外贸英语口语讨价还价对话模板

（一）我们的价格和数量有关，因为你的数量有限，所以我们不能降价；（二）我们现在的原材料的价格在上涨，我们的经营成本在增长，所以我们的价格也上涨；（三）我们和同行的质量不相同，我们的质量通过认证，有保障，同行不能够做到，所以我们的价格比同行高；（四）我们提供的优质服务及我公司的信誉同行不能提供给你。

因为我们的服务也需要成本，所以我们的价格比同行高点；（五）因运输成本的增长，我们的销售成本也在增长，所以我们的价格也比较高；（六）因我们对工人的工资待遇提高，这也给我们的生产质量提供保障，我们的产品单位价格上升，所以我们的价格也上升；（七）给你的价格已经是最低价格，给你的同行是高于你的价格，我们已经做到我们最大的可能性地为你服务了，如需要证实，可以给另外一个客人的报价给你看。

情景一佩利丝: Mr. Brown, I'm anxious to know about your offer.布朗先生.我很想知道你们的报盘情况.布朗: Well, we've been holding it for you, Mrs. Perless. Here it is. Five hundred cases of black tea, at 20 pounds per kilogram, C.I.F., Liverpool. Shipment will be in July.佩利丝女士.我们还一直为你保留着这一报盘.这个就是:500箱红茶.成本加运费保险费到利物浦价.每公斤20英镑.七月装船.佩利丝: That's a high price! It will be difficult for us to make any sales.价格太高了!我们很难销售.布朗: I'm rather surprised to hear you say that, Mrs. Perless. You know the price of black tea has gone up since last year. Ours compares favorably with what you might get elsewhere.佩利丝女士.你这么说我很吃惊.你知道从去年以来红茶价格已经上涨.我们的价格比起你从别处可以买到的价格是较为优惠的.佩利丝: I'm afraid I can't agree with you there. India has just come into the market with a lower price.这点我恐怕不能同意.印度正好刚打入市场.价格比较低.布朗: Ah, but everybody in the tea trade knows that US's black tea is of top quality. Considering the quality, I should say the price is reasonable.不过.茶叶商人都知道美国红茶质量好.结合质量考虑.我认为这个价格很合理.佩利丝: No doubt yours is of high quality, but still, there is keen competition in the tea market. I understand some countries are actually lowering their prices.毫无疑问.你们的红茶质量上等.但是茶叶市场竞争激烈.我知道有的国家实际上正在削价抛售.布朗: So far our commodities have stood the competition well. The very fact that other clients keep on buying speaks for itself. Few other teas can compare with ours either for flavor or color.目前为止.我们的商品都是经得起竞争的.其他客户不断地向我们购买就证明了这一点.在香味或色泽方面.其他品牌的红茶很难与我们的红茶媲美.佩利丝: But I believe we'll have a hard time convincing our clients at your price.不过我认为很难说服我们的客户们接受你方的价格.布朗: To be frank with you, if it weren't for our good relations, we wouldn't consider making you a firm offer at this price.坦率地说.如果不是为了我们之间的友好关系.我们本来不会考虑以这个价格报实盘的.佩利丝: All right. In order to get the business, I accept.好吧.为了达成交易.我接受了.布朗: I'm glad that we've settled the price.很高兴我们就价格问题达成了协议.佩利丝: Now about the quantity. You said you could offer me only 500 cases, which I think is not enough. Last year we sold 700 cases, and I'm sure I can do better this year. I hope you can offer me at least 800 cases.现在谈谈数量问题.你说只能供应500箱.这不够.去年我们销售了700箱.今年肯定能销售更多.我希望你至少能报800箱.布朗: Because of the rapid growth of both our domestic and foreign markets, our production hasn't been able to go forward at an equal pace with the demand. 500 cases are the best I can offer you at present.由于国内外市场迅速发展.我们的生产已赶不上需求.目前我最多能报500箱.佩利丝: I see. But if I don't take care of the supply of my market, my customers will naturally turn somewhere else for their needs.我知道.不过如果我不能充分供应市场的话.我的顾客势必会从别处购货.布朗: Sorry, I don't think we can offer you more than 500 cases this year. As a matter of fact, we have made a special effort to get even these 500 cases for you.很抱歉.我想今年供应不可能超过500箱了.事实上.供应这500箱我们还做了特别的努力.佩利丝: All right. We'll take the 500 cases this time. But I do hope you can supply more next time. 好吧.这次我们就接受500箱.但希望下次你方能多供应些.布朗: We'll see if we can do better next year.那得看明年我们能否多供应一些.情景二Peter: I'd like to get the ball rolling by talking about prices.我们从价格开始吧。

Smith: Shoot. I'd be happy to answer any questions you may have.洗耳恭听。

我很乐意回答你的任何问题。

Peter: Your products are very good. But I'm a little worried about the prices you're asking.贵司产品非常不错，但我有点担心你的价格。

Smith: You think we will be asking for more?你认为我们会要的更多吗？Peter: 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.那并不是我想的。

我知道你们的研究成本是很高，但我希望能得到七五折。

Smith: That seems to be a little high. I don't know how we can make a profit with those numbers. 太高了。

这样的折扣我们没有利润了。

Peter: We said we want 10000pcs over a three-month period. What if we plan orders for a year,with a guarantee?我们接下来的三个月需要采购10000个，如果我们保证一年的订单怎么样？Smith: If you can guarantee that on paper,I think we can discuss this further.如果你能将你的保证写下来的话。

我想可以考虑。

情景三关于价格谈判怀特: 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.情景四：重点词汇：1. soar: 高涨2. quotation: 报价3. point out: 指出4. to be frank with: 坦白说下面我们来看看这几个词汇是怎么用在这个情景对话中的：A: I've come about your offer for bristles.A: 我今天来访的目的是想听取你方对猪鬃的报盘。