1、Chapter ,Business Negotiations,Learning Objectives,In this chapter, you will learn: 1.How to ask for samples and charges; 2.How to write a letter of enquiries; 3.The difference between a non-firm offer and a firm offer and how to make an offer; 4.How to make a counter-offer and give a reply; 5.Set p

2、hrases,useful sentence patterns in business negotiations.,Introduction,In international trade, exporters and im- porters usually have to go through the pro- cess of business negotiations before they are able to conclude a transaction. A business negotiation usually concludes enquiries, offers, count

3、er-offers and accep- tance. Enquiries are usually made by buyers to get information about the goods to be ordered, such as price, catalogue, delivery and other,terms. Offers are usually made by sellers to express the wish to enter into a contract with buyers under stated terms, including the name of

4、 commodity, quantity, prices, terms of payment and sipment,etc. Offers can be divided into 2 kinds: firm offers and non-firm offers. A firm offer is made by sellers which is irrevocable before its expiration and is binding on both the offerer and the offeree. A non-firm offer has no,period of validi

5、ty, which is always made with certain reservation by using the expressions such as “without engagement”, “subject to our final confirmation” “subject to prior sale”etc. A couter-offer is made by buyers to reject an offer by sellers or to suggest some changes in the terms and conditions. After receiv

6、ing the counter-offer, the offeror may make con- -cessions if he thinks the suggestion accep- table; otherwise he may bring up some new term and conditions, which is called,counter-counter-offer. In business negotiations, a process of offers, counter-offers and counter-counter-offers is needed until

7、 a transaction is con- cluded.,Lesson Two An Enquiry,Words and Expressions,1.enquiry(n.)C （a request for information on certain goods）詢盤，詢價(jià)，詢購(gòu) a general enquiry 一般詢價(jià) a specific enquiry 具體詢價(jià) enquiry sheet/note/form 詢價(jià)單 Enquiry Note No .號(hào)詢價(jià)單 make/ send/ give （sb）an enquiry for （向某人）詢購(gòu),（向某人）詢問.的價(jià)格 They

8、 make us an enquiry for TCL Brand TV sets. 他們向我方詢購(gòu)TCL牌電視機(jī)。,enquire(vi./vt.)(ask the price of certain goods) 詢盤，詢價(jià)，詢購(gòu) enquire for 詢購(gòu).，詢問.的價(jià)格 We regret that the GPS goods you are enquiring for are out of stock now at present. 很抱歉，你們所詢購(gòu)的GPS產(chǎn)品目前無貨。 2. go through （examine carefully） 審查，查閱，仔細(xì)檢查 We have go

9、ne through the L/C and found everything is in order.,我們已仔細(xì)審閱了信用證，覺得一切都沒問題。 3. marketable(adj.)(that can be sold) 能銷售的，銷路好的 4.appreciate (thank sb. in a polite way) 感謝，感激（常用于商業(yè)信 函，表示客氣 ） 1）n/doing 感謝 We appreciate your sample. 感謝你方寄來的樣品。 We appreciate your sending us samples. 感謝你方寄來樣品,2）We shall /sho

10、uldn. 3)will/would be d. 請(qǐng)為感。 4) We shall/should doing We shall appreciate your order. 請(qǐng)貴方寄來訂單為感。 Your early reply will be highly appreciated. 請(qǐng)?jiān)缛沾饛?fù)為感。 We shall appreciate your making shipment immediately. 若蒙立即裝運(yùn)，我們不勝感激。,5）We shall/should it if you will/would 6）It will/would be d if you will/would 如

11、果你能我們將不勝感激。 . We shall appreciate it if you will quote us your lowest price, CIF Karachi . 如能向我們報(bào)CIF卡拉奇最低價(jià)，我們將 不勝感激。 It will be appreciated if you will quote us your lowest price, CIF Karachi. 如能向我們報(bào)CIF卡拉奇最低價(jià)，我們將不勝 感激。,5.quote（vt./vi. ）(state a current price for an article)報(bào)價(jià) （1) quote （sb）a price f

