商务英语谈判口译讲解.docx
《商务英语谈判口译讲解.docx》由会员分享,可在线阅读,更多相关《商务英语谈判口译讲解.docx(26页珍藏版)》请在冰点文库上搜索。
商务英语谈判口译讲解
商务英语谈判口译
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。
Visualinterpreting
•Thequalityofoursisasgoodasthatofmanyothersuppliers,whileourpricesarenothighastheirs.Bytheway,whichitemsareyouinterestedin?
•Please let us know your lowest possible prices for the relevant goods.
•Wecanofferyouaquotationbasedupontheinternationalmarket.
•When can I have your firm C.I.F. prices, Mr. Li?
•I’dliketohearyourquotationonaC.I.F.LosAngelesbasisvalidfor90days,withaninclusionofa5%agent’scommissioninyourquotation.
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)
贸易谈判口译
•询盘(inquiry)在这个环节中经常用的句子有:
CanImakeaninquiry?
/
Couldyougiveussomeideasaboutyourprices?
/
Willyoupleaseinformusofthepricesatwhichyou
canofferthegoods?
/
Ihopetohaveyourquotationfor…?
2.发盘(offer)在这个环节中经常用的句子有:
Wearepleasedtomakeyouanofferfor…/
Here’souroffer./
Iexpectyoutoacceptourgeneraltermsand
conditionsoftrade./
Wouldyoutelluswhatquantityyourequireso
thatwecanworkouttheoffer?
3.还盘(counteroffer)在这个环节中经常用的句子有:
Yourpricesoundsabittoohigh./
Yourpriceismuchhigherthanweexpected./
Willyoureduceyourpriceby…%?
/
Inordertoconcludethetransaction,Ihopeyouwillseeyourwaytobringdownyourpriceby…%?
/
Ifyoustandfirm,wecanhardlycometoterms.
Inquiry
Anenquiryisarequestforinformation.Whenabusinessmanintendstoimportgoods,hewillmakeaninquirytoanexporteraskingforinformationoranofferforthegoodshewishestobuy.Theinquirymayinclude:
price、specifications、quality、packing、deliverytime、paymenttermsetc.
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ingreatdemand
May I have an idea of your prices?
可以了解一下你们的价格吗?
Can you give me an indication of price?
你能给我一个估价吗?
Please let us know your lowest possible prices for the
relevant goods.
请告知你们有关商品的最低价。
If your prices are favorable, I can place the order right away.
如果你们的价格优惠,我们可以马上订货。
We'd rather have you quote us FOBprices.
我们希望你们报离岸价格。
Would you tell us your best prices C.I.F. Humburg for the
chairs.
请告诉你方椅子到汉堡到岸价的最低价格。
Offerandcounter--offer
Anofferisapromisetosupplygoodsonthetermsandconditionsstated.
Itcanbeafirmofferwhichisapromisetosellgoodsatthestatedprice,usuallywithinastatedperiodoftime.
Italsocanbeanon—firmofferwhichismadewithoutengagementandissubjecttotheseller’sconfirmation.
1.nameofthegoods.
2.qualityandspecifications.
3.quantity.
4.detailsofprices.
5.discount.
6.termsofpayment.
7.timeofshipment.
8.packing
Acounter—offerismadewhentheprospectivebuyersfindanytermsandconditionsintheofferunacceptable.
Sometimesbuyersmaytaketheinitiativetomakeabidtosellers.Ifthebidisnotacceptabletothesellers,acounter—bidwillbemadesubsequently.
Offerandcounter--offer
Itisalsocallednegotiatingprices
Aboutcurrencies
AustralianDollar
CanadianDollar
HongKongDollar
USDollar
EuroDollar
SwissFranc
GermanMarks
JapaneseYen
RMB
SupplementaryVocabulary
Acceptableprice
Attractiveprice
Workableprice
Currentprice
Favorableprice
Floorprice(rockbottomprice)
Marketprice
Retailprice
Wholesaleprice
Firmoffer
Offerwithoutengagement
Salesvolume
50%off
25%discount
Buyone,getone
Wecanofferyouaquotationbasedupontheinternationalmarket.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
•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”。
Groupwork
1.AbusinessmanfromScotlandmakesaninquiryaboutyourgreenbeans,forwhichyouhavethefollowingquotation:
Commodity&specifications:
Greenbeans,gradeA
Price:
USD620permetricCIF
2.ThereisaheateddiscussiononpriceanddiscountbetweenMr.WangandMr.Daniel.Itseemstobedifficultforthemtoclinchadeal.
