商務(wù)英語(yǔ)談判教材(54張)課件

1、商務(wù)英語(yǔ)談判BusinessNegotiation 商務(wù)談判的外延很廣，包括貿(mào)易談判、招標(biāo)與投標(biāo)談判、引資和投資、工程承包、技術(shù)轉(zhuǎn)讓等方面的談判。中國(guó)加入世界貿(mào)易組織以來(lái)，對(duì)外貿(mào)易呈現(xiàn)出一片嶄新的面貌，進(jìn)出口貿(mào)易往來(lái)日益增多。貿(mào)易談判作為商務(wù)活動(dòng)中的一個(gè)重要環(huán)節(jié)，對(duì)國(guó)內(nèi)外企業(yè)間的合作、進(jìn)出口貿(mào)易的成敗起著舉足輕重的作用。首先我們主要學(xué)習(xí)貿(mào)易談判及其口譯。 貿(mào)易談判主要環(huán)節(jié)從貿(mào)易談判實(shí)務(wù)中總結(jié)出的談判基本程序包括：建立業(yè)務(wù)關(guān)系（establish relations） 詢盤(pán) (inquiry) 發(fā)盤(pán)（offer）還盤(pán)（counteroffer）付款（payment） 傭金（commission）

2、 折扣（discount） 包裝（packing） 貨運(yùn) (shipment) 保險(xiǎn)（insurance） 合同條款（contract terms） 索賠（claim）Inquiry詢盤(pán) An inquiry is a request for information. When a businessman intends to import goods, he will make an inquiry to an exporter asking for information or an offer for the goods he wishes to buy. The inquiry may

3、 include: price、 specifications 、 quality 、 packing 、 delivery time 、 payment terms etc.貿(mào)易談判口譯詢盤(pán)(inquiry) 在這個(gè)環(huán)節(jié)中經(jīng)常用的句子有：Can I make an inquiry? /Could you give us some ideas about your prices? /Will you please inform us of the prices at which youcan offer the goods? / I hope to have your quotation fo

4、r ?2. 發(fā)盤(pán)（offer） 在這個(gè)環(huán)節(jié)中經(jīng)常用的句子有: We are pleased to make you an offer for /Heres our offer. /I expect you to accept our general terms andconditions of trade. / Would you tell us what quantity you require sothat we can work out the offer?3. 還盤(pán)（counteroffer）在這個(gè)環(huán)節(jié)中經(jīng)常用的句子有: Your price sounds a bit too high

5、. /Your price is much higher than we expected ./ Will you reduce your price by%? / In order to conclude the transaction, I hope you will see your way to bring down your price by%? / If you stand firm, we can hardly come to terms.Supplementary Vocabulary暢銷(xiāo)品 best seller/ quickselling product展覽品 exhibi

6、ts on display開(kāi)辟市場(chǎng) establish a market有銷(xiāo)路 have a good/ ready market樣式 design銷(xiāo)售說(shuō)明書(shū) sales literature交易會(huì) trade fair商標(biāo) trade mark成交 conclude a deal/ transaction with sb條款 terms and conditions客戶 client/ customer老主顧 regular customer發(fā)貨 deliver一般(具體)詢盤(pán) general ( specific ) inquiry報(bào)價(jià)單 quotation list (sheet)享有盛

7、譽(yù) enjoy great reputation (popularity)廠商 manufacturer供應(yīng)商 supplier需求量很大 in great demandMayIhaveanideaofyourprices?可以了解一下你們的價(jià)格嗎？Canyougivemeanindicationofprice?你能給我一個(gè)估價(jià)嗎？Pleaseletusknowyourlowestpossiblepricesforthe relevantgoods.請(qǐng)告知你們有關(guān)商品的最低價(jià)。Ifyourpricesarefavorable,Icanplacetheorderrightaway.如果你們的價(jià)格

