Unit4 Prices 价格
Part I．Sample Dialogue示范对话
The importer and the exporter are old business friends．They talk about the price．Because of the rising of raw material prices，the exporter has to increase the export price，which is very high and not acceptable to the importer．After bargaining，finally they conclude this transaction．You should learn how to negotiate about prices through this dialogue．
进口商和出口商是生意上的老朋友，他们讨论价格。由于原材料价格上涨，出口商必须调整价格，但价格很高，进口商不接受。经过讨价还价，最后他们成交。通过这个对话，你应当学习如何协商价格。
A—Importer B—Exporter
A We are surprised to find that，at present，your price is 25% higher compared with other companies．
现在，我们发现你们的价格比其他公司的高25%，很令人吃惊。
B Yes，we know．Because of the price hike in raw materials，we were forced to adjust our prices accordingly．
是的，我们知道。但由于原材料涨价，我们不得不调整产品的价格。
A I'm sorry to say we can't close business at that price．Aren't we old friends?We've had a very good business relationship over the past years．I think this transaction would be more promising if you could make an appropriate reduction．
我很抱歉，以这样的价格我们无法成交。我们都是老朋友了吧!过去的这些年我们之间的业务关系一直都很好。如果你方能够适当地降一降价格，我想将更有希望成交。
B Well，in view of our good cooperation over the past years，we can take some considerations，but only for this order．
鉴于我们过去多年的友好合作，我们可以作些考虑，但仅仅只是这批订货。
A Then how much can you go down?
那么你能减多少?
B 10%off the original price．
原价的10%。
A 10%!Your reduction is too modest．What about 20%?
10%!你的降价幅度太小了。20%怎么样?
A You must consider the quality of our products．You know that our products are of superior quality to those from other companies．
你必须考虑我们产品的质量。你知道，我们的产品质量比其他公司要好。
B I agree that yours are of better quality，but your price is still on the high side．Besides，the market is weakening，many companies are reducing their prices more or less to cater to the market．
我承认你们的产品质量好，但是价格仍然偏高。此外，目前，市场需求变弱，许多公司正在或多或少地降价以迎合市场的需求。
A Yes，we've noticed this too．But，we think，the present downward tendency is just temporary．Anyway，the price gap has to be filled．Do you have any proposal?
是的，我们已经注意到这一情况了。但是，我们认为，目前的下降趋势只是暂时的。无论怎样，我们之间的价格差异应该解决，你有什么建议吗?
B We shall increase our order by 10%on condition that you reduce your price accordingly．What do you think about it?
我们将订货数量提高10%，条件是你们要相应地降低价格，您意下如何?
A Well，with a view to a long-term cooperation between us，let's meet each other half way．We'll cut another 5%．That's definitely our rock bottom price．
好吧，着眼于我们之间的长期合作，我们各让一半，我们再降价5%，这绝对是我们的最低价了。
B Hmm．．．I appreciate your efforts and sincerity in this transaction．As a token of our cooperation，we accept your price．
嗯，我非常感谢您在这笔生意中所做的努力和诚意。为表示我们愿意合作，我们接受您的价格。
A Thank you．Let's call it a deal．
谢谢。那么成交了。
B Excellent．
太好了。
Part II．Useful Sentences常用句子
1．Market is advancing/going up/strengthening/rising．
行市上涨。
2．Market is falling/dropping/going down/weakening．
行市下跌。
3．Market is strong/firm/steady/active．
市场坚挺/趋升/稳定/活跃。
4．Market is easy/weak/dull/gloomy/sluggish．
市场疲软/暗淡/呆滞。
5．We usually don't grant any discount for small quantities．
通常情况下，对于小额订货我们是不给折扣的。
6．I wouldn't have quoted you such a low price，if it weren't for a large quantity．
要不是数量大，我们还不会给您报这么低的价格呢。
7．For an attractive order，I'm sure you'll give us a competitive price．
对于有吸引力的订单，我相信你们会给我们一个有竞争力的价格。
8．In view of our good cooperation over the past years，we are prepared to reduce our price by 2%．
鉴于我们过去多年的友好合作，我们准备降价2%。
9．In order to promote our future business，we agree to grant you a discount of 1%as a special accommodation．
为了促进我们之间未来的贸易，作为特殊照顾，我们同意给你方1%的折扣。
10．Our price is in line with the prevailing/ruling international market．
我们的价格与现行世界市场是一致的。
11．One cannot take price separately from quality．
不能离开质量来谈价格。
12．I'm afraid there is not much room for further reduction．
我恐怕没有多大地降价的余地。
13．There is little likelihood of our reducing the price any more．
我们没有再降价的可能性了。
14．This is our rock bottom price．We can't lower it any further．
这是我们的最低价格，不能再低了。
15．The price is going up，owing to the rise in the cost of labor．
由于劳动力成本上涨，产品将价格上升。
16．Perhaps we can talk again tomorrow after you consult the head office．
等你们和总公司商量以后，也许我们可以明天再谈。
Part III．New Words and Expressions相关表达
at present目前
to be compared with．．．和……比较
price hike涨价
adjust调整
accordingly相应地
transaction交易
promising有前途的，有希望的
appropriate合适的，恰当的
reduction降价
in view of鉴于，着眼于……
cooperation合作
off降……
original price原价
modest幅度不大，规模小
superior to优于……，好于……
to be on the high side(价格)高
weaken变弱
more or less或多或少
cater to/for．．．迎合……
downward tendency下降趋势
temporary暂时的
price gap价格差异
on condition that条件是……
long-term长期的
definitely绝对地
rock bottom price最低价
appreciate感谢
token标志
to call it a deal成交
advance上升
grant给予……
discount折扣
attractive有吸引力的
accommodation照顾
to be in line with．．．和……一致
likelihood可能性
consult咨询
head office总部
Part IV．Compose a conversation based on the following situation．情景对话
Mr．Davidson came to China to purchase fashion clothes from your company．You have done business with him before．This time，he wants to place a fairly large order from your side but he is not satisfied with your price．Try to persuade Mr．Davidson that your price is competitive and reasonable．Finally you conclude business with him after a hard bargaining．