第十二讲 讨价还价
Counter-offer
Appear [ə'p ɪə] v. 显得，出现，似乎
Unworkable [ʌn'w ɜːk əb(ə)l] a. 不切实际的
Competitive [kəm'pet ɪt ɪv] a. 竞争的，有竞争力的
Conclude [kən'klu ːd] v. 推断，决定，做结论，结束
Reduction [rɪ'd ʌk ʃ(ə)n] n. 下降，减小
Reduce [rɪ'dju ːs] v. 减小
Adjust [ə'd ʒʌst] v. 调整
According [ə'k ɔːd ɪŋ] a. 相符的
Pajama [pə'd ʒæm ə] n. 睡衣
Steady ['stedɪ] a. 稳定的
Demand [dɪ'm ɑːnd] n. 需求
Excellent ['eks(ə)l(ə)nt] a. 优秀的，卓越的
Transaction [træn'zæk ʃ(ə)n] n. 交易，事物
Guarantee [gær(ə)n'ti ː] n./v. 保证，担保
备战句型：
→价格偏高：
Your price is out of line.
你方价格与现行价格不符。
Your price appears unworkable.
你方价格似乎不切实际。
Your price is much higher than we expected.
你方价格之高出乎我们的预料。
Your price is much more than you offered last time.
你方的价格比上次的报价高了很多。
→价格合理：
Our prices are highly competitive when you consider quality.
如果你们考虑一下质量的话，我们的价格是很有竞争力的。
Our price may be a little higher, but we have the best quality.
我们的价格也许高了些，但我们的质量是最好的。
Our price is much lower than that in the international market.
我们的价格比目前国际市场价格低很多。
→要求降价：
Can ’t you quote us anything cheaper?
你不能开价便宜一点？
Could you give us more of a discount?
您能不能多给我们一点折扣？
How much do you think you could bring the price down?
您认为您能降多少价？
To have the business concluded, I should say a reduction of at least 12% would help.
为了达成交易，我认为至少要降价12%。
→接受降价：
If your order is large enough, we’re ready to reduce our price by 5%.
如果你们订货数量很大，我们准备降价5%。
All right, I’ll adjust the price accordingly.
好吧，我会相应把价格调整一下。
How much do you mean then? Can you give me a rough idea?
那么你说多少呢？能不能说一个大概的数字？
Well, to get the business done, we can consider making some concessions in our price. 好吧，为了成交，我们可以考虑在价格上做个让步。
→拒绝降价：
We ’re selling at cost already.
我们已经是以成本价在销售了。
This is our rock-bottom price, we cannot make any further discount/concession/reduction. 这是我们的最低价，我们不能再打折/降价了。
We can’t do more than a 3% reduction.
我们只能降价3%，不能再多了。
The gap in price is too wide to bridge over.
价格相差太大，无法谈妥。
Impossible. How can you expect us to make a reduction to that extent?
不可能。您怎么能要求我们降价那么多呢？
实战对话：
Meeting each other halfway 各让一半
A: Mr. Wang, your price for pajamas is too high.
王先生，你关于睡衣的报价太高了。
B: Well, Mr. Baker, I don’t think so, because we offered you CIF New York.
贝克先生，我不这样认为，因为我们报的是纽约的到岸价。
A: Your price is not competitive at all, compared with that in the international market.
你们的价格与国际市场价格相比毫无竞争性。
B: You know, our prices mainly depend on the size of your order. Could you tell me how much you want to order?
您知道，我们的价格主要取决于你们的订货量。能说说你们想订多少吗？
A: 5000 dozen.
5000打。
B: We’ll give you a 10% discount.
给您10%的折扣。
A: It’s too low a rate compared with those we get from other suppliers, I’m afraid.
比起我们从别的供应商那里得到的折扣，恐怕这太低了。
B: What’s your counter-offer then?
那么您的还价是多少？
A: To have this business concluded, you need to lower your price at least by 20%, I believe. 我认为要达成这笔生意，你至少要降价20%。
B: Then we meet half way. What about 15%?
那么我们各让一半。15%怎么样？
A: Good. Let’s call it a deal.
行，成交。
On the price 价格磋商
A: I’d like to get the ball rolling by talking about prices.
我们从价格开始吧。
B: OK. I’d be happy to answer any questions you may have.
洗耳恭听。我很乐意回答你的任何问题。
A: Your products are very good. But I’m a little worried about the prices you’re asking, 贵公司产品非常不错，但我有点担心你们的价格。
B: You know our product has a steady demand in market and the quality is excellent, the price is reasonable.
您知道，我们的产品在市面上有稳定的需求量，而且质量绝对是上乘的，这个价格是相当合理的。
A: Well since this is the first transaction between us, can you give me a discount? I know your research costs are high, but what I’d like is a 25% discount.
好吧，鉴于这是我们第一次合作，能不能给我打个折扣？我知道你们的研究成本是很高，但我希望能得到七五折。
B: That seems to be a little high. I don’t know how we can make a profit with those numbers. 太高了。这样的折扣我们没有利润了。
A: We said we want 10,000 pieces over three months. What if we plan orders for a year, with a guarantee?
我们接下来的三个月需要采购10000匹。如果我们保证一年的订单呢？
B: If you can guarantee that on paper, I think we can discuss this further.
