商务英语情景对话---价格谈判篇

对话一：
Tolerance makes space/One Step Back for Boundless Sky退一步海阔天空
小明:It's difficult for us to push the sale（加否定词表示‘无法销售’）of your digital cameras nowadays.
小红:What seems to be the problem? 小明:Price.Frankly, your price is on the high side. （charge top dollar要价最高/cost an arm and a leg 很贵，相当贵）小红:As you may have noticed,the price skyrockets in raw materials,so we're forced to adjust our prices accordingly. 小明:I'm sorry to say we have to close business at that price. Aren't we old friends?We've had a very good business relationship over the past years,I suggest you make an appropriate reduction. 小红:Well,in view of our good cooperation over the past years. let's meet each other half way（我们来个折中），I'll make a reduction by3%.
对话二：
Smith: What do you have there,Ms.Yang?
Yang: Some of our new products.Would you like to have a look at the paterns? Smith:Yes,please.
Yang: Here they are,MRS.Smith.
Smith: I like this printed poplin.How much is it a yard?
Yang:45 pence per yard. Cif London.
Smith:Your price is higher than i can accept. Could you come down a little? Yang:What would you suggest?
Smith:Could you make it 40pence per yard,CIF London?
Yang:I'm afraid we can't.This is the best price we can quote.
Smith: Let's leave that for the time being.
Yang:Are you interested in our pongee?
Smith:Yes.Please show me the latest products.
Yang: Here it is.
Smith:The quality is very good.But nowadays nylon is pushing this material out.
Yang: I donot think so. We are sold a lot this month.
Smith:Well, anyway, I'll book a trial order. The price?
Yang: Same as we offered last time.
Smith:What about the quantity?
Yang:200 pieces for September shipment.
Smith: All right.I'll take the lot.
Yang: How about printed poplin,then?
Smith: There's stall a gap of 5 pence.Will you give me a trade discount? Yang: Sorry. Can we meet each other half way?
Smith: What do you mean?
Yang: Let's close the deal at 43 pence per yard,CIF London.
Smith: You drive a hard bargain,(意思是拼命讨价还价），but I'll accept this time.
Yang:We will provide good service and quality.
Smith: That will be deeply appreciated.
Yang: Shall I make out the contract for you to sign tomorrow?
Smith: Fine
对话三：
Jane:All right.Shall we get down to the price now? Joe:No problem.Our unit price for the hand-made straw mattress is 10$ per one. Jane:I think the price is a little bit higher; can you give me a discount? Joe:You know our product has a steady demand in market and the quality is excellent, the price is reasonable. If you place more than 1000 pieces, we’ll give you 3% discount. Jane:Well since this is the first transaction between us, we’d lik e to place a trial order of 1000 pieces to promote our relationships. Joe:Good.
对话四：
安妮:I've come to hear about your offer for bristles. 哈里:We have the offer ready for you. Let me see... here it is. 100 cases（箱）Houston Bristles, 57 mm, at 10 pounds sterling per kilogram, C.I.F(CIF是COST，INSURANCE，AND
FREIGHT，成本加保险加运费，后跟目的地) European Main Ports, for shipment in June 2001（2001.06交货）. The offer(报盘) is valid （有效）for five days. （注：按CIF术语成交，虽然由卖方安排货物运输和办理货运保险，但卖方并不承担保证把货送到约定目的港的义务，因为CIF是属于装运交货的术语，而不是目的港交货的术语，也就是说CIF不是“到岸价” 。

