商務英語-談判

1、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： I see what you mean. （我明白您的意思。） 如果表示贊成，可以說： Thats a good idea. （是個好主意。） 或者說： I agree with you. （我贊成。）如果是有條件地接受，可以用on the condition that這個句型，例如： We accept your proposal, on the condition that you order 20,000 units. （如果您訂2萬臺，我們會接受您的建議。 ）在與外商，尤其是歐美國家的商人談

2、判時，如果有不同意見，最好坦白地提出來而不要拐彎抹角，比如，表示無法贊同對方的意見時，可以說： I dont think thats a good idea. （我不認為那是個好主意。） 或者 Frankly, we cant agree with your proposal. （坦白地講，我無法同意您的提案。）如果是拒絕，可以說： Were not prepared to accept your proposal at this time. （我們這一次不準備接受你們的建議。）有時，還要講明拒絕的理由，如 To be quite honest, we dont believe this pr

3、oduct will sell very well in China. （說老實話，我們不相信這種產(chǎn)品在中國會賣得好。）談判期間，由於言語溝通問題，出現(xiàn)誤解也是在所難免的：可能是對方誤解了你，也可能是你誤解了對方。在這兩種情況出現(xiàn)後，你可以說： No, Im afraid you misunderstood me. What I was trying to say was （不，恐怕你誤解了。我想說的是） 或者說： Oh, Im sorry, I misunderstood you. Then I go along with you. （哦，對不起，我誤解你了。那樣的話，我同意你的觀點。 ）總

4、之不管你說什么，你最終的目的就是要促成一筆生意。即使不成，也要以善意對待對方，也許你以后還有機會，生意不成人情在，你說對嗎？價格談判常用句型商談價格是買賣之間很重要的一環(huán)。商品的價值往往同商品的本質關系密切。當要強調出口商品的品質以使交易達到理想的價格時，我們可以說：This one is very good for 10 US dollars.（這東西絕對值10美元。）或These are slightly higher in price, but their superior quality makes them more valuable than the less expensive

5、ones.（這些貨價稍微高了一點，但其優(yōu)異的品質，使它們比那些便宜的貨，更有價值。） 在談到商品價格便宜時，買方切忌使用cheap這個詞，因為在西方人看來，它意味著商品是由廉價勞工（cheap labor）制造出來的廉價商品。應盡量使用reasonable這個形容詞。如：The price is quite reasonable.（這價格相當合理。）討價還價的結果是雙方做出的讓步。在最后讓步時可說：The best compromise we can make is （我們能做出的最大讓步是）或者This is the lowest possible price.（這已是最低價格。），然后堅定

6、不移，否則，如果讓步太過分，就可能造成賣方的損失。1.Lets get down to business, shall we?讓我們開始談生意好嗎？2.Id like to tell you what I think about that.我想告訴你我的一些想法。3.Are those prices FOB or CIF?這些價格是船上交貨價還是運費及保險費在內價？4.Are these prices wholesale or retail?這些價格是批發(fā)價還是零售價？5.Thats too high.價錢太高了。6.Oh, no, this is the lowest price.噢，不，這

7、是最低價。7.Let us have your rock-bottom price.我們給你低價。8.Whats the price range?價格范圍是多少？9.They start at one hundred and fifty yuan and go up to two hundred yuan.它們以150元起價，至多到200元。10.The price is quite reasonable.這價格相當合理。11.The price is unreasonable.這價格高得不合理。12.Can you make it a little cheaper?=Can you come

8、 down a little?=Can you reduce the price?你能不能算便宜一點？13.That sounds very impressive.那似乎非常好。14.That sounds reasonable.那似乎非常好。15.Id like to hear your ideas on我想聽聽你關于的看法。16.Youre offering us this product at 1800 yuan per unit-is that right?你提供我們的這種產(chǎn)品報價是每臺1800元嗎，對嗎？17.Wed appreciate it if you could sell i

9、t to us for 1350 yuan per unit.如果你能以每臺1350元的價格賣給我們，我們將不勝感激。18.Taking the qulity into consideration, I think the price is reasonable.考慮到產(chǎn)品質量，我認為價格是合理的。19.Theres one problem to be mentioned.有一個問題要提出來。20.The price we quoted is quite good for your country.我們報的價格相當適合貴國。21.The price you quoted is a little

