外貿(mào)談判口譯

1、商務(wù)英語談判商務(wù)英語談判Business NegotiationBusiness Negotiation 商務(wù)談判的外延很廣，包括貿(mào)易談貿(mào)易談判、招標與投標談判、引資和投資、判、招標與投標談判、引資和投資、工程承包、技術(shù)轉(zhuǎn)讓工程承包、技術(shù)轉(zhuǎn)讓等方面的談判。中國加入世界貿(mào)易組織以來，對外貿(mào)易呈現(xiàn)出一片嶄新的面貌，進出口貿(mào)易往來日益增多。貿(mào)易談判作為商務(wù)活動中的一個重要環(huán)節(jié)，對國內(nèi)外企業(yè)間的合作、進出口貿(mào)易的成敗起著舉足輕重的作用。首先我們主要學習貿(mào)易談判及其口譯。 貿(mào)易談判主要環(huán)節(jié)貿(mào)易談判主要環(huán)節(jié)從貿(mào)易談判實務(wù)中總結(jié)出的談判基本程序包括：從貿(mào)易談判實務(wù)中總結(jié)出的談判基本程序包括： 建立業(yè)務(wù)關(guān)系（

2、建立業(yè)務(wù)關(guān)系（establish relationsestablish relations） 詢盤詢盤 (inquiry) (inquiry) 發(fā)盤（發(fā)盤（offeroffer） 還盤（還盤（counteroffercounteroffer） 付款（付款（paymentpayment） 傭金（傭金（commissioncommission） 折扣（折扣（discountdiscount） 包裝（包裝（packingpacking） 貨運貨運 (shipment) (shipment) 保險（保險（insuranceinsurance） 合同條款（合同條款（contract termscontr

3、act terms） 索賠（索賠（claimclaim）InquiryInquiry詢盤詢盤 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 include: price、 specifications 、 quality 、 pac

4、king 、 delivery time 、 payment terms etc.貿(mào)易談判口譯貿(mào)易談判口譯1.詢盤(inquiry) 在這個環(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 for ?2. 發(fā)盤（offer） 在這個環(huán)節(jié)中經(jīng)常用的句子有: We are p

5、leased 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（counteroffer）在這個環(huán)節(jié)中經(jīng)常用的句子有: Your price sounds a bit too high. /Your price is much higher than we ex

6、pected ./ 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暢銷品 best seller/ quickselling product展覽品 exhibits on display開辟市場 establish a market有銷路

7、 have a good/ ready market樣式 design銷售說明書 sales literature交易會 trade fair商標 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 general ( specific ) inquiry報價單 quotation list (sheet)享有盛譽 enjoy great reputation (popularity)廠商

8、 manufacturer供應(yīng)商 supplier需求量很大 in great demandMayIhaveanideaofyourprices?可以了解一下你們的價格嗎？Canyougivemeanindicationofprice?你能給我一個估價嗎？Pleaseletusknowyourlowestpossiblepricesfortherelevantgoods.請告知你們有關(guān)商品的最低價。Ifyourpricesarefavorable,Icanplacetheorderrightaway.如果你們的價格優(yōu)惠，我們可以馬上訂貨。WedratherhaveyouquoteusFOBpr

9、ices.我們希望你們報離岸價格。WouldyoutellusyourbestpricesC.I.F.Humburgforthechairs.請告訴你方椅子到漢堡到岸價的最低價格。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 t

10、ime. 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. packingUsually an offer will include the fol

11、lowing: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 subsequently.Offer and counter-offerIt is also c

12、alled negotiating prices About currenciesAustralian DollarCanadian DollarHong Kong DollarUS DollarEuro DollarSwiss FrancGerman MarksJapanese YenRMBSupplementary VocabularyAcceptable priceAttractive priceWorkable priceCurrent priceFavorable price優(yōu)惠價格Floor price (rock bottom price)Market priceRetail p

13、riceWholesale price Firm offerSales volume銷量50% off25% discountBuy one, get oneWe can offer you a quotation based upon the international market. 我們可以按國際市場價格給您報價。我們可以按國際市場價格給您報價。 We think your offer is too high, which is difficult for us to accept. 我們認為你方的報價太高了，我方難以接受。我們認為你方的報價太高了，我方難以接受。Our offer is

14、 reasonable and realistic. It comes in line with the prevailing market. 我方的報價是合理的、現(xiàn)實的，符合當前市場的價格水平。我方的報價是合理的、現(xiàn)實的，符合當前市場的價格水平。If you insist on your price and refuse to make any concession, there will be not much point in further discussion. 如果你方堅持自己的價格，不作讓步，我們沒有必要再談如果你方堅持自己的價格，不作讓步，我們沒有必要再談下去了。下去了。 We

