商务英语谈判 价格(一)
A:为出口公司 B:为国外进口公司
A和B开门走进办公室……
A: please take your seat,--- B:Thank you.
A:After anttending our new product launch meeting,you must have a detail idea about our products, please let me know what kinds of flowers you are interested.
(A递给B 一个产品目录册，B迅速地翻阅并作出标记)
B:Yes,your flowers are pretty beautiful and leave me a deep impression.
(A接过B递回的册子，翻阅)
B:And I’d like to get the ball rolling by talking about the prices will you offer for these I’ve marked?
A:---,before we quote price please tell me how many flowers you are going to buy.
B:for No.10 we’d like to phurchase 1500 units,No.20,1000 units and 1000 units for No.30.
A:The usual price for No10 is 25 USD,for No20,35,and No30, are all on the trade term of CIF Sydney.
B:I think it’s unacceptable for us,you know the market has shrinked a lot during the economic ressesion period. A:we understand it,but you know these flowers are good for they are newly cultivated after we tried a lot for genetic transplant.I believe you know the cost we spent.
B:yes, I know that,---,it’s because of that ,I hope we can cooperate to open the the price is reasonable, the large volume sales will be easy to reach,and that can remedy your large cost,right?
A: (考虑片刻)Considering it’s the first time we do business and long-term cooperation in future, we can cut 1 USD for the price which we usual don’t do .
B:1 USD? It makes no need to be frank,we want the price to be 20,25 and 40 USD for each kind.
A:No,no,no,I think you are kidding….---,that’s a big cut ,and it will make us have no returns.
B:(表情严肃，犹豫片刻)Then how about 22,30 and 45 USD.
A:That’s still leave us a little of margin,but increase 500 hundreds units for each kind,we can make it.
B:That’s hard for us,you know it is a large size,and we can’t keep them for a long time.
A:The season of large demand for flowers is coming,we guarantee the delivery within 1 month, that can be helpful for your quick sale.
B:The delivery should be within 1 month, otherwise I cannot place the order. Now let’s reach some middle ground,you allow a 20% discount,I increase the order quantity by 500 hundreds units at that new price.
A:20% discount? The policy regulates the maxium discount is within 15% in our company. And if you want to get the discount,the units you ordered have to overpass 2000 for each item.
B:2000 units?we can’t take that gh you can’t offer us 15% discount,10% is ok.I hope you can accept it.---
A:---,we can grant 8% at most,that’s the best we can I ensure we have allow the prelivige for you. (A’s cellphone rings)
A:Sorry,---,please allow me to spare a few minutes for answering the phone. B:please help yourself.
(A走出办公室，B掏出手机打电话)
B:hello,is that ---,this is --- calling from---
C:Hi,---,this is ---,How is the business going?
B:It’s are discussing you seen the brochures I No10,20 and 30,they offer us unit price of 20,25 and 40 USD on trade term of CIF Sydney with quantity of 2000,1500 and 1500 for each kind,and they also allow a 8% discount,but I want to win ’s your idea?
C:I have checked have a good reputation and quanlity products,and the price condition is also competetive,if you can’t go further,accept thatl. B:Ok,I get
A接完电话回来
A:Sorry,I’ve be delayed. It’s an important call from my gerenal mangage. Let’s continue.(拿着册子看了下)I ensure we have offered you our best price. And I really hope we can begin our business relationship from this transaction.
B:You are a good negotiator,and I accept that.
A:Great,that’s a r a long negotiation,you must be let’s go to have a rest and drink some coffee.
商务英语谈判 价格(二)
A：Warmly welcomed the arrival of us representative, on behalf of the company staff sincerely wishes the talks to a successful conclusion.
热烈欢迎美方代表的到来，我代表我公司全体员工衷心祝愿这次谈判圆满成功。
B：I’m very grateful to the company for your hospitality and I hope our first cooperation can be successful.
