商務英語談判

BusinessNegotiation

商務談判的外延很廣，包括貿易談判、招標與投標談判、引資和投資、工程承包、技術轉讓等方面的談判。中國加入世界貿易組織以來，對外貿易呈現出一片嶄新的面貌，進出口貿易往來日益增多。貿易談判作為商務活動中的一個重要環節，對國內外企業間的合作、進出口貿易的成敗起著舉足輕重的作用。首先我們主要學習貿易談判及其口譯。

貿易談判主要環節從貿易談判實務中總結出的談判基本程序包括：建立業務關系（establishrelations）詢盤(inquiry)發盤（offer）還盤（counteroffer）付款（payment）傭金（commission）折扣（discount）包裝（packing）貨運(shipment)保險（insurance）合同條款（contractterms）索賠（claim）Inquiry詢盤Aninquiryisarequestforinformation.Whenabusinessmanintendstoimportgoods,hewillmakeaninquirytoanexporteraskingforinformationoranofferforthegoodshewishestobuy.Theinquirymayinclude:price、specifications、quality、packing、deliverytime、paymentterms

etc.貿易談判口譯詢盤(inquiry)在這個環節中經常用的句子有：CanImakeaninquiry?/Couldyougiveussomeideasaboutyourprices?/Willyoupleaseinformusofthepricesatwhichyoucanofferthegoods?/Ihopetohaveyourquotationfor…?2.發盤（offer）在這個環節中經常用的句子有:Wearepleasedtomakeyouanofferfor…/Here’souroffer./Iexpectyoutoacceptourgeneraltermsandconditionsoftrade./Wouldyoutelluswhatquantityyourequiresothatwecanworkouttheoffer?3.還盤（counteroffer）在這個環節中經常用的句子有:Yourpricesoundsabittoohigh./Yourpriceismuchhigherthanweexpected./Willyoureduceyourpriceby…%?/Inordertoconcludethetransaction,Ihopeyouwillseeyourwaytobringdownyourpriceby…%?/Ifyoustandfirm,wecanhardlycometoterms.SupplementaryVocabulary暢銷品bestseller/quick—sellingproduct展覽品exhibitsondisplay開辟市場establishamarket有銷路haveagood/readymarket樣式design銷售說明書salesliterature交易會tradefair商標trademark成交concludeadeal/transactionwithsb條款termsandconditions客戶client/customer老主顧regularcustomer發貨deliver一般(具體)詢盤general(specific)inquiry報價單quotationlist(sheet)享有盛譽enjoygreatreputation(popularity)廠商manufacturer供應商supplier需求量很大ingreatdemandMay

I

have

an

idea

of

your

prices?可以了解一下你們的價格嗎？Can

you

give

me

an

indication

of

price?你能給我一個估價嗎？Please

let

us

know

your

lowest

possible

prices

for

the

relevant

goods.請告知你們有關商品的最低價。If

your

prices

are

favorable,

I

can

place

the

order

right

away.如果你們的價格優惠，我們可以馬上訂貨。We'd

rather

have

you

quote

us

FOBprices.我們希望你們報離岸價格。Would

you

tell

us

your

best

prices

C.I.F.

Humburg

for

thechairs.請告訴你方椅子到漢堡到岸價的最低價格。Offerandcounter--offer

Anofferisapromisetosupplygoodsonthetermsandconditionsstated.Itcanbeafirmofferwhichisapromisetosellgoodsatthestatedprice,usuallywithinastatedperiodoftime.Italsocanbeanon—firmofferwhichismadewithoutengagementandissubjecttotheseller’ofthegoods.2.qualityandspecifications.3.quantity.4.detailsofprices.5.discount.6.termsofpayment.7.timeofshipment.8.packingUsuallyanofferwillincludethefollowing:Acounter—offerismadewhentheprospectivebuyersfindanytermsandconditionsintheofferunacceptable.Sometimesbuyersmaytaketheinitiativetomakeabidtosellers.Ifthebidisnotacceptabletothesellers,acounter—bidwillbemadesubsequently.Offerandcounter--offerItisalsocallednegotiatingpricesAboutcurrenciesAustralianDollarCanadianDollarHongKongDollarUSDollarEuroDollarSwissFrancGermanMarksJapaneseYenRMBSupplementaryVocabularyAcceptablepriceAttractivepriceWorkablepriceCurrentpriceFavorableprice優惠價格Floorprice(rockbottomprice)MarketpriceRetailpriceWholesalepriceFirmofferSalesvolume銷量50%off25%discountBuyone,getoneWecanofferyouaquotationbasedupontheinternationalmarket.我們可以按國際市場價格給您報價。

Wethinkyourofferistoohigh,whichisdifficultforustoaccept.我們認為你方的報價太高了，我方難以接受。Ourofferisreasonableandrealistic.Itcomesinlinewiththeprevailingmarket.

我方的報價是合理的、現實的，符合當前市場的價格水平。Ifyouinsistonyourpriceandrefusetomakeanyconcession,therewillbenotmuchpointinfurtherdiscussion.

