Pricenegotiation

1、task eight price negotiation任务八 谈判与磋商价格,learning objective,1. be aware of the basic skills for price negotiation. 2.be able to talk with the client about the price,section a movie time,the apprentice episode: the price is height,section b work and learn,business communication skillsthe importance of

2、 good communication in organizations,you can have brilliant ideas, but if you cant get them across, they wont get you anywhere.” -lee iacocca, former president of chrysler,good communication helps ensure the efficient operation of all levels of an organization, from lowest to highest, whereas poor c

3、ommunication often results in inefficiency; and as successful business leaders know, inefficiency equals a loss of productivity and, consequently, a loss of profits,work skills price negotiation,what will you do in order to get the upper hand in a price negotiation,focus on value and not on price le

4、arn to flinch recognize that people often ask for more than they expect to get,words and expressions,quote kwut vt.报价 e.g. we hope you will quote us the price cif liverpool. 希望向我方报利物浦到岸价,price list 价目表 e.g. we enclose a copy of our price list. 随函寄去我方价目表一份,discount diskaunt n.折扣 * allow/ give/ make/

5、grant % discount off/ on the prices of goods 按货价给予%的折扣 e.g. if you order 6000 sets, we would grant you 8% discount. 如果你们订购6000套，可以打九二折,inquire inkwai v.询价,询问 * enquire for 询问某事、求见某人 e.g. the goods you enquire for are out of stock now. 你所询问的这种货物已经脱销了。 * enquire of sb about sth 就某事向某人询问 e.g. the buyer

6、 enquired of the seller about the quality of this new product. 买方向卖方了解新产品的质量情况。 * enquiryinkwairi n. 询问、询盘 e.g. an enquiry for sth 询价,tax tks n.税, 税款 e.g. i pay tax out of my wages every week. 我每星期都从工资里缴税,offer :f 1）v. 报盘 e.g. we can offer you various kinds of silk. 我们可以报盘各种丝。 e.g.我们能以很具吸引力的价格给你报盘针

7、织衫。 we can offer you sweaters at attractive price,2）n. make/ send/ give offer for/ on e.g. 请报手工艺品的价格。 pls make us an offer for arts and crafts. * firm offer 实盘 * official offer正式报价,wholesalehulseiln.批发 * wholesale price 批发价 retailri:teil n.零售 * retail price 零售价,concession knsen n.让步 e.g. can we both

8、 make some concession? 我们双方各退一步好吗,reduction ridknn.减少, 缩减量 e.g. the report shows a reduction of 12 percent in output of this month. 这份报告显示严重犯罪率下降12个百分点,deal di:l n.交易, 买卖 e.g. lets make a deal. 我们来订个协议,useful sentence patterns,how much is this? 这个多少钱？ how much does it cost? 这个多少钱？ what is the price,

9、 please? 这个多少钱？ can you give me your favorable price? 能给我优惠的价格吗,whats your best quotation? 你方最低报价是多少？ could you please give me your offer for this kind of goods? 请报这种产品的价格。 could you offer us your best price? 你能报最低价吗？ is tax included? 含税吗,please quote 2000pcs of silk sweaters fob shanghai. 请报2000件丝针

10、织衫上海离岸价。 please quote ten cartons of green tea cif vancouver, including 5% commission. 请报十箱绿茶温哥华到岸价,包括5%的佣金. can we both make some concession? 双方各让一步好吗？ ill take it if you give me a 20% discount. 如果你打八折，我就要了,our price is realistic and based on reasonable profit. 我们的价格是很实际的，是根据合理的利润提出的。 if an order i

11、s placed, well pay the cost of the sample. 假如交易成功，样品费由我们付。 it is ratherbeyond ourexpectation. 这确实出乎意料,the price is much on the high side. 价格太高了。 the price is beyond our reach. 价格我们不能接受。 the price is rather out of line. 价格与当前行市不符。 this is our wholesale price/ retail price/ producers price. 这是我们的批发价/

12、零售价/ 出厂价。 the price has been reduced to the limit. 该报价已经降到最低限了,there is no room for reducing price. 没有降价的空间了。 this is price as low as we can go. 这个价格是我们能报的最低价。 our products/ goods are excellent/ high in quality and reasonable/ cheap in price. 我们的产品物美价廉。 can you give me a discount? 能打折吗,your price is

13、 too high and we ask for a reduction of 5%. 你公司报价太高，我们要求减价5%。 lets meet each other half way. i have to call the deal off if you cant accept the price. 让我们各让一步。这个价格如果你们还不能接受那我只好取消这个交易。 we may as well call the deal off. 我们干脆放弃这笔交易好了。 perfect! thats a deal! 太棒了！成交,you certainly have a way of talking me