12、or sth 向(某人)報(bào)某物價(jià) Please quote us the price for GPS goods. 請(qǐng)向我方報(bào)GPS產(chǎn)品價(jià)。 Please quote (us) the price CIF Copenhagen for your mens shirts. 請(qǐng)（向我方）報(bào)男式襯衫的CIF哥本哈根價(jià)。,（2）quote （sb）for sth 向(某人)報(bào)某物價(jià) Please quote (us) for GPS goods. 請(qǐng)（向我方）報(bào)GPS產(chǎn)品價(jià)。 quotation (n.)C （amount stated as a current price of an article

13、） 報(bào)價(jià)，報(bào)價(jià)單 (1) make/ send/ give sb. a quotation for sth. 向某人報(bào)某物價(jià) We shall be obliged if you will make us a quotation CIF London for 300 sets of Haier Brand Washing Machines.,如蒙報(bào)來300臺(tái)海爾牌洗衣機(jī)CIF倫敦價(jià)，不 勝感激。 (2）買方提到賣方已報(bào)的價(jià)格時(shí)，quotation 后 跟of Your quotation of TV sets is too high to be acceptable. 你方電視機(jī)報(bào)價(jià)太高，無法

14、接受。 (3) quotation sheet/form/list/letter (for sth.) （對(duì)某物的）報(bào)價(jià)單 Quotation (Sheet )No.202 202號(hào)報(bào)價(jià)單,6. inclusive of (including) 包括的，包含的 Our quotation is inclusive of your com- mission of 3%. 我方報(bào)價(jià)包括有你方3%傭金在內(nèi)。 include（vt.）( as part of the whole) 包括，包含，算入 inclusion (n.) (being included) 包括，包含物 including (pr

15、ep.) 包括,7. commission (n.) ( payment to sb. for selling goods representing sb. else)傭金 1) a of% / a% 百分之的傭金 2) items of 筆傭金 3)all s 一切傭金/各項(xiàng)傭金 We are willing to allow you a commission of 3%. 我們?cè)敢饨o以你方3%傭金。 All commissions due to you will be paid next week. 欠你方的一切傭金下周即付。 This amount includes 2 items of

16、 commission. 這些金額包括兩筆傭金在內(nèi)。,8.demand (n.)C (desire for goods) 需求，需要 （1）sth. be in demand 對(duì)某物的需求 great heavy sth. be in strong demand growing small 對(duì)某物的需求很大/ 在增長(zhǎng)/ 不大。 Our electric goods are in great demand. 對(duì)我們電器產(chǎn)品的需求量很大。,There is (a) demand for sth. 對(duì)某物的需求 There is a growing demand for our cotton soc

17、ks. 對(duì)我方棉織襪子需求量在增長(zhǎng)。 There is little demand for your raincoats. 對(duì)你方雨衣的需求很少。 great heavy There is a strong demand for sth. growing small,對(duì)某物的需求很大/ 穩(wěn)定/ 在增長(zhǎng)/ 不大。 There is little/ no/ demand for sth. 對(duì)某物的需求很小/ 對(duì)某物無需求。 meet ones demands/ needs/ requirements (for sth.) 滿足某人（對(duì)某物）需求 It is difficult to meet yo

18、ur demands for our laptops at present. 目前很難滿足你方對(duì)我方筆記本電腦的需求。 meet the demands at home and abroad 滿足國(guó)內(nèi)外需求,demand(vt./vi.)(require strongly) 需求 (1) demand+n 要求. The sellers demanded payment by sight L/C. 賣主要求用即期信用證付款。 (2) demand of sb. to do sth. 要求某人做某事 The sellers demanded of us to pay by sight L/C.

19、賣主要求我們用即期信用證付款。 (3) demand that 要求. The seller demanded that we should pay by sight L/C. 賣主要求我們用即期信用證付款。,9. order (n.)C(request to supply goods) 訂購(gòu)，訂單 (the goods to be supplied) 訂貨 new / fresh 新訂單，新訂貨 repeat 續(xù)訂訂單 duplicate 重復(fù)訂單 trial 試購(gòu)訂單 initial 首批訂單 outstanding / pending 未完成的訂單 large/substantial/

20、considerable 大量訂單/ 大宗訂貨,to accept/ confirm/ take on/ close/ entertain an 接受訂單 to execute/ carry out/ fulfill/ fill an 執(zhí)行訂單 to hold up/ suspend an 暫停執(zhí)行訂單 to cancel/ withdraw/ revoke/ rescind an 取消訂單 to decline an 謝絕訂單 to refuse/ turn down an 拒絕訂單 to repeat an 續(xù)訂訂單 cf. a repeat order 續(xù)訂（的）訂單,We are lo

