国际交流学院商务英语谈判竞赛参考资料

1国际交流学院商务英语谈判竞赛参考资料I.VariousWaysofexpressioninPriceHaggling1.Whenencouragingthebuyertoacceptourofferwemayhearsuchexpressionsas:weas2.Whenbothpartieshaveagreedonthepricewemayhearsuchexpressionsas:Ithinkwecan3.Whentheselleristryingtodefendhisofferwemayhearsuchexpressionsas:(1)Thisisourrockbottomprice.(2)Thisisourbed-rockprice.(3)Thisisourlowestprice.(4)Thepricehasbeenreducedtothelimit.(5)Thereisnoroomforanyreductionoftheprice.(6)Thereisnoroomforreducingtheprice.WithaneyetofuturebusinessForthesakeofencouragingfuturebusinessInordertopromoteourbusinessconnectionsFromasinceredesiretoincreasetradebetweenusagreetograntyou1%discountexceptionallyallowyou1%discountmaygrantyouaspecialdiscountof1%arepreparedtogiveyou1%discountaspecialaccommodationaspecialinducementconcludethebusinessstrikeabargaincloseadealputthedealthroughcometotermsmakeacontractarriveatatransactionplaceanorderaspecialinducementmostfavorablemostmoderatebothreasonableandpracticalinlinewiththeprevailingmarketfixedonreasonablelevel2(7)Ourpriceis(8)Thepricequotedwillbeenoughtocompetewiththeestablishedsuppliersfromothersources.(9)Wearesurethegoodswill4.Whenthebuyeristryingtobeatdownthepricewemayhearsuchexpressionsas:(1)Yourpriceis(2)Foranattractiveorder(3)Ifyoucloselycalculatedbereadilysaleableselllikehotcakesselllikewildfiresellquicklyenjoyfastsaletoohighforustoacceptmuchonthehighsidetoohightoworkonunworkablebeyondourreachratheroutoflinemuchhigherthanthoseofothersnotatallcompetitivecomparedwithwhatisquotedbyothersuppliersnotintheleastencouragingyou’llnodoubtgiveusalowerpriceI’msureyou’llgiveusacompetitivepriceYouwillsurelyquoteuscloselyIhopeyou’llseeyourwaytocutthepricedownabitinsistonyourprice,wecanhardlycometoterms.standfirmonyourprice,wecanhardlycometoagreementhangontheoriginalquotation,businessisimpossible35.Whenasuggestionforcompromiseismadewemayhearsuchexpressionsas:(1)MayIputitthiswaythatwemeeteachotherhalfwaytofillthegap?(2)MayIsuggestthat6.Whentryingtoeaseanawkwarddisagreementwemayhearanypartysaysuchexpressionsas:wearewillingtoholdnegotiationswithyouagain.7.Whentryingtoimpressthesellerfornottoohighaprice,thebuyermaysaysuchexpressionsas:(1)I’mpreparedtoplaceyourtextilegoodsinourmarket.(2)Ihaveplannedtopushthesalesofyourtextilesinourmarket.(3)Iamgoingtocarryoutasoundmarketingpolicytopushyourtextilegoods.(4)I’vedecidedtoincreasethesaleofyourtextilegoodsatourend.(5)Continuouspublicityintheformofeditorialinthetradehassupportedthesalesofyourgoodsinourmarket.(6)Wouldyougivemeanindicationofprice?(7)Pleasegivemeareferenceprice.(8)MayIhaveanideaofyourprices?(9)MayIknowtheprices?(10)Wouldyouletmehaveyourpriceidea?8.Whenencouragingthebuyertoplaceanorderthesellermaysaysuchexpressionsas:(1)MayIknowwhatparticularitemsyouareinterestedin?(2)Whichitemdoyouthinkmightfindareadymarketatyourend.(3)Pleasehaveacarefullookatthecatalogueandseewhatinterestsyourend-users?(4)Wouldyoutellmewhatitemsyouarekeenon?9.Whenexpressinganintentionofbuying,thebuyermaysaysuchexpressionsas:(1)Wehavegreatinterestin…(2)Weareparticularlyinterestedin…(3)Weareverymuchkeenon…wegofifty-fiftyandclosethegapwefillthegapbycompromisewegohalfwaywegohalfwaytomeeteachotherInviewofthefriendlyrelationsbetweenusInappreciationoftheamicablerelationsbetweenusInconsiderationoftheamicablerelationsbetweenusAllowingforthelongexistingtraderelationsbetweenusAfterconsideringthelongstandingrelationsbetweenusTakingintoconsiderationthepleasanttraderelationshipbetweenus4(4)Thesegoodsareinterestingtous.(5)Thisitemisofinteresttous.(6)Thesegoodshaveenjoyedgreatpopularityinourarea.(7)Couldyoumakeanofferonbasis?10.Whenthebuyerhasbasicallyacceptedthepricewemayhearsuchexpressionsas:I’llcablehomeandsee11.Whenthesellerhasbasicallyacceptedthecounter-offer,wemayhearsuchexpressionsas:I’ll12.Whenpatientlywaitingforacounter-offer,wemayhearsuchexpressionsas:I’mnot13.Whentacticallyencouragingthebuyertosignacontract,wemayhearsuchexpressionsas:CIFFOBCFRC&Fwhetheratrialorderispossiblewhattheirdecisioniswhattheyhavetosaywhatourbuyersthinkaboutstretchapointmakeyouanexceptiontakeyoursasanexceptionalcasemakeyouaconcessionrushingyouintomakingaquickdecisionurgingyoutomakeaquickdecisionpressingyouforanearlyreply5(1)Ourofferisforthreedays.(2)OurpriceremainsvalidI.InterpretthefollowingfromEnglishintoChinese:1.Fromasinceredesiretoincreasetradebetweenusweagreetograntyou1%discountasaspecialaccommodation.2.Ithinkwecanputthedealthrough.3.Thisisourbed-rockprice.4.Ourpriceisinlinewiththeprevailingmarket.5.Wearesurethegoodswillselllikehotcakes6.Yourpriceisnotatallcompetitivecomparedwithwhatisquotedbyothersuppliers.7.Foranattractiveorder,Ihopeyou’llseeyourwaytocutthepricedownabit.8.Ifyouhangontheoriginalquotation,businessisimpossible.9.MayIputitthiswaythatwemeeteachotherhalfwaytofillthegap?10.Takingintoconsiderationthepleasanttraderelationshipbetweenus,wearewillingtoholdnegotiationswithyouagain.11.Iamgoingtocarryoutasoundmarketingpolicytopushyourtextilegoods.12.Pleasehaveacarefullookatthecatalogueandseewhatinterestsyourend-users?13.Thesegoodshaveenjoyedgre