国际商务师业务外语辅导之展会英语谈判交流

来源:来源于网络发布时间:2010-01-04

  A: I'm sorry to say that the price you quote is too high. It would be very difficult for us to push any sales if we buy it at this price.
  B: well, if you take quality into consideration, you won't think our price is too high.
  A: Let's meet each other half way.
  - 很遗憾你们报的价格太高,如果按这种价格买进,我方实在难以推销。
  - 如果你考虑一下质量,你就不会觉得我们的价格太高了。
  - 那咱们就各让一步吧。
  A: I'm sorry to say that your price has soared. It's almost 20% higher than last year's.
  B: That's because the price of raw materials has gone up.
  A: I see. Thank you.
  - 很遗憾,贵方的价格猛长,比去年几乎高出20%。
  - 那是因为原材料的价格上涨了。
  - 我知道了,多谢。
  A: How many do you intend to order?
  B: I want to order 900 dozen.
  A: The most we can offer you at present is 600 dozen.
  - 这种产品你们想订多少?
  - 我们想订900打。
  - 目前我们至多只能提供600打。
  A: We have inspected the rice, and we're surprised to know that the weight is short.
  B: We sell our goods on loaded weight and not on landed weight.
  A: I see.
  - 这些大米我们检验过了,重量不够,我们感到奇怪。
  - 我们出售商品是以装船重量为准,不是以卸货重量为准。
  - 我知道了。
  A: The next thing I'd like to bring up for discussion is packing.
  B: Please state your opinions about packing.
  A: All right. We wish our opinions on packing will be passed on to your manufacturers.
  - 下面我想就包装问题讨论一下。
  - 请陈述你们的意见。
  - 好,我们希望我们对包装的意见能传达到厂商。
  A: You know, packing has a close bearing on sales.
  B: Yes, it also affects the reputation of our products. Buyers always pay great attention to packing.
  A: We wish the new packing will give our clients satisfaction.
  - 大家都知道,包装直接关系到产品的销售。
  - 是的,它也会影响我们产品的信誉,买主总是很注意包装。
  - 我们希望新包装会使我们的顾客满意。
  A: How are the shirts packed?
  B: They're packed in cardboard boxes.
  A: I'm afraid the cardboard boxes are not strong enough for ocean transportation.
  - 衬衫怎样包装?
  - 它们用纸板箱包装。
  - 我担心远洋运输用纸板箱不够结实。
  A: From what I've heard, you're already well up in shipping work.
  B: Yes, we arrange shipments to any part of the world.
  A: Do you do any chartering?
  - 据我所知,你方对运输工作很在行。
  - 是的,我们承揽去世界各地的货物运输。
  - 你们租船吗?
  A: How do you like the goods dispatched, by railway or by sea?
  B: By sea, please. Because of the high cost of railway transportation, we prefer sea transportation.
  A: That's what we think.
  - 你方将怎样发运货物,铁路还是海运?
  - 请海运发货,铁路运输费用太高,我们愿意走海运。
  - 我们正是这么想的。
  A: When can you effect shipment? I'm terribly worried about late shipment.
  B: We can effect shipment in December or early next year at the latest.
  A: That's fine.
  - 你们什么时候能交货?我非常担心货物迟交。
  - 我们最晚在今年十二月或明年初交货。
  - 那很好。
  在双方谈判的过程中,一定要注意倾听对方的发言,如果对对方的观点表示了解,可以说:
  I see what you mean.
  (我明白您的意思。)
  如果表示赞成,可以说:
  That's a good idea.
  (是个好主意。)
  或者说:
  I agree with you.
  (我赞成。)
  如果是有条件地接受,可以用on the condition that这个句型,例如:
  We accept your proposal, on the condition that you order 20,000 units.
  (如果您订2万台,我们会接受您的建议。)
  在与外商,尤其是欧美国家的商人谈判时,如果有不同意见,最好坦白地提出来而不要拐弯抹角,比如,表示无法赞同对方的意见时,可以说:
  I don't think that's a good idea.
  (我不认为那是个好主意。)
  或者
  Frankly, we can't agree with your proposal.
  (坦白地讲,我无法同意您的提案。)
  如果是拒绝,可以说:
  We're not prepared to accept your proposal at this time.
  (我们这一次不准备接受你们的建议。)
  有时,还要讲明拒绝的理由,如
  To be quite honest, we don't believe this product will sell very well in China.
  (说老实话,我们不相信这种产品在中国会卖得好。)
  谈判期间,由於言语沟通问题,出现误解也是在所难免的:可能是对方误解了你,也可能是你误解了对方。在这两种情况出现後,你可以说:
  No, I'm afraid you misunderstood me. What I was trying to say was...
  (不,恐怕你误解了。我想说的是……)
  或者说:
  Oh, I'm sorry, I misunderstood you. Then I go along with you.
  (哦,对不起,我误解你了。那样的话,我同意你的观点。)
  总之不管你说什么,你最终的目的就是要促成一笔生意。即使不成,也要以善意对待对方,也许你以后还有机会,生意不成人情在,你说对吗?