商务谈判术语

1、NO TRICKS 每个字母所代表的八个单词need, options, time, relationships, investment, credibility, knowledge, skills.商务谈判术语制作精巧 skillful manufacture/工艺精良 sophisticated technology 最新工艺 latest technology加工精细 finely processed 造型新颖 modern design/造型优美 beautiful design 设计合理 professional design/ 设计精巧 deft design 造型富丽华贵 lu

2、xuriant in design/结构合理 rational construction 款式新颖 attractive design /款式齐全 various styles/式样优雅 elegant shape/ 花色入时 fashionable patterns/任君选择 for your selection五彩缤纷 colorful/色彩艳丽 beautiful in colors/色泽光润 color brilliancy/色泽素雅 delicate colors/瑰丽多彩 pretty and colorful 洁白透明 pure white and translucence/洁白

3、纯正 pure whiteness 品质优良 excellent quality(high quality) 质量上乘 superior quality/质量稳定 stable quality/质量可靠 reliable quality 品种繁多 wide varieties/规格齐全 complete in specifications 保质保量 quality and quantity assured/性能可靠 dependable performance 操作简便 easy and simple to handle/使用方便 easy to use 经久耐用 durable in use

4、/以质优而闻名 well-known for its fine quality 数量之首 The king of quantity/质量最佳 The queen of quality 信誉可靠 reliable reputation/闻名世界 world-wide renowm 久负盛名 to have a long standing reputation 誉满中外 to enjoy high reputation at home and abroad 历史悠久 to have a long history 畅销全球 selling well all over the world 深受欢迎 t

5、o win warm praise from customers 协定 agreement/议定书 protocol 贸易协定 trade agreement/ 贸易与支付协定 trade and payment agreement 政府间贸易协定 inter-governmental trade agreement /民间贸易协定 non-governmental trade agreement 双边协定 bilateral agreement/ 多边协定 multilateral agreement/支付协定 payment agreement 口头协定 verbal agreement/

6、书面协定 written agreement/君子协定 gentlemens agreement 销售合同 sales contract/格式合同 model contract 意向协议书 agreement of intent/意向书 letter of intent 空白格式 blank form 授权书 power of attorney 换文 exchange of letter 备忘录 memorandum 合同条款 contract terms/免责条款 escape clause 原文 original text/译文 version/措辞 wording 正本 original

7、/副本 copy/附录 attachment/附件 appendix会签 to counter-sign 违反合同 breach of contract/ 修改合同 amendment of contract 撤销合同 cancellation of contract/合同的续订 renewal of contract 合同的解释 interpretation of contact 合同到期 expiration of contract 起草合同 to draft a contract/ 做出合同 to work out a contract 谈妥合同 to fix up a contract

8、/签订合同 to sign a contract 缔结合同 to conclude a contract/草签合同 to initial a contract 废除合同 to annul a contrac/执行合同 to perform a contract 严格遵守合同条款 to keep strictly to the terms of the contract 一式二份 in duplicate/一式三份 in triplicate/一式四份 in quadruplicate1、出口方面的词汇 出口信贷 export credit 出口津贴 export subsidy 商品倾销 du

9、mping 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 mos

10、t-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 o

11、f 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

12、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t

13、anker 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 BL 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

14、 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 shipme

15、nts 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 off

16、er 发盘（发价） offer 发实盘 offer firm 询盘（询价） inquiry.enquiry5、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

17、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 g

18、eneral terms and conditions 以未售出为准 subject to prior sale 需经卖方确认 subject to sellers confirmation 需经我方最后确认 subject to our final confirmation7、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

19、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

20、 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 quality9、商检仲裁索赔 claim 争议disputes

21、 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

22、 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 clause11、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 indirec

23、t 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 fluctua

24、tion谈判开始1. Id like to get the ball rolling by talking about prices.2. Id be happy to answer any questions you may have.3. Im a little worried about the prices youre asking.4. You think we should be asking for more?5.Thats not exactly what I had in mind.6. What Id like is a 25% discount.7. That seems

