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1、Chapter Business Negotiations Inthischapter,youwilllearn:1.Howtoaskforsamplesandcharges;2.Howtowritealetterofenquiries;3.Thedifferencebetweenanon-firmofferandafirmofferandhowtomakeanoffer;4.Howtomakeacounter-offerandgiveareply;5.Setphrases,usefulsentencepatternsinbusinessnegotiations.Introduction In
2、internationaltrade,exportersandim-portersusuallyhavetogothroughthepro-cessofbusinessnegotiationsbeforetheyareabletoconcludeatransaction.Abusinessnegotiationusuallyconcludesenquiries,offers,counter-offersandaccep-tance.Enquiriesareusuallymadebybuyerstogetinformationaboutthegoodstobeordered,suchaspric
3、e,catalogue,deliveryandotherterms.Offersareusuallymadebysellerstoexpressthewishtoenterintoacontractwithbuyersunderstatedterms,includingthenameofcommodity,quantity,prices,termsofpaymentandsipment,etc.Offerscanbedividedinto2kinds:firmoffersandnon-firmoffers.Afirmofferismadebysellerswhichisirrevocableb
4、eforeitsexpirationandisbindingonboththeoffererandtheofferee.Anon-firmofferhasnoperiodofvalidity,whichisalwaysmadewithcertainreservationbyusingtheexpressionssuchas“withoutengagement”,“subjecttoourfinalconfirmation”“subjecttopriorsale”etc.Acouter-offerismadebybuyerstorejectanofferbysellersortosuggests
5、omechangesinthetermsandconditions.Afterreceivingthecounter-offer,theofferormaymakecon-cessionsifhethinksthesuggestionaccep-table;otherwisehemaybringupsomenewtermandconditions,whichiscalledcounter-counter-offer.Inbusinessnegotiations,aprocessofoffers,counter-offersandcounter-counter-offersisneededunt
6、ilatransactioniscon-cluded.Lesson Two An Enquiry Words and Expressions1.enquiry(n.)C（a request for information on certain goods）询盘，询价，询购）询盘，询价，询购ageneralenquiry一般询价aspecificenquiry具体询价enquirysheet/note/form询价单EnquiryNoteNo.号询价单make/send/give（sb）anenquiryfor（向某人）询购,（向某人）询问.的价格TheymakeusanenquiryforTC
7、LBrandTVsets.他们向我方询购TCL牌电视机。enquire(vi./vt.)(ask the price of certain goods)询盘，询价，询购询盘，询价，询购enquirefor询购.，询问.的价格 WeregretthattheGPSgoodsyouareenquiringforareoutofstocknowatpresent.很抱歉，你们所询购的GPS产品目前无货。2.go through（examine carefully）审查，查阅，仔细检查审查，查阅，仔细检查 WehavegonethroughtheL/Candfoundeverythingisinord
8、er.我们已仔细审阅了信用证，觉得一切都没问题。3.marketable(adj.)(that can be sold)能销售的，销路好的能销售的，销路好的4.appreciate(thank sb.in a polite way)感感谢，感激（常用于商，感激（常用于商业信信 函，表示客气函，表示客气）1）n/doing 感感谢 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/shoulddoingW
9、eshallappreciateyourorder.请贵方寄来订单为感。Yourearlyreplywillbehighlyappreciated.请早日答复为感。Weshallappreciateyourmakingshipmentimmediately.若蒙立即装运，我们不胜感激。5）Weshall/shoulditifyouwill/would6）Itwill/wouldbedifyouwill/would 如果你能如果你能我们将不胜感激。我们将不胜感激。.Weshallappreciateitifyouwillquoteusyourlowestprice,CIFKarachi.如能向我
10、们报CIF卡拉奇最低价，我们将不胜感激。Itwillbeappreciatedifyouwillquoteusyourlowestprice,CIFKarachi.如能向我们报CIF卡拉奇最低价，我们将不胜感激。5.quote（vt./vi.）(state a current price for an article)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
11、方）报男式衬衫的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（amount stated as a current price of an article）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
12、尔牌洗衣机CIF伦敦价，不胜感激。(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.inclusive of(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.）
13、(aspartofthewhole)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%百分之的佣金2)itemsof笔佣金3)alls一切佣金/各项佣金Wearewillingtoallowyouacommissionof3%.我们愿意给以你方3%佣金。Allcommissionsduetoyouwillbepaidnextweek.欠你方的一
14、切佣金下周即付。Thisamountincludes2itemsofcommission.这些金额包括两笔佣金在内。8.demand (n.)C(desire for goods)需求，需要需求，需要（1）sth.beindemand对某物的需求greatheavysth.beinstrongdemandgrowingsmall对某物的需求很大/在增长/不大。Ourelectricgoodsareingreatdemand.对我们电器产品的需求量很大。Thereis(a)demandforsth.对某物的需求Thereisagrowingdemandforourcottonsocks.对我方棉
15、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Itisdifficulttomeetyourdemandsforourlaptopsatpresent.目前很难满足你方对我方笔记本电脑的需求。me
16、etthedemandsathomeandabroad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.ThesellerdemandedthatweshouldpaybysightL/C.卖主要求我们用即期信用证付款。9.order(n.
