《国际商务英语-商务英语谈判》商务,英语,书籍.doc
商务英语参考书籍
商务英语参考书籍以下是商务英语的参考书籍：1. 《商务英语实用教程》（A Course in Business English）：作者梁宏达，是一本常用的商务英语教材，涵盖了商务日常用语、商务信函写作、商务谈判技巧等内容。
2. 《商务英语口语从入门到精通》（Business English Spoken Master）：作者李川，通过对商务英语口语的分析和提炼，帮助学习者掌握商务英语对话的技巧和常用词汇。
3. 《商务英语应用技巧与策略》（Mastering Business English）：作者布莱尔·尼科尔森，深入介绍了商务英语的应用技巧和策略，包括跨文化交际、商务会议、商务演讲等方面。
4. 《商务英语写作与沟通技巧》（Business English Writing and Communication Skills）：作者伊莲·格什，重点介绍了商务英语写作的规范、技巧和沟通技巧，是一本很好的商务英语写作指南。
5. 《国际商务英语》（International Business English）：作者彼得·史特林，介绍了国际商务交流的要点、技巧和习惯用语，适合有一定商务英语基础的学习者。
6. 《商务英语口译实战》（Business English Interpretation Practice）：作者张红梅，通过大量商务英语口译练习，提高学习者的口译技巧和理解能力。
7. 《商务英语应用书信写作》（Business English Correspondence Writing）：作者拉里·布雷德利，主要介绍了商务英语书信的写作格式、常用表达和礼仪，适合需要提升商务英语书信写作能力的学习者。
以上是一些建议的商务英语参考书籍，希望对你有所帮助。
商务英语谈判教材
Offer and counter--offer
It is also called negotiating prices About currencies Australian Dollar Canadian Dollar Hong Kong Dollar US Dollar Euro Dollar Swiss Franc German Marks Japanese Yen RMB
Firm offer
Sales volume销量
50% off 25% discount Buy one, get one
We can offer you a quotation based upon the international market.
我们可以按国际市场价格给您报价。
We think your offer is too high, which is difficult for us to accept.
货到付款和凭单付款信用证lettercreditlc国际贸易中常用的一种支付和结算方式即由银行开证行根据买方申请人的要求和指示向卖方受益人开立的一定金额在一定期限内按规定条件付款的凭证
商务英语谈判 Business Negotiation
商务谈判的外延很广，包括贸易谈 判、招标与投标谈判、引资和投资、 工程承包、技术转让等方面的谈判。 中国加入世界贸易组织以来，对外贸 易呈现出一片崭新的面貌，进出口贸 易往来日益增多。贸易谈判作为商务 活动中的一个重要环节，对国内外企 业间的合作、进出口贸易的成败起着 举足轻重的作用。首先我们主要学习 贸易谈判及其口译。
Usually an offer will include the following:
1. name of the goods. 2.quality and specifications. 3. quantity. 4.details of prices. 5. discount. 6. terms of payment. 7. time of shipment. 8. packing
国际商务英语课文电子版lesson (17)
Lesson 17 The International Monetary System and ExchangeRateThe earliest internationalchange their paper currencies into gold when requested to do so. The gold standard created a fixed exchange rate system as each country pegged (fix挂钩) the value of its currency to gold to establish its par value (平价/票面价值) (face value). For most of the 19th century till the end of the First World War,major trading countries followed this system and the British Pound was the most important currency in international business as a result of the economic, political and military power of the United Kingdom, hence the term sterling-based gold standard. (pound sterling)The pressure caused by the First World War on economy coupled with(together with连同) the impact of the Great Depression (大萧条)put an end to(结束)the fixed exchange rate system. The Bank of England was no longer able to redeem (赎回，兑换)itspaper currency for gold at par value(以面值) (无力将其纸币以平价兑换成黄金) and allowed its value to be determined by supply and demand (market). With Britain abandoning (放弃)the gold standard, there appeared different areas in the world. Some countries pegged their currencies to the sterling(英镑), some countries to the US dollar and some to the French Franc, forming the “sterling area”, “dollar area” and “franc area”. This period witnessed the degeneration(衰落)of the international monetary system as some major countries vied(vie -compete)to(竞相)devaluate their currencies to make their export goods more competitive.