商务英语谈判
外贸英语-报价和发盘
发盘（Offers）通常是以广告，传单，信件或回应询盘的方式发出的。发盘的定义为：交易的一方为了销售或购买一批商品，向对方提出有关的交易条件，并表示愿按这些条件达成一笔交易，这种意思表示的行为称作发盘。发盘可以分成两类：实盘（Firm Offer）和虚盘（Non-firm Offer）。二者的区别一定要清楚，因为不仅是它们的表达方式不同，更重要的是它们的法律效力是不一样的。
这里我想插几句题外话。学习外贸英语，为的就是做进出口贸易。关键还是要对整个对外贸易流程有清楚的了解。而其中涉及不少法律问题，也是不能忽视的。虽然正式合同还没签定，但双方在书信上达成的协议，已经具有法律效力，对双方都有约束力。因此要注意在书信中明确自己的意图，不要让不良商人有机可成。学习外贸英语可不仅是用来当翻译的哦^-^]
实盘是发盘人（Offerer）按其提供的条件以达成交易目的的明确表示。实盘具有法律效力.受盘人(Offeree)一旦在有效期限内接受实盘上的条件和内容,发盘人就无权拒绝售货.
一项实盘必须具备：
1) 发盘的内容和词句必须肯定，不能用‘大约（about）’，‘参考价（reference price）’等摸棱两可的词。
2) 发盘的内容明确完整，其内容应包括商品品质（Quality），数量（Quantity），包装（Packing），价格（Price），装运（Shipment），支付（Payment）,有效期(Validity )等。
3) 发盘中不能有保留条件如：以我方最后确认为准subject to our final confirmation
以货物的未售出为准subject to goods being unsold
虚盘是发盘人所作的不肯定交易的表示.凡不符合实盘所具备的上述三个条件的发盘,都是虚盘.虚盘无须详细的内容和具体条件,也不注明有效期.它仅表示交易的意向,不具有法律效力.出现下列一类的词句者,皆为虚盘:
-Without engagement.
不负任何责任.
-subject to prior sale
有权先售
-All quotations are subject to our final confirmation unless otherwise stated.
所作报价,除特别注明外,须经我方确认后方能生效.
-Our offer is subject to approval of export licence.
出口许可证准许签证,我方报价才有效.
例1 :
Dear Sirs,
Thank you very much for your inquiry of August 4 requesting us to offer you for our SPORT SHIRTS, STYLE A.
In reply, we have the pleasure of submitting to you firm offer on the following terms and
conditions subject to your reply here by August 16, 1999
Commodity : Sport Shirt, Style A.
Quality : As per sample submitted to you on July 10, 1999.
Quantity : 500 dozen.
Price :USD 20.34 per doz. CIF Hong Kong.
Packing :Export standard packing.
Payment :Against 100% confirmed, irrevocable letter of credit in our favor.
Shipment : During September, 1999 subject to L/C reaches us by the end of August, 1999 We are sure you will fine our price very reasonable. The market here is enjoying an upward trend. So, we trust you will not overlook this opportunity and hope to receive your prompt order.
Yours truly
Notes: 可见firm offer 字样, 所以这是一个实盘.
subject to your reply here by.... ....日复到我方有效
As per 按照,根据
USD 20.34 per doz. CIF Hong Kong CIF 香港每打20.34美元, CIF为13个贸易术语之一. Against 100% confirmed, irrevocable letter of credit in our favor 以我方为受益人的保兑的,不可撤消信用证.
L/C letter of credit 信用证
例2 :
WE OFFER FIRM FOR REPLY HERE BY JANUARY 16,500 CASES SALTED EGGS, 20 DOZEN TO CASE, EACH HKD 72.00 FOB HONG KONG, SHIPMENT DURING FEBRUARY, IRREVOCABLE SIGHT CREDIT.
兹确定报价,咸蛋500箱,每箱20打, FOB香港每箱港币72元, 二月装运,不可撤消即期信用证,1月16日复到我方有效.
Notes:这是一封电报,同样是实盘.
例3:
Dear Sirs,
Our Commercial Counsellor’s Office in your country has referred to us your enquiry for Chinese Tung Oil as the fall within the scope of our business.
Enclosed is our invoice Proforma Invoice No. ST-8821 in triplicate for 3×20’ FCL of the
above mentioned product at USD 1075 per metric ton CFR JMP for shipment in October, 1998, for payment by irrevocable sight L/C, which we hope you will find in order. Please note that this offer is subject to goods being unsold.
For your information, we have been exporting this product for years and thanks to its fine quality, our product has won popularity in the European market. We are confident that once you have tried our product you will be convinced of the excellence in quality.
As we received large number of orders from our clients, it is quite probable that our present stock may soon run out. We would suggest that you place your order with us at an early date.
We look forward to your prompt reply.
