商业英语案例对话分析(19页).doc
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1、-商业英语案例对话分析-第 19 页商务交际英语案例对话分析:价格谈判、付款条件商务交际英语 之 价格谈判(Price Negotiation)1.A: Is this your best price?B: Im afraid it is. Thats our rock-bottom price. (rock-bottom price,“底价”)A: That may be true, but if you make it cheaper, well be able to place large orders continuously.B: About what price would you
2、 say? A: Have to ask you for $9.00. (这句话省略了主语,完整的是:I have to ask you for $9.00.)B: $9.00 is out of the question. The best I can offer you is $9.50. (out of the question,“不可能”,区别于另一个词组:out of question,“毫无疑问”)译文:A:这是最优惠的价格吗?B:恐怕就这样了。那是我们的底价。A:也许真的如此,但如果你能算便宜点儿,我们后续会有大批定单。B:你开个价吧!A:我得说9美元。B:9美元,不可能啦。最便
3、宜算你9.5美元。2.A: The prices you quoted us are a little too high. I want a 20% discount. (quote是“报价”的意思,名词是quotation;discount,“折扣”;下文提到的reduction,也是“折扣,优惠”的意思)B: I cant give a reduction like that!A: Look, I know you can manage that. Ive already had a similar offer from your competitors.B: But when it co
4、mes to quality, theres no comparison.A: You have to meet my figure, if your company really wants to sell more. (figure,“数字”,这里指开价,和price,quotation,offer在此都表示“价格”的意思)B: Well, I need some time to think it over。译文:A:你定的价格有点太高。我要这个价码的八折。B:我不能给这种折扣。A:嘿,我知道你能处理。你的竞争对物已经给我类似的价格。B:可是如果讲到质量,这就没得比了。A:如果你的公司真想
5、卖一些,就得迁就我的价格。B:唔,我需要点时间考虑。3.A: Weve had to increase our prices on some of our items.B: Up again?A: Yes. However, since the quality has also improved, the raise is reasonable.B: How much has it gone up? (go up,“涨价”,go down,“跌价”)A: The unit price has been raised by 5%to $27. (我们来学习涨价或跌价的两个介词,raise/dro
6、p by X%,“涨/跌了X%”,raise/drop to X%,“涨/跌到X%”,by表示幅度,to表示结果)B: I didnt expect it to go that high.译文:A:我们对某些产品价格得略做调整。B:又要涨价了吗?A:是的。既然质量已有改进,涨价也是理所当然。B:要涨多少呢?A:单价上涨5%,27美元。B:我没想到会涨得那么高。4A: How much are you asking per unit?B: Our factory price is $4.50 per unit. But it depends on quantity. (depend on,“取决
7、于,依赖于”,它的一个常见同义词组是rely on)A: Assume I order 30,000 outright?B: Then I could bring it down to $4.48. (bring down the price.,在这里表示“降低价格”,相当于cut the price)A: That doesnt seem like much of a reduction. How about $4.45?B: Ill tell you what. If you double the order, I suppose we could consider it.5A: How
8、much can you bring the price down?B: Im afraid that there is no room to negotiate the price. (negotiate,“谈判,商谈”,它的名词是negotiation)A: They look rather steep.B: Yes, but they are worth that much.A: How much are the prices up?B: About 5 percent on the average. (意思是“平均”,average也可以这么用:the average price,“均
9、价”)A: If you wont come down to $23, we wont buy one.B: Im sorry, but I cannot make any further discounts. 译文:A:你还能便宜多少?B:恐怕已经没办法再讨价还价了。A:这些价钱看起来很不合理。B:是呀,但是它们就是值这么多钱。A:涨多少钱?B:平均涨5%。A:如果价格不低于23美元,我们就不会买。B:抱歉,实在不能再打折了。【小提示】表达价格高低,可以像形容“山”一样,使用“high”和“low”两个词。譬如:Thats too high.(价钱太高了。)Oh, no this is th
10、e lowest price.(噢,不,这是最低价。)也可以用比喻性说法。如:Let us gave your rock-bottom price.(给我们您的底价。)所谓的“rock-bottom price”,是夸张地表示,价格已经十分低,已经跌到了谷底。谈到价钱,我们还常用“reasonable”这个形容词,简单地说,这个词不达意的意思就是“合理”的意思。如:The price is quite reasonable.(这价格相当合理。)那么,“unreasonable”则指价格很高,高得不合理。如:The price is unreasonable.(这价格商得不合理。)说到价格便宜,
11、请尽量不用“cheap”这个词,因为它意味着商品是由廉价劳工(cheap labor)制造出来的廉价品。你会讨价还价吗?万一对方出价太高,为了杀价,可以说: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?)当要强调商品质量时,使交易达到理想的价格时,我们可以说:This very good for 10 dollars.(这东西绝对值10美元。)These are slightly higher in price, but their superior
12、 quality makes them more valuable than the less expensive ones.(这些货的价格稍微高了一点,但它们优异的品质,使它们比那些较便宜的货更有价值。)此外,我们还可以用“(all right), but”的句型来造句。如:The price is high but its an unusual well made tie.Please look at the label. Its designed by Piere Cardin.(这价格是贵,不过,这是条制作精良、不寻常的领带。请看看商标,是由皮尔卡丹设计的。)商务交际英语之付款条件(T
