外貿(mào)英語談判3、方法介紹（1）、詢問價(jià)格1.It’sbetterforustohaveatalkonpriceterms,becauseitisoneofthekeypointsinourdealings.2.WillyoupleasequoteF.O.BBrusselsinU.S.dollar?

3.Ican’tsayoffhandexactlyhowmuch.4.Thepricedependsonquantity.5.Thelistpriceis$220peryard.6.Wecangivethemtoyoufor$185perunit3、方法介紹（2）、要求減價(jià)1.Thepricesanddiscountsareproblemsforus.2.That’salittlemorethanwewereexpectingtopay.3.Wehavebeeninformedthatthecurrentpriceonyoursideismuchlowerthanwhatyousay.4.Wearenotinterestedunlessyourpriceisreducedtoalevelinlinewiththemarketprice.5.Willyoumakethepricealittlecheaper?6.Howmuchdoyouthinkyoucouldbringthepricedown?7.Ifyoucanreducethepriceby5%,weshallbeabletoorder200metrictons.8.Businessispossibleifyoudecreasethepriceto$120perpiece.3、方法介紹（3）、給客戶折扣1.Tomeetyourrequirements,wewouldliketoreduceourpriceby2%,which,Ihope,willbesatisfactorytoyou.2.Wecanbringthepricedownto$230perset.3.We’dbereadytogiveyouathreepercent(3%)specialdiscount,ifyouorder100setsormore.4.Ifyouorderalargequantity,Ithinkadiscountwouldbepossible.

3、方法介紹（4）、表示很難再減價(jià)1.Thepriceisquitereasonable,andit’sthelowestonewecanquote.2.Tenpercentwouldn’tbeworthwhile(不劃算)formycompany.3.Ourpricesarehighlycompetitivewhenyouconsiderquality4.Ourpriceisnetwithoutcommission.5.I’mawfullysorry.Thisisourfloorprice.Ifyoufinditunworkable,wemayaswellcallthedealoff.6.I’mafraidthatthereisnoroomtonegotiatetheprice.7.I’llhavetoconsultmyhomeofficebeforeIcangiveyouadefiniteansweronthepriceterms.4、案例講解Example1:

Background:

Brown(thebuyer)purchasingmanagerofABCCompanyinAmerica，Tina(theseller),managerofSales&MarketingDepartmentofClothingStuffCompanyinChina.Theyarenegotiatingthepriceoftheorder.

Brown(以下稱為A)Tina(以下稱為B)A:I’vecometohearaboutyourofferforthegarments.B:Wehavetheofferreadyforyou.Letmesee...hereitis.100casesgarments,at10poundssterlingeachcase,C.I.FEuropeanMainPorts,forshipmentinJune2009.Theofferisvalidforfivedays.

A:Why,yourpricehassoared.It’salmost25%higherthanlastyear’s.Itwouldbeimpossibleforustopushanysalesatsuchaprice.

B:I’malittlesurprisedtohearyousaythat.Youknowverywellthatmarketsforcottonhavegoneupagreatdealinrecentmonths.Thepriceweoffercomparesfavorablywithquotationsyoucangetelsewhere.4、案例講解A:I’mafraidIcan’tagreewithyouthere.Imustpointoutyourpriceishigherthansomeofthequotationswe’vereceivedfromothersources.B:Butyoumusttakethequalityintoconsideration.Everyoneinthetradeknowsthatourproductsareofsuperiorqualitytothosefromothercountries.

A:Iagreethatyoursareofbetterquality.Butthere’scompetitionfromsyntheticproducts,too.Youcan’tverywellignorethat.Pricesforsyntheticcottonhaven’tchangedmuchovertheyears.

B:There’spracticallynosubstituteforcottonforcertainuses.That’swhydemandfornaturalcottonkeepsrisinginspiteofcheapersyntheticones.Tobefrankwithyou,ifitwerenotforthelong-standingrelationshipbetweenus,wewouldhardlybewillingtomakeyouafirmofferatthisprice.

A:Well,we’llhavealotofdifficultiesinpersuadingourclientstobuyatthisprice.ButI’llhavetotry,Isuppose.5、知識(shí)拓展1、常用相關(guān)詞匯價(jià)格術(shù)語tradeterm(priceterm)

總值

totalvalue

金額amount關(guān)稅customsduty凈價(jià)netprice

含傭價(jià)priceincludingcommission折扣discount,allowance批發(fā)價(jià)wholesaleprice零售價(jià)retailprice現(xiàn)貨價(jià)格spotprice現(xiàn)行價(jià)格(時(shí)價(jià))currentpriceprevailingprice

國(guó)際市場(chǎng)價(jià)格world(International)Marketprice離岸價(jià)(船上交貨價(jià))FOB-freeonboard成本加運(yùn)費(fèi)價(jià)(離岸加運(yùn)費(fèi)價(jià))C&F-costandfreight到岸價(jià)(成本加運(yùn)費(fèi)、保險(xiǎn)費(fèi)價(jià))CIF-cost,insuranceandfreight生產(chǎn)費(fèi)用costofproduction批量銷售volumesale優(yōu)先報(bào)盤thepreferenceofone’soffer5、知識(shí)拓展2、談判小貼士（1）模糊報(bào)價(jià)Thisispricelist,butitserversasaguideonly(僅供參考)（2）價(jià)比三家Ourpricescomparemostfavorablywithquotationsyoucangetfromothermanufacturers.（3）薄利多銷Wecanofferaquantitydiscountofto15%,butwearepreparedtogive20%discountforanoffertobuythecompletestock(整批購入).（4）陳述市場(chǎng)利弊Asyouknow,ithasbeenaheavydemandforthesecommoditiesandthishasresultedinincreasedprices.（5）哀兵政策We’vealreadycutdownourpricestocostlevel（成本費(fèi)）.（6）強(qiáng)硬態(tài)度Thereisnoroomforanyreductioninprices.（7）巧用“從眾”心理Weofferyouourbestpricesatwhichwehavedonealotbusinesswithothercustomers.（8）生意不成仁義在Ifyoucaretoplaceanorderwithusanytimeinthefurther,youmaybeassuredofthesamepromptattentionwhichyouhavehadinthepast.6、實(shí)戰(zhàn)演練Situation:

PartyA(thebuyers),representativesofABCCorporationintheU.S.AaremeetingwithPartyB(thesellers),representativesofSales&MarketingDepartmentofGuangzhouLibyEnterpriseCo.Ltd,China（立白集團(tuán)）.Nowtheyaretalkingaboutpriceoftheproducts.

PartyA:

Thebuyers,representativesofABCCorporationintheU.S.A

Tasks:

----GreetB----Confirmreceivingthesampleandaskabouttheprice.----Askwhetherthepriceisforacartonornotandhowmanypiecesinacarton;----AskforFOBterm;----SuggestCIFToronto;----Showyourdisagreementontheprice(toohigh),andexplainthereasons.----Admitthequalityisbetterbutstillthinktheclientwon’taccepttheprice.----Askfordiscoun