导致对方反感的词句，例如:“To tell you the truth”，“It’s none of my business but…”。运用这些词语，容易导致对方的担心和不信任，从而影响其合作的积极性。在跨文化交流过程中，最大的通病就是“以己度人”，自以为是地以自己的意愿与习惯表达自己的想法或理解他人的意思，而忽略了交易对方所处的文化背景或不同的思维方式。其中，最典型的例子要数对“Yes”和“No”的运用及理解。在一次商务谈判中，谈判双方分别来自于美国和日本。对于美国人提出的每一个意见，日本人都回应以“Yes”，这让美国人很高兴，认为这是一次成功的商务谈判。但在签约的时候才发现，日本人说“Yes”只是一种礼貌的表示—“I hear you”，而不是表示“I agree with you”。在实际运用中， “Yes”所表达的意思是很广泛的，除去上面例子中所表示的用法， “Yes”还可以表示为“I understand the question”或“I will consider it”。 “NO”也有非常丰富的表达方式。在某些文化中，发扬反正面冲突的价值观，人们通常运用一些模糊的表达方式代替直接说“NO”。这就要求我们在英语商务谈判的过程中，要尽可能地了解谈判对象的文化背景，熟悉对方的价值观及习惯，从而保证信息传递的准确性。此外，商务英语谈判还要求谈判者具备自信、事先准备充分、见识广、诚实守信等优秀品质。 3.2 使用恰当的拒绝策略在国际贸易谈判过程中，讨价还价在所难免，对谈判对方提出的不合理要求，要果断做出拒绝。因此，如何有效避免因拒绝而导致的谈判僵局是商务英语谈判中需要高度关注的问题。商务英语谈判的拒绝技巧在国际贸易谈判中的运用主要通过以下几种方式实现：一是运用委婉表达拒绝对方的要求。运用商务英语谈判的语言技巧，既可以委婉拒绝对方的不合理要求，还可以避免谈判僵局

外贸英语模拟谈判实训材料

（1）Negotiation on Price 1 Mr. Lee: Good morning, Mr. Smith. My name is Jack Lee. Here is my name card. Mr. Smith: Thank you! Nice to see you, Mr. Lee! My name is Tony Smith. And this is my card. Mr. Lee: Thanks! Mr. Smith, it is very nice to have you in our company. I do hope you will have a fruitful stay here. By the way, this is Tina, my assistant. Tina: Nice to meet you! (Handshakes) Mr. Smith: Nice to meet you, too! And this is my secretary, Lucy. Lucy: Nice to meet you! (Handshakes) Mr. Lee: Well, Mr. Smith, I am wondering if you have already got our offer? Mr. Smith: Yes, we did. It reached us three days ago. Mr. Lee: what do you think of it? Is it satisfactory? Mr. Smith: To tell the truth, we are greatly surprised at the prices you offered us. Mr. Lee: This year’s prices are higher than last year. But they are still lower than the quotations you can get elsewhere. Mr. Smith: I’m afraid I can’t agree with you there. Mr. Lee: Well, in order to get the business, I’m willing to make some concessions. Mr. Smith: The size of our order depends greatly on the prices. Let’s settle that matter first. Mr. Lee: Well, if you order more than 5,000 pieces, I will reduce my price by 3 percent. Mr. Smith: It will be rather difficult for us to push any sales if we buy them at the price. Mr. Lee: What is your proposal? Mr. Smith: You need to reduce your price at least by 10-15 percent? Mr. Lee: What about 8 percent? Those will be our rock bottom prices, Mr. Black. No further concession I can make in this respect. Mr. Smith: I’m sorry, but your price is not acceptable. Your price has gone up so rapidly. It would be impossible for us to push any sales at such a price. Mr. Lee: I’m a little surprised to hear you say that. The price we offer compares favorably with quotations you can get elsewhere.

商务英语谈判对话

商务英语谈判经典句 1 If you take quality into consideration, you will find our price reasonable. 如果您把质量考虑进去的话，您会发现我方价格是合理的。 2 We guarantee quality products which can stand fierce competition. 我们保证提供能经得起激烈竞争的高质量产品。 3 I still have some questions concerning our contract. 就合同方面我还有些问题要问。 4 We are always willing to cooperate with you and if necessary make some concessions. 我们总是愿意合作的，如果需要还可以做些让步。 5 If you have any comment about these clauses, do not hesitate to make. 对这些条款有何意见，请尽管提，不必客气。 6 Do you think there is something wrong with the contract? 你认为合同有问题吗？ 7 We'd like you to consider our request once again. 我们希望贵方再次考虑我们的要求。 8 We'd like to clear up some points connected with the technical part of the contract. 我们希望搞清楚有关合同中技术方面的几个问题。 9 The negotiations on the rights and obligations of the parties under contract turned out to be very successful. 就合同保方的权利和义务方面的谈判非常成功。 10 We can't agree with the alterations and amendments to the contract. 我们无法同意对合同工的变动和修改。 11 We hope that the next negotiation will be the last one before signing the contract. 我们希望下一交谈判将是签订合同前的最后一轮谈判。 12 We don't have any different opinions about the contractual obligations of both parties. 就合同双方要承担的义务方面，我们没有什幺意见。 13 That's international practice. We can't break it.

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 level Useful expressions 1、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.