商务英语谈判口译 - 图文

商务英语谈判口译

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。 Visual interpreting

? The quality of ours is as good as that of many other suppliers, while our prices are not high as

theirs. By the way, which items are you interested in?

? Please let us know your lowest possible prices for the relevant goods.

? We can offer you a quotation based upon the international market.

? When can I have your firm C.I.F. prices, Mr. Li?

? I’d like to hear your quotation on a C.I.F. Los Angeles basis valid for 90 days, with an

inclusion of a 5% agent’s commission in your quotation.

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（establish relations） ? 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（contract terms） ? 索赔（claim） 贸易谈判口译

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询盘(inquiry) 在这个环节中经常用的句子有：

Can I make an inquiry? /

Could you give us some ideas about your prices? / Will you please inform us of the prices at which you can offer the goods? /

I hope to have your quotation for …?

2. 发盘（offer） 在这个环节中经常用的句子有:

We are pleased to make you an offer for …/ Here’s our offer. /

I expect you to accept our general terms and conditions of trade. /

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Would you tell us what quantity you require so that we can work out the offer?

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 see your way to bring down your price by…%? /

If you stand firm, we can hardly come to terms.

Inquiry

An enquiry 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 include: price、 specifications 、 quality 、 packing 、 delivery time 、 payment terms etc.

Supplementary Vocabulary

畅销品 best seller/ quick—selling product 展览品 exhibits on display 开辟市场 establish a market

有销路 have a good/ ready market 样式 design

销售说明书 sales literature 交易会 trade fair 商标 trade mark

成交 conclude a deal/ transaction with sb 条款 terms and conditions

客户 client/ customer 老主顾 regular customer 发货 deliver

一般(具体)询盘 general ( specific ) inquiry 报价单 quotation list (sheet)

享有盛誉 enjoy great reputation (popularity) 厂商 manufacturer 供应商 supplier

需求量很大 in great demand

May 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.

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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。

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.

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

A counter—offer 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 counter—bid will be made subsequently. 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

Supplementary Vocabulary Acceptable price Attractive price Workable price Current price Favorable price

Floor price (rock bottom price) Market price Retail price

Wholesale price

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Firm offer

Offer without engagement Sales volume 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. 我们认为你方的报价太高了，我方难以接受。

Our offer is reasonable and realistic. It comes in line with the prevailing market. 我方的报价是合理的、现实的，符合当前市场的价格水平。

If you insist on your price and refuse to make any concession, there will be not much point in further discussion.

如果你方坚持自己的价格，不作让步，我们没有必要再谈下去了。

We can't accept your offer unless the price is reduced by 5%. 除非你们减价5%，否则我们无法接受报盘。

If the price is higher than that, we'd rather call the whole deal off. 如果价格比这还高，我们宁愿放弃这桩生意。

Let’s meet each other half way.那我们各让一步吧。 贸易术语

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FOB为Free On Board 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”。 Group work

1. A businessman from Scotland makes an inquiry about your green beans, for which you have the following quotation:

Commodity & specifications: Green beans , grade A Price: USD 620 per metric CIF

2. There is a heated discussion on price and discount between Mr. Wang and Mr. Daniel. It seems to be difficult for them to clinch a deal.

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Recommend:

http://www.chinadaily.com.cn/ 英语点津

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http://info.china.alibaba.com/news/subject/v5003008-s5014908.html http://bbs.exue.com/

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Homework

? 1. 了解并熟悉付款方式及其表达方法 如:信用证结算、承兑交单、付款交单等. ? 2. 了解有关佣金的一般表达方式.

? 3. 了解并熟悉有关包装及装运的一般表达方式。

Agent Sole agent

Sole agency agreement

We are pleased to offer you a sole agency for the sale of our products in your country. If terms prove workable, we’d like to appoint you as our agent.

We have no intention of considering exclusive sales in your market at present. We’d like to renew our sole agency agreement for another two years.

We will increase our turnover if you appoint us as your sole agent.

We’d like to sign a sole agency agreement with you on your electric fans for a period of three year.

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.

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 the commission rate is favorable. Payment terms

Payment terms 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 （Letter of Credit—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’s charge & deposit-- tie up the money)

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

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