商务谈判(1)- 讨价还价签约

商务谈判(1)——讨价还价签约商务谈判(1)——讨价还价签约商务谈判(1)——讨价还价签约xxx公司商务谈判(1)——讨价还价签约文件编号：文件日期：修订次数：第1.0次更改批准审核制定方案设计，管理制度商务谈判（1）——讨价还价签约常用词汇询价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参考价格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/合情合理的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惯例generalpractice推销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/placeanorder发货deliverthegoods/delivery(n.)大生意substantialbusiness质量监控qualitycontrol发货收据receiptofinvoice发货日期dispatch/deliverydate试单trialorder大单largeorder谈判高手realnegotiator利润（率）profitmargin让步concession不能再做让步cannotmakeanyfurtherconcession报价有效期为…天(offer)tobevalid/firmfor…days(hold/keep…offeropenfor…days)接受/取消/确认订单toaccept/cancel/confirmanorder（价格）与国际市场保持一致(price)be/comeinlinewiththeinternationalmarket（价格）与国际市场不一致(price)beoutoflinewiththeinternationalmarket（价格）急剧上涨(price)goup/increasesharply/rapidly/substantially/dramatically用于询盘（Inquiry）我可以向您询价吗CanImakeaninquiry你能跟我说说你们的价格吗Couldyougiveussomeideasaboutyourprices我想知道你们对…的报价。Ihopetohaveyourquotationfor…我希望您报一下汉堡到岸价的最低报价。I’dliketohearyourlowestquotationsCIFHamburg.请您报一下10吨核桃仁西雅图到岸价的最低报价。PleasequoteusyourlowestpriceCIFSeattlefortenMT(metricton=ton)ofwalnutmeat.请就我在附件中的询价单上所列商品给我们报一下雅加达到岸价。PleasequoteusforthegoodslistedIenclosedwiththeinquirysheetgivingyourpricesCIFJakarta.请给我们报一下100令优质白色广告纸伦敦离岸价的报价。PleasequoteusFOBLondonfor100reamsofgoodqualitywhiteposterpaper.为了达成交易，请给我们报一个最有竞争力的价格。Pleasequoteusyourmostcompetitivepriceinordertoconsummatebusiness.我们急切希望知道贵方产品的报价。Weareanxioustogetanofferforyourproducts.这是我们的询价单，我想知道贵方纽约到岸价的最低报价。Hereisalistofourrequirements.I’dlovetohaveyourlowestquotationsCIFNewYork.请给我们报一个最低价，及每单最低数量要求。Pleasequoteusyourbestpriceandletusknowtheminimumquantityforeachorder.我们已就你们的商品做了询价，请在本月底前报盘。Wehavealreadymadeaninquiryforyourarticles.Pleasemakeanofferbeforetheendofthismonth.如果我们订100套，你们的价格是多少Whatpricewouldyouquoteuson100sets如果我们订1万件，你们的报价是多少Ifweorder10,000units,whatwouldbeyouroffer如果我们的订单很大，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殊优惠Pleaseinformuswhatspecialofferyoucanmakeus麻烦你告诉我们，如果我们对贵方产品下一个大的订单，你们能给予我们什么样的折扣We’dappreciateitverymuchifyouletusknowwhatdiscountyoucangrantusifwegiveyoualargeorderofyourproducts.用于报盘（Offer）谢谢你询价。为了便于我方提出报价，能否谈谈你方需求数量Thankyouforyourinquiry.Wouldyoutelluswhatquantityyourequiresothatwecanworkouttheoffer我们很高兴就我方在海外市场十分畅销之手工毛毯向你方报价。Weareinterestedinmakingyouanofferonourhand-madecarpetswhicharewellreceivedintheoverseasmarket.通常我们的报价都是FOB价。Ingeneral,ourpricesaregivenonaFOBbasis.我们可以按国际市场价格给您报价。Wecanofferyouaquotationbasedupontheinternationalmarket.我方的报价是合理的、现实的，符合当前市场的价格水平。Ourofferisreasonableandrealistic.Itcomesinlinewiththeprevailingmarket.这是我方最新的价目表，您可以看到我们的价格是最具竞争力的。Hereisourlatestpricesheet.Youwillseethatourpriceismostcompetitive.诚恳的说，由于市场发展迅速，我方给予你方的报价已为我方最惠价了。Sincerelythemarketisadvancingrapidly,thepriceweofferedyouisthebestIbelieve.我方相信给予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.如果我方可以在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.我方报盘自今日起5日内有效，以后随行就市。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.需提醒的是，如我方未能在下周一收到你方复函，我方将不得不撤销报盘。I’dliketoremindyouthatwehavetowithdrawourofferifwedon’thearyoubynextMonday.本报盘还有10天有效期，自6月10号起。Thisofferwillremaineffectiveforanother10daysfromJune1.由于价格持续上涨，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，因此建议你方及早接受此报盘。Ourproductisingreatdemandandsupplyislimited,sowewouldrecommendthatyouacceptthisofferassoonaspossible,我方认为给予更优报盘可令贵方完全满意，并希望尽快收到贵方认可复函。