商务英语谈判大全
Basic Expressions
1. Our buyers asked for your price list or catalogue.
我们的买主想索求你方价格单或目录。
2. Prices quoted should include insurance and freight to V ancouver. [v?n'ku:v?]
所报价格需包括到温哥华的保险和运费。
3. I would like to have your lowest quotations C.I.F. Vancouver.
希望您报成本加运费、保险费到温哥华的最低价格。
4. Will you please send us your catalogue together with a detailed offer?
请寄样品目录和详细报价。
5. We would appreciate your sending us the latest samples with their best prices.
请把贵公司的最新样品及最优惠的价格寄给我们，不胜感激。
6. Your ad in today’s China Daily interests us and we will be glad to receive samples with your prices.
对你们刊登在今天《中国日报》上的广告，我们很感兴趣。如能寄来样品并附上价格，不胜欣慰。
7. Will you please inform us of the prices at which you can supply? 请告知我们贵方能供货的价格。
8. If your prices are reasonable, we may place a large order with you.
若贵方价格合理，我们可能向你们大量订货。
9. If your quality is good and the price is suitable for our market, we would consider signing a long-term contract with you.
若质量好且价格适合我方市场的话，我们愿考虑与你方签署一项长期合同。
10. As there is a growing demand for this article, we have to ask you for a special discount.
鉴于我方市场对此货的需求日增，务请你们考虑给予特别折扣。
11. We would appreciate your letting us know what discount you can grant if we give you a long-terms regular order.
若我方向你们长期订货，请告知能给予多少折扣，不甚感激。
12. Please quote your lowest price CIF Seattle for each of the following items, including our 5% commission.
请就下列每项货物向我方报成本加运费、保险费到西雅图的最低价格，其中包括我们百分之五的佣金。
13. Please keep us informed of the latest quotation for the following items.
请告知我方下列货物的最低价格。
14. Mr. Smith is making an inquiry for green tea.
史密斯先生正在对绿茶进行询价。
15. Now that we have already made an inquiry on your articles, will you please make an offer before the end of this month?
既然我们已经对你们的产品进行了询价，请在月底前报价。
16. As a rule, we deliver all our orders within 3 months after receipt of the covering letters of credit.
一般来说，在收到相关信用证后三个月内我们就全部交货。
17. Please quote us your price for 100 units of Item 6 in your catalog.
请给我们提供你们产品目录册上100组6号产品的报价。
18. Those items are in the greatest demand in foreign markets.
那些产品在国外市场上的需求量很大。
19. Would you please quote me your prices for the goods?
你能报给我这些商品的价格吗？
20. We have quoted this price based on careful calculations.
这个报价是我们在精打细算的基础上得出来的。
Conversations
Dialogue 1
A: Good afternoon. I am Mr. Brown, the Import manager of Atlantic Industries Ltd, Sidney, Australia. This is my card.
B: Good afternoon, Mr. Brown. My name is Mrs. Anderson, manager of the sales department.
A: Nice to see you, Mrs. Anderson.
B: Nice to see you too, Mr. Brown. Won’t you sit down?
A: Thank you.
B: What would you like, tea or coffee?
A: I’d prefer coffee if you don’t mind.
B: Is it your first trip to the Fair, Mr. Brown?
A: No, it’s the fourth time.
-- 下午好！我是布朗先生，是澳大利亚悉尼大西洋工业有限公司进口部经理。这是我的名片。
-- 布朗先生，下午好！我是安德森女士，销售部的经理。
B: Good. Is there anything you find changed about the Fair?
A: Yes, a great deal. The business scope has been broadened, and there are more visitors than ever before.
B: Really, Mr. Brown? Did you find anything interesting?
A: Oh, yes. Quite a bit. But we are especially interested in your products.
B: We are glad to hear that. What items are you particularly interested in?
A: Women’s dresses. They are fashionable and suit Australian women well, too. If they are of high quality and the prices are reasonable, we’ll purchase large quantities of them. Will you please quote us a price?
B: All right.
-- 太好了。您发现博览会有什么变化吗？
-- 对，变化很大。经营范围扩大了，而且客户也多了很多。
-- 布朗先生，真的吗？你有没有发现感兴趣的商品？
-- 是的，有很多。我们对你们的产品尤其感兴趣。
-- 听你这样说我们真高兴。您对什么产品尤其感兴趣呢？
-- 连衣裙。这些连衣裙的款式不仅时髦，而且很适合澳洲妇女穿着。如果这些衣服质量好，价格合理，我们将大量订购。您能开个价吗？
-- 那好吧。
Dialogue 2
A: I’m glad to have the opportunity of visiting your corporation. I hope to conclude some substantial business with you.
B: It’s a great pleasure to meet you, Mr. Brown. I believe you have seen our exhibits in the showroom. May I know what particular items you’re interested in?
A: I’m interested in your hardware. I’ve seen the exhibits and studied your catalogues. I think some of the items will find a ready market in Canada. Here is a list of my requirements, for which I’d like to have your lowest quotations, C.I.F. Vancouver.
-- 我很高兴有这个机会参观你们公司。我希望能与您谈下大笔生意。
-- 很高兴见到您，布朗先生。我想您已经看过我们展示厅里的产品了。可否知道您具体对哪些商品感兴趣？
-- 我对你们的五金产品感兴趣。我已看过你们的展示品并仔细看过你们的目录册。我想其中的一些产品很快就能在加拿大畅销。这是我所列的需求单，请给予最优惠的报价，温哥华到岸价。
B: Thank you for your inquiry. Would you tell us the quantity you require so that we can work out the offers?
A: I’ll do that. Meanwhile, could you give me an indication of price?