Yours faithfully
Notes:见subject to goods being unsold 字样, 可见为虚盘
Proforma Invoice 形式发票,假定发票,为出口商应进口商要求而提供的一种发票,以便后者申请进口许可证之用.形式发票也是一种报盘,不作为付款之凭证.
in triplicate 一式三份
FCL Full Container Load 整货柜装载
JMP Japanese Main Ports 日本主要港口
CFR Cost and Freight 成本加运费13个贸易术语
价格谈判中的英语技巧
(一)It is a condition of this letter that the name of this Bank will not be disclosed in the ev ent of our report being passed on to your clients.
译文：本函有一个条件，即在把我们的报告转交你们的客户时，请勿泄露本行的名称。
这段话是出自银行对某项咨询的回复信函。此类复信一般包括三部分:
1陈述实事；
2)表示意见；
3)提醒对方所提供的资料是绝密及不负责任的。上面的句子属于第三部分。
本句中的it是形式主语，其主语是that……从句。
pass on hand or give sth to sb else to others 传递；转交
Example We will pass on your decision to the buyer.
其他表达方式：
1.Please note that this information is furnished without any responsibility on our part and should be held strictly confidential.
2.Please note that the information is furnished at your request without any responsibility whatsoever on the part of this Bank or on any of its officers.
3.May we ask that you treat this information as strictly confidential without responsi bility on our part.
(二)Should you be prepared to reduce your limit by say 10% we might come to terms.
译文：如果你方愿意减价，譬如说减10%，也许能达成交易。
这句话是在讨价还价中常用到的句子。在双方的谈判中，价格是一个很重要的环节，婉转地提出自己的意见可以使自己处于主动地位。
say 10%是let us say 10%的简化。
be prepared to……准备做……事
Example We are not prepared to change the terms.
limit n.限度(在外贸业务中有时用来指价格，即价格限度)
Example:Your limit is too high to permit business.
come to terms达成交易。类似说法有come to business close a bargain close a deal
等等。
外贸英语：出口套用语
Opening Sentences 启头句:
1)We have (take) pleasure in informing you that......
兹欣告你方......
2)We have the pleasure of informing you that......
兹欣告你方.....
3)We are pleased (glad) to inform you that......
兹欣告你方......
4)Further to our letter of yesterday， we now have (the) pleasure in informing you that ......
续谈我方昨日函，现告你方......
5)We confirm telegrams/fax messages recently exchanged between us and are pleased t o say that......
我方确认近来双方往来电报/传真，并欣告......
6)We confirm cables exchanged as per copies (cable confirmation) herewith attached.
我方确认往来电报，参见所附文本.
7)We learn from Messrs......that you are interested and well experienced in .....business ， and would like to establish business relationship with us.
我方从...公司获悉，你方对...业务感兴趣且颇有经验，意欲与我方建立业务关系.
8)Although no communication has been exchanged between us for a long time， we tru st that you are doing well in business.
虽然久未通讯，谅你方生意兴隆.
9)Although we have not heard from you for guite some time， we hope your business is progressing satisfactorily.
虽然好久没接到你方来信，谅业务进展顺利.
10)We have pleasure in sending you our catalog， which gives full information about o ur various products.
各类附加费中英文对照
由于船舶、货物、港口及其它方面的种种原因，使得船方在运输货物时增加费用开支或蒙受经济损失，船方为补偿这些开支或损失，除基本费率外，规定另外收取的费用，就叫附加费（Surcharge或Additional）。附加费种类繁多，而且随着一些情况的改变，会取消或制订新的附加费。以下是一些常见的附加费类别，供您参考：
燃油附加费（Bunker Surcharge or Bunker Adjustment Factor , 缩写是BAF）
货币贬值附加费（Devaluation Surcharge or Currency Adjustment Factor , 缩写是CAF）
绕航附加费(Deviation Surcharge)
苏伊士运河附加费(Suez Canal Surcharge)
转船附加费(Transhipment Surcharge)
直航附加费(Direct Additional)
港口附加费(Port Surcharge)
港口拥挤附加费(Port Congestion Surcharge)
超重附加费(Heavy-Lift Additional)
超长附加费(Long Length Additional)
洗舱费(Cleaning Charge)
熏蒸费(Fumigation Charge)
冰冻附加费(Ice Surcharge)
选择卸货港附加费(Optional Fees or Optional Additional)
变更卸货港附加费(Alteration Charge)
回复客户询盘的常用语
（1）我们的条件是10日内付款为2%的折扣，30日内付款无折扣。
Our terms are 2% ten days， thirty days net.
（2）我公司仅限于从发票开出之日起10日内付现金者给予折扣优待。
We only allow a cash discount on payments made within ten days of date of invoice.
（3）顾客向我公司购货一律用现金支付。从发票开出之日起，30日内将货款付清。如当即支付现款，我公司当按年利5%计付30日的利息。
Terms to approved buyers strictly net cash， payment within thirty days from invoice date， for prompt cash we will allow thirty days interest， at the rate of 5% per annum.
（4）条件：即期发货。在货到我方工厂，经过验讫重量品质后，立即以现金支付。
Terms： early delivery， and net cash payment after receipt of the material at our works， and verification of weight and quality.
（5）现金支付折扣，仅限于在10日内以现金付清货款者可打折扣。
Cash discounts are allowed only on accounts that are paid within the ten-day limit.