25、 to be a little high.8. Its hard to see how you can place such large orders.9. That will slash your costs.10. I dont know how we can make a profit then.11. How could you turn over so many?12.Wed need a guarantee of future business.13.We want 5000 pieces over a six-month period.14.What if we place or

26、ders for twelve months?15. I think we can discuss this future.出席国际商务会议常用英语口语1、Getting the Chairpersons Attention 引起会议主席的注意(Mister/Madam) chairman. May I have a word? If I may, I think. Excuse me for interrupting. May I come in here? 2、Giving Opinions 表达意见Im positive that. I (really) feel that. In my

27、 opinion. The way I see things. If you ask me,. I tend to think that. Asking for Opinions 询问意见 Are you positive that. Do you (really) think that. (name of participant) can we get your input? How do you feel about.? 3、Commenting 做出评论Thats interesting . I never thought about it that way before. G

28、ood point! I get your point. I see what you mean. 4、Agreeing 表示同意 I totally agree with you. Exactly! Thats (exactly) the way I feel. I have to agree with (name of participant). 5、Disagreeing 表示异议Unfortunately, I see it differently. Up to a point I agree with you, but. (Im afraid) I cant ag

29、ree 6、Advising and Suggesting 提出建议Lets. We should. Why dont you. How/What about. I suggest/recommend that. 7、Clarifying 澄清 Let me spell out. Have I made that clear? Do you see what Im getting at? Let me put this another way. Id just like to repeat that. 8、Requesting Information 请求信息Please,

30、 could you. Id like you to. Would you mind. I wonder if you could. 1、Would anyone like something to drink before 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。   

31、4、Tust me.    请相信我。    5、We are here to solve problems.    我们是来解决问题的。    6、Well come out from this meeting as winners. 这次会谈的结果将是一个双赢。    7、Ihope this meeting is productive. 我希望这是一次富有成效的会谈。    8、I need more info

32、rmation.    我需要更多的信自。    9、Not in the long run. 从长远来说并不是这样。    注：这句话很实用，也可显示你的“高瞻远瞩”。    10、Let me explain to you why .    让我给你一个解释一下原因。很好的转折，又可磨炼自己的耐心。    11、Thats the basic problem.  这是最基本的问题。  

33、;  12、Lets 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

34、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、Im 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。    18、Lets negotiate the price.&

35、#160;   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

36、 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 bre

37、ak.    建议休息一下。    26、Lets 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？    注：少

38、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。价格谈判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

39、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，买方切忌使用cheap这个词，因为在西方人看来，它意味着商品是由廉价劳工（cheap labor）制造出来的廉价商品。应尽量使用reasonable这个形容词。如：The pric

40、e is quite reasonable.(这价格相当合理。)讨价还价的结果是双方做出的让步。在最后让步时可说：“The best compromise we can make is ”(我们能做出的最大让步是)或者”This is the lowest possible price.”(这已是最低价格。)，然后坚定不移，否则，如果让步太过分，就可能造成卖方的损失1 Lets get down to business, shall we?让我们开始谈生意好吗？2Id like to tell you what I think about that.我想告诉你我的一些想法。3Are those

41、 prices FOB or CIF?这些价格是船上交货价还是运费及保险费在内价？4Are these prices wholesale or retail?这些价格是批发价还是零售价？5Thats too high.价钱太高了。6Oh, no, this is the lowest price.噢，不，这是最低价。7Let us have your rock-bottom price.我们给你低价。8Whats the price range?价格范围是多少？9They start at one hundred and fifty yuan and go up to two hundred

42、yuan.它们以150元起价，至多到200元。10The price is quite reasonable.这价格相当合理。11The price is unreasonable.这价格高得不合理。12Can you make it a little cheaper?=Can you come down a little?=Can you reduce the price?你能不能算便宜一点？13That sounds very impressive.那似乎非常好。14That sounds reasonable.那似乎非常好。15Id like to hear your ideas on我