•Recommend:
•英语点津
•
•
Homework
•1.了解并熟悉付款方式及其表达方法如:
信用证结算、承兑交单、付款交单等.
•2.了解有关佣金的一般表达方式.
•3.了解并熟悉有关包装及装运的一般表达方式。
Agent
Soleagent
Soleagencyagreement
Wearepleasedtoofferyouasoleagencyforthesaleofourproductsinyourcountry.
Iftermsproveworkable,we’dliketoappointyouasouragent.
Wehavenointentionofconsideringexclusivesalesinyourmarketatpresent.
We’dliketorenewoursoleagencyagreementforanothertwoyears.
Wewillincreaseourturnoverifyouappointusasyoursoleagent.
We’dliketosignasoleagencyagreementwithyouonyourelectricfansforaperiodofthreeyear.
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.
Paymentterms
Paymentterms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’ssight
•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’llmeetmehalfway.Whatabout50%byL/CandthebalancebyD/P?
为了做成这批生意,希望双方都各让步一半。
百分之五十以信用证付款,百分之五十按付款交单怎么样?
3.Wehaveinstructedourbanktoopenanirrevocabledocumentaryletterofcreditinyourfavor.Theamountis$1,300. 我们已通知我方银行开立以你方为受益人的、不可撤消的、跟单信用证,其金额为一千三百美金。
4.Weshalldrawonyouat60dayssightthegoodshavebeenshipped.Pleasehonorourdraftwhenitfallsdue.货物装运后,我们将向你方开出见票六十天内付款的汇票,请到期即付。
packing
outerpacking(transportpacking)
innerpacking
wrapper
polythene
carton(cardboardbox)
woodencase
metalstrap
fragile
damp
Cartonsarenotstrongenoughforheavygoods./
We’llusemetalstrapstoreinforcetheoutside./
Cartonsareeasytocutopen,andthisincreasestheriskofpilferage./
Allourcartonsarelinedwithplasticsheets,sotheyarewaterproof.(,whichiswaterproof)/
Waterproof
Damp—proof
Leak—proof
Lining
mark唛头
IndicativeMark指示性标志
WarningMark警告性标志
upward向上,由下往上
ThisSideUp此端向上
HandleWithCare小心轻放
KeepUpright勿倒置
UseNoHooks请勿倒挂
Keepinadryplace在干燥处保管
Keepinacoolplace在冷处保管
Keepawayfromboilers远离锅炉
Keepawayfromheat请勿受热
Keepawayfromcold请勿受冷
KeepDry防湿
Explosive爆炸品
Fragile易碎品
Inflammable易燃品
表达商品包装的方法:
•1.“in…”用某物包装.
Walnutsarepackedindoublegunnybags.
•2.“in…of…each”用某物包装,每件装多少.
Men’sshirtsarepackedinwoodencasesof10dozeneach.
•3.“in…of…each,…to…”用某物包装,每件装多少,若干小容器装于一大容器中.
Pensarepackedinboxesofadozeneach,100boxestoacarton.
Asthisarticleisfragile,pleasecaseitintodurablepacking.这种物品易碎,请以耐用包装来装箱。
Weusuallypackeachpieceofmen’sshirtinabox,halfdozentoaboxand10dozenstoawoodencase.
我们通常把每件男衬衣装入一个盒子里,半打装一箱,十打装一个木箱。
Thewoodencaseshouldbenotonlyseaworthybutalsostrongenoughtoprotectthegoodsfromanydamage.木箱不仅要适合于海运,还要十分坚固足以保护货物不受任何损失。
Pleasebeassuredthatthepackagingisstrongenoughtowithstandroughhandling.请确保此包装牢固,足以承受粗糙地搬运。
Groupwork
•Mr.Smith来到广州与厂商的代理Ben继续商谈订购丝绸事宜.Mr.Smith以公司小,资金周转有困难为由,希望Ben能够接受托收作为付款方式.
homework
•合同的签订
•保险,索赔的表达方法.找出类似的案例.
•投资
insurance
•Cargotransportinsuranceistoprotecttheinterestsofimportersandex