（6）你将发现，我公司对贵方的报价所给予的优惠是前所未有的。
You will find that we have given you the best terms customary in our business.
（7）每月一日以前提供的汇票，依我公司惯例应在25日全部结帐。
My habit is to settle on the 25th all bills rendered on or before the 1st of each and every month.
（8）我公司付款条件为交货后3个月内支付现金。1个月内付清货款者，可打5%折扣。
Our terms are cash within three months of date of delivery， or subject to 5 per cent discount if paid within one month.
（9）兹就贵方对该商品的询价回复如下：
In answer to your inquiry fo rthe article， we reply you sd follows.
（10）针对你方昨日的询盘，现寄上与你来函要求相似的墙纸样品一宗。
In reply to your enquiry of yesterdays date， we are sending you herewith several samples of wall paper closely resembling to what you want.
（11）兹就该商品向贵方报价如下：
We are pleased to quote you for the goods as following.
（12）兹随函寄上该商品的现行价格表一份，请查收。
Enclosed we hand you a price-current for the goods.
（13）上述报价，无疑将随市场变化而变动。
Of course these quotations are all subject to the fluctuations of the market.
（14）上述价目单是以付现金拟订的，我们认为还可以打很多折扣。
We think you can well accord us a substantial discount off your list prices， which we see are quoted net cash.
（15）对这批数量大，以现金支付的货，如你方能从价目表中，再给些折扣优待，当不胜感谢。
We shall be glad if you will quote us the best discount for cash off your list price for cash for this quantity.
（16）我公司的支付条件：以现金支付。自发票开出之日起10天内付款者，打2%
的折扣。
Our terms， as our invoice states， are 2% cash discount， only within ten days of date of invoice
商务英语谈判词汇大全
1、出口方面的词汇
出口信贷 export credit
出口津贴 export subsidy
商品倾销 dumping
外汇倾销 exchange dumping
优惠关税 special preferences
保税仓库 bonded warehouse
贸易顺差 favorable balance of trade
贸易逆差 unfavorable balance of trade
进口配额制 import quotas
自由贸易区 free trade zone
对外贸易值 value of foreign trade
国际贸易值 value of international trade
普遍优惠制 generalized system of preferences-GSP
最惠国待遇 most-favored nation treatment-MFNT
2、价格条件
价格术语 trade term (price term)
运费 freight
单价 price
码头费 wharfage
总值 total value
卸货费 landing charges
金额 amount
关税 customs duty
净价 net price
印花税 stamp duty
含佣价 price including commission
港口税 port dues
回佣 return commission .
装运港 port of shipment
折扣 discount, allowance
卸货港 port of discharge
批发价 wholesale price
目的港 port of destination
零售价 retail price
进口许口证 import licence
现货价格 spot price
出口许口证 export licence
期货价格 forward price
现行价格（时价）current price prevailing price
国际市场价格 world (International)Market price
离岸价（船上交货价）FOB-free on board
成本加运费价（离岸加运费价） C&F-cost and freight
到岸价（成本加运费、保险费价）CIF-cost,insurance and freight
3、交货条件
交货 delivery
轮船 steamship(缩写S.S)
装运、装船 shipment
租船 charter (the chartered ship)
交货时间 time of delivery
定程租船 voyage charter
装运期限 time of shipment
定期租船 time charter
托运人（一般指出口商）shipper, consignor
收货人 consignee
班轮 regular shipping liner
驳船 lighter
舱位 shipping space
油轮 tanker
报关 clearance of goods
陆运收据cargo receipt
提货 to take delivery of goods
空运提单 airway bill
正本提单 original B\\\\L
选择港（任意港）optional port
选港费 optional charges
选港费由买方负担 optional charges to be borne by the Buyers 或optional charges for Buyers’ account
一月份装船 shipment during January 或 January shipment
一月底装船 shipment not later than Jan.31st.或shipment on or before Jan.31st.
