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24/08/2018

【議價Email】Power up議價能力!商業談判常用英語

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  • Zephyr Yeung

    Zephyr Yeung

    從小喜歡英文且極具好奇心,奈何小時候發問時往往都會被告知「背左佢啦」,心有不甘繼而透過閱讀和研究來尋根究底,長大後深深了解香港人學習英語時會遇到的障礙,並研究出獨有的方法瞬速提升英文水平,從此不再視學英文為畏途。你ready好晉升為「職場英語達人」未?

    逢周五更新

    職場英語教室

  議價,亦即是協商價格,指買賣雙方透過一定程度的協商去確立一個雙方都願意接受的價格。擁有良好的議價談判技巧有助你在談判中取勝,同時亦有利於建立雙方長期合作的關係。不想因為自己是英文的「有限公司」而錯失大展鴻圖的良機?現在就來學學如何輕鬆寫好「商議價格」的英文email吧!

 

 

I. 議價必學單詞、片語及短句

 

達成協議:

to come to an agreement

to come to a decision

 

最後出價:

final offer

 

超出預算:

over budget

 

預算不多:

a tight budget

 

預算有限:

limited budget

 

開價:

to go for charge

 

殺價:

to cut price down

to knock sth. off

to drive a bargain

[Informal] to haggle the price

[Informal] to beat down the price

 

降價:

to reduce the price

to lower the price

to cut price down

to mark down prices

to bring down prices

 

議價:

to negotiate prices

 

預算赤字:

budget deficit

 

收支平衡:

to balance the budget

 

表達交易意願:

We are very eager to come to a deal as soon as possible.(我們非常希望能儘早達成交易。)

 

議價:

Would it be possible to order 2,800 units at HKD 50,000?(可不可能以港幣五萬訂購二千八百件呢?)

 

超出預算:

The price you quoted is a little out of our budget.(你報的價有點超出我們的預算。)

 

II. 議價必學句型

 

句型1:表示超出預算

● ‘Unfortunately, ______________ does not allow us to meet the quoted price.’

 例句:Unfortunately, our budget does not allow us to meet the quoted price.

 很可惜,我們的預算不容許我們接受這份報價。

 

句型2 :狀況說明

● ‘At the current rate, we would have to +  _______V._______’

 例句:At the current rate, we would have to lower our order from 4,000 to 3,000 units.

 以目前匯率來看,我們必須將訂單從四千降到三千件。

 

句型3:議價

● ‘Is there any way we could + _______V._______?’

 例句:Is there any way we could get 4,000 units for HKD$60,000?

 我們有辦法用港幣六萬元買四千件嗎?

 

句型4:期待達成交易

● 'We would like to come to a deal …… '

 例句:We would like to come to a deal as soon as possible.

 我們希望能儘早達成交易。

 

 

III. 通用例句

 

1.委婉請求:

 

  可以先讚美供應商與產品,並感謝對方提供報價,表明自己訂購的誠意,然後才說明自己立場,希望對方降價,另外,也可進一步講述期望對方降價的原因。

 

Example 1: 

Our market survey shows that your price is generally at least 6% higher compared with your competitors.

我們的市場調查顯示,貴公司的價格普遍高出同業至少6%。

 

Example 2:

That would leave us no room for profit.

這將壓縮我們的利潤空間。

(‘leave no room’:沒有餘地)

 

2.互惠提案:

議價是一來一往的,所以可以多提解決方案(例如問對方有沒有大量訂購的優惠,或是多訂幾個才能降低售價)。

 

Example 1:

If you cannot offer this price, I’m afraid that we would have to look at getting other suppliers for this job. 

如果您無法提供此價格,恐怕我們必須尋找其他的供應商。

 

Example 2:

If we increase our order by 150 units, can you give us a better deal? 

如果我們多訂150件,你能提供更優惠的交易條件嗎?

 

IV. 如何用e-mail議價

 

Date: August,16, 2018

To: Braden Petersen

From: Faye Chan

Subject: Over Our Budget

 

Greetings Mr. Petersen,

 

Thank you for your prompt 迅速的 reply. I wasn't expecting to hear back from you so quickly. [超出預算 Unfortunately, our budget does not allow us to meet the quoted price.] Due to other investments, our funds are limited. [狀況說明 At the current rate, we would have to lower our order from 5000 to 3000 units.] Since this number is a bit too small for our needs, we are forced to ask for a discount. [議價 Is there any way we could get 5000 units for $120,000?]

 

In our past dealings you have known us to be very straightforward. We also appreciate your willingness 樂意 to accommodate 迎合;遷就 our needs. That is why we come back to do business with your company.

 

We are in somewhat of a hurry to receive the units, so [期待達成交易 we would like to come to a deal as soon as possible. Thank you again.]

 

Sincerely,

Faye Chan, Area Manager

WisePort LTD.

 

*議價時可表示與對方一直以來都合作愉快,並希望能再次合作,作為議價談判的籌碼。

 

注意:每個文化議價的方法都不同(例如:美國的談判節奏一般相對較快,他們認為談判語言應該直接、清楚),因此,在跟對方議價前,建議先做足 preparations,了解不同文化上的差異。

 

V. 如何用e-mail回覆議價

 

Date: August 17, 2018

To: Faye Chan

From: Braden Petersen

Subject: Re: Over Our Budget

 

Dear Faye Chan,

 

We understand your budget and time constraints 限制. For the number you mentioned, the best we can offer is 4800 units. Your business is important to us, so we are willing to offer a one-time discount. If you really need 5000 units, then our price will be $126,000. Is either of these terms acceptable?

 

Sincerely

Braden Petersen, Sales Associate

Lifelong Digital

 

 

 《經濟通》所刊的署名及/或不署名文章,相關內容屬作者個人意見,並不代表《經濟通》立場,《經濟通》所扮演的角色是提供一個自由言論平台。

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