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1、Unit Nine Price,商讨价格,Part one Warm-up:,(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.,Reference Answers,I think you are well informed about the market for laptops. Some American firms are
2、 offering the same products at much lower 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。 Your 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。 Compared 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
3、高。在价格方面可以商量吗？,Key Word(s)： negotiate the price 商谈价格,Lets 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？ Negotiate the price and a discount.商讨价格和折扣。 We need to negotiate the price.价钱上还需要谈谈。 We 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
4、/rock bottom price/bedrock price/base price 最低价,Whats your best price for that item? 这种货你们最低价是多少？ Sorry. This is our best price.对不起，这是我们最低的价格了。 Is this your best price?这是你们的最低价吗？,Key Word(s)： ceiling price/maximum price 最高价,Price ceiling is a legal maximum on the price at which a good can be sold.价格
5、上限是一个法律上的最高价，在此基础上货物可以可以出售。 Even quality goods must have a price ceiling.即使商品质量好, 也不能漫天要价。 Well, since you deal with us so sincerely, we will reduce the price ceiling as much as we can .不过，既然你这么有诚意与我们做生意，那么我们也尽我们所能，最高限度把价格降低。,Key Word(s)：average price 平均价,It depends on the quantity you request. Our
6、average price is 10 dollars per ton.这要视乎你的订货量，一般价格是每吨10元。 The average price for the toys on the list is just over 26-about 6 less than two years ago.名单上所列玩具的平均价格只有26英镑，与两年前同类产品的平均价格相比下降六镑。 We plot them as lines on price charts, each of whose points reflects the latest average price.我们用价格图上的均线来表示，它们反
7、映了最近的平均价格。,Key Word(s)：unit price 单价,Unit price is the price of every piece of commodity.单价是每单位商品的价格。 Thirteen dollars is the unit price.单价为十三美元。 The unit price is eighty U. S. dollars.每对的单价是八十美元。 The quantity 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。,Key Word(s): acce
8、ptable price,Well 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。 If the price is acceptable we would like to order now.如果价格合适，我们现在就想订货。 If you find the above price acceptable, please fax us for our confirmation.如上述价格可接受，请传真给我方以便确认。,Key Word(s)：unacceptable price,Your price is un
9、acceptable, Mr. Smith.史密斯先生，你方价格实在是难于接受。 If 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。 But 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)：reasonable price,These jeans are on sale at reasonable p
10、rices.这些牛仔裤正以一个合理的价格出售。 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。 We focus on high-quality products at reasonable price, as well as excellent service and reliable reputation.我们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 ter
11、ms 妥协；达成协议；谈好条件,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。 If 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。 Should you be prepared to reduce your price we might come to terms. 你们一旦准备好降价我们就可以谈条款了。,Part Three Classroom Acti
12、vities,Classroom Activity 1 1. 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 Dialogue,A: Good morning. B: Good morning. Its our p
13、leasure 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. A: What is the price? B: Articles of this description cost on an average two thou
14、sand dollars each. A: That is far more costly than I expected.,B: The quotations in our price list are the cheapest. Moreover, the dearer the article, the better it is. A: Im afraid the price is unacceptable. B: What price did you offer for it? A: Will you reduce your price by 10%? I think it is a f
15、air price. B: 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. A: Its been a pleasure to do business with you, Mr. Smith. B: The pleasure is ours.,Classroom Activity 2,2. You make Mr. Brown an offer for th
16、e 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 Dialogue,A: Would you please let us know about your prices? The amount of our offer depends largely on your prices. B: Here are our latest price sheets. Would you like to have a look? A; Im waiting for your offer. B: Our offer is $120 per