8、優(yōu)惠，我們可以馬上訂貨。WedratherhaveyouquoteusFOB prices.我們希望你們報(bào)離岸價(jià)格。WouldyoutellusyourbestpricesC.I.F.Humburgforthe chairs.請(qǐng)告訴你方椅子到漢堡到岸價(jià)的最低價(jià)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

9、price, usually within a stated period of time. It also can be a nonfirm offer which is made without engagement and is subject to the sellers confirmation.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. pa

10、ckingUsually an offer will include the following:A counteroffer is made when the prospective buyers find any terms and conditions in the offer unacceptable.Sometimes buyers may take the initiative to make a bid to sellers. If the bid is not acceptable to the sellers, a counterbid will be made subseq

11、uently.Offer and counter-offerIt is also called negotiating prices About currenciesAustralian DollarCanadian DollarHong Kong DollarUS DollarEuro DollarSwiss FrancGerman MarksJapanese YenRMBSupplementary VocabularyAcceptable priceAttractive priceWorkable priceCurrent priceFavorable price優(yōu)惠價(jià)格Floor pri

12、ce (rock bottom price)Market priceRetail priceWholesale price Firm offerSales volume銷(xiāo)量50% off25% discountBuy one, get oneWe can offer you a quotation based upon the international market. 我們可以按國(guó)際市場(chǎng)價(jià)格給您報(bào)價(jià)。 We think your offer is too high, which is difficult for us to accept. 我們認(rèn)為你方的報(bào)價(jià)太高了，我方難以接受。Our of

13、fer is reasonable and realistic. It comes in line with the prevailing market. 我方的報(bào)價(jià)是合理的、現(xiàn)實(shí)的，符合當(dāng)前市場(chǎng)的價(jià)格水平。If you insist on your price and refuse to make any concession, there will be not much point in further discussion. 如果你方堅(jiān)持自己的價(jià)格，不作讓步，我們沒(méi)有必要再談下去了。 We cant accept your offer unless the price is reduc

14、ed by 5%. 除非你們減價(jià)5%，否則我們無(wú)法接受報(bào)盤(pán)。 If the price is higher than that, wed rather call the whole deal off. 如果價(jià)格比這還高，我們寧愿放棄這樁生意。 Lets meet each other half way.那我們各讓一步吧。貿(mào)易術(shù)語(yǔ)FOB為Free On Board 的縮寫(xiě)，意思是“裝運(yùn)港船上交貨”，即“離岸價(jià)”。其后要標(biāo)明指定的裝運(yùn)港。按照國(guó)際貿(mào)易術(shù)語(yǔ)解釋同通則，采用FOB成交時(shí)，賣(mài)方承擔(dān)的基本義務(wù)是在合同規(guī)定的裝運(yùn)港和規(guī)定的期限內(nèi)，將貨物裝上買(mǎi)方指派的船只，并及時(shí)通知買(mǎi)方。貨物在裝船時(shí)越過(guò)船舷

15、，風(fēng)險(xiǎn)即由賣(mài)方轉(zhuǎn)至買(mǎi)方。2CIF的全稱是Cost(成本費(fèi))加Insurance(保險(xiǎn)費(fèi))加Freight(運(yùn)輸費(fèi))，即“到岸價(jià)”。Commission傭金一般是代理商因介紹交易而獲取的報(bào)酬.傭金一般是以百分比的形式給予.We shall remit you a 5% commission of invoice value after payment is effected.We usually pay our agents a 5% commission of the value for each deal.We wish to be your agent in our district if

16、 the commission rate is favorable.Payment terms Payment terms 支付條件,是國(guó)際貿(mào)易中的主要交易條件之一. 支付條件包括: 使用的貨幣、 付款金額、 時(shí)間和地 點(diǎn) 、 支付方式等. 按結(jié)匯方式來(lái)分: 記帳結(jié)算和現(xiàn)匯結(jié)算按支付時(shí)間來(lái)分: 預(yù)付、即付和延付按付款依據(jù)來(lái)分: 貨到付款和憑單付款信用證 （Letter of CreditL/C） 國(guó)際貿(mào)易中常用的一種支付和結(jié)算方式，即由銀行（開(kāi)證行）根據(jù)買(mǎi)方（申請(qǐng)人）的要求和指示，向賣(mài)方（受益人）開(kāi)立的一定金額，在一定期限內(nèi)按規(guī)定條件付款的憑證。只要賣(mài)方(受益人)提供與信用證條款相符的貨運(yùn)單據(jù)