17、)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/entertainan接受订单toexecute/carryout/fulfill/fillan执行订单toholdup/suspendan
18、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,weshallplaceasubstantialorderwithyou.若你方报价合理，我们将向你们大量订购。order(vt.)(request
19、sb to supply goods)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.我们打算按上次价格向贵方订购300打皮手套。10.excellent in quality and reasonable in price 品质品质优良，价格合理优良，价格合理11.credit and
20、 financial standing(reputatation of a companys trustworthiness in paying debts and its financial status)公司的信贷债务信誉和财务状况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，咨询使某人参阅，咨询 WereferyoutoourletterofApril15.请参阅我方4月15日去函。refersb.AtosbB(forsth)（causesbAtogetintouchw
21、ithsbB）(forsth.)使某人A（为某事）与某人B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WerefertoyourletterofMay20.兹谈及你方5月20日来信。refertosb./sth.
22、(turntoforinformation)参考，参阅，咨询参考，参阅，咨询Astotodaysexchangerate,youmayrefertotheBankofChina.至于今天的汇率，你可向中国银行咨询。referring to(prep.)（concerning）关于（旧式）关于（旧式 书信常用于开头）书信常用于开头）reference(n.)U(referring)参考；涉及参考；涉及 with reference to(prep.)/in reference to(prep.)（concerning）关于）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(a person who is asked to provide the information about the character or ability of the third person)资信证明人资信证明人TheirreferenceistheBankofChina.他们的资信证明人是中国银行。Lesson ThreeRequest for Sample Charges Words and Expressions1.b
24、e in the market for（want to buy）要购买要购买.TheyareinthemarketforChineseWulongTea.他们正想购买中国乌龙茶。2.charge(n.)C（a price asked for goods or services）（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.)(ask in payment for goods supplied or serv
25、ices rendered)收取费用收取费用chargesb.forsth.向某人收取费用Wewillnotchargeyouforthesample.我们寄送样品不收费。charge(vi.)(to record the cost of sth.as amount that sb.has to pay)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。We
26、shallchargeUSD100toyouraccount.100美元的费用记在你方账上。3.dispatch(BrE despatch)(vt.)(send sb./sth.somewhere)发送；派遣发送；派遣Weshalldispatchallthegoodsyouorderednextweek.下周我们会发送你们所订购的所有货物。【Synonym】send,forward dispatch(n.)U(the act of sending sb./sth.somewhere)发送；派遣发送；派遣Goodsarereadyforimmediatedispatch.货已备妥，即刻发运。w
27、ithdispatch（quicklyandefficiently）迅速而有效Weshallbegladifyouwillsendourorderwithallpossibledispatch.请尽快装运货物为感。4.transfer(-rr)(vt.)(cause to move from one place to another)使使.转移，迁往转移，迁往 (cause to change ownership of property,etc.to)转让财产，转账（汇兑款项）转让财产，转账（汇兑款项）Theyhavedecidedtotransferthewarehousetothewest
28、ernsuburbs.他们决定把仓库迁往西郊。PleasetransferourcommissionofRMB5000toouraccountwiththeICBCBank.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(the act of transferring sth.from one to another)转让转让;汇兑汇兑technologytransfer技术转让T/T,T.T.telegraphictransfer电汇M/Tmailtransfer信汇cf.D/Ddemanddraft票汇Pleaseremitourcommissionbyma
29、iltransfer.请用信汇寄来我们的佣金。5.refund(vt.)(pay back money to sb)退款退款，还款，还款refund(money)退还（钱）Yoursatisfactionisguaranteed，orweshallrefundyourmoney.我们保证让你满意，否则我们退款。Weshallrefundyouifthepurchasehasanyqualitydefect.如果所购物品存在质量问题，我们将退款给你。Wearesendingyouachecktorefundtheamountovercharged.refundsb(money)=refund(m