B: Here are our F.O.B. price lists. All the prices in the lists are subject to confirmation.
A: What about the commission? From European suppliers I usually get a 3 to 5 percent commission for my imports. It’s the general practice.
B: As a rule we don’t allow any commission. But if the order is a substantial one, we’ll consider it. A: You see, but I do business on a commission basis. A commission on your prices would make it easier for me to promote sales. Even two or three percent would help.
B: That’s something we can discuss later.
-- 感谢您的询价。您能告诉我们您需要的数量以便我们报价吗？
-- 我会的，同时你能给我一个估计价格吗？
-- 这是我们的离岸价单，里面所有的价格都以我方确认为准。
-- 佣金呢？从欧洲供销商那里，我通常可以得到进口产品3-5%的佣金。这是惯例。
-- 一般来说，我们不允许任何佣金。但是如果订单数量可观，我们会考虑的。
-- 但我是在佣金的基础上做生意的。你们在价格上提供佣金将使我推销产品更加容易一些。即使2%或3%也是可以的。
-- 这个问题我们可以以后再讨论。
Dialogue 3
A: When can I have your confirmation C.I.F. prices, that is to say, the final offer, Mr. London? B: We’ll have them worked out by this evening and let you have them tomorrow morning. Would you be free to come by then?
A: Yes. I’ll be here tomorrow morning at 10.
B: Perfect. Our offer remains open for 3 days.
A: I don’t need that long to make up my mind. If your prices are agreeable and if I can get the commission I want, I can place the order right away.
B: I’m sure you’ll find our price most favorable. Elsewhere prices for hardware have gone up tremendously in recent years. Our prices haven’t changed much.
-- 伦敦先生，什么时候能给我你们公司确认的到岸价格，那就是，最后的报价？
-- 我们将在今晚制定出来，明天早上让你拿到。到时你有时间过来吗？
-- 可以，明天早上10点我过来这里。
-- 太好了，我们的报价三天有效。
-- 我不需要那么长时间来做决定。如果你们提供的价格合适，而且如果我能得到我想要的佣金，我可以立即下订单。
我们的价格变化不大。
A: I’m glad to hear that. As I’ve just said, I hope to conclude some substa ntial business with you. B: We shall be very pleased. Is there anything else I can do for you, Mrs. Anderson?
A: I’m buying for chain department stores in Canada. They are also interested in Egyptian carpets. Could you introduce me to the
person in charge of this line?
B: Certainly, I’ll make an appointment for you with Mr. Jordan of the Egypt National Native Produce and Animal By-products Import and Export Corporation.
A: Thank you very much.
-- 那太好了。正如我刚才所说的，我希望与你们做成一些大买卖。
-- 我们也很高兴。我还能为您做点其他什么吗，安德森女士？
-- 我为加拿大的连锁百货店选购货物。他们还对埃及地毯很感兴趣。你们能为我介绍做这行的人吗？
-- 当然可以。我会为您和乔丹先生预约一下，他是埃及国家土畜产进出口公司的。
-- 非常感谢你们。
Words and Expressions promising 有希望的，有前途的
initial 最初的 a long- term contract 长期合同
grant批准，给予substantial 数量大的，大量的
subject to our confirmation 以我方确认为准covering有关的
chain department store 连锁百货店receipt 收到；收据
a ready market 市场畅销do business on a commission basis 做有佣金的买卖price sheet / price list 价格单as a rule 通常，一般来说
quotation 报价，标价enquiry询价
showroom 展示厅，陈列室hardware五金制品
There’s no indication of price. 没有标明价格。commission 佣金
sales literature 销售说明书specification 规格
F.O.B. prices 离岸价，船上交货价firm offer/ tentative offer 实盘/议盘
Notes
1. We would be obliged if you would? 感激
a. We would be thankful (grateful) if you would?
b. We would appreciate if you would?
c. It would be appreciated if you would?
2. C.I.F. 是Cost Insurance Freight 的缩写，其意思是“成本、保险费加运费”。
3. have confidence in 对……有信心
4. hear from 收到……的来信
5. place an order 订货
6. make a delivery 交货
A Specimen Letter
Dear Sirs:
Thank you for your letter of 25th September.
As one of the largest dealers of garments, we are interested in ladies’ dresses of all descriptions. We would be grateful if you would give us quotations per dozen of C.I.F. Vancouver for those items as listed on the separate sheet. In the meantime, we would like you to send us samples of the various materials of which the dresses are made.
We are given to understand that you are a state-owned enterprise and we have confidence in the quality of Chinese products. If your prices are moderate, we believe there is a promising market for the above-mentioned articles in our area.
We look forward to hearing from you soon.
Yours faithfully,
Canadian G.mp3ent Co.Ltd. 释文
先生:
谢谢你们九月二十五日的来信。
我们是服装大贸易商，我们想购买各种规格的连衣裙。若能按附页所示品种报每打C.I.F.温哥华价，我们当不胜感激。同时请将各种连衣裙的布样寄给我们。
我们得知你们是一家国营企业，我们对中国产品的质量很有信心。如你方价格适中，我们相信上述商品在我们地区会有很好的市场。
盼早复。
加拿大服装有限公司
Substitution Drills
1 A: We’re quite interested in your down coats. How about the supply position?
B: For most of the articles in the catalog, we have an ample supply.
All the articles displayed here are available.
Generally speaking, we can supply from stock.
我们对你们的羽绒衣服很感兴趣。请问供应情况如何？
对于目录中的大多数产品，我们都有充足的货源。
这里所有展出的商品都有供货。
总体来说，我们有存货供应。
2 A: I don’t need to remind you that the market has become very competitive. the competition has become pretty keen. you must be able to compete with rival firm
B: You’ll find our prices are very favorable. very competitive. most acceptable.
