商務英語談判 價格(一)
A:為出口公司 B:為國外進口公司
A和B開門走進辦公室……
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遞給B 一個產品目錄冊，B迅速地翻閱並作出標記)
B:Yes,your flowers are pretty beautiful and leave me a deep impression.
(A接過B遞迴的冊子，翻閱)
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: (考慮片刻)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:(表情嚴肅，猶豫片刻)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走出辦公室，B掏出手機打電話)
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接完電話回來
A:Sorry,I’ve be delayed. It’s an important call from my gerenal mangage. Let’s continue.(拿著冊子看了下)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.
商務英語談判 價格(二)
A：Warmly welcomed the arrival of us representative, on behalf of the company staff sincerely wishes the talks to a successful conclusion.
熱烈歡迎美方代表的到來，我代表我公司全體員工衷心祝願這次談判圓滿成功。
B：I’m very grateful to the company for your hospitality and I hope our first cooperation can be successful.
很感謝貴公司對我們的熱情款待，希望我們的首次合作能夠一帆風順。 A：To shenzhen, is everything habits
來中國，一切都還習慣嗎 B：Well, the feeling is also good, shenzhen really is very beautiful, everything is good 恩，感覺還好，深圳確實挺美的，一切都很不錯
A：Very well, then let's talk about the issues about price now. 很好，那麼讓我們來討論一下價格方面的問題吧。
B：Our T-shirt uniform prices internationally are $ 2.5 per piece FOB Shenzhen
我們的T-shirt 在國際上的統一售價都是2.5美元每件
A：We can not accept this price, it is much higher than other company 。
這樣的價格我們沒法接受，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.
你這麼說我很吃驚.你知道近年來生產成本迅速上漲.
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?
這我也知道，你們中國有句話叫做“物美價廉(可以講漢語)”。難道貴公司的產品是以昂貴來吸引顧客的嗎?
B：We also have a word called "Super value for money" price was low enough.
我們中國也有句話叫“物超所值(用漢語，但要用英文解釋)”。這樣的價格實在是足夠低了。
A：You must reduce the price, otherwise I am afraid we will lose the opportunities for cooperation. 你們必須再壓低價格，否則恐怕我們將失去這次合作機會。
B：I also regret that you just said you, hope next time you will have a chance.
剛剛您所說的讓我也感到遺憾，希望下次還會有機會。
ASorry, please wait for a while, our representatives need a brief time to discuss.
對不起，先暫停一下，我們的代表需要商量一下。(買方交頭接耳一番)
B：We know that your honorable company is trying to attract investment. If you drive the price reasonable, we might consider investing.
我們知道貴公司正在吸引投資。如果你們開出的價格再合理一些，我們可能會考慮投資。 A：How number T-shirt do you need? 請問你們需要多少T桖呢?
B：we need 100,000 piece of T-shirt least 我們最少需要10萬件。
A：If your commitment to investment, we can to lower the price $2.3 per piece
如果你們承諾投資，我們可以將價格降至$2.3
B：(著急)搖頭：The price is too high, we will not accept more than $2.0/per 太高了，我們不會接受超過 $2.0/ per的價格。
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
你們如果只要10萬件，這個價格我們是決不能接受的。但是，如果你們的需求量提高要15萬件，我們是可以接受 $2.0/per這個價格的
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`話，我們可以接受。但我們希望報盤是CIF報價。
A：That’s impossible to offer CIF quotation . But we can assume half of the freight, doing now?我們可以承擔一半的運費，這樣行了吧?
B：That is ok. Then ,can you deliver goods toToronto before Nov28th?
這樣行。那麼，你們能在11月28日前把貨送到多倫多嗎?
A：We guarantee delivery within a month.我們保證在一個月之內交貨。
B：Good! We hope we can cooperate even more closely in the future
很好，希望我們以後有更多的機會一起合作
A：Me too. Now that we have reached a preliminary consensus on the drafting of specific contracts.我也是。現在,我們已經達成初步共識起草具體的合同。
B：OK.(雙方鼓掌)結束
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
非常感謝你們的遠道而來，祝我們這次的合作愉快。在未來裡，我公司將會研發更多新的產品專案。也期待這以後與貴公司更加長遠的合作戰略關係。謝謝。