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1、Good is good, but better carries it.精益求精，善益求善。商务谈判词汇与表达-Step1商务谈判第一步前期准备1. 电话约定会面UsefulWordsandExpressionsschedulen.时间表onbehalfof代表takeamessage留口信appointmentn.约会convenientadj.方便的availableadj.可得到的，可利用的，有空的cancelvt.撤销agencyn.代理confirmvt.确认disturbvt.打扰comeup出现，发生urgentadj.紧急的，紧迫的arrangev.安排，排列，协商inform
2、v.通知，告诉，获悉，告知inconveniencen.麻烦，不方便之处SentencePatternsWhoisspeakingplease？ThisisBillBrownspeaking.MayIspeaktoMr.Leeplease?IsMr.Smithavailable,please?Iamafraidhesnotinrightnow.MayItakeyourmessage?Holdtheline,please.IwanttomakeanappointmentnnwithMr.Brown.Iwaswonderingifyouwouldliketoarrangeanappointment
3、withMr.Smithforme.Ijustcalltoconfirmoutappointmentat9:00a.m.onJuly1st.OnbehalfofourpresidentIinviteyoutovisitChinaatthetimeconvenienttoyou.Iwaswonderingwhattimewouldbethemostconvenientformevisityou.Ihaveaverytightscheduletomorrow.Letmecheckmyschedule.Pleaseholdon.Whattimewillbefineforyouthen?MayItak
4、edownyourphonenumber,please?Illhavehimreturnyourcall.2.自我介绍UsefulWordsandExpressionsallowvt.允许accompanyvt.陪同opportunityn.机会，机遇inperson亲自businesscard名片exhaustvt.耗尽，使筋疲力尽garmentn.服装uneventfuladj.平安无事的businessscope经营范围legaladj.法律的，合法的assistantn.助理colleaguen.同事assignvt.分派，指定refreshv.精力恢复，试振作corporationn
5、.有限公司wholesalern.大规模的批发商SentencePatternsHowdoyoudo?MynameisChenDong.Allowmetointroducemyself.MayIintroduceourteam?Nice/Glad/happy/Pleasedtosee/meetyou.Gladtohavetheopportunityofmeetingyou.Itsapleasuretomeetyou.ImZhaoYanwithBeijingTextilesImport&ExportCorporation.Thisismybusinesscard.IworkforShanghai
6、GarmentsImport&ExportCorporation.Heresmycard.Atthebackofthecardisourbusinessscopeforyourreference.WereoneofthelargestcomputerbusinessscopesinAustralia.OnbehalfofABCcompany.IwelcomeyoutoShenzhenandhopethatyoullhaveapleasantstayhere.Ourcompanyhasassignedmetoaccompanyyouduringyourstayhere.Howisyourflig
7、ht?Youllgetrefreshedafteracupofcoffee/ashower.3. Hessorryhecantcometomeetyouinperson.客气寒暄UsefulWordsandExpressionshobbyn.爱好meaningfuladj.有意义的significantfavoriteadj.最喜爱的patiencen.耐心willpowern.意志staminan.毅力lackv.缺少marvelousadj.了不起superbadj.极好的appreciatevt.感谢complimentn.赞美accustomvt.习惯undergovt.经历pedes
8、triann.步行者temperv.锻炼，调节communicationn.传达，信息，交通，通讯SentencePatternsDoyoulikethiscity?HaveyoueverbeentoChina?WhatdoyouthinkofShanghai?Areyouaccustomed(used)totheweatherhere?Whatdoyouthindoftheweatherhere?Whatsyourimpressionofourcity?Whatsyourhobby/pastime?Doyouoftenwatchmovies?YourknowledgeofChineseisr
9、eallysurprising.IcannotgetoverhowgoodyourChineseis.Iappreciateyourcompliment.Icouldntagreemore.Thatsmarvelous!Itsindeedamazing.Imgladtohearthat.Step2开局1. 有业务往来的客户谈判UsefulWordsandExpressionproduceadj.有结果的，有收获的organizevt.组织bottomline要点，关键，底线refreshmentn.点心issuen.出版，发行，问题addressvt.向致辞，向提出agendan.议题arts