不用说市场竞争很激烈。市场竞争变得相当尖锐。你必须能够与你的对手公司相竞争。你会发现我们的价格很优惠。很有竞争力。是最容易接受的。
3 A: Do you quote F.O.B. or C.I.F.?
B: We usually quote on an F.O.B. basis. a C. I.F. basis the basis of C. I. F. t.mp3s landed
你们报船上交货价还是最后到岸价？我们一般报船上交货价。成本加运费、保险费在内的到岸价最后到岸价加卸货价
4 A: Could you make offers for the items listed in your catalogue? Would you give me an offer for Item No.7? May I have your offer of Model ZX 102?
B: Here’s the price list, but the prices’re subject to our final conf.mp3ation. Here it is, but the price is subject to your conf.mp3ation before Friday. Here you are, but the offer is based on immediate acceptance. 你能给出目录中所列产品的报价吗？给出七号物品的报价吗？给我ZX 102型的价格吗？
这是价格单，但最终价格取决于我们的最终确认。给您，但是价格取决于您周五前的确认。给您，但是价格必须马上接受才行。
5 A: How long will you leave your offer open? valid on the table
B: It’s valid for three years.
It’s good for twenty-four hours only.
It’ll remain f irm until Friday.
你的报价多长时间有效？
三年有效。
只有二十四小时的有效期。
周五前不变。
6 A: We want to find out if you can supply walnut meat. Article No.16 is available. B: Walnut meat is in high demand these days. As far as this item is concerned, the supply cannot meet the demand.
我们想知道你们能否提供胡桃肉。
第16号产品是否还有现货
最近胡桃肉需求很大。
就这种产品而言，供不应求。
7 A: Any chance of scraping ['skreipi?] up a small quantity?
B: To be honest, we’ve sold out.
Tell the truth, the supply has run out.
Put it simply, we have nothing on hand.
可以积攒起一些吗？
坦率地说，我们卖光了。
说实话，供货卖完了。
简单地说，我们手边没有货。
8 We’ll keep your order on file. When the next supply comes in, we’ll get in touch with you. We’ll keep your requirement in mind. When new crops come in, w e’ll let you know. We’ll inform you as soon as we have new supplies in the near future.
我们会对你的订单做好记录。当下批货来的时，我们会和你联系。
我们会记下您的要求。下批农作物到来时，我们会告诉您的。
不久我们一旦有了新货就会通知您。
9 There is just a limited quantity for the time being / in the long run / at present / today
现在只是货物数量有限。/ 长远看来/ 目前/ 今天
10 Would you quote me / May I ask / May I know your lowest prices for the goods at present?
请问您能给我提供这些商品目前的最低价格吗？
我能问一下/ 我可以知道
11 May I ask the price of the product? / cost／expense ／charge
我能问一下这商品的价格吗？／成本／费用
Basic Expressions
1. This is Dajiang Food Store. How may I help you?
这里是大江食品店。请问我怎样能帮到你呢？
2. Could you put me through to the toy department? 请帮我接玩具部好吗？
3. I’d like to order 3 cases of beer. 我打算订购三箱啤酒。
4. My name is Tony Smith, Shanghai Hotel Room 2107. My phone number is 6567- 8900.
我叫托尼·史密斯，住上海宾馆2107房间，我的电话号码是6567-8900。
5. Please make a remittance of 1,500 Yu an for the books you’ve ordered. The postage is included. 您订的书请汇款一千五百元过来，邮资包括在内。
6. Hold on a moment please. 请稍等。
7. I’ll see if she is in. 我去看看她有没有在。
8. I am afraid she is out at the moment. 对不起，她这会出去了。
9. I’ll be pleased to if I can. 如果能的话，我很高兴。
10. Extension 121, please. Sorry, the line is busy.
请接121号分机。对不起，线路忙。
11. Could I speak to Mr. Johnson, please?
Sorry, there is no one by the name of Johnson here.
我可以和约翰逊先生通话吗？对不起，这里没人叫约翰逊。
12. Could you hold on a minute? I’ll get him for you.
Certainly. Thanks.
稍等，我帮你去叫他。行，谢谢。
13. Mr. Smith is tied up at the moment.
OK. I’ll call again later.
史密斯先生现在脱不开身。
好的，我回头再打电话过来。
14. I am sorry I wasn’t in when you called. That’s all right.
很抱歉你来电话时我不在。没关系。
15. Operator, we were cut off. Could you reconnect me, please?
Just a moment, please.
接线员，电话断了。可以替我重新接通吗？请稍等片刻。
16. Do you follow me?
Yes, please go on.
打电话听懂我的话了吗？听懂了，请接着谈。
17. Have you got it? ----Sorry. Do you mind repeating?
明白了吗？对不起，你介意再说一遍吗？
Conversations
Dialogue 1 (O=operator)
O: International Trading Co.，Good morning.
L: Good morning. May I speak to Mr. Smith, please?
O: May I ask who’s calling, please?
L: This is Miss Li from the United Textiles.
O: Just a minute, Miss Li.
(Switches lines) Mr.Smith,
Miss Li from United
Textiles wants to speak to you.
S: Put her through, please. Hello, Mr. Smith speaking.
L: Good morning, Mr. Smith. I’m calling about the draft agreement you sent me……
Dialogue 2
A: Marketing Manager’s Office. Can I help you?
B: Mr. Smith, please.
A: Sorry, he is out.
B: What time do you expect him back then?
A: Sorry, I am not sure. Can I take a message?
B: No, thanks. I will call back later.
A: That’s fine. Please call again later.
B: OK. Thank you. Goodbye.
Dialogue 3
A: United Development Corp. May I help you?
