2023学年完整公开课版PricenegotiationWriting

如何开展价格协商Pricenegotiation《跨境电商实用英语》目录Contents01Contentsofpricenegotiationletter02FivetipstoNegotiateThroughEmail04Summary小结价格协商邮件的内容邮件协商的五条建议Samplesofpricenegotiationemail03价格协商邮件的范例01邮件协商的五条建议FivetipstonegotiatethroughemailRecognizetheefficiencyandlimitations对于用电子邮件进行交易谈判，我们爱恨交加。有时我们喜欢电子邮件的高效性,但人们通常浏览、略读甚至不看电子邮件，即时我们花了大量精力准备。学习有效地使用电子邮件，认识其局限性很重要。

Wehavethesamelove-haterelationshipwithusingemailtonegotiatedeals.Sometimeswelovehowefficientemailisandyetweknowpeoplewillnormallyskim,scanorevenignoretheemailwhichwehavepreparedwithgreateffort.It’simportanttorecognizeitslimitationswhenlearningtouseemaileffectively.正视邮件效率以及局限性Recognizetheefficiencyandlimitations邮件交流势必将存在。我们不可能与所有的客户面对面交流。因此我们可以通过应如下五个技巧来提高技能。

Emailnegotiationsareheretostay.It’simpossibletoreachallthecustomersface-to-face.Sowecanimproveourskillsbyapplyingfivetipsasfollows.正视邮件效率以及局限性Recognizetheefficiencyandlimitations正视邮件效率以及局限性13524Useemailstogetherwiththephone,videoorface-to-facemeetings.要把电子邮件与电话联系、视频或面对面会议结合使用。Createsubjectlinescarefully.要精心制作邮件主题。Structureyouremailclearlyforimpact.要使邮件结构有力。Engagethebuyerinaconversation.要吸引买家参与对话。Makeeffectivetrade-offs.采取有效的折衷方案。Useemailstogetherwiththephone,videoorface-to-facemeetings要把电子邮件与电话联系、视频或面对面会议结合使用。We’lllosemorethan50%ofourdealswhenwenegotiateexclusivelyusingemail.1当我们仅使用电子邮件进行谈判时，我们将损失超过50％的交易。Useemailstogetherwiththephone,videoorface-to-facemeetings要把电子邮件与电话联系、视频或面对面会议结合使用。EmailPhone1Thekeytotheirsuccessistoknowwhentheyhadtousethephone他们成功的关键是知道何时需要使用电话Useemailstogetherwiththephone,videoorface-to-facemeetings要把电子邮件与电话联系、视频或面对面会议结合使用。VideoorFace-to-facemeetings开展视频或者面对面的交谈。EmailPhone1orstartavideo,orface-to-faceconversation.Createsubjectlinescarefully精心制作邮件主题Subjectlines邮件主题201人们通常会浏览和扫视电子邮件，因此您的电子邮件与要点便于快速浏览。Peoplenormallyskimandscanemail,soMakeiteasytoskimyouremailandgetthemainpoints.主题是您给他人的第一印象。Subjectlinesareyourfirstimpression.02Structureyouremailclearlyforimpact要使邮件结构有力Clearlystructureyouremailstomakeiteasyforthebuyertofollowthebackandforthnegotiationprocess.Thentalkaboutonlyonetopicperparagraph.Youmayevenwanttonumberyourparagraphs.您电子邮件要结构清晰，使买方可以轻松参与来回协商对话。每个段落只讨论一个主题。您甚至可以为段落编号。3Engagethebuyerinaconversation要让买家开展对话Negotiationisallabouttheconversation.Itrequiresalotofback-and-forthconversationstogettothefinaldeal.Askthebuyerquestionsbeforedumpingdataorthrowingoutdataoraproposal.Getaconversationstartedthatcouldhelpyoulearnaboutwhatthebuyerthinksisimportant.谈判就是谈话。这需要大量的来回对话才能达成最终协议。在发送资料或建议之前，请询问买家问题。开展对话，可以帮助您了解买方的重要想法。4Makeeffectivetrade-offs采取有效的折衷方案Atradeoffisamutualexchangeofvalue.Timesaretough;marginsaretightandcompanieswantmorefromyourcompany.Tobalanceallthecompetingdemandswithsoundbusinessjudgment,makeatradeoff.折衷是相互交换价值。形势艰难，利润微薄，公司希望从您的公司获取更多收益。为了平衡所有竞争需求，做出合理的业务判断，需要进行折衷。5Makeeffectivetrade-offs采取有效的折衷方案Beforeyoucanmakeatradeoffthough,youhavetoknowwhatyouarewillingtoofferthecustomerandwhatyouneedfromthecustomerinreturntomakeitamutualexchange.