是指在装运港当货物越过船舷时卖方即完成交货。

）安妮: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. 哈里:I'm a little surprised to hear you say that（你这样说我有点惊讶）. You know very well that markets for bristles have gone up a great deal in recent months. The price we offer compares favorably(实惠) with quotations you can get elsewhere. 安妮: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. 哈里:But you must take the quality into consideration. Everyone in the trade knows that US's bristles are of superior quality to those from other countries. 安妮: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 bristles haven't changed much over the years. 哈里:There's practically no substitute for bristles for certain uses. That's why demand for natural bristles 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 （offers this price）安妮: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
对话五：
亚历山大:I'm interested in all kinds of your products, but this time I would like to order some fireworks and mosquito coil incense. Please quote us C.I.F., Shanghai port. （请报C.I.F 上海港到岸价）布鲁斯:Please let us know the quantity required so that we can work out the premium（保险费）and freight charges. 亚历山大:I'm going to place a trial order for（试定）1,000 units of a dozen fireworks and 500 cartons of mosquito coil incense. 布鲁斯:All right. Here are our F.O.B. price lists. All the prices are subject to our final
confirmation. （所以价格都以我方确认为准）亚历山大:Your price is reasonable but I wonder if you would give us a discount. You know for the products like yours we usually get 2% or 3% discount from European suppliers. 布鲁斯:We usually offer on a net basis （报净价offer a net price）only. Many of our clients have been doing very well on this quoted price. 亚
历山大:Discounts will more or less encourage us to make every effort to push sales of your products. 布鲁斯:The quantity you ordered is much smaller than those of others. If you can manage to boost it a bit, we'll consider giving you a better discount. 亚历山大:As far as a trial order is concerned, the quantity is by no means (绝不)small. And generally speaking, we like to profit from a trial order. I hope you'll be able to meet our requirements. 布鲁斯:Well, as this is the first deal between us, we agree to give you an one-percent discount as a special encouragement.（作为特殊照顾我们同意给你1%的折扣）亚历山大:1%? That's too low a rate. Could you see your way to increase it to 2%? 布鲁斯:I'm afraid we have really made a great concession, and could not go any further. 亚历山大:It seems this is the only proposal for me to accept.（条件）I'll come again tomorrow to discuss it in detail. 布鲁斯:All right. See you tomorrow.
对话六：
布莱克:The size of our order depends greatly on the prices. Let's settle that matter first. 怀特:Well, as I've said, if your order is large enough, we're ready to reduce our prices by 2 percent. 布莱克:When I say your prices are much too high, I don't mean they are higher merely by 2 or 3 percent. 怀特:How much do you mean then? Can you give me a rough idea?（大概的数字）布莱克:To have this business concluded（To get the business done）, I should say a reduction of least 10 percent would help. 怀特:Impossible. How can you expect us to make a reduction to that extent? 布莱克:I think you are as well - informed as I am about the market for chemical fertilizers. It's
unnecessary for me to point out that supply exceeds demand at present and that this situation is apt to continue for a long time yet.对话七：
张先生:We'd like to know your plan to push the sales of our products since you'd like to act as our agent. You understand that an agent will give us a great help to break into a new market.秦先生:Well, we'll do a lot of advertising in newspaper and on TV programs. Also we'll send our salesmen around to promote the sales of your goods. We propose the guaranteed annual amount be $1, 000, 000 for a start. 张先生:What is the territoy to be covered?
秦先生:All the areas in our province. 张先生:And the rate of commission you want to charge? 秦先生:Our commission is quite reasonable. We usually get a 5% commission of the amount on every deal.
