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1、ChapterBusinessNegotiationsInthischapter,youwilllearn:1.Howtoaskforsamplesandcharges;2.Howtowritealetterofenquiries;3.Thedifferencebetweenanon-firmofferandafirmofferandhowtomakeanoffer;4.Howtomakeacounter-offerandgiveareply;5.Setphrases,usefulsentencepatternsinbusinessnegotiations.Introduction Inint
2、ernationaltrade,exportersandim-portersusuallyhavetogothroughthepro-cessofbusinessnegotiationsbeforetheyareabletoconcludeatransaction.Abusinessnegotiationusuallyconcludesenquiries,offers,counter-offersandaccep-tance.Enquiriesareusuallymadebybuyerstogetinformationaboutthegoodstobeordered,suchasprice,c
3、atalogue,deliveryandotherterms.Offersareusuallymadebysellerstoexpressthewishtoenterintoacontractwithbuyersunderstatedterms,includingthenameofcommodity,quantity,prices,termsofpaymentandsipment,etc.Offerscanbedividedinto2kinds:firmoffersandnon-firmoffers.Afirmofferismadebysellerswhichisirrevocablebefo
4、reitsexpirationandisbindingonboththeoffererandtheofferee.Anon-firmofferhasnoperiodofvalidity,whichisalwaysmadewithcertainreservationbyusingtheexpressionssuchas“withoutengagement”,“subjecttoourfinalconfirmation”“subjecttopriorsale”etc.Acouter-offerismadebybuyerstorejectanofferbysellersortosuggestsome
5、changesinthetermsandconditions.Afterreceivingthecounter-offer,theofferormaymakecon-cessionsifhethinksthesuggestionaccep-table;otherwisehemaybringupsomenewtermandconditions,whichiscalledcounter-counter-offer.Inbusinessnegotiations,aprocessofoffers,counter-offersandcounter-counter-offersisneededuntila
6、transactioniscon-cluded.LessonTwoAnEnquiry Words and Expressions1.enquiry(n.)C（arequestforinformationoncertaingoods）询盘，询价，询购）询盘，询价，询购ageneralenquiry一般询价一般询价aspecificenquiry具体询价具体询价enquirysheet/note/form询价单询价单EnquiryNoteNo.号询价单号询价单make/send/give（sb）anenquiryfor（向某人）询购（向某人）询购,（向某人）询问（向某人）询问.的价格的价格They
7、makeusanenquiryforTCLBrandTVsets.他们向我方询购他们向我方询购TCL牌电视机。牌电视机。enquire(vi./vt.)(askthepriceofcertaingoods)询盘，询价，询购询盘，询价，询购enquirefor询购询购.，询问，询问.的价格的价格WeregretthattheGPSgoodsyouareenquiringforareoutofstocknowatpresent.很愧疚，你们所询购的很愧疚，你们所询购的GPS产品目前无货。产品目前无货。2.gothrough（examinecarefully）审查，查阅，细致检查审查，查阅，细致检查
8、WehavegonethroughtheL/Candfoundeverythingisinorder.我们已细致批阅了信用证，觉得一切都没问题。3.marketable(adj.)(thatcanbesold)能销售的，销路好的4.appreciate(thanksb.inapoliteway)感谢，感谢（常用于商业信函，表示客气）1）n/doing感谢Weappreciateyoursample.感谢你方寄来的样品。Weappreciateyoursendingussamples.感谢你方寄来样品2）Weshall/shouldn.3)will/wouldbed.请为感。4)Weshall/