但是，在进行折衷之前，您必须知道您愿意为客户提供什么，以及您需要从客户那里得到什么，以使其相互交换。5Makeeffectivetrade-offs采取有效的折衷方案Ifyoudon’tknow,takeaminutetothinkaboutit.Itcouldsaveyoualotofmoneyinpriceconcessions!如果您不知道，请花一点时间考虑。它可以为您得到价格优惠，省许多钱！502价格磋商邮件内容Contentsofpricenegotiationletter表达你的谢意阐明你的观点进行还价说说过去您和供应商的业务礼貌而积极地结束邮件PriceNegotiationLetter价格协商邮件ExpressyourThanksExplainyourPositionMakeacounter-offerStatepastbusinessgiventothesupplierClosetheletterpolitelyandpositively!15432Contentsofpricenegotiation价格协商邮件的内容Expressyourthanksforwhatthesupplierhasdone.对供应商所做的一切表示感谢表达你的谢意很重要，它将在整封信中树立积极、礼貌与专业的语气。赞美供应商的建议和电子邮件，由此整个信件是积极而专业的。如果供应商不能满足客户要求的折扣，那么客户会很好地概述他可能要采取的行动方案。Thank-youexpressionisimportantandwillsetapositive,polite&professionaltonethroughouttheletter.Praisethesupplierfortheproposalandtheemail.Inthisway,thewholeletterispositiveandprofessional.Ifthesuppliercannotaccommodatethediscountaskedbytheclient,thentheclientnicelyoutlinesthepossiblecourseofactionheneedstotake.1Contentsofpricenegotiation价格协商邮件的内容ExplainyourPosition阐明你的观点Thisisusuallyhighlightedinthesecondpartoftheletter,tellhowthesellerwouldliketoworkwiththesupplieretc.Statereasonsforyouracceptanceornon-acceptancetotaketheoffer.这通常在信件的第二部分中突出显示，告诉卖方如何与供应商合作等。说明您接受或不接受要约的原因。2Contentsofpricenegotiation价格协商邮件的内容Makeacounterofferorsuggestotheropportunitiestodobusinesstogether还价或建议其他机会共同开展业务Givethesupplierwhatpriceandwhatdiscountyouwouldliketoaccept.Whentonegotiateadiscount,alwaysgoontheoddnumbers,3,6,7,9%andsoon.Neveraskfor5,10,15%andsoon.Ifyourindustryoperatesonlowmarginsitwouldbefinetogoon2.5%,3.5%andsoon.给供应商您要接受的价格和折扣。协商折扣时，请始终使用奇数，3、6、7、9％等。永远不要索要5、10、15％，依此类推。如果您的行业以低利润率运营，则可以继续选择2.5％，3.5％等。3Contentsofpricenegotiation价格协商邮件的内容Makeacounterofferorsuggestotheropportunitiestodobusinesstogether还价或建议其他机会共同开展业务Whenyouaskforanoddnumberitshowsthatyouhavecarefullyevaluatedtheproposalofthesupplierandconsideredyourbudget.当您要求一个奇数时，表明您已经仔细评估了供应商的建议并考虑了您的预算。3Contentsofpricenegotiation价格协商邮件的内容Statepastbusinessgiventothesupplier&possiblefuturebusiness.说明过去提供给供应商的业务以及可能的未来业务Mentionthepossiblebenefitsassociatedwiththereader’sconcessionandencouragehimtotakeaction.Becarefulthatwhenyouindicatetheprospectforfuturebusinessyouarenon-committalasyoudonotknowwhetheryouwillbeabletogivefuturebusinessornot.Wheneverindoubt,simplyrefertopastbusinessasapossibletrendforfuturebusiness.提及读者让步可能带来的好处，并鼓励他采取行动。请注意，当您指出未来业务的前景时，您将不置可否，因为您不知道自己是否能够开展未来业务。如有疑问，只需将过去的业务称为未来业务的可能趋势。4Contentsofpricenegotiation价格协商邮件的内容Closetheletterpolitelyandpositively礼貌而积极的结尾LetthesupplierKnowwhatwouldhappenifhewillnotnegotiateonprice.Inourcasewementionedthatwewouldhavetoopenthistosomeothersuppliers.让供应商知道如果他不就价格进行谈判将会发生什么。如在某些案例中，将会提到把订单必须向某些其他供应商开放。503价格协商邮件的样例SamplesofpricenegotiationemailUsefulsentences常用句型Thisisthemostfavorablepricewecanoffer.Thisitemispricedhigherbecauseofitssuperiorqualityanduniquedesign.

