1、在国际商务活动中，商务谈判占着重要的地位，每个商务从业人员都应该在这方面下功夫，下面就是一些商务谈判的常用常用商务谈判用语 1zxiutao 于 2012-11-15 发布 l 已有 753 人浏览玩歪歪博，拯救你的脖子和颈椎 数百名外教任意选，每天陪你练口语 圣诞节英语专题 宅在家里与外教老师学英文在国际商务活动中，商务谈判占着重要的地位，每个商务从业人员都应该在这方面下功夫，下面就是一些商务谈判 0（1）A： We can offer you this in different levels of quality.B： Is there much of a difference in pr
2、ice ？A： Yes ，the economy model is about 30% less.B： Well take that one .A：这产品我们有三种不同等级的品质 。B：价钱也有很大的分别吧？A：是的，经济型的大约便宜 30%.B：我们就买那种。（2）A： Is this going to satisfy your requirements ？B： Actually ， it is more than we need .A： We can give you a little cheaper model .B： Let me see the specifications for
3、that .A：这种的合你的要求吗？B：事实上，已超出我们所需要的。A：我们可以提供你便宜一点的型式。B：让我看看它的规格说明书吧。（3）A： Youre asking too much for this part .B： we have some cheaper ones .A： What is the price difference ？B： The basic model will cost about 10% less .A：这零件你们要价太高了。B：我们有便宜一点的。A：价钱差多少？B：基本型的便宜约 10%左右。（4）A： How many different models of
4、this do you offer？B： We have five different ones .A： Is there much of a price difference .B： Yes， so we had better look over your specifications.A：这个你们有多少种不同的型式。B：五种A：价钱有很大的差别吗？B：是的，所以我们最好先把您的 规格说明细看一遍。（5）A： The last order didnt work out too well for us .B： What was wrong？A： We were developing too m
5、uch waste .B： I suggest you go up to our next higher price level.A：上回订的货用起来不怎么顺。B：有什么问题吗？A：生产出来的废品太多了。B：我建议您采用我们价格再高一级的 货。（6 ）A： Did the material work out well for you ？B： Not really .A： What was wrong？B： We felt that the price was too high for the quality .A：那些材料进行的顺利吗？B：不怎么好。A：怎么啦？B：我们觉得以这样的品质价钱太高
6、了 。（7）A： Has our material been all right ？B： Im afraid not .A： Maybe you should order a little better quality .B： Yes， we might have to do that .A：我们的原材料没问题吧？B：有问题呢。A：也许您应该买品质好一点的B：是呀，恐怕只有这么做了。（8 ）A： I think you had better come out to the factory .B： Is there something wrong .A： Yes ，your last shipm
7、ent wasnt up to par .B： Let s go out and have a look at it .A：我看你最好走一趟工厂，B：出了什么事吗。A：嗯，你上次送去的货没有达 到标准。B：走，我们去看看。（9）A： I want you to look at this material .B： Is this from our last shipment ？A： Yes ，it is .B： I can see why you are having some problems with it .A：我要你看看这材料！B：这是上次叫的货吗？A：是啊。B：我明白为什么你用起来会有
8、问题了 。（10）A： I would suggest that you use this material instead of that .B： But that costs more .A： But you will get less waste from this .B： Well try it once .A：我建议你改用这种替代那种。B：可是那样成本较高。A：但可以减少浪费。B：那么就试一次看看吧。常用商务谈判用语 2zxiutao 于 2012-11-15 发布 l 已有 550 人浏览玩歪歪博，拯救你的脖子和颈椎 数百名外教任意选，每天陪你练口语 圣诞节英语专题 宅在家里与外教
9、老师学英文在国际商务活动中，商务谈判占着重要的地位，每个商务从业人员都应该在这方面下功夫，下面就是一些商务谈判 0（11）A： Our manufacturing costs have gone up too much .B： You might try one of our cheaper components .A： Lets take a look at your price list again .B： Sure . Ill bring it in next week .A：我们的制造成本增加太多了。B：你试试这种较便宜的组件怎样？A：我再看一次你们的价目表吧。B：好哇 ，我下个礼拜带
10、过来。（12）A： This is the best material we have to offer .B： Actually ，I dont think we need it to be this good .A： I can let you have this kind cheaper .B： Lets do that .A：这是本公司所供应的最好的原料。B：说实在的，我并不认为我们用得着 这么好的，A ：我可以算你 便宜一点。B：那就这么说定吧。（13）A： How is the new material working out for you ？B： Fine .were savi
11、ng a lot of money with it .A： Im glad to hear that .B： It was a good suggestion .thanks .A：新原料用得如何？B：不错，节省了不少的钱，A：听你这么说真高兴。B：你建议得不错，谢谢。（14）A： How many would you like to order ？B： Is there a minimum order ？A： No ，we can ship in lots of any size .B： Well try one case of this .A：您要订多少？B：有最低订购量的限制吗？A：没有
