1、Unit fourTrade Negotiation,Key Words and Expressions,單價 unit price 碼頭費 wharfage 總值 total value 卸貨費 landing charges 金額 amount 關(guān)稅 customs duty 凈價 net price 裝運港,port of shipment 折扣 discount, allowance 卸貨港 port of discharge 批發(fā)價 wholesale price 參考價格 reference price 零售價 retail price 現(xiàn)貨價格 spot price,交貨 del

2、ivery 輪船 steamship(縮寫S.S) 裝運、裝船 shipment 立即裝運 immediate shipments 即期裝運 prompt shipments 托運人 shipper, consignor 收貨人 consignee 艙位 shipping space,油輪 tanker 陸運收據(jù) cargo receipt 空運提單 airway bill 正本提單 original BL 選擇港（任意港） optional port 選港費 optional charge,contractor 訂約人，承包人 contractual 合同的，契約的 sign a contr

3、act 簽合同 draw up a contract 擬訂合同 originals of the contract 合同正本 copies of the contract 合同副本 a written contract 書面合同,come into effect 生效 contract period 合同期限 cancel the contract 撤消合同 terminate the contract 解除合同 alter the contract 修改合同 expiration of contract 合同期滿 renewal of contract 合同的續(xù)訂,non-payment 拒

4、不付款 in duplicate 一式二份 in triplicate 一式三份 in quadruplicate 一式四份,Related words and phrases,Meet each other half way Special price The prevailing/current price Price fluctuation Effect shipment Direct shipment Partial shipment Transshipment Contract terms Break the contract Place a contract Execute/ im

5、plement/ perform a contract,Phrase Interpreting Practice,進口許口證 import license 出口許口證 export license 岸價（船上交貨價） free on board ( FOB) 成本加運費價（離岸加運費價） cost and freight (CFR) 到岸價（成本加運費、保險費價） cost, insurance and freight (CIF),一月份裝船 shipment during January /January shipment 在.(時間）分兩批裝船 shipment during.in two

6、 lots 在.(時間）平均分兩批裝船 shipment during.in two equal lots 分三個月，每月平均裝運 in three equal monthly shipments 收到信用證后30天內(nèi)裝運 effect shipment within 30 days after receipt of L/c,Phrase Interpreting Practice,purchase contract 購貨合同 sales contract 銷售合同 purchase /sales confirmation 購貨/銷售確認(rèn)書 subject to sellers confirm

7、ation 需經(jīng)賣方確認(rèn) subject to our final confirmation 需經(jīng)我方最后確認(rèn) be stipulated in the contract 在合同中予以規(guī)定,Secure ones agreement 征得的同意 contractual dispute 合同爭端 a long-term/ short-term contract 長期/短期合同 contractual liability/obligation 合同規(guī)定的義務(wù) contractual terms & conditions 合同條款和條件 contractual-joint-venture 合作經(jīng)營，

8、契約式聯(lián)合經(jīng)營,Sentence Interpreting Practice,1. Our price is reasonable by comparison with that in the international market. 2. Im afraid I cant agree with you here 3. Your price is higher than those we got from others. 4. You should take quality into consideration. 5. It would be very difficult for us to

9、 push any sales if we buy it at this price.,Sentence Interpreting Practice,6. Your price is 25% higher than that was last year. 7. You see , its price has gone up a lot since last few months. 8. If your price is favorable, we can book an order right now. 9. We may reconsider our price if your order

10、is big enough. 10. These patterns are relatively popular in the international market.,Sentence Interpreting Practice,1.張先生將代表中國絲綢進出口總公司在合同上簽字。 2.我們真誠希望質(zhì)量、數(shù)量都與合同規(guī)定相吻合。 3.所有條款與我們過去簽的第C70064號合同規(guī)定的各項條款相同。 4.合同規(guī)定如果供貨商延誤交貨期，將被罰款。 5.我們不得不要求你們按合同辦事。 6.我們一向堅持按照合同辦事，注重信用。 7.如果一方不執(zhí)行合同，另一方有權(quán)撤消該合同。 8.如果沒有事先征得我們同

11、意，你們不能取消合同。 9.合同一經(jīng)雙方簽定即生效。 10.合同一旦確定就應(yīng)嚴(yán)格執(zhí)行。,Text A,情景提示 買賣雙方為了一批產(chǎn)品的價碼磋商多回；這一次再晤面，都決定應(yīng)該互讓一步，也好順利結(jié)束長期的談判。 cost price 生產(chǎn)價格、成本價格 Notes： invoice price 發(fā)票價格 hold off for a lower price 等待低價 make a deal 達(dá)成交易,A: Cant we find a price that my company can reach? Negotiations have been going on too long. Interpr