B: I’d like to speak to Mr. Smith, please.
A: Who shall I say is calling, please?
B: This is Miss Zhang from ABC Corp.
A: I’m sorry, Miss Zhang, but Mr. Smith is not in at the moment.
B: When will he come in, do you know?
A: I suppose he won’t be in until 11:00.
B: May I leave a message?
A: Certainly.
B: Please ask him to give me a call as soon as he returns. He has my number.
A: Very well, Miss Zhang, I’ll do that.
B: Thank you. Goodbye.
-- 联合开发公司。您有什么事吗？-- 我想和史密斯先生通电话。
-- 可以告诉我您是哪位吗？-- 我是ABC公司的张小姐。
-- 对不起，张小姐，史密斯先生现在不在。-- 他什么时候来，你知道吗？
-- 我估计他要到十一点才会来。-- 我可以留个口信吗？
-- 当然可以。-- 他一回来就请他给我回个电话。他有我的电话号码。
-- 好的，张小姐。我会的。-- 谢谢。再见。
Dialogue 4
A: Is Mr. Zhang there, please?
B: Sorr y. I can’t hear you. Would you please speak a little louder?
A: I said, is Mr. Zhang there?
B: Mr. Smith, the line is bad. Don’t hang up, please. I’ll have the call transferred to another line. -- 请问张先生在吗？
-- 对不起。我听不清楚。请说大声一点好吗？
-- 我是问，张先生在吗?
-- 史密斯先生，电话线路不清楚。请别挂，我把电话转到另一条线路上去。
Dialogue 5
A: (on the phone) Hello? Smith here.
B: Oh, Mr. Smith, my name is Melva Miller. You don’t know me, but I’m a friend of Mike Black.
A: Oh, yes?
B: When I told Mike I was coming to live here he gave me your name, and suggested that I give you a ring. I was wondering if you could give me some advice.
A: I’ll be pleased to if I can. What can I do for you?
B: Well, I’m looking for a place to live. Mike thought that as you’re an estate agent you might know of something suitable.
A: Yes, I think I can help you. Why don’t you come round and see me? Do you know where my office is?
B: Yes. I’ve got the address.
A: Good. Where are you now?
B: I’m at the post office.
A: Oh, well, that’s just a few minutes walk from my office. Come round and see me now.
B: Thank you very much, Mr. Smith.
A: Not at all.
-- 您好，我是史密斯。
-- 哦，史密斯先生，我是梅尔薇·米勒。您不认识我，但我是迈克·布莱克的一个朋友。-- 哦，是吗？
-- 当我告诉迈克我要来这里时，他给我您的名字，他还建议我给您打个电话。我想知道您能否给我一些建议。
-- 如果可以的话，我很乐意。我能为您做点什么？
-- 哦，我在找一个住的地方。迈克想您是一位房地产商，可能知道一些合适的信息。
-- 是的，我想我能帮你。你为什么不过来找我呢？您知道我的办公室在哪里吗？
-- 是的，我有地址。-- 太好了，你现在在哪里？
-- 我在邮局。-- 哦，那里离我这里走路才几分钟。现在过来找我吧。
-- 非常谢谢你，史密斯先生。-- 不客气。
Dialogue 6
A: Good morning. Marketing Department. Can I help you?
B: Good morning. This is Mr. Kubat. I ordered five barrels of your pure water a week ago, but they haven’t arrived yet.
A: Oh, I’m sorry, Sir. I’ll check it immediately. Can I have your full name, address and phone number?
B: Yes. Bruce Kubat, 480 Jinling Road, 5653-0198.
A: Thank you, Sir. I’ll check it with our delivery department and call you back in fifteen or twenty minutes. Please accept our sincere apologies.
B: Oh, that’s all right. I’ll be waiting for your call. Bye-bye.
A: Bye-bye and thank you for calling.
-- 早上好，市场部，有什么可以帮忙的吗？
-- 早上好，我是库巴特先生。我一个星期前订购了五桶纯净水，但是还没有到货。
-- 哦，对不起，先生。我立刻查一下。您能告诉我您的全名、地址和电话号码吗？
-- 好，布鲁斯·库巴特，金陵路480号，5653-0198.
-- 谢谢你，先生。我会检查一下我们运输部，将在十五分钟或者二十分钟内给您打电话。请接受我们真诚的道歉。
-- 哦，没关系。我会等您的电话，再见。
-- 再见，谢谢您打电话过来。
Words and Expressions
draft 草稿agreement协议，协定
bother麻烦，打扰hang up / hang on 挂断电话/不挂断电话
step out 暂时离开hold the line （打电话时）不挂断
extension (电话)分机tie up （工作等）把……缠住，使无法脱身
cut off （指电话）通话被中断reconnect使重新接通
follow 听懂，领会
A Specimen Letter
Dear Mr. / Ms.,
Mr. John Green, our General Manager, would like to call Mr. Zhang on June 3 at 2 p.m sharp. (your time) about the opening of a sample room there.
Please let us know if the time is convenient for you. If not, what time would you suggest?
Yours faithfully,
释文
尊敬的先生/小姐，
关于在那里开样品陈列室的事宜，我们的总经理约翰·格林想在你们当地时间六月三日下午两点整打电话给张先生。
请告知这个时间对您是否方便。如不方便，请建议具体时间。
Substitution Drills
1 A: May I help you?
B: I’d like to/ Can I please?/ May I please? speak to Mr. Smith, please.
您好！/ 请帮我接史密斯先生。
2 A: May I ask / May I know who is calling, please?
Who is this speaking? Who shall I say is calling, please?
B: This is Mr. Fox from United Textiles.
