实用商务英语 还盘

2　还盘

你将听到的

互相妥协

We'll accept your price if you take the quantity we offered.

解释原因

The cost of production has risen a great deal recently.

出厂价

The prices we quoted are all ex-works.

最大让利

We can't do more than a 5％ reduction.

让利区间

We usually give a discount of 1％-3％.

你也许会说

要求降价

We'd like you to reduce your price.

申请折扣

We would expect a discount.

成交前提

Business depends on the rate of discount you can make.

职场心经

接盘人在接到发盘后，不能完全同意发盘的内容，为了进一步磋商交易，对发盘提出修改意见，用口头或书面形式表示出来，就构成还盘。还盘实质上是对发盘某种程度的拒绝，也是接盘人以发盘人地位所提出的新发盘。因此，一经还盘，原发盘即失效，新发盘取代它成为交易谈判的基础。

如果另一方对还盘内容不同意，还可以进行反还盘。还盘可以在双方之间反复进行，还盘的内容通常仅陈述需变更或增添的条件，对双方同意的交易条件毋须重复。在国际贸易中，往往经过多次的还盘、反还盘，才能最终达成协议。

必备的词汇热身

●　confirmation [ˌkɔnfəˈmeiʃən] n.确认

●　concrete [kənˈkri:t] adj.具体的

●　price list 价目表

●　available [əˈveiləbl] adj.可得到的，可供应的

●　amend [əˈmend] v.修改

●　refer [riˈfə:] v.提供，关于

当还盘的时候你会听到

We'll accept your price if you take the quantity we offered.

如果你方接受我方的数量，我方就接受你方的价格。

The cost of production has risen a great deal recently.

近来生产成本涨了很多。

The prices we quoted are all ex-works.

我方的报价都是出厂价。

We can't do more than a 5％ reduction.

我们降价不能多于5％。

We usually give a discount of 1％-3％.

我们通常给1％到3％的折扣。

当还盘的时候你会说

1．We'd like you to reduce your price.

希望你方能降低价格。

2．Your price is more than we expected.

你们的报价比我们想象的要高得多。

3．Our counteroffer is well founded.

我方的还盘是有根据的。

4．I suggest that you reconsider your price once more.

希望你方能重新考虑一下价格。

5．You should keep the price at around $40.

你方应该使价格维持在40美元左右。

6．We would expect a discount.

我们希望能打折。

7．We'd like you to bring down your price by 10％.

希望你方能降价10％。

8．2％ discount is a low rate.

2％的折扣太低了。

9．I think the discount should be at least 4％.

我认为折扣不能少于4％。

10．Since you can't give me a 5％ discount, we might call off the deal as well.

你方既然不能给5％的折扣，那我们这笔生意就做不成了。

call off the deal的意思是指“取消交易”，同样的意思也可以用cancel the deal来表示。

11．Business depends on the rate of discount you can make.

这笔业务取决于你方能提供的折扣率。

拓展学习

请求降价

A：Your price is really high.

你的价格实在太高了。

B：We've come a long way to meet you.

我已经做了很大的让步。

Can you reduce the price?

你能不能便宜一点儿？

I want a 20％ discount.

我要这个价码的8折。

They look rather steep.

这些价格看起来很不合理。

How much can you bring the price down?

你还能便宜多少？

come a long way to meet you在这里可不是真说走了很长的路去见某人，而是指“为达到某种目的做了很大的努力，做出了很大的让步”。

拒绝降价

A：We are already selling at cost.

我们已经是以成本价在卖了。

B：What is your bottom line ?

你们的底线是多少？

The price is quite reasonable.

这个价格已经相当合理了。

I can't give you a reduction like that!

我不能给你这种折扣！

We did the best that we could give you a low price.

我们已经尽力给了你们一个较低的价格。

I am afraid that there is no room to negotiate the price.

价格恐怕没有商议的余地了。

bottom line表示“底线”的意思，类似的表达有base line。

场景应用

对方感觉产品的价格太高，要求降低价格。但是降价幅度是自己所无法接受的，所以陈先生提议双方折中一下。

A：We are interested in your washing machines. Can you give me your latest price list?

B：Certainly. Here is the list. Please have a look.

A：I'm afraid the price you offer is on the high side.

B：Could you make a counter-offer?

A：I should say a reduction of 10 percent at least.

B：We can't do more than 5 percent reduction.

A：How about meeting half-way?

B：Let's go back to discuss it. And we will give you an answer tomorrow.

A：我们对贵方的洗衣机感兴趣，能给我看看最新的价目表吗？

B：当然了，这是报价单。您看看吧。

A：恐怕你们价钱太高了。

B：那你给个还价吧。

A：我认为至少要降10％。

B：我们不能降那么多，5％吧。

A：折中，怎么样？

B：让我们回去商量商量，明天给你答复！

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on the high side字面意思是“在高的地方”，价格维持在高位自然也就是说“价格比较高”了。

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双方在价格上存在着巨大的差异，刘先生要求的降价幅度让布朗先生很为难，他表示需要回去请示老板。

A：Good morning, Mr. Brown. How good to see you again!

B：It's good to see you, too, Mr. Liu.

A：Now, let's come to the point. We'd like to increase our original order to 100 sets.

B：That's very good. Here are our price lists.

A：I must say that your price is much higher than some of the quotations we have received from elsewhere.

B：That may be possible. But everyone in the computer trade knows that our machines are of top quality and incorporate the most advanced technology.

A：If we are to place an order with you I think a discount of 10％ would be sufficient.

B：10％? Oh, no! You can't expect us to make such a large reduction.

A：In that case, there is no need for further discussions.

B：Let's not be hasty. Perhaps it's unwise for either of us to insist on his own price.

A：Well, what's your suggestions?

B：I propose a reduction of 6％.

A：That is hardly half way, Mr. Brown. Let's both make a further concession, how about 6％?

B：You certainly drive a hard bargain. I need to ask my boss about it, and then I can give you a respond.

A：OK. I am waiting for it.

A：早上好，布朗先生，很高兴再次见到你。

B：见到你我也很高兴，刘先生。

A：我们言归正传吧，我们想将原来的订购增加到100台。

B：好呀！这是我们的价格表。

A：我得说你们的价格要高于我们从别处收到的一些报价。

B：这有可能，但在计算机行业，每个人都知道我们的机器有着一流的质量，并且具备了最先进的技术。

A：如果我们要向你们订货，我认为10％的折扣就够了。

B：10％的折扣？噢，这不行！你不要指望我们给这么大的折扣。

A：如果那样，就没有必要讨论下去了。

B：我们不要着急。任何一方坚持自己的价格也许都是不明智的。

A：那么你有什么建议。

B：我提议降低到6％。

A：这还没达到妥协，布朗先生。我们双方做进一步的让步，6％怎样。

B：你真会讨价还价。我回去请示一下我们老板吧，然后给你答复。

A：好的，我等你的好消息。

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come to the point的字面意思是说“回到点上”，讨论的话题回到重点上，也就是我们所说的“言归正传”的意思了。

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