1、Unit Nine Price商讨价格l(1)As a buyer,if you are going to lower the price of the products of the seller,what and how would you say to him?Discuss this question with your partners.lI think you are well informed about the market for laptops.Some American firms are offering the same products at much lower
2、prices.我认为你们已充分了解市场上笔记本电脑的行情。一些美国公司以更低的价格提供相同的产品。lYour price is still on the high side even if take quality into consideration.即使我们考虑到质量问题，你们的价格还是偏高。lCompared with other suppliers,your price is rather on the high side.Are you negotiable?与其它供应商相比，你们的价格相当高。在价格方面可以商量吗？Key Word(s)：negotiate the price 商谈
3、价格商谈价格lLets talk about the price,whats your quotation?我们讨论一下价格问题吧，你们的报价是多少？lNegotiate the price and a discount.商讨价格和折扣。lWe need to negotiate the price.价钱上还需要谈谈。lWe would like to negotiate the price first.我们希望先商谈一下价钱。Key Word(s)：best price/minimum price/rock bottom price/bedrock price/base price 最低价最
4、低价lWhats your best price for that item?这种货你们最低价是多少？lSorry.This is our best price.对不起，这是我们最低的价格了。lIs this your best price?这是你们的最低价吗？lUnit price is the price of every piece of commodity.单价是每单位商品的价格。lThirteen dollars is the unit price.单价为十三美元。lThe unit price is eighty U.S.dollars.每对的单价是八十美元。lThe quanti
5、ty and the unit price are stipulated in each contract.商品的数量和单价在每份合同中都有详细规定。lWell place a big order if your price is acceptable.如果你方价格可接受，我们将下一个大订单。lIf the price is acceptable we would like to order now.如果价格合适，我们现在就想订货。lIf you find the above price acceptable,please fax us for our confirmation.如上述价格可接
6、受，请传真给我方以便确认。Key Word(s)：unacceptable pricelYour price is unacceptable,Mr.Smith.史密斯先生，你方价格实在是难于接受。lIf your price is unacceptable,our end-users will turn to other suppliers.假如您的价格让人难以接受，我们的客户就会转向其他的供给商。lBut you must realise that at this price our margin is unacceptable.但你要认识到，我们的利润是无法接受的。Key Word(s)：
7、reasonable pricelThese jeans are on sale at reasonable prices.这些牛仔裤正以一个合理的价格出售。lMy friend knows where he can pick up a good used car for you at a reasonable price.我朋友知道他能在哪儿以合理的价格为你买一辆好的二手车。lWe focus on high-quality products at reasonable price,as well as excellent service and reliable reputation.我们
8、专注于高品质的产品以合理的价格，以及优质的服务和可靠的声誉。Key Word(s)：come to terms 妥协；达成协议；谈好条件妥协；达成协议；谈好条件lIf you are prepared to cut down your price by 5%,we might come to terms.如果责方愿意减价8%，也许能达成交易。lIf you insist on this price,we can hardly come to terms.如果你坚持你方价格，我们很难达成交易。lShould you be prepared to reduce your price we migh
9、t come to terms.你们一旦准备好降价我们就可以谈条款了。Part Three Classroom ActivitieslClassroom Activity 1l1.You make Mr.Smith,an American businessman,an offer for the article which sells well in the European market.And he accepts your general terms and conditions.Make a dialogue in pairs on the given situation.Sample
10、 DialoguelA:Good morning.lB:Good morning.Its our pleasure to have you at our product launch.I hope our products can make this product launch energetic.A:I hope so.This new product sells well in European market.B:I think it will be in great demand in your market.lA:What is the price?lB:Articles of th
11、is description cost on an average two thousand dollars each.lA:That is far more costly than I expected.lB:The quotations in our price list are the cheapest.Moreover,the dearer the article,the better it is.lA:Im afraid the price is unacceptable.lB:What price did you offer for it?lA:Will you reduce yo
12、ur price by 10%?I think it is a fair price.lB:OK.Ill respond to your counter-offer by reducing our price by 10%.Fine quality and reasonable price will help push the sales of the products.lA:Its been a pleasure to do business with you,Mr.Smith.lB:The pleasure is ours.l2.You make Mr.Brown an offer for
13、 the article which sells well in the American market.And Mr.Brown counter-offers at a much lower price.After a bargaining,you allow him a quantity discount and you meet each other half way.Make a dialogue in pairs on the given situation.Sample DialoguelA:Would you please let us know about your price