这是我们所能提供的最优价格。这款产品因为质量上乘，设计独特，定价较高。Sincetherawmaterialsincrease,thepricecan’tremainthesameasbefore.

因为原材料上涨，我们不能保持原价。Comparedwithothersellers,ourpriceisveryreasonable.

与其他卖家相比，我们价格很合理。Weappreciateyourpromptresponsetoourenquiryandwouldliketotakethisopportunitytoconcludesometransactionswithyou.感谢您及时答复我们的询问，并希望借此机会与您达成一些交易。Usefulsentences常用句型Consideringyou’reourVIPbuyer,

we

are

ready

to

make

a

concession.考虑到您是我们的贵宾客户，我们愿意做出让步。Inthefutureyourflexibilityinyouroffershouldresultinfuturebusinessforyouandyourorganization.将来您在报价方面的弹性会为您和您公司带来未来业务。Ifthetotalamountsto$300,youcanenjoyextra15%off.如果总价达到$300,您可以享受额外15%的折扣。I’mafraidthatthereisnoroomtobargainforabetterprice.恐怕价格没有商量的余地了。1Usefulsentences常用句型Let’smeeteachotherhalfway.I’llgrantyouroffer-additional10%off.让我们各让一步。我同意您的提议，再加10%的折扣。Wecanplacealargeorderifyoucancutthepriceto$10/piece.如果您可以降到每件$10,我们会下个大单。Canyoulowerthepricealittlebitifwemakeabulkorder?Wehopethatyoucanreduceyourpriceby9.5%.倘若大量订购，贵方可否适当降低价格？Wecannotreducethepriceanymoresinceit’salmostclosetothecost.我们再不能减价因为已经接近成本。Samplesofpricenegotiationemail价格协商邮件的样例Sample1DearSir,ThankyouverymuchandwehavereceivedyourletterofOctober20thconcerningthesampleof“Grace”brandblouse.Tobecandidwithyou,wethinkthatyourblousesareofgoodquality,butyourpriceappearstobeonthehighside.YouknowtherearemanymanufacturersthatproducesimilarblousesinEurope.Thepricesareabout15%lowerthanyours.Inthiscase,wehopethatyoucanreduceyourpriceby9.5%.OurorderisvaluedataboutUS$40000.Yourconcessionisveryworthy.Welookforwardtoyourearlyreply.Yoursfaithfully,Anna亲爱的先生，非常感谢您，我们已收到您10月20日有关“Grace“品牌上衣样品的信。坦率地说，我们认为您的衬衫质量很好，但价格似乎偏高。您知道欧洲有很多生产类似衬衫的制造商。价格比您的价格低约15％。在这种情况下，我们希望您可以将价格降低9.5％。我们的订单价值约40000美元。您的让步非常值得。我们期待您的早日答复。您忠诚的，安娜Samplesofpricenegotiationemail价格协商邮件的样例Sample2DearSir,ThankyouforyourletterofMarch31offeringusyourvehicles.Tobehonest,welikeyourproducts,butyourpriceisalitterhighercomparedwiththoseofotherproducers.Itisunderstoodthattoacceptyourpricewouldleaveuslittleornoprofitmargin.Therefore,wewould,suggestyoumakesomeallowance,say7%onyourquotedpricessoastoenableustointroduceyourproductstoourcustomers.If,however,youcannotdoso,thenweshallhavenoalternativebuttoleavethebusinessasitis.Wehopeyouwillconsiderourcounter-offerfavorablyandletushaveyouracceptancebytelex.Itmayinterestyoutoknowthatonceyouhaveopenedupamarkethere,youwouldhaveeveryadvantageofdevelopingabeneficialtradeintheUK.Yourssincerely,MorganFreeman亲爱的先生，感谢您3月31日的车辆报价信函。老实说，我们喜欢您的产品，但是您的价格比其他生产商高。据了解，接受您的价格将给我们留下很少或没有利润。因此，我们建议您对报价进行一些折让，例如说7％，以使我们能够向您的客户介绍您的产品。但是，如果您不能这样做，那么我们别无选择，只能保持现状。我们希望您会考虑我们的还价，并让通过电传通知方。您会有感兴趣。一旦您在这里开辟了一个市场，您将拥有在英国发展有利贸易的所有优势。此致，摩根·弗里曼Samplesofpricenegotiationemail价格协商邮件的样例Sample3DearMark,Thankyouforyourproposal.Iandmyteamarehappywiththewholeproposal,butthere’soneissuewhichwillprobablystopusfromgivingthiscontracttoyou.

