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1、商务英语谈判口译 商务谈判的外延很广，包括贸易谈判、招标与贸易谈判、招标与投标谈判、引资和投资、工程承包、技术转让投标谈判、引资和投资、工程承包、技术转让等方面的谈判。中国加入世界贸易组织以来，对外贸易呈现出一片崭新的面貌，进出口贸易往来日益增多。贸易谈判作为商务活动中的一个重要环节，对国内外企业间的合作、进出口贸易的成败起着举足轻重的作用。首先我们主要学习贸易谈判及其口译。Visual interpreting Thequalityofoursisasgoodasthatofmanyothersuppliers,whileourpricesarenothighastheirs.Bythewa
2、y,whichitemsareyouinterestedin?Pleaseletusknowyourlowestpossiblepricesfortherelevantgoods.Wecanofferyouaquotationbasedupontheinternationalmarket.WhencanIhaveyourfirmC.I.F.prices,Mr.Li?IdliketohearyourquotationonaC.I.F.LosAngelesbasisvalidfor90days,withaninclusionofa5%agentscommissioninyourquotation.
3、贸易谈判主要环节贸易谈判主要环节从贸易谈判实务中总结出的谈判基本程序包括：从贸易谈判实务中总结出的谈判基本程序包括：建立业务关系（建立业务关系（establish relationsestablish relations）询盘询盘 (inquiry)(inquiry)发盘（发盘（offeroffer）还盘（还盘（counteroffercounteroffer）付款（付款（paymentpayment）佣金（佣金（commissioncommission）折扣（折扣（discountdiscount）包装（包装（packingpacking）货运货运 (shipment)(shipment)保
4、险（保险（insuranceinsurance）合同条款（合同条款（contract termscontract terms）索赔（索赔（claimclaim）贸易谈判口译贸易谈判口译1.询盘(inquiry)在这个环节中经常用的句子有：CanImakeaninquiry?/Couldyougiveussomeideasaboutyourprices?/Willyoupleaseinformusofthepricesatwhichyoucanofferthegoods?/Ihopetohaveyourquotationfor?2.发盘（offer）在这个环节中经常用的句子有:Weareplea
5、sedtomakeyouanofferfor/Heresouroffer./Iexpectyoutoacceptourgeneraltermsandconditionsoftrade./Wouldyoutelluswhatquantityyourequiresothatwecanworkouttheoffer?3.还盘（counteroffer）在这个环节中经常用的句子有:Yourpricesoundsabittoohigh./Yourpriceismuchhigherthanweexpected./Willyoureduceyourpriceby%?/Inordertoconcludethe
6、transaction,Ihopeyouwillseeyourwaytobringdownyourpriceby%?/Ifyoustandfirm,wecanhardlycometoterms.InquiryInquiryAnenquiryisarequestforinformation.Whenabusinessmanintendstoimportgoods,hewillmakeaninquirytoanexporteraskingforinformationoranofferforthegoodshewishestobuy.Theinquirymayinclude:price、specif
7、ications、quality、packing、deliverytime、paymentterms etc.Supplementary Vocabulary畅销品bestseller/quicksellingproduct展览品exhibitsondisplay开辟市场establishamarket有销路haveagood/readymarket样式design销售说明书salesliterature交易会tradefair商标trademark成交concludeadeal/transactionwithsb条款termsandconditions客户client/customer老主顾
8、regularcustomer发货deliver一般(具体)询盘general(specific)inquiry报价单quotationlist(sheet)享有盛誉enjoygreatreputation(popularity)厂商manufacturer供应商supplier需求量很大ingreatdemandMayIhaveanideaofyourprices?可以了解一下你们的价格吗？Canyougivemeanindicationofprice?你能给我一个估价吗？Pleaseletusknowyourlowestpossiblepricesfortherelevantgoods.请
9、告知你们有关商品的最低价。Ifyourpricesarefavorable,Icanplacetheorderrightaway.如果你们的价格优惠，我们可以马上订货。WedratherhaveyouquoteusFOBprices.我们希望你们报离岸价格。WouldyoutellusyourbestpricesC.I.F.Humburgforthechairs.请告诉你方椅子到汉堡到岸价的最低价格。Offer and counter-offer Anofferisapromisetosupplygoodsonthetermsandconditionsstated.Itcanbeafirmof