10、 stiff for exporting.你報的價格對于出口而言，有點偏高。22.Your price is 15% higher than that of last year.你們的價格比去年的高15。23.I think you misunderstood me on this point.在這一點上我想你是誤會我了。24.Were in complete agreement.我們完全同意。25.I cant make a decision at this time.我無法現(xiàn)在做決定。26. Its not possible for us to make any sales at this

11、 price.我們無法以這種價格銷售。27.380 yuan is about as low as we can go.380元大約是我們能出的最低價格。28.Im afraid I cant agree with you there.恐怕我不能同意您出的價格。29.Your price is higher than that of other companies.你方的價格比其它公司的價格要高。30. But considering the high quality, our price is very reasonable.不過鑒于產(chǎn)品的優(yōu)良質量，我們的價格是非常合理價格談判常用英語商談價

12、格是買賣之間很重要的一環(huán)。商品的價值往往同商品的本質關系密切。當要強調出口商品的品質以使交易達到理想的價格時，我們可以說：This one is very good for 10 US dollars.（這東西絕對值10美元。）或These are slightly higher in price, but their superior quality makes them more valuable than the less expensive ones.（這些貨價稍微高了一點，但其優(yōu)異的品質，使它們比那些便宜的貨，更有價值。）在談到商品價格便宜時，買方切忌使用cheap這個詞，因為在西方

13、人看來，它意味著商品是由廉價勞工（cheap labor）制造出來的廉價商品。應盡量使用reasonable這個形容詞。如：The price is quite reasonable.（這價格相當合理。）討價還價的結果是雙方做出的讓步。在最后讓步時可說：“The best compromise we can make is ”（我們能做出的最大讓步是）或者”This is the lowest possible price.”（這已是最低價格。），然后堅定不移，否則，如果讓步太過分，就可能造成賣方的損失。1.Lets get down to business, shall we?讓我們開始談生

14、意好嗎？2.Id like to tell you what I think about that.我想告訴你我的一些想法。3.Are those prices FOB or CIF?這些價格是船上交貨價還是運費及保險費在內價？4.Are these prices wholesale or retail?這些價格是批發(fā)價還是零售價？5.Thats too high.價錢太高了。6.Oh, no, this is the lowest price.噢，不，這是最低價。7.Let us have your rock-bottom price.我們給你低價。8.Whats the price ran

15、ge?價格范圍是多少？9.They start at one hundred and fifty yuan and go up to two hundred yuan.他們以150元起價，至多到200元。10.The price is quite reasonable.這價格相當合理。11.The price is unreasonable.這價格高得不合理。12.Can you make it a little cheaper?=Can you come down a little?=Can you reduce the price?你能不能算便宜一點？13.That sounds very

16、 impressive.那似乎非常好。14.That sounds reasonable.那似乎非常好。15.Id like to hear your ideas on我想聽聽你關于的看法。16.Youre offering us this product at 1800 yuan per unit-is that right?你提供我們的這種產(chǎn)品報價是每臺1800元嗎，對嗎？17.Wed appreciate it if you could sell it to us for 1350 yuan per unit.如果你能以每臺1350元的價格賣給我們，我們將不勝感激。18.Taking t

17、he qulity into consideration, I think the price is reasonable.考慮到產(chǎn)品質量，我認為價格是合理的。19.Theres one problem to be mentioned.有一個問題要提出來。20.The price we quoted is quite good for your country.我們報的價格相當適合貴國。21.The price you quoted is a little stiff for exporting.你報的價格對于出口而言，有點偏高。22.Your price is 15% higher than

18、 that of last year.你們的價格比去年的高15。23.I think you misunderstood me on this point.在這一點上我想你是誤會我了。24.Were in complete agreement.我們完全同意。25.I cant make a decision at this time.我無法現(xiàn)在做決定。26. Its not possible for us to make any sales at this price.我們無法以這種價格銷售。27.380 yuan is about as low as we can go.380元大約是我們能