14、s?The amount of our offer depends largely on your prices.lB:Here are our latest price sheets.Would you like to have a look?lA;Im waiting for your offer.lB:Our offer is$120 per piece of carpet,FOB Tianjin.A:Thats a high price!It will be difficult for us to make any sales.lB:My offer was based on reas
15、onable profit,not on wild speculations.You know the price of the wool has gone up since last year.Our price is relatively favorable.lA:We cant accept your offer unless the price is reduced by 5%.lB:I appreciate your counter-offer but find it too low.lA:Its unwise for either of us to stick to ones ow
16、n price.How about meeting each other half way,and in that way business can be concluded.lB:All right.$115 per piece.Moreover,weve kept the price close to the costs of production.lA:Could you please renew your offer for 2 days further?lB:Our offer remains open for 3 days.l3.You make Mr.Brown an offer
17、 for the article which sells well in the American market.And Mr.Brown counter-offers at a much lower price.But you stick to your quotation and refuse him a discount.Make a dialogue in pairs on the given situation.Sample DialoguelA:Would you please let us know about your prices?The amount of our offe
18、r depends largely on your prices.lB:Here are our latest price sheets.Would you like to have a look?lA;Im waiting for your offer.lB:Our offer is$120 per piece of carpet,FOB Shanghai.A:Thats a high price!It will be difficult for us to make any sales.lB:My offer was based on reasonable profit,not on wi
19、ld speculations.You know the price of the wool has gone up since last year.Our price is relatively favorable.lA:We cant accept your offer unless the price is reduced by 5%.lB:I appreciate your counter-offer but find it too low.Im afraid I cant accept this pricelA:Im sorry about that.l1.As a buyer,if
20、 the seller is unwilling to lower to price of the products you need,what and how would you say to him?Exchange your opinions with your partners about this question.Reference AnswerslIf you reduce the price by 5%,we will place our trial order with you right now.l若贵方同意降价5%，我们就立即试订此货。2.Translate the fo
21、llowing sentences into English.（1）我们讨论一下价格问题吧，你们的报价是多少？lLets talk about the price,whats your quotation?（2）这是你们的最低价吗？lIs this your best price?（3）即使商品质量好,也不能漫天要价。lEven quality goods must have a price ceiling.（4）这要视乎你的订货量，一般价格是每吨10元。lIt depends on the quantity you request.Our average price is 10 dollar
22、s per ton.（5）单价是每单位商品的价格。lUnit price is the price of every piece of commodity.（6）价格为什么这么高?lWhy is the price so high?（7）如果你方价格可接受，我们将下一个大订单。l Well place a big order if your price is acceptable.（8）假如您的价格让人难以接受，我们的客户就会转向其他的供给商。lIf your price is unacceptable,our end-users will turn to other suppliers.(9
23、)这些牛仔裤正以一个合理的价格出售。lThese jeans are on sale at reasonable prices.(10)如果你坚持你方价格，我们很难达成交易。l If you insist on this price,we can hardly come to terms.l3.Challenge:complete the sentences based on what you have learned.l(1)Im afraid there is no room to_ negotiate the price.(恐怕没有再讲价的余地了。)l(2)Please quote yo
24、ur _ best price and _delivery _ time.(请报最佳价格及交货期。)l(3)Whats the _ maximum _price you have in mind?(您预算的最高价是多少？)l(4)The unit price is eighty U.S.dollars.(每对的单价是八十美元。)l(5)Furniture of this style will go at a high _price.(这种款式的家具将卖得高价。)l(6)If the price is _ acceptable we would like to order now.(如果价格合适
25、，我们现在就想订货。)l(7)The price is now _ unacceptable for ordinary citizens.(现在的房价是普通市民无法接受的。)l(8)My friend knows where he can pick up a good used car for you at a _ reasonable price.(我朋友知道他能在哪儿以合理的价格为你买一辆好的二手车。)l(9)If you are prepared to cut down your price by 5%,we might come to terms.(如果责方愿意减价8%，也许能达成交易。)lThank you
