商务谈判Task 8 On Payment
商务谈判高手--付款条件4
Yang:I know they are very expensive,but why does that mean you should pay after delivery?
Kent:It's a large order.If we give you advance payment,we'll get many troubles.It
谈判实例之逼款
Yang:If it's OK with you.we would like payment prior to delivery,since this is your first order. Kent:I understand why you like that way,We prefer payment after delivery,because these goods are very expensive.
will take three or four months to sell the goods and start to make a profit.
谈判实例之逼款
Yang:I understand.But we must pay the suppliers for the materials in advance,and if we wait four or three months to get paid,we'll have alot of troubles too Kent:Let's do it this way.We'll pay 30% deposit of the invoice value by T/T,and then pay the resy of the amount by T/T after shipment is arrived.
[BEC商务英语] 付款方式的商务英语对话场景介绍
![[BEC商务英语] 付款方式的商务英语对话场景介绍](https://img.taocdn.com/s3/m/206971a8b84ae45c3a358c43.png)
[BEC商务英语] 付款方式的商务英语对话场景介绍职场就是一个赚钱的地方，所以离不开付款以及收款的情况，那么在付款的时候如何对话才不会出现错误呢?今天我们就为大家整理了付款方式的商务英语对话场景，一起来了解一下吧，切记是不能够出错的。
付款方式的商务英语对话Mars：We require payment by L/C which reaches us one month prior to the time of shipment.Chelsea：As you k now, opening L/C o≥en takes a long time.Mars：Yes, it is troublesome.Chelsea：So can you change the term of payment?Mars：What's your suggestion?Chelsea：We will draw you a documentary drft at sight through our bank.How do you think about it?Mars：Well, that is not bad.马尔斯：我方希望在发货前一个月收到你方开立给我方的信用证。
切尔西：你知道，开具信用证往往要花费很多时间。
马尔斯：是的，是挺麻烦的。
切尔西：那你能考虑其他付款方式吗?马尔斯：您的建议是?切尔西：由我方银行开具的即期跟单汇票。
你觉得怎么样?马尔斯：嗯，这个主意不错。
付款方式谈判的商务英语对话Mr. Smith: Is it possible to find alternative payment terms for this orders?Whatabout D/A payment?Mr. Ma: We can't agree to D/A payment terms. It is only when the trading partiesknow each other very well and there doesn't exist any riskofnon-payment. Will D/A payment terms be adopted?If goods areshipped and then rejected on arrival at the port of destination, wewould be put to no end of trouble and financial losses.Mr. Smith: How can that be?You ought to believe me, right?Mr. Ma: Sorry, under such circumstances, payment by L/C is our usual practice.史密斯先生:这笔订单能否改用其他付款方式?承兑交单付款方式怎样?马先生:很抱歉，我们不能同意承兑交单付款方式。
商务谈判的付款方式
商务谈判的付款方式篇一：商务谈判管理办法商务谈判管理办法为进一步加强商务谈判管理，规范商务谈判流程，有效控制和降低招标风险，根据昆钢集团招标管理的相关规定，结合实际情况，特制定本办法。
商务谈判遵守《政府采购法》第三十八条，应当遵循商务谈判方式采购的程序。
一、商务谈判适用范围本办法适用于由经办，以“公司”作为独立民事主体的各类合同、协议等，主要包括工程项目、租赁、经营贸易、物流服务、业务外包、咨询服务及其他相关园区后勤服务合同。
二、商务谈判流程（一）成立谈判小组。
谈判小组由采购人的代表和有关专家共三人以上的单数组成，其中专家的人数不得少于成员总数的三分之二。
（二）制定谈判文件。
谈判文件应当明确谈判程序、谈判内容、合同草案的条款以及评定成交的标准等事项。
（三）确定邀请参加谈判的供应商名单。
谈判小组从符合相应资格条件的供应商名单中确定不少于三家的供应商参加谈判，并向其提供谈判文件。
（四）谈判。
谈判小组所有成员集中与单一供应商分别进行谈判。
在谈判中，谈判的任何一方不得透露与谈判有关的其他供应商的技术资料、价格和其他信息。
谈判文件有实质性变动的，谈判小组应当以书面形式通知所有参加谈判的供应商。
（五）确定成交供应商。
谈判结束后，谈判小组应当要求所有参加谈判的供应商在规定时间内进行最后报价，采购人从谈判小组提出的成交候选人中根据符合采购需求、质量和服务相等且报价最低的原则确定成交供应商，并将结果通知所有参加谈判的未成交的供应商。