21、oking forward to your repeat order. 盼望你們能續(xù)訂。 place an order with sb. for sth. 向某人訂購(gòu)某物 If your quotation is reasonable, we shall place a substantial order with you. 若你方報(bào)價(jià)合理，我們將向你們大量訂購(gòu)。 order (vt.) (request sb to supply goods) 訂購(gòu) order sth. from sb. 向某人訂購(gòu)某物 = place an order with sb. for sth. We would

22、like to order 3000 sets of laptops from you.,我們想向你們訂購(gòu)3000臺(tái)筆記本電腦。 We intend to order from you 300 dozen leather gloves at the same price as last. 我們打算按上次價(jià)格向貴方訂購(gòu)300打皮手套。 10. excellent in quality and reasonable in price 品質(zhì)優(yōu)良，價(jià)格合理 11.credit and financial standing (reputatation of a companys trustworthin

23、ess in paying debts and its financial status) 公司的信貸債務(wù)信譽(yù)和財(cái)務(wù)狀況,12.refer （-rr） 1）vt. refer sb. to sth. ( cause sb to turn to for information)使某人參閱，咨詢 We refer you to our letter of April 15. 請(qǐng)參閱我方4月15日去函。 refer sb. A to sb B (for sth)（cause sb A to get in touch with sb B）(for sth.) 使某人A（為某事）與某人B聯(lián)系 We ha

24、ve referred them to you for the type they require.,關(guān)于他們所需型號(hào)，我們已請(qǐng)他們與你聯(lián)系。 refer sth. to sb.（commit to some authority for decision） 提交某事給某人（解決，處理等） We shall refer the matter to our manager. 我們要將此事提交經(jīng)理解決。 2）vi. (to) refer to sth. （speak of ）談及，提及 We refer to your letter of May 20. 茲談及你方5月20日來信。,refer to

25、 sb. /sth. (turn to for information) 參考，參閱，咨詢 As to todays exchange rate, you may refer to the Bank of China. 至于今天的匯率，你可向中國(guó)銀行咨詢。 referring to (prep.) （concerning）關(guān)于（舊式 書信常用于開頭） reference(n.)U (referring)參考；涉及 with reference to (prep.) /in reference to (prep.) （concerning）關(guān)于 for your reference 供你方參考,

26、Reference is made to your letter of July 23.=We refer to your letter of July 23. 茲談及你方7月23日來函。 reference (n)C ( a person who is asked to provide the information about the character or ability of the third person) 資信證明人 Their reference is the Bank of China. 他們的資信證明人是中國(guó)銀行。,Lesson ThreeRequest for Samp

27、le Charges,Words and Expressions,1.be in the market for （want to buy） 要購(gòu)買. They are in the market for Chinese Wulong Tea. 他們正想購(gòu)買中國(guó)烏龍茶。 2. charge(n.)C（a price asked for goods or services） （商品或服務(wù)所需的）費(fèi)用 packing charges 包裝費(fèi)用(常用復(fù)數(shù)表示某 種費(fèi)用) free of charge 免費(fèi),Samples will be sent free of change. 樣品將免費(fèi)寄送。 ch

28、arge(vt.)(ask in payment for goods supplied or services rendered) 收取費(fèi)用 charge sb. for sth. 向某人收取費(fèi)用 We will not charge you for the sample. 我們寄送樣品不收費(fèi)。 charge(vi.)(to record the cost of sth. as amount that sb. has to pay)記入賬上,charge to ones account = charge ones account with將.記入某人賬上 We shall charge the

29、 samples to your account. = We shall charge your account with the samples. 樣品費(fèi)將記入你方賬戶。 We shall charge USD 100 to your account. 100美元的費(fèi)用記在你方賬上。,3. dispatch(BrE despatch)(vt.)(send sb./sth. somewhere) 發(fā)送；派遣 We shall dispatch all the goods you ordered next week. 下周我們會(huì)發(fā)送你們所訂購(gòu)的所有貨物。 【Synonym】send, forwa