可以告诉我您是哪位吗？----我是联合纺织品的福克斯先生。
A: Mr. Smith, please.
Is Mr. Smith in? / Is Mr. Smith there?
B1: This is Mr. Smith speaking. / Smith speaking. (Speaking) / Smith here. Is that Mr. Fox?
B2: I’m sorry. Mr. Smith is not in at the moment.
Sorry, he’s just stepped out. / Sorry, he’s in the confe rence.
B3: Just a moment, please. / Hold the line, please. / Hang on, please.
史密斯先生在吗？-----我就是。
我是，是福克斯先生吗？-------对不起，史密斯先生现在不在这里。
他刚出去。--------他在开会。----请稍等。
4 A: Mr. Smith, Mr. Li from United Textiles wants to speak to you.
phone call for you. -------you’re wanted on the phone.
B: Put him through, please. Thank you.
史密斯先生，联合纺织品的李先生要和您通话。
有您的电话。-----有电话找您。-------请接过来,谢谢。
5 A: When will he come in, do you know?
What time do you expect him back? / Will he be back soon?
B: I suppose he won’t be in until 11:00.
I don’t expect him to be available until 2:30.
I’m sorry. I’ve no idea.
你知道他什么时候来吗？/ 你预计他什么时候回来？/ 他会很快回来吗？
我想他十一点前不会回来。/ 我想他得到二点半才能回来/ 对不起，我不知道。
6 A: May I leave a message? / Could you give him a message? / Could you tell him Mr. Zhang called? -------B: Certainly. / Sure.
我可以留个口信吗/ 您能传个口信给他吗？/ 您能告诉他张先生给他打过电话吗？当然。
7 A: Would you like to leave a message? / May I take a message?
Shall I ask him to call you when he returns?
B: Don’t bother. I’ll call back later.
Yes. Please tell him to call Mr. Zhang at 231-4567.
Yes, please. My number is 231-4567.
您可以留个口信吗？/ 他回来时我要他给您打个电话吗？
不必麻烦了。我等会再打过来。/ 好的,请叫他打231-4567给张先生。
好的,我的电话号码是231-4567。
8 I can’t hear you. Would you please speak a little louder?
The line is bad. Would you please say that again?
Sorry. Something is wrong with the phone. It’s not clear. Please repeat that.
我听不到你说话。您的声音能不能大一点？线路很差。请再说一遍。
对不起，电话有点问题，不够清晰。/ 请重复一下。
9 This is Dajiang Food Store/. Fuda Company./ the tailoring department, May I help you?
这里是大江食品店/富达公司/ 剪裁部请问你需要什么？
10 Could you put me through to the Toy Department / the information desk /the manager’s office the fast food restaurant
您能帮我接通玩具部吗？/ 问询处吗/ 经理办公室吗/ 快餐馆吗
11 I’d like to order 3 cases of Carlsberg Beer. / a birthday cake / 100 boxes of moon cakes / a bouquet of flowers
我想订购三箱嘉仕伯啤酒。/ 一个生日蛋糕/ 一百箱月饼/ 一束花
Basic Expressions
1.We’ve come to know your name and address from the Commercial Counselor’s Office of the Chinese Embassy in London.
我们从中国驻伦敦大使馆的商务参赞处得知你们的名字和地址。
2.By the courtesy of Mr. Black, we are given to understand the name and address of your firm.
承蒙布莱克先生的介绍，我们得知贵公司的名称和地址。
3. We are willing to enter into business relations with your firm
我们愿意与贵公司建立业务关系。
4. Your f.mp3 has been introduced (recommended, passed on) to us by Maple Company.
枫叶公司向我方介绍了贵公司。
5. Our mutual understanding and cooperation will certainly result in important business.
我们之间的相互了解与合作必将促成今后重要的生意。
6. We express our desire to establish business relations with your firm
我们愿和贵公司建立业务关系。
7. We shall be glad to enter into business relations with you.
我们很乐意同贵公司建立业务关系。
8. We now avail ourselves of this opportunity to write to you with a view to entering into business relations with you.
现在我们借此机会致函贵公司，希望和贵公司建立业务关系。
9. We are now writing you for the purpose of establishing business relations with you.
我们特此致函是想与贵方建立业务关系。
10. Your desire to establish business relations coincides with ours.
你方想同我方建立业务关系的愿望与我方是一致的。
11. We specialize in the export of Japanese Light Industrial Products and would like to trade with you in this line.
鉴于我方专营日本轻工业产品出口业务，我方愿与贵方在这方面开展贸易。
12. Our lines are mainly arts and crafts.
我们经营的商品主要是工艺品。
13. We have been in this line of business for more than twenty years.
我们经营这类商品已有二十多年的历史了。
14. Your letter expressing the hope of establishing business connections with us has met with approval.
来函收悉，得知贵方愿与我方建立业务关系，我们表示同意。
15. In order to acquaint you with the textiles we handle, we take pleasure in sending you by air our latest catalogue for your perusal.
为了使贵方对我方经营的纺织品有所了解，特航寄我方最新目录,供细阅。
16. Glad to see you in your company.
很高兴在贵公司见到您。
17. It’s only half an hour’s car ride.
只有半小时的车程。
18. Suppose we make it, say three o’clock tomorrow afternoon.
如果我们能去的话，那么就明天下午三点钟吧。
19. It would be very helpful if you could send us statistics on your sales.
如果你们能将你们的销售统计资料寄给我们，那可就太有帮助了。
20. We would like to ask you to kindly send us the related information.
我们希望你们能将相关资料寄给我们。
Conversations
Dialogue 1
A: Ah, these are the machines we’re interested in. May we have a look at them?
B: Certainly. But they are in the showroom.
A: Is it far from here?