(竞争性贬值) (这一时期，世界货币体系不断恶化，各主要贸易国家竞相将其货币贬值以提高他们出口物品的竞争力) The be nefits brought about by their devaluation were, needless to say (不用说), offset(抵消)by what their competitors did. International trade con t racted (shrink收缩) and economic conflict finally led to the Second World War.Towards the end of the Second World War (1944) representativesof 44 countries gathered at Bretton Woods (布雷顿森林)to renew(更新)the gold standard on a greatly modified basis(在修改较大的基础上). One important fruit of the conference is the creation (establishment创立) of the International Bank for Reconstruction and Development (IBRD)and the International Monetary Fund. (1944)The Bretton Woods Conference established a US dollar based gold standard. Because of the dominating (主导性的) economic and political influenceof the United States, the dollar replaced the sterling(英镑)as the major vehicle(工具)for international settlement(国际结算). 由于美国在国际经济、政治中的统治性影响，美元替代英镑成了国际结算中的主要工具。
国际商务谈判英语口语 书本
国际商务谈判英语口语书本国际商务谈判英语口语是从事跨国商务活动必备的技能之一，因此相关的书籍在市场上颇受欢迎。
以下是一些关于国际商务谈判英语口语的经典书籍，供您参考：1、《国际商务谈判英语口语大全》：这本书由国内知名商务英语专家编写，内容涵盖了国际商务谈判的各个方面，包括谈判技巧、语言表达、实用范例等，对于想要提高商务英语口语水平的读者来说非常实用。
2、《商务英语谈判实战指南》：这本书从实用的角度出发，详细介绍了商务谈判的基本原则、技巧和方法，同时提供了大量的实例和案例分析，有助于读者更好地掌握商务谈判的精髓。
3、《商务英语谈判口语教程》：这本书以商务谈判的实际场景为基础，通过模拟对话、案例分析等形式，帮助读者掌握商务谈判中的语言表达和沟通技巧，同时提高商务英语口语水平。
4、《国际商务谈判理论与实践》：这本书从理论和实践两个角度出发，系统介绍了国际商务谈判的基本概念、原则和方法，同时结合案例分析，深入探讨了国际商务谈判中的策略和技巧。
5、《实用商务英语谈判》：这本书以实用为宗旨，详细介绍了商务英语谈判的各个环节和技巧，包括商务礼仪、沟通技巧、报价还价等方面的内容，非常适合想要提高商务英语谈判实战能力的读者。
以上书籍从不同的角度介绍了国际商务谈判英语口语的相关知识，对于想要在这个领域有所建树的读者来说，选择一本适合自己的书籍，认真学习和实践，相信会有很大的收获。
当然，除了以上书籍之外，还有很多其他优秀的国际商务谈判英语口语书籍可供选择，读者可以根据自己的需求和兴趣进行选择。
在阅读这些书籍时，可以结合实际情况进行实践和应用。
例如，可以模拟实际的商务谈判场景进行对话练习，或者在实际的商务场合中尝试运用所学的语言表达和谈判技巧。
同时，还可以通过参加相关的商务英语培训课程、加入商务英语交流群组等方式，与志同道合的人一起学习和分享经验，进一步提高自己的国际商务谈判英语口语水平。
国际商务英语Chapter 2 Business Negotiation
Financial: responsible for terms of payment, credit insurance, bonds and financial guarantees;
Enquiry
Inquiry upon the terms of trade Can be made by either the seller or the
buyer Not binding upon either party Can be made to more than one client A sales opportunity to foster a potential
Usually, a negotiating team should include members in each of the following areas:
Commercial: responsible for the negotiation on price, delivery terms, and commercial policy of risk taking;
long-term relationship
An enquiry includes the commodity’s name, quality, mode, the desired quantity and delivery date etc.
Ensure that the appropriate administrative arrangements have been made.