30、oney)tosb.将钱退还某人【Synonym】repayreimburserefund(n.)C(repayment)退款，还款退款，还款 refundon退还买的钱Theydemandarefundontheunsatisfactorygoods.他们对不满意的货品要求退款。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.你方若不满意，我们願退款。【Synonym】repayreimburserefund(n.)C(repayment)退款，还
31、款退款，还款 refundon退还买的钱Theydemandarefundontheunsatisfactorygoods.他们对不满意的货品要求退款。6.account(n.)C(a formal contractual relationship established for regular banking or brokerage etc.)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(detailed records of all the money that
32、a person or business receives and spends)账目账目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
33、会计员会计员7.inconvenience(n.)U(discomfort or trouble)不方便，烦扰不方便，烦扰【Antonym】convenience(n.u.)方便 causesbinconvenience给某人带来不便=putsb.toinconvenience【Similar Expression】putsbinadifficult(anawkward)positionWeexpressourregretfortheinconvenienceourdelayhascausedyou.我们对此次延误给你方带来不便深表抱歉。inconvenience(vt.)(put sb.to
34、 inconvenience)给某人带来不便给某人带来不便 Theypromisedtoshipthegoodsassoonaspossiblesoasnottoinconvenienceusanyfurther.他们承诺尽快发运货物以免给我们带来更多不便。inconvenient（adj.）(causing discomfort,trouble or annoyance)使人不便的，引起困扰的使人不便的，引起困扰的 Weregrettosaythatthepaymentmodeyouaskforisinconvenienttous.很遗憾，你们所要的付款方式对我们来说并不方便。【Antony
35、m】convenient(adj.)方便的8.anticipate(vt.)(expect)盼望；期望；预期盼望；期望；预期anticipate+n.Theyanticipateanorderfromyouforourmechanicaltoys.我们期待贵方寄来订购我方机械玩具的订单。anticipate+doingWeanticipatereceivingyourrepeatorder.我们期待你方的续订订单。anticipate+that.Weanticipateweshallmakeshipmentnextweek.我们预计下周装船。【Synonym】expect【Similar Ex
36、pression】lookforwardto Lesson Four(A)A Non-firm Offer(B)A Firm Offer Words and Expressions1.request(n.)(for)（expressing desire for sth.）要求要求,请求请求 Wearepreparedtomeetyourrequest.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。Wehavedulynotedyourre
37、questthatwe(should)shipthegoodsinearlyMay.我们已得知你方要求我们在5月初装运这些货物。asperonesrequest按某人要求Asperyourrequest,weattachourquotationsheetforSonictechLaptopComputer4820TDAND4820GCIFKarachi.按照要求，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
38、器CIF汉堡价格。request(vt.)(ask for sth.politely or formally)要求要求,请求请求 (1)request+n.要求要求/请求请求.Werequestyourimmediateattentiontothematter.我们要求你方即刻办理此事。(2)requestsb.todosth.要求要求/请求某人做某事请求某人做某事Werequestyoutomakepromptshipmentofourorder.我们要求你方迅速装运我们的定货。(3)requestthat.要求要求/请求请求.(从句用should或虚拟语气现在时)Werequestthat
39、you(should)makepromptshipmentofourorder.我们要求你方迅速装运我们的定货。asrequested（asitisrequested）按某人要求=asperonesrequest=complyingwithonesrequest=tocomplywithonesrequest=incompliancewithonesrequestAsrequested,weencloseourlatestcatalogue.按照要求，附上我方最新目录。2.allow(vt.)(permit)允许；允许；(agree to give)给予给予Transhipmentisallo