一/二月份装船 shipment during Jan./Feb.或 Jan./Feb. shipment 在......(时间)分两批装船 shipment during....in two lots
在......(时间)平均分两批装船 shipment during....in two equal lots 分三个月装运 in three monthly shipments
分三个月，每月平均装运 in three equal monthly shipments
立即装运 immediate shipments
即期装运 prompt shipments
收到信用证后30天内装运 shipments within 30 days after receipt of L/C
允许分批装船 partial shipment not allowed partial shipment not permitted partial shipment not unacceptable
4、交易磋商、合同签订
订单 indent
订货；订购 book; booking
电复 cable reply
实盘 firm offer
递盘 bid; bidding
递实盘 bid firm
还盘 counter offer
发盘（发价） offer
发实盘 offer firm
询盘（询价） inquiry;enquiry
5、交易磋商、合同签订
订单 indent
订货；订购 book; booking
电复 cable reply
实盘 firm offer
递盘 bid; bidding
递实盘 bid firm
还盘 counter offer
发盘（发价） offer
发实盘 offer firm
询盘（询价） inquiry;enquiry
6、交易磋商、合同签订
指示性价格 price indication
速复 reply immediately
参考价 reference price
习惯做法 usual practice
交易磋商 business negotiation
不受约束 without engagement
业务洽谈 business discussion
限**复 subject to reply **
限* *复到 subject to reply reaching here **
有效期限 time of validity
有效至**: valid till **
购货合同 purchase contract
销售合同 sales contract
购货确认书 purchase confirmation
销售确认书 sales confirmation
一般交易条件 general terms and conditions
以未售出为准 subject to prior sale
需经卖方确认subject to seller’s confirmation
需经我方最后确认 subject to our final confirmation
7、贸易方式
INT (拍卖auction)
寄售 consignment
招标 invitation of tender
投标 submission of tender
一般代理人 agent
总代理人 general agent
代理协议 agency agreement
累计佣金 accumulative commission
补偿贸易compensation trade （或抵偿贸易）compensating/compensatory trade （又叫：往返贸易） counter trade 来料加工 processing on giving materials
来料装配 assembling on provided parts
独家经营/专营权 exclusive right
独家经营/包销/代理协议 exclusivity agreement
独家代理 sole agency; sole agent; exclusive agency; exclusive agent
8、品质条件
品质 quality 原样 original sample
规格 specifications 复样 duplicate sample
说明 description 对等样品 countersample
标准 standard type 参考样品 reference sample
商品目录 catalogue 封样 sealed sample
宣传小册 pamphlet 公差 tolerance
货号 article No. 花色（搭配） assortment
样品 sample 5% 增减 5% plus or minus
代表性样品 representative sample
大路货（良好平均品质）fair average quality
9、商检仲裁
索赔 claim 争议disputes
罚金条款 penalty 仲裁arbitration
不可抗力 force Majeure 仲裁庭arbitral tribunal
产地证明书certificate of origin
品质检验证书 inspection certificate of quanlity
重量检验证书 inspection certificate of weight (quantity) **商品检验局 **commodity inspection bureau (*.C.I.B) 品质、重量检验证书 inspection certificate
10、数量条件
个数 number 净重 net weight
容积 capacity 毛作净 gross for net
体积 volume 皮重 tare
毛重 gross weight
溢短装条款 more or less clause
11、外汇
外汇 foreign exchange 法定贬值 devaluation
外币 foreign currency 法定升值 revaluation
汇率 rate of exchange 浮动汇率floating rate
国际收支 balance of payments 硬通货 hard currency
直接标价 direct quotation 软通货 soft currency
间接标价 indirect quotation 金平价 gold standard
买入汇率 buying rate 通货膨胀 inflation
卖出汇率 selling rate 固定汇率 fixed rate
金本位制度 gold standard 黄金输送点 gold points
铸币平价 mint par 纸币制度 paper money system
国际货币基金 international monetary fund
黄金外汇储备 gold and foreign exchange reserve
汇率波动的官定上下限official upper and lower limits of fluctuation
1、Would anyone like something to drink bdfore we begin?
在我们正式开始前，大家喝点什么吧？
2、We are ready.
我们准备好了。
3、I know I can count on you.
我知道我可以相信你。
4、Trust me.
请相信我。
5、We are here to solve problems.
我们是来解决问题的。
6、We’ll come out from this meeting as winners.
这次会谈的结果将是一个双赢。
7、I hope this meeting is productive.
我希望这是一次富有成效的会谈。
8、I need more information.
我需要更多的信自。
9、Not in the long run.
从长远来说并不是这样。这句话很实用，也可显示你的“高瞻远瞩”。
10、Let me explain to you why .
让我给你解释一下原因。很好的转折，又可磨炼自己的耐心。
11、That’s the basic problem.
这是最基本的问题。
12、Let's compromise.
让我们还是各退一步吧。嘴里这么说，心里可千万别放松。追求利润最大化是一种专业精神。
13、It depends on what you want.
那要视贵方的需要而定。没那么正规的场合下说：那要看你到底想要什么。
14、The longer we wait ,the less likely we will come up with anything.
时间拖得越久，我们成功的机会就越少。
15、Are you negotiable?
你还有商量的余地吗？
16、I’m sure there is some room for negotiation.
我肯定还有商量的余地。
17、We have another plan.
我们还有一个计划。准备多么充分！胜利一定会属于这样的人！
18、Let’s negotiate the price.
让我们来讨论一下价格吧。
19、We could add it to the agenda.
我们可以把它也列入议程。
20、Thanks for reminding us.
谢谢你的提醒。
21、Our position on the issue is very simple.
我们的意见很简单。
22、We can not be sure what you want unless you tell us.
希望你能告诉我们，要不然我们无法确定你想要的是什么。
23、We have done a lot.
我们已经取得了不少的进展。
24、We can work out the details next time.
我们可以下次再来解决细节问题。
25、I suggest that we take a break.
建议休息一下。
26、Let’s dismiss and return in an hour.
咱们休会，一个钟头后再回来。
27、We need a break.
我们需要暂停一下。
28、May I suggest that we continue tomorrow.
我建议明天再继续，好吗？少提这种建议，中国人一定要学会如何在谈判桌“熬得住“，很多时候不是“技术战”而是“神经战”。
29、We can postpone our meeting until tomorrow.
