外贸谈判口译

商务英语谈判

BusinessNegotiation

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。

贸易谈判主要环节从贸易谈判实务中总结出的谈判基本程序包括：建立业务关系（establishrelations）询盘(inquiry)发盘（offer）还盘（counteroffer）付款（payment）佣金（commission）折扣（discount）包装（packing）货运(shipment)保险（insurance）合同条款（contractterms）索赔（claim）Inquiry询盘Aninquiryisarequestforinformation.Whenabusinessmanintendstoimportgoods,hewillmakeaninquirytoanexporteraskingforinformationoranofferforthegoodshewishestobuy.Theinquirymayinclude:price、specifications、quality、packing、deliverytime、paymentterms

etc.贸易谈判口译询盘(inquiry)在这个环节中经常用的句子有：CanImakeaninquiry?/Couldyougiveussomeideasaboutyourprices?/Willyoupleaseinformusofthepricesatwhichyoucanofferthegoods?/Ihopetohaveyourquotationfor…?2.发盘（offer）在这个环节中经常用的句子有:Wearepleasedtomakeyouanofferfor…/Here’souroffer./Iexpectyoutoacceptourgeneraltermsandconditionsoftrade./Wouldyoutelluswhatquantityyourequiresothatwecanworkouttheoffer?3.还盘（counteroffer）在这个环节中经常用的句子有:Yourpricesoundsabittoohigh./Yourpriceismuchhigherthanweexpected./Willyoureduceyourpriceby…%?/Inordertoconcludethetransaction,Ihopeyouwillseeyourwaytobringdownyourpriceby…%?/Ifyoustandfirm,wecanhardlycometoterms.SupplementaryVocabulary畅销品bestseller/quick—sellingproduct展览品exhibitsondisplay开辟市场establishamarket有销路haveagood/readymarket样式design销售说明书salesliterature交易会tradefair商标trademark成交concludeadeal/transactionwithsb条款termsandconditions客户client/customer老主顾regularcustomer发货deliver一般(具体)询盘general(specific)inquiry报价单quotationlist(sheet)享有盛誉enjoygreatreputation(popularity)厂商manufacturer供应商supplier需求量很大ingreatdemandMay

I

have

an

idea

of

your

prices?可以了解一下你们的价格吗？Can

you

give

me

an

indication

of

price?你能给我一个估价吗？Please

let

us

know

your

lowest

possible

prices

for

the

relevant

goods.请告知你们有关商品的最低价。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

FOBprices.我们希望你们报离岸价格。Would

you

tell

us

your

best

prices

C.I.F.

Humburg

for

thechairs.请告诉你方椅子到汉堡到岸价的最低价格。Offerandcounter--offer

Anofferisapromisetosupplygoodsonthetermsandconditionsstated.Itcanbeafirmofferwhichisapromisetosellgoodsatthestatedprice,usuallywithinastatedperiodoftime.Italsocanbeanon—firmofferwhichismadewithoutengagementandissubjecttotheseller’ofthegoods.2.qualityandspecifications.3.quantity.4.detailsofprices.5.discount.6.termsofpayment.7.timeofshipment.8.packingUsuallyanofferwillincludethefollowing:Acounter—offerismadewhentheprospectivebuyersfindanytermsandconditionsintheofferunacceptable.Sometimesbuyersmaytaketheinitiativetomakeabidtosellers.Ifthebidisnotacceptabletothesellers,acounter—bidwillbemadesubsequently.Offerandcounter--offerItisalsocallednegotiatingpricesAboutcurrenciesAustralianDollarCanadianDollarHongKongDollarUSDollarEuroDollarSwissFrancGermanMarksJapaneseYenRMBSupplementaryVocabularyAcceptablepriceAttractivepriceWorkablepriceCurrentpriceFavorableprice优惠价格Floorprice(rockbottomprice)MarketpriceRetailpriceWholesalepriceFirmofferSalesvolume销量50%off25%discountBuyone,getoneWecanofferyouaquotationbasedupontheinternationalmarket.我们可以按国际市场价格给您报价。

Wethinkyourofferistoohigh,whichisdifficultforustoaccept.我们认为你方的报价太高了，我方难以接受。Ourofferisreasonableandrealistic.Itcomesinlinewiththeprevailingmarket.

我方的报价是合理的、现实的，符合当前市场的价格水平。Ifyouinsistonyourpriceandrefusetomakeanyconcession,therewillbenotmuchpointinfurtherdiscussion.

如果你方坚持自己的价格，不作让步，我们没有必要再谈下去了。Wecan'tacceptyourofferunlessthepriceisreducedby5%.