国际商务英语课文电子版
Lesson 1 International Business（国际商务）★International business refers to transaction between parties（当事人、参与者）from different countries.Sometimes business across the borders of different customs areas （关税区）of the same country is also regarded as import and export, such as business between Hong Kong and Taiwan.International business involves more factors and thus is more complicated than domestic business. The followings(下列各项) are some major differences between the two:★ 1. The countries involved often have different legal systems（不同的法律体系）, and one or more parties will have to adjust themselves to operate in compliance with（遵照、遵从） the foreign law.2. Different countries usually use different currencies（不同的货币） and the parties will have to decide which currency to use and do everything necessary as regards（关于） conversion （兑换） etc. Uncertainties and even risks are often involved in the use of a foreign currency.3.including language, customs,traditions, religion, value, behavior etc. often constitute challenges and even traps for people engaged in international business. 4. Countries vary in natural and economic conditions and may have different policies towards foreign trade and investment, making international business more complex than domestic business.With the development ofeconomic globalization（经济全球化）,few people or companies can completely stay away from（置身于外）international business. Some knowledge in this respect（方面） is necessary both for the benefit of enterprises and personal advancement（个人进步）.International business first took the form of commodity trade（商品贸易）,.（即）exporting andimporting goods produced or manufactured in one country for consumption or resale(消费或转售) in another. This form of trade is also referred to as（被称为）visible trade（有形贸易）. Later a different kind of trade in the form of transportation, communication, banking, insurance, consulting（咨询）, information（信息业） etc. gradually became more andmore important. This type of trade is called invisible trade（无形贸易）. Today, the contribution of service industries(服务业) of the developed countries constitutes over 60% of their gross domestic products（国内生产总值）and account for(占…) an increasing proportion of world trade. ★Another important form of international business is supplying capital byresidents of one country to another, known ascan be classified into two categories. The first kind of investments, foreign direct investments（外国直接投资）or FDI for short is made for returns（回报）through controlling the enterprises or assets invested in in a host country(东道国).The host country is a foreigncountry where the investor operates, while the country where the headquarters of investor is located is called the home country（投资国）. The second kind of investment, portfolio investment（证券投资）, refers to purchases of foreign financial assets（金融资产） for a purpose other than controlling.Such financial assets may be stocks（股票）, bonds（债券）or certificate of deposit（大额存单）. Stocks are also called capital stocks or bonds（股本或股份）.★Bonds are papers issued by a government or a firm with promise to pay back the money lent or invested together with interest. The maturity period（到期时间）of a bond is at least one year, often longer, for example five, or even ten years. Certificates of deposit generally involve large amounts, say 25thousand US dollars.★Besides trade and investment, international licensing（国际许可）and franchising（特许经营） are sometimes taken as a means of entering a foreign market. In licensing, a firm leases（出租）the right to use its intellectual property（知识产权） to a firm in another country. Such intellectual property may be trademarks （商标）, brand names（品牌）,patents（专利）, copyrights （版权） or technology（技术）. Firms choose licensing is because they don’t have to make cash payment to start business, and can simply receive income in the form of royalty（知识产权/专利使用费）. Besides, they can benefit from locational advantages of foreign operation(当地经营优势) without any obligation in ownership or management. Theuse of licensing is particularly encouraged by high customs duty（关税） and non-tariff barriers（非关税壁垒） on the part of the host country. However it is not advisable to use licensing agreement in countries with weak intellectual property protection（知识产权保护）since the licensor（许可方）may have difficulty in enforcing licensing agreement（执行许可协议）.Franchising can be regarded as a special form of licensing. Under franchising, a firm, called the franchisee （特许使用方）, is allowed to operate in the name of another, called the franchiser（特许授予方） who provides the former with trademarks, brand names, logos（公司标志）, and operating techniques（经营技巧） for royalty（特许使用费）. In comparison with therelation between the licenser（许可授予方） and the licensee（许可使用方）, the franchiser has more control over and provides more support for the franchisee.