商务谈判-讨价还价签约

商务谈判（1）讲价还价签约(一)常用词汇询价tomakeaninquiry成本、保险加运输费(到岸价)CIF(cost,insuranceandfreight)纽约到岸价CIFNewYork加拿大主要海港到岸价CIFCanadianmainseaports成本加运费价C&F(cost&freight)船上交货价(离岸价)FOB(freeonboard)价目单pricelist参照价格indicationlist报价quote(V.)/quotation(n.)最新报价latestquotation底价floor/best/lowest/rock-bottom/minimumprice底线bottomline保本价格break-evenprice单价unitprice净价netprice原价originalprice有竞争力competitive优惠的favorable合理的reasonable/acceptable(报价)有根有据的/知书达礼的wellgrounded(价格)有吸引力的attractive报/发盘offer底盘flooroffer实盘firmoffer/offerwithengagement虚盘non-firmoffer/offerwithoutengagement开/收盘opening/closingprice还盘counteroffer折扣discount/allowance常例generalpractice销售topromotethesales畅销品bestseller/quick-sellingproduct展览品exhibitsondisplay开辟市场toestablishamarket有销路tohaveagood/readymarket式样design销售说明书salesliterature商标trademark成交toconcludeadeal/transactionwith条款termsandconditions样品sample订货toorder/placeanorderdeliverthegoods/delivery(n.)大买卖substantialbusiness量控qualitycontrol收据receiptofinvoice日期dispatch/deliverydatetrialorder大largeorder半0好手realnegotiator禾U(率)profitmargin步concession不能够再做步cannotmakeanyfurtherconcession价有效期…天(offer)tobevalid/firmfor…days(hold/keep…offeropenfor-days)接受/取消/确toaccept/cancel/confirmanorder(价格)与国市保持一致(price)be/comeinlinewiththeinternationalmarket(价格)与国市不一致(price)beoutoflinewiththeinternationalmarket(价格)急上(price)goup/increasesharply/rapidly/substantially/dramatically(二)用于(Inquiry)我能够向您价？CanImakeaninquiry?你能跟我你的价格？Couldyougiveussomeideasaboutyourprices?我想知道你…的价。Ihopetohaveyourquotationfor…我希望您一下堡到岸价的最低价。I’dliketohearyourlowestquotationsCIFHamburg.您一下10吨核桃仁西雅到岸价的最低价。PleasequoteusyourlowestpriceCIFSeattlefortenMT(metricton=ton)ofwalnutmeat.就我在附件中的价上所列商品我一下雅加达到岸价。PleasequoteusforthegoodslistedIenclosedwiththeinquirysheetgivingyourpricesCIFJakarta.我一下100令白色广告敦离岸价的价。PleasequoteusFOBLondonfor100reamsofgoodqualitywhiteposterpaper.了完成交易，我一个最有争力的价格。Pleasequoteusyourmostcompetitivepriceinordertoconsummatebusiness.我迫切希望知道方品的价。Weareanxioustogetanofferforyourproducts.是我的价，我想知道方到岸价的最低价。Hereisalistofourrequirements.Id’lovetohaveyourlowestquotationsCIFNewYork.我一个最低价，及每最低数量要求。Pleasequoteusyourbestpriceandletusknowtheminimumquantityforeachorder.我已就你的商品做了价，在本月底前。Wehavealreadymadeaninquiryforyourarticles.Pleasemakeanofferbeforetheendofthismonth.若是我们订100套，你们的价格是多少？Whatpricewouldyouquoteuson100sets?若是我们订1万件，你们的报价是多少？Ifweorder10,000units,whatwouldbeyouroffer?若是我们的订单很大，你们的价格能降低多少？Ifourorderisasubstantialone,howmuchwillbringyourpricedown?请问你们能给我们怎么样的特别优惠？Pleaseinformuswhatspecialofferyoucanmakeus?麻烦你告诉我们，若是我们对贵方产品下一个大的订单，你们能恩赐我们什么样的折扣？We’dappreciateitverymuchifyouletusknowwhatdiscountyoucangrantusifwegiveyoualargeorderofyourproducts.（三）用于报盘（Offer）感谢你询价。为了便于我方提出报价，能否谈谈你方需求数量？Thankyouforyourinquiry.Wouldyoutelluswhatquantityyourequiresothatwecanworkouttheoffer?我们很快乐就我方在外国市场十分畅销之手工毛毯向你方报价。