9、shoulddoingWeshallappreciateyourorder.请贵方寄来订单为感。Yourearlyreplywillbehighlyappreciated.请早日答复为感。Weshallappreciateyourmakingshipmentimmediately.若蒙马上装运，我们不胜感谢。5）Weshall/shoulditifyouwill/would6）Itwill/wouldbedifyouwill/would假如你能我们将不胜感谢。.Weshallappreciateitifyouwillquoteusyourlowestprice,CIFKarachi.如能向我们
10、报CIF卡拉奇最低价，我们将不胜感谢。Itwillbeappreciatedifyouwillquoteusyourlowestprice,CIFKarachi.如能向我们报CIF卡拉奇最低价，我们将不胜感谢。5.quote（vt./vi.）(stateacurrentpriceforanarticle)报价报价（1)quote（sb）apriceforsth向(某人)报某物价PleasequoteusthepriceforGPSgoods.请向我方报GPS产品价。Pleasequote(us)thepriceCIFCopenhagenforyourmensshirts.请（向我方）报男式衬衫
11、的CIF哥本哈根价。（2）quote（sb）forsth向(某人)报某物价Pleasequote(us)forGPSgoods.请（向我方）报GPS产品价。quotation(n.)C（amountstatedasacurrentpriceofanarticle）报价，报价单报价，报价单(1)make/send/givesb.aquotationforsth.向某人报某物价WeshallbeobligedifyouwillmakeusaquotationCIFLondonfor300setsofHaierBrandWashingMachines.如蒙报来300台海尔牌洗衣机CIF伦敦价，不胜感
12、谢。(2）买方提到卖方已报的价格时，quotation后跟ofYourquotationofTVsetsistoohightobeacceptable.你方电视机报价太高，无法接受。(3)quotationsheet/form/list/letter(forsth.)（对某物的）报价单Quotation(Sheet)No.202202号报价单6.inclusiveof(including)包括的，包含的包括的，包含的Ourquotationisinclusiveofyourcom-missionof3%.我方报价包括有你方3%佣金在内。include（vt.）(aspartofthewhole
13、)包括，包含，算入包括，包含，算入inclusion(n.)(beingincluded)包括，包含物包括，包含物including(prep.)包括包括mission(n.)(paymenttosb.forsellinggoodsrepresentingsb.else)佣金佣金1)aof%/a%百分之百分之的佣金的佣金2)itemsof笔佣金笔佣金3)alls一切佣金一切佣金/各项佣金各项佣金Wearewillingtoallowyouacommissionof3%.我们情愿给以你方我们情愿给以你方3%佣金。佣金。Allcommissionsduetoyouwillbepaidnextwee
14、k.欠你方的一切佣金下周即付。欠你方的一切佣金下周即付。Thisamountincludes2itemsofcommission.这些金额包括两笔佣金在内。这些金额包括两笔佣金在内。8.demand(n.)C(desireforgoods)需求，须要需求，须要（1）sth.beindemand对某物的需求对某物的需求greatheavysth.beinstrongdemandgrowingsmall对某物的需求很大对某物的需求很大/在增长在增长/不大。不大。Ourelectricgoodsareingreatdemand.对我们电器产品的需求量很大。对我们电器产品的需求量很大。Thereis(
15、a)demandforsth.对某物的需求Thereisagrowingdemandforourcottonsocks.对我方棉织袜子需求量在增长。Thereislittledemandforyourraincoats.对你方雨衣的需求很少。greatheavyThereisastrongdemandforsth.growingsmall对某物的需求很大/稳定/在增长/不大。Thereislittle/no/demandforsth.对某物的需求很小/对某物无需求。meetonesdemands/needs/requirements(forsth.)满足某人（对某物）需求Itisdifficu
16、lttomeetyourdemandsforourlaptopsatpresent.目前很难满足你方对我方笔记本电脑的需求。meetthedemandsathomeandabroad满足国内外需求demand(vt./vi.)(requirestrongly)需求需求(1)demand+n要求.ThesellersdemandedpaymentbysightL/C.卖主要求用即期信用证付款。(2)demandofsb.todosth.要求某人做某事ThesellersdemandedofustopaybysightL/C.卖主要求我们用即期信用证付款。(3)demandthat要求.These
17、llerdemandedthatweshouldpaybysightL/C.卖主要求我们用即期信用证付款。9.order(n.)C(request to supply goods)订购，订单订购，订单 (the goods to be supplied)订货订货 new/fresh 新订单，新订货 repeat 续订订单 duplicate 重复订单 trial 试购订单 initial首批订单outstanding/pending未完成的订单large/substantial/considerable大量订单/大宗订货toaccept/confirm/takeon/close/enterta
