七年前我还在一家贸易公司工作的时候,接触过一家澳洲的客户,这个客人算是澳洲较大的采购商。是通过美国拉斯xxx展会认识的。当时他们对我们的一款牛皮面橡胶底的防水登山鞋很感兴趣。从讨价还价开始,我就感觉到客人是个中高手。开始客人要我按最小订货量3000双报FOB香港价格({bfb}L/C AT SIGHT ),我报了$15.5P/P(PER PAIR)。客人回了封很简单的邮件:
You really gave me a jump. Your quotation of pro-mountain bootie was 15% higher than other vendors’. I have to put it pending. (你把我吓了一跳,你的登山鞋报价比其它的贸易商高出15%,我只好先搁置一边了。)
We have 20,000PRS Urgent order for Pro-mountain bootie, the latest time of delivery should be the first half of Aug. Please promptly send 2 colors lab-dips for our approval. Our target price is 14.75USD/PR; hope it is a good premise to the success of our first cooperation. Following is the order details:
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Please oblige me with a reply as quick as possible.
(译文) 我们有两万双登山鞋的紧急订单,最迟的交货期是八月份的上半月。请马上寄来两个颜色的鞋面料色卡给我们确认。我们的目标价是14.75USD/双。希望这个价格是我们首次合作成功的前提。下面是订单明细:。。。。。。。。。。。请尽快赐复为盼!
Thank you for calling off the pending state of the order(^_^). I sent 2 colors lab-dips via FedEx this morning. The Tracking No is ******. Please note, thanks!
As for the unit price, I took a long and arduous negotiation with factory after received your mail. Factory and I ended up by meeting each other half-way to reduce the unit price to $15.30P/P. We sure hope you would see our pure wishing which was to set up the mutually profitable cooperation with you. Following is the quotation details for your review:
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Await your prompt reply.
(译文):谢谢你解除此订单的搁置状态(呵呵)。今天上午我通过xx快递寄出了两个颜色的皮料色卡,快递号是******,请知悉,谢谢! 至于单价方面,收到你的邮件后,我跟工厂进行了长时间及艰苦的谈判。我们最终决定各自做出一些让步并把单价降到每双$15.30。真诚希望你能看到我们想跟你建立互利合作的心愿。下列是我们报价的明细供你参考:--------------,请尽快回复为盼!
I am appreciated your great efforts for ornamenting this suffering order to a mysterious jashmak. But your last quotation still seemed like an air castle which made me failed to reach for. We all need survive and do not necessarily spend too much time on the price issue. Let’s settle on the price to 15USD/PR, which is that I can ultimately accept. Therefore the total quantity will be reduced to 10,000PRS. Please do not shilly-shally again. An early reply will be much obliged.
(译文) 我非常感谢你们巨大的努力给这张多灾多难的订单披上神秘的面纱。只是你们上次的报价还是象空中楼阁一样让我可望而不可及。我们都需要生存,不一定要花太多时间在价格问题上。就让我们把价格定在15USD一双吧,这是我最终所能接受的价格了, 由此,此订单的总数将减少到1万双。别再犹豫了,请尽快回复。
看了这封邮件,我总算弄清楚了客人开始说的2万双的订单数量只不过是想以虚假的大订单数量套出我的价格底线。我也是{dy}次收到这种夸张及幽默并带有调侃的英文商务信函。到了这个份上,虽然已经把价格争取到了我的目标价了,但也不能这么爽快的答应客人,得在付款方式上做做文章,因为{bfb}L/C AT SIGHT虽然已经是很不错的付款方式了,但由于客人有说过要指定香港的某家验货行来验货,所以客人占的优势很大,也就是主动权仍然在客人手里,所以在这种时候要客人给订金是必要的,但必须利用这个讲价的机会提出来:
Your last mail made me trouble sleeping whole night. Moreover, this suffering order took me for a drowsed weekend. After a thorough discussion to those concerned, we finally accept the price of $15 per pair. But the payment terms indeed need change to 50% T/T deposit with 50% L/C at sight because we have to pay dearly for raw materials. This is the only condition I can give you under your price issue. ……..Await your early reply.
(译文) 你的上封邮件让我彻夜难眠,这张多灾多难的订单更让我度过了一个昏昏沉沉的xx。经过与相关人员仔细商量,我们最终同意你提出的每双15USD的价格。但付款方式{jd1}应该更改为50%的TT订金及50%的即期L/C,因为我们要花很大的成本去购买原材料。这是我们在你出的价格下{wy}能接受的条件了。希望你早日回复。