商務(wù)英語(yǔ)談判Project6EstablishingBusinessRelations精課件

1、Project 6 Establishing Business RelationsWorking SituationLearning GoalPre-negotiationIn NegotiatingPost-negotiationWorking Situation Suppose you (Miss Lin) are a clerk from Foreign Trade Department of Fujian Minfa Holdings Garments Imp. & Exp. Corp., Ltd. (Minfa Building, 168 Hudong Road, Fuzhou).

2、From Chinas Embassy in Australia, you learn that Australian Textile Trading Company in Sydney(320 Edward Street, Sydney, Australia) is a professional Australian leading textile importer. Your company wants to expand your business in Australia, so you want to establish business relations with Austral

3、ian Textile Trading Company.Learning Goal1.To learn the correct expressions of establishing business relations.2.To get and deal with the information of establishing business relations.3.To learn how to establish business relations by both face-to-face and letter or email.Pre-negotiationRelevant Kno

4、wledgeChannels for establishing business relations:the InternetTrade fairs and exhibitionsBanks Chamber of Commerce Trade directory Business associates of the same tradePre-negotiationRelevant KnowledgeChannels for establishing business relations:Commercial counselors office Commercial Office of a f

5、oreign embassy Advertisements Market survey Recommendation by a business friend or a client Other sources Pre-negotiationPractical Expressions-Common Terms15.financial position 財(cái)務(wù)狀況16.credit standing 信用狀況；資信狀況17.trade reputation 貿(mào)易聲譽(yù)18.credit enquiry 信用調(diào)查19.business association 業(yè)務(wù)聯(lián)系；交往20.business co

6、nnection 業(yè)務(wù)聯(lián)系21.close relationship 密切的關(guān)系22.closer ties 更密切的關(guān)系Pre-negotiationPractical Expressions-Common Terms23.to enter into/set up/establish business relations 建立業(yè)務(wù)關(guān)系24.to continue business relationship 繼續(xù)業(yè)務(wù)關(guān)系25.to present business relationship 保持業(yè)務(wù)關(guān)系26.to improve business relationship 改善業(yè)務(wù)關(guān)系27.t

7、o promote business relationship 促進(jìn)業(yè)務(wù)關(guān)系28.to speed up business relationship 加快業(yè)務(wù)關(guān)系發(fā)展29.to enlarge/widen business relationship 擴(kuò)大業(yè)務(wù)關(guān)系30.to cement business relationship 鞏固業(yè)務(wù)關(guān)系Pre-negotiationPractical Expressions-Practical Sentences1.We are now writing you for the purpose of establishing business relati

8、ons with you.我們特此致函是想與貴方建立業(yè)務(wù)關(guān)系。2.Your desire to establish business relations coincides with ours.你方想同我方建立業(yè)務(wù)關(guān)系的愿望與我方是一致的。3.We specialize in the export of German heavy machinery equipment and would like to trade with you in this line.鑒于我方專營(yíng)德國(guó)重型機(jī)械設(shè)備出口業(yè)務(wù)，我方愿與貴方在這方面開(kāi)展貿(mào)易。4.Our lines are mainly arts and cr

9、afts.我們經(jīng)營(yíng)的商品主要是工藝品。Pre-negotiationPractical Expressions-Practical Sentences5.Your letter expressing the hope of establishing business connections with us has met with approval.來(lái)函收悉，得知貴方愿與我方建立業(yè)務(wù)關(guān)系，我們表示同意。6.Your e-mail expressing the hope of entering into business connection with us has been received

10、with thanks.我們已經(jīng)收到你方希望同我方建立貿(mào)易關(guān)系的電子郵件，深表謝意。7.We now avail ourselves of this opportunity to write to you with a view to entering into business relations with you.現(xiàn)在我們借此機(jī)會(huì)致函貴公司，希望和貴公司建立業(yè)務(wù)關(guān)系。Pre-negotiationPractical Expressions-Practical Sentences8.We specialize in the export of textile products and are

11、 willing to cooperate with you in this line of business.鑒于我方專營(yíng)紡織產(chǎn)品的出口業(yè)務(wù)，我方愿與貴方在這方面開(kāi)展合作。9.We are exporter of long standing and high reputation, engaged in exportation of the following items.我們是聲譽(yù)卓著的出口商，經(jīng)營(yíng)下列商品的出口業(yè)務(wù)。10.We are confident that the design and color of our products will appeal to your marke

