外貿(mào)談判口譯

商務(wù)英語談判

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(jìn)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(gè)重要環(huán)節(jié)，對國內(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（establishrelations）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（contractterms）索賠（claim）Inquiry詢盤Aninquiryisarequestforinformation.Whenabusinessmanintendstoimportgoods,hewillmakeaninquirytoanexporteraskingforinformationoranofferforthegoodshewishestobuy.Theinquirymayinclude:price、specifications、quality、packing、deliverytime、paymentterms

etc.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：CanImakeaninquiry?/Couldyougiveussomeideasaboutyourprices?/Willyoupleaseinformusofthepricesatwhichyoucanofferthegoods?/Ihopetohaveyourquotationfor…?2.發(fā)盤（offer）在這個(gè)環(huán)節(jié)中經(jīng)常用的句子有:Wearepleasedtomakeyouanofferfor…/Here’souroffer./Iexpectyoutoacceptourgeneraltermsandconditionsoftrade./Wouldyoutelluswhatquantityyourequiresothatwecanworkouttheoffer?3.還盤（counteroffer）在這個(gè)環(huán)節(jié)中經(jīng)常用的句子有:Yourpricesoundsabittoohigh./Yourpriceismuchhigherthanweexpected./Willyoureduceyourpriceby…%?/Inordertoconcludethetransaction,Ihopeyouwillseeyourwaytobringdownyourpriceby…%?/Ifyoustandfirm,wecanhardlycometoterms.SupplementaryVocabulary暢銷品bestseller/quick—sellingproduct展覽品exhibitsondisplay開辟市場establishamarket有銷路haveagood/readymarket樣式design銷售說明書salesliterature交易會tradefair商標(biāo)trademark成交concludeadeal/transactionwithsb條款termsandconditions客戶client/customer老主顧regularcustomer發(fā)貨deliver一般(具體)詢盤general(specific)inquiry報(bào)價(jià)單quotationlist(sheet)享有盛譽(yù)enjoygreatreputation(popularity)廠商manufacturer供應(yīng)商supplier需求量很大ingreatdemandMay

I

have

an

idea

of

your

prices?可以了解一下你們的價(jià)格嗎？Can

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。We'd

rather

have

you

quote

us

FOBprices.我們希望你們報(bào)離岸價(jià)格。Would

you

tell

us

your

best

prices

C.I.F.

Humburg

for

thechairs.請告訴你方椅子到漢堡到岸價(jià)的最低價(jià)格。Offerandcounter--offer

Anofferisapromisetosupplygoodsonthetermsandconditionsstated.Itcanbeafirmofferwhichisapromisetosellgoodsatthestatedprice,usuallywithinastatedperiodoftime.Italsocanbeanon—firmofferwhichismadewithoutengagementandissubjecttotheseller’ofthegoods.2.qualityandspecifications.3.quantity.4.detailsofprices.5.discount.6.termsofpayment.7.timeofshipment.8.packingUsuallyanofferwillincludethefollowing:Acounter—offerismadewhentheprospectivebuyersfindanytermsandconditionsintheofferunacceptable.Sometimesbuyersmaytaketheinitiativetomakeabidtosellers.Ifthebidisnotacceptabletothesellers,acounter—bidwillbemadesubsequently.Offerandcounter--offerItisalsocallednegotiatingpricesAboutcurrenciesAustralianDollarCanadianDollarHongKongDollarUSDollarEuroDollarSwissFrancGermanMarksJapaneseYenRMBSupplementaryVocabularyAcceptablepriceAttractivepriceWorkablepriceCurrentpriceFavorableprice優(yōu)惠價(jià)格Floorprice(rockbottomprice)MarketpriceRetailpriceWholesalepriceFirmofferSalesvolume銷量50%off25%discountBuyone,getoneWecanofferyouaquotationbasedupontheinternationalmarket.我們可以按國際市場價(jià)格給您報(bào)價(jià)。

Wethinkyourofferistoohigh,whichisdifficultforustoaccept.我們認(rèn)為你方的報(bào)價(jià)太高了，我方難以接受。Ourofferisreasonableandrealistic.Itcomesinlinewiththeprevailingmarket.

