常用商务谈判用语培训

常用商务谈判用语介绍篇A:I dontbelieve wevemet.B:No,I dont think we have.A:My nameis ChenSung-lim.B:How do you doMy nameis FredSmith.我们以前没有见过吧？A:我想没有B我叫陈松林A您好，我是弗雷德史蜜斯B・A:Heres myname card.B:And heresmine.A:Its niceto finallymeet you.B:And Im glad to meet you,too.这是我的名片A:这是我的B:很高兴终于与你见面了A:我也很高兴见到你B:A:Yes,it is.B:I cansee whyyou arehaving someproblems with it.我要你看看这材料！A:这是上次叫的货吗？B:是啊A:我明白为什么你用起来会有问题了B:A:I wouldsuggest that you usethis materialinstead ofthat.B:But thatcosts more.A:But you will getless wastefrom this.B:We41try itonce.我建议你改用这种替代那种A:可是那样成本较高B:但可以减少浪费A:那么就试一次看看吧B:51A:Our manufacturingcosts havegone up too much.B:You mighttry oneof ourcheaper components.A:Lets takea look at yourprice listagain.B:Sure.Ill bringit innext week.我们的制造成本增加太多了A:你试试这种较便宜的组件怎样？B:我再看一次你们的价目表吧A:好哇，我下个礼拜带过来B:52A:This isthe bestmaterial we have tooffer.B:Actually Jdontthink we needit tobe thisgood.A:I canlet youhave thiskind cheaper.B:Lets do that.这是本公司所供应的最好的原料A:说实在的，我并不认为我们用得着这么好的，我可以算你便宜B:A:一点那就这么说定吧B:53A:How isthe newmaterial workingout for you B:Fine.were savinga lotof moneywithit.A:Tm glad to hear that.B:It was a goodsuggestion.thanks.新原料用得如何？A:不错，节省了不少的钱，B:听你这么说真高兴A:你建议得不错，谢谢B:54A:How manywould youlike toorder B:Is therea minimumorder A:No,we canship inlots ofany size.B:We41try onecase of this.您要订多少？A:有最低订购量的限制吗？B:没有，任何数量都可以出货A:那么，这种的就试一箱吧B:A:Were ready to takeyour ordernow.B:We wantto trythis componentasasample.A:I cansend onefor you to try.B:Yes,please do that.你们现在可以下订单了A:这种组件我们想试个样品看看B:我们可以寄个给你试用A:好，那就麻烦你了B:A:How manywould youlike toorder B:How dothey comepackaged A:In cases of

100.B:Well take

500.您要订多少？A:货是怎样装的呢？B一箱装个A:100我们要个B:500A:We needseven of these.B:They comein casesof five.A:Then.send twocases please.B:Good.thank youfor the order.我们要七个这种的A:它们是五个一箱B:这样的话，就送两箱吧A:好的，谢谢你的订货B:A:We canthandle anorder thatsmall.B:What isthe minimumwe wouldhave toorder.A:300pieces.B:I see,send those,then.这么少的数量，我们不能接受A:那么我们至少得订多少呢B:个A:300哦,那就个吧B:300A:We have a problemwith your order.B:What isit A:We cantsplit opena caseto fillyourorder.B:Til seeif we can takethe wholecase.你订的货有点问题A:什么问题B:因为我们不能拆箱来凑足你的订量A:那我考虑看看是不是可以买整箱B:A:Do youoffer anyquantity discountsB:No,we dont.A:Then giveus threecasesofthis.大量购买有折扣吗？A:不，没有B:那么这种的就买三箱好了A:61A:You couldsave alot if you would order a little more.B:How couldwe dothat A:We offer a discount for largeorders.B:Let metake anotherlook atour requirements.如果你单子下得多一点，可以省不少的钱A:怎么说呢？B:我们对大量订购有打折A:那我们看看我们的需要量有多少B:C:2A:Your pricesseem a little high.B:We couldmake themlower for you.A:How B:If you order inlarge lots,well reducethe price.你们的价钱高了一些A:我们可以算你便宜一点B:怎么做呢？A:如果你大量订购，我们可以降价B:A:We canoffera10%discount fororders over10000pieces.B:Im notsure we can usethat many.A:It wouldrepresent quitea savings.B:Ok,rn seewhat I can do.