實(shí)用商務(wù)英語 還盤

2　還盤

你將聽到的

互相妥協(xié)

We'll accept your price if you take the quantity we offered.

解釋原因

The cost of production has risen a great deal recently.

出廠價(jià)

The prices we quoted are all ex-works.

最大讓利

We can't do more than a 5％ reduction.

讓利區(qū)間

We usually give a discount of 1％-3％.

你也許會(huì)說

要求降價(jià)

We'd like you to reduce your price.

申請折扣

We would expect a discount.

成交前提

Business depends on the rate of discount you can make.

職場心經(jīng)

接盤人在接到發(fā)盤后，不能完全同意發(fā)盤的內(nèi)容，為了進(jìn)一步磋商交易，對發(fā)盤提出修改意見，用口頭或書面形式表示出來，就構(gòu)成還盤。還盤實(shí)質(zhì)上是對發(fā)盤某種程度的拒絕，也是接盤人以發(fā)盤人地位所提出的新發(fā)盤。因此，一經(jīng)還盤，原發(fā)盤即失效，新發(fā)盤取代它成為交易談判的基礎(chǔ)。

如果另一方對還盤內(nèi)容不同意，還可以進(jìn)行反還盤。還盤可以在雙方之間反復(fù)進(jìn)行，還盤的內(nèi)容通常僅陳述需變更或增添的條件，對雙方同意的交易條件毋須重復(fù)。在國際貿(mào)易中，往往經(jīng)過多次的還盤、反還盤，才能最終達(dá)成協(xié)議。

必備的詞匯熱身

●　confirmation [?k?nf??mei??n] n.確認(rèn)

●　concrete [k?n?kri:t] adj.具體的

●　price list 價(jià)目表

●　available [??veil?bl] adj.可得到的，可供應(yīng)的

●　amend [??mend] v.修改

●　refer [ri?f?:] v.提供，關(guān)于

當(dāng)還盤的時(shí)候你會(huì)聽到

We'll accept your price if you take the quantity we offered.

如果你方接受我方的數(shù)量，我方就接受你方的價(jià)格。

The cost of production has risen a great deal recently.

近來生產(chǎn)成本漲了很多。

The prices we quoted are all ex-works.

我方的報(bào)價(jià)都是出廠價(jià)。

We can't do more than a 5％ reduction.

我們降價(jià)不能多于5％。

We usually give a discount of 1％-3％.

我們通常給1％到3％的折扣。

當(dāng)還盤的時(shí)候你會(huì)說

1．We'd like you to reduce your price.

希望你方能降低價(jià)格。

2．Your price is more than we expected.

你們的報(bào)價(jià)比我們想象的要高得多。

3．Our counteroffer is well founded.

我方的還盤是有根據(jù)的。

4．I suggest that you reconsider your price once more.

希望你方能重新考慮一下價(jià)格。

5．You should keep the price at around $40.

你方應(yīng)該使價(jià)格維持在40美元左右。

6．We would expect a discount.

我們希望能打折。

7．We'd like you to bring down your price by 10％.

希望你方能降價(jià)10％。

8．2％ discount is a low rate.

2％的折扣太低了。

9．I think the discount should be at least 4％.

我認(rèn)為折扣不能少于4％。

10．Since you can't give me a 5％ discount, we might call off the deal as well.

你方既然不能給5％的折扣，那我們這筆生意就做不成了。

call off the deal的意思是指“取消交易”，同樣的意思也可以用cancel the deal來表示。

11．Business depends on the rate of discount you can make.

這筆業(yè)務(wù)取決于你方能提供的折扣率。

拓展學(xué)習(xí)

請求降價(jià)

A：Your price is really high.

你的價(jià)格實(shí)在太高了。

B：We've come a long way to meet you.

我已經(jīng)做了很大的讓步。

Can you reduce the price?

你能不能便宜一點(diǎn)兒？

I want a 20％ discount.

我要這個(gè)價(jià)碼的8折。

They look rather steep.

這些價(jià)格看起來很不合理。

How much can you bring the price down?

你還能便宜多少？

come a long way to meet you在這里可不是真說走了很長的路去見某人，而是指“為達(dá)到某種目的做了很大的努力，做出了很大的讓步”。

拒絕降價(jià)

A：We are already selling at cost.