Weareinterestedinmakingyouanofferonourhand-madecarpetswhicharewellreceivedintheoverseasmarket.平时我们的报价都是FOB价。Ingeneral,ourpricesaregivenonaFOBbasis.我们能够按国际市场价格给您报价。Wecanofferyouaquotationbasedupontheinternationalmarket.我方的报价是合理的、现实的，吻合当前市场的价格水平。Ourofferisreasonableandrealistic.Itcomesinlinewiththeprevailingmarket.这是我方最新的价目表，您能够看到我们的价格是最具竞争力的。Hereisourlatestpricesheet.Youwillseethatourpriceismostcompetitive.诚意的说，由于市场发展迅速，我方恩赐你方的报价已为我方最惠价了。Sincerelythemarketisadvancingrapidly,thepriceweofferedyouisthebestIbelieve.我方相信恩赐你方的报价可与其他企业有力竞争。Webelievethatthepriceweofferyoucancompetewellwiththoseoftheotherfirms.这里有我方以按装运港船边交货为准的价目表，所报均为虚盘。IhavehereourpricesheetonaFASvesselbasis.Thepricesaregivenwithoutengagement.若是我方能够在10天内收到你方订单，我们就报实盘。Ifwecanreceiveyourorderwithinthenext10days,wewillmakeyouafirmoffer.本盘5日内有效。Thisofferisfirmfor5days.我方报盘自今天起5日内有效，今后随行就市。Ourofferisvalidfor5daysfromtoday,andwillthenbesubjectedtochangeaccordingtothemarketpriceoftheday.我们报的是上海离岸价而不是香港到岸价，我方报盘有效期至8月31日。ThepricewequoteisonFOBShanghaibasesinsteadofCIFHongKongbasesandourofferwillbevaliduntilaugust31st.

需提示的是，如我方未能在下周一收到你方复函，我方将不得不撤掉报盘。Id’liketoremindyouthatwehavetowithdrawourofferifwedon’thearyoubynextMonday.本报盘还有10天有效期，自6月10号起。Thisofferwillremaineffectiveforanother10daysfromJune1.由于价格连续上涨，我方建议你方尽早下订单。Aspricearesteadilyrising,we’dadviseyoutoplaceyourorderwithoutdelay.我们的产品需求量大且供应有限，因此建议你方提前接受此报盘。Ourproductisingreatdemandandsupplyislimited,sowewouldrecommendthatyouacceptthisofferassoonaspossible,我方认为恩赐更优报盘可令贵方完好满意，并希望赶忙收到贵方认可复函。Wefeelbetterofferwillgiveyoufullsatisfaction.Ihopetoreceiveafavorablereplyfromyousoon.望贵方能接受我方报盘并马上向我方下订单。Wehopeyouwillacceptourofferandgiveusordersoon.如贵方认为我方建议合理，请提前向我方下订单。Ifyouthinkourproposalacceptable,pleaseletushaveyouorderatanearlydate.(四)用于还盘(Counter-offer)若是你方坚持自己的价格不作退步，我们没有必要再谈下去。Ifyouinsistonyourpriceandrefusetomakeanyconcession,therewillbenotmuchpointinfuturediscussion.诚然我们感谢贵方的合作，可是很对不起，我们不能够再减价了。Whileweappreciateyourcooperation,weregrettosaythatwecan’treduceourpriceanyfurther.我方希望能重新考虑你方价格，并恩赐新的报价，这样才有折中的可能。Wewishyouwillreconsideryourpriceandgiveanewbidsothattherecouldbeapossibilityforustomeethalfway.接受你方报价将是我方盈利甚微。Toacceptthepriceyouquotewouldleaveusonlyasmallprofitonoursales.你方对手现报出更低价格，除非你方能减价，否则我方不得不另觅卖家。Yourcompetitorsareofferingconsiderablylowerpriceandunlessyoucanreduceyourquotation,wehavetobuyelsewhere.接受你方当前报价意味着将给我方带来深重损失，更别说盈利了。Toacceptyourpresentquotationwouldmeanaheavylosstousnottospeakofprofit.我方须指出的是，你方报价比其他国家的竞争者的报价要高。Iwishtopointoutthatyourofferishigherthansomeofyourcompetitorsinothercountries.我方可从其他渠道获得比你方价格更低的同样质量的商品。Wecanobtainthesamequalitythroughanotherchannelatmuchlowerpricethanthatyouquotedus.你和你方竞争对手的报价有很大差距。Thereisabigdifferencebetweenyourpriceandthoseofyourcompetitors.我方希望你方能报最低价，否则我方别无选择，只能另下订单了。WehopeWehopeyouwillquoteyourrockbottomprice;otherwise,wehavenoalternativebuttoplaceourorderselsewhere.