Yetkazib beruvchi bilan narx kelishish oltita bosqichda o‘tadi: tayyorgarlik (maqsadli narx va chegara), taklifni tahlil qilish (Could you break down the price?), birinchi javob (That’s above our budget), yon berish almashuvi (If you…, we could…), boshi berk holatdan chiqish va yozma tasdiq. Asosiy qoida: hech narsani bepul bermang — har bir yon berish evaziga nimadir so‘rang.
Umumiy muzokara iboralari (pozitsiya aytish, rad etish, kelishuvni yakunlash) English negotiation phrases sahifasida jamlangan. Bu sahifa torroq va amaliyroq: xarid bo‘limi (procurement) yetkazib beruvchi bilan birlik narxi, hajm, to‘lov va yetkazish muddatini qanday almashtirib kelishadi. Maosh bo‘yicha muzokara uchun alohida maosh haqida gaplashish sahifasi bor.
Narxdan tashqari: kelishiladigan shartlar lug‘ati
Faqat narx haqida gaplashsangiz, muzokara "kim ko‘proq yon beradi" bahsiga aylanadi. Shartlar ko‘p bo‘lsa, almashish uchun imkoniyat ham ko‘p.
| Inglizcha | Ma’nosi | Misol |
|---|---|---|
| unit price | birlik narxi | The unit price is USD 14. |
| volume discount | hajm uchun chegirma | Is there a volume discount above 1,000 units? |
| minimum order quantity (MOQ) | eng kam buyurtma hajmi | Your MOQ is too high for a first order. |
| lead time | tayyorlash va yetkazish muddati | What’s your lead time for 500 sets? |
| payment terms | to‘lov shartlari | Our standard payment terms are 30 days. |
| upfront / deposit | oldindan to‘lov | We can pay 30% upfront. |
| delivery terms | yetkazish shartlari (kim transport va sug‘urtani to‘laydi) | Is delivery to Tashkent included? |
| warranty | kafolat | Could you extend the warranty to two years? |
| late delivery penalty | kechikish uchun jarima | We’d need a penalty for late delivery. |
| quote | narx taklifi | Thanks for the quote. |
Xalqaro savdoda yetkazish shartlari odatda Incoterms qoidalari (EXW, FOB, DAP va boshqalar) bilan yoziladi. Ularning aniq ma’nosini shartnoma imzolashdan oldin Xalqaro savdo palatasining rasmiy manbalaridan yoki yuristdan tekshiring.
Oltita bosqich va har biri uchun iboralar
1. Tayyorgarlik (ichki, jamoa bilan). Uchta raqamni oldindan yozing: maqsadli narx (target price), chegaraviy narx (walk-away point, bundan yuqorida rozi bo‘lmaysiz) va muqobil variant (our alternative, masalan boshqa yetkazib beruvchi). Chegarani hamkorga aytmang.
2. Taklifni tahlil qilish. Raqamga darhol javob bermang, avval tushuning:
- Could you break down the price for us?
- What exactly is included in this quote?
- How does the price change if we order 2,000 instead of 1,000?
3. Birinchi javob. Aniq, lekin qo‘pol emas:
- Thanks. To be honest, that’s well above our budget.
- We were expecting something closer to USD 11 per unit.
- We’ve received lower quotes for similar quality. (faqat rost bo‘lsa)
4. Yon berish almashuvi. Shartli gap — muzokaraning asosiy grammatikasi:
- If you can lower the unit price to 12, we can commit to 1,500 units.
- We could pay 30% upfront, provided that you deliver in four weeks.
- We’d be willing to accept a longer lead time if the price comes down.
Yetkazib beruvchi tomonidan:
- We can offer a 5% discount on orders over 1,000 units.
- We could do 12.50, but only with 50% upfront.
- I’m afraid we can’t go lower on price, but we could include delivery.
5. Boshi berk holat.
- It seems we’re stuck on price. Can we look at the other terms?
- What would it take for you to meet us at 12?
- Let me discuss this with my manager and get back to you tomorrow.
6. Yakun va yozma tasdiq.
- So, to confirm: 1,500 units at USD 12.40, 30% upfront, delivery in five weeks.
- I’ll send you a summary by email today. Could you send the revised quote?
Yon berish jadvali: nima berasiz, evaziga nima so‘raysiz
| Siz beradigan narsa (xaridor) | Evaziga so‘raladigan narsa |
|---|---|
| Kattaroq hajm | Past birlik narxi, bepul yetkazish |
| Oldindan to‘lov | Chegirma yoki qisqa muddat |
| Uzoq muddatli shartnoma (1 yil) | Narxni qotirish (price lock) |
| Moslashuvchan yetkazish muddati | Past narx |
| Tez to‘lov (7 kun) | Qo‘shimcha kafolat yoki chegirma |
Qo‘llanish qoidasi: yon berishni doim shart bilan boshlang (If… / Provided that…), keyin nima berishingizni ayting. Tartib muhim: avval talab, keyin taklif. Aksincha aytsangiz, hamkor faqat taklifni eslab qoladi.
Kuchsiz → kuchli: 7 ta gap
| Kuchsiz | Kuchli |
|---|---|
| Your price is very expensive. | Your price is higher than we expected. |
| Make discount, please. | Is there any flexibility on the unit price? |
| Last price? | Is this your best offer? |
| OK, we agree to 14. (darhol) | We could consider 14 if delivery is included. |
| We can’t pay this. | That would be difficult for us at this stage. |
| Our maximum is 13. | We were hoping for something around 12. |
| Let’s decide later. | Could we agree on the price today and finalise delivery terms by Friday? |
Price "qimmat" bo‘lolmaydi: mahsulot expensive, narx esa high. Make a discount ham noto‘g‘ri birikma: give / offer a discount.