很感谢贵公司对我们的热情款待，希望我们的首次合作能够一帆风顺。 A：To shenzhen, is everything habits
来中国，一切都还习惯吗 B：Well, the feeling is also good, shenzhen really is very beautiful, everything is good 恩，感觉还好，深圳确实挺美的，一切都很不错
A：Very well, then let's talk about the issues about price now. 很好，那么让我们来讨论一下价格方面的问题吧。
B：Our T-shirt uniform prices internationally are $ 2.5 per piece FOB Shenzhen
我们的T-shirt 在国际上的统一售价都是2.5美元每件
A：We can not accept this price, it is much higher than other company 。
这样的价格我们没法接受，它比其他公司高出太多了。
B：I'm surprised to hear you say so. You know that the cost of production has been skyrocketing in recent years.
你这么说我很吃惊.你知道近年来生产成本迅速上涨.
A：We know. But you Chinese have an old saying called "high quality with low price." Does your company's product attract customers by its’ expensive price?
这我也知道，你们中国有句话叫做“物美价廉(可以讲汉语)”。难道贵公司的产品是以昂贵来吸引顾客的吗?
B：We also have a word called "Super value for money" price was low enough.
我们中国也有句话叫“物超所值(用汉语，但要用英文解释)”。这样的价格实在是足够低了。
A：You must reduce the price, otherwise I am afraid we will lose the opportunities for cooperation. 你们必须再压低价格，否则恐怕我们将失去这次合作机会。
B：I also regret that you just said you, hope next time you will have a chance.
刚刚您所说的让我也感到遗憾，希望下次还会有机会。
ASorry, please wait for a while, our representatives need a brief time to discuss.
对不起，先暂停一下，我们的代表需要商量一下。(买方交头接耳一番)
B：We know that your honorable company is trying to attract investment. If you drive the price reasonable, we might consider investing.
我们知道贵公司正在吸引投资。如果你们开出的价格再合理一些，我们可能会考虑投资。 A：How number T-shirt do you need? 请问你们需要多少T桖呢?
B：we need 100,000 piece of T-shirt least 我们最少需要10万件。
A：If your commitment to investment, we can to lower the price $2.3 per piece
如果你们承诺投资，我们可以将价格降至$2.3
B：(着急)摇头：The price is too high, we will not accept more than $2.0/per 太高了，我们不会接受超过 $2.0/ per的价格。
A：If you just 100,000 pieces, the price was absolutely unacceptable to ver, if you demand to increase to 150,000 pieces, we can accept $2.0/per this price
你们如果只要10万件，这个价格我们是决不能接受的。但是，如果你们的需求量提高要15万件，我们是可以接受 $2.0/per这个价格的
B：Well, if it is $2.0/per, then we can accept,but we hope to offer CIF quotation
好吧，如果是 $2.0/per的`话，我们可以接受。但我们希望报盘是CIF报价。
A：That’s impossible to offer CIF quotation . But we can assume half of the freight, doing now?我们可以承担一半的运费，这样行了吧?
B：That is ok. Then ,can you deliver goods toToronto before Nov28th?
这样行。那么，你们能在11月28日前把货送到多伦多吗?
A：We guarantee delivery within a month.我们保证在一个月之内交货。
B：Good! We hope we can cooperate even more closely in the future
很好，希望我们以后有更多的机会一起合作
A：Me too. Now that we have reached a preliminary consensus on the drafting of specific contracts.我也是。现在,我们已经达成初步共识起草具体的合同。
B：OK.(双方鼓掌)结束
A: Thank you very much for your come . I wish our cooperation will be happy. In the future, our company will research and development more new product project. I Also look forward to have more strategic relationships with your company long-term cooperation in the future . Thanks
非常感谢你们的远道而来，祝我们这次的合作愉快。在未来里，我公司将会研发更多新的产品项目。也期待这以后与贵公司更加长远的合作战略关系。谢谢。