13、erms of Payment)1.A: Now Id like to go over the terms of payment. (term,“期限,术语,条款”,terms of payment,“付款条件”)B: What do you have in mind?A: Full payment must be made at the time of the shipment. (full payment,“全额付款”,与之相反的是installment,“分期付款”,再学一个相关的词组,deferred payment,“延期付款”)B: Hmm.A: Weve already redu
14、ced the price by 3%. Please keep that in mind. (学习当表示数量升降的时候介词by和to的区别,by + X%表示“升降了X个百分点”,表示幅度,而to + X%表示“升降到百分之X”,表示结果)B: All right. I see no problem.A: I appreciate your cooperation.译文:A:现在我想讨论付款条件。B:你心里有什么腹案呢?A:所有款项得在装船时付清。B:唔。A:请别忘了,价格上我们已经打了3%的折扣。B:好吧,我看没问题。A:感谢你的合作。2.A: I wonder if you could
15、consider spreading payment over a period of time. (I wonder if you could 是一个委婉地提出请求和建议的说法,在商务交际中很常见;consider doing sth.,“考虑做某事”)B: Do you mean installment payments?A: Right.B: If you insist, we may be able to consider that type of payment.A: How does it work?B: Generally, 10% down, and the balance i
16、s to be divided three equal monthly payments. (balance在此表示“余额”)译文:A:我想,或许你可以接受,把钱分摊在一段时间内付清。B:你是说分期付款吗?A:对。B:如果你坚持的话,我们也许可以考虑这样的付款方式。A:具体怎么付法呢?B:一般都是先付10%,余款分3个月付清,每月付30%。3.A: (On the phone) what do you think of our suggestion regarding payment? (一般在询问对方意见的时候,常用的句型就是:What do you think of ?)B: Basica
17、lly, I think its reasonable. But the first payment is more than we expected.A: please consider our profit margin. It isnt large.B: Well, Ill have to give it some more thought.A: When can I have an answer?B: Ill let you know within an hour.译文:A:(电话中)您对我们建议的付款方式有什么意见?B:我认为基本上是合理的。但是头期款比我们想像的多。A:请考虑我们的
18、利润并不多。B:但是,如果能有更优惠的条件,我会很感激。A:好吧,我一定会多考虑考虑。B:什么时候给我答复?A:一个小时以内。4.A: Were in a tough position. Please consider deferred payment. (deferred payment,“延期付款”,再学两个相关词组:full payment,“全额付款”,与之相反的是installment,“分期付款”)B: As I said before, Id like to. But I cant get permission from the company.A: Cant you think
19、 it over a little more?B: Im afraid we just cant.A: Come on. Isnt there anything that could be done?B: Sorry, its out of my hands now. (out of ones hand,“不在某人的掌控之中,不归某人管”,也可以写成out of hand,“脱离控制”,反义词组是in hand,“在控制中”)译文:A:我们公司有困难。请考虑让我们延期付款。B:我以前说过,我很想。但是公司不批准。A:难道不能多考虑一下?B:恐怕就是不能。A:别这样嘛。难道一点忙也不能帮吗?B:
20、抱歉,现在不归我管。5.A: What are your terms of payment? (term,“期限,术语,条款”,terms of payment,“付款条件”)B: Please open an irrevocable confirmed L/C at sight. (irrevocable,“不可撤销的”,这个词是词根-revocable“可撤销的”加上词缀ir-“不”而组成的。L/C,就是letter of credit,“信用证”)A: Please give us a quotation in US dollars for model No.5. (quotation,
21、“报价”,动词是quote)B: It is around US$40 C.I.F. London. The payment term is cash on delivery. (C.I.F是贸易术语,全称为cost, insurance and freight,意思是运输其间的运费及保险费都包括在货款之内;cash on delivery,“货到付现”,另一个在付款方式上常见的表达是payment in advance“预先付款”)A: What about the cost of delivery?B: Wed like to do it in accordance with an F.O
22、.B. (F.O.B是贸易术语,全称是free on board,意思是运输期间卖方不承担运货费和保险费)A: Can you tell me the advising bank of your L/C and its number?B: The advising bank is the First Bank office which is to confirm the L/C, and its number is 523.译文:A: 你们的付款条件是什么?B:请立刻开立一张不可撤销的信用证。A:五号模型的美元报价是多少?B:抵达伦敦,含保险费和运费的价格大约是40美元。货到请即付现。A:运费
23、怎么算?B:随船上交货价格执行。A:能告诉您的信用证的通知银行以及信用证号码吗?B:通知银行是第一分行,它认可该信用证。信用证号码是523。【小提议】在日常会话中,询问价格使用How much is this? 就足够了。但是在商谈贸易事务的对话中,就没有这么简单了。由于商品运输路途十分遥远,像运费保险费由哪一方负担、以及在哪能里接收货物等条件都必须事先确定言明,才能知道价格到底是高还是低。试看以下这组对话:A: And the price? (价格是多少呢?)B: Twenty cents per yard.(每码要20美分。)A: On what term? (运费怎么算呢?)B: F.O
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