关于商务英语的929重做争锋相对

1、Chapter Nine商务谈判争锋相对讨价还价谈论优劣渐入尾声陷入僵局互相让步签订合同合同条款签立合同劝说对 争锋相对第一关 秒杀！经典必备句讨价还价时，You May Say认为你方的报价太高了，我方很难销售。We think your offer is too high, which is difficult for us to make any sales.你方的产品质量很不错，但是我方对你方的报价有些担心。Your products are of very good quality. But I'm a little worried about the pri you'

2、;re asking如果的价格，可以马上订货。If your pri place the order right away.are favorable ,we can劝说对方时，You May Say我方可以考虑降价，但是降价会削减我方的毛利率。Wecouldtake a cuton the price.But would slash our profitmargin 。 你要知道生产成本在近几年上升了很多，但是的价格基本保持不变。You must knowt the cost ofproduction has risen a great deal in recent yearswhile o

3、ur priof basically remain unchanged.谈论优劣时，You May Say渐入尾声 我方的商品一直以来都能达到标准Our commoditiesto standard.你方必须也要考虑产品质量。e always come upYou must take qualityo account,too.第一关 秒杀！经典必备句陷入僵局时，You May Say恐怕你方的要价也太低了。实际上我方从未卖过这么低的价格。Im afraid you are askingtoo much. Actually, wee nevergave such lowrice.！我方的报价以合

4、理利润为依据，不是漫天要价。My offer was based on reasonable profit, not on wild speculations.说老实话，不相信这种产品在会卖得好。 To be quite honest, we don't beve this product will sell very well in .互相让步时，You May Say我方希望双方能找到共同立场。I hope we can find some common groundon this.。是来解决问题的。We are here to solve problems.我能否建议各让一半？M

5、ay I suggestt we go half-way tomeet each other ?第一关 秒杀！经典必备句涉及合同条款时，You May Say把剩余的细节问题解决了吧。你方想要何时取货？Let's iron outthe remaining When do you want to take delivery ?s.签订合同能否告知将采用那种付款方式?Could youl me which kind ofpayment terms youll choose?现在来谈谈付款条件吧。Now lets talk about the terms ofpayment.这个月末以前应

6、该付款。Payment is to be effected (made)before至于仲裁，在进行。of this month.和许多国家的交往中，仲裁都As for arbitration, in our dealingswith many countries, arbitration is China.to be carried out in签立合同时，You May Say很高兴的交易成功结束。让把目前达成的条款确认一下吧。Imgaldwe sfulat the moment.ebroughtthis Lets confirm thesetranion to a sucitems we

7、至于合同方面的规定，没别的了。非常感谢。As far as the contract stipulations areconcerned, there is nothing more.nk you very much.第二关 这个场景，那个状况1卖方提出来报盘价格后，买方发现价格太高，于是可以说：价太A: We think your offer is too high, which is difficult forus to make any sales.销售。认为你方的报价太高了，我方很难B:I'm afraid的底价了。$12.isourbaseprice.恐怕12是We foun

8、dt yourprice are much highern those offered by other我方认为你方的报价rs的价格比其它供应商的价格 要高很多。We think your price is a little high.我方认为你方的报价有点高. The price you quoted is a little sti你报的价格对于而言，有点偏高。or us.Can you make the price a littlecher?=Can you come down a little?=Can you reduce the price?你能不能算便宜一点？The price i

9、s unreasonable.这价格高得不合理。Isntt a little high?是不是有点高啊？但发现你方2买方对卖方的产品比较满意，但是对于价格却不是很满意，可以说：你方的产品很不错，但是我方担心.A: Your products are very good. But I'm a little worriedabout the priyou're asking 你方的产品很不错，但是我方对你方的报价有些担心。B:Our offer is reasonable. It comes in line with theprevailing的价格水平market.我方的报价是合

10、理的，符合当前市场Yourproductsehighqualities ,but the price 你方的产品质量很高，但是价格Im afraid I cant agree with you there.恐怕我不能同意您出的价格。Your price is highernt of other companies.你方的价格比其它公司的价格要高。Your price is 10% higher的价格比去年的高 10%。nt of last year.ts too high.价钱太高了。2买方对卖方的产品比较满意，但是对于价格却不是很满意，可以说：如果惠，.的价格优A: If your pri

