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1、,Part II. Business Negotiation,III.Terms in business negotiation: price【贸易术语】,In last lesson, we briefly went through the different stages of enquiry, offer and counter-offer（询盘、报盘、还盘） in business negotiation. In this lesson, we move on to talk about the term of price（价格术语） in this process. Price Pr
2、ice is the most important element to both buyer and seller, which determines whether they can conclude the transaction, and how much they will get from the deal. In international trade, the form of price covers four parts: Currency code 计价货币 Price per Unit 单位价格金额 Measurement Unit 计价数量单位 Trade terms
3、贸易术语,Trade term indicates the composing of price, the responsibility and obligation of the involved parties【双方的责任义务】, and the partition of charges and risks【费用和风险的划分】. It is usually expressed in brief definition or three letters. According to Incoterms International Commercial Terms 国际贸易术语(2011), th
4、ere are 4 groups totally 13 trade terms, among which FOB, CFR and CIF are considered as the most common terms.,FOB- FREE ON BOARD【离岸价/装运港船上交货价】,“Free on Board” means that the seller delivers the goods when they pass the ships rail at the named port of shipment. This means that the buyer has to bear
5、all costs and risks of loss of or damage to the goods from that point. The FOB term requires the seller to clear the goods for export. 当货物在指定装运港越过船舷时，卖方即履行了交货义务。 pass the ships rail 越过船舷 named port of shipment 指定装运港 loss or damage to the goods 货物灭失或损坏 clear the goods 清关,CFR - COST AND FREIGHT【成本加运费价
6、】,“Cost and Freight” means that the seller delivers the goods when they pass the ships rail in the port of shipment. The seller must pay the costs and freight necessary to bring the goods to the named port of destination. But the risks of loss of or damage to the goods, as well as any additional cos
7、ts due to events occurring after the time of delivery, are transferred from the seller to the buyer. The CFR requires the seller to clear the goods for export. 卖方必须支付将货物运至指定目的港所必需的费用和运费。 Please pay attention to the difference here! port of shipment port of destination,CIF - COST, INSURANCE AND FREIG
8、HT【到岸价/成本、保费加运费价】,“Cost, Insurance and Freight” means that the seller delivers the goods when they pass the ships rail in the port of shipment. The seller must pay the costs, freight and the insurance premium necessary to bring the goods to the named port of destination. The CIF term requires the se
9、ller to clear the goods for export. 卖方必须支付将货物运至指定目的港所必需的费用、海上保险和运费。,Video Time,场景：公司会议室 人物：美国经销商和中国生产商 Situation：Mr. Smith, an American distributor of headwear, is discussing the price of samples with Mr. David Liu, a representative of a Chinese headwear manufacturer. D: Id like to get the ball roll
10、ing by talking about prices. S: OK, the quality and workmanship of the samples are acceptable. We are waiting for your price now, but Im a little worried about the prices youre asking. D: You think ours will be high? (laughs) S: (chuckles) Thats not exactly what I had in mind. Whats the price for ou
11、r new design style No. H50? D: US$31.00 per dozen, CIF Boston. S: It seems too expensive, Mr. Liu. I dont know how we can push the sale at such a price.,D: Please call me David. You know our production capacity and our quality control system are much better than others, which will ensure the punctua
12、l delivery and reliable quality. S: We know, so I am here, but what Id like is a 10% discount. D；As the recent decrease of the exchange rate to U.S. Dollars and export rebates, it is really hard for us to make a profit with your required discount. S: Could you let me know the price on FOB basis? D:
13、A moment please. On FOB basis the price will be US$ 0.85 less. S: Well, if we promise future business volume sales that will slash your costs, could you consider the price of US$28.00 per dozen FOB Shandong. D: Yes, but its hard to see how you can place such large orders. We need a guarantee of futu
14、re business, not just a promise. S: We can sign an agreement for the quantity of the whole season. This year we want to increase quantity of our order to 30,000 dozen, but the price must be competitive.有缘学习更多+谓ygd3076考证资料,Words,In this conversation, there are three words and expressions we should pa
15、y attention to. to get the ball rolling means to get started. For example: Lets get the ball rolling from sample. 我们就从样品开始吧！ 2. exchange rate in finance, an exchange rate (also known as a foreign-exchange rate) between two currencies is the rate at which one currency will be exchanged for another. I
16、t is also regarded as the value of one countrys currency in terms of another currency. And we have long rate (长期汇率）official rate (官方汇率）pence rate （付款汇率）spot rate （现汇汇率） business volume sales means large amount of business (大笔交易）,Test,Now, lets move on to do some exercise together! Youre going to hea
17、r a series of sentences with a word missing. Please choose A, B, C or D for each of them. We dont think we can put the business through_ you improve your terms and conditions. expect B.only if C.unless D.once Should your price be competitive, we would place order_ you. from B.to C.at D.with We find
18、your terms _ and intend to do some business with you. suitable B.satisfactory C.satisfied D.satisfaction We place this order _ condition that the discount is 10%. on B.with C.through D.for If you _ us a discount of 5%, wed like to buy from you 8,ooo dozen of this article. provide B.guarantee C.allow
19、 D.pay,If your prices are _ we believe we could conclude substantial business _ you. reasonable, to B.acceptable, from C.acceptable, with D.available, at If you reduce your price _ 5%, we believe it is possible for us to _ the deal. by, draw B.to, conclude C.at, close D.by, conclude We find it _ tha
20、t you did not accept our price, which is actually quite realistic. regrettable B.regretful C.regret D.regretting For most importers, they prefer _ import _ FBO basis. with, on B.to,on C.at, under D.for,upon In _ to the price, please entertain our counter-offer as follows. regarding B.regard C.regard
21、s D.regarded,Besides the trade terms we talked about in this section, in Incoterms 2010, there are explanations of EXW, FAC, FAS, CPT, CIP, DAF, DES, EDQ,DDU and DDP. While offering price, besides material cost【材料成本】, labor cost【加工成本】, all kinds of charges and expected profit, there are some elements should be considered, such as payment terms【付款方式】, lead time【交货时间】, the fluctuation of exchange rate【汇率波动】, the change of policy【政策变动】，etc.,