10、andcrafts工艺品flexiblyadv.灵活的salesvolume销售量exclusive(sole)agency独家代理businessscope业务范围jointadj.共同的，联合的effortn.努力，尽力stableadj.稳定的traderelations贸易关系inviewof鉴于，考虑到jointventure合资企业ExportCommoditiesFair出口商品交易会SentencePatternsWouldanyonelikesomethingtodrinkbeforewebegin?Perhapsweshouldbeginbyhavingrefreshmen
11、tsandcoffee.Ihopethismeetingwillbeproductive.Yes,weneedtobeorganizedinordertokeepitshort.Ithinkweshouldalloweveryoneanopportunitytospeak.Yes,Iagree,butweshouldsetupatimelimitedfortheirpresentation.Wellcomeoutfromthismeetingaswinners.Perhapswecouldtalkaboutthesubjectofourmeeting.Shouldwetalkaboutther
12、easonwhyImhere?Ithinkweshouldgetdowntothebottomlinerightaway.Weshouldgettothebasicissuesimmediately.Therootoftheproblemneedstobeaddressedrightnow.Haseveryonereceivedtheagendaforthemeeting?Letsgetdowntobusiness.Letsgetstarted.Aswearefamiliarwitheachother,letscomestraighttothepoint.Thereisnodoubtthaty
13、ouvemadegreatprogressinyourartsandcraftsandyoudobusinessmoreactivelyandmoreflexibly.Ithinkyouwillbenefitfromtheexpandingmarketifyouhaveclosecooperationwithusinthefuture.Imverygladwehavehadverypleasantcooperationinthepastyears.Thoughourjointefforts,yourproductshaveenjoyedfastsales.Weveneverhadanydiff
14、icultieswithourChinesepartners,andwedliketomakeasmanynewcontactsaswecan.Wehavebeenworkingonexpandingourscopeofcooperationwithyourcompany.2. 新客户谈判UsefulWordsandExpressionspreliminaryadj.初步的proposaln.建议，计划subjectn.主题negotiationn.谈判accountn.解释，说明brochuren.小册子outlinevt.概述，略述shiftn.倒班coincidevi.一致，巧合cott
15、onfabrics棉织品specializein专门经营steadilyadv.稳定地availableadj.可利用的，可提供的pricelist价格单conformto符合，与一致strikeadeal成交principlen.原则equalityn.平等adoptvt.采取，采用installmentn.分期付款flexibleadj.灵活的processn.加工advancedadj.先进的scientificadj.科学的buildup(establish)businessrelations建立贸易关系giveabriefaccountof(makeapresentationon)介
16、绍，简述consideration体谅，考虑textileadj.纺织的jointventure合资cataloguen.目录presentationn.介绍，陈述SentencePatternsThankyouforcomingintothismeeting.Pleasereadthepreliminaryproposalbeforethemeeting.Perhapswecouldtalkaboutthesubjectofourmeeting.ShallwetalkaboutthereasonwhyImhere?Itskindofyoutocomeallthisway.Thisismyfi
17、rstvisittoChina.Idappreciateyouconsiderationinthecomingnegotiation.Haseveryonereceivedtheagendaforthemeeting?Letshopeforgoodcooperation.MayIgiveabriefaccountofourcompanysactivities?Ibelievethatyouhaveabrochureoutliningourcompanyandyourproducts.Heresourcompanysmostrecentannualreport.Iseeyoursalesvolu
18、meshavebeengrowingquitesteadilyovertenyears.IthinkIvegotageneralpictureabout(aroughideaof)yourcompany.Thankyouverymuchforyouraccount.Youhavewongreatsuccessontextileindustry,Ihear.Wehavebuiltupbusinessrelationswithmorethan30CountriesintheworldandourproductshavebecometheBestsellinglinesininternational
19、markets.WeareoneofthelargestimportersoftextilesinDalian.WeareaSino-USjointventurewithregisteredcapitalOfRMB5,000,00.OurparentcompanyisinShanghai,butwehaveRegionalofficesinBeijing,Guangzhou,Shenzhen,DalianAndHarbin.Wemakeitapointtohonorthecontractandkeeptoourpromise.Ourcompanyhasabundantcapitalandric