15、 cant accept your offer unless the price is reduced by 5%. 除非你們減價除非你們減價5%，否則我們無法接受報盤。，否則我們無法接受報盤。 If the price is higher than that, wed rather call the whole deal off. 如果價格比這還高，我們寧愿放棄這樁生意。如果價格比這還高，我們寧愿放棄這樁生意。 Lets meet each other half way.那我們各讓一步吧。那我們各讓一步吧。貿(mào)易術(shù)語貿(mào)易術(shù)語1. FOB為Free On Board 的縮寫，意思是“裝運港船上交

16、貨”，即“離岸價”。其后要標明指定的裝運港。按照國際貿(mào)易術(shù)語解釋同通則，采用FOB成交時，賣方承擔的基本義務(wù)是在合同規(guī)定的裝運港和規(guī)定的期限內(nèi)，將貨物裝上買方指派的船只，并及時通知買方。貨物在裝船時越過船舷，風險即由賣方轉(zhuǎn)至買方。2CIF的全稱是Cost(成本費)加Insurance(保險費)加Freight(運輸費)，即“到岸價”。Commission傭金一般是代理商因介紹交易而獲取的報酬.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 usuall

17、y 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 支付條件,是國際貿(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、 時間和地 點 、 支付方式等. 按結(jié)匯方式來分: 記帳結(jié)算和現(xiàn)匯結(jié)算按支付時間來分: 預付、即付和延付按付款依據(jù)來分: 貨到付款和憑單付款信用證信用證 （Letter of Credi

18、tL/C） 國際貿(mào)易中常用的一種支付和結(jié)算方式，即由銀行（開證行）根據(jù)買方（申請人）的要求和指示，向賣方（受益人）開立的一定金額，在一定期限內(nèi)按規(guī)定條件付款的憑證。只要賣方(受益人)提供與信用證條款相符的貨運單據(jù),開證行必須履行付款義務(wù).支票是一種銀行信用，由銀行做買賣雙方的中間人和擔保人，使賣方收匯和買方收貨都有安全保證，有助于促進雙方順利達成交易和資金周轉(zhuǎn)。在國際貿(mào)易中被廣泛使用. (bankscharge&deposit-tieupthemoney) irrevocable : (不可撤消的)，這個詞在信用證中極為重要，“不可撤消信用證”一經(jīng)開出，在其有效期內(nèi)，未經(jīng)受益人同意，開

19、證行或買方不得修改或撤消。 Well deliver the goods within 30 days after we receive the relevant L/C.付款交單付款交單 (Documents Against PaymentD/P)(Documents 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，賣方仍握有代表貨物所有權(quán)的提單，可保留對貨物的支配權(quán)。因風險較小,付款交單使用得也較多. 承兌交單承兌交單 (Documents Against AcceptanceD/A)(Documents Agai

20、nst 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期遠期；付款人承兌遠期跟單匯票后，代收行即將所附全套貨運單據(jù)交給付款人，等到匯票到期付款人始付票款。因?qū)u方來說有較大風險，因此這種方式一般只用于信用記錄較好的老客戶。這種方式其實是出口人對進口人的一種資金融通(accommodation)。 payment by D/A 60 days sight1. Our 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

21、不可撤消的、憑即期匯票支付的信用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。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用證 付款，百分之五十按付款交單怎么樣？付款，百分之五十按付款交單怎么樣？ 3.3.We have instructed our bank to open an i

22、rrevocable documentary letter of credit in your favor. The amount is $ 1,300. 我們已通知我方銀行開立以你方為受益人的、不可撤消的、我們已通知我方銀行開立以你方為受益人的、不可撤消的、跟單信跟單信 用證，其金額為一千三百美金。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. 貨物裝運后，我們將向你方開出見票六十天內(nèi)付款

23、的匯票，貨物裝運后，我們將向你方開出見票六十天內(nèi)付款的匯票，請到期即付請到期即付。 packingouter packing( transport packing)inner packingWrapperrp(r)封皮封皮polythenepli:n聚乙烯聚乙烯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

24、 cut open, and this increases the risk of pilferage./All our cartons are lined with plastic sheets, so they are waterproof.(, which is waterproof)/WaterproofDampproofLeakproofLining mark 嘜頭嘜頭 Indicative Mark 指示性標志指示性標志 Warning Mark 警告性標志警告性標志 upward 向上，向上， 由下往上由下往上 This Side Up 此端向上此端向上 Handle With

25、Care 小心輕放小心輕放 Keep Upright 勿倒置勿倒置 Use No Hooks 請勿倒掛請勿倒掛 Keep in a dry place 在干燥處保管在干燥處保管 Keep in a cool place 在冷處保管在冷處保管 Keep away from boilers 遠離鍋爐遠離鍋爐 Keep away from heat 請勿受熱請勿受熱 Keep away from cold 請勿受冷請勿受冷 Keep Dry 防濕防濕 Explosive 爆炸品爆炸品 Fragile 易碎品易碎品 Inflammable 易燃品易燃品 The wooden case should b

26、e not only The wooden case should be not only seaworthy but also strong enough to seaworthy but also strong enough to protect the goods from any tect the goods from any damage. 木箱不僅要適合于海運，還要十分堅固足以保護貨物不受木箱不僅要適合于海運，還要十分堅固足以保護貨物不受任何損失。任何損失。 Please be assured that the packaging is Please be as