我们可以把会议延迟到明天。
30、That will eat up a lot of time.
那会耗费很多时间。
商务英语谈判案例分析[1]1
商务英语谈判课后作业 ——案例分析
商务英语谈判案例分析 Example: Dan smith was a bissiness who works on gymnasium equipment，and it was the first meeting between Robert Liu and him.In just a few minutes of the conversation, Robert Liu felt that this big fellow with a straightforward appearance kept a mind of a cunning rabbit .Known that the guy was skilled in this way ,he took great care in the negotiation. In the first round ,their covercition was as follows: D: I'd like to get the ball rolling by talking about prices. R: Shoot.,I'd be happy to answer any questions you may have. D: Y our products are very good. But I'm a little worried about the prices you're asking. R: Y ou think we about be asking for more?(laughs) D: (chuckles) That's not exactly what I had in mind. I know your research costs are high, but what I'd like is a 25% discount. R: That seems to be a little high, Mr. Smith. I don't know how we can make a profit with those numbers. D: Please, Robert, call me Dan. (pause) Well, if we promise future business――volume sales――that will slash your costs for making the Exec-U-ciser, right? R: Y es, but it's hard to see how you can place such large orders. How could you turn over so many? (pause) We'd need a guarantee of future business, not just a promise. D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee? R: If you can guarantee that on paper, I think we can discuss this further.But even with volume sales, our coats for the Exec-U-Ciser won't go down much. D: Just what are you proposing? R: We could take a cut on the price. But 25% would slash our profit margin .We suggest a compromise――10%. D: That's a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas? R: I don't think I can change it right now. Why don't we talk again tomorrow? D: Sure. I must talk to my office anyway. I hope we can find some common ground on this. NEXT DAY D: Robert, I've been instructed to reject the numbers you proposed; but we can try to come up with some thing else.
商务英语-商务谈判实例(四)
商务谈判实例(四) 今天Robert的办公室出现了一个生面孔――Kevin Hughes，此人代表美国一家运动产品公司，专程来台湾寻找加工。接洽的加工产品市运动型“磁质石膏护垫”，受伤的运动员包上这种产品上场比赛，即可保护受伤部位，且不妨碍活动。现在，我们就来看看两人的会议现况： R:We found your proposal quite interesting,Mr.Hughes.We'd like to weigh the pros and cons（衡量得失）with you. K:Mr.Robert Liu,we've looked all over Asia for a manufacturer;your company is one of the most suitable. R:If we can settle a number of basic questions,I'm confident in saying that we are the most suitable for your needs. K:I hope so.And what might be the basic questions you have? R:First,do you intend to take a position in（投资于……）our company? K:No,we don't,Mr.Liu.This is just OEM. R:I see.Then,the most important thing is the size of your orders.We'll have to invest a great deal of money in the new production process. K:If you can guarantee continuing quality,we can sign a commitment for75,000pieces a year,for five years. R:At U.S.$1000a piece,we'll make an average return of just4%.That's too great a financial burden for us. K:I'll check the number later,but what do you propose? R:Here's how you can demonstrate commitment to this deal.Make it ten years,increase the unit price,and provide technology transfer.
商务英语谈判技巧
Business Negotiation Skills in English （商务英语谈判技巧） Phases of Negotiation According to Robert Maddux, author of Successful Negotiation, negotiation is the process we use to satisfy our needs when someone else controls what we want. In business negotiations, the two parties endeavor to obtain their business goals through bargaining with their counterparts. Business negotiations are conducted in the following four phases: the preparation phase, opening phase, bargaining phase and closing phase. Preparation phase 1.Choosing your team The negotiation team should include members in the following areas: Commercial: responsible for the negotiation on price, delivery terms, and commercial policy of risk taking. Technical: responsible for specifications, programs, and methods of work. Financial: terms of payment, credit insurance and financial guarantees. Legal: contract documents, terms and conditions of contract, insurance and legal interpretation. Interpreter: familiar with the foreign language needed as well as the negotiation-related knowledge, and having certain communication skills. The most important role in the team is the chief negotiator (CN), who is supposed to possess the following qualities: sociability, shrewdness, adaptability, patience, endurance. Other than that, extensive knowledge, clear oral expression as well as strong leadership are also important for a CN. 2. Gathering and analyzing information Valuable information covers the areas in political, legal as well as business system, market research, financial policies, infrastructure and logistics. The knowledge on the counterpart is also necessary. With the information at hand, it is time do a feasibility study to adjust our goals to be achieved. 3. The negotiation plan The plan defines the negotiating objectives, sets the minimum acceptable level for each term, and states the time control, initial strategy, the tactics and others including the location, personnel and facilities needed. A well-designed plan allows more flexibility in different situations and guides the negotiators through the negotiation process without getting off track. The opening phase It is common that the seller submits proposals. Then the buyer confronts with three options: outright acceptance, outright rejection, and qualified rejection,