12、t.我們堅(jiān)信我們產(chǎn)品的款式與顏色將會(huì)受到你方當(dāng)?shù)厥袌?chǎng)的歡迎。Pre-negotiationPractical Expressions-Practical Sentences11.We note with pleasure the items of your demand just fall within the scope of our business line.我們很高興地了解到您需要的產(chǎn)品正好屬于我們的業(yè)務(wù)范圍。12.We would like to ask you to kindly send us the latest related information.我方希望你方能將最新的有

13、關(guān)資料寄給我們。13.We send you by separate airmail a brochure on the various kinds of cars now available for export.我們通過(guò)單獨(dú)的航空郵件向您寄送一本有關(guān)各種可供出口的汽車的小冊(cè)子。Pre-negotiationPractical Expressions-Practical Sentences14.Weve come to know your name and address from the Commercial Counselors Office of the Chinese Embassy

14、 in Sydney.我們從中國(guó)駐悉尼大使館的商務(wù)參贊處得知你們的名字和地址。15.Our mutual understanding and cooperation will certainly result in important business.我們之間的相互了解與合作必將促成今后重要的生意。16.In order to acquaint you with the textiles we handle, we take pleasure in sending you by e-mail our latest catalogue for your perusal.為了使貴方對(duì)我方經(jīng)營(yíng)的紡

15、織品有所了解，特電郵我方最新目錄，供細(xì)閱。Pre-negotiationPractical ExpressionsPractical Sentences17.Your firm has been recommended to us by Jason Trade Co. with whom we have done business for many years, and we know that you are in the market for handicrafts.與我們有多年貿(mào)易關(guān)系的杰森貿(mào)易公司向我們推薦了貴方，我們得知貴公司有意購(gòu)買手工藝品。18.We have obtained

16、your name and address from the commercial counselors office of our embassy in your country, and now we hope to establish business relations with you.從我駐貴國(guó)大使館商務(wù)參贊處得悉貴公司的名稱和地址，我們希望與貴公司建立貿(mào)易關(guān)系。Pre-negotiationPractical Expressions-Practical Sentences19.We were much impressed by the captioned items displa

17、yed at China Import and Export Fair (Canton Fair) which was held in Guangzhou in October, and we have been told that you are exporting these products.我們對(duì)10月份在廣州舉辦的中國(guó)進(jìn)出口商品交易會(huì)中展出的上述商品印象深刻，并得知貴方出口這些產(chǎn)品。20.We write to you today in the hope of establishing direct business relations with you.今寫(xiě)信給貴方，希望能與貴方建

18、立直接的貿(mào)易關(guān)系。21.We are one of the leading silk fabrics importers. There is a steady demand here for them.我方是絲織品的主要進(jìn)口商之一。我們這里對(duì)絲織品有穩(wěn)定的需求。In Negotiating-Negotiating by Letter Sample Letter 1 A letter of establishing business relations from an exporter Fujian Minfa Holdings Garments Imp. & Exp. Corp., Ltd.

19、August 12, 2015Australian Textile Trading Co.320 Edward StreetSydney, NSW1001Australia Dear Sirs:Through the courtesy of our commercial counselors office in Sydney, we come to know the name and address of your firm. We notice that you are interested in establishing business relations with China.In N

20、egotiating-Negotiating by Letter Sample Letter 1 A letter of establishing business relations from an exporter Our company is the Chinese leading textile supplier specializing in exporting men and womens garments to various foreign countries. We wish to enter into business relations with you by the c

21、ommencement of some practical transactions. To give you a general idea of the various kinds of our products available now for export, we are enclosing here a catalogue and a price list for your reference. Should you find interest in our items, kindly let us know. We shall be pleased to give you our

22、lowest quotations upon receipt of your detailed requirements. In Negotiating-Negotiating by Letter Sample Letter 1 A letter of establishing business relations from an exporter We look forward to receiving from you specific inquiries. Yours faithfully, Miss Lin Juan Manager Assistant of Foreign Trade