30、rd dispatch (n.)U(the act of sending sb./sth. somewhere) 發(fā)送；派遣 Goods are ready for immediate dispatch. 貨已備妥，即刻發(fā)運(yùn)。,with dispatch （quickly and efficiently） 迅速而有效 We shall be glad if you will send our order with all possible dispatch. 請(qǐng)盡快裝運(yùn)貨物為感。 4.transfer(-rr)(vt.)( cause to move from one place to ano

31、ther) 使.轉(zhuǎn)移，遷往 ( cause to change ownership of property, etc. to) 轉(zhuǎn)讓財(cái)產(chǎn)，轉(zhuǎn)賬（匯兌款項(xiàng)） They have decided to transfer the warehouse to the western suburbs.,他們決定把倉庫遷往西郊。 Please transfer our commission of RMB 5000 to our account with the ICBC Bank. 請(qǐng)將我方傭金人民幣5000元轉(zhuǎn)到我們工 商銀行的賬戶上。 transfer (n.)U( the act of transfe

32、rring sth. from one to another)轉(zhuǎn)讓;匯兌 technology transfer 技術(shù)轉(zhuǎn)讓,T/T,T.T. telegraphic transfer 電匯 M/T mail transfer 信匯 cf. D/D demand draft 票匯 Please remit our commission by mail transfer. 請(qǐng)用信匯寄來我們的傭金。,5.refund(vt.) (pay back money to sb) 退款，還款 refund(money) 退還（錢） Your satisfaction is guaranteed，or we

33、shall refund your money. 我們保證讓你滿意，否則我們退款。 We shall refund you if the purchase has any quality defect. 如果所購(gòu)物品存在質(zhì)量問題，我們將退款給你。 We are sending you a check to refund the amount overcharged. refund sb(money) =refund(money) to sb.將錢退還某人 【Synonym】 repay reimburse refund (n.)C (repayment) 退款，還款 refund on退還買的

34、錢 They demand a refund on the unsatisfactory goods. 他們對(duì)不滿意的貨品要求退款。,現(xiàn)寄上支票一紙以退還超收的金額。 refund sb(money) refund(money) to sb. 將錢退還某人 We shall refund you money if you are not satisfied. 你方若不滿意，我們願(yuàn)退款。 【Synonym】 repay reimburse refund (n.)C (repayment) 退款，還款 refund on退還買的錢 They demand a refund on the unsat

35、isfactory goods. 他們對(duì)不滿意的貨品要求退款。,6.account(n.)C(a formal contractual relationship established for regular banking or brokerage etc.)賬戶 open an account with（a bank） 在（某銀行）開立賬戶 have an account with (a bank) 與（某銀行）有賬戶往來 account(n.)C(detailed records of all the money that a person or business receives an

36、d spends)賬目 account book 賬本,on account 以賒賬方式，以分期付款方式 They intend to buy 4800 washing machines on account. 他們想用分期付款方式購(gòu)買4800臺(tái)洗衣機(jī)。 cf. on account of (because of )由于,因?yàn)?We have to cancel the order on account of their failure to ship the goods within the contracted time. 由于他們沒在合同規(guī)定的期限內(nèi)裝船，我們不 得不取消定單。 acco

37、untant(n.)C會(huì)計(jì)員,7. inconvenience (n.)U(discomfort or trouble) 不方便，煩擾 【Antonym】 convenience (n.u. ) 方便 cause sb inconvenience 給某人帶來不便 = put sb. to inconvenience 【Similar Expression】put sb in a difficult (an awkward ) position We express our regret for the inconvenience our delay has caused you. 我們對(duì)此次延

38、誤給你方帶來不便深表抱歉。,inconvenience (vt.) (put sb. to inconvenience) 給某人帶來不便 They promised to ship the goods as soon as possible so as not to inconvenience us any further. 他們承諾盡快發(fā)運(yùn)貨物以免給我們帶來更多不 便。 inconvenient （adj.）(causing discomfort, trouble or annoyance) 使人不便的，引起困擾的 We regret to say that the payment mode

39、 you ask for is inconvenient to us.,很遺憾，你們所要的付款方式對(duì)我們來 說并不方便。 【Antonym】 convenient (adj.)方便的 8.anticipate(vt.) ( expect)盼望；期望；預(yù)期 anticipate+n. They anticipate an order from you for our mechanical toys. 我們期待貴方寄來訂購(gòu)我方機(jī)械玩具的訂 單。,anticipate+ doing We anticipate receiving your repeat order. 我們期待你方的續(xù)訂訂單。 ant