除非你们减价5%，否则我们无法接受报盘。

Ifthepriceishigherthanthat,we'drathercallthewholedealoff.

如果价格比这还高，我们宁愿放弃这桩生意。

Let’smeeteachotherhalfway.那我们各让一步吧。贸易术语FOB为FreeOnBoard的缩写，意思是“装运港船上交货”，即“离岸价”。其后要标明指定的装运港。按照«国际贸易术语解释同通则»，采用FOB成交时，卖方承担的基本义务是在合同规定的装运港和规定的期限内，将货物装上买方指派的船只，并及时通知买方。货物在装船时越过船舷，风险即由卖方转至买方。2．CIF的全称是Cost(成本费)加Insurance(保险费)加Freight(运输费)，即“到岸价”。Commission佣金一般是代理商因介绍交易而获取的报酬.佣金一般是以百分比的形式给予.Weshallremityoua5%commissionofinvoicevalueafterpaymentiseffected.Weusuallypayouragentsa5%commissionofthevalueforeachdeal.Wewishtobeyouragentinourdistrictifthecommissionrateisfavorable.PaymenttermsPaymentterms支付条件,是国际贸易中的主要交易条件之一.

支付条件包括:使用的货币、付款金额、时间和地点、支付方式等.按结汇方式来分:记帐结算和现汇结算按支付时间来分:预付、即付和延付按付款依据来分:货到付款和凭单付款信用证

（LetterofCredit—L/C）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。只要卖方(受益人)提供与信用证条款相符的货运单据,开证行必须履行付款义务.支票是一种银行信用，由银行做买卖双方的中间人和担保人，使卖方收汇和买方收货都有安全保证，有助于促进双方顺利达成交易和资金周转。在国际贸易中被广泛使用.(bank’scharge&deposit--tieupthemoney)

irrevocable:(不可撤消的)，这个词在信用证中极为重要，“不可撤消信用证”一经开出，在其有效期内，未经受益人同意，开证行或买方不得修改或撤消。

We’lldeliverthegoodswithin30daysafterwereceivetherelevantL/C.付款交单(DocumentsAgainstPayment—D/P)

跟单托收的一种交单方式。按照这种方式，代收行交单以付款人付款为前提。如汇票遭到拒付，卖方仍握有代表货物所有权的提单，可保留对货物的支配权。因风险较小,付款交单使用得也较多.

承兑交单(DocumentsAgainstAcceptance—D/A)

跟单托收的一种交单方式。按照这种方式，汇票的付款期限均为远期；付款人承兑远期跟单汇票后，代收行即将所附全套货运单据交给付款人，等到汇票到期付款人始付票款。因对卖方来说有较大风险，因此这种方式一般只用于信用记录较好的老客户。这种方式其实是出口人对进口人的一种资金融通(accommodation)。

paymentbyD/A60day’ssightOurtermsofpaymentarebyaconfirmedirrevocableletterofcreditbydraftatsight.我们的支付方式是以保兑不可撤消的、凭即期汇票支付的信用证。2.Inordertoconcludethebusiness,Ihopeyou’llmeetmehalfway.Whatabout50%byL/CandthebalancebyD/P?为了做成这批生意，希望双方都各让步一半。百分之五十以信用证付款，百分之五十按付款交单怎么样？

3.Wehaveinstructedourbanktoopenanirrevocabledocumentaryletterofcreditinyourfavor.Theamountis$1,300.

我们已通知我方银行开立以你方为受益人的、不可撤消的、跟单信用证，其金额为一千三百美金。

4.Weshalldrawonyouat60dayssightthegoodshavebeenshipped.Pleasehonorourdraftwhenitfallsdue.

货物装运后，我们将向你方开出见票六十天内付款的汇票，请到期即付。packingouterpacking(transportpacking)innerpackingWrapper[ˈræpə(r)]封皮polythene[ˈpɒlɪθi:n]聚乙烯carton(cardboardbox)woodencasemetalstrapfragiledampCartonsarenotstrongenoughforheavygoods./We’llusemetalstrapstoreinforcetheoutside./Cartonsareeasytocutopen,andthisincreasestheriskofpilferage./Allourcartonsarelinedwithplasticsheets,sotheyarewaterproof.(,whichiswaterproof)/WaterproofDamp—proofLeak—proofLining

mark唛头

IndicativeMark指示性标志

WarningMark警告性标志

upward向上，由下往上

ThisSideUp此端向上

HandleWithCare小心轻放

KeepUpright勿倒置

UseNoHooks请勿倒挂

Keepinadryplace在干燥处保管

Keepinacoolplace在冷处保管

Keepawayfromboilers远离锅炉

Keepawayfromheat请勿受热

Keepawayfromcold请勿受冷

KeepDry防湿

Explosive爆炸品

Fragile易碎品

Inflammable易燃品

Thewoodencaseshouldbenotonlyseaworthybutalsostrongenoughtoprotectthegoodsfromanydamage.

