I “会听”
要尽量鼓励对方多说，向对方说：“yes”，“please go on”，并提问题请对方回答，使对方多谈他们的情况。 II 巧提问题
用开放式的问题来了解进口商的需求，使进口商自由畅谈。“can youtell me more about your campany?”“what do you think of our proposal?” 对外商的回答，把重点和关键问题记下来以备后用。 进口商常常会问：“can not you do better than that?”
对此不要让步，而应反问：“what is meant by better?”或“better thanwhat?”使进口商说明他们究竟在哪些方面不满意。进口商：“yourcompetitor is offering better terms.” III 使用条件问句
用更具试探性的条件问句进一步了解对方的具体情况，以修改我们的发盘。
典型的条件问句有“what…if”，和“if…then”这两个句型。 如：“what would you do if we agree to a two-year contract?”
及“if we modif your specifications, would you consider a larger order?”（1）互作让步。只有当对方接受我方条件时，我方的发盘才成立。 （2）获取信息。
（3）寻求共同点。如果对方拒绝，可以另换其它条件，作出新的发盘。
（4）代替“no”。“would you be willing to meet the extra cost if we meetyour
additional requirements？”如果对方不愿支付额外费用，就拒绝了自己的要求，不会因此而失去对方的合作。
广交会使用频率最高的谈判英语
What about the price? 对价格有何看法？
What do you think of the payment terms? 对支付条件有何看法？
How do you feel like the quality of our products? 你觉得我们产品的质量怎么样？
What about having a look at sample first? 先看一看产品吧？ What about placing a trial order? 何不先试订货？
The quality of ours is as good as that of many other suppliers, while ourprices are not high as theirs. By the way, which items are you interested in?我们的产品质量与其他生产商一样的好，而我们的价格却不象他们的那样高。哎，你对哪个产品感兴趣？ You can rest assured. 你可以放心。
We are always improving our design and patterns to confirm to the worldmarket.我们一直在提高我们产品的设计水平，以满足世界市场的要求。 This new product is to the taste of European market. 这种新产品欧洲很受欢迎。
I think it will also find a good market in your market.我认为它会在你国市场上畅销。
Fine quality as well as low price will help push the sales of your products.优良的质量和较低的价格有助于推产品。
While we appreciate your cooperation, we regret to say that we can’treduce our price any further.虽然我们感谢贵方的合作，但是很抱慊，我们不能再减价了。
Reliability is our strong point. 可靠性正是我们产品的优点。
We are satisfied with the quality of your samples, so the business dependsentirely on your price. 我们对样品的质量很满意，因此交易的成败就取决于你们的价格了。
To a certain extent，our price depends on how large your order is.在某种程度上，我们的价格就得看你们的定单有多大。
This product is now in great demand and we have on hand many enquiriesfrom other countries.这种产品现在需求量很大，我们手头上来自其他国家的很多询盘。
Thank you for your inquiry. Would you tell us what quantity you requireso that we can work out the offer? 谢谢你询价。为了便于我方提出报价，能否请你谈谈你方需求数量？
Here are our FOB price. All the prices in the lists are subject to our finalconfirmation.
这是我们的FOB价格单。单上所有价格以我方最后确认为准。 In general, our prices are given on a FOB basis. 通常我们的报价都是FOB价。价格英语
（一）
Business is closed at this price. 交易就按此价敲定。
Your price inacceptable (unacceptable). 你方价格可以（不可以）接受。 Your price is feasible (infeasible). 你方价格是可行（不可行）的。 Your price is workable. 你们出价可行。
Your price is realistic (unrealistic). 你方价格合乎实际（不现实）。
Your price is reasonable (unreasonable). 你方价格合理（不合理）。
Your price is practicable (impracticable). 你方价格是行得通的（行不通）。 Your price is attractive (not attractive). 你方价格有吸引力（无吸引力）。 Your price is inducing (not inducing). 你方价格有吸引力（无吸引力）。
Your price is convincing (not convincing). 你方价格有吸引力（无吸引力）。
Your price is competitive (not competitive). 你方价格有竞争力（无竞争力）。 The goods are (not) competitively priced. 此货的定价有（无）竞争力。
Words and Phrases
price 价格，定价，开价 priced 已标价的，有定价的 pricing 定价，标价
priced catalogue 定价目录 price of commodities 物价 pricing cost 定价成本 price card 价格目录
pricing method 定价方法
price list 定价政策，价格目录，价格单 pricing policy 定价政策
price format 价格目录，价格表
price tag 价格标签，标价条 price current (p.c.) 市价表（二）
Price is turning high(low). 价格上涨（下跌）。 Price is high(low). 价格高（低）。
Price is rising (falling). 价格上升（下降）。 Price is up (down). 价格上涨（下跌）。 Price is looking up. 价格看涨。
Price has skyrocketed. 价格猛涨，
Price has shot up. 价格飞涨。
Price has risen perpendicularly. 价格直线上升。
Price has risen in a spiral. 价格螺旋上升。 Price has hiked. 价格急剧抬高。
Your price is on the high side. 你方价格偏高。 Price has advanced. 价格已上涨。
The goods are priced too high. 货物定价太高。
Your price is rather stiff. 你方价格相当高。 Price is leveling off. 价格趋平。
Your price is prohibitive.