20、hresources.Idliketoknowsomethingaboutthenewpolicyinyourforeigntrade.Inordertogiveyouageneralideaofthevariouskindsofourproductsnowavailableforexport,Idliketogiveyouourlatestcataloguesandpricelists.Ourforeigntradepolicyhasalwaysbeenbasedonequalityandmutualbenefitandexchangeofneededgoods.Westillinsisto
21、nthisprinciple,butwehaveadoptedmuchmoreflexiblepolicyinourforeigntradework.Step31与商品买卖有关的谈判产品描述常用应急词汇UsefulWordsandExpressionsquickseller畅销品excellent/superiorquality质量上乘widevarieties品种繁多easyandsimpletohandle操作简便skillfulmanufacture制作精巧durableinuse经久耐用stablereputation质量可靠moderndesign制造新颖professionalde
22、sign专业设计reliablereputation信誉可靠winprize获奖contestn.奖项，比赛tohavealongstandingreputation久负盛名toenjoyhighreputationathomeandabroad誉满中外towinwarmpraisefromcustomers深受顾客欢迎latestillustratedcatalogue最新的，附有插图的目录实战应急句型SentencePatternsThisitemsellswellallovertheworld.Ourproductshavewonprizesatinternationalanddomes
23、ticcontestsandhavebeensoldwellinmorethan80countriesandregions.Ourproductswinwarmpraisefromcustomers.Ithasalongstandingreputationandenjoyshighreputationathomeandabroad.Itisskillfullymanufacturedandfinelyprocessed;besides,Itisfamousforitselegantshapeandsuperiorquality.Letmetellyouaboutourproductsspeci
24、alfeatures.Theyremadeofleather.Eachofthemweighsjust3kilos.Theycomeinawiderangeofcolours.Ourproductsareahundredpercentnatural.1 上午谈判中关于产品描述的表达方式有：制作精巧skillfulmanufacture工艺精良sophisticatedtechnology造型优美beautifuldesign专业设计professionaldesign结构合理rationalconstruction款式诱人attractivedesign款式齐全variousstyles花色入
25、时fashionablepatterns任君选择foryourselection色彩艳丽beautifulincolors质量上乘superiorquality质量稳定stablequality质量可靠reliablequality品质优良excellentquality(highquality)性能可靠dependableperformance操作简易easyandsimpletohandle使用方便easytouse经久耐用durableinuse以质优而闻名well-knowforitsfinequality常用应急词汇UsefulWordsandExpressionsmarginn.差
26、额，赚头beyondourreach超过闻名的底限concessionn.让步atwideintervals间隔时间太长makeareduction降价makeheadway有进展cutdown减少，降低wildspeculation漫天要价subjectto以。为条件，以。为准unitprice单价rockbottomprice低价counter-offer还盘，还价acommissionof%;%commission百分之几佣金tomakea(n)offer/quotationfor对。报盘（报价）a(n)competitive/acceptableprice有竞争力/可接受的价格acce
27、pt/entertain/submitanoffer接受/考虑/提交/报盘CIF(Cost,InsuranceandFreight)成本，保险加运费价CRR（CostandFreight）成本加运费价FOB(FreeonBoard)船上交货价实战应急句型SentencePatternsWewillnotbebeatenonprice.Letmemakeyouaspecialoffer.Theabovepriceincludesyourcommissionof2%.Wecantacceptofferunlessthepriceisreducedby5%.Thisofferisbasedonane
28、xpandingmarketandiscompetitive.Allpricesinthepricelistsaresubjecttoourconfirmation.Illrespondtoyourcounter-offerbyreducingourpricebythreedollars.Ourofferisreasonableandrealistic.Itcomesinlinewiththeprevailingmarker.Ifyouinsistonyourpriceandrefusetomakeanyconcession,therewillbenotmuchpointinfurtherdi
