商務(wù)英語談判口譯

1、商務(wù)英語談判口譯 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，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。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

2、 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?Id like to hear your quotation on a C.I.F. Los Angeles basis valid for 90 days, with an inclusion of

3、a 5% agents commission in your quotation. 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 (inquiry) 發(fā)盤（offer） 還盤（counteroffer） 付款（payment） 傭金（commission） 折扣（discount） 包裝（packing） 貨運(yùn) (shipment) 保險(xiǎn)（insurance） 合同條款（contract terms） 索賠（claim）貿(mào)易談判口譯詢盤(inquiry) 在這個(gè)環(huán)節(jié)中經(jīng)常用的句子有：Can I make an inqu

4、iry? /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(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 andcond

5、itions of trade. / Would you tell us what quantity you require sothat we can work out the offer?3. 還盤（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. /Your price is much higher than we expected ./ Will you reduce your price by%? / In order to conclude the transaction, I hope you will s

6、ee 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 inquir

7、y may include: price、 specifications 、 quality 、 packing 、 delivery time 、 payment terms etc.Supplementary Vocabulary暢銷品 best seller/ quickselling product展覽品 exhibits on display開辟市場(chǎng) establish a market有銷路 have a good/ ready market樣式 design銷售說明書 sales literature交易會(huì) trade fair商標(biāo) trade mark成交 conclude a

8、 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(bào)價(jià)單 quotation list (sheet)享有盛譽(yù) enjoy great reputation (popularity)廠商 manufacturer供應(yīng)商 supplier需求量很大 in great demandMay I have an idea of your prices?可以了解一下你們的價(jià)格嗎？Can

9、you give me an indication of price?你能給我一個(gè)估價(jià)嗎？Please let us know your lowest possible prices for the relevant goods.請(qǐng)告知你們有關(guān)商品的最低價(jià)。If your prices are favorable, I can place the order right away.如果你們的價(jià)格優(yōu)惠，我們可以馬上訂貨。Wed rather have you quote us FOB prices.我們希望你們報(bào)離岸價(jià)格。Would you tell us your best prices C.

10、I.F. Humburg for the 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 price, usually within a stated period of time. It also can be a nonfirm offer which i

11、s 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 following:A counteroffer is made when the pros

12、pective 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 called negotiating prices About currenciesAu

13、stralian DollarCanadian DollarHong Kong DollarUS DollarEuro DollarSwiss FrancGerman MarksJapanese YenRMBSupplementary VocabularyAcceptable priceAttractive priceWorkable priceCurrent priceFavorable priceFloor price (rock bottom price)Market priceRetail priceWholesale price Firm offerOffer without eng

14、agementSales volume50% 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 offer is reasonable and realistic. It comes in line with the prevaili

15、ng 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，我們沒有必要再談下去了。 We cant accept your offer unless the price is reduced by 5%. 除非你們減價(jià)5%，否則我們無法接受報(bào)盤。 If the price is higher than that, we

16、d 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FOB為Free On Board 的縮寫，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)語解釋同通則，采用FOB成交時(shí)，賣方承擔(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)，將貨物裝上買方指派的船只，并及時(shí)通知買方。貨物在裝船時(shí)越過船舷，風(fēng)險(xiǎn)即由賣方轉(zhuǎn)至買方。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)”。Re

17、commend:http:/ 英語點(diǎn)津http:/ 1. 了解并熟悉付款方式及其表達(dá)方法 如:信用證結(jié)算、承兌交單、付款交單等. 2. 了解有關(guān)傭金的一般表達(dá)方式. 3. 了解并熟悉有關(guān)包裝及裝運(yùn)的一般表達(dá)方式。 明天聽寫1.2.3. 3.復(fù)習(xí)今天所學(xué)的內(nèi)容Agent Sole agentSole agency agreementWe are pleased to offer you a sole agency for the sale of our products in your country. If terms prove workable, wed like to appoint y

18、ou as our agent.We have no intention of considering exclusive sales in your market at present.Wed like to renew our sole agency agreement for another two years.We will increase our turnover if you appoint us as your sole agent.Wed like to sign a sole agency agreement with you on your electric fans f

19、or a period of three year.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 the commission rate is favorable.Payme

20、nt 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)匯方式來分: 記帳結(jié)算和現(xiàn)匯結(jié)算按支付時(shí)間來分: 預(yù)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 （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（開證行）根據(jù)買方（申請(qǐng)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(yùn)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(dān)保人

21、，使賣方收匯和買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)開出，在其有效期內(nèi)，未經(jīng)受益人同意，開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 (Documents Against PaymentD/P) 跟單托收的一種交單方式。按照這

22、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(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方來說有較大風(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)。 payment by D/A 60 days sightOur terms of

23、 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樣？ 3.We have instructed our bank to

24、 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，我們將向你方開出見票六十天內(nèi)付款的匯票，請(qǐng)到期即付。 packingouter packing(

25、transport packing)inner packingwrapperpolythenecarton( 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 risk of pilferage./All our cartons are lined with

26、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 place 在干燥處保管 Keep in a cool place 在冷處保管 Keep awa

27、y 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 表達(dá)商品包裝的方法: 1. “in”用某物包裝. Walnuts are packed in double gunny bags. 2. “in ofeach”用某物包裝,每件裝多少. Mens shirts are packed in wooden cases of 10 dozen each. 3. “in of each, to”用某物包裝,每

28、件裝多少,若干小容器裝于一大容器中. Pens are packed in boxes of a dozen each, 100 boxes to a carton. As this article is fragile, please case it into durable packing. 這種物品易碎，請(qǐng)以耐用包裝來裝箱。We usually pack each piece of mens shirt in a box, half dozen to a box and 10 dozens to a wooden case. 我們通常把每件男襯衣裝入一個(gè)盒子里，半打裝一箱，十打裝一個(gè) 木

29、箱。 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)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)。 Group work Mr. Smith 來到廣州與廠商的代理Ben繼續(xù)商談?dòng)嗁?gòu)絲綢事宜. Mr. Smith 以

30、公司小,資金周轉(zhuǎn)有困難為由,希望Ben 能夠接受托收作為付款方式.homework 合同的簽訂 保險(xiǎn),索賠的表達(dá)方法.找出類似的案例. 投資 insurance Cargo transport insurance is to protect the interests of importers and exporters from possible financial losses caused by risks during the transit of goods. Insured Insurer Insurance policy PICC (the Peoples Insurance C

31、ompany 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) Id like to know what insurance you will cover for your cl

32、ients? We will also cover the extraneous risks if our clients require, but the extra premium is for the buyers account. Please cover WPA and War risks for us. We will have your goods covered against WPA at 110% of the invoice value. We have covered insurance 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，除非買主提出要求投保。 We can s