你方价格高得令人望而却步。
The Japanese yen is strengthening. 日圆坚挺。
The U.S. Dollar is weakening. 美圆疲软。
Your price is much higher than the price from U.K. France and Germany. 你方价格比英、法、德的都高。
Since the prices of the raw materials have been raised, I'm afraid that we haveto adjust the prices of our products accordingly.
由于原材料价格上涨，我们不得不对产品的价格做相应的调整。 Your price is $500/mt, twice of the other countries. 你们每公吨500美圆的价格是其他国家的两倍。 Is it possible for you to raise (lift) the price by 5%? 你们能否把价格提高5%？
Words and Phrases
ceiling price 最高价，顶价 maximum price 最高价 minimum price 最低价 average price 平均价格 base price 底价
rockbottom price 最低价 bedrock price 最低价
（三）
Price is hovering between $5 and $8. 价格徘徊于5至8美圆之间。
We regret we have to maintain our original price. 很遗憾我们不得不保持原价。 Price is easy. 价格疲软。 Price is easy off. 价格趋于疲软。 Price has declined. 价格已跌落。
Price has dipped (sagged). 价格已下降。
It simply can't stand such a big cut. 再也经不住大幅度削价了。 Price has tobogganed. 价格突然下降。 Price has plummeted. 价格暴跌。
Price has downslided. 价格剧降。
This new product is moderately priced. 新产品的定价适度。
Articles of everyday use are economically priced. 日用品价格低廉。
Everyone knows, the price of crude oil has greatly decreased. 人人皆知，目前原油价格大幅度下跌。 We've already cut the price very fine. 我们已将价格减至最低限度了。
The French price of stainless steel plates are about $1200 per mt, while theGerman price is still lower.
法国的不锈钢板价格为每公吨1200美圆，德国的还要低。 We're ready to reduce the price by 5%. 我们准备减价百分之五。
To have this business concluded, you need to lower your price at least by 3%.为达成这笔交易，你方应至少减价3%。
Business is possible if you can lower the price to HK$2150. 你方若能减价到2150港币，可能成交。
The utmost (best) we can do is to reduce the price by 2%. 我们最多能减价百分之二。
We cannot take anything off the price. 我们不能再减价了。
We've already cut down our prices to cost level. 我们已经将价格降到成本费的水平了。 There is no room for any reduction in price. 价格毫无再减的余地了。
Our rock-bottom price is $500/mt, and cannot be further lowered. 我们的最低价是500美圆一公吨，不能再低了。
Words and Phrases
hover 徘徊于...，盘旋于 original price 原价
moderately 适当地，合适地；适度 economically 经济地，便宜地 stainless steel 不锈钢 utmost 极限，竭尽所能 cost level 成本费用的水平 rock-bottom 最低的
（三）
Price is hovering between $5 and $8. 价格徘徊于5至8美圆之间。
We regret we have to maintain our original price. 很遗憾我们不得不保持原价。 Price is easy. 价格疲软。 Price is easy off. 价格趋于疲软。 Price has declined. 价格已跌落。
Price has dipped (sagged). 价格已下降。
It simply can't stand such a big cut. 再也经不住大幅度削价了。 Price has tobogganed. 价格突然下降。 Price has plummeted. 价格暴跌。
Price has downslided. 价格剧降。
This new product is moderately priced. 新产品的定价适度。
Articles of everyday use are economically priced. 日用品价格低廉。
Everyone knows, the price of crude oil has greatly decreased.
人人皆知，目前原油价格大幅度下跌。 We've already cut the price very fine. 我们已将价格减至最低限度了。
The French price of stainless steel plates are about $1200 per mt, while theGerman price is still lower.