23、 Department Fujian Minfa Holdings Garments Imp. & Exp. Corp., Ltd. In Negotiating-Negotiating by Letter Sample Letter 2 A letter of establishing business relations from an importer Australian Textile Trading Co. August 18, 2015Fujian Minfa Holdings Garments Imp. & Exp. Corp., Ltd.Minfa Building, 168

24、 Hudong RoadFuzhou, 350001ChinaDear Sirs, We have obtained your name and address from the commercial counselor of your embassy in Sydney and are now writing to you for the establishment of business relations. In Negotiating-Negotiating by Letter Sample Letter 2 A letter of establishing business rela

25、tions from an importer We are the professional Australian leading textile importer and have been in this line for nearly 30 years. We shall appreciate it if you are kind to send us the latest catalogue and price list of your products. We would like to make inquiries about the sales possibilities in

26、our market and see what items are of interest to us. We hope you will give us an early reply. Yours faithfully,Ms Katherine MoreManager Assistant of Foreign Trade Department Australian Textile Trading Co. In Negotiating-Negotiating by Letter Sample Letter 3 A letter of request for credit information

27、 Fujian Minfa Holdings Garments Imp. & Exp. Corp., Ltd. August 22, 2015Australian Textile Trading Co.320 Edward StreetSydney, NSW1001Australia Dear Ms More, Thanks for your great interest in our products. It is our usual practice to get a better understanding of our new customers credit situation be

28、fore trading. In Negotiating-Negotiating by Letter Sample Letter 3 A letter of request for credit information You are kindly requested to provide us with the information on credit and business operation. Please include the latest financial position, the deposit bank and account number, together with

29、 any other related credit details. Pleased be convinced that all the materials provided will, of course, be kept as strictly confidential. Your cooperation will be highly appreciated.Yours faithfully, Miss Lin JuanManager Assistant of Foreign Trade DepartmentFujian Minfa Holdings Garments Imp. & Exp

30、. Corp., Ltd. In Negotiating-Negotiating by LetterNotes:1.Through the courtesy of. 承蒙介紹；承蒙某人告知；承蒙的推薦Through the courtesy of your commercial counselor, we get to know your company name and address. 承蒙貴國(guó)商務(wù)參贊告知，我得悉貴公司名稱和地址。2.specialize in 專營(yíng)Our company specializes in the import of heavy machinery equip

31、ment.我們公司專營(yíng)重型機(jī)械設(shè)備的進(jìn)口業(yè)務(wù)。mencement n. 開(kāi)始；開(kāi)端Would passengers please put out cigarettes before the commencement of the flight. In Negotiating-Negotiating by LetterNotes:4.enclose v. 把封入信封；隨函附上I enclose herewith a copy of the policy. 我隨信附上一份保險(xiǎn)單。We enclose a copy of our latest price list. 隨函寄出我方最新價(jià)格表一份。 E

32、nclosed please find/Enclosed is /Attached please find.茲函附/隨函附/隨函寄去，請(qǐng)查收。Enclosed please find a statement of your account for the goods ordered. 茲附寄貴方所訂貨物的結(jié)算清單，請(qǐng)查收。Enclosed please find our substitute order No. 321 for order No. 298. 隨附我方第321號(hào)訂單以取代第298號(hào)訂單，請(qǐng)查收。In Negotiating-Negotiating by LetterNotes:4

33、.enclose v. 把封入信封；隨函附上enclosure n. 附件，?？s寫(xiě)成Encl.I received your enclosure with gratitude. 附件收到，十分感謝。5.Should you find interest in our items, kindly let us know.你若對(duì)我們的產(chǎn)品感興趣，請(qǐng)通知我們。Should you be interested in our offer, please contact us. 你若對(duì)我們的報(bào)價(jià)感興趣，請(qǐng)與我們聯(lián)系。6.upon receipt of 一收到The goods will be sent up

34、on receipt of your remittance. 收到你方匯款后即發(fā)貨。This credit will only upon receipt of import licences by applicant.本信用證僅在申請(qǐng)人收到進(jìn)口許可證后方可生效。 In Negotiating-Negotiating by LetterNotes:7.in this line 這一行（業(yè)）James knows his business because he has been in this line for years. 因?yàn)榘匪垢蛇@行多年，所以他精通業(yè)務(wù)。8.credit situatio