我們已經(jīng)是以成本價(jià)在賣了。

B：What is your bottom line ?

你們的底線是多少？

The price is quite reasonable.

這個(gè)價(jià)格已經(jīng)相當(dāng)合理了。

I can't give you a reduction like that!

我不能給你這種折扣！

We did the best that we could give you a low price.

我們已經(jīng)盡力給了你們一個(gè)較低的價(jià)格。

I am afraid that there is no room to negotiate the price.

價(jià)格恐怕沒有商議的余地了。

bottom line表示“底線”的意思，類似的表達(dá)有base line。

場景應(yīng)用

對方感覺產(chǎn)品的價(jià)格太高，要求降低價(jià)格。但是降價(jià)幅度是自己所無法接受的，所以陳先生提議雙方折中一下。

A：We are interested in your washing machines. Can you give me your latest price list?

B：Certainly. Here is the list. Please have a look.

A：I'm afraid the price you offer is on the high side.

B：Could you make a counter-offer?

A：I should say a reduction of 10 percent at least.

B：We can't do more than 5 percent reduction.

A：How about meeting half-way?

B：Let's go back to discuss it. And we will give you an answer tomorrow.

A：我們對貴方的洗衣機(jī)感興趣，能給我看看最新的價(jià)目表嗎？

B：當(dāng)然了，這是報(bào)價(jià)單。您看看吧。

A：恐怕你們價(jià)錢太高了。

B：那你給個(gè)還價(jià)吧。

A：我認(rèn)為至少要降10％。

B：我們不能降那么多，5％吧。

A：折中，怎么樣？

B：讓我們回去商量商量，明天給你答復(fù)！

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on the high side字面意思是“在高的地方”，價(jià)格維持在高位自然也就是說“價(jià)格比較高”了。

* * *

雙方在價(jià)格上存在著巨大的差異，劉先生要求的降價(jià)幅度讓布朗先生很為難，他表示需要回去請示老板。

A：Good morning, Mr. Brown. How good to see you again!

B：It's good to see you, too, Mr. Liu.

A：Now, let's come to the point. We'd like to increase our original order to 100 sets.

B：That's very good. Here are our price lists.

A：I must say that your price is much higher than some of the quotations we have received from elsewhere.

B：That may be possible. But everyone in the computer trade knows that our machines are of top quality and incorporate the most advanced technology.

A：If we are to place an order with you I think a discount of 10％ would be sufficient.

B：10％? Oh, no! You can't expect us to make such a large reduction.

A：In that case, there is no need for further discussions.

B：Let's not be hasty. Perhaps it's unwise for either of us to insist on his own price.

A：Well, what's your suggestions?

B：I propose a reduction of 6％.

A：That is hardly half way, Mr. Brown. Let's both make a further concession, how about 6％?

B：You certainly drive a hard bargain. I need to ask my boss about it, and then I can give you a respond.

A：OK. I am waiting for it.

A：早上好，布朗先生，很高興再次見到你。

B：見到你我也很高興，劉先生。

A：我們言歸正傳吧，我們想將原來的訂購增加到100臺。

B：好呀！這是我們的價(jià)格表。

A：我得說你們的價(jià)格要高于我們從別處收到的一些報(bào)價(jià)。

B：這有可能，但在計(jì)算機(jī)行業(yè)，每個(gè)人都知道我們的機(jī)器有著一流的質(zhì)量，并且具備了最先進(jìn)的技術(shù)。

A：如果我們要向你們訂貨，我認(rèn)為10％的折扣就夠了。

B：10％的折扣？噢，這不行！你不要指望我們給這么大的折扣。

A：如果那樣，就沒有必要討論下去了。

B：我們不要著急。任何一方堅(jiān)持自己的價(jià)格也許都是不明智的。

A：那么你有什么建議。

B：我提議降低到6％。

A：這還沒達(dá)到妥協(xié)，布朗先生。我們雙方做進(jìn)一步的讓步，6％怎樣。

B：你真會(huì)討價(jià)還價(jià)。我回去請示一下我們老板吧，然后給你答復(fù)。

A：好的，我等你的好消息。

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come to the point的字面意思是說“回到點(diǎn)上”，討論的話題回到重點(diǎn)上，也就是我們所說的“言歸正傳”的意思了。

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