10、ferwhichisapromisetosellgoodsatthestatedprice,usuallywithinastatedperiodoftime.Italsocanbeanonfirmofferwhichismadewithoutengagementandissubjecttothesellersconfirmation.1.nameofthegoods.2.qualityandspecifications.3.quantity.4.detailsofprices.5.discount.6.termsofpayment.7.timeofshipment.8.packingUsual
11、lyanofferwillincludethefollowing:Acounterofferismadewhentheprospectivebuyersfindanytermsandconditionsintheofferunacceptable.Sometimesbuyersmaytaketheinitiativetomakeabidtosellers.Ifthebidisnotacceptabletothesellers,acounterbidwillbemadesubsequently.Offer and counter-offerItisalsocallednegotiatingpri
12、cesAboutcurrenciesAustralianDollarCanadianDollarHongKongDollarUSDollarEuroDollarSwissFrancGermanMarksJapaneseYenRMBSupplementary VocabularyAcceptablepriceAttractivepriceWorkablepriceCurrentpriceFavorablepriceFloorprice(rockbottomprice)MarketpriceRetailpriceWholesalepriceFirmofferOfferwithoutengageme
13、ntSalesvolume50%off25%discountBuyone,getoneWecanofferyouaquotationbasedupontheinternationalmarket.我们可以按国际市场价格给您报价。我们可以按国际市场价格给您报价。Wethinkyourofferistoohigh,whichisdifficultforustoaccept.我们认为你方的报价太高了，我方难以接受。我们认为你方的报价太高了，我方难以接受。Ourofferisreasonableandrealistic.Itcomesinlinewiththeprevailingmarket.我方的报
14、价是合理的、现实的，符合当前市场的价格水平。我方的报价是合理的、现实的，符合当前市场的价格水平。Ifyouinsistonyourpriceandrefusetomakeanyconcession,therewillbenotmuchpointinfurtherdiscussion.如果你方坚持自己的价格，不作让步，我们没有必要再谈下如果你方坚持自己的价格，不作让步，我们没有必要再谈下去了。去了。Wecantacceptyourofferunlessthepriceisreducedby5%.除非你们减价除非你们减价5%，否则我们无法接受报盘。，否则我们无法接受报盘。Ifthepriceish
15、igherthanthat,wedrathercallthewholedealoff.如果价格比这还高，我们宁愿放弃这桩生意。如果价格比这还高，我们宁愿放弃这桩生意。Letsmeeteachotherhalfway.那我们各让一步吧。那我们各让一步吧。贸易术语贸易术语1.FOB为Free On Board 的缩写，意思是“装运港船上交货”，即“离岸价”。其后要标明指定的装运港。按照国际贸易术语解释同通则，采用FOB成交时，卖方承担的基本义务是在合同规定的装运港和规定的期限内，将货物装上买方指派的船只，并及时通知买方。货物在装船时越过船舷，风险即由卖方转至买方。2CIF的全称是Cost(成本费)
16、加Insurance(保险费)加Freight(运输费)，即“到岸价”。Group work1.A businessman from Scotland makes an inquiry about your green beans,for which you have the following quotation:Commodity&specifications:Green beans,grade A Price:USD 620 per metric CIF 2.There is a heated discussion on price and discount between Mr.Wan
17、g and Mr.Daniel.It seems to be difficult for them to clinch a deal.Recommend:http:/ 如:信用证结算、承兑交单、付款交单等.2.了解有关佣金的一般表达方式.3.了解并熟悉有关包装及装运的一般表达方式。明天听写明天听写1.2.3.1.2.3.3.复习今天所学的内容Agent SoleagentSoleagencyagreementWearepleasedtoofferyouasoleagencyforthesaleofourproductsinyourcountry.Iftermsproveworkable,wed
18、liketoappointyouasouragent.Wehavenointentionofconsideringexclusivesalesinyourmarketatpresent.Wedliketorenewoursoleagencyagreementforanothertwoyears.Wewillincreaseourturnoverifyouappointusasyoursoleagent.Wedliketosignasoleagencyagreementwithyouonyourelectricfansforaperiodofthreeyear.Commission佣金一般是代理
19、商因介绍交易而获取的报酬.佣金一般是以百分比的形式给予.Weshallremityoua5%commissionofinvoicevalueafterpaymentiseffected.Weusuallypayouragentsa5%commissionofthevalueforeachdeal.Wewishtobeyouragentinourdistrictifthecommissionrateisfavorable.Payment terms Payment terms 支付条件,是国际贸易中的主要交易条件之一.支付条件包括:使用的货币、付款金额、时间和地 点、支付方式等.按结汇方式来分:
20、记帐结算和现汇结算按支付时间来分:预付、即付和延付按付款依据来分:货到付款和凭单付款信用证信用证（Letter of CreditL/C）国际贸易中常用的一种支付和结算方式，即由银行（开证行）根据买方（申请人）的要求和指示，向卖方（受益人）开立的一定金额，在一定期限内按规定条件付款的凭证。只要卖方(受益人)提供与信用证条款相符的货运单据,开证行必须履行付款义务.支票是一种银行信用，由银行做买卖双方的中间人和担保人，使卖方收汇和买方收货都有安全保证，有助于促进双方顺利达成交易和资金周转。在国际贸易中被广泛使用.(banks charge&deposit-tie up the money)irre
21、vocable:(不可撤消的)，这个词在信用证中极为重要，“不可撤消信用证”一经开出，在其有效期内，未经受益人同意，开证行或买方不得修改或撤消。Welldeliverthegoodswithin30daysafterwereceivetherelevantL/C.付款交单付款交单 (Documents Against PaymentD/P)(Documents Against PaymentD/P)跟单托收的一种交单方式。按照这种方式，代收行交单以付款人付款为前提。如汇票遭到拒付，卖方仍握有代表货物所有权的提单，可保留对货物的支配权。因风险较小,付款交单使用得也较多.承兑交单承兑交单 (Doc
22、uments Against AcceptanceD/A)(Documents Against AcceptanceD/A)跟单托收的一种交单方式。按照这种方式，汇票的付款期限均为远期远期；付款人承兑远期跟单汇票后，代收行即将所附全套货运单据交给付款人，等到汇票到期付款人始付票款。因对卖方来说有较大风险，因此这种方式一般只用于信用记录较好的老客户。这种方式其实是出口人对进口人的一种资金融通(accommodation)。paymentbyD/A60dayssight1.Ourtermsofpaymentarebyaconfirmedirrevocableletterofcreditbydraf
23、tatsight.我们的支付方式是以保我们的支付方式是以保兑不可撤消的、凭即期汇票支付的信用证。兑不可撤消的、凭即期汇票支付的信用证。2.Inordertoconcludethebusiness,Ihopeyoullmeetmehalfway.Whatabout50%byL/CandthebalancebyD/P?为了做成这批生意，希望双方都各让步为了做成这批生意，希望双方都各让步一半。百分之五十以信用证一半。百分之五十以信用证付款，百分之五十按付款交单付款，百分之五十按付款交单怎么样？怎么样？3.3.Wehaveinstructedourbanktoopenanirrevocabledocu
24、mentaryletterofcreditinyourfavor.Theamountis$1,300.我们已通知我方银行开立以你方为我们已通知我方银行开立以你方为受益人的、不可撤消的、跟单信受益人的、不可撤消的、跟单信用证，其金额为一千三用证，其金额为一千三百美金。百美金。4.Weshalldrawonyouat60dayssightthegoodshavebeenshipped.Pleasehonorourdraftwhenitfallsdue.货物装运后，我们将向你方开出见票六十天内货物装运后，我们将向你方开出见票六十天内付款的汇票，请到期即付付款的汇票，请到期即付。packingoute
25、r packing(transport packing)inner packingwrapperpolythenecarton(cardboard box)wooden casemetal strapfragiledampCartonsarenotstrongenoughforheavygoods./Wellusemetalstrapstoreinforcetheoutside./Cartonsareeasytocutopen,andthisincreasestheriskofpilferage./Allourcartonsarelinedwithplasticsheets,sotheyare
26、waterproof.(,whichiswaterproof)/WaterproofDampproofLeakproofLining mark唛头唛头IndicativeMark指示性标志指示性标志WarningMark警告性标志警告性标志upward向上，向上，由下往上由下往上ThisSideUp此端向上此端向上HandleWithCare小心轻放小心轻放KeepUpright勿倒置勿倒置UseNoHooks请勿倒挂请勿倒挂Keepinadryplace在干燥处保管在干燥处保管Keepinacoolplace在冷处保管在冷处保管Keepawayfromboilers远离锅炉远离锅炉Keepa
27、wayfromheat请勿受热请勿受热Keepawayfromcold请勿受冷请勿受冷KeepDry防湿防湿Explosive爆炸品爆炸品Fragile易碎品易碎品Inflammable易燃品易燃品表达商品包装的方法表达商品包装的方法:1.“in”用某物包装.Walnuts are packed in double gunny bags.2.“in ofeach”用某物包装,每件装多少.Mens shirts are packed in wooden cases of 10 dozen each.3.“in of each,to”用某物包装,每件装多少,若干小容器装于一大容器中.Pens ar
28、e packed in boxes of a dozen each,100 boxes to a carton.Asthisarticleisfragile,pleasecaseitintodurablepacking.这种物品易碎，请以耐用包装来装箱。这种物品易碎，请以耐用包装来装箱。Weusuallypackeachpieceofmensshirtinabox,halfdozentoaboxand10dozenstoawoodencase.我们通常把每件男衬衣装入一个盒子里，半打装一箱，十我们通常把每件男衬衣装入一个盒子里，半打装一箱，十打装一个打装一个 木箱。木箱。The wooden
29、case should be not only The wooden case should be not only seaworthy but also strong enough to seaworthy but also strong enough to protect the goods from any damage.protect the goods from any damage.木箱不仅木箱不仅要适合于海运，还要十分坚固足以保护货物不受任何损要适合于海运，还要十分坚固足以保护货物不受任何损失。失。Please be assured that the packaging is P