35、n/standing 信用狀況For our credit situation, please refer to the Bank of China, Shanghai Branch. 有關(guān)我們的資信情況，請(qǐng)向中國(guó)銀行上海分行查詢。9.financial position 財(cái)務(wù)狀況Can you give me more background on the companys financial position? 你能向我多提供一些有關(guān)該公司財(cái)務(wù)狀況的資料嗎?In Negotiating-Negotiating by LetterNotes:10.confidential adj. 機(jī)密的Pe

36、ople can phone in the knowledge that any information they give will be treated confidentially. 人們盡可放心地打電話來(lái)，他們提供的任何信息都會(huì)被保密。11.for your reference供你方參考In Negotiating-Face-to-face Negotiation Sample Dialogue 1 At the Canton fair, Mr. Smith, manager of Foreign Trade Department of Australian Textile Tradi

37、ng Company and his assistant, Ms More come to the booth of Fujian Minfa Holdings Garments Imp. & Exp. Corp. Ltd. Miss Lin, manager assistant of Foreign Trade Department receives them.(S-Smith; M-Ms More; L-Miss Lin)M:Ah, these are the garments were interested in. May we have a look at them?L:Certain

38、ly. Welcome to our booth. My name is Lin Juan, manager assistant of Foreign Trade Department of Fujian Minfa Holdings Garments Imp. & Exp. Corp. Ltd. This is my card.In Negotiating-Face-to-face Negotiation Sample Dialogue 1 M:Nice to meet you, Miss Lin. This is Mr. Smith, our manager of Foreign Trad

39、e Department. Im Katherine More. We are from Australian Textile Trading Company.L:Very pleased to meet you, Mr. Smith. Glad to meet you too, Ms. More. Our company has been specializing in woven and knitting apparel business for nearly 30 years, and now the company is developed to a professional Chin

40、ese leading supplier in the textile sector. S:We have learned something about your company from our embassy in China. Your products are quite satisfactory. We would be glad to start business with you.In Negotiating-Face-to-face Negotiation Sample Dialogue 1 L:Your desire coincides with ours. We are

41、very happy to be of help. I can assure you of our close cooperation.M:We are to visit your company next Friday and discuss more details.L:Ok, thatll be great.M:See you next Friday.L:See you. In Negotiating-Face-to-face Negotiation Notes：1.booth n. 攤位；展位2.woven and knitting apparel 機(jī)織和針織服裝apparel n.（

42、商店出售的）衣服；服裝；服飾；成衣Womens apparel is offered in petite, regular, and tall models. 出售的女裝有小號(hào)、中號(hào)和大號(hào)。The store sells womens and childrens apparel. 這家商店出售女裝和童裝。3.Your desire coincides with ours. 我們雙方的愿望是一致的。coincide with 與一致；與相符類似的說(shuō)法還有：be in conformity with, come(be) in line with, be in accordance with, be

43、 consistent with, comply with等。In Negotiating-Face-to-face Negotiation Sample Dialogue 2 Mr. Smith, manager of Foreign Trade Department of Australian Textile Trading Company and his assistant Ms More come to visit Fujian Minfa Holdings Garments Imp. & Exp. Corp. Ltd.(S-Mr. Smith; C-Mr. Chen)S:Good m

44、orning. My name is Mr. Brown, from Australian Textile Trading Company. Here is my card.C:Thank you. Im pleased to meet you, Mr. Smith. My name is Chen Ping, manager of Foreign Trade Department of Fujian Minfa Holdings Garments Imp. & Exp. Corp. Ltd.S:Pleased to meet you too, Mr. Chen. I travel a lot

45、 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.In Negotiating-Face-to-face Negotiation Sample Dialogue 2 C:Thank you for saying so. Have you seen the exhibition halls? On display are most of our products, such as sil

46、k, woolen knitwear, cotton piece goods, and garments.S:Oh, yes. I had a look at the fair 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. Ive gone over the catalogue and the pamphlets

47、 enclosed in your last letter. Ive got some idea of your exports. Im interested in your silk T-shirts.C:Our silk is known for its good quality. It is one of our traditional exports. Silk T-shirts are brightly colored and beautifully designed. Theyve met with great favor overseas and are always in gr