14、 into it. 你真有一套。 we are prepared to accept your offer. 我们准备接受贵公司的报盘。 we accept the offer you made on may 16th. 我们接受贵公司5月16日的报盘。 deal!/ done! 成交,sample dialogue 对话范例,tuesday, june 8, 2010 eddie collins is interested in some of the products and he is negotiating with ding na about the price,d: good af

15、ternoon, mr. collins. 柯林斯先生，下午好。 c: good afternoon, miss ding. 丁小姐，下午好。 d: are you satisfied with our samples? shall we move on to the next step? 您对我们的样品满意吗? 我们可以详细谈谈吗,c: yes, im interested in some of them. i have an inquiry for leather shoes. please offer your lowest prices for this style of childr

16、ens genuine leather shoes. lining material is genuine leather, outsole material rubber and upper cowhide. 好的，我对其中一些感兴趣，我想问一下真皮皮鞋的情况,请报一下这款真皮童鞋的最低价格。鞋里材料真皮，鞋面材质牛皮，鞋底材质橡胶,d: all right, but could you tell us how many do you want? 好的，请问要订多少？ c: how about the minimum quantity you require? 你们最低起定量是多少？ d:

17、for this kind of high-quality shoes, the minimum quantity should be at least 500 pairs. 对于这类高档皮鞋，最低起定量是500双。 c: i see, wed like to order 600 pairs for this kind, so your lowest price？ 明白了，请报这款600双最低价,d: ok，let me see. the price should be at usd16.6/pair fob shanghai. 好的，我算算看，价格是每双16.6美元，fob 上海价。 c:

18、i know your research costs are high, but what id like is a 15% discount. 我明白你们的研发成本很高，但是我想要15%的折扣。 d: that seems to be a little high, mr. collins. i dont know how we can make a profit with those numbers. 折扣好象有点太高了，柯林斯先生。我不知道对于这个定货量我们如何能赚得利润,c: i believe we could order a lot more if you would agree t

19、o reduce prices by 15%. 如果你能给我打八五折，我肯定可以多订很多。 d: mr. collins, material for genuine leather is in short supply this year, and the price is changeable quickly. it would be very difficult to reduce them by 15%. 柯林斯先生，我也说过今年真皮原料紧缺，价格变化很快, 打八五折不好办。 c: im afraid i cant agree with you there. you know there

20、 is keen competition in the market in this special time. many suppliers earn no money because of financial crisis. 这一点恐怕我不能同意.你知道由于金融危机,市场竞争激烈，很多供应商都赚不到钱,d: thats true, but our goods are in high quality. it is worthy of the price. anyhow, the price weve offered is in line with the market. this is ou

21、r rock-bottom price. we cant make any further concession. 这是事实，但是我们产品质量高，物有所值，更何况我们所报的价格与市场价格一致。这是我们的最低价了，不能再让了。 c: if thats the case, we will call off the deal. 如果是那样地话，我们就取消订单,d: well, considering our first business and long-term cooperation, lets meet each other half way. 好吧,考虑到这是我们首次交易及今后长期的合作，我

22、们各让一半。 c: you mean？ 什么意思？ d: i mean we can only make a reduction of 8%. that is for the order of 600 pairs at usd15.3/pair fob shanghai. thats definitely rock-bottom. 我们只能减价8%。600双皮鞋，每双15.3美元，上海离岸价。这真的是最低价了,c: ok, thank you. i will pass this information on to my boss and let you know the results at

23、an early time. 好的,谢谢。我会把这一情况告诉我的老板，尽快给你答复。 c: ok. 好的,learn to work 实训练习,try them in english,words and expressions,报价 quote 价目表 price list 折扣 discount 询价,询问 inquire 实盘 firm offer,批发价 wholesale price 零售价 retail price 让步 concession 减少, 缩减量 reduction 交易 deal,sentences,这个多少钱？ how much is this? 这个多少钱？ how

24、 much does it cost? 这个多少钱？ what is the price, please? 能给我优惠的价格吗？ can you give me your favorable price,你方最底报价是多少？ whats your best quotation? 请报这种产品的价格。 could you please give me your offer for this kind of goods? 你能报最低价吗？ could you offer us your best price? 请报2000件丝针织衫上海离岸价。 please quote 2000pcs of si

25、lk sweaters fob shanghai. 请报十箱绿茶温哥华到岸价,包括5%的佣金. please quote ten cartons of green tea cif vancouver, including 5% commission,双方各让一步好吗？ can we both make some concession? 如果你打八折，我就要了。 ill take it if you give me a 20% discount. 你能给我价格单吗？ can i have your price list? 我们的价格是很实际的，是根据合理的利润提出的。 our price is

