商務英語-談判

..實用文檔...商務談判常用語在雙方談判的過程中，一定要注意傾聽對方的發(fā)言，如果對對方的觀點表示了解，可以說：Iseewhatyoumean.〔我明白您的意思。〕That'sagoodideaIagreewithyou.〔我贊成?！橙绻怯袟l件地接受，可以用ontheconditionthat這個句型，例如：Weacceptyourproposal,ontheconditionthatyouorder20,000units.〔如果您訂2萬臺，我們會接受您的建議?！矷don'tthinkthat'sagoodidea.我不認為那是個好主意?！郴蛘逨rankly,wecan'tagreewithyourproposal.〔坦白地講，我無法同意您的提案?！橙绻蔷芙^，可以說：We'renotpreparedtoacceptyourproposalatthistime.〔我們這一次不準備接受你們的建議?！秤袝r，還要講明拒絕的理由，如Tobequitehonest,wedon'tbelievethisproductwillsellverywellinChina.〔說老實話，我們不相信這種產(chǎn)品在中國會賣得好?！砃o,I''mafraidyoumisunderstoodme.WhatIwastryingtosay……Oh,I'msorry,Imisunderstoodyou.ThenIgoalongwithyou.〔哦，對不起，我誤解你了。那樣的話，我同意你的觀點?！撤?，也許你以后還有時機，生意不成人情在，你說對嗎？價格談判常用句型oneisverygoodfor10USdollars.10Theseareslightlyhigherinprice,buttheirsuperiorqualitymakesthemmorevaluablethanthelessexpensive.這些貨價稍微高了一點，但其優(yōu)異的品質(zhì)，使它們比那些廉價的貨，更有價值?！吃谡劦缴唐穬r格廉價時，買方切cheapcheap〕制造reasonablepriceisquitereasonable.〔這價格相當合理?！砨estcompromisewecanmakeis…""Thisisthelowestpossible〔這已是最低價格?！?，然后堅決不移，否那么，如果讓步太過分，就可能造成賣方的損失。Let'sgetdowntobusiness,shallwe?讓我們開始談生意好嗎？I'dliketotellyouwhatIthinkaboutthat.我想告訴你我的一些想法。ArethosepricesFOBorCIF?這些價格是船上交貨價還是運費及保險費在內(nèi)價？Arethesepriceswholesaleorretail?這些價格是批發(fā)價還是零售價？5.That'stoohigh.價錢太高了。Oh,no,thisisthelowestprice.噢，不，這是最低價。Letushaveyourrock-bottomprice.我們給你低價。8.What'sthepricerange?價格范圍是多少？9.Theystartatonehundredandfiftyyuanandgouptotwohundredyuan.15020010.Thepriceisquitereasonable.這價格相當合理。Thepriceisunreasonable.這價格高得不合理。Canyoumakeitalittlecheaper?=Canyoucomedownalittle?=Canyoureducetheprice?你能不能算廉價一點？Thatsoundsveryimpressive.那似乎非常好。Thatsoundsreasonable.那似乎非常好。I'dliketohearyourideason…我想聽聽你關(guān)于……的看法。You'reofferingusthisproductat1800yuanperunit-isthatright?你提供我們的這種產(chǎn)品報價是每臺1800元嗎，對嗎？We'dappreciateitifyoucouldsellittousfor1350yuanperunit.如果你能以每臺1350元的價格賣給我們，我們將不勝感謝。18.Takingthequlityintoconsideration,Ithinkthepriceisreasonable.考慮到產(chǎn)品質(zhì)量，我認為價格是合理的。There'soneproblemtobementioned.有一個問題要提出來。Thepricewequotedisquitegoodforyourcountry.我們報的價格相當適合貴國。Thepriceyouquotedisalittlestiffforexporting.你報的價格對于出口而言，有點偏高。Yourpriceis15%higherthanthatoflastyear.你們的價格比去年的高15％。23.Ithinkyoumisunderstoodmeonthispoint.在這一點上我想你是誤會我了。24.We'reincompleteagreement.我們完全同意。25.Ican'tmakeadecisionatthistime.我無法現(xiàn)在做決定。26.It'snotpossibleforustomakeanysalesatthisprice.我們無法以這種價格銷售。27.380yuanisaboutaslowaswecango.380元大約是我們能出的最低價格。28.I'mafraidIcan'tagreewithyouthere.恐怕我不能同意您出的價格。Yourpriceishigherthanthatofothercompanies.你方的價格比其它公司的價格要高。Butconsideringthehighquality,ourpriceisveryreasonable.不過鑒于產(chǎn)品的優(yōu)良質(zhì)量，我們的價格是非常合理不過鑒于產(chǎn)品的優(yōu)良質(zhì)量，我們的價格是非常合理價格談判常用英語oneisverygoodfor10USdollars.10Theseareslightlyhigherinprice,buttheirsuperiorqualitymakesthemmorevaluablethanthelessexpensive.但其優(yōu)異的品質(zhì)，使它們比那些廉價的貨，更有價值?！?/p>