如果你能将你的保证写下来的话，我想我们可以考虑。
第十二讲 讨价还价
Counter-offer
Appear [ə'p ɪə] v. 显得，出现，似乎
Unworkable [ʌn'w ɜːk əb(ə)l] a. 不切实际的
Competitive [kəm'pet ɪt ɪv] a. 竞争的，有竞争力的
Conclude [kən'klu ːd] v. 推断，决定，做结论，结束
Reduction [rɪ'd ʌk ʃ(ə)n] n. 下降，减小
Reduce [rɪ'dju ːs] v. 减小
Adjust [ə'd ʒʌst] v. 调整
According [ə'k ɔːd ɪŋ] a. 相符的
Pajama [pə'd ʒæm ə] n. 睡衣
Steady ['stedɪ] a. 稳定的
Demand [dɪ'm ɑːnd] n. 需求
Excellent ['eks(ə)l(ə)nt] a. 优秀的，卓越的
Transaction [træn'zæk ʃ(ə)n] n. 交易，事物
Guarantee [gær(ə)n'ti ː] n./v. 保证，担保
备战句型：
→价格偏高：
Your price is out of line.
你方价格与现行价格不符。
Your price appears unworkable.
你方价格似乎不切实际。
Your price is much higher than we expected.
你方价格之高出乎我们的预料。
Your price is much more than you offered last time.
你方的价格比上次的报价高了很多。
→价格合理：
Our prices are highly competitive when you consider quality.
如果你们考虑一下质量的话，我们的价格是很有竞争力的。
Our price may be a little higher, but we have the best quality.
我们的价格也许高了些，但我们的质量是最好的。
Our price is much lower than that in the international market.
我们的价格比目前国际市场价格低很多。
→要求降价：
Can ’t you quote us anything cheaper?
你不能开价便宜一点？
Could you give us more of a discount?
您能不能多给我们一点折扣？
How much do you think you could bring the price down?
您认为您能降多少价？
To have the business concluded, I should say a reduction of at least 12% would help.
为了达成交易，我认为至少要降价12%。
→接受降价：
If your order is large enough, we’re ready to reduce our price by 5%.
如果你们订货数量很大，我们准备降价5%。
All right, I’ll adjust the price accordingly.
好吧，我会相应把价格调整一下。
How much do you mean then? Can you give me a rough idea?
那么你说多少呢？能不能说一个大概的数字？
Well, to get the business done, we can consider making some concessions in our price. 好吧，为了成交，我们可以考虑在价格上做个让步。
→拒绝降价：
We ’re selling at cost already.
我们已经是以成本价在销售了。
This is our rock-bottom price, we cannot make any further discount/concession/reduction. 这是我们的最低价，我们不能再打折/降价了。
We can’t do more than a 3% reduction.
我们只能降价3%，不能再多了。
The gap in price is too wide to bridge over.
价格相差太大，无法谈妥。
Impossible. How can you expect us to make a reduction to that extent?
不可能。您怎么能要求我们降价那么多呢？
实战对话：
Meeting each other halfway 各让一半
A: Mr. Wang, your price for pajamas is too high.
王先生，你关于睡衣的报价太高了。
B: Well, Mr. Baker, I don’t think so, because we offered you CIF New York.
贝克先生，我不这样认为，因为我们报的是纽约的到岸价。
A: Your price is not competitive at all, compared with that in the international market.
你们的价格与国际市场价格相比毫无竞争性。
B: You know, our prices mainly depend on the size of your order. Could you tell me how much you want to order?
您知道，我们的价格主要取决于你们的订货量。能说说你们想订多少吗？
A: 5000 dozen.
5000打。
B: We’ll give you a 10% discount.
给您10%的折扣。
A: It’s too low a rate compared with those we get from other suppliers, I’m afraid.
比起我们从别的供应商那里得到的折扣，恐怕这太低了。
B: What’s your counter-offer then?
那么您的还价是多少？
A: To have this business concluded, you need to lower your price at least by 20%, I believe. 我认为要达成这笔生意，你至少要降价20%。
B: Then we meet half way. What about 15%?
那么我们各让一半。15%怎么样？
A: Good. Let’s call it a deal.
行，成交。
On the price 价格磋商
A: I’d like to get the ball rolling by talking about prices.
我们从价格开始吧。
B: OK. I’d be happy to answer any questions you may have.
洗耳恭听。我很乐意回答你的任何问题。
A: Your products are very good. But I’m a little worried about the prices you’re asking, 贵公司产品非常不错，但我有点担心你们的价格。
B: You know our product has a steady demand in market and the quality is excellent, the price is reasonable.
您知道，我们的产品在市面上有稳定的需求量，而且质量绝对是上乘的，这个价格是相当合理的。
A: Well since this is the first transaction between us, can you give me a discount? I know your research costs are high, but what I’d like is a 25% discount.
好吧，鉴于这是我们第一次合作，能不能给我打个折扣？我知道你们的研究成本是很高，但我希望能得到七五折。
B: That seems to be a little high. I don’t know how we can make a profit with those numbers. 太高了。这样的折扣我们没有利润了。
A: We said we want 10,000 pieces over three months. What if we plan orders for a year, with a guarantee?
我们接下来的三个月需要采购10000匹。如果我们保证一年的订单呢？
B: If you can guarantee that on paper, I think we can discuss this further.
如果你能将你的保证写下来的话，我想我们可以考虑。