供应商按收到《商务谈判中选通知书》规定的时间、地点与采购小组签订《合同》；与使用单位签订《技术协议》；三、商务谈判组织机构（一）采购领导小组1、负责商务谈判采购文件的审批；2、负责确定或聘请参加会议人员；3、参与商务谈判采购会议。
（二）采购监督小组1、负责商务谈判采购过程的监督检查；2、定期对商务谈判采购的实施情况进行总结评价。
（三）技术谈判小组1、负责现场考察供应商，并写《现场考察报告》；2、负责与供应商进行技术谈判；3、负责按技术的适用程度提供供应商的排序。
英语商务谈判中关于汇票本票支票的对话
话题：英语商务谈判中关于汇票本票支票的对话一、背景介绍在国际贸易中，商务谈判是非常常见的一种场景，而涉及到付款方式时，汇票、本票和支票是常见的三种付款方式。
对于英语商务谈判中关于这三种付款方式的对话，我们需要了解相关的专业词汇和表达方式。
二、对话部分在英语商务谈判中，对于汇票、本票和支票，常涉及到以下几个方面的内容：1. 汇票A: Good afternoon, Mr. Smith. We have received the shipping documents for the goods you sent, and we would like to discuss the payment.B: Good afternoon, Mr. Zhang. I'm glad to hear that. We have prepared a draft for the payment, and we would like to use a bill of exchange for the transaction.A: That's fine. We will need to verify the terms and conditions on the draft before we can accept it.B: Of course. Please take your time to review it, and let us know if there are any amendments needed.2. 本票A: Good morning, Mr. Johnson. We have agreed on the terms for the purchase of the machinery, and we are ready to proceed with the payment.B: Good morning, Mr. Lee. That's great to hear. We have arranged for a bank draft as the payment method, and we would like to issue a promissory note to secure the payment. A: That's acceptable. We will need to have our legal team review the promissory note before we can finalize the transaction.B: Absolutely. We will have our legal team send over the draft for your review.3. 支票A: Hello, Mr. Brown. We have received the invoice for the equipment we purchased from yourpany, and we are ready to settle the payment.B: Hello, Mr. Chen. I'm glad to hear that. We will issue a check for the payment, and we can deliver it to your office next week. A: That's perfect. We will need to confirm the det本人ls on the check and ensure it is in the correct amount before we can accept it.B: Absolutely. We will have our finance team double-check thedet本人ls and deliver the check to your office as soon as possible.三、总结在英语商务谈判中，涉及到汇票、本票和支票的对话通常会涉及付款方式的确认、付款条件的协商、付款凭证的交换等内容，需要双方确保付款方式的合法性、凭证的真实性以及资金的安全。
【商务英语课件】Unit 8 Terms of Payment
8.1 Lead-in
1. Work in pairs to work out as many factors are you can that need to be considered in negotiating payments for export sales.
For example:
the importer’s past and present business relationship with the exporter
Green: Will you allow us to effect payment 90 days after presentation of shipping documents to the bank? Zhao: As you know, this is really out of the ordinary business practice for this type of shipment. Our capital will be tied up for several months after shipment to you.
sales contract. When considering payment, we need to understand different modes of payment used in international trade. Now store the words and phrases that are associated with modes of payment and then explain or describe these terms.
