商务谈判第四章
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6. I’m afraid that there is no room to negotiate the price.
7. I’ll have to consult my home office before I can give you a definite answer on the price terms.
3、方法介绍
（2）、要求减价 1. The prices and discounts are problems for us.
2. That’s a little more than we were expecting to pay.
3. We have been informed that the current price on your side is much lower than what you say.
5、知识拓展
1、常用相关词汇 价格术语 trade term (price term)
总值 total value 金额 amount 关税 customs duty 净价 net price 含佣价 price including commission 折扣 discount, allowance 批发价 wholesale price 零售价 retail price 现货价格 spot price 现行价格(时价) current price prevailing price 国际市场价格 world (International) Market price 离岸价(船上交货价) FOB -free on board 成本加运费价(离岸加运费价) C&F-cost and freight 到岸价(成本加运费、保险费价) CIF -cost, insurance and freight 生产费用 cost of production 批量销售 volume sale 优先报盘 the preference of one’s offer
3、方法介绍
（4）、表示很难再减价 1. The price is quite reasonable, and it’s the lowest one we can quote.
2. Ten percent wouldn’t be worthwhile (不划算) for my company.
外贸英语谈判
3、方法介绍
（1）、询问价格 1. It’s better for us to have a talk on price terms, because it is one of the key points in our dealings. 2. Will you please quote F.O.B Brussels in U.S. dollar? 3. I can’t say offhand exactly how much. 4. The price depends on quantity. 5. The list price is $220 per yard. 6. We can give them to you for $185 per unit
4、案例讲解
A: I’m afraid I can’t agree with you there. I must point out your price is higher than some of the quotations we’ve received from other sources. B: But you must take the quality into consideration. Everyone in the trade knows that our products are of superior quality to those from other countries. A: I agree that yours are of better quality. But there’s competition from synthetic products, too. You can’t very well ignore that. Prices for synthetic cotton haven’t changed much over the years. B: There’s practically no substitute for cotton for certain uses. That’s why demand for natural cotton keeps rising in spite of cheaper synthetic ones. To be frank with you, if it were not for the long- standing relationship between us, we would hardly be willing to make you a firm offer at this price. A: Well, we’ll have a lot of difficulties in persuading our clients to buy at this price. But I’ll have to try, I suppose.
3. Our prices are highly competitive when you consider quality 4. Our price is net without commission.
5. I’m awfully sorry. This is our floor price. If you find it unworkable, we may as well call the deal off.
6、实战演练
Situation: Party A (the buyers), representatives of ABC Corporation in the U.S.A are meeting
3、方法介绍
（3）、给客户折扣
1. To meet your requirements, we would like to reduce our price by 2%, which, I hope, will be satisfactory to you. 2. We can bring the price down to $230 per set. 3. We’d be ready to give you a three percent (3%) special discount, if you order 100 sets or more. 4. If you order a large quantity, I think a discount would be possible.
5、知识拓展
2、谈判小贴士
（1）模糊报价 This is pricelist, but it servers as a guide only (仅供参考) （2）价比三家 Our prices compare most favorably with quotations you can get from other manufacturers. （3） 薄利多销 We can offer a quantity discount of to 15%, but we are prepared to give 20% discount for an offer to buy the complete stock (整批购入). （4） 陈述市场利弊 As you know, it has been a heavy demand for these commodities and this has resulted in increased prices. （5） 哀兵政策 We’ve already cut down our prices to cost level（成本费）. （6） 强硬态度 There is no room for any reduction in prices. （7） 巧用“从众”心理 We offer you our best prices at which we have done a lot business with other customers. （8） 生意不成仁义在 If you care to place an order with us any time in the further, you may be assured of the same prompt attention which you have had in the past.
百度文库
Brown (以下称为A) Tina (以下称为B) A: I’ve come to hear about your offer for the garments. B: We have the offer ready for you. Let me see ... here it is. 100 cases garments, at 10 pounds sterling each case, C.I.F European Main Ports, for shipment in June 2009. The offer is valid for five days. A: Why, your price has soared. It’s almost 25% higher than last year’s. It would be impossible for us to push any sales at such a price. B: I’m a little surprised to hear you say that. You know very well that markets for cotton have gone up a great deal in recent months. The price we offer compares favorably with quotations you can get elsewhere.
4、案例讲解
Example 1:
Background: Brown (the buyer) purchasing manager of ABC Company in America，Tina (the seller), manager of Sales & Marketing Department of Clothing Stuff Company in China. They are negotiating the price of the order.
4. We are not interested unless your price is reduced to a level in line with the market price.
5. Will you make the price a little cheaper? 6. How much do you think you could bring the price down? 7. If you can reduce the price by 5%, we shall be able to order 200 metric tons. 8. Business is possible if you decrease the price to $120 per piece.