12、eter ：應(yīng)該談出個敝公司能接受的價碼了吧? 這次的談判進行得夠久了！ B: 沒錯。但我們總要定一個對雙方都有利的價錢！ Interpreter B：Right. But we need to find a price that is good for both sides A: To be honest, if you keep holding off for a lower price we wont be able to make a deal, because we wont be able to make a profit. Interpreter A：說真的，您如果還想壓低價錢，

13、我們是很難談出結(jié)果的，因為這樣我們公司會一毛錢也賺不到！ B: 好吧！您說貴公司成本價是每單項100元，還要維持20%的利潤，那就是單價120元。如果我們訂貨量加一倍，您能接受7%的利潤嗎?,Interpreter B：OK. You say your cost price is 100 for each unit, and you want a 20% profit. Thats 120 per unit. Would you accept a 7% profit if we double the order? A: That would mean a price of 107 per un

14、it, which I think is still too low. If you can accept 110 per unit, we have a deal. Interpreter A：那就是每單項降低為107元。這價錢我認(rèn)為還是太低。如果您可以接受110元，那就成交。 B: 指發(fā)票價格嗎?我得和老板商量一下，不過，我想這個條件可以接受。 Interpreter B：An invoice price of 110? Ill have to check it with my boss, but I think we can accept those terms.,Text B,情景提示

15、 金先生是一家外貿(mào)公司的經(jīng)理, 今天在會議室接待來自澳大利亞的客戶Smith 先生,簡單的寒暄之后, 雙方圍繞產(chǎn)品價格交換了彼此的看法, 并最終就價格和交貨日期達(dá)成了一致。整個談判過程顯得輕松愉快！ Notes in charge of get down to 著手從事于 initial order 第一批訂貨 rock bottom price 底價,金： 歡迎到我們公司來。我叫金哲夫，負(fù)責(zé)出口部。這是我的名片。 Interpreter: Welcome to our company. My name is Jeff Kim. Im in charge of the export depar

16、tment. This is my business card. Smith: Ill give you mine too. Interpreter ：這是我的名片。 金： 你的航行順利嗎？ Interpreter : How was your flight? Smith: Not bad, but Im little tired. Interpreter ：還行，不過我有點累。 金： 這是你的日程安排。開完會后，我們?nèi)⒂^工廠，再跟生產(chǎn)部經(jīng)理開個會。晚上你將和我們主任共進晚餐。 Interpreter : Heres your schedule. After this meeting, we

17、 will visit the factory and have another meeting with the production manager. And youll be having dinner with our director.,Smith: Could you arrange a meeting with your boss? Interpreter ：你能安排我跟你們老板開個會嗎？ 金： 當(dāng)然可以，我會安排在明天早上10點鐘。 Interpreter : Of course, Ive arranged it at 10 oclock tomorrow morning. S

18、mith: Well, shall we get down to business? Interpreter ：那我們開始談?wù)掳伞?金： 行，你有沒有收到我們上周寄給你的樣品？ Interpreter : Sure, did you receive the sample we sent last week? Smith: Yes, we finished the evaluation of it. If the price is acceptable we would like to order now. Interpreter ：收到了，我們已進行了評估。如果價格合適，我們現(xiàn)在就想訂貨。

19、金： 聽到這個我真高興。 Interpreter : Im very glad to hear that. Smith: Whats your best price for that item? Interpreter ：這種貨你們最低價是多少？,金： 單價是12.50美元。 Interpreter : The unit price is $ 12.50. Smith: I think the price is a little high, cant you reduce it? Interpreter ：我覺得這個價貴了點，你能不能減一點？ 金：恐怕不行，12.50美元是我們的底價。如果你訂

20、貨超過10,000件，我們可以減到12.00美元。 Interpreter : Im afraid we cant. $12.50 is our rock bottom price. If you purchase more than 10,000 units we can reduce it to $12.00. Smith: Well, Ill accept the price and place an initial order of 10,000 units. Interpreter ：行，我接受這個價格，第一批訂10,000件。 金： 太好了。史密斯先生，跟你做生意真是我的榮幸。 I

21、nterpreter : Very good. Its been a pleasure to do business with you, Mr. Smith. Smith: The pleasure is ours. Can you begin to deliver the goods by March 31? Interpreter ：是我們的榮幸才對。貴方能在3月31號前開始發(fā)貨嗎？ 金： 當(dāng)然行。 Interpreter : Of course,Text C,情景提示 由于某些客觀原因,金先生沒有能夠兌現(xiàn)3月31日前首批發(fā)貨的約定。金先生只好通過E-mail及時向史密斯先生進行解釋說明，