法国的不锈钢板价格为每公吨1200美圆，德国的还要低。 We're ready to reduce the price by 5%. 我们准备减价百分之五。
To have this business concluded, you need to lower your price at least by 3%.为达成这笔交易，你方应至少减价3%。
Business is possible if you can lower the price to HK$2150. 你方若能减价到2150港币，可能成交。
The utmost (best) we can do is to reduce the price by 2%. 我们最多能减价百分之二。
We cannot take anything off the price. 我们不能再减价了。
We've already cut down our prices to cost level. 我们已经将价格降到成本费的水平了。 There is no room for any reduction in price. 价格毫无再减的余地了。
Our rock-bottom price is $500/mt, and cannot be further lowered. 我们的最低价是500美圆一公吨，不能再低了。
Words and Phrases
hover 徘徊于...，盘旋于 original price 原价
moderately 适当地，合适地；适度 economically 经济地，便宜地 stainless steel 不锈钢 utmost 极限，竭尽所能 cost level 成本费用的水平 rock-bottom 最低的
（五）
I can give you a definite answer on the price terms. 我可以就价格条件答复你方。
You wish to have a discussion of the price terms of washers. 您是想谈谈洗衣机的价格条件吧。 Yes, all of the price terms are acceptable. 是的，哪种价格条件都可以接受的。
C.I.F. is the price term normally adopted by you, right? C.I.F.是你们经常采用的价格条件，是吗？ Sometimes F.O.B. and C&F are also employed. 我们有时也用离岸价或成本加运费价。
You said yesterday that the price was $60/mt, C.I.F. Brussels. 您昨天说价格定为每公吨60英镑C.I.F. 布鲁塞尔。
In case F.O.B. is used, risks and charges are to be passed over to the buyersonce the cargo is put on board the ship.
如果采用离岸价，货一上船，货物的风险和费用就都转给买方了。 Your price is quoted C&F Xingang at DM200 per washer, right? 你方报价是每台洗衣机200德国马克，C&F新港价，对吗？
Words and Phrases price terms 价格条款
F.O.B. Free On Board “船上交货价”或称“离岸价格”
C.I.F. Cost, Insurance and Freight “成本加保险费、运费”或“到岸价格” C&F Cost and Freight “成本加运费”或“离岸加运费”价格 F.O.B. Liner Terms F.O.B. 班轮条件 F.O.B. Stowed 船上交货并理舱 F.O.B. Trimmed 船上交货并平舱
F.O.B. Under Tackle F.O.B.吊钩下交货 C.I.F. Liner terms C.I.F.班轮条件 C.I.F. Ex Ship's Hold C.I.F.舱底交货
F.O.B. plane 飞机离岸价（用于紧急情况） acceptable 可以接受的，可以使用的 to pass over 转给，转嫁
to adopt, to employ, to use （某种价格术语）采用某种价格 FOR-Free on Rail 火车交货价 FOT-Free on Truck 汽车交货价
FAS-Free Alongside Ship 船边交货价 Ex Factory 工厂交货价 Ex Plantation 农场交货价
Ex Warehouse 仓库交货价 Ex Ship 目的港船上交货价
Ex Dock Duty Paid 目的港码头完税交货价
Ex Dock Duty Unpaid 目的港码头未完税交货价
Additional Words and Phrases buying price 买价 selling price 卖价 new price 新价 old price 旧价 present price 现价 original price 原价
current price 时价，现价 prevailing price 现价 ruling price 目前的价格 going price 现价
opening price 开价，开盘价 closing price 收盘价 exceptional price 特价 special price 特价
nominal price 有行无市的价格 moderate price 公平价格 wholesale price 批发价 retail price 零售价 market price 市价 net price 净价 cost price 成本价 gross price 毛价
price effect 价格效应 price contract 价格合约 price calculation 价格计算 price limit 价格限制 price control 价格控制 price theory 价格理论 price regulation 价格调整 price structure 价格构成
price support 价格支持 bargain 讨价还价 extra price 附加价 price ratio 比价 price per unit 单价
price index或price indices 物价指数 price of factory 厂价
职场实用英文 20组报价英语轻松背背！
1）
A: We can offer you this in different levels of quality.B: Is there much of a difference in price ?A: Yes ,the economy model is about 30% less.B: We‘ll 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 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: You‘re 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 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 didn‘t work out too well for usB: What was wrong?
A: We were developing too much 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了。7)
A: Has our material been all right ?B: I‘m afraid not .
A: Maybe you should order a little better qualityB: 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 shipment wasn‘t 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: We‘ll 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。11)
A: Our manufacturing costs have gone up too much .B: You might try one of our cheaper components .A: Let‘s take a look at your price list againB: Sure . I‘ll 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 ，我下个礼拜带过来。
12)
A: This is the best material we have to offer .
B: Actually ,I don‘t think we need it to be this good .A: I can let you have this kind cheaper .B: Let‘s 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 .we‘re saving a lot of money with it .A: I‘m 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: We‘ll 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，任何数量都可以出货。B:那么，这种的就试一箱吧15)
A: We‘re 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 cases of 100.B: We‘ll 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 can‘t handle an order that small .
B: What is 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 can‘t split open a case to fill your order .B: I‘ll 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 don‘t.
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。
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