商务英语情景对话 - 价格谈判篇 - 图文

对话一：

Tolerance makes space/One Step Back for Boundless Sky退一步海阔天空 小明:It's difficult for us to push the sale（加否定词表示‘无法销售’） of your digital cameras nowadays.

小红:What seems to be the problem? 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）小红:As you may have noticed,the price skyrockets in raw materials,so we're forced to adjust our prices accordingly. 小明:I'm sorry to say we have to close business at that price. Aren't we old friends?We've had a very good business relationship over the past years,I suggest you make an appropriate reduction. 小红:Well,in view of our good cooperation over the past years. let's meet each other half way（我们来个折中），I'll 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:I'm afraid we can't.This is the best price we can quote. Smith: Let's 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, I'll 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.I'll take the lot. Yang: How about printed poplin,then?

Smith: There's 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: Let's 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 I'll 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? Joe:No problem.Our unit price for the hand-made straw mattress is 10$ per one. Jane:I think the price is a little bit higher; can you give me a discount? 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, we’ll give you 3% discount. Jane:Well since this is the first transaction between us, we’d like to place a trial order of 1000 pieces to promote our relationships. Joe:Good. 对话四：

安妮:I've come to hear about your offer for bristles. 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。）安妮:Why, your price has soared. It's almost 25% higher than last

year's. It would be impossible for us to push any sales at such a price. 哈里:I'm 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. 安妮:I'm afraid I can't agree with you there. I must point out your price is higher than some of the quotations we've received from other sources. 哈里:But you must take the quality into consideration. Everyone in the trade knows that US's bristles are of superior quality to those from other countries. 安妮:I agree that yours are of better quality. But there's

competition from synthetic products, too. You can't very well ignore that. Prices for synthetic bristles haven't changed much over the years. 哈里:There's practically no substitute for bristles for certain uses. That's 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） 安妮:Well, we'll have a lot of difficulties in persuading our clients to buy at this price. But I'll have to try, I suppose 对话五：

亚历山大:I'm 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）布鲁斯:Please let us know the quantity required so that we can work out the premium（保险费） and freight charges. 亚历山大:I'm going to place a trial order for（试定） 1,000 units of a dozen fireworks and 500 cartons of mosquito coil incense. 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） 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. 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. 亚历山大:Discounts will more or less encourage us to make every effort to push sales of your products. 布鲁斯:The quantity you ordered is much smaller than those of others. If you can manage to boost it a bit, we'll consider giving you a better discount. 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 you'll be able to meet our requirements. 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） 亚历山大:1%? That's too low a rate. Could you see your way to increase it to 2%? 布鲁斯:I'm afraid we have really made a great concession, and could not go any further. 亚历山大:It seems this is the only proposal for me to accept.（条件） I'll come again tomorrow to discuss it in detail. 布鲁斯:All right. See you tomorrow. 对话六：

布莱克:The size of our order depends greatly on the prices. Let's settle that matter first. 怀特:Well, as I've said, if your order is large enough, we're ready to reduce our prices by 2 percent. 布莱克:When I say your prices are much too high, I don't mean they are higher merely by 2 or 3 percent. 怀特:How much do you mean then? Can you give me a rough idea?（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. 怀特:Impossible. How can you expect us to make a reduction to that extent? 布莱克:I think you are as well - informed as I am about the market for chemical fertilizers. It's

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.对话七：

张先生:We'd like to know your plan to push the sales of our products since you'd like to act as our agent. You understand that an agent will give us a great help to break into a new market.秦先生:Well, we'll do a lot of advertising in newspaper and on TV programs. Also we'll send our salesmen around to promote the sales of your goods. We propose the guaranteed annual amount be $1, 000, 000 for a start. 张先生:What is the territoy to be covered? 秦先生:All the areas in our province. 张先生:And the rate of commission you want to charge? 秦先生:Our commission is quite reasonable. We usually get a 5% commission of the amount on every deal. 张先生:You know, however.that all our agents in this line are getting a 3% commission. 秦先生:Our customers are not familiar with your goods, so we`ll 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. 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. 秦先生:Quite reasonable. We look forward to happy and successful cooperation between us. 对话八：

安德森:This is our rock - bottom price, Mr. Harry. We can't make any further concessions. 哈里先生.这是我方的最低价格.不能再让了.

哈里:That's the case, there's 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 we'll 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.

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