商务英语情景对话---价格谈判篇.pdf

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1、对话对话一一：Tolerance makes space/One Step Back for Boundless Sky退一步海阔天空小明小明: :Its difficult for us to push the sale （加否定词表示 无法销售 ）of yourdigital cameras nowadays.小红小红: :What seems to be the problem? 小明小明: :Price.Frankly, your price is onthe high side. （charge top dollar 要价最高/cost an arm and a leg 很贵，相当贵

2、）小红小红: :As you may have noticed,the price skyrockets in raw materials,sowere forced to adjust our prices accordingly. 小明小明: :Im sorry to say we have toclose business at that price. Arent we old friends?Weve had a very goodbusiness relationship over the past years,I suggest you make an appropriatered

3、uction. 小红小红: :Well,in view of our good cooperation over the past years. letsmeet each other half way（我们来个折中），Ill make a reduction by3%.对话二：对话二：Smith:Smith: What do you have there,Ms.Yang?Yang:Yang: Some of our new products.Would you like to have a look at the paterns?Smith:Smith:Yes,please.Yang:Yan

4、g: Here they are,MRS.Smith.Smith:Smith: I like this printed poplin.How much is it a yard?Yang:Yang:45 pence per yard. Cif London.Smith:Smith:Your price is higher than i can accept. Could you come down a little?Yang:Yang:What would you suggest?Smith:Smith:Could you make it 40pence per yard,CIF London

5、?Yang:Yang:Im afraid we cant.This is the best price we can quote.Smith:Smith: Lets leave that for the time being.Yang:Yang:Are you interested in our pongee?Smith:Smith:Yes.Please show me the latest products.Yang:Yang: Here it is.Smith:Smith:The quality is very good.But nowadays nylon is pushing this

6、 materialout.Yang:Yang: I donot think so. We are sold a lot this month.Smith:Smith:Well, anyway, Ill book a trial order. The price?Yang:Yang: Same as we offered last time.Smith:Smith:What about the quantity?Yang:Yang:200 pieces for September shipment.Smith:Smith: All right.Ill take the lot.Yang:Yang

7、: How about printed poplin,then?Smith:Smith: Theres stall a gap of 5 pence.Will you give me a trade discount?Yang:Yang: Sorry. Can we meet each other half way?Smith:Smith: What do you mean?Yang:Yang: Lets close the deal at 43 pence per yard,CIF London.Smith:Smith: You drive a hard bargain,(意思是拼命讨价还价

8、） ，but Ill accept thistime.Yang:Yang:We will provide good service and quality.Smith:Smith: That will be deeply appreciated.Yang:Yang: Shall I make out the contract for you to sign tomorrow?Smith:Smith: Fine对话三：对话三：Jane:Jane:All right.Shall we get down to the price now? Joe:Joe:No problem.Our unitpri

9、ce for the hand-made straw mattress is 10$ per one.Jane:Jane:I think the price isa little bit higher; can you give me a discount?Joe:Joe:You know our product has asteady demand in market and the quality is excellent, the price is reasonable. Ifyou place more than 1000 pieces, well give you 3% discou

10、nt. Jane:Jane:Well sincethis is the first transaction between us, wed like to place a trial order of 1000pieces to promote our relationships. Joe:Joe:Good.对话四：对话四：安妮安妮: :Ive come to hear about your offer for bristles.哈里哈里: :We have the offerready for you. Let me see. here it is. 100 cases （箱）Houston

11、 Bristles, 57 mm,at 10 pounds sterling per kilogram, C.I.F(CIF 是 COST，INSURANCE，ANDFREIGHT， 成本加保险加运费， 后跟目的地) European Main Ports, for shipmentin 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

12、 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。）安妮安妮: :Why, your price has soared. Its almost 25% higher than lastyears. It would be impossible for us to push any sales at such a price.哈哈里里: :Im a little surprised to hear you say that （你这样说我有点惊讶）. You knowvery well that markets for bristles have gone up a great d

13、eal in recent months.The price we offer compares favorably(实惠) with quotations you can getelsewhere.安妮安妮: :Im afraid I cant agree with you there. I must point out yourprice is higher than some of the quotations weve received from othersources.哈里哈里: :But you must take the quality into consideration.

14、Everyone inthe trade knows that USs bristles are of superior quality to those from othercountries.安妮安妮: :I agree that yours are of better quality. But therescompetition from synthetic products, too. You cant very well ignore that. Pricesfor synthetic bristles havent changed much over the years.哈里哈里:

15、 :Therespractically no substitute for bristles for certain uses. Thats why demand fornatural bristles keeps rising in spite of cheaper synthetic ones. To be frank withyou, if it were not for the long-standing relationship between us, we wouldhardly（offers this price）安妮安妮: :Well, well have a lot of d

16、ifficulties in persuadingour clients to buy at this price. But Ill have to try, I suppose对话五：对话五：亚历山大亚历山大: :Im interested in all kinds of your products, but this time I would liketo 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）布鲁斯布鲁斯: :Please

17、 let us know thequantity required so that we can work out the premium（保险费） and freightcharges.亚历山大亚历山大: :Im going to place a trial order for （试定） 1,000 units of adozen fireworks and 500 cartons of mosquito coil incense.布鲁斯布鲁斯: :All right.Here are our F.O.B. price lists. All the prices are subject to

18、 our finalconfirmation. （所以价格都以我方确认为准） 亚历山大亚历山大: :Your price isreasonable but I wonder if you would give us a discount. You know for theproducts like yours we usually get 2% or 3% discount from Europeansuppliers.布鲁斯布鲁斯: :We usually offer on a net basis （报净价 offer a net price）only. Many of our client