Green: I understand that the L/C provides both parties some measure of security, but other suppliers can give us more favorable terms. You see, the world market has been rather dull recently. Besides, our exchange quota is rather limited. So we would like to ask you for more favorable terms like D/A against presentation of time draft or if you can entertain payment by term documentary credit. Zhao: What is your proposed number of days after sight or term documentary credit?
外贸谈判技巧付款方式篇
外贸谈判方式付款方式篇（一）当前单边主义、贸易保护主义、逆全球化思潮不断有新的表现，对全球经济贸易构成严重威胁。
主要国际组织纷纷下调了全球经济和贸易的增速，世界银行将2019年全球经济增长的预期从3%下调至2.9%；世界贸易组织将2018年全球货物贸易额实际增速预期由4.4%调低至3.9%，同时将2019年增速预期进一步调低至3.7%。
面对错综复杂的2019外贸形势，一些付款方式比较“大胆”的赊销订单，接还是不接？接吧，每天都要提心吊胆，万一尾款收不回来，那真是想死的心都有；不接吧，这年头开发一个客户容易吗？谈下一个订单容易吗？舍不得！2019年最新官方消息，孟加拉国The Farmers Bank Limited银行出现较为频繁的信用证违约恶性事件，给中国企业在孟国际贸易造成巨大损失。
经分析，该银行存在较为严重的金融风险，而非信用证欠款个案。
中国驻孟加拉国大使馆经济商务参赞处现将该银行列入黑名单。
信用较差的银行有：Islami Ban kBangladesh LimitedSocial Investment BankLtd.Mutual Trust Bank Ltd.Mercantile Bank Ltd.Bangladesh Krishi Bank（国有银行）Sonali Bank（国有银行）Asia BankJanata Bank（国有银行）Sountheast bank Ltd.Uttara Bank Ltd.The Farmers Bank Limited付款方式也是影响订单的因素之一。
不同的付款方式对于出口商和进口商的风险也不同。
国际上的付款方式有很多种，主要分为三大类：汇付，托收，信用证。
常用的有两种：一种是汇付中的电汇，另一种是信用证。
在实际的业务操作中，也有可能出现付款方式结合使用的情况。
孟加拉国的信用证尤其要注意。
本文的主要内容，主要讲述如何和客户沟通落实远期信用证60天的过程。
现代商务英语第8章支付条款(Terms of Payment)
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8.1 Application Form for Credit APPLICATION FOR DOCUMENTARY CREDIT TO: BANK OF CHINA, XI’AN BRANCH
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5
6
8.2
Insisting on L/C Payment
March 10, 2006 Dear Sirs, Thank you for your order of March 2nd. We are pleased to learn that you intend to give our canned mushroom a trial sale in your market. We hope this is a good beginning of our happy working relationship. While we appreciate your good intention, we insist on opening the L/C through a bank approved by both parties, which is our usual way of requirement. As we require payment by irrevocable letter of credit available by draft at sight, we do not make any
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本章主要内容有： ①开立信用证申请书（Application form for credit）； ②坚持信用证支付（Insisting on L/C payment）； ③同意信用证支付（Agreeing to L/C payment）； ④要求更多折扣（Asking for more discount）； ⑤回绝给予更多折扣（Rejecting more discounrary to our usual practice, especially for a new customer. Therefore, we should like you to accept L/C terms for this transaction and future ones. All the stipulations in your L/C should be in conformity with those in the contract. We hope the above payment terms are acceptable to you and look forward to your confirmation. If you agree, please expedite the establishment of the L/C to enable us to effect shipment. Yours faithfully, (signature)
现代商务英语第8章支付条款(Terms of Payment)
国际贸易中，货物和货款的相对给付一般不 是由买卖双方当面完成的。卖方发货交单，买方 凭单付款，以银行为中介，以票据为工具进行结 算，是当代国际贸易结算的基本特征。结算过程 中买卖双方所承受的手续费用、风险和资金负担 是双方选择结算方式所考虑的主要因素。因此， 交易双方在签订订单时，就要对每笔交易的付款 方式达成共识。在当今国际贸易结算方式中，有3 种主要的付款方式：
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arrangement contrary to our usual practice, especially for a new customer. Therefore, we should like you to accept L/C terms for this transaction and future ones. All the stipulations in your L/C should be in conformity with those in the contract. We hope the above payment terms are acceptable to you and look forward to your confirmation. If you agree, please expedite the establishment of the L/C to enable us to effect shipment. Yours faithfully, (signature)括预付货款和订货付 现）、托收（Collection）（付款交单和承兑交单）和 信用证（Letter of Credit）。汇付和托收属于商业信用， 习惯上称为无证结算业务；信用证属于银行信用，习 惯上称之为有证结算业务。信用证付款是当前国际贸 易中最常采用的付款方式，即买卖双方签订了购货合 同和售货确认书后，买方应根据合同中的支付条款， 通常在发货前一个月开立信用证。它可以确保出口商 按信用证条款发完货后，而不是进口商收到货后，就 可从银行得到货款，这样，就给了出口商最大限度的 收款保障。因此出口商通常要求信用证支付。汇付和 托收对出口商的保护程度不如信用证大，它们通常是 在交易金额较小时使用。
