商务英语谈判Project 7 Price Negotiation

,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,Project 7 Price Negotiation,Working Situation,Learning Goal,Pre-negotiation,In Negotiating,Post-negotiation,Working Situation,Suppose you(Miss Lin)are a clerk from Foreign Trade Department of Fujian Minfa Holdings Garments Imp.&Exp.Corp.Ltd.(Minfa Building,168 Hudong Road,Fuzhou).You and one of your clients,Ms More from Australian Textile Trading Company(320 Edward Street,Sydney,Australia)have negotiated for several rounds and have reached agreements on the following items.Tomorrow you are going to continue your negotiation on price.,Name of commodity:T-shirts,S/2,M/6,L/4,Quantity:S/2208pcs,M/6306pcs,L/4108pcs,Learning Goal,1.To get the correct expressions in price negotiation.,2.To process the information in price negotiation.,3.To learn how to negotiate price by both face-to-face and letter or email.,Pre-negotiation,Relevant Knowledge,Price is an important part of most buying decisions,and it has become ever more important.,Price is the easiest way to judge a product because it is easy to understand.But price needs to be placed in context.,In the negotiation of business,price is one of the most sensitive factors.,Sales promotion must follow the principle known as AIDA,namely,1)to attend buyers Attention,2)to arouse their Interest,3)to stimulate their Desire,4)to induce their Action of purchase.,Pre-negotiation,Practical Expressions-Common Terms,1.negotiation n.,谈判,2.price haggling,论价,3.ruling price,目前的价格,4.rock-bottom price,最低价,mission n.,佣金,6.discount n.,折扣,7.give/allow/grant sb a discount,给某人折扣,8.margin n.,差额；赚头,Pre-negotiation,Practical Expressions-Common Terms,9.bargain n./v.交易,10.strike a bargain 成交，达成协议,11.cut down/lower the price by.价格降低,12.concession n.让步,13.close/make a deal 成交,14.conclude a transaction 成交,15.EXWex works 工厂交货,16.FCAfree carrier 货交承运人,Pre-negotiation,Practical Expressions-Common Terms,17.CPTcarriage paid to 运费付至目的地,18.CIPcarriage and insurance paid to 运费/保险费付至目的地,19.DATdelivered at terminal 目的地或目的港的集散站交货,20.DAPdelivered at place 目的地交货,21.DDPdelivered duty paid 完税后交货,22.FASfree alongside ship 装运港船边交货,Pre-negotiation,Practical Expressions-Practical Sentences,Buyers:,1.Since your price is too high,it is impossible for us to accept.,你方价格太高，我们无法接受。,2.If you can reduce your price,we may consider placing an order with you.,如果能降价，我们就考虑向你们订货。,3.Whats the best price you can offer us?,你们能报的最低价格是多少,?,4.We dont think we can go much further if you wont give us a discount for preferred customers.,如果你们对老顾客都不给点折扣，我想我们就没法再谈了。,Pre-negotiation,Practical Expressions-Practical Sentences,Buyers:,5.Im very surprised to find your price is much higher compared to other companies.,我很吃惊地发现你们的价格比起其他公司的要高很多。,6.What kind of price do you offer for repeat order?,对于续订单你们给什么价格,?,7.Do you allow any commission?You know we are a commission agency.,你们给佣金吗,?,你知道我们是代理行。,Pre-negotiation,Practical Expressions-Practical Sentences,Buyers:,8.If you insist on your price and refuse to make any concession,there will be not much point in further discussion.,如果你坚持你方的价格不肯让步，那就没必要继续谈了。,9.Its a new product and we will have to spend much money to push sales and make the advertisement.Trade discount and quantity discount surely can help to promote your products.,这是新产品，我们还要花很多钱来推销、做广告。贸易折扣和数量折扣肯定有助于促进你方产品的销售。,10.How about making a further concession so that business can be concluded?,能不能双方各让一步，生意就能成交了？,Pre-negotiation,Practical Expressions-Practical Sentences,Sellers:,11.My offer was based on reasonable profit,not wild speculation.,我的报价利润包含了合理利润，而不是漫天要价。,12.Moreover,weve kept the price close to the cost of production.,另外，我们已经把价格降到了近乎生产本钱。,13.I think the price we offered you is the best one.,我认为我们报给你方的价格已经是最低的了。,14.Youll see that our offer compares favorably to quotations you get elsewhere.,你会明白我们的报价同别处的比起来要优惠。,Pre-negotiation,Practical Expressions-Practical Sentences,Sellers:,15.This is our rock bottom price.We cant lower it any further.,这是我们的最低价了，不能再降了。,16.With a view to long-term cooperation between us,we agree to a 2%cut.,考虑到我们的长期合作关系，我们同意减价,2%,。,17.The best we can do is to reduce the price by 2%.,我们最多能减价,2%,。,Pre-negotiation,Practical Expressions-Practical Sentences,Sellers:,18.We regret that it is impossible to accept your counter-offer,even to meet you half way.,很遗憾，即使各让一步我们仍难以接受你方的还盘。,19.We usually dont grant any discount for small quantities.,通常我们对小额订货是不给折扣的。,20.For the sake of encouraging future business,we make a concession,and will give a 3%commission.This is the best we can do.,为了鼓励今后的交易，我们做个让步，给你方3%的佣金。别的就没方法了。,In Negotiating,-Negotiating by Letter,Sample Letter 1,A letter of price negotiation,Dear Miss Lin,We thank you for your quotation about FR 9-71323“Furong Brand Mens T-shirts on September 12.,Although we are interested in your products,we find that the price of your product is so high that our margin of profit would be either very little or nil.As you probably know,the textile products available at present on the market in Pakistan,Thailand,Indonesia and India are of good q