26、realistic and based on reasonable profit. 假如交易成功，样品费由我们付。 if an order is placed, well pay the cost of the sample,价格太高了 the price is much on the high side. 价格我们不能接受。 the price is rather out of line. 这是我们的批发价/ 零售价/ 出厂价。 this is our wholesale price/ retail price/ producers price. 该报价已经降到最低限了。 the price

27、 has been reduced to the limit. 没有降价的空间了。 there is no room for reducing price. 这个价格是我们能报的最低价。 this is price as low as we can go,我们的产品物美价廉。 our products/ goods are excellent/ high in quality and reasonable/ cheap in price. 能打折吗？ can you give me a discount? 你公司报价太高，我们要求减价5%。 your price is too high and

28、 we ask for a reduction of 5%. 让我们各让一步。这个价格如果你们还不能接受那我只好取消这个交易。 lets meet each other half way. i have to call the deal off if you cant accept the price. 太棒了！成交！ perfect! thats a deal,role-play dialogue 1,ella black and lydia wang are talking about the order and price. ella black inquires for 1000 pa

29、irs of childrens leather shoes. she asks for a 20% discount. lydia agrees to give her a 10% discount,w: miss black, are you interested in our samples? 布莱克小姐，您对我们的样品感兴趣吗? b: we are interested in style zara13 and zara83. we inquire for 1000 pairs for each of them. 我们对zara 13和zara 83两款感兴趣，如果每款定1000双，价格

30、分别是多少呢？ w: you have pretty good taste. they are fashionable in the following season. do you have any other items you are interested in? 你的眼光真不错，这个是下个季节的流行款式，你对其他的款式还感兴趣吗,b: not now. 目前没有了。 w: ok, let me think. here is a detailed list of our offer, the prices we now offer are the lowest fob shanghai.

31、 好吧，我算算看。这是我们的报价单，所有价格都是我们的最低价，fob上海离岸价。 b: your price is too high, we ask for a reduction of 20%. 你方价格太高，我们要求降价20%。 w: what is your price? 那是多少呢,b: we are prepared to order 1000 pairs of childrens genuine leather shoes at usd14.10/pair fob shanghai. 王小姐，我们打算订购1000双真皮童鞋，每双14.10美元， 上海离岸价。 w: thats un

32、workable; we can hardly make any profit from it. 价格太低了，我们几乎赚不到什么钱。 b: other suppliers give us more favorable price than yours. 其他供应商给我们的价格比你们的优惠。 w: price cant be separated from quality. its the excellent quality of our products that makes the difference in price. 价格是质量是分不开的。我们的质量很好，所以价格和其他供应商也不一样,b

33、: i admit your goods are superior in quality, but the prices are still on the high side even if we take quality into consideration. to be frank with you, it is easy for us to select similar quality of these kinds of shoes from other countries at a 10% lower price than yours. 我承认你们质量不错，但是就是考虑到质量你们的价格

34、也是高的。坦白地讲，我们很容易从别处买到比你们价格低10%，质量相似的产品。 w: all right. to get the business, were prepared to reduce usd1/pair for each style. 好吧，每款降价1美元怎么样,b: well, itll be better if a reduction of usd1.3/pair. 如果能降1.3美元就更好了。 w: we are afraid we cant. this is as low as we can go. 恐怕不行了，这是我们最低价。 b: all right. we agree

35、 to conclude the transaction at the price. 好吧，成交。 w: thanks. 谢谢,role-play dialogue 2,ella black and lydia wang are talking about the order and price. ella black inquires for 1000 pairs of childrens leather shoes. she urges a 10% discount. lydia wang agrees on a 6% concession,w: i understand that you

36、 are interested in our samples, miss black. well, which kind of style do you want to get and how about material and quantity? 布莱克小姐，我知道您对我们的产品感兴趣。您需要哪种款式的鞋子？材质和数量是什么呢？ b: yes, the same as this sample for 1000 pairs. 和这双样品一样，1000双。 w: let me see. usd 13.7/pair fob shanghai. youll see that our price i

37、s most attractive. 我算算，每双13.7美元，上海离岸价。 您会发现我们的价格是很有吸引力的,b: lydia, thats high price. i must say im shocked. 莉迪，价格太高了，我被震住了。 w: youre kidding. miss black. the price of this article has soared up since last year. 布莱克小姐，您真会开玩笑，价格去年就涨了很多。 b: i know that very well. and i also know that youll stand no chance if you dont bring y