订购一万个以上，我们可以打九折A:我怕我们用不了那么多B:这省下的可是一笔不少的钱哩A:好吧，我考虑考虑吧B:A:Why arethere threeprices quotedfor thispart B:They representthe pricesfor differentquantities.A:I see.B:The moreyouorder,the moreyouwillsave.这种零件为什么有三种不同的报价？A:那表示不同的量有不同的价钱B:原来如此A:订购愈多，省的钱愈多B:A:Is thisyour standardprice B:Yes Jtis.A:It seemstoo highto meB:We cannegotiate theunit pricefor largeorders.这是你们的基本准价吗？A:是的B:好像贵了一点A:如果大量订购，单价可以再谈B:66A:Im callingabout mistakeon ourlast invoice.B:What wasit A:We shouldhave beengiven thelarge quantityprice.B:Yes.that isabsolutely right.我打电话来，是因为上回的发票有错A:怎么啦B:你应该开大宗折扣价才是A:啊，对的，是应该这样B:A:Doesnt thequantity discountapply on this orderB:No Jm sorry,but itdoesnt.A:Why notB:Because theseitems arefrom differentshipments.这次下的单子没有大宗折扣吗？A:抱歉，没有B:为什么没有？A:因为这几项品目不属同一批货B:68A:We canmake the price lowerif youwouldordera bitmore.B:How muchmore A:Just threemore cases.B:I think we candothat.如果你单子下多一点，我们可以减价A:还要多下多少？B:只要再三箱就可以了A:那我想没问题B:A:Is that the officemanager overthereB:Yes,it is,A:I haventmet himyet.B:Til introducehim to you.在那边的那位是经理吧？A:是啊B:我还没见过他A:那么，我来介绍你认识B:A:Do youhave acalling cardB:Yes,right here.A:Heres oneof mine.B:Thanks.您有名片吗？A:有的，就在这儿B:喏，这是我的A:谢谢B:A:I have the quotationsyou asked for.B:Good,weve beenlooking fbrthem.A:Til leavethem foryou tolook over.B:Til give you acall whenwe are readytotalk about them.你要的报价已经做好了A:好啊，我们一直等着看呢B:我会留下来给你慢慢的看A:等我们准备好可以谈的时候，我会打电话给你B:A:Were youable toquote onall theitems we need B:No,not allof them.C:Oh whynot D:We arentable tosupply thethird adfifth items.我们需要的每个项目你都能报价吗A:不，没办法全部B:哦，为什么？A:第三及第五项目，我们没有货供应B:A:Here arethe quotationsthat you askedfor.B:How dothey compareto lastyears C:The price increases haventbeen toobad atall.D:Thats goodto hear.lets takea look at your prices.这是你的报的价A:与去年的相比怎么样B没有涨太多A:那好，我们来看看你的报价吧B:A:I have a questionabout thisquotation yousubmitted.B:What isitC:The thirditem hasbeen omitted.D:Oh,yes.we dontcarry thatitem anymore.你提出的报价我有问题A:什么呢？B:第三项目漏掉了A:哦，是的，那一项目我们不再卖了B:A:What isthe deadlinefor submittingthe quotationB:We needit inour officeby nextMonday.C:I thinkwe41able tomake that.D:Good.we cantextend thedeadline.报价截止日是哪一天？A:下星期一以前要送到我们公司B:我想没问题A:那好，我们可不能延期的B:A:Wed likea chanceto bidon thisbusiness.B:We511be takingquotations nextmonth.C:Will youlet ushavethespecifications D:Sure Justdrop inmy officesome time and pickthem up.我们希望能有机会投标这笔生意A:我们将在下个月接受报价B:规格说明书可以给我们吗A:没问题，什么时候到我办公室来拿都可以B:A:Can youtell mewhy ourbid wasnot acceptedB:I thinkyou werea littletoo highon someoftheitems.C:On whichones D:Youre perfectlywelcome toinspect thewinning bid.请告诉我为什么我们没有得标好吗？A:我想你们有几个项目的价格高了一点B:哪几个品目呢，A:我们很欢迎你来查阅得标者B:A:Was ourbid acceptedB:No,1msorry.it wasnt.A:Can youtell mewhy B:Sorry,but Imnot atliberty toreveal thatinformation.我们得标了吗？A:抱歉，没有B:能告诉我什么原因吗？A:对不起，我示能随意泄露情报B:A:Congratulations!your bidhas won.B:Im gladto hearthat.C:When canyou comearound todiscuss somedetails with us D:ril bethere nextMonday atnoon.恭喜！你得标了A:真是好消息，B:什么时候可以过来和我们讨论细节呢？A:下个星期一中午吧B:A:What isyour bestprice onthis itemB:$

