单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,山东外贸职业学院 商务外语系,*,Lesson 10 Prices,价格,Leaning Objectives,To learn about some basic expressions used in price negotiation,To be able to use language skills and strategies when negotiating the price,Conversation A,Focus on:,Asking for price reduction,Meeting each other half way,Notes,1.25%higher than 比高25%,After comparison,youll find that our price is 10%lower than the German makes.,一比较，你就会发现我们的价格比德国货低10%。,.%lower than 比低%,Cost of raw material is 5%higher than last year.,原料本钱比去年高了5%。,2.confirm 确认；证实,Please confirm your order by fax.,请来 确认你方订单。,We confirm having received your enquiry of May 1 asking us to offer 100 tons of cement.,兹确认已收到你方五月一日询盘，要求我方报100吨水泥。,We confirm that we have sold to you 100 sets of Sony digital cameras.现确认已向你售出100台索尼数字相机。,The death of the princess has been confirmed by the Government.,公主死亡的消息已被政府证实。,注意：confirm一词不能接动词不定式作宾语,3.reduce vt.降低，减少,Im afraid youll have to reduce your price by$5 in order to conclude the deal.,为达成交易，恐怕你们得降价5美元。,reduction n.降低，减少,May we suggest that you make a 5%reduction in your price?,建议你方降价5%，可否？,另外，表示降价还有如下表达方式：,to cut/drop/lower/bring down the price by.或to.,Unless you cut your quotation to HK$95,itll be very difficult for us to come to terms.,除非你们把价格降到95港元，否那么很难成交。,提价那么用：to raise/increase the price by.或to.),4.The market is advancing.行市上涨,行市上涨还可表达为：,The market is rising/strengthening/going up.,行市下跌可表达为：,The market is dropping/falling/weakening/slipping/going down.,Conversation B,Focus on:,Narrowing the price gap,Notes,1.Lets meet each other half way.,让我们各让一半。,meet sb.half way各让一半，互相折中,Lets meet each other halfway and split the price-gap 50-50.,让我们各让一半，将价格差距对半平摊。,The best we can do is to meet you halfway.,我们最多只能与你各让一半。,2.hike 猛涨,表示价格上涨，除用注解5中提到的词外，还可根据不同情况选用：,climb缓慢地增长,creep缓慢地增长,jump大幅度增长,surge猛然、大幅度地增长,rocket飞涨等词,表示价格下跌，除用注解5中提到的词外，还可根据不同情况选用：,dip下沉,slide下滑,slump猛然下跌,tumble快速、失控的下跌,plunge猛然下跌,collapse崩溃等词,7.close business 成交,成交还可以表达为,to conclude/finalize/complete/put through a deal/business/transaction,8.in view of 鉴于,In view of the upward market tendency,wed suggest you accept our offer without delay.,鉴于行市有上涨趋势，我们建议你方立即接受我方报价。,9.Your reduction is too modest.,你们的减让太小。,modest表示幅度不大。类似说法还有：,Your reduction is too conservative.,10.appreciate vt.欣赏；感谢,His abilities were not appreciated in that school.,他的才能在学校里没有得到赏识。,在意为“感谢时常用在表示请求的场合，如：,1)appreciate sth,We should appreciate your early reply.,非常感谢你的早日答复。请早日答复,I appreciate your help very much.,非常感谢你的帮助。,2)appreciate sbs doing sth,I should appreciate your providing us with firsthand reference regarding this firm.,假设能提供关于该公司的第一手资信情况，那么非常感谢。,请提供该公司的第一手资信情况。,3)should appreciate it if you could.(比较正规的说法),We should appreciate it very much if you could advance the shipment to June.,假设你能将装运提前到六月份，我们将非常感谢。,请将装运提前到六月份。,4)appreciate 一词也经常用在被动语态中：,Your help is greatly appreciated.,非常感谢您的帮助。,It should be appreciated very much if you could advance the shipment to June.,假设你能将装运提前到六月份，我们将非常感谢。,Conversation C,Focus on:,Counteroffers,Hard bargains,Some strategies,Notes,1.But given its superior quality and a strong market,it still compares favorably with those you can get from other suppliers.,但是考虑到其上等的质量和强劲的市场，我产品与其他供货商的相比仍然是优惠的。,given,conj.考虑到,Given his age,he is a considerably fast runner.,考虑到他的年龄，他跑得够快的了。,Given their inexperience,they finished the job rather quickly.,考虑到他们缺乏经验，他们的工作完成得还是相当快的。,strong market 坚挺的市场,下面各表达方式可用来描述市场状况：,Market is strong.市场坚挺。,Market is firm.市场趋升。,Market is active/brisk.市场活泼。,Market is steady.市场稳定。,Market is quiet.市场清淡。,Market is easy/weak.市场疲软。,Market is dull/gloomy.市场暗淡。,Market is sluggish.市场呆滞。,2.the high end of the market 高端市场，高档市场,还可说成：,the upper reach of the market,低档市场：,the low end of the market,the lower reach of the market,Exercises,Exercise IV,Pattern drills.Make sentences with the following,italicized,expressions,1).10%off,is,the best we can do,.,The best I can do is,to reduce the price by 2%.,Now you try:,a.我们最多只能与你各让一半。,b.我们最多只能将价格提到50美元。,c.我们最快也得后天给你答复。,d.我们最早只能在六月份装运。,a.,The best we can do is,to meet you half way.,b.,The best we can do is,to increase the price to 50 dollars.,c.,The best we can do is,to give you a reply the day after tomorrow.,d.,The best we can do is,to make shipment in June.,Key,2).Then,what do you say to,reducing your price by 8%?,Now you try:,a.你觉得5%的折扣如何?,b.你觉得我把订货数量提高1000打怎么样？,c.你觉得我们的产品与竞争产品相比是怎样的？,d.咱们明天放松一下，后天继续谈判如何？,a.Then,what do you say to,a discount of 5%?,b.Then,what do you say to,my increasing the quantity to 1000 dozen?,c.,What do you say to,comparing our products with other similar products?,d.,What do you say to,having a rest tomorrow and going on our negotiation the day after tomorrow?,Key,4).We,really dont see,how we can persuade our end users to accept such a high price.,Now you try:,a.我们确实不明白你方报价怎会如此高。,b.我们实在看不出你方价格有什么竞争力。,c.我们实在不知道如何能够满足你们的需求。,d.我们确实不明白按这个价格我们怎样推销你方产品。,a.We,really dont see,why your quotation is that high.,b.We,really dont see,how competitive your price is!,c.We,really dont see,how to meet yo