19、出的最低價格。28.Im afraid I cant agree with you there.恐怕我不能同意您出的價格。29.Your price is higher than that of other companies.你方的價格比其它公司的價格要高。30. But considering the high quality, our price is very reasonable.不過鑒于產(chǎn)品的優(yōu)良質量，我們的價格是非常合理。經(jīng)典商務談判英語實例（一）Dan Smith是一位美國的健身用品經(jīng)銷商，此次是Robert Liu第一回與他交手。就在短短幾分鐘的交談中，Robert Liu既

20、感到這位大漢粗獷的外表，藏有狡兔的心思他肯定是沙場老將，自己絕不可掉以輕心。雙方第一回過招如下：D: Id like to get the ball rolling（開始）by talking about prices.R: Shoot.（洗耳恭聽）Id be happy to answer any questions you may have.D: Your products are very good. But Im a little worried about the prices youre asking.R: You think we about be asking for more

21、?（laughs）D: （chuckles莞爾） Thats not exactly what I had in mind. I know your research costs are high, but what Id like is a 25% discount.R: That seems to be a little high, Mr. Smith. I dont know how we can make a profit with those numbers.D: Please, Robert, call me Dan. （pause） Well, if we promise fut

22、ure businessvolume sales（大筆交易）that will slash your costs（大量減低成本）for making the Exec-U-ciser, right?R: Yes, but its hard to see how you can place such large orders. How could you turn over（銷磬）so many? （pause） Wed need a guarantee of future business, not just a promise.D: We said we wanted 1000 pieces

23、 over a six-month period. What if we place orders for twelve months, with a guarantee?R: If you can guarantee that on paper, I think we can discuss this further經(jīng)典商務談判英語實例（二）obert回公司呈報Dan的提案后，老板很滿意對方的采購計劃；但在折扣方面則希望Robert能繼續(xù)維持強硬的態(tài)度，盡量探出對方的底線。就在這七上七八的價格翹翹板上，雙方是否能找到彼此地平衡點呢？請看下面分解：R: Even with volume sal

24、es, our coats for the Exec-U-Ciser wont go down much.D: Just what are you proposing?R: We could take a cut（降低）on the price. But 25% would slash our profit margin（毛利率）。We suggest a compromise10%.D: Thats a big change from 25! 10 is beyond my negotiating limit. （pause） Any other ideas?R: I dont think

25、I can change it right now. Why dont we talk again tomorrow?D: Sure. I must talk to my office anyway. I hope we can find some common ground（共同信念）on this. NEXT DAYD: Robert, Ive been instructed to reject the numbers you proposed; but we can try to come up with some thing else.R: I hope so, Dan. My ins

26、tructions are to negotiate hard on this dealbut Im try very hard to reach some middle ground（互相妥協(xié)）。D: I understand. We propose a structured deal（階段式和約）。 For the first six months, we get a discount of 20%, and the next six months we get 15%.R: Dan, I cant bring those numbers back to my officetheyll t

27、urn it down flat（打回票）。D: Then youll have to think of something better, 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推翻后，Dan再三表示讓步有限。您知道Robert在這折扣縫隙中游走，如何才能摸出雙方都同意的數(shù)字呢？他從錦囊里又掏出什么妙計了呢？請看下面分解：R: How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 uni

28、ts?D: Thats a lot to sell, with very low profit margins.R: Its about the best we can do, Dan. （pause） We need to hammer something out （敲定）today. If I go back empty-handed, I may be coming back to you soon to ask for a job. （smiles）D: （smiles） O.K., 17% the first six months, 14% for the second?!R: Go

29、od. Lets iron out（解決）the remaining details. When do you want to take delivery（取貨）？D: Wed like you to execute the first order by the 31st.R: Let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st.D: Right. We couldnt handle much larger shipments.R: F

30、ine. But Id prefer the first shipment to be 1000 units, the next 2000. The 31st is quite soon - I cant guarantee 1500.D: I can agree to that. Well, if theres nothing else, I think weve settled everything.R: Dan, this deal promises big returns（賺大錢）for both sides. Lets hope its the beginning of a long and prosperous relationship.商務談判必備詞匯INT （拍賣auction）寄售consignment招標invitation of tender投標submission of tender一般代理人agent總代理人gener