11、place the order right away. 如果以马上订货。are favorable ,wecan可的价格，B: I am afraidt there is no room to negotiatetheprice.恐怕这个价格已经没有商量的余地了。This is our lowest price and wecant goany further.，不能再降价这是了。的Ourpricecanmeetanycompetitionhe market.的价格可以经得住市场竞争对手的。We cant sell you goods below cost,can we?总不能做亏本买吧？We

12、 cant do more reduction.n a 2%只能降价 2%，不能再多了。卖方接受买方降价的要求，但是不希望降价幅度过大，此3 我方可以考虑降价，但是A:We could take a cut on the price. But 20% would slash our profitmargin 。我方可以考虑降价，但是降价 20%会削减我方的毛利率。B:Any other ideas?那你方还有其它方案吗？Inorderudeveltohelpyousimayconsi conness ,wedermakings.为了帮助你方发展商业，我方可以考虑让步。300 yuan is a

13、bout as low as we can offer.300元大约是能出的格。Oh,this is the lowest price.噢，这是The price is quite reasonable.这价格相当合理We can reduce in case of large orders.如果定大单，可以降价。4卖方在劝说买方接受自己价格时可以说道：你要知道生产成本，但的价格A：You must knowt the cost of production has risen agreat deal in recent years while our priof chinaware basic

14、ally remainunchanged.你要知道生产成本在近几年上升了很多，但是瓷器价格基本保持不变。Let me explain to youwhy . 让我给你解释一下原因。What I want to say is.说的是.We offer you our best pri, at which weedone a lot business with other customers.向报最价，按此价已与其他客户做了大批生意。Weve kept the price close to the costs ofproduction.这已经把价格压到生产费用的边缘了。agree with you

15、 in threspect 它的意思是“在这方同意你的看法”“respect”还以用“aspect”替换，都表示方面,。Still, I think it unwise for either of us to insist on his own price.不过，我认为彼此都坚持自己的价格是不明智的agreewith you in trespect 它的意思是“在这同意你的看法”“respect”还可以用“aspect”替换，都表示某方面,。5卖方在谈论自己产品在质量方面的优势时可以说：我方的产品一直都能达到标准A：Our commoditiese always come up to expo

16、rt standard.我方的商品一直以来都能达到出口标准B：I knowt your products are attractive in design, but I wish to poouthis方面Bonsidering the high quality, our price isBonsidering the high quality, our price isvery reasonable.不过鉴于产品的优良质量，的价格是非常合理This one is very good for 10 US dollar.这东西绝对值 10。Our packages are excellent d

17、esigned and pred 我方的产品包装在设计和印制方面都很精美。These are slightly higher in price, but theirsuperior quality makes them more valuablenthe less expensive ones. 这些货价稍微高了一点，但其优异的品质，使它们比那些便宜的货，更有价值。6虽然价格在买方看来有点高，但卖方仍然要强调自己产品的质量，可以说：我方的高品质产品在都有市场，你方必须要考虑质量A: As you may know, our roducts which is of high qualitye f

18、ound a goodmarket in many countries. So you must take qualityo consideration, too.For friendships sake 它意思是“为了友情，看在交情的份上”。Forsake 为固定短语，意为“为了，考虑到”。For friendships sake, we may exceptionally consider reducing the price by 5%. This is the highestreduction we can afford.看在交情的份上，可以破例给您降低百分之五的价格。这是我方的最大价

19、格降幅了。 In order to help you developbusiness,wemayconsidermake some cons 它的意思是“做些让步”。在某个方面做些让步，后接介词 “in”.making some conyour price, but never tos intextent.为了帮助你方发展商业，我方可以考虑在你方的还价上做些让步，但绝不会把价格降到那么低的水平。的The best compromise we canmake is ”步能做出的最大让Taking the qualityo consideration, I thinkthe price is re

20、asonable.考虑到产品质量，我认为价格是合理的。Heavy enquiries witness the quality of ourproducts.大量 询盘 证明的产品质量过硬。谈判由于双方的互不妥协而陷入僵僵局，这时，你就可以说：7A：Im afraid you are asking too much. Actually, wee never gave suchlow价格。rice.！ 恐怕你方的要价也太低了。实际上我方从未卖过这么低的B：You certainlye a way of talking meo it.But I wonder if when weplace a la

21、rger order, youll farther reduce your pri.你方当然有办法劝服我方接受你方的价格了。但我方怀疑如果我方下个更大的订单，你方就会载把价格降下很多了。If you want to get the order, youll e to lower the price.如果你方 想签下这份订单，就必须要降价。 I don't think I can change itright now. Why don't we talkagaomorrow?我认为不能立刻做出改变。明日再谈？为何不This is the lowestsible price.”(这

