谈判旧.docx
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谈判旧.docx
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谈判旧
商务英语谈判复习资料
I.Terms
1.工作观念workethic
2.双赢局面win-winsituation
3.个体取向individualoriented
4.决策过程decision-makingprocess
5.金融环境financialenvironments
6.公务为先get-down-to-business-first
7.讨价还价阶段thebargainingphase
8.自上而下的管理方式thetop-downmanagement
9.乘客行李申报单BaggageDeclarationforPassengers
10.内坏线innerringroad
11.交通枢纽junctionofcommunication
12.交通大动脉mainartery
13.度假饭店resorthotel
14.通票throughticket
15.四季分明withclear-cutseasonalchanges
16.席间礼仪tablemanners
17.失礼makeblunders
18.宴会厅banquethall
19.洗衣服务laundryservice
20.多功能厅multifunctionhall
21.总台receptiondesk
22.房费roomcharge
23.标准间standardroom
24.商业交流commercialexchange
25.平衡国际付款balancinginternationalpayments
26.调节进口regulateimports
27.统一关税政策unifythepoliciesontariffs
28.公开招标openbidding
29.宏观管理macro-control
30.公平竞争competitiononanequalfooting
31.立法legislation
32.平均价格averageprice
33.收盘价格closingprice
34.交货价格deliveredprice
35.总价格grossprice
36.开盘价openingprice
37.现行价格prevailprice
38.现货价格spotprice
39.单价unitprice
40.还价,还盘counter-offer
41.商业活动commercialoperation
42.政府机构governmentagency
43.控股公司holdingcompany
44.有限责任limitedliability
45.少数权益公司minorityinterest
46.国有公司nationalizedcompany
47.境外公司offshorecompany
48.非公开上市公司privatecompany
49.往来银行acorrespondentbank
50.预先付款advancepayment
51.银行信用banker’scredit
52.托收collection
53.商业信誉commercialintegrity
54.汇付remittance
55.循环信用证revolvingL/C
56.议付行thenegotiating
57.毛重grossweight
58.发票重量invoiceweight
59.卸货重量landedweight
60.到岸重量loadingweigh
II.Fillintheblankswithsuitablewordsorexpressions.
1.Since1978,Chinaits“OpenDoorpolicy”.ThekeyelementofthispolicyistoopenChinatoinflowsofforeigntechnologyandforeigninvestment.
hasbeencarryingout
2.Therefore,wefirstfour“SpecialEconomicZones”inthesouthernpartofChinaattheendof1970’s,wherespecialincentivescontinuetobeusedtoforeigncapitalandtechnology
established.
3.Traditionally,Chinausedforeigntradetocapitalgoodsforitsindustrialization,toovercomesomeseriousshort-comings.
obtain
4.Inthelastfewyears,wehaveshownevengreaterinterestin__________substantialquantitiesofforeignequipment,technologyandmanagementskills.
Acquiring
5.Inthepast,foreigntradeonlybythestate.NowquitemanyindustrialministriesandprovincialandlocalenterprisesareplayingamoreactiveroleinChina’sforeigntrade.
wasmonopolized
6.Manyoftheseorganizationshaveestablishedimportandexportcorporationsoftheirown,withtheauthoritytotechnicalandcommercialnegotiationswithforeignfirms.
conduct
7.Chinaasolidfoundationinitsforeigntrade.Ithasalreadybecomeoneorthebiggestexportersintheworld.
hasbuilt
8.Assoonasournewproductsareintroducedintoyourmarket,Ithinkit’squiteeasyto.
starttheballrolling
9.Tobefrankwithyou,ifitwerenotforthelongstandingrelationshipbetweenus,wecouldhardlybewillingtoforthisprice.
makeyouafirmoffer
10.Ifyoucan’tmakeanyconcession,Ihavenootherchoicebutcallthe_______off.
deal
11.Pricecan’tbetakenseparatelyfromquality.Aofthequalityofourproductswiththatofrivalgoodswillshowyouthatoursisfarmoresuperior.
comparison
12.Mostofyourgoodsarestillnewtoourmarket.Alotofmoneyhastobespentonadvertisinginorderto.