24.95per hundredpiecesA:That willbe finewithus.B:Fine.Til startthe paperworkfbr yourorder rightaway.此一品目的最低价是多少？A:一百个美金二十四块九毛五B:这价钱还可以A:好啊，那我立刻就为你们的订单作准备了B:79A:Can weexpect thesame priceas last time B:Oh,yes,no problemabout that.A:Good,well beordering injust afew days.价钱能够和上次的一样吗？A:哦，可以没问题的B:很好，两三天内我们就会下订单A:80A:This priceis quitea bithigher thanit waslasttime.B:Were sorry,but wevehad aslight priceincrease here.A:Slight Iwouldnt callthis slight.B:Weve hadto increaseourpricesonthisitem byjust8%.这次的价格比上次要贵了一些A:真抱歉，不过我们出只涨了一点点而已B:一点点？这叫一点点？！A:这一种我们不得已也只加了而已B:8%81A:We thinkthe pricein itemnumber fiveis too high.C:Thats aboutthe bestwe cando onthat.A:We41have totalk itover some more.B:Lets seeif wecan workit out to yoursatisfaction.第五项我们认为价钱太高了A:那差不多是我们所能开出的最低价了B:这个我们还得再谈一谈A:我来看看是否有什么办法能让你满意B:A:Im sorrybut wehaveaproblem here.5B:What isit A:We canthandle these priceincreaseof yours.B:Lets talkabout itsomemore.对不起，我们有困难A:什么困难B:我们没办法接受你们提高价钱A:我们再谈吧B:83A:Are thesenew pricesacceptable,thenC:ril have to checkwith myboss.A:Tm sureyoull findthat weare verycompetitive now.B:Til letyou knowas soonas Iget ananswer.那么，这些新价格可以接受吧？A:我得和老板先谈谈B: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A:我一有消息就立刻通知你B:A:I dontthinkwe41be ableto paytheseprice.B:We maybe ableto work out abetter dealforyou.A:Such asB:We cangive youa discount ifyouorder forimmediate shipment.这种价钱我们恐怕没办法接受A:我们也许可以想出一个对你有利的办法B:譬如说什么？A:如果你的订单是马上出货的话，我们可以打折B:85A:Were notgoing tobe ableto gettogether onprice.B:Why notA:Your bidis muchhigher thanyour competitors.B:ril checkback withby headoffice fbryou.在价格上我们的看法似乎无法一致A:怎么会呢B:你们的价钱比起其他公司高出太多了A:这个我回头会跟总公司查核一下B:86A:Ive gotgood news.B:What isitA:The headoffice agreedto thelower priceyouaskedfor.B:Good.now wecan goahead andwrite uptheorder.我有好消息告诉你A:什么好消息？B:总公司已同意你要求的较低价格A:好极了，现在我们可以准备下单了B:87A:What areyour discountterms B:We givea2%discountforcash.A:Is thatall B:Yes,that isthe bestwecando.折扣的条件是什么？A:付现的话折扣B:2%0只能这样吗？A:是的，这是我们的最低价了B:88A:What areyour discountterms B:2-10-net-

30.A:Lets see.that meansa2%discountifpaid withinten days.B:Yes,and fullpayment isdue within30days.你们的折扣条件如何？A:B:2-10-net-30哦那是说如果天内付款，有的折扣A:102%是的，如果在天骨付款就没有折扣B:30A:Will youintroduce meto thenew purchasingagentB:Havent youmet yetA:No,we havent.B:Til begladtodo it.请替我引介新来负责采购的人好吗？A:你们还没见面吗？B:嗯，没有A:我乐意为你们介绍B:A:Til callyou next week.B:Do youknow mynumberA:No,I dont.C:Ifs righthere onmy card.我下个星期会打电话给你A:你知道我的号码吗？B:不知道A:就在我的名片上B:A:Imgladthatyoucould seeme today.B:Yes,we onlyhave onemore itemto takecare of.C:Thats right.wehaveto workoutthefinal price.