★The franchiser can develop internationally and gain access to useful information about the local market with little risk and cost, and the franchisee can easily get into a businesswith established（已获认可的）products or services. Franchising is fairly popular especially in hotel and restaurant business. Other forms for participating in international business are management contract（管理合同）, contract manufacturing （生产合同）, and turnkey project（“交钥匙”工程）. Under a management contract, one company offersmanagerial or other specialized services to another within a particular period for a flat payment（固定费用） or a percentage of the relevant business volume(相关业务总价值). ★Sometimes bonuses（分红）based on profitability or sales growth are also specialized (注明) in management contracts. When a government forbids foreign ownership in certainindustries it considers to be of strategic importance but lacks the expertise for operation, management contracts may be a practical （切实可行的）choices enabling a foreign company to operate in the industry without owning the assets. By contract manufacturing, a firm can concentrate on their strongest part in the value chain（价值链）, e. g. marketing, while contractingwith foreign companies for the manufacture of their products. Such firms can reduce the amount of their resources devoted to manufacture and benefit from location advantages(当地优势) from production in host counties. ★However, loss of control over the producing process may give rise to（产生） problems in respect of quality and time of delivery （交货期）.For an international turnkey project, a firm signs a contract with a foreign purchaser and undertakes all the designing, contracting and facility equipping before handing it over to the latter upon completion.Such projects are often large and complex and take a long period to complete. Payment for a turnkey project may be made at a fixed total price or on a cost plus basis（在实际成本之外收取一定费用）. The latter way of payment shifts the burden of possible additional cost over the original budget onto the purchaser.★BOT（建设、经营、移交）is a popular variant of the turnkey project where B stands for build, O for operate and T for transfer. For a BOT project, a firm operates a facility for a period of time after buildingit up before finally transferring it to a foreign company. Making profit from operating the project for a period is the major difference between BOT and the common turnkey project. Needless to say, the contractor has to bear the financial and other risks that may occur in the period of operation.。
国际商务英语课文电子版lesson（10）
国际商务英语课⽂电⼦版lesson（10）Lesson10 International Payment Generally speaking, it is not very difficult for buyers and sellers in domestic trade to get to know each other’s financial status and other information, and payment is likely to be made in a straightforward manner,say（for example）by remittance or by debiting the debtor’s account. In international trade, however, things are far more complicated. Purchase and sale of goods and services are carried out beyond national boundaries, which make it ratherdifficult for the parties concerned in the transaction to get adequate information about each other’s financial standing and creditworthiness (资信；信誉). Therefore, mutual trust is hard to build. Both the exporter and importer face risks as there is always the possibility that the other party may not fulfill the contract.For the exporter there is the risk of buyer default（不按期付款）. The importer might fail to pay in full for the goods. He might go bankrupt.His government might, for various reasons, ban（禁⽌）trade with the exporting country or ban imports of certain commodities. The buyer might run into difficulties getting the foreign exchange to pay for the goods. It is even possible that the buyer is not reliable and simply refuses to pay the agreed amount on various excuses.On the part of the importer, there is the risk that the shipment will be delayed, and he might only receive them long after payment.The delay may be caused by problems in production or transportation, and such delays may lead to loss of business. There is also a risk that wrong goods might be sent as a result of negligence（疏忽⼤意）of the exporter or simply because of his lack of integrity （honesty）.Political risks such as war, quotas, foreign exchange control; commercial risks like market change and exchange rate fluctuations(波动); and even language barriers all add upto（increase）the problems in international trade. Because of these problems and risks, exporters are hesitant to release their goods before receiving payment, while importers prefer to have control over the goods before parting with their money. Various methods of payment have been developed to cope with different situations in international trade. When the political and economic situation in the importing country makes payment uncertain