To‘liq namuna: mehmonxona uchun choyshab xaridi
Nodir — Samarqanddagi mehmonxonalar tarmog‘ining xarid bo‘limi menejeri. Elif — Turkiyadagi to‘qimachilik kompaniyasining sotuv menejeri. Video qo‘ng‘iroq. Ismlar, kompaniyalar va raqamlar misol uchun olingan.
Nodir: Thanks for sending the quote, Elif. Before we discuss the price, could you break it down for us? What’s included in the eighteen dollars per set?
Elif: Of course. That’s the bed linen set, packaging and delivery to our warehouse in Istanbul. Transport to Samarkand isn’t included.
Nodir: I see. To be honest, eighteen is well above our budget. We were expecting something closer to fourteen.
Elif: Fourteen would be very difficult. Our cotton prices went up this year. How many sets are you planning to order?
Nodir: Four hundred for now, for two hotels.
Elif: Our volume discount starts at six hundred sets.
Nodir: Then let me make a suggestion. If you can go down to fifteen, we can order six hundred sets and include our third hotel.
Elif: Six hundred at fifteen… I can’t go that low. I could do sixteen fifty for six hundred.
Nodir: What if we paid thirty percent upfront? Would that help you get closer to fifteen?
Elif: Upfront payment helps, yes. With thirty percent upfront, I could offer sixteen.
Nodir: Sixteen is still above our target. We could accept sixteen if you include delivery to Samarkand.
Elif: Delivery to Samarkand adds about a dollar per set for us. Let me think… We could include delivery if the lead time is six weeks instead of four. That way we can combine it with another shipment.
Nodir: Six weeks works for us, as long as there’s a penalty if the delivery is late.
Elif: Two percent per week of delay?
Nodir: That’s fair. So, just to confirm: six hundred sets at sixteen dollars, delivery to Samarkand included, thirty percent upfront, delivery in six weeks, and a two percent penalty per week of delay.
Elif: Yes, that’s right. I’ll send you the revised quote today.
Nodir: Great. I’ll send a summary email, and once we have the revised quote, we’ll prepare the contract.
Tahlil: Nodir birinchi bo‘lib narxni tushunishga harakat qildi (break it down). Har bir yon berish shart bilan keldi: hajm → narx, oldindan to‘lov → narx, uzoqroq muddat → bepul yetkazish, uzoq muddat → jarima sharti. Narx o‘n sakkizdan o‘n oltiga tushdi, lekin ikkala tomon ham nimadir oldi. Oxirida hamma shart bitta gapda takrorlandi.
Kelishuvni yozma tasdiqlash uchun email tuzilmasi business email namunalari sahifasida.
Bozordagi savdolashish odati ish muzokarasida
Chorsu bozorida Last price? deb, ketayotgandek qilish ishlaydi. Xalqaro xaridda bu uslub ishonchni buzadi. Uchta farqni yodda tuting:
- Ketib qolishga tahdid emas, muqobil variant. We have another offer faqat rost bo‘lsa aytiladi va ohista: We’re also talking to other suppliers, but we’d prefer to work with you.
- Raqamni aniq ayting. Fourteen va forty ni aralashtirish muzokarani buzadi. Urg‘u: fourTEEN, FORty. Katta raqamlarni mashq qilish uchun katta sonlarni inglizcha o‘qish sahifasi bor.
- "Yo‘q"ni yumshating. No o‘rniga That would be difficult, I’m afraid we can’t, We’re not in a position to…
Kundalik savdolashish (bozor, do‘kon) iboralari esa bozorda savdolashish sahifasida.
Mashq: shartli yon berishni tugating
Gapni to‘g‘ri variant bilan to‘ldiring.
- 1. ______ you can deliver in three weeks, we can order 800 units. (a) If b) Because)
- 2. We could pay 40% upfront, ______ that the price is 13. (a) provided b) providing to)
- 3. Your price is ______ than we expected. (a) more expensive b) higher)
- 4. Could you ______ us a volume discount? (a) make b) give)
- 5. Is there any ______ on the unit price? (a) flexibility b) flexible)
- 6. What’s your ______ time for 1,000 sets? (a) lead b) lid)
- 7. Let me discuss this with my manager and ______ to you tomorrow. (a) get back b) come back)
- 8. So, just to ______: 600 sets at USD 16. (a) confirm b) approve)
Javoblar
1 — a; 2 — a; 3 — b; 4 — b; 5 — a; 6 — a; 7 — a; 8 — a.
2-savolda providing that ham to‘g‘ri, lekin providing to xato. 7-savolda come back to you ham ishlatiladi, ammo ish yozishmasi va qo‘ng‘iroqlarda get back to you ancha keng tarqalgan.
Raqamli muzokarani ovoz chiqarib o‘ynash
Muzokarada eng qiyini — raqamni eshitib, darhol shartli gap bilan javob berish. BandMate ilovasida Bandi bilan shu dialogni o‘ynab ko‘ring: Bandi yetkazib beruvchi bo‘lib narxni tushirmaydi, siz esa hajm, to‘lov va muddat orqali almashuv taklif qilasiz. Ilova talaffuz va ravonlik bo‘yicha fikr bildiradi, raqamlarni aniq aytishingiz ham shu yerda sinaladi.
BandMate’ni Google’da afzal manba qiling