真高兴你今天能来D:Its timeto getdown tobusiness now.A:是啊，要谈的只剩下一项而已了B:是的，我们得把最后的价格敲定A:是进入正题的时候啦B:A:Were ReadyTo PlaceOur Order.B:Glad tohearthat.A:Can Igive ittoyounow B:Im allears.我们准备好下订单了A:太好了B:现在就下给你，可以吗？A:洗耳恭听B:参观篇A:Would youlike togo throughour factorysome timeB:That sa goodidea.C:Icanset upa tour nextweek.D:Just letme knowwhich day.什么时候来看看我们的工厂吧？A:好啊B:我可以安排在下个礼拜参观A:决定好哪一天就告诉我B:A:thank forcoming today.B:I’11wanted tosee yourfactory fora longtime.C:wecanstart anytime youreready.D:I mall set.谢谢您今天的莅临A:好久就想来看看你们的工厂了B:只要你准备好了，我们随时可以开始A:我都准备好了B:A:The tourshould lastabout anhour anda half.B:I mreally looking forward to this.A:We canstart overhere.B:I’11just followyou.编号A:Have webeen introducedB:No,I dontthinkwehave been.C:My nameis Wong.D:And ImJack Smith.对不起，我们彼此介绍过了吗？A:不，我想没有B:我姓王A:我叫杰克史密斯B:・A:Is thisMr.JonesB:Yes,thafs right.C:Fm justcalling tointroduce myself.My nameis Tang.D:Tm gladtomeetyou,Mr.Tang.是琼斯先生吗？A:是的B:我打电话是向您作自我介绍，我姓唐A:很高兴认识你，唐先生B:A:I havea letterof introductionhere.第页共页459编号B:Your name,pleaseA:Ifs DavidChou.B:Oh,yes,Mr.Chou.Weve beenlookingforwardtothis.我这儿有一封介绍信A:请问贵姓大名？B:周大卫A:啊，周先生，我们一直在等着您来B:A:Fil callyou ifyou givemeaname card.B:Im sorry,but Idont haveany withme now.A:Just tellme yournumber,in thatcase.B:Its322-

5879.给我一张名片吧,我会打电话给你.A:o真抱歉，我现在身上没带B:这样子，那就告诉我你的电话号码好了A:B:322-5879o报价篇1A:We canoffer youthis indifferent levelsof quality.第页共页559B:Is theremuch ofa differencein priceA:Yes,the economymodel isabout30%less.B:Well takethat one.这产品我们有三种不同等级的品质A:价钱也有很大的分别吧？B:是的，经济型的大约便宜A:30%我们就买那种B:2A:Is thisgoing tosatisfy yourrequirements B:Actually,it ismore thanweneed.A:We cangiveyoualittlecheaper model.B:Let mesee thespecifications forthat.这种的合你的要求吗？A:事实上，已超出我们所需要的B:我们可以提供你便宜一点的型式A:让我看看它的规格说明书吧B:43A:Youre askingtoo muchfor thispart.C:wehavesome cheaperones.A:What isthepricedifference B:The basicmodel willcost about10%less.这零件你们要价太高了A:我们有便宜一点的B:价钱差多少？A:基本型的便宜约左右B:10%44A:How manydifferent modelsofthisdoyouofferB:We havefive differentones.A:Is theremuch ofa pricedifference.B:Yes,so wehad betterlook overyour specifications.这个你们有多少种不同的型式A:五种B:价钱有很大的差别吗？A:是的，所以我们最好先把您的规格说明细看一遍B:45A:The lastorder didntworkouttoo wellfor us.B:What waswrongA:We weredeveloping toomuch waste.B:I suggestyou goup toournexthigher pricelevel.上回订的货用起来不怎么顺A:有什么问题吗？B:生产出来的废品太多了A:我建议您采用我们价格再高一级的货B:A:Did thematerial workout wellforyouB:Not really.A:What waswrongB:We feltthattheprice wastoohighfor thequality.那些材料进行的顺利吗？A:不怎么好B:怎么啦？A:我们觉得以这样的品质价钱太高了B:A:Has ourmaterial beenall rightB:Im afraidnot.A:Maybe youshould orderalittlebetter quality.B:Yes,we mighthavetodothat.我们的原材料没问题吧？A:有问题呢B:也许您应该买品质好一点的A:是呀，恐怕只有这么做了B:A:I thinkyou hadbetter comeouttothe factory.B:Is theresomething wrong.A:Yes,your last shipment wasntuptopar.B:Lets goout andhavealookatit.我看你最好走一趟工厂，A:出了什么事吗B:嗯，你上次送去的货没有达到标准A:走，我们去看看B:49A:I wantyoutolookatthis material.B:Is thisfrom ourlastshipment。