18、inan接受订单toexecute/carryout/fulfill/fillan执行订单toholdup/suspendan暂停执行订单tocancel/withdraw/revoke/rescindan取消订单todeclinean谢绝订单torefuse/turndownan拒绝订单torepeatan续订订单cf.arepeatorder续订（的）订单Wearelookingforwardtoyourrepeatorder.盼望你们能续订。placeanorderwithsb.forsth.向某人订购某物Ifyourquotationisreasonable,weshallplacea
19、substantialorderwithyou.若你方报价合理，我们将向你们大量订购。order(vt.)(requestsbtosupplygoods)订购订购ordersth.fromsb.向某人订购某物=placeanorderwithsb.forsth.Wewouldliketoorder3000setsoflaptopsfromyou.我们想向你们订购3000台笔记本电脑。Weintendtoorderfromyou300dozenleatherglovesatthesamepriceaslast.我们准备按上次价格向贵方订购300打皮手套。10.excellentinquality
20、andreasonableinprice品质优良，价格合理11.creditandfinancialstanding(reputatationofacompanystrustworthinessinpayingdebtsanditsfinancialstatus)公司的信贷债务信誉和财务状况12.refer（-rr）1）vt.refersb.tosth.(causesbtoturntoforinformation)使某人参阅，询问使某人参阅，询问WereferyoutoourletterofApril15.请参阅我方请参阅我方4月月15日去函。日去函。refersb.AtosbB(forsth
21、)（causesbAtogetintouchwithsbB）(forsth.)使某人使某人A（为某事）与某人（为某事）与某人B联系联系Wehavereferredthemtoyouforthetypetheyrequire.关于他们所需型号，我们已请他们与你联系。refersth.tosb.（committosomeauthorityfordecision）提交某事给某人（解决，处理等）Weshallreferthemattertoourmanager.我们要将此事提交经理解决。2）vi.(to)refertosth.（speakof）谈及，提及谈及，提及Werefertoyourletter
22、ofMay20.兹谈及你方5月20日来信。refertosb./sth.(turntoforinformation)参考，参阅，询问Astotodaysexchangerate,youmayrefertotheBankofChina.至于今日的汇率，你可向中国银行询问。referringto(prep.)（concerning）关于（旧式书信常用于开头）reference(n.)U(referring)参考；涉及withreferenceto(prep.)/inreferenceto(prep.)（concerning）关于foryourreference供你方参考 Reference is
23、madetoyourletterofJuly23.=WerefertoyourletterofJuly23.兹谈及你方7月23日来函。reference(n)C(apersonwhoisaskedtoprovidetheinformationaboutthecharacterorabilityofthethirdperson)资信证明人资信证明人TheirreferenceistheBankofChina.他们的资信证明人是中国银行。LessonThreeRequestforSampleCharges Words and Expressions1.beinthemarketfor（wantto
24、buy）要购买要购买.TheyareinthemarketforChineseWulongTea.他们正想购买中国乌龙茶。2.charge(n.)C（apriceaskedforgoodsorservices）（商品或服务所需的）费用（商品或服务所需的）费用packingcharges包装费用(常用复数表示某种费用)freeofcharge免费Sampleswillbesentfreeofchange.样品将免费寄送。charge(vt.)(askinpaymentforgoodssuppliedorservicesrendered)收取费用收取费用chargesb.forsth.向某人收取费
25、用Wewillnotchargeyouforthesample.我们寄送样品不收费。charge(vi.)(torecordthecostofsth.asamountthatsb.hastopay)记入账上记入账上chargetoonesaccount=chargeonesaccountwith将.记入某人账上Weshallchargethesamplestoyouraccount.=Weshallchargeyouraccountwiththesamples.样品费将记入你方账户。WeshallchargeUSD100toyouraccount.100美元的费用记在你方账上。3.dispat