如果你方堅持自己的價格，不作讓步，我們沒有必要再談下去了。Wecan'tacceptyourofferunlessthepriceisreducedby5%.

除非你們減價5%，否則我們無法接受報盤。

Ifthepriceishigherthanthat,we'drathercallthewholedealoff.

如果價格比這還高，我們寧愿放棄這樁生意。

Let’smeeteachotherhalfway.那我們各讓一步吧。貿易術語FOB為FreeOnBoard的縮寫，意思是“裝運港船上交貨”，即“離岸價”。其后要標明指定的裝運港。按照?國際貿易術語解釋同通則?，采用FOB成交時，賣方承擔的基本義務是在合同規定的裝運港和規定的期限內，將貨物裝上買方指派的船只，并及時通知買方。貨物在裝船時越過船舷，風險即由賣方轉至買方。2．CIF的全稱是Cost(成本費)加Insurance(保險費)加Freight(運輸費)，即“到岸價”。Commission傭金一般是代理商因介紹交易而獲取的報酬.傭金一般是以百分比的形式給予.Weshallremityoua5%commissionofinvoicevalueafterpaymentiseffected.Weusuallypayouragentsa5%commissionofthevalueforeachdeal.Wewishtobeyouragentinourdistrictifthecommissionrateisfavorable.PaymenttermsPaymentterms支付條件,是國際貿易中的主要交易條件之一.

支付條件包括:使用的貨幣、付款金額、時間和地點、支付方式等.按結匯方式來分:記帳結算和現匯結算按支付時間來分:預付、即付和延付按付款依據來分:貨到付款和憑單付款信用證

（LetterofCredit—L/C）國際貿易中常用的一種支付和結算方式，即由銀行（開證行）根據買方（申請人）的要求和指示，向賣方（受益人）開立的一定金額，在一定期限內按規定條件付款的憑證。只要賣方(受益人)提供與信用證條款相符的貨運單據,開證行必須履行付款義務.支票是一種銀行信用，由銀行做買賣雙方的中間人和擔保人，使賣方收匯和買方收貨都有安全保證，有助于促進雙方順利達成交易和資金周轉。在國際貿易中被廣泛使用.(bank’scharge&deposit--tieupthemoney)

irrevocable:(不可撤消的)，這個詞在信用證中極為重要，“不可撤消信用證”一經開出，在其有效期內，未經受益人同意，開證行或買方不得修改或撤消。

We’lldeliverthegoodswithin30daysafterwereceivetherelevantL/C.付款交單(DocumentsAgainstPayment—D/P)

跟單托收的一種交單方式。按照這種方式，代收行交單以付款人付款為前提。如匯票遭到拒付，賣方仍握有代表貨物所有權的提單，可保留對貨物的支配權。因風險較小,付款交單使用得也較多.

承兌交單(DocumentsAgainstAcceptance—D/A)

跟單托收的一種交單方式。按照這種方式，匯票的付款期限均為遠期；付款人承兌遠期跟單匯票后，代收行即將所附全套貨運單據交給付款人，等到匯票到期付款人始付票款。因對賣方來說有較大風險，因此這種方式一般只用于信用記錄較好的老客戶。這種方式其實是出口人對進口人的一種資金融通(accommodation)。

paymentbyD/A60day’ssightOurtermsofpaymentarebyaconfirmedirrevocableletterofcreditbydraftatsight.我們的支付方式是以保兌不可撤消的、憑即期匯票支付的信用證。2.Inordertoconcludethebusiness,Ihopeyou’llmeetmehalfway.Whatabout50%byL/CandthebalancebyD/P?為了做成這批生意，希望雙方都各讓步一半。百分之五十以信用證付款，百分之五十按付款交單怎么樣？

3.Wehaveinstructedourbanktoopenanirrevocabledocumentaryletterofcreditinyourfavor.Theamountis$1,300.

我們已通知我方銀行開立以你方為受益人的、不可撤消的、跟單信用證，其金額為一千三百美金。

4.Weshalldrawonyouat60dayssightthegoodshavebeenshipped.Pleasehonorourdraftwhenitfallsdue.

貨物裝運后，我們將向你方開出見票六十天內付款的匯票，請到期即付。packingouterpacking(transportpacking)innerpackingWrapper[?r?p?(r)]封皮polythene[?p?l?θi:n]聚乙烯carton(cardboardbox)woodencasemetalstrapfragiledampCartonsarenotstrongenoughforheavygoods./We’llusemetalstrapstoreinforcetheoutside./Cartonsareeasytocutopen,andthisincreasestheriskofpilferage./Allourcartonsarelinedwithplasticsheets,sotheyarewaterproof.(,whichiswaterproof)/WaterproofDamp—proofLeak—proofLining

mark嘜頭

IndicativeMark指示性標志

WarningMark警告性標志

upward向上，由下往上

ThisSideUp此端向上

HandleWithCare小心輕放

KeepUpright勿倒置

UseNoHooks請勿倒掛

Keepinadryplace在干燥處保管

Keepinacoolplace在冷處保管

Keepawayfromboilers遠離鍋爐

Keepawayfromheat請勿受熱

Keepawayfromcold請勿受冷

KeepDry防濕

Explosive爆炸品

Fragile易碎品

Inflammable易燃品

Thewoodencaseshouldbenotonlyseaworthybutalsostrongenoughtoprotectthegoodsfromanydamage.