12、，任何数量都可以出货。B：那么，这种的就试一箱吧。（15）A： Were ready to take your order now.B： We want to try this component as a sample.A： I can send one for you to try .B： Yes ， please do that .A：你们现在可以下订单了。B：这种组件我们想试个样品看看。A：我们可以寄个给你试用。B：好，那就麻烦你了。（16）A： How many would you like to order ？B： How do they come packaged ？A： In
13、cases of 100.B： Well take 500.A：您要订多少？B：货是怎样装的呢？A：一箱装 100 个。B：我们要 500 个。（17）A： We need seven of these .B： They come in cases of five .A： Then ，send two cases please .B： Good . thank you for the order .A：我们要七个这种的。B：它们是五个一箱。A：这样的话，就送两箱吧。B：好的，谢谢你的订货。（18）A： We cant handle an order that small .B： What is
14、 the minimum we would have to order .A： 300 pieces .B： I see ，send those ，then .A：这么少的数量，我们不能接 受。B：那么我们至少得订多少呢。A：300 个B：哦，那就 300个吧。（19）A： We have a problem with your order .B： What is it ？A： We cant split open a case to fill yourorder .B： Ill see if we can take the whole case .A：你订的货有点问题。B：什么问题。A：因为
15、我们不能拆箱来凑足你的订量 。B：那我考虑看看是不是可以买整箱。（20）A： Do you offer any quantity discounts ？B： No， we dont.A： Then give us three cases of this .A：大量购买有折扣吗？B：不，没有。A：那么这种的就买三箱好了。常用商务谈判用语 3zxiutao 于 2012-11-16 发布 l 已有 204 人浏览玩歪歪博，拯救你的脖子和颈椎 数百名外教任意选，每天陪你练口语 圣诞节英语专题 宅在家里与外教老师学英文在国际商务活动中，商务谈判占着重要的地位，每个商务从业人员都应该在这方面下功夫，下面
16、就是一些商务谈判的常用 0（21）A： You could save a lot if you would ordera little more .B： How could we do that ？A： We offer a discount for large orders .B： Let me take another look at our requirements .A：如果你单子下得多一点，可以省不少 的钱。B：怎么说呢？A：我们对大量订购有打折。B：那我们看看我们的需要量有多少。（22）A： Your prices seem a little high .B： We could m
17、ake them lower for you .A： How ？B： If you order in large lots ， well reduce the price .A：你们的价钱高了一些。B：我们可以算你便宜一点。A：怎么做呢？B：如果你大量订购，我们可以降 价。（23）A： We can offer a 10% discount for orders over 10000 pieces.B： Im not sure we can use that many .A： It would represent quite a savings .B： Ok， Ill see what I c
18、an do .A：订购一万个以上，我们可以打 九折。B：我怕我们用不了那么多。A：这省下的可是一笔不少的钱哩。B：好吧，我考虑考虑吧。（24）A： Why are there three prices quoted for this part ？B： They represent the prices for different quantities.A： I see .B： The more you order ， the more you will save .A：这种零件为什么有三种不同的报价 ？B：那表示不同的量有不同的价钱。A：原来如此。B：订购愈多，省的钱愈多。（25）A： Is
19、this your standard price ？B： Yes ，it is .A： It seems too high to meB： We can negotiate the unit price for large orders .A：这是你们的基本准价吗？B：是的A：好像贵了一点。B：如果大量订购，单价可以再 谈。（26）A： Im calling about mistake on our last invoice .B： What was it ？A： We should have been given the large quantity price .B： Yes ，that
20、is absolutely right .A：我打电话来，是因为上回 的发票有错。B：怎么啦。A：你应该开大宗折扣价才是。B：啊，对的，是应该这样。（27）A： Doesnt the quantity discount apply on this order ？B： No ，Im sorry ，but it doesnt.A： Why not？B： Because these items are from different shipments.A：这次下的单子没有大宗折扣吗？B：抱歉，没有。A：为什么没有？B：因为这几项品目不属同一批货。（28）A： We can make the pric
21、e lower if you would order a bit more .B： How much more ？A： Just three more cases .B： I think we can do that .A：如果你单子下多一点，我们可以减 价。B：还要多下多少？A：只要再三箱就可以了。B：那我想没问题。（29）A： I have the quotations you asked for .B： Good ， weve been looking for them .A： Ill leave them for you to look over .B： Ill give you a
22、call when we are ready to talk about them .A：你要的报价已经做好了。B：好啊 ，我们一直等着看呢。A：我会留下来给你慢慢的看。B：等我们准备好可以谈的时候，我会打电话 给你。（30）A： Were you able to quote on all the items we need ？B： No， not all of them .A： Oh ？why not ？B： We arent able to supply the third ad fifth items .A：我们需要的每个项目你都能报价吗 。B：不，没办法全部。A：哦，为什么？B：第三及
23、第五项目，我们没有货 供应。常用商务谈判用语 4zxiutao 于 2012-11-16 发布 l 已有 288 人浏览玩歪歪博，拯救你的脖子和颈椎 数百名外教任意选，每天陪你练口语 圣诞节英语专题 宅在家里与外教老师学英文在国际商务活动中，商务谈判占着重要的地位，每个商务从业人员都应该在这方面下功夫，下面就是一些商务谈判的常用 0（31）A： Here are the quotations that you asked for .B： How do they compare to last years ？A： The price increases havent been too bad a