B: Not very far. It’s only half an hour’s car ride. Are you free now?
A: I will be free tomorrow afternoon. Suppose we make it, say three o’clock tomorrow afternoon. Could you manage that?
B: Yes. I’ll pick you up at your hot el.
—明天下午我有时间。假如我们能去的话，那就明天下午三点吧。你方便吗？
Dialogue 2
A: Good morning. My name is Mr. Brown. I’m from Australia. Here is my card.
B: Thank you. I’m pleased to meet you, Mr. Brown. My name is Kathy Perless, the representative of Green Textile Import and Export Corporation.
A: Pleased to meet you too, Ms. Perless. I travel a lot every year on business, but this is my first visit to your country. I must say I have been much impressed by your friendly people.
B: Thank you for saying so. Have you seen the exhibition halls? On display are most of our products, such as silk, woolen knitwear, cotton piece goods, and g.mp3ents.
A: Oh, yes. I had a look yesterday. I found some of the exhibits to be fine in quality and beautiful in design. The exhibition has successfully displayed to me what your corporation handles. I’ve gone over the catalogue and the pamphlets enclosed in your last letter. I’ve got some idea of your exports. I’m interested in your silk blouses.
B: Our silk is known for its good quality. It is one of our traditional exports. Silk blouses are brightly colored and beau tifully designed. They’ve met with great favor overseas and are always in great demand.
-- 早上好！我叫布朗，澳大利亚人。这是我的名片。
-- 谢谢。布朗先生，见到您非常高兴。我是凯茜·佩利丝，是格林纺织品进出口公司的代表。-- 佩利丝小姐，见到您我也很高兴。我每年出差跑很多地方,但是,到中国来还是头一次。你们这里的人非常友好给我留下了深刻的印象。
-- 谢谢夸奖。您参观过展览厅了吗？展出的大部分是我们的产品，比如丝绸、毛织品、棉布匹和服装等。
-- 哦，对，昨天我去看过。有些产品质量好，设计又美观。展览会成功向我介绍了贵公司所经营的各种产品。我已看过你上次在信中所附的目录和小册子，对贵公司的出口产品有
了一些了解。我对你们的丝绸女衫颇感兴趣。
-- 我们的丝绸以质量好著称。丝绸是我们的传统出口商品之一。丝绸女衫色彩鲜艳、设计美观，在国外很受欢迎，需求量一直都很大。
A: Some of them seem to be of the latest style. Now I’ve a feeling that we can do a lot of trade in this line. We wish to establish relations with you.
B: Your desire coincides with ours.
A: Concerning our financial position, credit standing and trade reputation, you may refer to Bank of Hong Kong, or to our local Chamber of Commerce or inquiry agencies.
B: Thank you for your information. As you know, our corporation is a state-operated one. We always trade with foreign countries on the basis of equality and mutual benefit. Establishing business relations between us will be to our mutual benefit. I have no doubt that it will bring about closer ties between us.
A: That sounds interesting. I’ll send a fax home. As soon as I receive a definite answer, I’ll make a specific inquiry.
B: We’ll then make an offer as soon as possible. I hope a lot of business will be conducted between us.
A: So do I.
-- 有些看来还是最新的式样。现在我感觉我们在这方面可以做不少买卖。我们希望同贵公司建立业务关系。
-- 我们双方的愿望是一致的。
-- 关于我们的财务状况、信用及声誉，你们可以向香港银行、或我们的当地商会或咨询社进行了解。
-- 谢谢你所提供的情况。我们公司是国营公司，我们一向是在平等互利的基础上进行外贸交易，我们之间建立业务关系将对双方有利。我相信业务关系的建立也将使我们之间的关系更为密切。
-- 太好了，我会发一份传真回去。一收到肯定的答复，我就提供具体的询价。
-- 到时我们一定尽快报价。我希望我们之间能做成很多生意。
-- 我也一样。
recommendation推荐，介绍
Chamber of Commerce 商会
specialize in 专营
enter into business relations 建立业务关系
on the basis of equality and mutual benefit 在平等互利的基础上
pamphlet 小册子
meet with great favor 受欢迎
of the latest style 最新式样
coincide一致，相符
financial position 财务状况
credit standing 信用地位
trade reputation 贸易声誉
Notes
1. on/through the recommendation of…… 由……介绍（推荐）
We engaged our present secretary on the recommendation of Mr. Brown.
我们现在雇佣的秘书是由布朗先生介绍的。
2. under separate cover = by separate mail, be sent separately
另邮，另寄
We are sending you catalogue under separate cover. 目录将另函寄出。
如表示“随函”，可用“Enclosed please find ...?
3. latest是late的最高级，表示“最晚的，最近的”
如：最新目录the latest catalogue ；最新价目表the latest price list
4. look forward to 盼望（to 为介词）
We look forward to your early reply. 盼早复信。
We look forward to hearing from you soon. 盼早听到你的回复。
5. enclose 封入
We enclose a copy of our latest price list. 随函寄出我方最新价格表一份。亦可用下列句型：
Enclosed is a copy of our latest price list.
Enclosed please find a copy of ……
Attached please find ……
6. line 行业，（一类）货物
We have been in this line for many years. 我们经营这一行多年了。
This is a good line of hardware. 这是金属器具中的一批好货。
7. to our mutual benefit (interest, advantage)
Expanding trade between us will be to our mutual benefit.
扩大我们之间的贸易对我们双方都有利。
8. I look forward to working with you. (我期望与您一起工作。)
look forward to sth. / doing sth.
例：We’re so much looking forward to seeing you again.