商务英语谈判价格包装等谈判案例
A:为出口公司B:为国外进口公司 场景一：价格谈判 A和B开门走进办公室…… A: please take your seat,--- B:Thank you. A:After anttending our new product launch meeting,you must have a detail idea about our products,---.Now please let me know what kinds of flowers you are interested. (A递给B 一个产品目录册，B迅速地翻阅并作出标记) B:Yes,your flowers are pretty beautiful and leave me a deep impression. (A接过B递回的册子，翻阅) B:And I’d like to get the ball rolling by talking about the price.what prices will you offer for these I’ve marked? A:---,before we quote price please tell me how many flowers you are going to buy. B:for No.10 we’d like to phurchase 1500 units,No.20,1000 units and 1000 units for No.30. A:The usual price for No10 is 25 USD,for No20,35,and No30,50USD.they are all on the trade term of CIF Sydney. B:I t hink it’s unacceptable for us,you know the market has shrinked a lot during the economic ressesion period. A:we understand it,but you know these flowers are good for value.And they are newly cultivated after we tried a lot for genetic transplant.I believe you know the cost we spent. B:yes, I know that,---,it’s because of that ,I hope we can cooperate to open the market.If the price is reasonable, the large volume sales will be easy to reach,and that can remedy your large cost,right? A: (考虑片刻)Considering it’s the first time we do business and long-term cooperation in future, we can cut 1 USD for the price which we usual don’t do . B:1 USD? It makes no difference.we need more.and to be frank,we want the price to be 20,25 and 40 USD for each kind. A:No,no,no,I think you are kidding….---,that’s a big cut ,and it will make us have no returns. B:(表情严肃，犹豫片刻)Then how about 22,30 and 45 USD. A:That’s still leave us a little of margin,but increase 500 hundreds units for each kind,we can make it. B:That’s hard for us,yo u know it is a large size,and we can’t keep them for a long time. A:The season of large demand for flowers is coming,we guarantee the delivery within 1 month, that can be helpful for your quick sale. B:The delivery should be within 1 month, otherwise I cannot place the order. Now let’s reach some middle ground,you allow a 20% discount,I increase the order quantity by 500 hundreds units at that new price. A:20% discount? The policy regulates the maxium discount is within 15% in our company. And if you want to get the discount,the units you ordered have to overpass 2000 for each item. B:2000 units?we can’t take that many.Though you can’t offer us 15% discount,10% is ok.I hope you can accept it.--- A:---,we can grant 8% at most,that’s the best we can do.A nd
(整理)商务英语谈判对话900句.
英语谈判对话900句，商务洽谈英语对话，签订外贸合同英语对话 --- Such data is confidential. 这样的资料为机密资料。 --- I am not sure such data does exist. 我不确定是否有这样的资料存在。 --- It would depend on what is on the list. 这要看列表内容。 --- We need them urgently. 我们急需这些资料。 --- All right. I will send the information on a piecemeal basis as we acquire it. 好。我们收齐之后会立即寄给你。 --- I'd like to introduce you to our company. Is there anything in particular you'd lik e to know? 我将向你介绍我们的公司，你有什么特别想知道的吗？ --- I'd like to know some information about the current investment environment in y our country? 我想了解一下贵国的投资环境。 --- I'd like to know something about your foreign trade policy. 我非常想了解有关贵国对外贸易的政策。 --- It is said that a new policy is being put into practice in your foreign trade. 据说你们正在实施一种新的对外贸易政策。 --- Our foreign trade policy has always been based on equality and mutual benefit and exchange of needed goods. 我们的对外贸易政策一向是以平等互利、互通有无为基础的。 --- We have adopted much more flexible methods in our dealings.
商务英语谈判对话
商务英语谈判经典句 1 If you take quality into consideration, you will find our price reasonable. 如果您把质量考虑进去的话，您会发现我方价格是合理的。 2 We guarantee quality products which can stand fierce competition. 我们保证提供能经得起激烈竞争的高质量产品。 3 I still have some questions concerning our contract. 就合同方面我还有些问题要问。 4 We are always willing to cooperate with you and if necessary make some concessions. 我们总是愿意合作的，如果需要还可以做些让步。 5 If you have any comment about these clauses, do not hesitate to make. 对这些条款有何意见，请尽管提，不必客气。 6 Do you think there is something wrong with the contract? 你认为合同有问题吗？ 7 We'd like you to consider our request once again. 我们希望贵方再次考虑我们的要求。 8 We'd like to clear up some points connected with the technical part of the contract. 我们希望搞清楚有关合同中技术方面的几个问题。 9 The negotiations on the rights and obligations of the parties under contract turned out to be very successful. 就合同保方的权利和义务方面的谈判非常成功。 10 We can't agree with the alterations and amendments to the contract. 我们无法同意对合同工的变动和修改。 11 We hope that the next negotiation will be the last one before signing the contract. 我们希望下一交谈判将是签订合同前的最后一轮谈判。 12 We don't have any different opinions about the contractual obligations of both parties. 就合同双方要承担的义务方面，我们没有什幺意见。 13 That's international practice. We can't break it.