27、sured that the packaging is strong enough to withstand rough handling. strong enough to withstand rough handling. 請確保此包裝牢固，足以承受粗糙地搬運。請確保此包裝牢固，足以承受粗糙地搬運。 insurance Cargotransportinsuranceistoprotecttheinterestsofimportersandexportersfrompossiblefinanciallossescausedbyrisksduringthetransitofgoods. Ins

28、ured Insurer Insurancepolicy PICC(thePeoplesInsuranceCompanyofChina)險別險別 （Insurance CoverageInsurance Coverage）戰(zhàn)爭險戰(zhàn)爭險 （War RiskWar Risk）水漬險水漬險 （With Particular AverageWPAWith Particular AverageWPA）平安險平安險 （Free from Particular Average-FPAFree from Particular Average-FPA）一般附加險（一般附加險（General Additional

29、 RisksGeneral Additional Risks）特別附加險特別附加險 (Special Additional Risks)(Special Additional Risks)綜合險綜合險 (All Risks)/ (All Risks)/ 一切險一切險保險費保險費 （PremiumPremium）海洋貨物運輸保險海洋貨物運輸保險 (Marine Risks)(Marine Risks) We have covered insurance on 1,000 cases We have covered insurance on 1,000 cases of beer for 110%

30、 of the invoice value of beer for 110% of the invoice value against all risks. 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。一切險。 W.P.A. plus Risk of Breakage suit your W.P.A. plus Risk of Breakage suit your consignment. consignment. 貴方貨物適合于投保水漬險及破碎險。貴方貨物適合于投保水漬險及破碎險。 Accord

31、ing to international practice, we do not insure against such risks unless the buyers call for them. 按照國際慣例，我們不投保這些險別，除非買主提出要按照國際慣例，我們不投保這些險別，除非買主提出要求投保。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.), Wit

32、h Particular Average (W.P.A.), All Risks and Extraneous Risks. 我們可以承保海洋運輸?shù)乃须U別，如：平安險、水漬我們可以承保海洋運輸?shù)乃须U別，如：平安險、水漬險、一切險險、一切險 和附加險。和附加險。 We shall lodge a claim for all the losses incurred as a consequence of your failure to ship our order in time. 由于你方未能及時交貨，我方將向你方提出由此而遭受的由于你方未能及時交貨，我方將向你方提出由此而遭受的全部損失的索

33、賠。全部損失的索賠。 Allof the products should be lodged within 15 days after their arrival. 任何有關(guān)該產(chǎn)品質(zhì)量問題的申訴應(yīng)該在貨物到達后的十五任何有關(guān)該產(chǎn)品質(zhì)量問題的申訴應(yīng)該在貨物到達后的十五天內(nèi)提出。天內(nèi)提出。 Our investigation shows that improper packing caused damage. Therefore we have to refer this matter to you. 我方檢驗證明，貨物受損是由于包裝不當而造成的。因此，我方檢驗證明，貨物受損是由于包裝不當而造成的

34、。因此，我們不我們不 得不將此事提交你處解決。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. 考慮到我們之間長期的業(yè)務(wù)關(guān)系，我們愿意各讓一半解決這考慮到我們之間長期的業(yè)務(wù)關(guān)系，我們愿意各讓一半解決這項索賠。項索賠。 開始會談的一般用語開始會談的一般用語1. Now that we are all here, lets begin the talk, shall we？現(xiàn)在人都到了，咱們開始，怎么樣？2. What d

35、o you think if we begin now？我們現(xiàn)在開始，好嗎？3. If you dont mind, I think wed better begin right away.你要是不介意，我們就開始吧。4. Suppose we get down to business now？現(xiàn)在我們開始怎么樣？5. Lets get straight down to business now？我們直截了當談問題吧。6. As we are familiar with each other, lets come straight to the point.大家都是熟人，我們就開門見山吧。7.

36、 Weve gone too far off the point. Lets return to the topic under discussion.咱們離題太遠了，還是回到正題上來吧。請求對方重復或解釋請求對方重復或解釋1. Will you repeat it, please？請再說一遍，好嗎？2. Would you mind saying it again？請再說一遍。3. I beg your pardon？請再說一遍。4. Im sorry I didnt catch your meaning. Will you say it again？對不起，我沒明白你的意思。您再說一遍吧。

37、5. Im sorry I dont follow you.對不起，我不懂你的話。6. Will you speak a little more slowly？請說慢一點。7. Will you slow down a bit？ I cant follow you.請再說慢一點吧。我沒明白。8. Will you explain what you mean？請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商務(wù)交談中征求別人的建議句型1. Whats your opinion on this matter？你對這個問題有什么看法？2. Please tell me frankly your opinion.請?zhí)孤手毖阅愕囊庖姟?. How do you see things like this？你對這類事情怎么看？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