森源实木家具
买家：W 卖家：LL: This is Cherry Li speaking. Who is that?W: Hello Ms.Li, this is Wilson.L: oh! I’mvery glad you give me a call! What can Ido for you?W: we’d liketo order several dozens of your sunshine T-shirts. But we didn’t know yourcompany too much; can you introduce more to us?L: Of course.It’s my pleasure! We was founded in1985, we have specialized in the export of T-shirt for more than 10 years.We have nine branches and two factoriesscattered throughout China.Our T-shirts are good in material, fashionable in design and a goodpublic praise.W: I think we have a good choice this time.L: Thank you!Indeed, you give me more credit than we deserve.W: could yougive me your price about this item?L: Okay, weoften quoted the price an US﹩100/dozen FOB Shenzhen. W: I am sorry to say that your prices are about 9% higher than thoseoffered by other suppliers.L: but have you ever compared the quality?W: We findyour prices are too high to be acceptable, I think we should have a deeplydiscussion. All your quotations are on FOB Shenzhen basis may I ask if you allowany discount?L: That isdifficult for us. You know we do these businesses for a long time, ourcooperative partners are all over the world, and we never give such low price. Couldyou consider accept our price, we can promise the quality and carriage.W: ourcompany is also good at imports and exports, but we are just a new company. Wewant to establish good relations of cooperation withyour company. So we are eager for this big order. L: .As a gesture of friendship! We wouldentitle you to 10% discount but the shipping date need to put off about 5 days,because we have a large order peremptorily.W:Ok. We think this price is much better than before. We hope after thiscooperation we can foundation a deep friendship with each other.L:Of course. We sincerelyhope that this transaction will turnout to the satisfaction of bothparties.W: thank youfor your careful description.L: You are welcome. Goodbye!W: Bye!
菩缇紫mariposa
对话一 怀特:I have here our price sheet on a F.O.B. basis. The prices are given without engagement. 这是我们船上交货价的价目单.所报价格没有约束力. 布莱克:Good, if you'll excuse me, I'll go over the sheet right now. 很好.如果可以.我马上把价目单看一遍. 怀特:Take your time. 请便. 布莱克:I can tell you at a glance that your prices are much too high. 我一看这份价目单就知道你们的价格太高了. 怀特:I'm surprised to hear you say so. You know that the cost of production has been skyrocketing in recent years. 你这么说我很吃惊.你知道近年来生产成本迅速上涨. 布莱克:We only ask that your prices be comparable to others. That's reasonable, isn't it? 我们只要求你方的价格能和别人差不多就行了.这个要求很合理.对不对? 怀特:Well, to get the business done, we can consider making some concessions in our price. But first, you'll have to give me an idea of the quantity you wish to order from us, so that we may adjust our prices accordingly. 好吧.为了成交.我们可以考虑作些让步.不过要请你先说明大概要订购多少.以便我们对价格作相应的调整. 对话二Dan Smith是一位美国的健身用品经销商，此次是Robert Liu第一回与他交手。就在短短几分钟的交谈中，Robert Liu既感到这位大汉粗犷的外表，藏有狡兔的心思——他肯定是沙场老将，自己绝不可掉以轻心。