40、icipate+ that. We anticipate we shall make shipment next week. 我們預(yù)計(jì)下周裝船。 【Synonym】 expect 【Similar Expression】look forward to,Lesson Four (A) A Non-firm Offer (B) A Firm Offer,Words and Expressions,1.request (n.) (for )（expressing desire for sth.） 要求,請(qǐng)求 We are prepared to meet your request. 我們準(zhǔn)備滿足你方

41、要求。 As to your request for our price list,we shall send you the same under separate cover. 關(guān)于你方要求寄送價(jià)格單，我們將另郵寄出。 We have duly noted your request that we( should) ship the goods in early May. 我們已得知你方要求我們?cè)?月初裝運(yùn)這些 貨物。,as per ones request 按某人要求 As per your request , we attach our quotation sheet for Soni

42、ctech Laptop Computer 4820TD AND 4820G CIF Karachi. 按照要求，附上音速科技筆記本電腦CIF卡拉奇的報(bào)價(jià)單。 at ones request 應(yīng)某人要求/按某人要求 At your request , we are making a quotation for our porcelain CIF Hamburg.,應(yīng)你方要求,我方報(bào)瓷器CIF漢堡價(jià)格。 request (vt.) (ask for sth. politely or formally) 要求,請(qǐng)求 (1) request+n. 要求/請(qǐng)求. We request your imm

43、ediate attention to the matter. 我們要求你方即刻辦理此事。 (2) request sb. to do sth. 要求/請(qǐng)求某人做某事 We request you to make prompt shipment of our order. 我們要求你方迅速裝運(yùn)我們的定貨。,(3) request that. 要求/請(qǐng)求. (從句用 should 或虛擬語氣現(xiàn)在時(shí)) We request that you ( should) make prompt shipment of our order. 我們要求你方迅速裝運(yùn)我們的定貨。 as requested（as i

44、t is requested） 按某人要求 = as per ones request =complying with ones request,= to comply with ones request = in compliance with ones request As requested, we enclose our latest catalogue. 按照要求，附上我方最新目錄。 2. allow (vt.) ( permit) 允許； (agree to give) 給予 Transhipment is allowed in the L/C. 信用證規(guī)定允許轉(zhuǎn)運(yùn)。,Please

45、 note that we do not allow any commission on our GPS goods . 謹(jǐn)告之，我們對(duì)（出口）GPS 產(chǎn)品一般 不給傭金。 3.discount( n.) (a reduction made in the price when buying goods) 折扣 at a discount 打折扣 at a discount of 打折扣,We are prepared to supply you “Red Beans” Mens Shirts at a discount of 5% off our recent prices. 我們?cè)腹┙o你方紅

46、豆牌男式襯衫，按現(xiàn)價(jià)打 5%折扣。 【Synonym】 allowance 4. grant (vt.) (consent to give) 答應(yīng),準(zhǔn)予； (allow what is asked for) 給予 It is difficult to grant your request. 要答應(yīng)你方要求很困難。,The import licence was granted two days ago. 進(jìn)口許可證兩天前才批準(zhǔn)。 They grant us a 5% discount on this consignment. 對(duì)這一批貨物，他們給予我們5%折扣。 grant discount a

47、llow sb on sth give commission 對(duì)某物給某人折扣/傭金,grant ones request答應(yīng)某人要求 cf. meet ones request滿足某人要求 5.subject to (conditional/conditionally upon) 以為有效，以為準(zhǔn) We make you the following offer, subject to the goods being unsold. 我們做出如下報(bào)盤，以貨物未售出為有效。 Our offer is subject to change without notice. 我方報(bào)價(jià)可以變更，不事先通知

48、。,6. as to (prep.) (relating to) 至于，關(guān)于 As to their credit standing, you may refer to the bank. 至于他們的資信，你們可向這家銀行咨 詢。 We have no doubt as to their credit standing. 至于他們的資信，我們已沒有什么懷疑。,【Synonym】 as regards regarding with/in regard to referring to 關(guān)于 with/in reference to concerning relating to,7. price (