木箱不僅要適合于海運，還要十分堅固足以保護貨物不受任何損失。

Pleasebeassuredthatthepackagingisstrongenoughtowithstandroughhandling.請確保此包裝牢固，足以承受粗糙地搬運。insuranceCargotransportinsuranceistoprotecttheinterestsofimportersandexportersfrompossiblefinanciallossescausedbyrisksduringthetransitofgoods.InsuredInsurerInsurancepolicyPICC(thePeople’sInsuranceCompanyofChina)險別（InsuranceCoverage）戰爭險（WarRisk）水漬險（WithParticularAverage—WPA）平安險（FreefromParticularAverage-FPA）一般附加險（GeneralAdditionalRisks）特別附加險(SpecialAdditionalRisks)綜合險(AllRisks)/一切險保險費（Premium）海洋貨物運輸保險(MarineRisks)

Wehavecoveredinsuranceon1,000casesofbeerfor110%oftheinvoicevalueagainstallrisks.我們已將一千箱啤酒按發票金額的百分之一百一十投保一切險。

W.P.A.plusRiskofBreakagesuityourconsignment.貴方貨物適合于投保水漬險及破碎險。Accordingtointernationalpractice,wedonotinsureagainstsuchrisksunlessthebuyerscallforthem.

按照國際慣例，我們不投保這些險別，除非買主提出要求投保。

Wecanserveyouwithabroadrangeofcoverageagainstallkindsofrisksforseatransport,suchasFreeofParticularAverage(F.P.A.),WithParticularAverage(W.P.A.),AllRisksandExtraneousRisks.

我們可以承保海洋運輸的所有險別，如：平安險、水漬險、一切險和附加險。Weshalllodgeaclaimforallthelossesincurredasaconsequenceofyourfailuretoshipourorderintime.

由于你方未能及時交貨，我方將向你方提出由此而遭受的全部損失的索賠。

All

oftheproductsshouldbelodgedwithin15daysaftertheirarrival.

任何有關該產品質量問題的申訴應該在貨物到達后的十五天內提出。Ourinvestigationshowsthatimproperpackingcauseddamage.Thereforewehavetoreferthismattertoyou.

我方檢驗證明，貨物受損是由于包裝不當而造成的。因此，我們不得不將此事提交你處解決。Inviewofthelongbusinessrelationsbetweenus,wewishtomeetyouhalfwaytosettletheclaim.

考慮到我們之間長期的業務關系，我們愿意各讓一半解決這項索賠。

開始會談的一般用語1.Nowthatweareallhere,let'sbeginthetalk,shallwe？現在人都到了，咱們開始，怎么樣？2.Whatdoyouthinkifwebeginnow？我們現在開始，好嗎？3.Ifyoudon'tmind,Ithinkwe'dbetterbeginrightaway.你要是不介意，我們就開始吧。4.Supposewegetdowntobusinessnow？現在我們開始怎么樣？5.Let'sgetstraightdowntobusinessnow？我們直截了當談問題吧。6.Aswearefamiliarwitheachother,let'scomestraighttothepoint.大家都是熟人，我們就開門見山吧。7.We'vegonetoofaroffthepoint.Let'sreturntothetopicunderdiscussion.咱們離題太遠了，還是回到正題上來吧。請求對方重復或解釋1.Willyourepeatit,please？請再說一遍，好嗎？2.Wouldyoumindsayingitagain？請再說一遍。3.Ibegyourpardon？請再說一遍。4.I'msorryIdidn'tcatchyourmeaning.Willyousayitagain？對不起，我沒明白你的意思。您再說一遍吧。5.I'msorryIdon'tfollowyou.對不起，我不懂你的話。6.Willyouspeakalittlemoreslowly？請說慢一點。7.Willyouslowdownabit？Ican'tfollowyou.請再說慢一點吧。我沒明白。8.Willyouexplainwhatyoumean？請解釋一下你的意思吧。9.Couldyoubemorespecific？能否再具體一些。商務交談中征求別人的建議句型1.What'syouropiniononthismatter？你對這個問題有什么看法？2.Pleasetellmefranklyyouropinion.請坦率直言你的意見。3.Howdoyouseethingslikethis？你對這類事情怎么看？4.Howwouldyoulikeittobe？你希望是什么樣？5.Doyouagreetothischange?I'dliketohearyouropinionaboutit.你同意這樣的改變嗎？我想聽聽你的意見。6.Weareoldfriends.Pleasedon'thesitatetospeako