or when the buyer’s credit standing isdubious (doubtful), the exporter may prefer cash in advance or partial cash in advance. In this case, the importer has no guarantee that the exporter will fulfill his obligations once he has made payment by cash. If the buyer and the seller know each other well, they may decide to trade on open account. This means that no documents are involved and that legally (in terms of law) the buyer can pay anytime. The seller loses all control over the goods once they have been shipped. Sales on thisbasis are usually paid for by periodic payment, and obviously the exporter must have sufficient financial strength经济实⼒to carry the cost of the goods until receiving payment. If the exporter wishes to retain（保留）title or ownership（所有权）to the goods, he can enter into consignment transactions. This means the exporter has to send his goods abroad and will not get payment until the goods are sold. If not sold, the goods can be shipped back. Therefore, this arrangementshould only be made with full understanding of the risks involved and is preferably to be limited to stable countries where the exporter has a trusted agent to look after his interest.A lot of international transactions are paid for by means of the draft（汇票）, which, also referred to as the bill of exchange, is an unconditional（⽆条件的）order to a bank or a customer to pay a sum of money to someone on demand（⽴即）or at a fixed time in the future.The person who draws（开⽴）the draft,usually the exporter, is called the drawer（出票⼈）, and the person to whom the draft is drawn is called the drawee（受票⼈）. There is yet another party payee（收款⼈）, i.e. the person receiving the payment, who and the drawer are generally but not necessarily the same person, as the drawer can instruct the drawee either to pay “to the order of ourselves” or to the order of someone else, for instance, the bank.A draft is either a sight draft ora usance draft (also called tenor draft or term draft). The former calls for （needs）immediate payment on presentation(提⽰) to the drawee while the latter is payable at a later date, e.g. 30, 45, 60, or 90 days after sight or date. A draft is either clean (clean draft 光票) (without documents) or documentary (documentary draft跟单汇票). In the latter case, the draft is accompanied （attached）by the relevant documents such as the bill of lading, the invoice, the insurance policy etc.In documentary collection ( 跟单托收), the exporter sends the draft and the shipping documents运输单据representing title tothe goods to his bank, which forwards (sends)them to another bank in the importer’s country, which in turn contacts the customer (importer). In the case of documents against payment (D/P)付款交单, documents will not be released to the importer until payment is effected执⾏. There are D/P at sight and D/P after sight. The former requires immediate paymentby the importer to get hold of the documents. The latter gives the importer a certain period after presentation of the documents, but documents are not released to him until he actually pays for the merchandise货物. In the case of documents against acceptance (D/A)承兑交单, documents are handed over to the importer upon his acceptance（承兑）of the bill of exchange drawn by the exporter. Payment will not be made until a later date. D/A is always after sight.So far as the exporter’s interest is concerned, D/P at sight is more favorable than D/P after sight, and D/P is more favorable than D/A. In actual trade, payment by collection should be accepted with discretion （⼩⼼）. It is usually used when the financial standing of the importer is sound（良好的）, or when the exporter wishes to push the sale of his goods, or when the transaction involves only a small quantity. Otherwise, the letter of credit is generally preferred.。
商务英语谈判教材(PPT 54页)
If your prices are favorable, I can place the order right away. 如果你们的价格优惠，我们可以马上订货。
We'd rather have you quote us FOB prices. 我们希望你们报离岸价格。
3. 还盘（counteroffer）在这个环节中经常用的句 子有:
Your price sounds a bit too high. / Your price is much higher than we expected ./ Will you reduce your price by…%? / In order to conclude the transaction, I hope you will
Would you tell us your best prices C.I.F. Humburg for the chairs.
请告诉你方椅子到汉堡到岸价的最低价格。
Offer and counter--offer
An offer is a promise to supply goods on the terms and conditions stated. It can be a firm offer which is a promise to sell goods at the stated price, usually within a stated period of time. It also can be a non—firm offer which is made without engagement and is subject to the seller’s confirmation.
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《国际商务英语－商务英语谈判》-商务,英语,书籍-商务指南- 国际－商务英语谈判
作: 秦川
：中国对外经济贸易出版社
简介：
本书分三大部分.第一部分为商务谈判各种场合一般性用语,细分为14项.第二部分为与外商的业务洽淡.业务环节分为17个单元,从外商入境直至机场送行,包括了外贸工作各个主要方面.第三部分为附录,精选了一些最基本,最常用的资料,供业务人员业务谈判时参考. 本书采用中英对照形式,省去前后翻阅注释,使用时更加直观方便.。