OurVicePresidenthasgivenusaspecificbudgetforthiscontractandinstructedourcontractsteamtogetanother3quotesfromothersuppliers,whohadacompetitivepricingquoted.OnmysideImanagedtoconvincehimthatinthepastyouhavedoneaverygoodjob.Ipromisedhimthatwearegoingtogetthiscontractwithinthebudgetthathegave.亲爱的马克，谢谢您的方案。我和我的团队对整个方案感到满意，但是有一个问题可能会阻止我们将合同交给您。

我们的副总裁给了我们这份合同的明确预算，指示我们的合同团队从其他供应商获得另外3个报价，这些价格很具竞争力。在我这边，我设法使他了解你们过去一直做得很好。我向他保证，我们将在他预算范围内签订这份合同Samplesofpricenegotiationemail价格协商邮件的样例Sample3AgainIpersonallywouldlovetohaveyouasoursupplier.Buttodothiswewouldneedyourpricetobetter.Yourpriceshouldbe5.5%loweratafinalpriceofUSD257,300.Ifyoucannotofferthisprice,I’mafraidthatwewouldhavetolookatgettingothersuppliersforthisjob.

AgainIhopeandtrusttogetyouracceptanceofthisofferfromourside.ItrustyouunderstandwehavebeenloyalclientstoyouLookingforwardtohearingfromyouby23June.BestRegardsDavid再次，我个人很想让您成为我们的供应商。但是要做到这一点，我们需要您的价格更好。您的价格应降低5.5％，最终价格为257,300美元。如果您不能提供这个价格，恐怕我们将不得不寻求其他供应商来完成这项工作。

我再次希望并相信您能接受从我方的报价。我相信您明白我们一直以来是您的忠实客户。期待在6月23日前收到您的来信。最好的祝福大卫32价格协商信函模板Sample1DearSir,ThankyouverymuchandwehavereceivedyourletterofOctober20thconcerningthesampleof“Grace”brandblouse.Tobecandidwithyou,wethinkthatyourblousesareofgoodquality,butyourpriceappearstobeonthehighside.YouknowtherearemanymanufacturersthatproducesimilarblousesinEurope.Thepricesareabout15%lowerthanyours.Inthiscase,wehopethatyoucanreduceyourpriceby9.5%.OurorderisvaluedataboutUS$40000.Yourconcessionisveryworthy.Welookforwardtoyourearlyreply.Yoursfaithfully,Anna亲爱的先生，非常感谢您，我们已收到您10月20日有关“Grace”品牌上衣样品的信。坦率地说，我们认为您的衬衫质量很好，但价格似乎偏高。您知道欧洲有很多生产类似衬衫的制造商。价格比您的价格低约15％。在这种情况下，我们希望您可以将价格降低9.5％。我们的订单价值约40000美元。您的让步非常值得。我们期待您的早日答复。您忠诚的，安娜ExpressyourThanksStateyourpositionMakecounterofferClosetheletterpolitelyandpositively33Sample2DearSir,ThankyouforyourletterofMarch31offeringusyourvehicles.Tobehonest,welikeyourproducts,butyourpriceisalitterhighercomparedwiththoseofotherproducers.Itisunderstoodthattoacceptyourpricewouldleaveuslittleornoprofitmargin.Therefore,wewould,suggestyoumakesomeallowance,say7%onyourquotedpricessoastoenableustointroduceyourproductstoourcustomers.If,however,youcannotdoso,thenweshallhavenoalternativebuttoleavethebusinessasitis.Wehopeyouwillconsiderourcounter-offerfavorablyandletushaveyouracceptancebytelex.Itmayinterestyoutoknowthatonceyouhaveopenedupamarkethere,youwouldhaveeveryadvantageofdevelopingabeneficialtradeintheUK.Yourssincerely,MorganFreeman

价格协商信函模板亲爱的先生，感谢您3月31日的车辆报价信函。老实说，我们喜欢您的产品，但是您的价格比其他生产商高。据了解，接受您的价格将给我们留下很少或没有利润。因此，我们建议您对报价进行一些折让，例如说7％，以使我们能够向您的客户介绍您的产品。但是，如果您不能这样做，那么我们别无选择，只能保持现状。我们希望您会考虑我们的还价，并让通过电传通知方。您会有感兴趣。一旦您在这里开辟了一个市场，您将拥有在英国发展有利贸易的所有优势。此致，摩根·弗里曼ExpressyourThanksStateyourpositionMakecounterofferClosetheletterpolitelyandpositivelyDearMark,Thankyouforyourproposal.Iandmyteamarehappywiththewholeproposal,butthere’soneissuewhichwillprobablystopusfromgivingthiscontracttoyou.OurVicePresidenthasgivenusaspecificbudgetforthiscontractandinstructedourcontractsteamtogetanother3quotesfromothersuppliers,whohadacompetitivepricingquoted.

OnmysideImanage