我方希望你方恩赐的折扣不至于这样之低吧。Wedidn’texpectthatthediscountyouofferwouldbesolow.你方价格应以我方客户本质情况为依据。Yourpriceshouldbebasedontheactualsituationofourcustomers,如你方坚持原始报价，将极大减少我方利润。Ifyouinsistonyouroriginaloffer,itwillreduceourprofitconsiderably,你方报价不合理，由于有其他供应商向我方以5%的折扣供应同样质量的产品。Yourofferisnotacceptablebecausewehaveanothersupplierofferingsimilarqualityproductsat5%discount.很遗憾地说你方报价较其他供应商约高出9%。Iamsorrytosaythatyourpriceareabout9%higherthanthoseofferedbyothersuppliers.较其他供应商所报价格而言，你方价格缺乏竞争力。Comparedwithwhatisquotedbyothersupplier,yourpriceisuncompetitive.我方还盘与现行国际市场一致，公正且合理。Ourcounterofferiswellinlinewiththeinternationalmarket,fairandreasonable.我方很遗憾的说，我方客户发现你方价格过高且与现行市场水平不一致。Weveryregrettostatethatourusersherefindyourpricetoohighandoutoflinewiththeprevailingmarketlevel.我方欣赏你方产质量量，但很遗憾，我方不能够接受你方所报价格。Weappreciatethegoodqualityofyourgoodsbutunfortunatelywearenotgoingtoaccepttheofferonyourterm.你方价格太高致使于我方不能够接受。Wefindyourpricesaretoohightobeaccepted.很遗憾，你方报价一点都不吸引人。Weregrettosaythatyourofferisnotatleastencouraging.你方报价过高。Thequotationsummitedbyyouistoohigh.很遗憾我方不能够接受你方报价。Weregretthatitispossibleforustoentertainthebid.你方价格高出我方希望。Yourpriceisbeyondourexpectation.很遗憾的说，你方价格过高，除非你方能减价20%，否则无法成交。Weregrettosaythatyourpriceisonthehighside.Wedonotthinkthereisanypossibilityofbusinessunlessyoucutyourpriceby20%.你方价格上涨过快，这让我方无法按这样的价格与你成交。Yourpricehasgoneupsorapidlythatitwouldbeimpossibleforustopushanysalesatsuchaprice.你方报价完好不能行。Thepriceyouofferisentirelyunworkable.如你方坚持原报价，该笔交易无法完成。ifyouhangontheoriginaloffer,thebusinessisimpossible.如你方能使价格更优，我方可加大订购数量。Ifyouareabletomakethepriceeasier,wemighttakealargerquantity.我方认为你方报盘不够优惠，不足以让我方增添市场份额。Wethinkyourofferisnotfavorableforustoincreasethemarketshareonourend.我方可要求给些折扣吗？MayIaskifyouallowanydiscount?若你方能向我方做出价格上的退步，我方将考虑下一万打的订单。Ifyouarepreparedtogivemesomeallowance,Iwillconsiderplacinganorderfor10,000dozens.若大批量订购，你方可降价多少？Iftheorderisasubstantialone,howmuchwillyoucomedown?若我方订购2000件以上，你方可给我方特别折扣吗？Ifweplaceanorderfor2,000piecesup,canyougiveusaspecialdiscount?若我方订购高出一万公吨，你方能否恩赐我方额外6%的佣金呢？ifourorderismorethan10,000MT,wouldyougiveusanadditional6%commission?因我方订购数量大，故希望你方能降价。We’dliketoaskforareductioninpricebecauseofthelargesizeofourorder.由于现行市场十分低迷，若你方希望我方提高销量的话，就必定降低价格。Sincethepresentmarketissoweak,youhavetoloweryourpriceifyouwantustoincreasesales.我方能否建议你方在报价上做出退步呢？MayIsuggestthatyouperhapsmakesomeallowanceonyourquotedprice?如你方可降价2%，我方可订20公吨。Ifyoureducethepriceby2%,Ithinkwecandotwentymetrictons.若你方愿意恩赐5%的减价，我方将订购5000打。Ifyouarewillingtogivemea5%reduction,Iwillorder5,000dozens.若你方能降价15%，我方则特别愿意向你方进一步订货，否则我们只有另寻其他供应商了。Wewouldverymuchliketoplacefurtherorderwithyouifyoucouldbringdownyourpriceby15%;otherwise,wecanonlyswitchourrequirementtoothersuppliers.没人会用这样不合理的高价做买卖的，生怕你方应该降价10%。Noonecandobusinessatsuchanunreasonablyhighprice.Youhavetocutitdownby10%Iamafraid.