我方的報(bào)價(jià)是合理的、現(xiàn)實(shí)的，符合當(dāng)前市場的價(jià)格水平。Ifyouinsistonyourpriceandrefusetomakeanyconcession,therewillbenotmuchpointinfurtherdiscussion.

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。Wecan'tacceptyourofferunlessthepriceisreducedby5%.

除非你們減價(jià)5%，否則我們無法接受報(bào)盤。

Ifthepriceishigherthanthat,we'drathercallthewholedealoff.

如果價(jià)格比這還高，我們寧愿放棄這樁生意。

Let’smeeteachotherhalfway.那我們各讓一步吧。貿(mào)易術(shù)語FOB為FreeOnBoard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。2．CIF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.Weshallremityoua5%commissionofinvoicevalueafterpaymentiseffected.Weusuallypayouragentsa5%commissionofthevalueforeachdeal.Wewishtobeyouragentinourdistrictifthecommissionrateisfavorable.PaymenttermsPaymentterms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(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

（LetterofCredit—L/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(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，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)。在國際貿(mào)易中被廣泛使用.(bank’scharge&deposit--tieupthemoney)

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。

We’lldeliverthegoodswithin30daysafterwereceivetherelevantL/C.付款交單(DocumentsAgainstPayment—D/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(fēng)險(xiǎn)較小,付款交單使用得也較多.

承兌交單(DocumentsAgainstAcceptance—D/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)是出口人對進(jìn)口人的一種資金融通(accommodation)。

paymentbyD/A60day’ssightOurtermsofpaymentarebyaconfirmedirrevocableletterofcreditbydraftatsight.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.Inordertoconcludethebusiness,Ihopeyou’llmeetmehalfway.Whatabout50%byL/CandthebalancebyD/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.Wehaveinstructedourbanktoopenanirrevocabledocumentaryletterofcreditinyourfavor.Theamountis$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.Weshalldrawonyouat60dayssightthegoodshavebeenshipped.Pleasehonorourdraftwhenitfallsdue.

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，請到期即付。packingouterpacking(transportpacking)innerpackingWrapper[?r?p?(r)]封皮polythene[?p?l?θi:n]聚乙烯carton(cardboardbox)woodencasemetalstrapfragiledampCartonsarenotstrongenoughforheavygoods./We’llusemetalstrapstoreinforcetheoutside./Cartonsareeasytocutopen,andthisincreasestheriskofpilferage./Allourcartonsarelinedwithplasticsheets,sotheyarewaterproof.(,whichiswaterproof)/WaterproofDamp—proofLeak—proofLining

mark嘜頭

IndicativeMark指示性標(biāo)志

WarningMark警告性標(biāo)志

upward向上，由下往上

ThisSideUp此端向上

HandleWithCare小心輕放

KeepUpright勿倒置

UseNoHooks請勿倒掛

Keepinadryplace在干燥處保管

Keepinacoolplace在冷處保管

Keepawayfromboilers遠(yuǎn)離鍋爐

Keepawayfromheat請勿受熱

Keepawayfromcold請勿受冷

KeepDry防濕

Explosive爆炸品

Fragile易碎品

Inflammable易燃品

Thewoodencaseshouldbenotonlyseaworthybutalsostrongenoughtoprotectthegoodsfromanydamage.

