商务谈判第四章

1、外贸英语谈判外贸英语谈判3 3、方法介绍、方法介绍v （1 1）、询问价格）、询问价格 1. Its better for us to have a talk on price terms, because it is one of the key points in our dealings. 2. Will you please quote F.O.B Brussels in U.S. dollar? 3. I cant say offhand exactly how much. 4. The price depends on quantity. 5. The list price is

2、$220 per yard. 6. We can give them to you for $185 per unit3 3、方法介绍、方法介绍v （2 2）、要求减价）、要求减价 1. The prices and discounts are problems for us. 2. Thats a little more than we were expecting to pay. 3. We have been informed that the current price on your side is much lower than what you say. 4. We are no

3、t interested unless your price is reduced to a level in line with the market price. 5. Will you make the price a little cheaper? 6. How much do you think you could bring the price down? 7. If you can reduce the price by 5%, we shall be able to order 200 metric tons. 8. Business is possible if you de

4、crease the price to $120 per piece. 3 3、方法介绍、方法介绍v（3 3）、给客户折扣）、给客户折扣 1. To meet your requirements, we would like to reduce our price by 2%, which, I hope, will be satisfactory to you. 2. We can bring the price down to $230 per set. 3. Wed be ready to give you a three percent (3%) special discount, i

5、f you order 100 sets or more. 4. If you order a large quantity, I think a discount would be possible. 3 3、方法介绍、方法介绍v （4 4）、表示很难再减价）、表示很难再减价 1. The price is quite reasonable, and its the lowest one we can quote. 2. Ten percent wouldnt be worthwhile (不划算) for my company. 3. Our prices are highly compe

6、titive when you consider quality 4. Our price is net without commission. 5. Im awfully sorry. This is our floor price. If you find it unworkable, we may as well call the deal off. 6. Im afraid that there is no room to negotiate the price. 7. Ill have to consult my home office before I can give you a

7、 definite answer on the price terms. 4 4、案例讲解、案例讲解v Example 1:Example 1: Background: Brown (the buyer) purchasing manager of ABC Company in America，Tina (the seller), manager of Sales & Marketing Department of Clothing Stuff Company in China. They are negotiating the price of the order. Brown (以

8、下称为A) Tina (以下称为B) A: Ive come to hear about your offer for the garments. B: We have the offer ready for you. Let me see . here it is. 100 cases garments, at 10 pounds sterling each case, C.I.F European Main Ports, for shipment in June 2009. The offer is valid for five days. A: Why, your price has s

9、oared. Its almost 25% higher than last years. It would be impossible for us to push any sales at such a price. B: Im a little surprised to hear you say that. You know very well that markets for cotton have gone up a great deal in recent months. The price we offer compares favorably with quotations y

10、ou can get elsewhere.4 4、案例讲解、案例讲解 A: 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. B: But you must take the quality into consideration. Everyone in the trade knows that our products are of superior quality

11、to those from other countries. A: I agree that yours are of better quality. But theres competition from synthetic products, too. You cant very well ignore that. Prices for synthetic cotton havent changed much over the years. B: Theres practically no substitute for cotton for certain uses. Thats why

12、demand for natural cotton 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 be willing to make you a firm offer at this price. A: Well, well have a lot of difficulties in persuading our clients to buy

13、 at this price. But Ill have to try, I suppose.5 5、知识拓展、知识拓展v1 1、常用相关词汇、常用相关词汇价格术语价格术语 trade term (price term)trade term (price term) 总值 total value 金额 amount 关税 customs duty 净价 net price 含佣价 price including commission 折扣 discount, allowance 批发价 wholesale price 零售价 retail price 现货价格 spot price 现行价格(

14、时价) current price prevailing price 国际市场价格 world (International) Market price 离岸价(船上交货价) FOB -free on board 成本加运费价(离岸加运费价) C&F-cost and freight 到岸价(成本加运费、保险费价) CIF -cost, insurance and freight 生产费用 cost of production 批量销售 volume sale 优先报盘 the preference of ones offer5 5、知识拓展、知识拓展v 2 2、谈判小贴士、谈判小贴士

15、（1）模糊报价 This is pricelist, but it servers as a guide only (仅供参考)（2）价比三家 Our prices compare most favorably with quotations you can get from other manufacturers.（3） 薄利多销 We can offer a quantity discount of to 15%, but we are prepared to give 20% discount for an offer to buy the complete stock (整批购入).（

16、4） 陈述市场利弊 As you know, it has been a heavy demand for these commodities and this has resulted in increased prices. （5） 哀兵政策 Weve already cut down our prices to cost level（成本费）.（6） 强硬态度 There is no room for any reduction in prices.（7） 巧用“从众”心理 We offer you our best prices at which we have done a lot

17、business with other customers.（8） 生意不成仁义在 If you care to place an order with us any time in the further, you may be assured of the same prompt attention which you have had in the past.6 6、实战演练、实战演练v Situation: Party A (the buyers), representatives of ABC Corporation in the U.S.A are meeting with Par

18、ty B (the sellers), representatives of Sales & Marketing Department of Guangzhou Liby Enterprise Co. Ltd, China（立白集团）. Now they are talking about price of the products. v Party A: The buyers, representatives of ABC Corporation in the U.S.A Tasks: -Greet B -Confirm receiving the sample and ask about the price. -Ask whether the price is for a carton or not and how many pieces in a carton; -Ask for FOB term; -Suggest CIF Toronto; -Show your disagreement on the price (too high), and explain the reasons. -Admit the quality is bet