國際貿(mào)易之 價格談判　Negotiating a Price

國際貿(mào)易之 價格談判　Negotiating a Price

外貿(mào)生意獲得成功的一個重要因素（important factors）之一就是建立良好的關(guān)系（build positive relationships），因此討價還價是一個很關(guān)鍵的步驟（critical step）。公平合理（fair and ethical）是商業(yè)談判的原則，你的表現(xiàn)會在彼此的關(guān)系中形成持久的影響（lasting influence）。

詢價（ask for a price）

詢價之前最好能夠貨比三家（shopping around），對期望價格做到心里有數(shù)。最好不要一開始就問最小訂量的價格（minimum orders）。在沒有確切了解（have a good idea）整體價格之前，可以在你的量的回答上盡量閃爍其詞（be as vague as possible）。談判的目的是盡可能地接近產(chǎn)品的真實價格（actual price of product），所以不管他們一開始給什么樣的價格，你都應(yīng)該繼續(xù)追問更低的。

⊙What's the best price you can offer?你能給出的最低價格是多少？

⊙What size of order are you planning to make?你打算買多大的量？

⊙Can you tell me more about your product specifications?你能告訴我更多的你方產(chǎn)品的規(guī)格嗎？

⊙What's the lowest price you can give me on our order?對于我們的訂單你能給的最低價是多少？

⊙Can you offer any more of a discount?你能再給一些折扣嗎？

⊙We can give you a quotation based on your particular requirements.我們可以在你的要求基礎(chǔ)上給你一份報價。

⊙We're shopping around for the lowest price we can get on these.我們貨比三家，想在這上面找到最低的價格。

⊙I'm sorry, but that's still higher than we want.Is there any way you can do better?

不好意思，那仍然高于我們預(yù)期的價格。你還有什么辦法可以優(yōu)惠嗎？

⊙I appreciate your offer, but it's still over our budget.What can you do to help us with a lower price?

我很感激你的報價，但是這仍超出了我們的預(yù)算。你能給一個更低的價格嗎？

考慮利潤分割（consider splitting profits）

另外的一個獲得更低價格的辦法就是分割利潤，以建立長期合作關(guān)系為基礎(chǔ)來談判。這也就是說通過長期購買而并非一次性交易來使供貨商受益（benefit the supplier），將對抗性的談判轉(zhuǎn)化成生意互利（mutual benefit）的協(xié)商對話，并找到雙贏（a win-win）的合作方式。

⊙What if we turned this into a continuing partnership?We can split profits.那如果我們轉(zhuǎn)變成持續(xù)性的合作伙伴會怎么樣？我們可以分?jǐn)偫麧櫋?

⊙I'm not just interested in buying products.I am looking for a potential partner on this deal.

我們不僅僅是想買產(chǎn)品，而且在尋找一個潛在生意伙伴。

⊙What can we do to make this work better for both of our companies?我們該怎么做才能讓這次交易對我們兩個公司更有利？

裝運條款（shipping terms）

主要有三種：

——EXW出廠價或工廠交貨價，賣方不承擔(dān)任何運輸責(zé)任。

——CIF運送到港口，但是關(guān)稅和陸地運輸費除外。

——To-Door到門價，包含貨運、關(guān)稅以及別的費用，直至產(chǎn)品送到門前（to your doorstep）。

⊙If that's the lowest price you can give, I expect shipping terms to be to port and inclusive of insurance.

如果這是你能給出的最低價格，那我希望貨能由你方運送到港口并且加上保險費。

⊙What kind of price can you give me with shipping to door?如果是送貨上門的話，你能給我什么樣的價格？

⊙What are your shipping requirements?你對裝運的要求有哪些？

⊙Delivery dates are not negotiable.交貨時間不容商量。

支付方式

通常情況下有兩種：

Pre-pay by wire transfer 電匯預(yù)付,并在產(chǎn)品出港前匯余款,以換取提單和發(fā)票。

-Letter of Credit, L/C　信用證。

在談以信用證來支付時，爭取貨到驗收后付款的條件?？紤]到電匯無法退還（non-refundable），在不了解對方的信譽(yù)和合法性的基礎(chǔ)上，電匯余款存在風(fēng)險。

A：What kind of payment situation would work best for you?

B：As this is the first time for us to do business together, I think we'd like to go for a letter of credit arrangement if that's alright.

