商务英语情景对话---价格谈判篇

1、对话一：Toleraneemakesspace/OneStepBackforBoundlessSky退一步海阔天空小明:Itsdifficultforustopushthesale（加否定词表示无法销售）ofyourdigitalcamerasnowadays.小红:Whatseemstobetheproblem?小明:Price.Frankly,yourpriceisonthehighside.（chargetopdollar要价最高/costanarmandaleg很贵，相当贵）小红:Asyoumayhavenoticed,thepriceskyrocketsinrawmaterials,

2、sowereforcedtoadjustourpricesaccordingly.小明:lmsorrytosaywehavetoclosebusinessatthatprice.Arentweoldfriends?Wevehadaverygoodbusinessrelationshipoverthepastyears,Isuggestyoumakeanappropriatereduction.小红:Well,inviewofourgoodcooperationoverthepastyears.letsmeeteachotherhalfway（我们来个折中），Illmakeareductionb

3、y3%.对话二：Smith:Whatdoyouhavethere,Ms.Yang?Yang:Someofournewproducts.Wouldyouliketohavealookatthepaterns?Smith:Yes,please.Yang:Heretheyare,MRS.Smith.Smith:Ilikethisprintedpoplin.Howmuchisitayard?Yang:45penceperyard.CifLondon.Smith:Yourpriceishigherthanicanaccept.Couldyoucomedownalittle?Yang:Whatwouldy

4、ousuggest?Smith:Couldyoumakeit40peneeperyard,CIFLondon?Yang:Imafraidwecant.Thisisthebestpricewecanquote.Smith:Letsleavethatforthetimebeing.Yang:Areyouinterestedinourpongee?Smith:Yes.Pleaseshowmethelatestproducts.Yang:Hereitis.Smith:Thequalityisverygood.Butnowadaysnylonispushingthismaterialout.Yang:I

5、donotthinkso.Wearesoldalotthismonth.Smith:Well,anyway,Illbookatrialorder.Theprice?Yang:Sameasweofferedlasttime.Smith:Whataboutthequantity?Yang:200piecesforSeptembershipment.Smith:Allright.Illtakethelot.Yang:Howaboutprintedpoplin,then?Smith:Theresstallagapof5pence.Willyougivemeatradediscount?Yang:Sor

6、ry.Canwemeeteachotherhalfway?Smith:Whatdoyoumean?Yang:Letsclosethedealat43penceperyard,CIFLondon.Smith:Youdriveahardbargain,億思是拼命讨价还价），butIllacceptthistime.Yang:Wewillprovidegoodserviceandquality.Smith:Thatwillbedeeplyappreciated.Yang:ShallImakeoutthecontractforyoutosigntomorrow?Smith:Fine对话三：Jane:A

7、llright.Shallwegetdowntothepricenow?Joe:Noproblem.Ourunitpriceforthehand-madestrawmattressis10$perone.Jane:lthinkthepriceisalittlebithigher;canyougivemeadiscount?Joe:Youknowourproducthasasteadydemandinmarketandthequalityisexcellent,thepriceisreasonable.Ifyouplacemorethan1000pieces,wellgiveyou3%disco

8、unt.Jane:Wellsincethisisthefirsttransactionbetweenus,wedliketoplaceatrialorderof1000piecestopromoteourrelationships.Joe:Good.对话四：安妮:lvecometohearaboutyourofferforbristles.哈里:Wehavetheofferreadyforyou.Letmesee.hereitis.100case（箱）HoustonBristles,57mm,at10poundssterlingperkilogram,C.I.F（CIF是COST,INSURA

9、NCE,ANDFREIGHT,成本加保险加运费，后跟目的地）EuropeanMainPorts,forshipmentinJune2001（2001.06交货）.Theoffer（报盘）isvalid（有效）forfivedays.（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。）安妮:Why,yourpricehassoared.Itsalmost25%higherthanlastyears.Itwould

10、beimpossibleforustopushanysalesatsuchaprice.哈里:Imalittlesurprisedtohearyousaythat（你这样说我有点惊讶）.Youknowverywellthatmarketsforbristleshavegoneupagreatdealinrecentmonths.Thepriceweoffercomparesfavorably（实惠）withquotationsyoucangetelsewhere.安妮:lmafraidIcantagreewithyouthere.Imustpointoutyourpriceishigherth