29、scussion.常用应急UsefulWordsandExpressionsintactadj.完整的，未损伤的beinbadorder破损，（包装）不合格breakage-proof防破损shake-proof防震leakage-proof防漏water-proof防水sound-proof隔音fragileadj.易碎handoff不可触摸packingmark包装唛头packingcapacity包袋件数wrap/pack包装，装（箱）polybag熟料袋cartonn.纸箱foamn.泡沫withstandvt.经得起，耐得住roughhandling野蛮搬运duringtransit
30、运输途中inaddition此外outer/innerpacking外（内）包装initialn.首字母缩写trianglen.三角形originofthegoods货物的原产地portofdestination目的港stencilvt.用模板印刷conspicuouslyadv.清楚地precautionn.预防，预防措施KEEPDRY保持干燥（指示性标志，需大写）HANDLEWITHCARE小心轻放（指示性标志，需大写）实战应急句型SentencePatternsThepackingmustbestrongenoughtowithstandroughhandling.Wedliketohe
31、arwhatyousayconcerningthematterofpacking.Wehavenoobjectiontothestipulationsaboutthepackingandshippingmark.Weveinformedthemanufacturertohavethempackedasperyourinstruction.Thegoodsmustbewrappedinapolybagandpackedinastandardexportcartonlinedwithfoamcapableofwithstandingroughhandlingduringtransit.Inview
32、ofprecaution,pleasemark“KEEPDRY”and“HANDLEWITHCARE”oneachpackage.THISSIDEUP此面相上KEEPUPRIGHT保持直立KEEPFLAT(STOWLEVEL)注意平放KEEPAWAYFROMHEAT切勿受热KEEPDRY保持干燥USENOHOOKS切勿用钩DONOTDROP切勿下扔OPENTHISEND此断开启DONOTSTOWONDECK禁放甲板上LIFTHERE在此起吊NOSMOKING严禁烟火GLASS-WITHCARE玻璃制品-小心轻放ACID-WITHCARE酸-小心轻放FRAGILE,HANDLEWITHCARE易
33、碎物品，小心轻放INFLAMMABLE易燃物品PERISHABLE易腐物品HAZARDOUS危险品POISON有毒TOP顶端Canyougiveussomespecificsuggestions?Thatsagoodidea.Thankyouverymuchforyourproposal.常用应急词汇UsefulWordsandExpressionsgeneralpractice惯例modeofpayment付款方式cashonpayment货到付现款promptcash及时付款netcash净价、最低价格付现readycash现金付款atsight即期，见票即付documentarybill
34、跟单汇票cashagainstdocuments凭单据付现款spotcash/cashdown/cashonthenail即期付款cashagainstbillsoflading凭提单付现款documentsagainstacceptance(D/A)承兑交单documentsagainstpayment(D/P)付款交单cashondeliver(C.O.D.)货到付款、现金提货confirmed,irrevocableL/C保兑的不可撤销信用证aletterofcreditatsight/sightletterofcredit/sightL/C即期信用证usance/term/timeL/
35、C远期信用证usance/term/timeL/Cat30/60/90daysaftersight30天、60天，90天远期信用证实战应急句型SentencePatternsCouldyoumakeanexceptionandacceptD/AorD/P?ItwouldhelpmegreatlyifyouacceptD/AorD/P.Whatdoyousayto50%byL/CandthebalancebyD/P?Weinsistonusingaletterofcredit.Ourstillintendtousealatterofcredit.Ifyoucantbemoreflexible,w
36、ewontacceptyourtermsorpayment.Asaspecialsignofencouragement,wellconsideracceptingpaymentbyD/Patthissales-promotingstage.Wewouldliketomakeourpaymentforthiscompletesetofequipmentbyinstallment.Asaseller,wetoohavetheproblemoffundsbeingtiedup.SopleaseopenasightL/C.WecoulddoitonthebasisofD/A,ifyoureourold
37、customer,butfornewcustomers,wedoitonthebasisofL/C.Everythingelseisnegotiable,buttheproblemforthisdealisthatweneedalargedeposit.Indoingso,wecanavoidrunningintotheproblemofthetiedupfunds,andatthesametimetheproblemofcapitalturnoverscanbesolved.Aletterofcreditwoulddefinitelynotonlyincreaseourimportcost,