26、ch(BrEdespatch)(vt.)(sendsb./sth.somewhere)发送；派遣发送；派遣Weshalldispatchallthegoodsyouorderednextweek.下周我们会发送你们所订购的全部货物。下周我们会发送你们所订购的全部货物。【Synonym】send,forwarddispatch(n.)U(theactofsendingsb./sth.somewhere)发送；派遣发送；派遣Goodsarereadyforimmediatedispatch.货已备妥，即刻发运。货已备妥，即刻发运。withdispatch（quicklyandefficiently
27、）快速而有效Weshallbegladifyouwillsendourorderwithallpossibledispatch.请尽快装运货物为感。4.transfer(-rr)(vt.)(causetomovefromoneplacetoanother)使.转移，迁往(causetochangeownershipofproperty,etc.to)转让财产，转账（汇兑款项）Theyhavedecidedtotransferthewarehousetothewesternsuburbs.他们确定把仓库迁往西郊。PleasetransferourcommissionofRMB5000tooura
28、ccountwiththeICBCBank.请将我方佣金人民币5000元转到我们工商银行的账户上。transfer(n.)U(theactoftransferringsth.fromonetoanother)转让;汇兑technologytransfer技术转让T/T,T.T.telegraphictransfer电汇M/Tmailtransfer信汇cf.D/Ddemanddraft票汇Pleaseremitourcommissionbymailtransfer.请用信汇寄来我们的佣金。5.refund(vt.)(paybackmoneytosb)退款，还款退款，还款refund(money
29、)退还（钱）退还（钱）Yoursatisfactionisguaranteed，orweshallrefundyourmoney.我们保证让你满足，否则我们退款。我们保证让你满足，否则我们退款。Weshallrefundyouifthepurchasehasanyqualitydefect.假如所购物品存在质量问题，我们将退款给你。假如所购物品存在质量问题，我们将退款给你。Wearesendingyouachecktorefundtheamountovercharged.refundsb(money)=refund(money)tosb.将钱退还某人将钱退还某人【Synonym】repayre
30、imburserefund(n.)C(repayment)退款，还款退款，还款refundon退还买退还买的钱的钱Theydemandarefundontheunsatisfactorygoods.他们对不满足的货品要求退款。他们对不满足的货品要求退款。现寄上支票一纸以退还超收的金额。refundsb(money)refund(money)tosb.将钱退还某人Weshallrefundyoumoneyifyouarenotsatisfied.你方若不满足，我们願退款。【Synonym】repayreimburserefund(n.)C(repayment)退款，还款refundon退还买的钱
31、Theydemandarefundontheunsatisfactorygoods.他们对不满足的货品要求退款。6.account(n.)C(aformalcontractualrelationshipestablishedforregularbankingorbrokerageetc.)账户账户openanaccountwith（abank）在（某银行）开立账户haveanaccountwith(abank)与（某银行）有账户往来account(n.)C(detailedrecordsofallthemoneythatapersonorbusinessreceivesandspends)账目
32、账目accountbook账本onaccount以赊账方式，以分期付款方式Theyintendtobuy4800washingmachinesonaccount.他们想用分期付款方式购买4800台洗衣机。cf.onaccountof(becauseof)由于,因为Wehavetocanceltheorderonaccountoftheirfailuretoshipthegoodswithinthecontractedtime.由于他们没在合同规定的期限内装船，我们不得不取消定单。accountant(n.)C会计员会计员7.inconvenience(n.)U(discomfortortrou
33、ble)不便利，烦扰【Antonym】convenience(n.u.)便利causesbinconvenience给某人带来不便=putsb.toinconvenience【SimilarExpression】putsbinadifficult(anawkward)positionWeexpressourregretfortheinconvenienceourdelayhascausedyou.我们对此次延误给你方带来不便深表愧疚。inconvenience(vt.)(putsb.toinconvenience)给某人带来不便给某人带来不便Theypromisedtoshipthegoods