17、,開(kāi)證行必須履行付款義務(wù).支票是一種銀行信用，由銀行做買(mǎi)賣(mài)雙方的中間人和擔(dān)保人，使賣(mài)方收匯和買(mǎi)方收貨都有安全保證，有助于促進(jìn)雙方順利達(dá)成交易和資金周轉(zhuǎn)。在國(guó)際貿(mào)易中被廣泛使用. ( banks charge & deposit- tie up the money) irrevocable : (不可撤消的)，這個(gè)詞在信用證中極為重要，“不可撤消信用證”一經(jīng)開(kāi)出，在其有效期內(nèi)，未經(jīng)受益人同意，開(kāi)證行或買(mǎi)方不得修改或撤消。 Well deliver the goods within 30 days after we receive the relevant L/C.付款交單 (Documents

18、Against PaymentD/P) 跟單托收的一種交單方式。按照這種方式，代收行交單以付款人付款為前提。如匯票遭到拒付，賣(mài)方仍握有代表貨物所有權(quán)的提單，可保留對(duì)貨物的支配權(quán)。因風(fēng)險(xiǎn)較小,付款交單使用得也較多. 承兌交單 (Documents Against AcceptanceD/A) 跟單托收的一種交單方式。按照這種方式，匯票的付款期限均為遠(yuǎn)期；付款人承兌遠(yuǎn)期跟單匯票后，代收行即將所附全套貨運(yùn)單據(jù)交給付款人，等到匯票到期付款人始付票款。因?qū)u(mài)方來(lái)說(shuō)有較大風(fēng)險(xiǎn)，因此這種方式一般只用于信用記錄較好的老客戶。這種方式其實(shí)是出口人對(duì)進(jìn)口人的一種資金融通(accommodation)。 payme

19、nt by D/A 60 days sightOur terms of payment are by a confirmed irrevocable letter of credit by draft at sight. 我們的支付方式是以保兌不可撤消的、憑即期匯票支付的信用證。2. In order to conclude the business, I hope youll meet me half way. What about 50% by L/C and the balance by D/P? 為了做成這批生意，希望雙方都各讓步一半。百分之五十以信用證 付款，百分之五十按付款交單怎么

20、樣？ 3.We have instructed our bank to open an irrevocable documentary letter of credit in your favor. The amount is $ 1,300.我們已通知我方銀行開(kāi)立以你方為受益人的、不可撤消的、跟單信 用證，其金額為一千三百美金。 4. We shall draw on you at 60 days sight the goods have been shipped. Please honor our draft when it falls due. 貨物裝運(yùn)后，我們將向你方開(kāi)出見(jiàn)票六十天內(nèi)付

21、款的匯票，請(qǐng)到期即付。 packingouter packing( transport packing)inner packingWrapperrp(r)封皮polythenepli:n聚乙烯carton( cardboard box)wooden casemetal strapfragiledampCartons are not strong enough for heavy goods./Well use metal straps to reinforce the outside./Cartons are easy to cut open, and this increases the r

22、isk of pilferage./All our cartons are lined with plastic sheets, so they are waterproof.(, which is waterproof)/WaterproofDampproofLeakproofLining mark 嘜頭 Indicative Mark 指示性標(biāo)志 Warning Mark 警告性標(biāo)志 upward 向上， 由下往上 This Side Up 此端向上 Handle With Care 小心輕放 Keep Upright 勿倒置 Use No Hooks 請(qǐng)勿倒掛 Keep in a dry