pushthesales
13.Advertisingisnecessaryasameansoftellingthecustomersaboutthegoodsandservicesthatare.
onoffer
14.Infact,whenIwithMr.Stevenslasttime,Itoldhimrepeatedlythatitwasforthetrialorderonly,justtohelpyoutogetastart.
fixedprice
15.Youcertainlythepainstakingeffortswehavemadeinpushingthesaleofyourgoodsinourmarket.
appreciate
16.Iagreethatyoursareofbetterquality.Butyourpriceisstillonthehighsideevenifwetakequalityintoconsideration.Howaboutmeetingeachotherhalf-waywiththe.
pricegap
17.Thegapistoowidetobefilled.Thelargestcutwecanofferis3%.Thisisour
priceanditisinfactmoreadvantageousthanother.
rock-bottom
18.WhentheimporteropensanL/Cwithabank,hehastopaya.
deposit
19.ItistoadvantagetohavethepaymentmadebyD/AorD/P.
buyer’s
20.Allhiscapitalissohecannotoffertoinvestinapayingbusiness.
tiedup
21.isaletterissuedatthebuyer’srequestbyabanktoguaranteethepaymenttosellers.
L/C
22.PaymentagainstbyL/Cpayableshippingdocumentsisourusualpractice.
with
23.Wedon’tliketo_______anythingonothers,ontheotherhand,wedon’twantanyoneimposinganythingonus.
impose
24.Ouradoptionofsuchtermsistheusualinternationalpractice.
inaccordancewith
25.ThetermsandconditionsintheL/Cshouldstrictlythecontractstipulations.
liveupto
26.Ishallmentionthatweacceptsuchtermsonlyonce.Whenthegoodsaredispatched,we’llasightdraftagainstyou.
issue
27.Thedraftwillbesenttogetherwiththeshippingdocumentsthroughourremittingbanktothecollectingbankatyouend.Itisunderstoodthatyouaretoitonpresentation.
honor
28.Theyaregoingtowiththeexporterforshortweight.
lodgeaclaim
29.Mr.Simpsonsaidthatwastosaywhythoserollershadbecomesorusty.
ataloss
30.Theinsurancecompanyrefusedtoourclaimonthegroundofimproperpacking.
entertain
31.Weregretforthelossyouhavesufferedandwillyouby$15,000.
Compensate
32.Youshouldusbyfaxore-mailoftheship’snameandthesailingdate.
advise
33.Youshouldallthechargesuptothetimethegoodsareonthehooks,suchascustomsdutiesandanyservicechargesontheexportedgoods.
bear
34.CouldyouthetimeofdeliverytoJune?
Ourclientsareinurgentneedofthegoods.
advance
35.We’llgetintouchwiththemanufacturestoseeiftheycanearlier.
effectdelivery
III.TranslatethefollowingsentencesintoEnglish.
1、这个时候是一年中最好的季节,大地披上了绿装,气候宜人,鲜花盛开。
许多外国人前来观光度假。
Itisthebestseasonoftheyear.Everythinglooksgreen,climateispleasant,flowersareinbloom.Alotofforeignerscometogosightingandspendtheirholidays.
2、我想这周末一定是个好天气。
到时称可陪你去观光。
Ithinkitmustbefinethisweekend.Icouldshowyouaroundthen.
3、他们大批量地销售这种产品。
Theysellthiskindofproductsinlargequantities.
4、纺织工业是我市的传统工业,其门类齐全,基础雄厚,近年来有新的发展。
Textileindustryisthetraditionalindustryinourcity.Therehavebeenvarietiesoftextileproductsandsolidfoundations.Ithasmadenewdevelopmentinrecentyears.
5、我公司在国内享有很高的名望。
Myfirmhasahighstandinginmycountry.
6、我认为这种产品能在你们国家畅销。
Ithinkthisproductcanfindagoodmarketinyourcountry.
7、你们服装的样式独特、质量好,在我国很受欢迎。
Yourgarmentsareuniqueinstyleandgoodinquality.Theyarewarmlyreceivedinourcountry.
8、我想这些女套装能在我国找到很好的销路。
如果价格公道,我一两天内就订货。
Ithinktheladiessuitscanfindagoodmarketinourcountry.Ifthepriceisreasonable,Iwillplaceanorderinadayortwo.