40、wedintheL/C.信用证规定允许转运。PleasenotethatwedonotallowanycommissiononourGPSgoods.谨告之，我们对（出口）GPS产品一般不给佣金。3.discount(n.)(a reduction made in the price when buying goods)折扣折扣 at a discount 打折扣打折扣 at a discount of 打打折扣折扣 Wearepreparedtosupplyyou“RedBeans”MensShirtsatadiscountof5%offourrecentprices.我们愿供给你方红豆牌男
41、式衬衫，按现价打5%折扣。【Synonym】allowance4.grant (vt.)(consent to give)答应答应,准予准予；(allow what is asked for)给予给予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，他们给予我们5%折扣。grantdiscountallowsbonsthgivecommission对某物给某人折扣/佣金
42、grantonesrequest答应某人要求cf.meetonesrequest满足某人要求 5.subject to(conditional/conditionally upon)以以为有效，以为有效，以为准为准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.as to(prep.)(relating to)至于，关于至于，关于 Astotheircreditstanding,yo
43、umayrefertothebank.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，我们已没有什么怀疑。【Synonym】asregardsregardingwith/inregardtoreferringto关于with/inreferencetoconcerningrelatingto 7.price(n.)C（amount of money for things to be sold or bought）价格）价格 Wealwayssellgoodsatfairprices.我们总是按公平价格出售货物。fa
44、irprice公平价格popularprice低廉价格reasonableprice合理价格competitiveprice有竞争力的价格lowprice低价highprice高价 price(vt.)(determine the price of sth.)定价定价 Alloursilkblousesareexquisitelymadeandproperlypriced.我方所有丝绸女衬衫都是制作精美、定价适宜的。ThecomputerispricedatUSD300.这台电脑标价300美元。8.offer(n.)C（a proposal or a promise to present st
45、h.for acceptance or consideration)报报盘，报价盘，报价 firmoffer实盘non-firmoffer虚盘offerwithoutengagement无约束力的报盘（即虚盘）make/send/give(sb)an for sth(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)a firm offer for sth(向某人向某人)报某物实盘报某物实盘Pleasemakeusafirmofferfor50M/Twalnutmeat.请向
46、我方报50公吨核桃仁实盘。Yourofferof1000dozenofcottontowelsisnotacceptable.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.)(express readiness to sell on terms)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)firm sth(向某人向某人)报某物实盘报某物实盘 Weoffer
47、youfirm50metrictonsofsugar.我们向你方报150公吨砂糖实盘。9.exquisitely(adv.)(in a delicate manner)精致地精致地10.enjoy popularity(sell well)畅销畅销 【Similar Expressionenjoyfastsales 11.specification(n.)C(often pl.)(precise instructions about size,weight,colour etc.)规格规格12.invoice value 发票价值发票价值 Lesson Five A Counter-offer
48、 Words and Expressions1.counter-offer(n.)C(an alternative to another persons offer)还盘还盘 (v.)(make some changes to an offer)还盘还盘2.supplier(n.)C(person or firm supplying goods)供货商供货商3.obtainable(adj.)(that can be obtained)可得到的可得到的Bookingsareobtainablefromthelocalshippingcompany.从当地的轮船公司可以订到舱位。Synonyma
49、vailable 4.regret(vt.)(-tt)(be sorry for)抱歉；遗憾抱歉；遗憾 regret+n.Weverymuchregretourinabilitytoacceptyourpaymentterms.十分抱歉，我们不能接受你们的支付条款。regret+doing Weverymuchregretbeingunabletoacceptyourpaymentterms.十分抱歉，我们不能接受你们的支付条款。regret+that.Weregretverymuchthatweareunabletoacceptyourpaymentterms.十分抱歉，我们不能接受你们的支
50、付条款。regret(n.)U withregret(regretfully)遗憾地 Wenotewithregretthatyoucannotacceptourorder.我们遗憾地注意到你方不能接受我们的定单。toonesregret(feelingsorry)令人遗憾地Muchtoourregret,wehavetodeclineyourcounter-offer.很遗憾，我们不得不谢绝你方的还盘。regretful(adj.)(feeling sad,sorry)（指人指人)感到遗憾的；感到抱歉的感到遗憾的；感到抱歉的Weareregretfulthatyourgoodscannotc