23、 place 在干燥處保管 Keep in a cool place 在冷處保管 Keep away from boilers 遠(yuǎn)離鍋爐 Keep away from heat 請(qǐng)勿受熱 Keep away from cold 請(qǐng)勿受冷 Keep Dry 防濕 Explosive 爆炸品 Fragile 易碎品 Inflammable 易燃品 The wooden case should be not only seaworthy but also strong enough to protect the goods from any damage. 木箱不僅要適合于海運(yùn)，還要十分堅(jiān)固足以保護(hù)

24、貨物不受任何損失。 Please be assured that the packaging is strong enough to withstand rough handling. 請(qǐng)確保此包裝牢固，足以承受粗糙地搬運(yùn)。 insuranceCargo transport insurance is to protect the interests of importers and exporters from possible financial losses caused by risks during the transit of goods.Insured InsurerInsuran

25、ce policyPICC (the Peoples Insurance Company of China)險(xiǎn)別 （Insurance Coverage）戰(zhàn)爭(zhēng)險(xiǎn) （War Risk）水漬險(xiǎn) （With Particular AverageWPA）平安險(xiǎn) （Free from Particular Average-FPA）一般附加險(xiǎn)（General Additional Risks）特別附加險(xiǎn) (Special Additional Risks)綜合險(xiǎn) (All Risks)/ 一切險(xiǎn)保險(xiǎn)費(fèi) （Premium）海洋貨物運(yùn)輸保險(xiǎn) (Marine Risks) We have covered ins

26、urance on 1,000 cases of beer for 110% of the invoice value against all risks. 我們已將一千箱啤酒按發(fā)票金額的百分之一百一十投保一切險(xiǎn)。 W.P.A. plus Risk of Breakage suit your consignment. 貴方貨物適合于投保水漬險(xiǎn)及破碎險(xiǎn)。 According to international practice, we do not insure against such risks unless the buyers call for them. 按照國(guó)際慣例，我們不投保這些險(xiǎn)別

27、，除非買(mǎi)主提出要求投保。 We can serve you with a broad range of coverage against all kinds of risks for sea transport, such as Free of Particular Average (F. P.A.), With Particular Average (W.P.A.), All Risks and Extraneous Risks. 我們可以承保海洋運(yùn)輸?shù)乃须U(xiǎn)別，如：平安險(xiǎn)、水漬險(xiǎn)、一切險(xiǎn) 和附加險(xiǎn)。 We shall lodge a claim for all the losses inc

28、urred as a consequence of your failure to ship our order in time. 由于你方未能及時(shí)交貨，我方將向你方提出由此而遭受的全部損失的索賠。 All of the products should be lodged within 15 days after their arrival. 任何有關(guān)該產(chǎn)品質(zhì)量問(wèn)題的申訴應(yīng)該在貨物到達(dá)后的十五天內(nèi)提出。Our investigation shows that improper packing caused damage. Therefore we have to refer this matt

29、er to you. 我方檢驗(yàn)證明，貨物受損是由于包裝不當(dāng)而造成的。因此，我們不 得不將此事提交你處解決。 In view of the long business relations between us, we wish to meet you half way to settle the claim. 考慮到我們之間長(zhǎng)期的業(yè)務(wù)關(guān)系，我們?cè)敢飧髯屢话虢鉀Q這項(xiàng)索賠。 開(kāi)始會(huì)談的一般用語(yǔ)1. Now that we are all here, lets begin the talk, shall we？現(xiàn)在人都到了，咱們開(kāi)始，怎么樣？2. What do you think if we beg

30、in now？我們現(xiàn)在開(kāi)始，好嗎？3. If you dont mind, I think wed better begin right away.你要是不介意，我們就開(kāi)始吧。4. Suppose we get down to business now？現(xiàn)在我們開(kāi)始怎么樣？5. Lets get straight down to business now？我們直截了當(dāng)談問(wèn)題吧。6. As we are familiar with each other, lets come straight to the point.大家都是熟人，我們就開(kāi)門(mén)見(jiàn)山吧。7. Weve gone too far of