38、butalsotieupourmoneysincewhenweopenaletterofcreditwithabank,wehavetopayadeposit.Youmustnotethataletterofcreditgivestheexporteradditionalprotectionwiththebankersguarantee.WeopenausanceL/C,say,60daysaftersight.YourrequestforpaymentbyD/Phasbeentakenintoconsideration.Inviewforthesmallamountofthistransac
39、tion,wepreparetoeffectshipmentonD/Pbasis.Weshalldrawonyouat60dayssightafterthegoodshavebeenshipped.WeshouldlikeyoutoacceptD/Ptermsforthistransactionandfutureones.Now,asregardpayment,weveagreedtouseU.Sdollar,amIright?WewillmakepaymentinEuros.Ifyoufailtoopentheletterofcreditwithinthespecifictimeagreed
40、upon,itshallbeviewedasabreachofcontractIfyoufailtoopenthecreditwithinthetimelimit,weShallhavetherighttoterminatethecontract.IthinkIwillhavenochoicebuttoagreetoL/Cpayment.confirmedL/C保兑信用证unconfirmedL/C不保兑信用证revocableL/C可撤销的信用证unrevocableL/C不可撤销的信用证sightL/C即期信用证time/usanceL/C远期信用证transferableandL/C可转
41、让与可分割信用证documentaryL/C跟单信用证AnL/Cisareliableandsafemethodofpayment.AnL/Ccanensurethattheexportergettherightamountofmoney.AnL/Cisfairandbeneficialtoboththesellerandthebuyer.AnL/Cprotectstheselleraswellasthebuyer.AnL/Cwouldcauseusalotofdifficulties.AnL/Cwouldcostusextracharges.AnL/Cwouldneedustopayadep
42、ositandthebankcharges.常用应急词汇UsefulWordsandExpressionsformalityn.手续prompt即期交货combinedtransportation联运billofLading(B/L)提单shippingdocuments装运单据shippinginstruction装运指示schedulev.安排exhibitionn.展览，博览会commitvt.使承担义务inurgentneedof急需persuadev.劝说extremelyadv.极其，非常favorableadj.有利的steamern.货轮，汽船toeffectdelivery/
43、tomakedelivery办理交货mode/way/meansoftransportation运输方式实战应急句型SentencePatternsWedbetterhaveabrieftalkabouttheloadingport.Itwillcausealotofproblemsinourtransportation.WecaneffectshipmentinDecemberorearlynextyearatthelatest.Todayletsdiscussthemodeoftransportationofthesteelweordered.TheorderNo.105issourgen
44、tlyrequiredthatwehavetoaskyoutospeedupshipment.WearescheduledtohavealargeexhibitioninNewYorkonJune10.ThecommoditymustthereforebeshippedbeforeJune,otherwisewewontbeintimefortheexhibition.Icanunderstandyourposition,but,totellyouthetruth,ourfactoriesareheavilycommittedatthismoment,andmanyclientsareinur
45、gentneedofourproducts.Atimelydeliverymeansalottous.IsuggestthatyoushipthegoodsbyasteamerofJohnsonCo.ThemainreasonisthattheirsteamersoffertheshortesttimeforthejourneybetweenChinaandAmerica常用应急词汇UsefulWordsandExpressionsinsurancen.保险insure/coveragainstAllRicks保一切险riskn.险种BreakageofPacking包装破裂险premiumn
46、.保险费RickorLeakage渗漏险claimvt.索赔RiskofRust玷污险W.P.A/WPA水渍险WarRisk战争险F.P.A/FPA平安险coveragen.保险总额invoicevalue发票金额实战应急句型SentencePatternsWeonlycoverFPAforCIFprice.Whenitcomestoinsurance,whathasbeenwithinthescopeofthecoverage?Whatkindofinsurancecanyousuggestforthesegoods?Wedontwanttotaketheriskoflosingmoneybecauseofunderinsurance.Iwonderwhetheryourpricesarecalculatedwiththiscoverage.WhowillpaythepremiumfortheriskofLeakage?Byconvention,wewillcoverWPAfor110%overthetotalinvoicevaluewithth