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核心提示:成功的谈判可以给企业带来巨大的利润,所以相关双方最好都能掌握一些专业知识及一定的谈判技巧,本文只是给出了一些简单示例,要深入学习这门学问的话,还应多研习相关书籍并加以实践练习的:)


a: i'm sorry to say that the price you quote is too high. it would be very difficult for us to push any sales if we buy it at this price.
b: well, if you take quality into consideration, you won't think our price is too high.
a: let’s meet each other half way.
- 很遗憾你们报的价格太高,如果按这种价格买进,我方实在难以推销。
- 如果你考虑一下质量,你就不会觉得我们的价格太高了。
- 那咱们就各让一步吧。

a: i'm sorry to say that your price has soared. it's almost 20% higher than last year's.
b: that's because the price of raw materials has gone up.
a: i see. thank you.
- 很遗憾,贵方的价格猛长,比去年几乎高出20%。
- 那是因为原材料的价格上涨了。
- 我知道了,多谢。


具体示例(1)
d: i’d like to get the ball rolling by talking about prices.
我想就从价钱方面开始谈吧!

r: shoot. i’d be happy to answer any questions you may have.
洗耳恭听!我很乐意答复任何问题。

d: your products are very good. but i’m a little worried about the price you’re asking.
贵公司的产品很出色;但对于你们开的价码,我觉得有点困难。

r: you think we should be asking for more?
你是觉得我们应该把价钱开高一点啰?

d: that’s not exactly what i had in mind. i know your research costs are high, but what i’d like is a 25% discount.
我不是这个意思。我知道你们投入很高的研究经费,但是,我想要的是七五折。

r: that seems to be a little high, mr. smith. i don’t know how we can make a profit with those numbers.
smith先生,这个折扣似乎多了点。这样的价格,我真怀疑我们公司怎么能有利润可赚!

d: please, robert, call me dan. well, if we promise future business-volume sales-that will slash your costs for making the exec-u-ciser, right?
robert,请叫我dan好了。这样吧!若我们答应以后继续和你们合作,而且是大笔的生意,就可以使你们大幅降低「健身乐」的制造成本,对不对?

r: yes, but it’s hard to see how you can place such large orders. how could you turn over so many? we'd need a guarantee of future business, not just a promise.
嗯!不过,我实在看不出您怎能下这么大笔的订单?!贵公司如何销售这么多的货呢?我们要的可是继续做生意的保证,而不是随口答应就算数的哦!

d: we said we wanted 1000 pieces over a six-month period. what if we place orders for twelve months ,with a guarantee?
我们说过半年内订货1000件。如果现在我们保证一年内都会跟你们订货,你意下如何?

r: if you can guarantee that on paper, i think we can discuss this further.
如果你们能以书面作保证,我想我们可以再详谈下去。

具体示例(2)
paul: looked over the catalog you gave me this morning, and i’d like to discuss prices on your computer speakers.
今天早上我已经详细看过你给我的目录了。我想讨论一下你们计算机扬声器的价格。

leslie: very good. here is our price list.
好的。这是我们的价目表。

paul: let me see…. i see that your listed price for the k-two-one model is ten us dollars. do you offer quantity discounts?
我看看。你们k-2-1 型的标价是美金十块钱。大量订购的话,有折扣吗?

leslie: we sure do. we give a five percent discount for orders of a hundred or more.
当然有。100 或以上的订单我们有百分之五的折扣。

paul: what kind of discount could you give me if i were to place an order for six hundred units?
如果我下六百的订单,你们可以给我什么样的折扣?

leslie: on an order of six hundred, we can give you a discount of ten percent.
六百的话,我们可以给你百分之十的折扣。

paul: what about lead time?
交货时间呢?

leslie: we could ship your order within ten days of receiving your payment.
在收到货款的十天内,我们就可以把货送出去。

paul: so, you require payment in advance of shipment?
那么,你们是要提前付款的?

leslie: yes. you could wire transfer the payment into our bank account or open a letter of credit in our favor.
是的。你可以汇款到我们的银行帐户,或是开一个以我们公司为抬头的信用状。

paul: i’d like to go ahead and place an order for six hundred units.
那我想就先下六百的订单。

leslie: great! i’ll just fill out the purchase order and have you sign it.
好极了! 我马上写订购单并请你签名。

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