外贸谈判口译.

商务英语谈判BusinessNegotiation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。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（establishrelations）•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（contractterms）•索赔（claim）Inquiry询盘Aninquiryisarequestforinformation.Whenabusinessmanintendstoimportgoods,hewillmakeaninquirytoanexporteraskingforinformationoranofferforthegoodshewishestobuy.Theinquirymayinclude:price、specifications、quality、packing、deliverytime、paymenttermsetc.贸易谈判口译1.询盘(inquiry)在这个环节中经常用的句子有：CanImakeaninquiry?/Couldyougiveussomeideasaboutyourprices?/Willyoupleaseinformusofthepricesatwhichyoucanofferthegoods?/Ihopetohaveyourquotationfor…?2.发盘（offer）在这个环节中经常用的句子有:Wearepleasedtomakeyouanofferfor…/Here’souroffer./Iexpectyoutoacceptourgeneraltermsandconditionsoftrade./Wouldyoutelluswhatquantityyourequiresothatwecanworkouttheoffer?3.还盘（counteroffer）在这个环节中经常用的句子有:Yourpricesoundsabittoohigh./Yourpriceismuchhigherthanweexpected./Willyoureduceyourpriceby…%?/Inordertoconcludethetransaction,Ihopeyouwillseeyourwaytobringdownyourpriceby…%?/Ifyoustandfirm,wecanhardlycometoterms.SupplementaryVocabulary畅销品bestseller/quick—sellingproduct展览品exhibitsondisplay开辟市场establishamarket有销路haveagood/readymarket样式design销售说明书salesliterature交易会tradefair商标trademark成交concludeadeal/transactionwithsb条款termsandconditions客户client/customer老主顾regularcustomer发货deliver一般(具体)询盘general(specific)inquiry报价单quotationlist(sheet)享有盛誉enjoygreatreputation(popularity)厂商manufacturer供应商supplier需求量很大ingreatdemandMayIhaveanideaofyourprices?可以了解一下你们的价格吗？Canyougivemeanindicationofprice?你能给我一个估价吗？Pleaseletusknowyourlowestpossiblepricesfortherelevantgoods.请告知你们有关商品的最低价。Ifyourpricesarefavorable,Icanplacetheorderrightaway.如果你们的价格优惠，我们可以马上订货。We'dratherhaveyouquoteusFOBprices.我们希望你们报离岸价格。WouldyoutellusyourbestpricesC.I.F.Humburgforthechairs.请告诉你方椅子到汉堡到岸价的最低价格。Offerandcounter--offerAnofferisapromisetosupplygoodsonthetermsandconditionsstated.Itcanbeafirmofferwhichisapromisetosellgoodsatthestatedprice,usuallywithinastatedperiodoftime.Italsocanbeanon—firmofferwhichismadewithoutengagementandissubjecttotheseller’sconfirmation.1.nameofthegoods.2.qualityandspecifications.3.quantity.4.detailsofprices.5.discount.6.termsofpayment.7.timeofshipment.8.packingUsuallyanofferwillincludethefollowing:Acounter—offerismadewhentheprospectivebuyersfindanytermsandconditionsintheofferunacceptable.Sometimesbuyersmaytaketheinitiativetomakeabidtosellers.Ifthebidisnotacceptabletothesellers,acounter—bidwillbemadesubsequently.Offerandcounter--offerItisalsocallednegotiatingpricesAboutcurrenciesAustralianDollarCanadianDollarHongKongDollarUSDollarEuroDollarSwissFrancGermanMarksJapaneseYenRMBSupplementaryVocabularyAcceptablepriceAttractivepriceWorkablepriceCurrentpriceFavorableprice优惠价格Floorprice(rockbottomprice)MarketpriceRetailpriceWholesalepriceFirmofferSalesvolume销量50%off25%discountBuyone,getoneWecanofferyouaquotationbasedupontheinternationalmarket.我们可以按国际市场价格给您报价。Wethinkyourofferistoohigh,whichisdifficultforustoaccept.我们认为你方的报价太高了，我方难以接受。Ourofferisreasonableandrealistic.Itcomesinlinewiththeprevailingmarket.我方的报价是合理的、现实的，符合当前市场的价格水平。Ifyouinsistonyourpriceandrefusetomakeanyconcession,therewillbenotmuchpointinfurtherdiscussion.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。Wecan'tacceptyourofferunlessthepriceisreducedby5%.除非你们减价5%，否则我们无法接受报盘。Ifthepriceishigherthanthat,we'drathercallthewholedealoff.如果价格比这还高，我们宁愿放弃这桩生意。Let’smeeteachotherhalfway.那我们各让一步吧。贸易术语1.FOB为FreeOnBoard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”。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.Weshallremityoua5%commissionofinvoicevalueafterpaymentiseffected.Weusuallypayouragentsa5%commissionofthevalueforeachdeal.Wewishtobeyouragentinourdistrictifthecommissionrateisfavorable.PaymenttermsPaymentterms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（LetterofCredit—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’scharge&deposit--tieupthemoney)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，在其有效期内，未经受益人同意，开证行或买方不得修改或撤消。We’lldeliverthegoodswithin30daysafterwereceivetherelevantL/C.付款交单(DocumentsAgainstPayment—D/P)跟单托收的一种交单方式。按照这种方式，代收行交单以付款人付款为前提。如汇票遭到拒付，卖方仍握有代表货物所有权的提单，可保留对货物的支配权。因风险较小,付款交单使用得也较多.承兑交单(DocumentsAgainstAcceptance—D/A)跟单托收的一种交单方式。按照这种方式，汇票的付款期限均为远期；付款人承兑远期跟单汇票后，代收行即将所附全套货运单据交给付款人，等到汇票到期付款人始付票款。因对卖方来说有较大风险，因此这种方式一般只用于信用记录较好的老客户。这种方式其实是出口人对进口人的一种资金融通(accommodation)。paymentbyD/A60day’ssight1.Ourtermsofpaymentarebyaconfirmedirrevocableletterofcreditbydraftatsight.我们的支付方式是以保兑不可撤消的、凭即期汇票支付的信用证。2.Inordertoconcludethebusiness,Ihopeyou’llmeetmehalfwa