31、f the point. Lets return to the topic under discussion.咱們離題太遠(yuǎn)了，還是回到正題上來(lái)吧。請(qǐng)求對(duì)方重復(fù)或解釋1. Will you repeat it, please？請(qǐng)?jiān)僬f(shuō)一遍，好嗎？2. Would you mind saying it again？請(qǐng)?jiān)僬f(shuō)一遍。3. I beg your pardon？請(qǐng)?jiān)僬f(shuō)一遍。4. Im sorry I didnt catch your meaning. Will you say it again？對(duì)不起，我沒(méi)明白你的意思。您再說(shuō)一遍吧。5. Im sorry I dont follow you.

32、對(duì)不起，我不懂你的話。6. Will you speak a little more slowly？請(qǐng)說(shuō)慢一點(diǎn)。7. Will you slow down a bit？ I cant follow you.請(qǐng)?jiān)僬f(shuō)慢一點(diǎn)吧。我沒(méi)明白。8. Will you explain what you mean？請(qǐng)解釋一下你的意思吧。9. Could you be more specific？能否再具體一些。商務(wù)交談中征求別人的建議句型1. Whats your opinion on this matter？你對(duì)這個(gè)問(wèn)題有什么看法？2. Please tell me frankly your opinion

33、.請(qǐng)?zhí)孤手毖阅愕囊庖?jiàn)。3. How do you see things like this？你對(duì)這類(lèi)事情怎么看？4. How would you like it to be？你希望是什么樣？5. Do you agree to this change? Id like to hear your opinion about it.你同意這樣的改變嗎？我想聽(tīng)聽(tīng)你的意見(jiàn)。6. We are old friends. Please dont hesitate to speak out your mind.都是老朋友了，有什么就說(shuō)什么，不用顧慮。7. Your comments and criticis

34、ms are always welcome.歡迎評(píng)論和批評(píng)。8. We welcome all sorts of criticism.我們歡迎各種批評(píng)9. Wed like you to give us your suggestions.希望把您的建議告訴我。商務(wù)會(huì)議中如何結(jié)束當(dāng)前的討論1. Im afraid our time is up. Lets call it a day.時(shí)間到了。我們今天到此為止。2. We have to close todays discussion now.今天討論到此結(jié)束。3. Lets stop here. Well go on with the talk

35、 this afternoon.我們到此結(jié)束。下午再接著討論。4. Lets discuss it in more detail tomorrow.我們明天再詳細(xì)討論。如何道歉“這么晚/早打電話打擾”1. Im sorry to call you so late.對(duì)不起這么晚打電話來(lái)。2. I hope I didnt catch you at a bad time.抱歉這種時(shí)候找你。（含有希望沒(méi)有打擾到你的意思）3. I hope I didnt wake you up so early.我希望這么早沒(méi)有吵到你。4. Im sorry to call you so early.對(duì)不起這么早打

36、電話來(lái)。5. Im sorry to bother you at this hour.很抱歉在這時(shí)打擾你。商務(wù)談判中如何表示同意Agreement1. Good idea! I totally agree with you.好主意！我完全同意你的意見(jiàn)。2. I think you are right.我認(rèn)為你是對(duì)的。3. Excellent! Thats exactly what I think.好極了！那恰恰是我所想的。4. That sounds reasonable. We need to get the best possible deal.聽(tīng)上去有道理。我們應(yīng)該獲得更好的交易條件。5. I share your views.我同意你的意見(jiàn)。6. I support your opinion.我支持你的意見(jiàn)。7. Ive no objection.我沒(méi)反對(duì)意見(jiàn)。8. Im in favor of your proposal.我贊成你的意見(jiàn)。9. Suits me fine.這對(duì)我合適（我同意）。1、不是井里沒(méi)有水，而是你挖的不夠深。不是成功來(lái)得慢，而是你努力的不夠多。2、孤單一人的時(shí)