A：對你來說哪一種支付方式最適用？

B：由于這是我們第一次做生意，我想如果可以的話我們可以通過信用證的方式。

總結(jié)

所謂的價格談判就是在雙方利益上尋找一個最公平的結(jié)合點。買方的目標(biāo)是最大限度地接近產(chǎn)品的成本價，反復(fù)要求更優(yōu)惠的價格直到“攻不動”為止。賣方的目的是在保證利潤的同時，以優(yōu)惠的價格發(fā)展一個長期客戶。如果在價格上陷入僵局，可以考慮從貨運方式、支付方式來調(diào)整。

Words　單詞表

appreciate感激，欣賞

customization定制

delivery交付，交貨

discount折扣

gross總的，毛的

offer提供，出價

option選擇，選項

order訂單，訂貨

packaging包裝，打包

quotation報價

requirement要求，需求

shipping裝運，運貨

size大小，尺寸，規(guī)格

timeline時限

unit單位

Phrases　短語表

based on基于，以……為基礎(chǔ)

best price最好的價格

depend on取決于

do better做得更好

EXW工廠交貨

get sth done做好，完成

give sb an idea of sth使某人明白某事

make an order訂購，下單

have room for negotiation有商量的余地

non-negotiable不可談判的

over budget超出預(yù)算

plan on規(guī)劃

product specification產(chǎn)品規(guī)格

receive an email收到電子郵件

shop around（for sth）（為某物）貨比三家

split profits利潤分?jǐn)?

work on sth在……工作，致力于……

實景對話1

A：Mr. Jin, did you receive my email with our product specifications?How soon can you get us a quotation?

B：Yes, I did receive your email and I have been working on getting pricing done for you. I think your product specifications should be no problem for our factories to produce for you.What size order are you planning to make?

A：The size of the order depends on how low of a price I can get. Can you give me an idea of how much this might cost me?What's the best price you can offer?

B：Well, for an order of say，500 units, we can give you a price of$5. 95 per unit.

A：Is that the lowest price you can give?I'm sorry, but that's still higher than we want. Is there any way you can do better?

B：Well, depending on the requirements you have for delivery options, insurance, and production deadlines, we do have a little room for negotiations. The lowest price, which is EXW, is$3.50.But that doesn't include any extras.

A：We're shopping around for the lowest price we can get on these. What kind of price can you give me with shipping to door?

B：Shipping to door?Well, again it depends on your order size and timeline， but I can probably give you a price of about$5. 50 per unit.

A：I appreciate your offer, but it's still over our budget. What can you do to help us with a lower price?

A：金先生，你有沒有收到關(guān)于我們產(chǎn)品規(guī)格的郵件？你多久可以給我一個報價？

B：是的，我收到了，而且一直在忙著給你算一個價格。我認(rèn)為我們工廠生產(chǎn)你要的規(guī)格的產(chǎn)品沒有任何問題。你打算要多大的量？

A：訂單的規(guī)模取決于我能拿到多低的價格。你能告訴我大概要多少錢嗎？你能給的最好的價格是多少？

B：好的，以500件來說，我們可以給你每件5.95美元的價格。

A：那是你能給的最低價嗎？我很抱歉，這比我們期望的要高。有辦法降點嗎？

B：那，根據(jù)你要求的交貨方式、保險和生產(chǎn)時限，我們沒有多少談判的余地。

最低價，也就是工廠交貨價，是3.5美元，但是那沒有任何附加條件。

A：我們貨比三家想得到最低的價格。如果送貨上門你能給我的最低價是多少？

B：送貨上門？好的，還是要取決于你的訂單大小和時限，但是我應(yīng)該可以給你每件5.5美元的價格。

A：我非常感謝你的出價，但這還是超出了我們的預(yù)算。你還有什么辦法能幫助我們得到更低的價格嗎？

實景對話2

A：I'd like a quotation for your KXL2 gaskets.

B：Can you tell me more about your product specifications?We can give you a quotation based on your particular requirements.

A：I don't need customization on the actual product, but I will need customized packaging. We need our shipment by September 23rd, delivery dates are not negotiable.What's the lowest price you can give me on our order?

B：What size order were you planning to make?

A：Somewhere between 600～1000 gross.

B：Just a moment……Yes. I think with your requirements, we could offer you a price of$40 per unit.

A：Can you offer any more of a discount?

B：Perhaps, it depends on your shipping requirements. What did you have in mind?

A：If that's the lowest price you can give, I expect shipping terms to be to port and inclusive of insurance.

B：We can arrange CIF shipping terms at that price.

A：It's still a little higher than what we were expecting. I'm not just interested in buying products. I am looking for a potential partner on this deal.What if we turned this into a continuing partnership?We can split profits.

A：我想要你們的KXL2型墊圈報價。

B：你能告訴我更多的規(guī)格要求嗎？我們可以在你的要求基礎(chǔ)上給你一份報價。

A：我不需要特別定制的產(chǎn)品，但需要特別的包裝。我們需要在9月23日之前到貨，交貨時間不得更改。你能給我們的最低價格是多少？

B：你們打算訂購多少？

A：600～1000之間。

B：請等一下，好的，我想根據(jù)你的要求，我們能給你每件40美元。

A：你們還能再給些折扣嗎？

B：也許，這取決于你的裝運要求。（對于裝運）你有什么想法？

A：如果這是你能給出的最低價，那我希望貨運包含送到港口和保險的費用。

B：以那樣的價格我們可以安排CIF裝運條款。

A：那仍比我們期望的要高。我們不僅僅是想買產(chǎn)品，而且在尋找一個潛在生意伙伴。如果我們將此轉(zhuǎn)化為持續(xù)性的伙伴關(guān)系，我們可以共享利潤。