外贸英语一点通第13期:价格谈判(3)

 　　Discount 折扣

　　A: We can offer you 5% discount.

　　B: Your price is rather out of line, much higher than we expected. We can’t buy with your offer.

　　A: Well, what do you suggest then? How about 8%?

　　B: When we say your prices are much too high, we don’t mean they are higher only by 2 or 3 percent. If we are to place an order with you, I think a discount of about 15% would be sufficient.

　　A: What? You want to drive me bankrupt! You can’t expect us to make such a large reduction.

　　B: There’s no point in making a counter offer because the gap is too great.

　　A: How about 10%? This price is already a little tight, our profit margin¹ is not that large.

　　B: OK. I can settle for that.

　　重点讲解：

　　1. sufficient 足够的，充分的

　　2. bankrupt 破产者，破产

　　3. counter 相反，起抵消作用的事物

　　A: 我方可以给贵方5%的折扣。

　　B: 贵公司的价格与行情不符，比我方所预料的要高得多。我们不能接受这一价格。

　　A: 嗯，那你想减少多少？8%的折扣怎么样？

　　B: 我们说你们的价格太高，并不是说仅仅高出2%或3%。如果我们要向你们订货，我认为大约15%的折扣倒还差不多。

　　A: 什么？你想让我们公司破产吗？我们不可能打这么低的折扣。

　　B: 由于相差太悬殊，讨价还价也没有什么意义。

　　A: 10%怎么样？这个价格已经有点勉强了，我们的利润没有那么高的。

　　B: 好吧，成交。

 

1 margin   

n.页边空白；差额；余地，余裕；边，边缘

参考例句：

• We allowed a margin of 20 minutes in catching the train.我们有20分钟的余地赶火车。
• The village is situated at the margin of a forest.村子位于森林的边缘。