商务英语情景对话---价格谈判篇.docx

对话一：Tolerance makes space/One Step Back for Boundless Sky退一步海阔天空小明:Its difficult for us to push the sale（加否定词表示无法销售） of your digital cameras nowadays. 现在我们很难把您的数码相机销售。小红:What seems to be the problem? 问题在那里？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）价格，说实话，你们的价格是偏高的。小红:As you may have noticed,the price skyrockets in raw materials,so were forced to adjust our prices accordingly. 正如您可能已经注意到，原材料价格上升，所以我们不得不调整我们的产品售价。小明:Im sorry to say we have to close business at that price. Arent we old friends?Weve had a very good business relationship over the past years,I suggest you make an appropriate reduction. 我很抱歉地说，我们不得不关闭该价格的业务。难道我们的老朋友？我们已经经历了过去几年非常良好的业务关系，我建议你作出适当减少。小红:Well,in view of our good cooperation over the past years. lets meet each other half way（我们来个折中），Ill 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:Im afraid we cant.This is the best price we can quote. Smith: Lets 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, Ill 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.Ill take the lot. Yang: How about printed poplin,then?Smith: Theres 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: Lets 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 Ill 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? 现在我们可以来谈一谈价格问题吗？Joe:No problem.Our unit price for the hand-made straw mattress is 10$ per one. 没问题。我们手工制造的草席垫子单价是每个10块。Jane:I think the price is a little bit higher; can you give me a discount? 我觉得价格有点偏高，能不能给我打个折扣？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, well give you 3% discount. 您也知道我们的产品在市面上有稳定的需求量而且质量绝对是上乘的。这个价格是相当合理的。如果您能订超过1000件的话，我们可以给你3的折扣。Jane:Well since this is the first transaction between us, wed like to place a trial order of 1000 pieces to promote our relationships. 好吧，鉴于这是我们第一次合作，我们就订1000件以促进我们之间的贸易关系。Joe:Good. 对话四：安妮:Ive come to hear about your offer for bristles. 我是来听取你们对猪鬃的报盘.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。）我们已为你准备好了报盘.让我找一找.在这里.100箱57毫米休斯敦猪鬃.每公斤成本加运费保险费到欧洲主要口岸价10英镑.2001年6月交货.报盘五天有效.安妮:Why, your price has soared. Its almost 25% higher than last years. It would be impossible for us to push any sales at such a price. 为什么你方的价格猛涨.几乎比去年高出25%?按这种价格.我方实在难以销售.哈里:Im 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. 你这样说让我有点惊讶.近月来猪鬃市价涨了很多.我方所报的价格与你从别处能获得的价格相比.是较为便宜的.安妮:Im afraid I cant agree with you there. I must point out your price is higher than some of the quotations weve received from other sources. 恐怕我不同意你的说法.你们的价格比我们从别处所得到的一些报价高.哈里:But you must take the quality into consideration. Everyone in the trade knows that USs bristles are of superior quality to those from other countries. 但是你方必须考虑到质量的问题.同行中人人皆知美国猪鬃质地优于其他国家的供货.安妮:I agree that yours are of better quality. But theres competition from synthetic products, too. You cant very well ignore that. Prices for synthetic bristles havent changed much over the years. 我承认你们的猪鬃质量高.但还有人造制品的竞争.你恐怕不能忽视这一点吧.今年来.人造制品的价格并无多大变化.哈里:Theres practically no substitute for bristles for certain uses. Thats 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）在某些用途方面.几乎没有东西可以代替猪鬃.尽管人造制品价格便宜.但对天然猪鬃的需求还在不断增长.原因就在这里.老实说.如果不是为了我们双方长期以来的关系.我们不大可能以这样的价格向你方报实盘的.安妮:Well, well have a lot of difficulties in persuading our clients to buy at this price. But Ill have to try, I suppose对话五：亚历山大:Im 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）我对你们所有的产品都感兴趣.但这次我想购买烟火和蚊香.请报CIF仰光到岸价.布鲁斯:Please let us know the quantity required so that we can work out the premium（保险费） and freight charges. 请你说明需求数量.以便我们计算出保险费和运费.亚历山大:Im going to place a trial order for（试定） 1,000 units of a dozen fireworks and 500 cartons of mosquito coil incense. 我们打算试订一千打烟火和五百箱蚊香.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）好吧!这是我们的FOB价目表.所有的价格都以我方最后确认为准.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. 你方的价格很合理.但我想知道你们能否给一个折扣?像这样的商品.我们通常从欧洲供货商那里得到百分之二到百分之三的折扣.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. 我们通常只报净价.我们的许多客户在这个报价上都做得很好.