若是你方能够给我们5%的佣金，我们能够下个试单。Weshouldbookatrialorderwithyouprovidedyouwillgiveus5%commission.只有减价10%以上，才能有更多的顾客买你们的产品。Onlybycuttingpricethepricebymorethan10%,canmorecustomersbeluredtobuyyourproducts.(五)反还盘(Counter-counter-offer)你方还盘太低，特别对你方的小额订单来看。Yourcounterofferismuchtoolow,especiallyconsideringthesmallamountofyourorder.我方报价已经是最低了。Ourpriceisalreadyonitslowestlevel.关于进一步降价而言，余地很小。Thereislittleroomforfurtherreducingtheprice.我方不能够恩赐更多的折扣了。Wecannotmakeanyfurtherdiscount.这是我方最低价，不能够退步了。Thisisourrockbottomprice.Wecan’tmakeanyconcession.对不起，我方报价不含折扣。Sorry,wegenerallydon’tquoteonadiscountbasis.对这批货我们不能够再退步了。Wecan’tmakeanyallowanceforthislot.我方生怕没有还价的余地了。Im’afraidthereisnoroomtonegotiatetheprice.我方以全力报最低价了。Thepriceweofferyouisthelowest,wecan’tdobetter.我方特别遗憾不能够按你方要求的降价。Weverymuchregrettosaythatwecan’tcutthepricetotheextentyourequired.生怕你方再难找到肯比我方出更低价的企业了。Iamafraidyouwon’tfindanothercompanywhowillgiveyoualowerpricethanothers.若是你方将我方产质量量与其他企业对照，将会发现我们的价格是特别合理的。Ifyoucomparethequalityofourgoodswiththatofothercompanies,youwillseeourpriceisveryreasonable.腰带的报价较昨年低很多，你会发现者很有竞争力。Thepricewequotedyouforbeltsismuchlowerthanthatoflastyear.Youwillfinditverycompetitive.我们的报盘或许稍微偏高，可是市场一旦停止颠簸，你方将很快盈利更多。Ouroffermightbeabithigh,butyouwillsoonmakebiggerprofitswhenmarketfluctuationstops.如你方可双倍订货，我方可考虑恩赐8%的优惠。Ifyoudoubletheorder,wemayconsideringgivingyouan8%discount.我方能做的最大努力就是基于你方在报价基础上的2%的折扣。Thebestwecandoistoallow2%offourquotation.你地区有相当多的富人，对他们而言，高价格意味着高质量的产品。Therearesomanyrichpeopleinyourarea.Tothemahighpricemeansagoodqualityproduct.若是你方坚持还盘而不做任何退步，我们生怕难以完成交易。Ifyousticktoyourcounterofferwithoutanycompromise,wemaynotbeabletomakeadeal.我方的桌布价格适中，而且在你方市场十分畅销。Ourtableclothismodestlypricedandquitesellableinyourmarket.我方认为你方还盘其实不合适，由于该材质的价格现正在看涨。Wefeelthatyourcounterofferisnotproperbecausethepriceforsuchamaterialisontheriseatpresent.(六)恩赐优惠(Offeringdiscount)1.订100件以上，我们将恩赐1.5%的特别折扣。Onorderfor100piecesormorewe’llgiveaspecialdiscountof1.5%.若是每种规格的产品订货节余1000件，我方将恩赐5%的折扣。Adiscountof5%maybeallowedifthequantityforeachspecificationismorethan1,000units.如你方可将订单增至50,000件，我方将愿意依据要求恩赐你方5%的折扣。Weshouldbepleasedtoallowyoutherequesteddiscountof5%,ifyouwillraiseyouorderto50,000pieces.我方将对你方在7月内购买的任何产品恩赐10%的折扣。Wewouldofferyoua10%discountduringJulyonanythingyoubuy.你方能在12月底前下订单的话，将获得15%的特别折扣。Youcanreceiveaspecial15%discountonordersplacedbeforetheendofDecember.若你方订购量足够大的话，我方愿减价5%。Ifyourorderislargeenough,wearepreparedtoreduceourpricesby5%.若订单特别大的话，我方准备恩赐更多折扣。Ifyourorderisexceptionallylarge,wearepreparedtoincreasethediscount.为帮助你方销售我方产品，我方将例外恩赐5%的特别折扣。Tohelpyousellourproducts,asanexceptionwewillgiveyouaspecialdiscountof5%.为使我们的业务来往有个优异的初步，我方将减价5%。Wewillbringourpricedownby5%foragoodstartofourbusinessrelationship.为完成这笔交易，我方将再次减价5%。Inordertoclosethisdeal,weshallfurtherreduceourpriceby5%.基于双方的长远友谊，我方接受降价的要求，减6%怎么样？