48、eat demand.In Negotiating-Face-to-face Negotiation Sample Dialogue 2 S:Some of them seem to be of the latest style. Now Ive a feeling that we can do a lot of trade in this line. We wish to establish relations with you.C:Your desire coincides with ours.S:Concerning our financial position, credit stan

49、ding and trade reputation, you may refer to Commonwealth Bank of Australia in Sydney, or to our local Chamber of Commerce or inquiry agencies.C: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 mu

50、tual 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.In Negotiating-Face-to-face Negotiation Sample Dialogue 2 S:That sounds interesting. Ill send a fax home. As soon as I receive a definite answer, Il

51、l make a specific inquiry.C:Well then make an offer as soon as possible. I hope a lot of business will be conducted between us.S:So do I.In Negotiating-Face-to-face NegotiationNotes1.woolen knitwear 毛織品2.cotton piece goods 棉布匹On display are most of our products, such as silks, woolen knitwear, cotto

52、n piece goods and garments. 展出的大部分是我們的產(chǎn)品，比如絲綢、毛織品、棉布匹和服裝等。3.on display 展出；展覽；陳列Many exhibits with characteristics of the Chinese art are on display. 許多具有中國(guó)藝術(shù)特色的展品陳列出來(lái)。4.meet with great favor 很受歡迎In Negotiating-Face-to-face NegotiationNotes5.concerning prep. 對(duì)于；關(guān)于類似的說(shuō)法還有：refer to, covering, as, as to

53、, as for, for, about, as regards, regarding等。6.Commonwealth Bank of Australia（CBA）澳洲聯(lián)邦銀行7.inquiry agencies 征信機(jī)構(gòu)；征信調(diào)查機(jī)構(gòu)8.on the basis of equality and mutual benefit 在平等互利的基礎(chǔ)上Post-negotiationExercise 1 Phrase translation.1.廣交會(huì)2.建立業(yè)務(wù)關(guān)系3.產(chǎn)品目錄4.價(jià)目單5.財(cái)務(wù)狀況6.信用地位Post-negotiationExercise 1 Phrase translation

54、.7.Chamber of Commerce mercial counselors office 9.CCPIT(China Council for the Promotion of International Trade)10.business scope 11.specialize in 12.credit enquiry Post-negotiationKeys for Exercise 1.1.Canton Fair2.to enter into/set up/establish business relations 3.catalogue4.price list5.financial

55、 position6.credit standing7.商會(huì) 8.商務(wù)參贊處 9.中國(guó)國(guó)際貿(mào)易促進(jìn)會(huì)10.業(yè)務(wù)范圍 11.專營(yíng) 12.信用調(diào)查Post-negotiationExercise 2 Sentence translation.1.我們?cè)负唾F公司建立業(yè)務(wù)關(guān)系。2.我們另函給貴方航空郵寄最新產(chǎn)品目錄一份。3.承蒙史密斯先生的介紹，我們得知貴公司的名稱和地址。4.我們經(jīng)營(yíng)這類商品已有二十多年的歷史了。5.隨信附上一份目前所能提供的主要產(chǎn)品的目錄。6.收到詢價(jià)函，我方會(huì)立即提供報(bào)價(jià)單和樣本。Post-negotiationExercise 2 Sentence translation.7.

56、We specialize in the exportation of textiles which have enjoyed great popularity in world markets.8.We expect you to try out our services and realize that they will meet your full satisfaction.9.If you are interested in establishing business relations with us in this line, please let us know your sp

57、ecific requirements. 10.We believe the superb workmanship as well as the novel design will surely be of interest to your customers.11.Well be pleased to send samples, catalogues as well as detailed information.12.We would like to enter into direct business relations with you on the basis of equality

58、, mutual benefit and exchange what one has for what one needs.Post-negotiationKeys for Exercise 2.1.We express our desire to establish business relations with your firm.2.We are sending you under separate cover by airmail a copy of our latest catalogue.3.By the courtesy of Mr. Smith, we are given to understand the name and address of your firm.4.We have been in this line of business for more than twenty years.5.We enclose here a