亚历山大:Discounts will more or less encourage us to make every effort to push sales of your products. 折扣或多或少能给我们一些鼓励.能使我们更加努力地推销贵方的产品.布鲁斯:The quantity you ordered is much smaller than those of others. If you can manage to boost it a bit, well consider giving you a better discount. 你们订的数量比其它客户少很多.如果你们能试着增加一点数量.我们会考虑给予适当折扣.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 youll be able to meet our requirements. 做为试购.这个数量绝不算少了.一般来说.试购总应得到些利润.希望你方能满足我们的要求.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） 由于这是我们的第一次交易.我们同意作为特殊照顾给予你们百分之一的折扣.亚历山大:1%? Thats too low a rate. Could you see your way to increase it to 2%? 百分之一?那太少了.能不能想办法增加到百分之二?布鲁斯:Im afraid we have really made a great concession, and could not go any further. 恐怕不行了.我们确实已做出了很大让步.无法再增加了.亚历山大:It seems this is the only proposal for me to accept.（条件） Ill come again tomorrow to discuss it in detail. 看来.这是我唯一能接受的条件了.明天我再来和你们讨论细节问题.布鲁斯:All right. See you tomorrow. 对话六：布莱克:The size of our order depends greatly on the prices. Lets settle that matter first. 我们要订的数量很大程度上取决于价格.就让我们先解决价格问题吧.怀特:Well, as Ive said, if your order is large enough, were ready to reduce our prices by 2 percent. 好吧.如果你们的订货数量很大.我们准备减价百分之二.布莱克:When I say your prices are much too high, I dont mean they are higher merely by 2 or 3 percent. 我说你们的价格太高.并不是说仅仅高出百分之二或三.怀特:How much do you mean then? Can you give me a rough idea?（大概的数字） 那么你说是多少呢?能不能说一个大概的数字?布莱克:To have this business concluded（To get the business done）, I should say a reduction of least 10 percent would help. 为了促成交易.我认为大约给百分之十的折扣才行.怀特:Impossible. How can you expect us to make a reduction to that extent? 不可能.你怎么能要求我们给那么大的折扣呢?布莱克:I think you are as well - informed as I am about the market for chemical fertilizers. Its 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.有关化肥的行情.我想你和我一样都很了解.用不着我来指出.目前的情况是供过于求.而且这种情况还要延续很长一段时间.我建议你打个电话给你们公司.看看他们有什么意见?对话七：张先生:Wed like to know your plan to push the sales of our products since youd like to act as our agent. You understand that an agent will give us a great help to break into a new market.既然你要做我们的独家代理商.我们想知道你推销我们产品的计划.你知道.打入一个新市场.代理商将给我们很大帮助.秦先生:Well, well do a lot of advertising in newspaper and on TV programs. Also well send our salesmen around to promote the sales of your goods. We propose the guaranteed annual amount be $1, 000, 000 for a start. 哦.我们会在报纸上和电视节目里多登广告.还会派出推销员到各处进行促销.我们建议代理的年销售额开始时订为一百万美元.张先生:What is the territoy to be covered? 代理地区包括哪些地方?秦先生:All the areas in our province. 我们省的所有城市.张先生:And the rate of commission you want to charge? 你收取多少佣金呢?秦先生:Our commission is quite reasonable. We usually get a 5% commission of the amount on every deal. 我们的佣金很合理.我们通常收取每笔交易额的5%怍为佣金.张先生:You know, however.that all our agents in this line are getting a 3% commission. 但是.要知道.有的代理商都只拿3%的佣金.秦先生:Our customers are not familiar with your goods, so well 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. 我们的客户对你们的产品不熟悉.所以要使你们的产品畅销.我们得多花不少钱.由于开始销售要克服不少阻力.你们应该给我们5%的佣金才行.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. 我们产品的价格是要按照成本来计算的.5%的佣金意味着要提高价格.为了帮助你们推销.我们这次可以破个例.给你们4%的佣金.试行一年.秦先生:Quite reasonable. We look forward to happy and successful cooperation between us. 很合理.我们期待着双方愉快而又成功的合作.对话八：安德森:This is our rock - bottom price, Mr. Harry. We cant make any further concessions. 哈里先生.这是我方的最低价格.不能再让了.哈里:Thats the case, theres 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 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: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? Thats 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. Thatll 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. Lets 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, lets 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:Im glad weve come to an agreement on price. Well 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, theres 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, theyre 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:Im 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