Forthesakeofourlongtermfriendship,wearegoingtoacceptthepricereduction,howabout6%off?为了帮助你方在该行业里发展业务，我方将恩赐你方5%的折扣。Inordertohelpyoudevelopbusinessinthisline,wearepreparedtoofferyouadiscountof5%.为与你方完成交易，我方愿在原报价上减价3%。Inordertowindupthistransactionwithyou,wearereadytotake3%offthisoriginalquotation.经过仔细考虑，我方决定每单件产品降价至420美元。Aftercarefulconsideration,wedecidetobringthepricedownto420dollarperunit.我方愿按15%的特别折扣向你方供应电脑。Wepreparetoofferourcomputerstoyouatthespecialdiscountrateof15%.为表示我们的诚意，我方愿恩赐6%的特别佣金。Toshowoursincerity,wearepreparedtomakeyouaspecialcommissionof6%.既然你方愿加大订单量，我方愿意在原报价基础上恩赐你方7%的折扣。Wearepleasedtograntyoua7%discountfromtheoriginaloffersinceyouagreetoincreasetheorder.10%不太可能，但我方愿给8%。10%isoutofthequestion,butwearepreparedtoofferyou8%.(七)双方退步(Compromise)我们双方都坚持己见是不理智的。It’sunwiseforeitherofustosticktoone’sownprice.为了做成这笔交易，我们各让一步吧。Let’smeeteachotherhalfwaysoastoconcludethebusiness.我认为我们应该互相做出退步以完成交易。Ithinkweshouldcometoacompromisewitheachotherinordertogetthedealdone.若双方都作出退步，完成交易相当有可能。Businessisquitepossibleifeachsidecanmakessomeconcessions.基于我们过去几年里的优异合作，我方愿意接受你方价格。Inviewofourgoodcooperationoverthepastfewyears,wearepreparedtoacceptyourprice.为了我们的友谊，我方接受1000双皮鞋40,000美金的价格。Asagestureoffriendship,weacceptthepriceof$40,000for1.000pairsofleathershoes.若是说这样，我方不得不接受你方支付方式。Ifitisreallyso,wehavetoagreetoyourpaymentterms.我方愿将原价稍微降低作为退步。We’dliketoreducetheoriginalofferslightlyasacompromise.考虑到你方的大额订单，我方可恩赐你方此特别待遇。Consideringyoursubstantialorderwecangiveyouthisexceptionaltreatment.(八)谈论合同(Discussingthecontract)在这些条款最后被列入合同从前，我们需要在下午再谈论一次。Wecouldliketohaveanotherdiscussionofthoseconditionsintheafternoonbeforetheyarefinallyincludedinthecontract.下午签合同从前，我们最好先阅读一下所有合同细节。Beforesigningthecontractthisafternoon,Ithinkwe’dbettergooverthefinaldetails.我们最好起草一份合同草案，以便在下次会议中重视谈论合同细节问题。We’dbetterdrawuparoughdrafttothecontractthentalkitoverindetailatournextmeeting.这是一份包含了销售方式和条件的合同样本。Thisisacopyofourspecimencontractinwhichthegeneralsalestermsandconditionsarecontained.我希望贵方不会反对我方在协议中加入这样一项条款。Wehopethatyouwon?tobjecttoourinsertingsuchaclauseintheagreement.一旦合同中某项条款与补充条款相矛盾，补充条款拥有最后的拘束力。IfanyotherclauseIthiscontractisinconflictwiththesupplementaryconditions,thesupplementaryconditionsshouldbetakenasfinalandbinding.仔细研究完你方的合同草案后，我方认为有必要做一些更正。Afterstudyingyourdraftcontractwefounditnecessarytomakeafewchanges.我方认为你方合同草案还有待更正。Wethinkyourdraftcontractneedssomemodification.我建议最幸好句子的措辞上做一些更正。Ithinkwe’dbettermakesomechangesinthewordingofthissentence.我想用“在装运期后”取代这个词组。Id’liketoreplacethisphrasewith“afterthedateofdelivery”.任何关于更正合同的问题都需经过双方赞成后方可执行。Anymodification/alternationtothecontractshallbemadewiththeconsentofbothparties.未经双方赞成不得擅自更正合同。Nochangescanbemadeonthiscontractwithoutmutualconsent.我方希望在合同中注明，你方有义务在合同规定的装运期内完成装运任务。Wemustmakeitclearinthecontractthatyouareobligedtocompletethedeliveryofthegoodswithinthecontractualtimeofshipment.