49、n.)C （amount of money for things to be sold or bought）價(jià)格 We always sell goods at fair prices. 我們總是按公平價(jià)格出售貨物。 fair price 公平價(jià)格 popular price 低廉價(jià)格 reasonable price 合理價(jià)格 competitive price 有競(jìng)爭(zhēng)力的價(jià)格 low price低價(jià) high price 高價(jià),price (vt.) (determine the price of sth.) 定價(jià) All our silk blouses are exquisitely

50、made and properly priced. 我方所有絲綢女襯衫都是制作精美、定價(jià)適宜 的。 The computer is priced at USD300. 這臺(tái)電腦標(biāo)價(jià)300美元。 8. offer (n.)C （a proposal or a promise to present sth. for acceptance or consideration) 報(bào)盤，報(bào)價(jià),firm offer 實(shí)盤 non-firm offer 虛盤 offer without engagement 無約束力的報(bào)盤 （即虛盤） make/send/give (sb) an for sth (向某人)報(bào)

51、盤某物 Please make us an offer for 100 tons soybeans. 請(qǐng)向我方報(bào)盤100噸大豆。. make/send/give (sb) a firm offer for sth (向某人)報(bào)某物實(shí)盤 Please make us a firm offer for 50 M/T walnutmeat .,請(qǐng)向我方報(bào)50公噸核桃仁實(shí)盤。 Your offer of 1000 dozen of cotton towels is not acceptable. 你方1000打棉質(zhì)毛巾的報(bào)盤不能被接受。 Note:買方提到賣方已對(duì)某商品的報(bào)盤時(shí),在 offer后可用o

52、f ,quotation也是如此。 offer(v.t./v.i.) (express readiness to sell on terms) 報(bào)盤 offer( sb) sth (向某人)報(bào)盤 We offer you 150 metric tons of sugar.,我們向你方報(bào)盤150公噸砂糖 。 offer( sb) firm sth (向某人)報(bào)某物實(shí)盤 We offer you firm 50 metric tons of sugar. 我們向你方報(bào)150公噸砂糖實(shí)盤。 9. exquisitely (adv.)(in a delicate manner ) 精致地 10.enj

53、oy popularity (sell well) 暢銷 【Similar Expression enjoy fast sales,11.specification (n.)C ( often pl.) (precise instructions about size,weight, colour etc.) 規(guī)格 12. invoice value 發(fā)票價(jià)值,Lesson Five A Counter-offer,Words and Expressions,1.counter-offer(n.)C (an alternative to another persons offer)還盤 (v.

54、) (make some changes to an offer ) 還盤 2.supplier(n.)C (person or firm supplying goods)供貨商 3.obtainable(adj.)(that can be obtained)可得到的 Bookings are obtainable from the local shipping company. 從當(dāng)?shù)氐妮喆究梢杂喌脚撐弧?Synonymavailable,4.regret(vt.)(- tt)(be sorry for)抱歉；遺憾 regret +n. We very much regret our i

55、nability to accept your payment terms. 十分抱歉，我們不能接受你們的支付條 款。 regret +doing We very much regret being unable to accept your payment terms.,十分抱歉，我們不能接受你們的支付條 款。 regret +that. We regret very much that we are unable to accept your payment terms. 十分抱歉，我們不能接受你們的支付條 款。 regret(n.)U with regret (regretfully)遺

56、憾地,We note with regret that you cannot accept our order. 我們遺憾地注意到你方不能接受我們的定 單。 to ones regret (feeling sorry)令人遺憾地 Much to our regret ,we have to decline your counter-offer. 很遺憾，我們不得不謝絕你方的還盤。 regretful (adj.)(feeling sad, sorry) （指人)感到遺憾的；感到抱歉的,We are regretful that your goods cannot come up to our

57、expectations. 我們感到遺憾的是， 你們貨物不能符合 我們的期望。 cf. regrettable (adj.)(to be regretted) (指事)令人遺憾的 It is regrettable that our manufacturers were unable to deliver the goods in time. 廠方未能及時(shí)交貨，令人遺憾。,regretfully (adv.) 感到遺憾地 We regretfully inform you that your quotation is out of line with the market price. 很遺憾地告知，你方報(bào)價(jià)與市價(jià)不一 致。 5.reduce(vt.)(make less/smaller in size, number,degree,price etc.