19、s have been doing very well on this quoted price.亚亚历山大历山大: :Discounts will more or less encourage us to make every effort to pushsales of your products.布鲁斯布鲁斯: :The quantity you ordered is much smallerthan those of others. If you can manage to boost it a bit, well consider givingyou a better discoun

20、t.亚历山大亚历山大: :As far as a trial order is concerned, thequantity is by no means (绝不)small. And generally speaking, we like to profitfrom a trial order. I hope youll be able to meet our requirements.布鲁斯布鲁斯: :Well,as this is the first deal between us, we agree to give you an one-percentdiscount as a spe

21、cial encouragement.（作为特殊照顾我们同意给你 1%的折扣）亚历山大亚历山大: :1%? Thats too low a rate. Could you see your way to increaseit to 2%?布鲁斯布鲁斯: :Im afraid we have really made a great concession, andcould not go any further.亚历山大亚历山大: :It seems this is the only proposal for me toaccept. （条件）Ill come again tomorrow to

22、discuss it in detail.布鲁斯布鲁斯: :All right.See you tomorrow.对话六：对话六：布莱克布莱克: :The size of our order depends greatly on the prices. Lets settle thatmatter first.怀特怀特: :Well, as Ive said, if your order is large enough, were readyto reduce our prices by 2 percent.布莱克布莱克: :When I say your prices are muchtoo

23、 high, I dont mean they are higher merely by 2 or 3 percent.怀特怀特: :Howmuch do you mean then? Can you give me a rough idea?（大概的数字）布布莱克莱克: :To have this business concluded（To get the business done）, I shouldsay a reduction of least 10 percent would help.怀特怀特: :Impossible. How canyou expect us to make

24、a reduction to that extent? 布莱克布莱克: :I think you are aswell - informed as I am about the market for chemical fertilizers. Itsunnecessary for me to point out that supply exceeds demand at present andthat this situation is apt to continue for a long time yet.对话七：对话七：张先生张先生: :Wed like to know your plan

25、 to push the sales of our products sinceyoud like to act as our agent. You understand that an agent will give us a greathelp to break into a new market.秦先生秦先生: :Well, well do a lot of advertising innewspaper and on TV programs. Also well send our salesmen around topromote the sales of your goods. We

26、 propose the guaranteed annual amountbe $1, 000, 000 for a start.张先生张先生: :What is the territoy to be covered?秦先生秦先生: :All the areas in our province.张先生张先生: :And the rate ofcommission you want to charge?秦先生秦先生: :Our commission is quitereasonable. We usually get a 5% commission of the amount on every

27、deal.张先生张先生: :You know, however.that all our agents in this line are getting a 3%commission.秦先生秦先生: :Our customers are not familiar with your goods, sowell have to spend a lot of money in popularizing your products. Since there issale resistance to overcome at the beginning, you should allow us a 5%

28、commission.张先生张先生: :Our price is worked out according to the cost. 5%commission means an increase our price. Well, to help you push sale, wecould make this an exception and give you a 4% commission for a trial periodof one year.秦先生秦先生: :Quite reasonable. We look forward to happy andsuccessful cooper

29、ation between us.对话八：对话八：安德森安德森: :This is our rock - bottom price, Mr. Harry. We cant make any furtherconcessions.哈里先生.这是我方的最低价格.不能再让了.哈里哈里: :Thats the case, theres not much point in further discussion. We might aswell 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!安德森安德森: :What I mea

30、n is that well 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.哈里哈里: :I think it unwise for either of us to insist on his own price. How aboutmeeting 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.安德森安

31、德森: :What is your proposal?你的建议是?哈里哈里: :Your unit price is 100 dollars higher than we can accept. When Isuggested 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.安德森安德森: :Do you mean to suggest that we have to make a further reduction of 50dollars in our

32、 price? Thats impossible.你是说让我们再减价 50 美元吗?办不到!哈里哈里: :What would you suggest?你的意见呢?安德森安德森: :The best we can do will be a reduction of another 30 dollars. Thatlldefinitely be rock -bottom.我们最多只能再减 30 美元.这可真是最低价了.哈里哈里: :That still leaves a gap of 20 dollars to be covered. Lets meet each otherhalf way o

33、nce 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.安德森安德森: :You certainly have a way of talking me into it. All right, lets meet halfway again.你真有办法.把我说服了.好吧.我们再各让一半.哈里哈里: :Im glad weve come to an agreement on price. Well go on to the otherte

34、rms 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.安德森安德森: :Yes, theres one other point I wish to clear up.好.不过我还想澄清另一个问题.哈里哈里: :What is it?什么事?安德森安德森: :My friends in business circles all seem to be of the opinion that the U.S.,import and export corporations have become more

35、 flexible in doing businessrecently.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.哈里哈里: :Yes, theyre right. In fact, we have either restored or adopted internationalpractices 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.安德森安德森: :Im glad to hear that. With a view to expanding and further enhancingthe bil

36、ateral relations between our two parties, and in particular, exchangingtimely views on specific problems in the execution and enforcement ofcontracts, 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?哈里哈里: :Basically speaking, yes, we welcome the establishm

37、ent of representativeoffices by foreign companies in Washington D.C. Of course, there are moredetails 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.安德森安德森: :Yes, of course. Ill call my home office tonight and let them know aboutit. Whe

38、n 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?哈里哈里: :How about tomorrow morning at 9?明天上午九点钟怎么样?安德森安德森: :Good. Ill come back tomorrow, and we can then discuss it morespecifically.其他价格句子Thats 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

39、 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, Im 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 p

40、rice 批发价 purchase price 买价，The above is net price, not including commission. We do not give commissionto 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 withoutengagement. 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 werent for our good relations, we wouldnt considermaking 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.