11、ansomeofthequotationswevereceivedfromothersources.哈里:Butyoumusttakethequalityintoconsideration.EveryoneinthetradeknowsthatUSsbristlesareofsuperiorqualitytothosefromothercountries.安妮:lagreethatyoursareofbetterquality.Buttherescompetitionfromsyntheticproducts,too.Youcantverywellignorethat.Pricesforsyn

12、theticbristleshaventchangedmuchovertheyears.哈里:Therespracticallynosubstituteforbristlesforcertainuses.Thatswhydemandfornaturalbristleskeepsrisinginspiteofcheapersyntheticones.Tobefrankwithyou,ifitwerenotforthelong-standingrelationshipbetweenus,wewouldhardly（offersthisprice）安妮:Well,wellhavealotofdiff

13、icultiesinpersuadingourclientstobuyatthisprice.ButIllhavetotry,Isuppose对话五：亚历山大:Iminterestedinallkindsofyourproducts,butthistimeIwouldliketoordersomefireworksandmosquitocoilincense.PleasequoteusC.I.F.,Shanghaiport.（请报C.I.F上海港到岸价）布#斯:Pleaseletusknowthequantityrequiredsothatwecanworkoutthepremium（保险费）

14、andfreightcharges.亚历山大:lmgoingtoplaceatrialorderfor（试定）1,000unitsofadozenfireworksand500cartonsofmosquitocoilincense.布鲁斯:Allright.HereareourF.O.B.pricelists.Allthepricesaresubjecttoourfinalconfirmation.（所以价格都以我方确认为准）亚历山大:YourpriceisreasonablebutIwonderifyouwouldgiveusadiscount.Youknowfortheproductsl

15、ikeyoursweusuallyget2%or3%discountfromEuropeansuppliers.布鲁斯:Weusuallyofferonanetbasis（报净价offeranetprice）only.Manyofourclientshavebeendoingverywellonthisquotedprice.亚历山大:Discountswillmoreorlessencourageustomakeeveryefforttopushsalesofyourproducts.布鲁斯:Thequantityyouorderedismuchsmallerthanthoseofother

16、s.Ifyoucanmanagetoboostitabit,wellconsidergivingyouabetterdiscount.亚历山大:Asfarasatrialorderisconcerned,thequantityisbynomeans（绝不）small.Andgenerallyspeaking,weliketoprofitfromatrialorder.Ihopeyoullbeabletomeetourrequirements.布#斯:Well,asthisisthefirstdealbetweenus,weagreetogiveyouanone-percentdiscounta

17、saspecialencouragement.（作为特殊照顾我们同意给你1%的折扣）亚历山大:1%?Thatstoolowarate.Couldyouseeyourwaytoincreaseitto2%?布鲁斯:Imafraidwehavereallymadeagreatconcession,andcouldnotgoanyfurther.亚历山大:ltseemsthisistheonlyproposalformetoaccept.（条件）Illcomeagaintomorrowtodiscussitindetail.布鲁斯:Allright.Seeyoutomorrow.对话六：布莱克:Th

18、esizeofourorderdependsgreatlyontheprices.Letssettlethatmatterfirst.怀特:Well,asIvesaid,ifyourorderislargeenough,werereadytoreduceourpricesby2percent.布莱克:WhenIsayyourpricesaremuchtoohigh,Idontmeantheyarehighermerelyby2or3percent.怀特:Howmuchdoyoumeanthen?Canyougivemearoughidea?（大概的数字）布莱克:Tohavethisbusine

19、ssconcluded（Togetthebusinessdone）,Ishouldsayareductionofleast10percentwouldhelp.怀特:Impossible.Howcanyouexpectustomakeareductiontothatextent?布莱克:lthinkyouareaswell-informedasIamaboutthemarketforchemicalfertilizers.Itsunnecessaryformetopointoutthatsupplyexceedsdemandatpresentandthatthissituationisaptt

20、ocontinueforalongtimeyet.对话七：张先生:Wedliketoknowyourplantopushthesalesofourproductssinceyoudliketoactasouragent.Youunderstandthatanagentwillgiveusagreathelptobreakintoanewmarket.秦先生:Well,welldoalotofadvertisinginnewspaperandonTVprograms.Alsowellsendoursalesmenaroundtopromotethesalesofyourgoods.Wepropo