43、想听听你关于的看法。16Youre offering us this product at 1800 yuan per unit-is that right?你提供我们的这种产品报价是每台1800元吗，对吗？17Wed appreciate it if you could sell it to us for 1350 yuan per unit.如果你能以每台1350元的价格卖给我们，我们将不胜感激。18Taking the qulity into consideration, I think the price is reasonable.考虑到产品质量，我认为价格是合理的。19Theres

44、 one problem to be mentioned.有一个问题要提出来。20The price we quoted is quite good for your country.我们报的价格相当适合贵国。21The price you quoted is a little stiff for exporting.你报的价格对于出口而言，有点偏高。22Your price is 15% higher than that of last year.你们的价格比去年的高15。23I think you misunderstood me on this point.在这一点上我想你是误会我了。2

45、4Were in complete agreement.我们完全同意。25I cant make a decision at this time.我无法现在做决定。26. Its not possible for us to make any sales at this price.我们无法以这种价格销售。27380 yuan is about as low as we can go.380元大约是我们能出的最低价格。28Im afraid I cant agree with you there.恐怕我不能同意您出的价格。29Your price is higher than that of

46、other companies.你方的价格比其它公司的价格要高。30 But considering the high quality, our price is very reasonable.不过鉴于产品的优良质量，我们的价格是非常合理谈判时如何表达自己的意见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

47、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'

48、'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 mi

49、sunderstood 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？交际礼仪您看是先谈原则问题呢，还是先谈具体问题？ I wonder if you would like to s

50、tart with matters of principle or specific issues? 让我先谈一个问题。 If you agree (With your permission), let me start with one issue 在谈那个问题之前我想对您刚才讲的话谈点看法。 Before we turn to that issue, I wish to make a few comments/remarks on your presentation. 您对此事怎么看呢？ I wish to benefit from your views on this matter./

51、What is your view on this matter?/ How do you see this matter? 我提议休会十分钟。 I propose a ten-minute break. 我想接着刚才的问题讲下去。 I will pick up where we left off just now. 对不起，我插一句。 Sorry for the interruption but 当然可以！ by all means. 怎么都行！ Whatever you say. 我没有异议。 I have no objection. 我方对这个问题有异议。 We take excepti

52、on to this question. 我们高兴地看到 We note with pleasure that 这个日期贵方觉得合适吗？ I wonder if this date would be suitable for you? 不知你们上午谈的怎样？ I wonder how the meeting went this morning? 我方很希望贵方能尽早给予肯定的答复。 We would greatly appreciate it if you could give us your favorable and prompt commitment as soon as possibl

53、e. 请你们务必在8月1日前提出意向书。 You are kindly requested to submit the letter of intent on the date no later than 1st August. 纠缠这个问题。 Entangle this issue. 提倡节约 Advocate/uphold thriftiness 为了国家的繁荣 For the sake of national prosperity 经受了时间考验的友谊给我留下了很深的印象。 The time-tested friendship leaves me a deep impression. 密

54、切注视 Keep close watch on 促进密切合作 Promote intensive cooperation Business NegotiationA: The seller Miss Lin representing Huaxin Trading Co.,Ltd. B: The buyer Mr. Cai representing James Brown&.Sons Co.,Ltd. A: Good morning, Mr. Cai. Glad to meet you. B: Good morning, Miss Lin. Its very nice to see yo

55、u in person. Let me introduce my colleagues to you. This is my manager, Mr. Jia. A: How do you do? Mr.Jia. B: How do you do? Miss Lin. Nice to meet you. B: .And this is Mr. Wang. He is in charge of sales department. This is Miss Huang. She is in charge of business with clents. A: Nice to meet you, M

56、iss Huang, Mr. Wang. B: Nice to meet you, Miss Lin. A: How are things going? B: Everything is nice. A: I hope through your visit we can settle the price for our Chinaware, and conclude the business before long. B: I think so, Miss Lin. We came here to talk to you about our requirements of HX Series

57、Chinaware. Can you show us your price-list and catalogues? A: Weve specially made out a price-list which cover those items most popular on your market. Here you are. B: Oh, its very considerate of you. If youll excuse me, I ll go over your price-list right now. A: Take your time, Mr. Cai. B: Oh, Mr, Wang. After going over your price-list an