商务公关：如何讨价还价

产品的销售价格在企业的营销过程中是一个十分敏感而又最难以有效控制的因素。它直接关系着市场对产品的接受程度，影响着市场需求量即产品销售量的大小或企业利润多少。因此，讨价还价是商务公关人员在商务活动中的一项必备技能。

让我们来看下面2段小对话：

Dialogue I

A: What's your price per dozen for leathern gloves?
每打皮手套的售价是多少？

B: 30 dollars per dozen.
每打30美元。

A: It's much too high. We have another offer for a similar one at a much lower price.
太贵了。同样的产品，我们另外得到的报价比这低得多。

B: I can assure you that our price is the most favorable. A trial will convince you of my words.
我向你保证，我们的价格是最优惠的，试一试你就知道了。

A: If you can go a little lower, I'd be able to give you an order on the spot.
如果你能把价格降低些，我现在就订货。

B: That's out of the question. You musk know that the cost of production has risen a great deal in recent years.
这是不可能的。你知道，近几年里生产成本增加了很多。

A: I hope you'll give a second thought to it.
希望你再考虑考虑。

B: We have to discuss the problem later.
我们只好下次再讨论这个问题了。

Dialogue II

A: Well, to come straight to the point, could you tell us something about your new price?
那好，开门见山地说吧，能说说你们的新价格吗？

B: Most willingly. It's $600 per ton.
很乐意。每吨售价600美元。

A: That's a high price.
好贵啊！

B: But you know, the price of this article has soared up since last year.
但你知道，去年开始这种商品的价格就在猛涨。

A: I know. But I must say it's still unacceptable.
我知道。但我还是不能接受这个价格。