双方第一回过招如下：D: I'd like to get the ball rolling (开始) by talking about prices.R: Shoot. (洗耳恭听) I'd be happy to answer any questions you may have.D: Your products are very good. But I'm a little worried about the prices you're asking.R: You think we about be asking for more? (laughs)D: (chuckles莞尔) That's not exactly what I had in mind. I know your research costs are high, but what I'd like is a 25% discount.R: That seems to be a little high, Mr. Smith. I don't know how we can make a profit with those numbers.D: Please, Robert, call me Dan. (pause) Well, if we promise future business - volume sales (大笔交易) - that will slash your costs (大量减低成本) for making the Exec-U-ciser, right?R: Yes, but it's hard to see how you can place such large orders. How could you turn over (销磬) so many? (pause) We'd need a guarantee of future business, not just a promise.D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?R: If you can guarantee that on paper, I think we can discuss this further.Robert回公司呈报Dan的提案后，老板很满意对方的采购计划；但在折扣方面则希望Robert能继续维持强硬的态度，尽量探出对方的底线。就在这七上八下的价格翘翘板上，双方是否能找到彼此地平衡点呢？请看下面分解：R: Even with volume sales, our coats for the Exec-U-Ciser won't go down much.D: Just what are you proposing?R: We could take a cut (降低) on the price. But 25% would slash our profit margin (毛利率). We suggest a compromise -10%.D: That's a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas?R: I don't think I can change it right now. Why don't we talk again tomorrow?D: Sure. I must talk to my office anyway. I hope we can find some common ground (共同信念) on this.NEXT DAY D: Robert, I've been instructed to reject the numbers you proposed; but we can try to come up with some thing else.R: I hope so, Dan. My instructions are to negotiate hard on this deal - but I'm try very hard to reach some middle ground (互相妥协).D: I understand. We propose a structured deal (阶段式和约). For the first six months, we get a discount of 20%, and the next six months we get 15%.R: Dan， I can't bring those numbers back to my office -- they'll turn it down flat (打回票).D: Then you'll have to think of something better, Robert.Dan上回提议前半年给他们二成折扣，后半年再降为一成半，经Robert推翻后，Dan再三表示让步有限。您知道Robert在这折扣缝隙中游走，如何才能摸出双方都同意的数字呢？他从锦囊里又掏出什么妙计了呢？请看下面分解：R: How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?D: That's a lot to sell, with very low profit margins.R: It's about the best we can do, Dan. (pause) We need to hammer something out (敲定) today. If I go back empty-handed, I may be coming back to you soon to ask for a job. (smiles)D: (smiles) O.K., 17% the first six months, 14% for the second?R: Good. Let's iron out (解决) the remaining details. When do you want to take delivery (取货) ?D: We'd like you to execute the first order by the 31st.R: Let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st.D: Right. We couldn't handle much larger shipments.R: Fine. But I'd prefer the first shipment to be 1000 units, the next 2000. The 31st is quite soon - I can't guarantee 1500.D: I can agree to that. Well, if there's nothing else, I think we've settled everything.R: Dan, this deal promises big returns (赚大钱) for both sides. Let's hope it's the beginning of a long and prosperous relationship.
向土豆要努力
英文讨价还价情景对话如下：
A: This suit only costs 60 Yuan? Are you kidding?
A：这件衣服只要60元？你在开玩笑吗？
B: I drove a hard bargain with the vendor before I got the price down.
B：我好好地跟小贩讨价还价了一番呢。
A: Can you give me a better deal? It's too expensive.
A：能给个低价吗？这个价钱太高了。
B: All right. How about 50 Yuan?
B：好吧，50元怎么样？
A: Could you give me a discount? The price is beyond my budget.
A：能给我打折吗？这个价格超出我的预算了。
B: Sorry, the price is not negotiable.
B：不好意思，这价格不能商量。
哆哆的卷妈妈