34、assoonaspossiblesoasnottoinconvenienceusanyfurther.他们承诺尽快发运货物以免给我们带来更多不便。inconvenient（adj.）(causingdiscomfort,troubleorannoyance)使人不便的，引起困扰的使人不便的，引起困扰的Weregrettosaythatthepaymentmodeyouaskforisinconvenienttous.很缺憾，你们所要的付款方式对我们来说并不便利。【Antonym】convenient(adj.)便利的8.anticipate(vt.)(expect)盼望；期望；预期antici
35、pate+n.Theyanticipateanorderfromyouforourmechanicaltoys.我们期盼贵方寄来订购我方机械玩具的订单。anticipate+doingWeanticipatereceivingyourrepeatorder.我们期盼你方的续订订单。我们期盼你方的续订订单。anticipate+that.Weanticipateweshallmakeshipmentnextweek.我们预料下周装船。我们预料下周装船。【Synonym】expect【SimilarExpression】lookforwardtoLessonFour(A)ANon-firmOffe
36、r(B)AFirmOffer Words and Expressions1.request(n.)(for)（expressingdesireforsth.）要求要求,恳求恳求Wearepreparedtomeetyourrequest.我们准备满足你方要求。我们准备满足你方要求。Astoyourrequestforourpricelist,weshallsendyouthesameunderseparatecover.关于你方要求寄送价格单，我们将另邮寄出。关于你方要求寄送价格单，我们将另邮寄出。Wehavedulynotedyourrequestthatwe(should)shiptheg
37、oodsinearlyMay.我们已得知你方要求我们在我们已得知你方要求我们在5月初装运这些月初装运这些货物。货物。asperonesrequest按某人要求Asperyourrequest,weattachourquotationsheetforSonictechLaptopComputer4820TDAND4820GCIFKarachi.依据要求，附上音速科技笔记本电脑CIF卡拉奇的报价单。atonesrequest应某人要求/按某人要求Atyourrequest,wearemakingaquotationforourporcelainCIFHamburg.应你方要求,我方报瓷器CIF汉堡
38、价格。request(vt.)(askforsth.politelyorformally)要求,恳求(1)request+n.要求/恳求.Werequestyourimmediateattentiontothematter.我们要求你方即刻办理此事。(2)requestsb.todosth.要求/恳求某人做某事Werequestyoutomakepromptshipmentofourorder.我们要求你方快速装运我们的定货。(3)requestthat.要求/恳求.(从句用should或虚拟语气现在时)Werequestthatyou(should)makepromptshipmentofo
39、urorder.我们要求你方快速装运我们的定货。asrequested（asitisrequested）按某人要求=asperonesrequest=complyingwithonesrequest=tocomplywithonesrequest=incompliancewithonesrequestAsrequested,weencloseourlatestcatalogue.依据要求，附上我方最新书目。2.allow(vt.)(permit)允许；(agreetogive)赐予TranshipmentisallowedintheL/C.信用证规定允许转运。Pleasenotethatwed
40、onotallowanycommissiononourGPSgoods.谨告之，我们对（出口）GPS产品一般不给佣金。3.discount(n.)(areductionmadeinthepricewhenbuyinggoods)折扣折扣atadiscount打折扣打折扣atadiscountof打打折扣折扣Wearepreparedtosupplyyou“RedBeans”MensShirtsatadiscountof5%offourrecentprices.我们愿供应你方红豆牌男式衬衫，按现价打5%折扣。【Synonym】allowance4.grant(vt.)(consenttogive
41、)答应,准予；(allowwhatisaskedfor)赐予Itisdifficulttograntyourrequest.要答应你方要求很困难。Theimportlicencewasgrantedtwodaysago.进口许可证两天前才批准。Theygrantusa5%discountonthisconsignment.对这一批货物，他们赐予我们5%折扣。grantdiscountallowsbonsthgivecommission对某物给某人折扣/佣金grantonesrequest答应某人要求cf.meetonesrequest满足某人要求5.subjectto(conditional/
42、conditionallyupon)以为有效，以为准Wemakeyouthefollowingoffer,subjecttothegoodsbeingunsold.我们做出如下报盘，以货物未售出为有效。Ourofferissubjecttochangewithoutnotice.我方报价可以变更，不事先通知。6.asto(prep.)(relatingto)至于，关于至于，关于Astotheircreditstanding,youmayrefertothebank.至于他们的资信，你们可向这家银行咨询。Wehavenodoubtastotheircreditstanding.至于他们的资信，我