21、setheguaranteedannualamountbe$1,000,000forastart.同张先生:Whatistheterritoytobecovered?園秦先生:Alltheareasinourprovinee.囘张先生:Andtherateofcommissionyouwanttocharge?園秦先生:Ourcommissionisquitereasonable.Weusuallygeta5%commissionoftheamountoneverydeal.冏张先生:Youknow,however.thatallouragentsinthislinearegettinga3%

22、commission.国秦先生:Ourcustomersarenotfamiliarwithyourgoods,sowellhavetospendalotofmoneyinpopularizingyourproducts.Sincethereissaleresistaneetoovercomeatthebeginning,youshouldallowusa5%commission.園张先生:Ourpriceisworkedoutaccordingtothecost.5%commissionmeansanincreaseourprice.Well,tohelpyoupushsale,wecoul

23、dmakethisanexceptionandgiveyoua4%commissionforatrialperiodofoneyear.冏秦先生:Quitereasonable.Welookforwardtohappyandsuccessfulcooperationbetweenus.同对话八：安德森:Thisisourrock-bottomprice,Mr.Harry.Wecantmakeanyfurtherconcessions.凰哈里先生这是我方的最低价格不能再让了.哈里:Thatsthecase,theresnotmuchpointinfurtherdiscussion.Wemight

24、aswellcallthewholedealoff.闾如果是这样的话.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:WhatImeanisthatwellneverbeabletocomedowntoyourprice.Thegapistoogreat.冏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:lthinkitunwiseforeitherofustoinsistonhisownprice.Howaboutmeetingeachotherhalfwaysothatbusinesscanbeconeluded?凰我想我们双方都坚持自己的价格是不明

25、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:Whatisyourproposal?闾你的建议是？哈里:Yourunitpriceis100dollarshigherthanwecanaccept.WhenIsuggestedwemeeteachotherhalfway,Imeantitliterally.冏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:Doyoumeantosuggestthatwehavetomakeafurtherreductionof50dollarsinourprice?Thatsimpossible.园你是说

26、让我们再减价50美元吗？办不到！哈里:Whatwouldyousuggest?凰你的意见呢？安德森:Thebestwecandowillbeareductionofanother30dollars.Thatlldefinitelyberock-bottom.冏我们最多只能再减30美元这可真是最低价了.哈里:Thatstillleavesagapof20dollarstobecovered.Letsmeeteachotherhalfwayoncemore,thenthegapwillbeclosedandourbusinesscompleted.这样还剩下20美元的差额呀我们再一次各让一半吧这样

27、差额就可消除生意也就做成了.安德森:Youcertainlyhaveawayoftalkingmeintoit.Allright,letsmeethalfwayagain.風你真有办法把我说服了好吧我们再各让一半.-哈里:lmgladwevecometoanagreementonprice.Wellgoontotheothertermsandconditionsatournextmeeting.冏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,theresoneotherpointIwishtoclearup.好.不过我还想澄清另一个问题.哈里:Whati

28、sit?冏什么事？安德森:MyfriendsinbusinesscirclesallseemtobeoftheopinionthattheU.S.,importandexportcorporationshavebecomemoreflexibleindoingbusinessrecently.冏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,theyreright.Infact,wehaveeitherrestoredoradoptedinternationalpracticesinourforeigntrade.冏正是这样.事实上.最近我们在国际贸易中恢复或采用了

29、国际惯例和习惯做法.安德森:lmgladtohearthat.Withaviewtoexpandingandfurtherenhancingthebilateralrelationsbetweenourtwoparties,andinparticular,exchangingtimelyviewsonspecificproblemsintheexecutionandenforcementofcontracts,isitpossibleforusto冏听到这一点.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:Basi

30、callyspeaking,yes,wewelcometheestablishmentofrepresentativeofficesbyforeigncompaniesinWashingtonD.C.Ofcourse,therearemoredetailstobeattendedto.Wecannotsettleitinafewwords.屈从根本上讲.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:Yes,ofcourse.Illcallmyhomeofficetonightandletthemknowaboutit.Whendowemeetagain