22、下面是史密斯先生的回復(fù) Notes： Double Offset Ring Spanners梅花板手,金先生： 你方4月6日來信收到。關(guān)于第80616號購貨合約項下的1萬套梅花板手（Double Offset Ring Spanners），現(xiàn)我方函告如下： 按合約所訂，上述貨物應(yīng)在3月、5月及7月分三批均裝，但至今第一批還沒裝運，我方用戶等待此貨，他們對你方如此拖延交貨感到十分吃驚。 請盡力在6月底前把第一批貨物及第二批貨物一并運來，否則我方客戶對你遲延裝運將感不滿，可能撤消訂單，而轉(zhuǎn)向他處補進所需之貨。 見信后請告確切裝運日期為好。 史密斯謹(jǐn)上 2006年4月10日,大衛(wèi)先生： 分批裝運的機

23、器，今天已收到。很遺憾，這些機器的規(guī)格與合同中規(guī)定的不符，也跟你方樣品的規(guī)格不一致。 很遺憾，我們必須退回全部貨品，而由貴公司處理。另外請通知我方，是否能再裝運符合你方樣品規(guī)格的機器。如能，運期如何安排？ 在此事尚未解決之前，我方要求貴公司終止所有其它貨物的裝運。 陳成謹(jǐn)上 2005年11月5日,Nov. 5, 2005 Dear David, Your partial shipment of the machine has been received today. Unfortunately we have found that their specification confirms ne

24、ither to the ones stipulated in the contract, nor to those of your samples. We regret that we must return the entire shipment at your disposal. Could you inform us if you can send us another shipment which corresponds to your samples and if so, what the delivery schedule would be. Before resolution

25、of the matter, we ask you to hold all further shipments. Sincerely, Chen,Dan: Id like to get the ball rolling by talking about prices. Interpreter：我想就從價錢方面開始談吧！ Robert: Shoot. Id be happy to answer any questions you may have. Interpreter：洗耳恭聽！我很樂意答復(fù)任何問題。 Dan: Your products are very good. But Im a li

26、ttle worried about the prices youre asking. Interpreter：貴公司的產(chǎn)品很出色；但你們開的價碼，讓我覺得有點困難。 Robert: You think we should be asking for more? Interpreter：你是覺得我們應(yīng)該把價錢開高一點啰？ Dan: Thats not exactly what I had in mind. I know your research costs are high, but what Id like is a 25% discount. Interpreter：我不是這個意思。我知

27、道你們投入很高的開發(fā)費用，但是，我想要七五折。,Robert: That seems to be a little high, Mr. Smith. I dont know how we can make a profit with those numbers. Interpreter：Smith先生，這個折扣似乎多了點。這樣的價格，我們公司怎么能有利潤可賺！ Dan: Well, if we promise future business - volume sales that will reduce your costs for making the products, right? In

28、terpreter：若我們答應(yīng)以后繼續(xù)合作，而且是大筆的生意，就可以使你們大幅降低制造成本，對不？ Robert: Yes, but its hard to see how you can place such large orders. Wed need a guarantee of future business, not just a promise. Interpreter：嗯！不過，我看不出您怎能下這么大筆的訂單?! 我們要的可是保證，而不是隨口答應(yīng)就算數(shù)的哦！ Robert: If you can guarantee that on paper, I think we can di

29、scuss this further. Interpreter：如果你們能以書面保證，我想我們可以再談。,Robert: We could take a cut on the price. But 25% would be too low. We suggest a compromise - 10%. Interpreter：敝公司可以降價。但是七五折太低了。我們建議雙方各讓一步九折。 Dan: Thats a big change from 25! 10 is beyond my negotiating limit. Any other idea? Interpreter：那跟七五折差太多了

30、！九折實在超出我的談判限度。有其它方案嗎？ Robert: I dont think I can change it right now. Why dont we talk again tomorrow? Interpreter：我現(xiàn)在沒辦法決定。這樣吧，我們何不明天再談？ Dan: Sure. I must talk to my office anyway. I hope we can find some common ground on this. Interpreter：行。反正我也得和公司方面討論一下。希望我們能夠達(dá)成共同協(xié)議。,Robert: How about 15% for the first six months, and for the second six months at 12%, with a guarantee of 3000 units? Interpreter：前六個月八五折，后六個月改為八八折，保證訂貨3000件，你意下如何？ Dan: Thats a lot to sell, with ver