Tom: Hi, how much do you want for this? Saleslady: 150 RMB. Tom: What! Don't try to rip me off! I know what this is worth. 50 RMB, tops. Saleslady: No way! It cost me more than that. (grabs a calculator) 120 RMB. Tom: Come on! If you don't give me a better price, I won't buy this from you. Saleslady:110 RMB. Take it or leave it. Tom: (takes the calculator and enters 55) I'll give you 55 RMB. Saleslady: I can't do that. I have to make a living. Give me 100 RMB and it's yours. Tom: That's still much too expensive. (starts to walk away) Saleslady: Wait, wait! OK, 85 RMB. Final price. Tom: If that's the lowest you're willing to go, I'm leaving. I'll pay 65 RMB, final offer. Saleslady: You drive a hard bargain. I'm losing money on this, but alright. I'll let you have it for 65. Tom: (pays the money) Thanks a lot. See you next time. Saleslady: Bye. 讲解： 1. 这段对话中，Tom在跟卖主讨价还价。看看他们都是怎么说的。How much do you want for this? 这件东西你想卖多少钱？这句话一般是买家问的。如果是在可以讲价的地方，卖主可能会反问你，“How much do you want to pay for this?”你想出多少钱买这件东西？ 2. 开始的时候卖主开价150元钱。Tom觉得太贵了，他说，What! Don't try to rip me off. I know what this is worth. 别想宰我，我是识货的。买东西的时候最怕的就是被宰。所以不管是不是行家都要先造出声势，用这句话镇住卖家。 3. rip someone off 意思就是某商店或商贩要价过高，就是我们平常说的“宰人”，“敲竹杠”。比如说，The man tried to rip me off, but I taught them a good lesson. 那个人要骗我，结果让我教训了一顿。如果真的被狠宰了一下，你当然还可以说，“I was ripped off.”或者“I was cleaned out.” 其中，I was cleaned out.有被骗得很惨的意思。 4. Tom说最多能给50块钱，50 RMB, tops. tops这里是一个复数名词，在口语中表示“最好的人或事物”，对话中就是指最高的价钱。比如说，I like most cities, but for me Paris is the tops. 一般的城市我都喜欢，但是我最喜欢的城市是巴黎。卖主不同意，No way! 在口语当中也很常用，就像我们常说的“没门！”。比如说：Give up our ten-minute break? No way! 让我们放弃10分钟的工作休息时间？没门！No way will I go on working for him! 我不会再为他工作了。 5. 那如果想少花点钱怎么说呢？我们可以说Can you give me a little deal on this? 这能卖得便宜一点吗？或者Can you give me this for cheaper? 能便宜一点给我吗？还有Is there any discount on bulk purchases?我多买些能打折吗？bulk purchases 就是“大量地购买”，等于 buy something in bulk。还可以说Give me a discount. 给我打个折吧。 discount 是“折扣”的意思。 6. 大家注意了平时在商店里常出现的表示打折的牌子是 on sale。专门卖廉价物品的商店叫 bargain store，店里卖廉价商品的柜台叫 bargain counter。 卖主说120块钱卖给Tom，Tom还是嫌贵，他说，If you don't give me a better price, I won't buy this from you. 如果你不给我便宜点，我就不在你这里买了。 7.一定不要让卖主觉得你软弱可欺，那价钱可就讲不下来了。卖主想了想，又降到110块钱，还说Take it or leave it. 买的话就这个价钱，不买的话就走好了，看来这个卖主也不好对付啊。 Tom还是不同意，不过他给卖主加了5块钱，想55块钱成交。卖主还是不愿意，她说，给100块钱就是你的了。双方都往后退了一步，现在已经到了关键时刻了，就看谁能撑到最后了。 8. Tom觉得100块钱还是太贵，转身就要走了。That's still much too expensive. much too 是修饰expensive的，本来单用much 或too就可以了，但是这里把这两个词连用，更加强调了贵的程度。也可以说That's still way too expensive. 这是 Tom 在跟卖主打心理战，卖主真的是支撑不住了，招呼他回来，说85块钱就可以卖。我觉得这一幕很熟悉哦，经常在讲不下来的时候转身就走，如果还可以便宜，卖主自然会叫你回去，如果卖主没有叫你回去，说明这个东西十有八九就是这个价钱了，这样你再看到同样商品的时候，心里就有数了。 9. 一定要货比三家啊。Tom觉得85块钱还是贵，If that's the lowest you're willing to go, I'm leaving. 如果85块钱就是最低价了，我还是不买了。这里go就相当于charge me。还可以用这个表达问最低价钱，What's the lowest you're willing to go? 最低你能出什么价？但是，如果卖者的出价还是太高，你就可以说，“Could you go down a little?”如果你的出价太低，卖者接受不了，他/她也可以相应的说，“Could you go up a little?”但是这里的go却是pay的意思了。 10. 我们还可以说Come on, give me a break on this. 意思就是“别这样，你就让点儿价吧。在不同的语境中，give someone a break这个词组可以有不同的解释。“在这句话里，give someone a break 的意思是 give someone a chance，指的是“让价”。但是如果你正在忙着复习考试，你的室友却想让你帮他打水，你就可以对他说，Give me a break. I' m busy right now. 别烦我，我正忙着呢。 11. 卖主到这个时候已经无话可说了，You drive a hard bargain. I'm losing money on this，意思是说“你真会讲价，我要赔钱了”。最后卖主决定65块钱卖给Tom。Tom觉得这个价钱也可以接受了，两个人就成交了。看来讨价还价不光要讲技巧，还要讲耐力，真是斗智斗勇啊。
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