這些貨價稍微高了一點，在談到商品價格廉價時，買方切忌使用cheap這個詞，因為在西方人看來，它意味著cheap〕制造出來的廉價商品。應盡量使用reasonable這個形容詞。如：Thepriceisquite〔這價格相當合理?！砨estcompromisewecanmakeis…Thisisthelowestpossible〞〔這已是最低價格?！?，然后堅決不移，否那么，如果讓步太過分，就可能造成賣方的損失。Let’sgetdowntobusiness,shallwe?讓我們開始談生意好嗎？I’dliketotellyouwhatIthinkaboutthat.我想告訴你我的一些想法。ArethosepricesFOBorCIF?這些價格是船上交貨價還是運費及保險費在內(nèi)價？Arethesepriceswholesaleorretail?這些價格是批發(fā)價還是零售價？5.That’stoohigh.價錢太高了。Oh,no,thisisthelowestprice.噢，不，這是最低價。Letushaveyourrock-bottomprice.我們給你低價。8.What’sthepricerange?價格范圍是多少？9.Theystartatonehundredandfiftyyuanandgouptotwohundredyuan.15020010.Thepriceisquitereasonable.這價格相當合理。Thepriceisunreasonable.這價格高得不合理。Canyoumakeitalittlecheaper?=Canyoucomedownalittle?=Canyoureducetheprice?你能不能算廉價一點？Thatsoundsveryimpressive.那似乎非常好。Thatsoundsreasonable.那似乎非常好。I’dliketohearyourideason…我想聽聽你關(guān)于……的看法。You’reofferingusthisproductat1800yuanperthatright?你提供我們的這種產(chǎn)品報價是每臺1800元嗎，對嗎？We’dappreciateitifyoucouldsellittousforyuanperunit.如果你能以每臺1350元的價格賣給我們，我們將不勝感謝。18.Takingthequlityintoconsideration,Ithinkthepriceisreasonable.考慮到產(chǎn)品質(zhì)量，我認為價格是合理的。There’soneproblemtobementioned.有一個問題要提出來。Thepricewequotedisquitegoodforyourcountry.我們報的價格相當適合貴國。Thepriceyouquotedisalittlestiffforexporting.你報的價格對于出口而言，有點偏高。Yourpriceis15%higherthanthatoflastyear.你們的價格比去年的高15％。23.Ithinkyoumisunderstoodmeonthispoint.在這一點上我想你是誤會我了。24.We’reincompleteagreement.我們完全同意。25.Ican’tmakeadecisionatthistime.我無法現(xiàn)在做決定。26.It’snotpossibleforustomakeanysalesatthisprice.我們無法以這種價格銷售。27.380yuanisaboutaslowaswecango.380元大約是我們能出的最低價格。28.I’mafraidIcan’tagreewith28.I’mafraidIcan’tagreewiththere.恐怕我不能同意您出的價格。29.Yourpriceishigherthanthatofothercompanies.你方的價格比其它公司的價格要高。30.Butconsideringthehighquality,ourpriceisveryreasonable.不過鑒于產(chǎn)品的優(yōu)良質(zhì)量，我們的價格是非常合理。經(jīng)典商務談判英語實例〔一〕DanSmith是一位美國的健身用品經(jīng)銷商，此次是RobertLiu第一回與他交手。就在短短幾Liu――他肯定是沙場老將，自己絕不可掉以輕心。雙方第一回過招如下：D:I'dliketogettheballrolling〔開始〕bytalkingaboutprices.R:Shoot.〔洗耳恭聽〕I'dbehappytoansweranyquestionsyoumayhave.D:Yourproductsareverygood.ButI'malittleworriedaboutthepricesyou'reasking.R:Youthinkweaboutbeaskingformore?〔laughs〕D:〔chuckles莞爾〕That'snotexactlywhatIhadinmind.Iknowyourresearchcostsarehigh,butwhatI'dlikeisa25%discount.R:Thatseemstobealittlehigh,Mr.Smith.Idon'tknowhowwecanmakeaprofitwiththosenumbers.D:Please,Robert,callmeDan.