24、t all .B： Thats good to hear .lets take a look at your prices .A：这是你的报的价。B：与去年的相比怎么样。A：没有涨太多。B：那好，我们来看看你的报价吧 。（32）A： I have a question about this quotation you submitted .B： What is it ？A： The third item has been omitted .B： Oh ，yes .we dont carry that item anymore .A：你提出的报价我有问题。B：什么呢？A：第三项目漏掉了。B：哦，
25、是的，那一项目我们不再卖了 。（33）A： What is the deadline for submitting the quotation ？B： We need it in our office by next Monday .A： I think well able to make that .B： Good .we cant extend the deadline .A：报价截止日是哪一天？B：下星期一以前要送到我们公司。A：我想没问题。B：那好，我们可不能延期的。（34）A： Wed like a chance to bid on this business.B： Well be
26、taking quotations next month .A： Will you let us have the specifications ？B： Sure ，just drop in my office some time and pick them up .A：我们希望能有机会投标这笔生意。B：我们将在下个月接受报价。A：规格说明书可以给我们吗。B：没问题，什么时候到我办公室来 拿都可以。（35）A： Can you tell me why our bid was not accepted？B： I think you were a little too high on some o
27、f the items .A： On which ones ？B： Youre perfectly welcome to inspect the winning bid .A：请告诉我为什么我们没有得标好吗 ？B：我想你们有几个项目的价格高了一 点。A：哪几个品目呢，B：我们很欢迎你来查阅得标者。（36）A： Was our bid accepted ？B： No ，I m sorry .it wasnt .A： Can you tell me why ？B： Sorry ，but Im not at liberty to reveal that information.A：我们得标了吗？B：
28、抱歉，没有。A：能告诉我什么原因吗？B：对不起，我示能随意泄露情报。（37）A： Congratulations ！ your bid has won .B： Im glad to hear that .A： When can you come around to discuss some details with us ？B： Ill be there next Monday at noon .A：恭喜！你得标了。B：真是好消息，A：什么时候可以过来和我们讨论细节 呢？B：下个星期一中午吧。（38）A： What is your best price on this item ？B： $24
29、.95 per hundred piecesA： That will be fine with us .B： Fine . Ill start the paperwork for your order right away .A：此一品目的最低价是多少？B：一百个美金二十四块九毛五。A：这价钱还可以。B：好啊，那我立刻就为你们的订 单作准备了。（39）A： Can we expect the same price as last time ？B： Oh ，yes ，no problem about that.A： Good ， well be ordering in just a few da
30、ys.A：价钱能够和上次的一样吗？B：哦，可以。没问题的。A：很好，两三天内我们就会下订 单。（40）A： This price is quite a bit higher than it was last time .B： Were sorry ，but we ve had a slight price increase here .A： Slight ？ I wouldnt call this slight .B： Weve had to increase our prices on this item by just 8%.A：这次的价格比上次要贵了一些。B：真抱歉，不过我们出只涨了一点
31、 点而已。A：一点点？这叫一点点？！B：这一种我们不得已也只加了 8%而已。0（41）A： We think the price in item number five is too high .B： Thats about the best we can do on that .A： Well have to talk it over some more .B： Lets see if we can work it out to your satisfaction .A：第五项我们认为价钱太 高了。B：那差不多是我们所能开 出的最低价了。A：这个我们还得再谈一谈 。B：我来看看是否有什么办
32、法能让你满意。（42）A： Im sorry ，but we have a problem here .B： What is it ？A： We cant handle these price increase of yours .B： Lets talk about it some more .A：对不起，我们有困难。B：什么困难。A：我们没办法接受你们提 高价钱。B：我们再谈吧。（43）A： Are these new prices acceptable ，then？B： Ill have to check with my boss.A： Im sure youll find that w
33、e are very competitive now .B： Ill let you know as soon as I get an answer .A：那么，这些新价格可以接受吧 ？B：我得和老板先谈谈。A：我敢说你们一定会发现 ，我们现在的价钱是不怕别人竞争的。B：我一有消息就立刻通知 你。（44）A： I dont think well be able to pay these price.B： We may be able to work out a better deal for you .A： Such as ？B： We can give you a discount if y
34、ou order for immediate shipment .A：这种价钱我们恐怕没办 法接受。B：我们也许可以想出一个 对你有利的办法。A：譬如说什么？B：如果你的订单是马上出 货的话，我们可以打折。（45）A： Were not going to be able to get together on price .B： Why not ？A： Your bid is much higher than your competitors .B： Ill check back with by head office for you .A：在价格上我们的看法似 乎无法一致。B：怎么会呢？A：你