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。

Pleasebeassuredthatthepackagingisstrongenoughtowithstandroughhandling.請確保此包裝牢固，足以承受粗糙地搬運(yùn)。insuranceCargotransportinsuranceistoprotecttheinterestsofimportersandexportersfrompossiblefinanciallossescausedbyrisksduringthetransitofgoods.InsuredInsurerInsurancepolicyPICC(thePeople’sInsuranceCompanyofChina)險(xiǎn)別（InsuranceCoverage）戰(zhàn)爭險(xiǎn)（WarRisk）水漬險(xiǎn)（WithParticularAverage—WPA）平安險(xiǎn)（FreefromParticularAverage-FPA）一般附加險(xiǎn)（GeneralAdditionalRisks）特別附加險(xiǎn)(SpecialAdditionalRisks)綜合險(xiǎn)(AllRisks)/一切險(xiǎn)保險(xiǎn)費(fèi)（Premium）海洋貨物運(yùn)輸保險(xiǎn)(MarineRisks)

Wehavecoveredinsuranceon1,000casesofbeerfor110%oftheinvoicevalueagainstallrisks.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.plusRiskofBreakagesuityourconsignment.貴方貨物適合于投保水漬險(xiǎn)及破碎險(xiǎn)。Accordingtointernationalpractice,wedonotinsureagainstsuchrisksunlessthebuyerscallforthem.

按照國際慣例，我們不投保這些險(xiǎn)別，除非買主提出要求投保。

Wecanserveyouwithabroadrangeofcoverageagainstallkindsofrisksforseatransport,suchasFreeofParticularAverage(F.P.A.),WithParticularAverage(W.P.A.),AllRisksandExtraneousRisks.

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)。Weshalllodgeaclaimforallthelossesincurredasaconsequenceofyourfailuretoshipourorderintime.

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

oftheproductsshouldbelodgedwithin15daysaftertheirarrival.

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(dá)后的十五天內(nèi)提出。Ourinvestigationshowsthatimproperpackingcauseddamage.Thereforewehavetoreferthismattertoyou.

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。Inviewofthelongbusinessrelationsbetweenus,wewishtomeetyouhalfwaytosettletheclaim.

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(xiàng)索賠。

開始會談的一般用語1.Nowthatweareallhere,let'sbeginthetalk,shallwe？現(xiàn)在人都到了，咱們開始，怎么樣？2.Whatdoyouthinkifwebeginnow？我們現(xiàn)在開始，好嗎？3.Ifyoudon'tmind,Ithinkwe'dbetterbeginrightaway.你要是不介意，我們就開始吧。4.Supposewegetdowntobusinessnow？現(xiàn)在我們開始怎么樣？5.Let'sgetstraightdowntobusinessnow？我們直截了當(dāng)談問題吧。6.Aswearefamiliarwitheachother,let'scomestraighttothepoint.大家都是熟人，我們就開門見山吧。7.We'vegonetoofaroffthepoint.Let'sreturntothetopicunderdiscussion.咱們離題太遠(yuǎn)了，還是回到正題上來吧。請求對方重復(fù)或解釋1.Willyourepeatit,please？請?jiān)僬f一遍，好嗎？2.Wouldyoumindsayingitagain？請?jiān)僬f一遍。3.Ibegyourpardon？請?jiān)僬f一遍。4.I'msorryIdidn'tcatchyourmeaning.Willyousayitagain？對不起，我沒明白你的意思。您再說一遍吧。5.I'msorryIdon'tfollowyou.對不起，我不懂你的話。6.Willyouspeakalittlemoreslowly？請說慢一點(diǎn)。7.Willyouslowdownabit？Ican'tfollowyou.請?jiān)僬f慢一點(diǎn)吧。我沒明白。8.Willyouexplainwhatyoumean？請解釋一下你的意思吧。9.Couldyoubemorespecific？能否再具體一些。商務(wù)交談中征求別人的建議句型1.What'syouropiniononthismatter？你對這個(gè)問題有什么看法？2.Pleasetellmefranklyyouropinion.請?zhí)孤手毖阅愕囊庖姟?.Howdoyouseethingslikethis？你對這類事情怎么看？4.Howwouldyoulikeittobe？你希望是什么樣？5.Doyouagreetothischange?I'dliketohearyouropinionaboutit.你同意這樣的改變嗎？我想聽聽你的意見。6.Weareoldfriends.Pleasedon'thesitatetospeako