关于价格2014.5.7.ppt

Unit 6 Negotiating（III） On Price 第六章 谈判磋商（三） 关于价格 2014/05/07 Leading-in Questions:  Q1: Why do you think the seller and the buyer would spend most of their time in bargaining prices during the business negotiation? The price of goods reflects the profit of the seller and the cost of the buyer. So the price of goods is certainly among the chief terms discussed in business negotiation and the seller and the buyer would spend most of their time in bargaining prices during the business negotiation. Q2: What does it mean to say price bargaining does not mean merely negotiating price but means negotiating all the terms and conditions? It means that the seller and the buyer need to negotiate all the terms and conditions during the price bargaining because the price of the goods is related to all the other terms and conditions of the contract. Any change in these terms would result in price adjustment. So the seller needs to be very careful in quoting the price to the buyer and needs to state necessary terms on which the price is quoted. Q3: What should be made clear when the seller and the buyer talk about price during business negotiation? When talking about price during business negotiation, the seller and the buyer usually need to make clear the following points: 1. The trade terms on which the price is quoted; 2. The liabilities of the seller and the buyer under the price terms; 3. The commission and/or discount in the quoted price报价; 4. The price adjustment in the price clause of the contract. 压价 To force the price down To beat the price down To hold the price down To cut the price down To keep the price down To drive the price down To put the price down To depress the price Some more再来一点；再多一点 Any more用于疑问句 To talk it over some more To think it over some more= a second thought To work it out Work out 这个词 1. 解决, 解答; 计算出This problem will not work out.这个问题解答不了。 2. 产生结果; 发展The plan worked out badly.计划进行不顺利。 3. 锻炼These athletes work out at the g