9、如你所见,这些衬衫美观大方,很耐洗。
在国际市场上很畅销。
Asyousee,theshirtsarerich-lookingandbeautiful.Andtheyalsowashwell.Theysellwellintheworldmarket.
10.这是我方的最新价目表。
是伦敦的CIF到岸价。
此价以我最后确认为准。
Hereisourlatestpricelist.ThepricesareCIFLondon.Theyaresubjecttoourfinalconfirmation.
11、我们总是想方设法地满足客户们的需求。
Wealwaystrytomeetourcustomers’requirements.
12、为了便于我方报价,能不能请你谈谈你方所需的数量?
Pleasetellusthequantityyouwant,sowecanworkouttheoffer.
13、这是我方船上交货价格单。
ThisisourFOBquotationsheet.
14、但所有的价格以我方最后确认为准。
Allthequotationsaresubjecttoourfinalconfirmation.
15、自从去年9月以来,睡衣价格已涨。
与你从别的地方能得到的睡衣价格比,我方价格是合理的。
ThepriceforpajamashasgoneupsinceSeptemberlastyear.Comparedwiththepajamasyougetfromothers.Ourpriceisreasonable.
16、请相信中国睡衣经得起竞争。
别的客户正在向我们购买呢。
PleasetrustthatChinesepajamascanstandcompetition.Othercustomersarebuyingfromus.
17、好吧,我们开门见山,你能谈谈你们的参考价吗?
Well,let’scometothepoint.Couldyoushowusyourreferenceprice?
18、很愿意,单价是上海船上交货价目150美元。
I’mgladeto.It’s150USdollarsperunit,FOBShanghai.
19、您知道我们不可能按以前的价格,按照你提出的特殊包装和运输方式,我们不得不提高价格。
Youknowwecan’tkeeptheoriginalprice.Withthespecialpackinganddeliveryyouaskfor,wehavetoraisetheprice.
20、您能否降价?
您必须知道现在所有的公司都在降价以获得更多的市场份额。
Couldyoulowertheprice?
Youknowthatallcompaniesarecuttingpricestogetalargermarketshare.
21、老实说,贵方如果不降价,我们是不可能做成交易的,因为我们会无钱可赚。
难道我们就找不到一个对双方都有利的价格吗?
Tobehonest,ifyoucan’tlowertheprice,wecan’tmakeadeal,becausewewont’beabletomakeaprofit.Can’twefindapricethatisgoodforbothsides?
22、好吧,考虑到我们双方的长期业务关系,我愿意降5%。
希望此价格能使你方满意。
OK.Forthesakeoflong-termbusinessrelationshipbetweenus,we’dliketoreduceourpriceby5%.Ihopeitwillbesatisfactorytoyou.
23、恐怕您要的太多了。
这样的话,我方就无利可图了。
我们最高让价是5%。
I’mafraidyouareaskingtoomuch.Inthiswaywewillnotbeprofitable.Ourmaximumis5%.
24、我们只接受保兑的、不可撤销的信用证,凭装船单据付款。
Weonlyacceptpaymentbyconfirmed,irrevocableagainstpresentationofshippingdocuments.
25、我们主张公平交易。
如果单据有问题,当然可以拒付。
但是,要把所有的问题一次向银行提出。
Weadvocatefairplay.Paymentmightberefusedifanythinggoeswrongwiththedocuments.Butyoumustgiveallthereasonsforrefusaltothebankonceandforall.
26、对。
我们一向讲信誉,也相信你方不会拒付。
Yes,wealwaysvaluethereputationanddon’tthinkyouwillrefusetopay.
27、我们已经谈妥了价格和数量。
现在来谈付款条件,怎么样?
Wehavesettledthepriceandquantity.Now,Whataboutthetermsofpayment.
28、我们出口总是愿意采用信用证,因为我们获得银行的担保。
WealwayspreferanL/Cforourexports,Sincethenwehavetheguaranteeofthebank.
29、你是否有关于付款条款方面的具体建议呢?
Doyouhaveanyspecificproposalsonpaymentterms?
30、如果你方答应提前一个月装船,我们将开立信用证。
WewillopenanL/Cifyoupr
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