Wefeelbetterofferwillgiveyoufullsatisfaction.Ihopetoreceiveafavorablereplyfromyousoon.望贵方能接受我方报盘并立即向我方下订单。Wehopeyouwillacceptourofferandgiveusordersoon.如贵方认为我方建议合理，请及早向我方下订单。Ifyouthinkourproposalacceptable,pleaseletushaveyouorderatanearlydate.用于还盘（Counter-offer）如果你方坚持自己的价格不作让步，我们没有必要再谈下去。Ifyouinsistonyourpriceandrefusetomakeanyconcession,therewillbenotmuchpointinfuturediscussion.虽然我们感谢贵方的合作，但是很抱歉，我们不能再减价了。Whileweappreciateyourcooperation,weregrettosaythatwecan’treduceourpriceanyfurther.我方希望能重新考虑你方价格，并给予新的报价，这样才有折中的可能。Wewishyouwillreconsideryourpriceandgiveanewbidsothattherecouldbeapossibilityforustomeethalfway.接受你方报价将是我方获利甚微。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沉重损失，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等质量的商品。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。Wehopeyouwillquoteyourrockbottomprice;otherwise,wehavenoalternativebuttoplaceourorderselsewhere.我方希望你方给予的折扣不至于如此之低吧。Wedidn’texpectthatthediscountyouofferwouldbesolow.你方价格应以我方客户实际情况为依据。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，因为有其他供应商向我方以5%的折扣提供同等质量的产品。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，公平且合理。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.我方欣赏你方产品质量，但很遗憾，我方不能接受你方所报价格。Weappreciatethegoodqualityofyourgoodsbutunfortunatelywearenotgoingtoaccepttheofferonyourterm.你方价格太高以至于我方不能接受。Wefindyourpricesaretoohightobeaccepted.很遗憾，你方报价一点都不吸引人。Weregrettosaythatyourofferisnotatleastencouraging.你方报价过高。Thequotationsummitedbyyouistoohigh.很遗憾我方不能接受你方报价。Weregretthatitispossibleforustoentertainthebid.你方价格超出我方期望。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%.你方价格上升过快，这让我方无法按这样的价格与你成交。Yourpricehasgoneupsorapidlythatitwouldbeimpossibleforustopushanysalesatsuchaprice.你方报价完全不可行。Thepriceyouofferisentirelyunworkable.如你方坚持原报价，该笔交易无法达成。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，不足以让我方增长市场份额。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让步，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若我方订购超过一万公吨，你方可否给予我方额外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，就必须降低价格。Sincethepresentmarketissoweak,youhavetoloweryourpriceifyouwantustoincreasesales.我方能否建议你方在报价上做出让步呢MayIsuggestthatyouperhapsmakesomeallowanceonyourquotedprice如你方可降价2%，我方可订20公吨。Ifyoureducethepriceby2%,Ithinkwecandotwentymetrictons.若你方愿意给予5%的减价，我方将订购5000打。Ifyouarewillingtogivemea5%reduction,Iwillorder5,000dozens.若你方能降价15%，我方则非常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.没人会用如此不合理的高价做买卖的，恐怕你方应当降价10%。Noonecandobusinessatsuchanunreasonablyhighprice.Youhavetocutitdownby10%Iamafraid.如果你方可以给我们5%的佣金，我们可以下个试单。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.反还盘（Counter-counter-offer）你方还盘太低，尤其对你方的小额订单来看。Yourcounterofferismuchtoolow,especiallyconsideringthesmallamountofyourorder.我方报价已是最低了。Ourpriceisalreadyonitslowestlevel.对于进一步降价而言，余地很小。Thereislittleroomforfurtherreducingtheprice.我方不能给予更多的折扣了。Wecannotmakeanyfurtherdiscount.这是我方最低价，不能让步了。Thisisourrockbottomprice.Wecan’tmakeanyconcession.抱歉，我方报价不含折扣。Sorry,wegenerallydon’tquoteonadiscountbasis.对这批货我们不能再让步了。Wecan’tmakeanyallowanceforthislot.我方恐怕没有还价的余地了。I’mafraidthereisnoroomtonegotiatetheprice.我方以全力报最低价了。Thepriceweofferyouisthelowest,wecan’tdobetter.我方非常遗憾不能按你方要求的降价。Weverymuchregrettosaythatwecan’tcutthepricetotheextentyourequired.恐怕你方再难找到肯比我方出更低价的公司了。Iamafraidyouwon’tfindanothercompanywhowillgiveyoualowerpricethanothers.如果你方将我方产品质量与其他公司相比，将会发现我们的价格是非常合理的。Ifyoucomparethequalityofourgoodswiththatofothercompanies,youwillseeourpriceisveryreasonable.腰带的报价较去年低很多，你会发现者很有竞争力。