談判negotiating-prices.doc

Negotiating pricesS: Good morning，I am the manager of a import clothing company.J: Good morning. I am Julia, the sales manager of h company.I come hereTo talk to you about our requirements of No.1 machine .Can you show me Your price list and catalogues?S: We have specially made out a price-list which cover those items Most popular on your market . Here you are .J: oh, thats very considerate of you. If you will excuse me , I willGo over your price-list right now.S: Take your time , Miss Julia J: oh, after going over your price-list and catalogues, we are interested in NO.1 machine , but we found that your price are too high than those offered by other suppliers. It would be impossible for us to push any sales at such high prices.S: Im sorry to hear that. You must kown that the cost of productionhas risen a great deal in recent years while our prices of machine Basically remain unchanged. To be frank ,our commodities have always come up to our exports are moderately priced.J: I am afraid I cant agree with you in this respect. I know that your products are attractive in design, but I wish to point out that your Offers are higher than some of the quotations. I have received from your competitors in other countries. So, your price is not compeptitive in this market.S: Miss Julia, as you may know, our products which is of high quality have found a good market in many countries. So you must take quality into considerarion, too.J: I agree with you. But the price difference should not be So big .If you want to get the order, you will have to lower the price. Thats reasonable, isnt it?S: Well, in order to help you develop business in this line, we may Consider making some concessions in your price, but never to that extent.J: if you are prepared to cut down your price by 8%,we might come to terms.S: 8%? I am afraid you are asking too much. Actually, we have never gave such lower price. For friendships sake, we may consider reducing the Price by 5%. This is the highest reduction we can afford.J: you certainly have a way of talking me into it. But I wonder if when we place a larger order, you will farther reduce your prices. S: Miss Julia, I can assure you that our price is most favourable.We are sorry to say that we can bring our price down a still lowerlevel.J: ok I accept. Now lets talk about the terms of payment. Would you Accept D/P? I hope it will be acceptable to you.S: The terms of payment we usually adopt are C/P.J: but I think it would be beneficial to both of us to adopt more flexible p