30、lease be assured that the packaging is strong enough to withstand rough handling.strong enough to withstand rough handling.请确保此包装牢固，足以承受粗糙地搬运。请确保此包装牢固，足以承受粗糙地搬运。Group workMr.Smith 来到广州与厂商的代理Ben继续商谈订购丝绸事宜.Mr.Smith 以公司小,资金周转有困难为由,希望Ben 能够接受托收作为付款方式.homeworkhomework合同的签订保险,索赔的表达方法.找出类似的案例.投资 insuranceC
31、argo transport insurance is to protect the interests of importers and exporters from possible financial losses caused by risks during the transit of goods.Insured InsurerInsurance policyPICC(the Peoples Insurance Company of China)险别险别 （Insurance CoverageInsurance Coverage）战争险战争险 （War RiskWar Risk）水渍
32、险水渍险 （With Particular AverageWPAWith Particular AverageWPA）平安险平安险 （Free from Particular Average-FPAFree from Particular Average-FPA）一般附加险（一般附加险（General Additional RisksGeneral Additional Risks）特别附加险特别附加险 (Special Additional Risks)(Special Additional Risks)综合险综合险 (All Risks)/(All Risks)/一切险一切险保险费保险费
33、（PremiumPremium）海洋货物运输保险海洋货物运输保险 (Marine Risks)(Marine Risks)Idliketoknowwhatinsuranceyouwillcoverforyourclients?Wewillalsocovertheextraneousrisksifourclientsrequire,buttheextrapremiumisforthebuyersaccount.PleasecoverWPAandWarrisksforus.WewillhaveyourgoodscoveredagainstWPAat110%oftheinvoicevalue.We
34、have covered insurance on 1,000 cases We have covered insurance on 1,000 cases of beer for 110%of the invoice value of beer for 110%of the invoice value against all risks.against all risks.我们已将一千箱啤酒按发票金我们已将一千箱啤酒按发票金额的百分之一百一十投保一切险。额的百分之一百一十投保一切险。W.P.A.plus Risk of Breakage suit your W.P.A.plus Risk o
35、f Breakage suit your consignment.consignment.贵方货物适合于投保水渍险及破碎险。贵方货物适合于投保水渍险及破碎险。Accordingtointernationalpractice,wedonotinsureagainstsuchrisksunlessthebuyerscallforthem.按照国际惯例，我们不投保这些险别，除非买主按照国际惯例，我们不投保这些险别，除非买主提出要求投保。提出要求投保。Wecanserveyouwithabroadrangeofcoverageagainstallkindsofrisksforseatransport,
36、suchasFreeofParticularAverage(F.P.A.),WithParticularAverage(W.P.A.),AllRisksandExtraneousRisks.我们可以承保海洋运输的所有险别，我们可以承保海洋运输的所有险别，如：平安险、水渍险、一切险如：平安险、水渍险、一切险 和附加险。和附加险。Claim and ArbitrationFailureforthebuyerandsellertoperformanyofhiscontractualobligationsmaycausebreachofcontract,theinjuredpartycanlodgea
37、claim.Usuallythetwopartieswouldliketosolvethedisputethroughmutualconsultationormediation,ifcannot,theyhavetoresorttothearbitrationorganizations.Weshalllodgeaclaimforallthelossesincurredasaconsequenceofyourfailuretoshipourorderintime.由于你方未能及时交货，我方将向你方提出由此而由于你方未能及时交货，我方将向你方提出由此而遭受的全部损失的索赔。遭受的全部损失的索赔。A
38、ll oftheproductsshouldbelodgedwithin15daysaftertheirarrival.任何有关该产品质量问题的申诉应任何有关该产品质量问题的申诉应该在货物到达后的十五天内提出。该在货物到达后的十五天内提出。Ourinvestigationshowsthatimproperpackingcauseddamage.Thereforewehavetoreferthismattertoyou.我方检验证明，货物受损是由于包装不当而造成的。因此，我方检验证明，货物受损是由于包装不当而造成的。因此，我们不我们不 得不将此事提交你处解决。得不将此事提交你处解决。Inviewofthelongbusinessrelationsbetweenus,wewishtomeetyouhalfwaytosettletheclaim.考虑到我考虑到我们之间长期的业务关系，我们愿意各让一半解决这项索赔。们之间长期的业务关系，我们愿意各让一半解决这项索赔。