43、们已没有什么怀疑。【Synonym】asregardsregardingwith/inregardtoreferringto关于with/inreferencetoconcerningrelatingto7.price(n.)C（amountofmoneyforthingstobesoldorbought）价格）价格Wealwayssellgoodsatfairprices.我们总是按公允价格出售货物。我们总是按公允价格出售货物。fairprice公允价格公允价格popularprice低廉价格低廉价格reasonableprice合理价格合理价格competitiveprice有竞争力的价格
44、有竞争力的价格lowprice低价低价highprice高价高价price(vt.)(determinethepriceofsth.)定价定价Alloursilkblousesareexquisitelymadeandproperlypriced.我方全部丝绸女衬衫都是制作精致、定价适宜我方全部丝绸女衬衫都是制作精致、定价适宜的。的。ThecomputerispricedatUSD300.这台电脑标价这台电脑标价300美元。美元。8.offer(n.)C（aproposalorapromisetopresentsth.foracceptanceorconsideration)报盘，报价报盘，报
45、价firmoffer实盘non-firmoffer虚盘offerwithoutengagement无约束力的报盘（即虚盘）make/send/give(sb)anforsth(向某人向某人)报盘某物报盘某物Pleasemakeusanofferfor100tonssoybeans.请向我方报盘100吨大豆。.make/send/give(sb)afirmofferforsth(向某人向某人)报某物实盘报某物实盘Pleasemakeusafirmofferfor50M/Twalnutmeat.请向我方报50公吨核桃仁实盘。Yourofferof1000dozenofcottontowelsisn
46、otacceptable.你方1000打棉质毛巾的报盘不能被接受。Note:买方提到卖方已对某商品的报盘时,在offer后可用of,quotation也是如此。offer(v.t./v.i.)(expressreadinesstosellonterms)报盘报盘offer(sb)sth(向某人向某人)报盘报盘Weofferyou150metrictonsofsugar.我们向你方报盘150公吨砂糖。offer(sb)firmsth(向某人向某人)报某物实盘报某物实盘Weofferyoufirm50metrictonsofsugar.我们向你方报150公吨砂糖实盘。9.exquisitely(a
47、dv.)(inadelicatemanner)精致地精致地10.enjoypopularity(sellwell)畅销畅销【SimilarExpressionenjoyfastsales11.specification(n.)C(oftenpl.)(preciseinstructionsaboutsize,weight,colouretc.)规格规格12.invoicevalue发票价值发票价值LessonFiveACounter-offer Words and Expressions1.counter-offer(n.)C(analternativetoanotherpersonsoffer
48、)还盘还盘(v.)(makesomechangestoanoffer)还盘还盘2.supplier(n.)C(personorfirmsupplyinggoods)供货商供货商3.obtainable(adj.)(thatcanbeobtained)可得到的可得到的Bookingsareobtainablefromthelocalshippingcompany.从当地的轮船公司可以订到舱位。Synonymavailable4.regret(vt.)(-tt)(besorryfor)愧疚；缺憾愧疚；缺憾regret+n.Weverymuchregretourinabilitytoacceptyo
49、urpaymentterms.特别愧疚，我们不能接受你们的支付条特别愧疚，我们不能接受你们的支付条款。款。regret+doingWeverymuchregretbeingunabletoacceptyourpaymentterms.特别愧疚，我们不能接受你们的支付条款。regret+that.Weregretverymuchthatweareunabletoacceptyourpaymentterms.特别愧疚，我们不能接受你们的支付条款。regret(n.)Uwithregret(regretfully)缺憾地Wenotewithregretthatyoucannotacceptouror
50、der.我们缺憾地留意到你方不能接受我们的定我们缺憾地留意到你方不能接受我们的定单。单。toonesregret(feelingsorry)令人缺憾地令人缺憾地Muchtoourregret,wehavetodeclineyourcounter-offer.很缺憾，我们不得不谢绝你方的还盘。很缺憾，我们不得不谢绝你方的还盘。regretful(adj.)(feelingsad,sorry)（指人（指人)感到缺憾的；感到愧疚的感到缺憾的；感到愧疚的Weareregretfulthatyourgoodscannotcomeuptoourexpectations.我们感到缺憾的是，你们货物不能符合我