Thepricewequotedyouforbeltsismuchlowerthanthatoflastyear.Youwillfinditverycompetitive.我们的报盘或许稍微偏高，可是市场一旦停止波动，你方将很快获利更多。Ouroffermightbeabithigh,butyouwillsoonmakebiggerprofitswhenmarketfluctuationstops.如你方可双倍订货，我方可考虑给予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.如果你方坚持还盘而不做任何退让，我们恐怕难以达成交易。Ifyousticktoyourcounterofferwithoutanycompromise,wemaynotbeabletomakeadeal.我方的桌布价格适中，而且在你方市场十分畅销。Ourtableclothismodestlypricedandquitesellableinyourmarket.我方认为你方还盘并不合适，因为该材质的价格现正在看涨。Wefeelthatyourcounterofferisnotproperbecausethepriceforsuchamaterialisontheriseatpresent.给予优惠（Offeringdiscount）订100件以上，我们将给予%的特别折扣。Onorderfor100piecesormorewe’llgiveaspecialdiscountof%.如果每种规格的产品订货多余1000件，我方将给予5%的折扣。Adiscountof5%maybeallowedifthequantityforeachspecificationismorethan1,000units.如你方可将订单增至50,000件，我方将愿意按照要求给予你方5%的折扣。Weshouldbepleasedtoallowyoutherequesteddiscountof5%,ifyouwillraiseyouorderto50,000pieces.我方将对你方在7月内购买的任何产品给予10%的折扣。Wewouldofferyoua10%discountduringJulyonanythingyoubuy.你方能在12月底前下订单的话，将得到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，我方准备给予更多折扣。Ifyourorderisexceptionallylarge,wearepreparedtoincreasethediscount.为帮助你方销售我方产品，我方将破例给予5%的特别折扣。Tohelpyousellourproducts,asanexceptionwewillgiveyouaspecialdiscountof5%.为使我们的业务往来有个良好的开端，我方将减价5%。Wewillbringourpricedownby5%foragoodstartofourbusinessrelationship.为达成这笔交易，我方将再次减价5%。Inordertoclosethisdeal,weshallfurtherreduceourpriceby5%.鉴于双方的长期友谊，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，我方将给予你方5%的折扣。Inordertohelpyoudevelopbusinessinthisline,wearepreparedtoofferyouadiscountof5%.为与你方达成交易，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，我方愿给予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给予你方7%的折扣。Wearepleasedtograntyoua7%discountfromtheoriginaloffersinceyouagreetoincreasetheorder.10%不太可能，但我方愿给8%。10%isoutofthequestion,butwearepreparedtoofferyou8%.双方让步（Compromise）我们双方都坚持己见是不明智的。It’sunwiseforeitherofustosticktoone’sownprice.为了做成这笔交易，我们各让一步吧。Let’smeeteachotherhalfwaysoastoconcludethebusiness.我认为我们应该彼此做出让步以达成交易。Ithinkweshouldcometoacompromisewitheachotherinordertogetthedealdone.若双方都作出让步，达成交易相当有可能。Businessisquitepossibleifeachsidecanmakessomeconcessions.鉴于我们过去几年里的良好合作，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$40,000pairsofleathershoes.如果说这样，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让步。We’dliketoreducetheoriginalofferslightlyasacompromise.考虑到你方的大额订单，我方可给予你方此特殊待遇。Consideringyoursubstantialorderwecangiveyouthisexceptionaltreatment.讨论合同（Discussingthecontract）在这些条款最后被列入合同之前，我们需要在下午再讨论一次。Wecouldliketohaveanotherdiscussionofthoseconditionsintheafternoonbeforetheyarefinallyincludedinthecontract.下午签合同之前，我们最好先浏览一下所有合同细节。Beforesigningthecontractthisafternoon,Ithinkwe’dbettergooverthefinaldetails.我们最好起草一份合同草案，以便在下次会议中着重讨论合同细节问题。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冲突，补充条款具有最后的约束力。IfanyotherclauseIthiscontractisinconflictwiththesupplementaryconditions,thesupplementaryconditionsshouldbetakenasfinalandbinding.认真研究完你方的合同草案后，我方认为有必要做一些修改。Afterstudyingyourdraftcontractwefounditnecessarytomakeafewchanges.我方认为你方合同草案还有待修改。Wethinkyourdraftcontractneedssomemodification.我建议最好在句子的措辞上做一些修改。Ithinkwe’dbettermakesomechangesinthewordingofthissentence.我想用“在装运期后”替代这个词组。I’dliketoreplacethisphrasewith“afterthedateofdelivery”.任何关于修改合同的问题都需经过双方同意后方可执行。Anymodification/alternationtothecontractshallbemadewiththeconsentofbothparties.未经双方同意不得擅自修改合同。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。Wemustmakeitclearinthecontractthatyouareobligedtocompletethedeliveryofthegoodswithinthecontractualt