我们非常盼望再见到你。
A Specimen Letter
Dear Sir:
On the recommendation of your Chamber of Commerce, we have learned with pleasure the name and address of your firm. We wish to inform you that we specialize in the export of Chinese textiles and shall be glad to enter into business relations with you on the basis of equality and mutual benefit.
To give you a general idea of our products, we are sending you under separate cover a catalogue together with a range of pamphlets for your reference.
Please let us have your specific enquiry if you are interested in any of the items listed in the catalogue. We shall make offers promptly.
We look forward to your early reply.
Yours faithfully,
先生：
经你方商会介绍，我方欣悉贵公司的名称和地址。我公司专营中国纺织品出口，很乐意在平等互利的基础上与贵公司建立业务关系。
为使贵方对我方产品有全面的了解，我方另函寄去一本目录册及一套小册子，供参考。
如对目录中所列之商品感兴趣，请具体询价，我方将立即报价。Basic Expressions
1. This is Dajiang Food Store. How may I help you?
这里是大江食品店。请问我怎样能帮到你呢？
2. Could you put me through to the toy department? 请帮我接玩具部好吗？
3. I’d like to order 3 cases of beer. 我打算订购三箱啤酒。
4. My name is Tony Smith, Shanghai Hotel Room 2107. My phone number is 6567- 8900.
我叫托尼·史密斯，住上海宾馆2107房间，我的电话号码是6567-8900。
5. Please make a remittance of 1,500 Yuan for the books you’ve ordered. The postage is included. 您订的书请汇款一千五百元过来，邮资包括在内。
6. Hold on a moment please. 请稍等。
7. I’ll see if she is in.我去看看她有没有在。
8. I am afraid she is out at the moment. 对不起，她这会出去了。
9. I’ll be pleased to if I can. 如果能的话，我很高兴。
10. Extension 121, please. Sorry, the line is busy.
请接121号分机。对不起，线路忙。
11. Could I speak to Mr. Johnson, please?
Sorry, there is no one by the name of Johnson here.
我可以和约翰逊先生通话吗？对不起，这里没人叫约翰逊。
12. Could you hold on a minute? I’ll get him for you.
Certainly. Thanks.
稍等，我帮你去叫他。行，谢谢。
13. Mr. Smith is tied up at the moment.
OK. I’ll call again later.
史密斯先生现在脱不开身。
好的，我回头再打电话过来。
14. I a m sorry I wasn’t in when you called. That’s all right.
很抱歉你来电话时我不在。没关系。
15. Operator, we were cut off. Could you reconnect me, please?
Just a moment, please.
接线员，电话断了。可以替我重新接通吗？请稍等片刻。
16. Do you follow me?
Yes, please go on.
打电话听懂我的话了吗？听懂了，请接着谈。
17. Have you got it? ----Sorry. Do you mind repeating?
明白了吗？对不起，你介意再说一遍吗？
Conversations
Dialogue 1 (O=operator)
O: International Trading Co.，Good morning.
L: Good morning. May I speak to Mr. Smith, please?
O: May I ask who’s calling, please?
L: This is Miss Li from the United Textiles.
O: Just a minute, Miss Li.
(Switches lines) Mr.Smith,
Miss Li from United
Textiles wants to speak to you.
S: Put her through, please. Hello, Mr. Smith speaking.
L: Good morning, Mr. Smith. I’m calling about the draft agreement you sent me……
Dialogue 2
A: Marketing Manager’s Office. Can I help you?
B: Mr. Smith, please.
A: Sorry, he is out.
B: What time do you expect him back then?
A: Sorry, I am not sure. Can I take a message?
B: No, thanks. I will call back later.
A: That’s fine. Please call again later.
B: OK. Thank you. Goodbye.
Dialogue 3
A: United Development Corp. May I help you?
B: I’d like to speak to Mr. Smith, please.
A: Who shall I say is calling, please?
B: This is Miss Zhang from ABC Corp.
A: I’m sorry, Miss Zhang, but Mr. Smith is not in at the moment.
B: When will he come in, do you know?
A: I suppose he won’t be in until 11:00.
B: May I leave a message?
A: Certainly.
B: Please ask him to give me a call as soon as he returns. He has my number.
A: Very well, Miss Zhang, I’ll do that.
B: Thank you. Goodbye.
-- 联合开发公司。您有什么事吗？-- 我想和史密斯先生通电话。
-- 可以告诉我您是哪位吗？-- 我是ABC公司的张小姐。
-- 对不起，张小姐，史密斯先生现在不在。-- 他什么时候来，你知道吗？
-- 我估计他要到十一点才会来。-- 我可以留个口信吗？
-- 当然可以。-- 他一回来就请他给我回个电话。他有我的电话号码。
-- 好的，张小姐。我会的。-- 谢谢。再见。
Dialogue 4
A: Is Mr. Zhang there, please?
B: Sorry. I can’t hear you. Would you please speak a little louder?
A: I said, is Mr. Zhang there?
B: Mr. Smith, the line is bad. Don’t hang up, please. I’ll have the ca ll transferred to another line. -- 请问张先生在吗？
-- 对不起。我听不清楚。请说大声一点好吗？
-- 我是问，张先生在吗?
-- 史密斯先生，电话线路不清楚。请别挂，我把电话转到另一条线路上去。
Dialogue 5
A: (on the phone) Hello? Smith here.
B: Oh, Mr. Smith, my name is Melva Miller. You don’t know me, but I’m a friend of M ike Black. A: Oh, yes?
B: When I told Mike I was coming to live here he gave me your name, and suggested that I give you a ring. I was wondering if you could give me some advice.
A: I’ll be pleased to if I can. What can I do for you?
B: Well, I’m looking for a place to live. Mike thought that as you’re an estate agent you might know of something suitable.
A: Yes, I think I can help you. Why don’t you come round and see me? Do you know where my office is?