木箱不仅要适合于海运，还要十分坚固足以保护货物不受任何损失。

Pleasebeassuredthatthepackagingisstrongenoughtowithstandroughhandling.请确保此包装牢固，足以承受粗糙地搬运。insuranceCargotransportinsuranceistoprotecttheinterestsofimportersandexportersfrompossiblefinanciallossescausedbyrisksduringthetransitofgoods.InsuredInsurerInsurancepolicyPICC(thePeople’sInsuranceCompanyofChina)险别（InsuranceCoverage）战争险（WarRisk）水渍险（WithParticularAverage—WPA）平安险（FreefromParticularAverage-FPA）一般附加险（GeneralAdditionalRisks）特别附加险(SpecialAdditionalRisks)综合险(AllRisks)/一切险保险费（Premium）海洋货物运输保险(MarineRisks)

Wehavecoveredinsuranceon1,000casesofbeerfor110%oftheinvoicevalueagainstallrisks.我们已将一千箱啤酒按发票金额的百分之一百一十投保一切险。

W.P.A.plusRiskofBreakagesuityourconsignment.贵方货物适合于投保水渍险及破碎险。Accordingtointernationalpractice,wedonotinsureagainstsuchrisksunlessthebuyerscallforthem.

按照国际惯例，我们不投保这些险别，除非买主提出要求投保。

Wecanserveyouwithabroadrangeofcoverageagainstallkindsofrisksforseatransport,suchasFreeofParticularAverage(F.P.A.),WithParticularAverage(W.P.A.),AllRisksandExtraneousRisks.

我们可以承保海洋运输的所有险别，如：平安险、水渍险、一切险和附加险。Weshalllodgeaclaimforallthelossesincurredasaconsequenceofyourfailuretoshipourorderintime.

由于你方未能及时交货，我方将向你方提出由此而遭受的全部损失的索赔。

All

oftheproductsshouldbelodgedwithin15daysaftertheirarrival.

任何有关该产品质量问题的申诉应该在货物到达后的十五天内提出。Ourinvestigationshowsthatimproperpackingcauseddamage.Thereforewehavetoreferthismattertoyou.

我方检验证明，货物受损是由于包装不当而造成的。因此，我们不得不将此事提交你处解决。Inviewofthelongbusinessrelationsbetweenus,wewishtomeetyouhalfwaytosettletheclaim.

考虑到我们之间长期的业务关系，我们愿意各让一半解决这项索赔。

开始会谈的一般用语1.Nowthatweareallhere,let'sbeginthetalk,shallwe？现在人都到了，咱们开始，怎么样？2.Whatdoyouthinkifwebeginnow？我们现在开始，好吗？3.Ifyoudon'tmind,Ithinkwe'dbetterbeginrightaway.你要是不介意，我们就开始吧。4.Supposewegetdowntobusinessnow？现在我们开始怎么样？5.Let'sgetstraightdowntobusinessnow？我们直截了当谈问题吧。6.Aswearefamiliarwitheachother,let'scomestraighttothepoint.大家都是熟人，我们就开门见山吧。7.We'vegonetoofaroffthepoint.Let'sreturntothetopicunderdiscussion.咱们离题太远了，还是回到正题上来吧。请求对方重复或解释1.Willyourepeatit,please？请再说一遍，好吗？2.Wouldyoumindsayingitagain？请再说一遍。3.Ibegyourpardon？请再说一遍。4.I'msorryIdidn'tcatchyourmeaning.Willyousayitagain？对不起，我没明白你的意思。您再说一遍吧。5.I'msorryIdon'tfollowyou.对不起，我不懂你的话。6.Willyouspeakalittlemoreslowly？请说慢一点。7.Willyouslowdownabit？Ican'tfollowyou.请再说慢一点吧。我没明白。8.Willyouexplainwhatyoumean？请解释一下你的意思吧。9.Couldyoubemorespecific？能否再具体一些。商务交谈中征求别人的建议句型1.What'syouropiniononthismatter？你对这个问题有什么看法？2.Pleasetellmefranklyyouropinion.请坦率直言你的意见。3.Howdoyouseethingslikethis？你对这类事情怎么看？4.Howwouldyoulikeittobe？你希望是什么样？5.Doyouagreetothischange?I'dliketohearyouropinionaboutit.你同意这样的改变吗？我想听听你的意见。6.Weareoldfriends.Pleasedon'thesitatetospeako