商务英语谈判复习题第一套.doc
《商务英语谈判》复习题（第一套） I. Translate the following sentences into Chinese. （10X2.5 分=25 分） 1? Our products are well known for their fine quality. 2.How would you pack the goods we are going to order? 3.We are in a position to offer tea from stock. 4.The offer is subject to our final confirmation . 5.If you make a further reduction of 3%, your price will be more competitive. 6.We shall make shipment within the time the contract stipulates. 7.What kind of terms of payment should you usually adopt? 8.Our commodity has always come to the international standard. 9.The packing must be strong enough to withstand rough handling. 10.What coverage will you take out for our goods? IL Translate the following sentences into English. （10X2.5 分=25 分） 1. 如果有任何纠纷，我们希望通过友好协商来解决。 2 ?请尽快开立有关信用证。 3. 开箱时我们就发现货物少了10台。 4. 包装直接关系到产品的销售。 5. 与新客户做生意我们通常要求用信用证支付，这是我们的惯例。 6. 货物将在收到信用证30内发运。 7. 如果用即期信用证付款的话，我们可以减价2%o &我们很高兴接受你方报盘。 9. 我们已经同意了所有的条款. 10. 额外的保费由你方承担。 III. Role-play （50%）
商务英语-谈判
商务谈判常用语 在双方谈判的过程中，一定要注意倾听对方的发言，如果对对方的观点表示了解，可以说：I see what you mean. （我明白您的意思。） 如果表示赞成，可以说：That's a good idea. （是个好主意。）或者说：I agree with you. （我赞成。） 如果是有条件地接受，可以用on the condition that这个句型，例如：We accept your proposal, on the condition that you order 20,000 units. （如果您订2万台，我们会接受您的建议。） 在与外商，尤其是欧美国家的商人谈判时，如果有不同意见，最好坦白地提出来而不要拐弯抹角，比如，表示无法赞同对方的意见时，可以说：I don't think that's a good idea. （我不认为那是个好主意。）或者Frankly, we can't agree with your proposal. （坦白地讲，我无法同意您的提案。） 如果是拒绝，可以说：We're not prepared to accept your proposal at this time. （我们这一次不准备接受你们的建议。） 有时，还要讲明拒绝的理由，如To be quite honest, we don't believe this product will sell very well in China. （说老实话，我们不相信这种产品在中国会卖得好。） 谈判期间，由於言语沟通问题，出现误解也是在所难免的：可能是对方误解了你，也可能是你误解了对方。在这两种情况出现後，你可以说：No, I''m afraid you misunderstood me. What I was trying to say was…… （不，恐怕你误解了。我想说的是……）或者说：Oh, I'm sorry, I misunderstood you. Then I go along with you. （哦，对不起，我误解你了。那样的话，我同意你的观点。） 总之不管你说什么，你最终的目的就是要促成一笔生意。即使不成，也要以善意对待对方，也许你以后还有机会，生意不成人情在，你说对吗？ 价格谈判常用句型 商谈价格是买卖之间很重要的一环。商品的价值往往同商品的本质关系密切。当要强调出口商品的品质以使交易达到理想的价格时，我们可以说：This one is very good for 10 US dollars.（这东西绝对值10美元。）或These are slightly higher in price, but their superior quality makes them more valuable than the less expensive ones.（这些货价稍微高了一点，但其优异的品质，使它们比那些便宜的货，更有价值。）在谈到商品价格便宜时，买方切
商务英语写作实训心得体会3篇
商务英语写作实训心得体会3篇 商务英语课程是为满足国际经济交流日益频繁的新形势发展和用人单位对从业人 员的要求而开设的一门商务知识与语言知识相结合的课程。下面是商务英语实训心得，希望大家喜欢。 篇一：商务英语实训心得 此次商务谈判实训内容丰富、形式多样，使得我们的实训即丰富又有趣，更好地把理论知识与实践相结合。 通过此次实训，我们认识到：一定不能只局限与理论知识的学习，更应该把理论的东西与实战相结合，多抓住些实战的机会锻炼自己的谈判能力，从而达到学习的目标，减少经济成本，赢得最大利益，成为一个成功的商务人士。在准备谈判的阶段，我们收集了大量资料，受益匪浅。如各阶段的谈判策略：开始阶段的策略主要是创造良好的气氛，通过寒暄营造一个轻松的环境，分清楚双方的合作诚意，为后一阶段做好准备;报价阶段首先要掌握报价的原则和合理方式，确定报价，通过买方接受的报价策略而确定自己的心理定价;讨价还价是要根据具体的条件和环境进行的，具体策略包括投石问路、竞争对比策略等;在让步阶段，要通过灵活多边的价格让步，打破商务谈判的僵局，促进谈判的成功，迫使对方让步的策略有利用竞争、顺水推舟等。 在模块二外贸单证缮制中，审核合同，信用证，缮制商业发票，装箱单，提单，保单，产地证，汇票，装船通知，受益人等全部在电脑上操作，这样又让我们熟练了Office 办公软件和Excel填表。同时，通过准确无误的填这些表，培养了我的耐心细致的能力。此次实训为我们提供如此好的锻炼学习机会，为我们在以后的工作中提供丰富的经验!希望学校以后能有更多类似的实训，去磨砺我们，提高我们的专业技能，比同级其他学生更有竞争优势﹗ 篇二：商务英语实训心得
国际商务英语谈判答案(全)
国际商务英语谈判答案(全)
Keys to the exercises Chapter 1 Fundamentals of International Business Negotiation Communication Exercises 1. Change the sentences from negative to positive. 1) I want a job. 2) I work hard. 3) My job is terrific. 4) This office is great. 5) My co-workers are super. 6) The Personnel Director is nice. 7) My health is good. 8) My attitude is positive. 9) I make a good impression. 10) I understand. 2. Change or add to these sentences so that they do not just state what you want, but invite your negotiating partner’s opinion. a) Could we finish at five---if that’s all right with you? b) I hope you don’t mind if Miss Li sits in during the negotiation? c) Perhaps we could take a break now. Is that OK? d) Could we look at these three areas this morning? e) I would like to go through the written offer clause by clause, if that’s OK? f) Do you mind if I answer your questions at the end? 3. What is meant by “negotiation”? How would you define “negotiation”? A nego tiation is a meeting in which both parties need each other’s agreement to reach a specific objective. It is the mechanism by which people trade things of value in a civilized manner. Negotiation depends on communication. It occurs between individuals acting either for themselves or as representatives of organized groups. Negotiations are very much part of working and home life. Negotiations could be either internal or external, long or short, formal or informal. The goal of negotiation is not to win but to succeed. The mechanism of successful negotiation is collaboration. In negotiations, both parties should know ----why they negotiate ----who they negotiate with ----what they negotiate about ----where they negotiate ----when they negotiate ----how they negotiate