22、已是格。I just need some time to think itover. 我需要时间考虑考虑。There are certain post I'lle to consider very carefully.有些问题我得慎重考虑。陷入僵局时，卖方为自己的报价寻找合理理由时可以说：8We can work out the以下次再来解决细节问题s next time.可The price we quoted is quite good for your country.报的价格相当适合贵国。Wed appre for 1000yuan元的价格卖给te it if you coul

23、d sell it to us per unit. 如果你能以每台 1ooo，不胜感激。有时，还要讲明的理由，此时可以说：说实话，不相信A: To be quite honest, we don't beve this product will sell very well inChina. 说老实话，B：May I suggest好吗？不相信这种产品会卖得好。t we continue tomorrow. 我建议明天再继续，We accept your proal, on the conditiontyou order 30,000 units. 如果您订 3 万台，会接受您的建议。

24、I need more information. 我需要的信息。1由于陷入僵局，双方开始互相让步，这时就可以说我方希望双方能够A: I hope we can find some common ground on this.。我方希望双方能找到共同立场。B: My instructions are to negotiate hard on this deal - but I'm try very hard to reach some middle ground.在这笔交易中我以立场坚定为指导原则但我现在也在努力争取妥协。.I think it would be benefil to b

25、oth of usto adopt more flexible payment terms. 我common同立场”ground意为认为双方若能接受更灵活的支付条款，那对双方都有利。Let's compromise. 让是各退一步吧。还Are you negotiable? 你还有商量的余地吗？Wee anothlan.还有一个计划1双方由于意见不一致而开始互相让步是来解决问题的A ：We are here to solve problems.是来解决问题的。.B：We can not be sure what you wantunless youl us.希望你能告诉，要不然无法确定

26、你想要的是什么。“共Ourition on the ie is very simple.的意见很简单。Let's dismiss and return in an hour. 咱们休会，一个钟头后再回来。I''m afraid you misunderstood me. What I was trying to say was. 恐怕你误解了。说的是.If we go back to the beginning.从头再来说一下Perhaps I'm not making myself clear. 可能我表达得不够清楚1双方谈及合同细节问题时就可以说：把合同细节

27、问题A: Let's iron outthe remainings. When do you want to take delivery ?把剩余的细节问题解决了吧。你方想要何时取货？B: We'd like you to execute the货在 31 日之前送达。order by the 31st.我方希望你方将第一批Lets deal with the remainings.让处理一下细节问题吧。1签订合同时询问付款方式时可以说能否告知将采用何种付款方式？A :Could youl me which kind of payment termsyoull choose?能

28、否告知将采用那种付款方式?B：We usually adopt usance L/C.我方通常采用远期信用证。Wecan'tacceptpaymenton deferred terms.不能接受延期付款。We'llnotpayuntilships for the goods reached us.e见不到货物装船单据，款。不付Ofcoursepaymentmightberefused if anything goes wrong withthes.如果单据有问题，当然可以提出拒付。You ought to pay us the b erest once payment is w

29、ronglyrefused.如果拒付错了的利息。应该偿付我方11当合同细节涉及到付款条件时就可以说：来谈谈付款条件A: Now lets talk about the terms of payment.吧。B: The terms of payment we usually adopt are sight L/C. 我方通常采用即期信用证。现在让谈谈付款条件We're worrying refusal of payment.t a decline in primight lead to担心市场价格下跌会引起拒付。Only one refusal of payment is accept

30、able to the b只接受一次拒付I've never made payment in Renminbi before.我从未用过付款。Of course payment might be refused if anything goeswrong with thes.如果单据有问题，当然可以提出拒付。We don't think you'll refuse to pay.相信不会拒付。Would you accept delivery spread over of time?riod不知能不能接受在一段时间内分批交货?11谈到付款期限时可以说：.之前应当付款A:

31、 Payment is to be effected (made) before这个月末以前应该付款。of this month.B：But we maye some difficulties making payment in Japayen.用日圆付款可能会有。We can't accept payment on deferred terms.The equipment will be paid in installments with the commodities produced by our factory.设备以工厂生产的产品分期偿还。We'll not pay until ship e reached us.见不到货物装船单据，s for the goods不付款What's your reason for the refusal of payment?拒付的