B: Yes. I’ve got the address.
A: Good. Where are you now?
B: I’m at the post office.
A: Oh, well, that’s just a few minutes walk from my office. Come round and see me now.
B: Thank you very much, Mr. Smith.
A: Not at all.
-- 您好，我是史密斯。
-- 哦，史密斯先生，我是梅尔薇·米勒。您不认识我，但我是迈克·布莱克的一个朋友。-- 哦，是吗？
-- 当我告诉迈克我要来这里时，他给我您的名字，他还建议我给您打个电话。我想知道您能否给我一些建议。
-- 如果可以的话，我很乐意。我能为您做点什么？
-- 哦，我在找一个住的地方。迈克想您是一位房地产商，可能知道一些合适的信息。
-- 是的，我想我能帮你。你为什么不过来找我呢？您知道我的办公室在哪里吗？
-- 是的，我有地址。-- 太好了，你现在在哪里？
-- 我在邮局。-- 哦，那里离我这里走路才几分钟。现在过来找我吧。
-- 非常谢谢你，史密斯先生。-- 不客气。
Dialogue 6
A: Good morning. Marketing Department. Can I help you?
B: Good morning. This is Mr. Kubat. I ordered five barrels of your pure water a week ago, but they haven’t arrived yet.
A: Oh, I’m sorry, Sir. I’ll check it immediately. Can I have your full name, a ddress and phone number?
B: Yes. Bruce Kubat, 480 Jinling Road, 5653-0198.
A: Thank you, Sir. I’ll check it with our delivery department and call you back in fifteen or twenty minutes. Please accept our sincere apologies.
B: Oh, that’s all right. I’ll be waiting for your call. Bye-bye.
A: Bye-bye and thank you for calling.
-- 早上好，市场部，有什么可以帮忙的吗？
-- 早上好，我是库巴特先生。我一个星期前订购了五桶纯净水，但是还没有到货。
-- 哦，对不起，先生。我立刻查一下。您能告诉我您的全名、地址和电话号码吗？
-- 好，布鲁斯·库巴特，金陵路480号，5653-0198.
-- 谢谢你，先生。我会检查一下我们运输部，将在十五分钟或者二十分钟内给您打电话。请接受我们真诚的道歉。
-- 哦，没关系。我会等您的电话，再见。
-- 再见，谢谢您打电话过来。
Words and Expressions
draft 草稿agreement协议，协定
bother麻烦，打扰hang up / hang on 挂断电话/不挂断电话
step out 暂时离开hold the line （打电话时）不挂断
extension (电话)分机tie up （工作等）把……缠住，使无法脱身
cut off （指电话）通话被中断reconnect使重新接通
follow 听懂，领会
A Specimen Letter
Dear Mr. / Ms.,
Mr. John Green, our General Manager, would like to call Mr. Zhang on June 3 at 2 p.m sharp. (your time) about the opening of a sample room there.
Please let us know if the time is convenient for you. If not, what time would you suggest?
Yours faithfully,
释文
尊敬的先生/小姐，
关于在那里开样品陈列室的事宜，我们的总经理约翰·格林想在你们当地时间六月三日下午两点整打电话给张先生。
请告知这个时间对您是否方便。如不方便，请建议具体时间。
Substitution Drills
1 A: May I help you?
B: I’d like to/ Can I please?/ May I please? speak to Mr. Smith, please.
您好！/ 请帮我接史密斯先生。
2 A: May I ask / May I know who is calling, please?
Who is this speaking? Who shall I say is calling, please?
B: This is Mr. Fox from United Textiles.
可以告诉我您是哪位吗？----我是联合纺织品的福克斯先生。
A: Mr. Smith, please.
Is Mr. Smith in? / Is Mr. Smith there?
B1: This is Mr. Smith speaking. / Smith speaking. (Speaking) / Smith here. Is that Mr. Fox?
B2: I’m sorry. Mr. Smith is not i n at the moment.
Sorry, he’s just stepped out. / Sorry, he’s in the conference.
B3: Just a moment, please. / Hold the line, please. / Hang on, please.
史密斯先生在吗？-----我就是。
我是，是福克斯先生吗？-------对不起，史密斯先生现在不在这里。
他刚出去。--------他在开会。----请稍等。
4 A: Mr. Smith, Mr. Li from United Textiles wants to speak to you.
phone call for you. -------you’re wanted on the phone.
B: Put him through, please. Thank you.
史密斯先生，联合纺织品的李先生要和您通话。
有您的电话。-----有电话找您。-------请接过来,谢谢。
5 A: When will he come in, do you know?
What time do you expect him back? / Will he be back soon?
B: I suppose he won’t be in until 11:00.
I don’t expect him to be available until 2:30.
I’m sorry. I’ve no idea.
你知道他什么时候来吗？/ 你预计他什么时候回来？/ 他会很快回来吗？
我想他十一点前不会回来。/ 我想他得到二点半才能回来/ 对不起，我不知道。
6 A: May I leave a message? / Could you give him a message? / Could you tell him Mr. Zhang called? -------B: Certainly. / Sure.
我可以留个口信吗/ 您能传个口信给他吗？/ 您能告诉他张先生给他打过电话吗？当然。
7 A: Would you like to leave a message? / May I take a message?
Shall I ask him to call you when he returns?
B: Don’t bother. I’ll call back later.
Yes. Please tell him to call Mr. Zhang at 231-4567.
Yes, please. My number is 231-4567.
您可以留个口信吗？/ 他回来时我要他给您打个电话吗？
不必麻烦了。我等会再打过来。/ 好的,请叫他打231-4567给张先生。
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
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国际商务英语谈判答案(全)
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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.