〔pause〕Well,ifwepromisefuturebusiness――volumesales〔大筆交易〕――thatwillslashyourcosts〔大量減低本錢〕formakingtheExec-U-ciser,right?R:Yes,butit'shardtoseehowyoucanplacesuchlargeorders.Howcouldyouturnover〔銷磬〕somany?〔pause〕We'dneedaguaranteeoffuturebusiness,notjustapromise.D:Wesaidwewanted1000piecesoverasix-monthperiod.WhatifweplaceordersD:Wesaidwewanted1000piecesoverasix-monthperiod.Whatifweplaceordersfortwelvemonths,withaguarantee?R:Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther經(jīng)典商務談判英語實例〔二〕obert回公司呈報DanRobert能找到彼此地平衡點呢？請看下面分解：R:Evenwithvolumesales,ourcoatsfortheExec-U-Ciserwon'tgodownmuch.D:Justwhatareyouproposing?R:Wecouldtakeacut〔降低〕ontheprice.But25%wouldslashourprofitmargin〔毛利率〕。Wesuggestacompromise――10%.D:That'sabigchangefrom25!10isbeyondmynegotiatingt〕Anyotherideas?R:Idon'tthinkIcanchangeitrightnow.Whydon'twetalkagaintomorrow?D:Sure.Imusttalktomyofficeanyway.Ihopewecanfindsomecommonground〔共同信念〕onthis.NEXTDAYD:Robert,I'vebeeninstructedtorejectthenumbersyouproposed;butwecantrytocomeupwithsomethingelse.R:Ihopeso,Dan.Myinstructionsaretonegotiatehardonthisdeal――butI'mtryveryhardtoreachsomemiddleground〔互相妥協(xié)〕。D:Iunderstand.WeproposeastructuredalForthefirstsixmonths,wegetadiscountof20%,andthenextsixmonthsweget15%.R:Dan,Ican'tbringthosenumbersbacktomyoffice――they'llturnitdown〔打回票〕。D:Thenyou'llhavetothinkofsomethingbetter,Robert.經(jīng)典商務談判英語實例〔三〕Dan上回提議前半年給他們二成折扣，后半年再降為一成半，經(jīng)Robert再三表示讓步有限。您知道Robert他從錦囊里又掏出什么妙計了呢？請看下面分解：R:Howabout15%thefirstsixmonths,andthesecondsixmonthsat12%,withaguaranteeof3000units?D:That'salottosell,withverylowprofitmargins.R:It'saboutthebestwecando,Dan.〔pause〕Weneedtohammersomethingout〔敲定〕today.IfIgobackempty-handed,Imaybecomingbacktoyousoontoaskforajob.〔smiles〕D:〔smiles〕O.K.,17%thefirstsixmonths,14%forthesecond?!:.snteg.noutoe〔取貨〕？D:We'dlikeyoutoexecutethefirstorderbythe31st.R:Letmerunthroughthisagain:thefirstshipmentfor1500units,tobedeliveredin27days,bythe31st.D:Right.Wecouldn'thandlemuchlargershipments.R:Fine.ButI'dpreferthefirstshipmenttobe1000units,thenext2000.The31stisquitesoon----Ican'tguarantee1500.D:Icanagreetothat.Well,ifthere'snothingelse,Ithinkwe'vesettledeverything.R:Dan,thisdealpromisesbigreturns〔賺大錢〕forbothsides.Let'shopeit'sthebeginningofalongandprosperousrelationship.商務談判必備詞匯INTINTauction〕consignment招標invitationoftendersubmissionoftenderagent總代理人generalagent代理協(xié)議agencyagreement累計傭金accumulativecommission補償貿(mào)易compensationtrade〔或抵償貿(mào)易〕compensating/compensatorytrade〔又叫：往返貿(mào)易〕countertrade來料加工processingongivingmaterials來料裝配assemblingonpro