外贸业务谈判付款及装运对话
外贸业务谈判付款及装运对话以下是外贸业务谈判付款及装运对话，一起来看看吧。
Payment and Delivery 付款及装运(1)P: Well, we've settled the question of price, quality and quantity. Now what about the terms of payment?L: We only accept payment by irrevocable letter of credit payable against shipment documents.P: I see. Could you make an exception and accept D/A or D/P?L: I'm afraid not. We insist on a letter of credit.P: To tell you frankly, a letter of credit would increase the cost of my import. When I open a letter of credit with a bank, I have to pay a deposit. That'll tie up my money and add to my cost.L: Consult your bank and see if they will reduce the required deposit to a minimum.P: Still, there will be bank charges in connection with the credit. It would help me greatly if you would accept D/A or D/P. You can draw on me just as if there were a letter of credit. It makes no great difference to you, but it does to me.L: Well, Mr. Peter, you must be aware that an irrevocable letter of credit gives the exporter the additional protection of the banker's guarantee. We always require L/C for our exports. And the other way round, we pay by L/C for our imports.P: To meet you half-way, what do you say to 50% by L/C and the balance by D/P?L: I/m sorry, Mr. Peter, but I'm afraid I can't promise you even that. As I've said, we require payment by L/C.Payment and Delivery 付款及装运(2)L: To get around your difficulty, Mr. Peter, I'd suggest that you reduce your order by half. You can send in an additional orderlater.P: Well, I'll consider the possibility. By the way, when do I have to open the L/C, if I want the goods to be delivered in June?L: A month before the time you want the goods to be delivered.P: Could you possibly affect shipment more promptly?L: Getting the goods ready, making out the documents and booking the shipping space … all this takes time you know. You cannot expect us to make delivery in less than a month.P: Very well, Mr. Li. I'll not reduce my order. I'll take the full quantity you offer. And I'll arrange for the L/C to be opened in your favor as soon as I get home.L: When will that be?P: Early next week. In the meantime, I should be very pleased if you would get everything ready. I hope that the goods can be dispatched promptly after you get my L/C.L: You can rest assured of that. We'll book your order and inquire for the shipment space now, so that shipment can be affected within two or three after receipt of your L/C.P: That'll be fine. I appreciate your cooperation.L: Very good. Well, thanks to your cooperation, our discussion has been very pleasant and fruitful. I sincerely hope that the volume of trade between us will be even greater in future.P: I hope so too. Now that everything is settled, let's have a cup of tea, and get our minds off business for a change.Payment and Delivery 付款及装运(3)P: Well, Mr. Li, we've settled everything in connection with this transaction except the question of payment in Renminbi. Now,can you explain to me how to make payment in Renminbi?L: Many of our business friends in England, France,Switzerland, Italy and West Germany are paying for our exports in Chinese currency. It is quite easy to do so.P:I know some of them are doing that. But this is new to me. I've never made payment in Renminbi before. It is convenient to make payment in pound sterling, but I may have some difficulty making payment in Renminbi.L: Many banks in Europe now carry accounts in Renminbi with the Bank of China, Beijing. They are in position to open letters of credit and effect payment in Renminbi. Consult your bank s and you'll see that they are ready to offer you this service.P: Do you mean to say that I can open a letter of credit in Renminbi with a bank of London of Bern?L: Surely you can. Several of the banks in London, such as the Bank of China (London), the National Westminster Bank and Barclays Bank are in a position to open letters of credit in Renminbi. They'll do so against our sales confirmation or contract.P:I see。