35、们的价钱比起其他公 司高出太多了。B：这个我回头会跟总公司 查核一下。（46）A： Ive got good news .B： What is it ？A： The head office agreed to the lower price you asked for .B： Good .now we can go ahead and write up the order .A：我有好消息告诉你。B：什么好消息？A：总公司已同意你要求的 较低价格。B：好极了，现在我们可以准备下单了。（47）A： What are your discount terms ？B： We give a 2% dis
36、count for cash .A： Is that all ？B： Yes ，that is the best we can do .A：折扣的条件是什么？B：付现的话折扣 2%.A：只能这样吗？B：是的，这是我们的最低价了。（48）A： What are your discount terms ？B： 2-10-net-30 .A： Let s see ，that means a 2% discount if paid within ten days .B： Yes ， and full payment is due within 30 days.A：你们的折扣条件如何？B：2-10-ne
37、t -30A：哦。那是说如果10 天内付款，有 2%的折扣。B：是的，如果在 30天骨付款就没有折扣。（49）A： Im glad that you could see me today .B： Yes ，we only have one more item to take care of .A： Thats right .we have to work out the final price .B： Its time to get down to business now . A：真高兴你今天能来。B：是啊，要谈的只剩下一项而已 了。A：是的，我们得把最后的价格敲 定。B：是进入正题的时候啦
38、。（50）A： Were Ready To Place Our Order .B： Glad to hear that .A： Can I give it to you now ？B： Im all ears .A：我们准备好下订单了。B：太好了A：现在就下给你，可以吗？B：洗耳恭听。Dan Smith是一位美国的健身用品经销商，此次是 Robert Liu 第一回与他交手。就在短短几分钟的交谈中，Robert Liu 既感到这位大汉粗犷的外表，藏有狡兔的心思？他肯定是沙场老将，自己绝不可掉以轻心。双方第一回过招如下：D: Id like to get the ball rolling（开始）
39、by talking about prices.R: Shoot.（洗耳恭听） 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?(laughs)D: (chuckles 莞尔) Thats not exactly what I had in mind. I know your research
40、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 future business？volume sales（大笔交易）？that will slash your costs（大量减低成本）for making the Exe
41、c-U-ciser, right?R: Yes, but its hard to see how you can place such large orders. How could you turn over（销磬） so many? (pause) Wed need a guarantee of future business, not just a promise.D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guara
42、ntee?R: If you can guarantee that on paper, I think we can discuss this furtherRobert 回公司呈报 Dan 的提案后，老板很满意 对方的采购 计划;但在折扣方面则希望Robert能继续维持强硬的态度 ，尽量探出对方的底线。就在这七上七八的价格翘翘板上，双方是否能找到彼此地平衡点呢？请看下面分解:R: Even with volume sales, our coats for the Exec-U-Ciser wont go down much.D: Just what are you proposing?R:
43、We could take a cut（降低）on the price. But 25% would slash our profit margin（毛利率）.We suggest a compromise？10%.D: Thats a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas?R: I dont think I can change it right now. Why dont we talk again tomorrow?D: Sure. I must talk to my
44、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 instructions are to negotiate hard on this deal？but Im try very hard to reach some middle
45、ground（互相妥协）.D: I understand. We propose a structured deal（阶段式和约）. 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 office？theyll turn it down flat（打回票）.D: Then youll have to think of something better, Robert.Dan 上回提
46、议前半年给他们二成折扣，后半年再降为一成半，经 Robert 推翻后，Dan 再三表示让步有限。您知道 Robert 在这折扣缝隙中游走，如何才能摸出双方都同意的数字呢？他从锦囊里又掏出什么妙计了呢？请看下面分解：R: How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?D: Thats a lot to sell, with very low profit margins.R: Its about the best we can do, Dan
47、. (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: Good. Lets iron out（解决）the remaining details. When do you want to take delivery（取货）?D: Wed lik
48、e 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: Fine. 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（赚大钱）for both sides. Lets hope its the beginning of a long and prosperous relationship.