商务英语谈判剧本
《商务英语谈判》实训场景 甲方（A-BUYER）: 刘云（A-Candy），贺小娟（A-Mariah） 乙方（B-SELLER）: 岳志平（B-Zoe），黄真真(B–Miss.H) （Introduction） A-Candy: How do you do. B-Zoe: How do you do. A-Candy:On behalf of Luoyang Reisen Electronic Co.Ltd, I’m very glad to see you here. Since we are not familiar, shall we just go round the table, making sure we know each other. Mariah, why don’t you start. A-Mariah:OK, nice to meet you. This is our Purchasing Manager, Candy. I’m the assistant, Mariah. I will be in charge of preparing our negotiation and arrange the routine work. B-H:Nice to meet you too. This is our Sales Manager, Zoe. I’m the assistant, H. Welcome to our head office. A-Candy/Mariah: Thank you. B-Zoe: Before we start, would you like something to drink? A-Candy: That would be nice, just tea please. Thank you. （At the office, small talk） A-Candy: Well, how is business in your sector? B-Zoe: Not too bad, we have got a lot of work to do for the new budget in this year. And we’ve seen a obvious rise in sale. A-Candy: Un, sounds good. B-H: Is this your first time to America, Candy? A-Candy: No, this is my second time to come here. I am very impressed on this city. B-H: I am very glad to hear that. I hope you have a good time these days. What about you, Mariah? A-Mariah: This is my first visit. I am so happy to have the opportunity to visit this beautiful city. I like it very much. B-Zoe: I hope you like this beautiful city. I wish to thank you for coming here .Shall we start? ALL: Yes! (The beginning of the negotiation) A-Candy: Here we go. I think everyone has got the agenda. Today, we have a lot to discuss. We mainly talk about three points: the price, payment method, and delivery. Would you like to talk about price firstly, He? A-Mariah: Yes, I’d like to, this is our first cooperation. we know you are the leading company of office furniture in the USA, and have been in this line for many years. So we are happy and previledged to have this chance to cooperate with you. However, from your letter of Oct. 1st, we know that your quotation is too high for us to accept. I hope you can give us some reduction. B-Zoe:I am afraid it is quite hard for us to reduce. The price of our product is reasonable and our design is unique . B-H: Besides, our products enjoy a good reputation in the world. A-Candy:I know, but I still wish you to make a concession in the price .we can not accept your offer unless the price is reduced by 5% off?
商务英语谈判对话
A为仪器设备公司代表，B为买方。 询价，报价，还价, 签合同 B: after attending your new product lunch meeting, I am very interested in your product, can I make a inquiry for your equipment and instrument A：here is our latest catalogue and price list, you can choose any one of it B: I would like to buy optical instrument, and all the prices are on the FOB price, could you quote us CIF Chongqing. A ：that can easily be done ,I’ll work It out for you. Here your are. B :1 million $,your price is unworkable ,there is no chance of doing busi ness between us if you don’t adjust your price. A :actually ,this price leave us little profit ,and our product have the best quality and powerful function, if you consider these advantage of our product, you will be see our price is highly competitive. B :I can’t deny these advantage ,unless you can make some sort of concession, otherwise I think we have to call it a day. A:what do you have in mind ? B:could you consider reducing your price to 3%? A: our maximum is only 1%,we can’t go any further. I afraid. B:well, we accept the price .but on condition ：delivery must be made within 30 days ,ok? A: sounds good, if you don’t h ave any question, We`ve brought the draft of our contract. Please have a look.