外贸英语函电8Terms of Payment
Terms of Payment
Re: Vacuum Cleaners We have received you letter of December 19, and appreciate your intention to push the sales of our vacuum cleaner in your country. We regret we are unable to consider your request for payment on D/A terms, as a rule, we ask for payment by L/C. In view of our friendly relations, we will, as an exceptional case, accept payment for your trial order on D/P basis. In other words, we will draw on you by documentary draft at sight, through our bank on collection basis, without L/C. But let us make it clear that this accommodation is only for your trial order, which will in no case set a precedent. We hope the above payment terms will be acceptable to you and expect to receive your trial order in due course. We look forward to you early reply. Dear Sirs,
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Task 8 On Payment
Role 1.The following is a talk between Mr. Chen, Miss Li and Mr. Smith regarding the terms of payment for the sales of sports shoes. Suppose
you are Mr. Chen. Try to complete the following dialogue with some of
the drills and expressions in part II and III . The Chinese in the brackets
are just for your reference.
Mr. Smith: Well, we’ve settled the questions of price, quality, quantity, packing, shipment and insurance. Now what about the terms of payment? Mr. Chen: (For payment, we usually require 100% value, Confirmed, and Irrevocable Letter of Credit in our favor, payable (available) by
draft at sight)
Miss Li: With partial shipment and transshipment allowed clause, against surrender of full set of shipping documents to the negotiating bank
here.
Mr. Smith: I see. Could you make an exception and accept D/A or D/P?
Mr. Chen: (I’m afraid not. We insist on a letter of credit.)
Mr. Smith:I heard that you would accept different kinds of payment such as D/A and D/P.
Miss Li: Quite right, but that all depends on circumstances.
Mr. Chen: (It is only under very special circumstances that we agree to other payment terms.)
Mr. Smith: I’m a customer of long standing and we have been cooperating well for years. It’s a very special case, isn’t it?
Mr. Chen: You know, (D/A or D/P payment is not applicable to your case.) Mr. Smith: Why not?
Mr. Chen: (D/P or D/A is applicable only if the amount involved for each transaction is less than $ 1,000.)
Mr. Smith: You must be aware that when we open a letter of credit, we have to pay a deposit and there will be bank charges in connection with the
establishment of a letter of credit.
Miss Li: Yes, we know it.
Mr. Smith: That will tie up my funds (capital) and add to the cost of my imports. Miss Li: You know, Mr. Smith. An irrevocable letter of credit gives both the exporter and importer the additional protection of the banker’s
guarantee.
Mr. Chen: (We always require L/C for our exports. And the other way round, we pay by L/C for our imports.)
Mr. Smith: How about 50% by L/C and the balance by D/P?
Mr. Chen: I’m very sorry, Mr. Smith, but I’m afraid I can’t promise you even that.
(The only thing we can do is to deliver the goods 25 days after we
receive your L/C.)
Mr. Smith: Well, in order to close the deal, I agree to your proposal.
Mr. Chen: (I sincerely hope that the volume of trade between us will be even
greater in the future.)
Role 2. Miss Li is not quite familiar with the Chinese meaning of some payment terms in English. So she is studying very hard to recite the Chinese translation to the commonly used payment terms. Now, suppose you are Miss Li and try to speak out the Chinese meaning of the following terms as quickly as possible.。