7. I’ll have to consult my home office before I can give you a definite answer on the price terms.
3、方法介绍
（2）、要求减价 1. The prices and discounts are problems for us.
2. That’s a little more than we were expecting to pay.
3. We have been informed that the current price on your side is much lower than what you say.
5、知识拓展
1、常用相关词汇 价格术语 trade term (price term)
总值 total value 金额 amount 关税 customs duty 净价 net price 含佣价 price including commission 折扣 discount, allowance 批发价 wholesale price 零售价 retail price 现货价格 spot price 现行价格(时价) current price prevailing price 国际市场价格 world (International) Market price 离岸价(船上交货价) FOB -free on board 成本加运费价(离岸加运费价) C&F-cost and freight 到岸价(成本加运费、保险费价) CIF -cost, insurance and freight 生产费用 cost of production 批量销售 volume sale 优先报盘 the preference of one’s offer
3、方法介绍
（4）、表示很难再减价 1. The price is quite reasonable, and it’s the lowest one we can quote.
2. Ten percent wouldn’t be worthwhile (不划算) for my company.
外贸英语谈判
3、方法介绍
（1）、询问价格 1. It’s better for us to have a talk on price terms, because it is one of the key points in our dealings. 2. Will you please quote F.O.B Brussels in U.S. dollar? 3. I can’t say offhand exactly how much. 4. The price depends on quantity. 5. The list price is $220 per yard. 6. We can give them to you for $185 per unit
4、案例讲解
A: I’m afraid I can’t agree with you there. I must point out your price is higher than some of the quotations we’ve received from other sources. B: But you must take the quality into consideration. Everyone in the trade knows that our products are of superior quality to those from other countries. A: I agree that yours are of better quality. But there’s competition from synthetic products, too. You can’t very well ignore that. Prices for synthetic cotton haven’t changed much over the years. B: There’s practically no substitute for cotton for certain uses. That’s why demand for natural cotton keeps rising in spite of cheaper synthetic ones. To be frank with you, if it were not for the long- standing relationship between us, we would hardly be willing to make you a firm offer at this price. A: Well, we’ll have a lot of difficulties in persuading our clients to buy at this price. But I’ll have to try, I suppose.
3. Our prices are highly competitive when you consider quality 4. Our price is net without commission.
5. I’m awfully sorry. This is our floor price. If you find it unworkable, we may as well call the deal off.
6、实战演练
Situation: Party A (the buyers), representatives of ABC Corporation in the U.S.A are meeting
3、方法介绍
（3）、给客户折扣
1. To meet your requirements, we would like to reduce our price by 2%, which, I hope, will be satisfactory to you. 2. We can bring the price down to $230 per set. 3. We’d be ready to give you a three percent (3%) special discount, if you order 100 sets or more. 4. If you order a large quantity, I think a discount would be possible.
5、知识拓展
2、谈判小贴士
（1）模糊报价 This is pricelist, but it servers as a guide only (仅供参考) （2）价比三家 Our prices compare most favorably with quotations you can get from other manufacturers. （3） 薄利多销 We can offer a quantity discount of to 15%, but we are prepared to give 20% discount for an offer to buy the complete stock (整批购入). （4） 陈述市场利弊 As you know, it has been a heavy demand for these commodities and this has resulted in increased prices. （5） 哀兵政策 We’ve already cut down our prices to cost level（成本费）. （6） 强硬态度 There is no room for any reduction in prices. （7） 巧用“从众”心理 We offer you our best prices at which we have done a lot business with other customers. （8） 生意不成仁义在 If you care to place an order with us any time in the further, you may be assured of the same prompt attention which you have had in the past.
百度文库
Brown (以下称为A) Tina (以下称为B) A: I’ve come to hear about your offer for the garments. B: We have the offer ready for you. Let me see ... here it is. 100 cases garments, at 10 pounds sterling each case, C.I.F European Main Ports, for shipment in June 2009. The offer is valid for five days. A: Why, your price has soared. It’s almost 25% higher than last year’s. It would be impossible for us to push any sales at such a price. B: I’m a little surprised to hear you say that. You know very well that markets for cotton have gone up a great deal in recent months. The price we offer compares favorably with quotations you can get elsewhere.
4、案例讲解
Example 1:
Background: Brown (the buyer) purchasing manager of ABC Company in America，Tina (the seller), manager of Sales & Marketing Department of Clothing Stuff Company in China. They are negotiating the price of the order.
4. We are not interested unless your price is reduced to a level in line with the market price.
5. Will you make the price a little cheaper? 6. How much do you think you could bring the price down? 7. If you can reduce the price by 5%, we shall be able to order 200 metric tons. 8. Business is possible if you decrease the price to $120 per piece.