张先生:You know, however.that all our agents in this line are getting a 3% commission. 秦先生:Our customers are not familiar with your goods, so we`ll have to spend a lot of money in popularizing your products. Since there is sale resistance to overcome at the beginning, you should allow us a 5% commission. 张先生:Our price is worked out according to the cost. 5% commission means an increase our price. Well, to help you push sale, we could make this an exception and give you a 4% commission for a trial period of one year. 秦先生:Quite reasonable. We look forward to happy and successful cooperation between us. 对话八：
安德森:This is our rock - bottom price, Mr. Harry. We can't make any further concessions. 哈里先生.这是我方的最低价格.不能再让了.
哈里:That's the case, there's not much point in further discussion. We might as well call the whole deal off. 如果是这样的话.那就没有什么必要再谈下去了.我们是不是干脆放弃这笔生意算了!
安德森:What I mean is that we'll never be able to come down to your price. The gap is too great. 我的意思是说我们的价格永远不可能降到你方提出
的水平.差距太大了.
哈里:I think it unwise for either of us to insist on his own price. How about meeting each other half way so that business can be concluded? 我想我们双方都坚持自己的价格是不明智的.能不能互相做出让步?各方都再让一半.生意就能成交了.
安德森:What is your proposal? 你的建议是?
哈里:Your unit price is 100 dollars higher than we can accept. When I suggested we meet each other half way, I meant it literally. 你方提出的单价比我们可以接受的价格高出100美元.我说的各让一半.是名副其实的一半.
安德森:Do you mean to suggest that we have to make a further reduction of 50 dollars in our price? That's impossible. 你是说让我们再减价50美元吗?办不到!
哈里:What would you suggest? 你的意见呢?
安德森:The best we can do will be a reduction of another 30 dollars. That'll definitely be rock -bottom. 我们最多只能再减30美元.这可真是最低价
了.
哈里:That still leaves a gap of 20 dollars to be covered. Let's meet each other half way once more, then the gap will be closed and our business completed.
这样还剩下20美元的差额呀.我们再一次各让一半吧.这样差额就可消除.生意也就做成了.
安德森:You certainly have a way of talking me into it. All right, let's meet half way again. 你真有办法.把我说服了.好吧.我们再各让一半.
哈里:I'm glad we've come to an agreement on price. We'll go on to the other terms and conditions at our next meeting. 双方在价格上达成了协议.我感到很高兴.在下一次谈判中.我们再研究其他条款.
安德森:Yes, there's one other point I wish to clear up. 好.不过我还想澄清另一个问题.
哈里:What is it? 什么事?
安德森:My friends in business circles all seem to be of the opinion that the U.S., import and export corporations have become more flexible in doing business
recently. 商界的许多朋友好像觉得美国的进出口公司在贸易中做法更加灵活了.
哈里:Yes, they're right. In fact, we have either restored or adopted international practices in our foreign trade. 正是这样.事实上.最近我们在国际贸易中恢复或采用了国际惯例和习惯做法.
安德森:I'm glad to hear that. With a view to expanding and further enhancing the bilateral relations between our two parties, and in particular, exchanging timely views on specific problems in the execution and enforcement of contracts, is it possible for us to 听到这一点.我很高兴.为了发展和巩固我们双边之间的关系.特别是为了在执行合同过程中就具体问题及时交换意见.我们能不能派出代表常驻华盛顿?
哈里:Basically speaking, yes, we welcome the establishment of representative offices by foreign companies in Washington D.C. Of course, there are more details to be attended to. We cannot settle it in a few words. 从根本上讲.可以.我们欢迎外国公司在华盛顿设立代表处.当然还有一些细节问题需要处理.这个不是三言两语就可以解决的.
安德森:Yes, of course. I'll call my home office tonight and let them know about it. When do we meet again? 那当然.我今晚打电话给国内公司.向他们报告这件事.我们下一次什么时候见面?
哈里:How about tomorrow morning at 9? 明天上午九点钟怎么样?
安德森:Good. I'll come back tomorrow, and we can then discuss it more specifically.
[其他价格句子]
That's definitely my rock bottom price.（这绝对是最低价格了）
I will cut another 5%；
Your reduction is too modest. What about 4%? 1%! 你的降价幅度太小了。

4%怎么样？
Then how much can you go down? 那么你能减多少？
What do you say to 2.5%, then? 2.5%怎么样？
Oh, I’m afraid the price you give is too low. The best I can do is 2%. 哇，恐怕你给的价格太低了。

我顶多降价2%。

Our quotation is strictly net, and the price have is reduce to the limit.
我方报价纯系净价，价格已降至极限
wholesale price 批发价purchase price 买价，
The above is net price, not including commission. We do not give commission to importer in general.
以上是净价，不包括佣金。

我们一般不给进口商佣金。

I have here our price sheet on a F.O.B. basis. The prices are given without engagement. 这是我们船上交货价的价目单.所报价格没有约束力.
I can tell you at a glance that your prices are much too high我一看这份价目单就知道你们的价格太高了.
But he is asking for a five percent larger discount than we normally give him他要求我们将折扣比往常再提高5%
To be frank with you, if it weren't for our good relations, we wouldn't consider making you a firm offer at this price.坦率地说.如果不是为了我们之间的友好关系.我们本来不会考虑以这个价格报实盘的.。