商務(wù)談判術(shù)語

1、NO TRICKS 每個字母所代表的八個單詞need, options, time, relationships, investment, credibility, knowledge, skills.商務(wù)談判術(shù)語制作精巧 skillful manufacture/工藝精良 sophisticated technology 最新工藝 latest technology加工精細 finely processed 造型新穎 modern design/造型優(yōu)美 beautiful design 設(shè)計合理 professional design/ 設(shè)計精巧 deft design 造型富麗華貴 lu

2、xuriant in design/結(jié)構(gòu)合理 rational construction 款式新穎 attractive design /款式齊全 various styles/式樣優(yōu)雅 elegant shape/ 花色入時 fashionable patterns/任君選擇 for your selection五彩繽紛 colorful/色彩艷麗 beautiful in colors/色澤光潤 color brilliancy/色澤素雅 delicate colors/瑰麗多彩 pretty and colorful 潔白透明 pure white and translucence/潔白

3、純正 pure whiteness 品質(zhì)優(yōu)良 excellent quality(high quality) 質(zhì)量上乘 superior quality/質(zhì)量穩(wěn)定 stable quality/質(zhì)量可靠 reliable quality 品種繁多 wide varieties/規(guī)格齊全 complete in specifications 保質(zhì)保量 quality and quantity assured/性能可靠 dependable performance 操作簡便 easy and simple to handle/使用方便 easy to use 經(jīng)久耐用 durable in use

4、/以質(zhì)優(yōu)而聞名 well-known for its fine quality 數(shù)量之首 The king of quantity/質(zhì)量最佳 The queen of quality 信譽可靠 reliable reputation/聞名世界 world-wide renowm 久負盛名 to have a long standing reputation 譽滿中外 to enjoy high reputation at home and abroad 歷史悠久 to have a long history 暢銷全球 selling well all over the world 深受歡迎 t

5、o win warm praise from customers 協(xié)定 agreement/議定書 protocol 貿(mào)易協(xié)定 trade agreement/ 貿(mào)易與支付協(xié)定 trade and payment agreement 政府間貿(mào)易協(xié)定 inter-governmental trade agreement /民間貿(mào)易協(xié)定 non-governmental trade agreement 雙邊協(xié)定 bilateral agreement/ 多邊協(xié)定 multilateral agreement/支付協(xié)定 payment agreement 口頭協(xié)定 verbal agreement/

6、書面協(xié)定 written agreement/君子協(xié)定 gentlemens agreement 銷售合同 sales contract/格式合同 model contract 意向協(xié)議書 agreement of intent/意向書 letter of intent 空白格式 blank form 授權(quán)書 power of attorney 換文 exchange of letter 備忘錄 memorandum 合同條款 contract terms/免責條款 escape clause 原文 original text/譯文 version/措辭 wording 正本 original

7、/副本 copy/附錄 attachment/附件 appendix會簽 to counter-sign 違反合同 breach of contract/ 修改合同 amendment of contract 撤銷合同 cancellation of contract/合同的續(xù)訂 renewal of contract 合同的解釋 interpretation of contact 合同到期 expiration of contract 起草合同 to draft a contract/ 做出合同 to work out a contract 談妥合同 to fix up a contract

8、/簽訂合同 to sign a contract 締結(jié)合同 to conclude a contract/草簽合同 to initial a contract 廢除合同 to annul a contrac/執(zhí)行合同 to perform a contract 嚴格遵守合同條款 to keep strictly to the terms of the contract 一式二份 in duplicate/一式三份 in triplicate/一式四份 in quadruplicate1、出口方面的詞匯 出口信貸 export credit 出口津貼 export subsidy 商品傾銷 du

9、mping 外匯傾銷 exchange dumping 優(yōu)惠關(guān)稅 special preferences 保稅倉庫 bonded warehouse 貿(mào)易順差 favorable balance of trade 貿(mào)易逆差 unfavorable balance of trade 進口配額制 import quotas 自由貿(mào)易區(qū) free trade zone 對外貿(mào)易值 value of foreign trade 國際貿(mào)易值 value of international trade 普遍優(yōu)惠制 generalized system of preferences-GSP 最惠國待遇 mos

10、t-favored nation treatment-MFNT 2、價格條件 價格術(shù)語trade term (price term) 運費freight 單價 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 印花稅stamp duty 含傭價price including commission 港口稅port dues 回傭return commission . 裝運港port of shipment 折扣discount, allowance 卸貨港port o

11、f discharge 批發(fā)價 wholesale price 目的港port of destination 零售價 retail price 進口許口證import licence 現(xiàn)貨價格spot price 出口許口證export licence 期貨價格forward price 現(xiàn)行價格（時價）current price prevailing price 國際市場價格 world (International)Market price 離岸價（船上交貨價）FOB-free on board 成本加運費價（離岸加運費價） C&.F-cost and freight 到岸價（成本

12、加運費、保險費價）CIF-cost, insurance and freight 3、交貨條件 交貨delivery 輪船steamship(縮寫S.S) 裝運、裝船shipment 租船charter (the chartered ship) 交貨時間 time of delivery 定程租船voyage charter 裝運期限time of shipment 定期租船time charter 托運人（一般指出口商）shipper, consignor 收貨人consignee 班輪regular shipping liner 駁船lighter 艙位shipping space 油輪t

13、anker 報關(guān)clearance of goods 陸運收據(jù)cargo receipt 提貨to take delivery of goods 空運提單airway bill 正本提單original BL 選擇港（任意港）optional port 選港費optional charges 選港費由買方負擔 optional charges to be borne by the Buyers 或 optional charges for Buyers account 一月份裝船 shipment during January 或 January shipment 一月底裝船 shipment

14、 not later than Jan.31st.或shipment on or before Jan.31st. 一/二月份裝船 shipment during Jan./Feb.或 Jan./Feb. shipment 在.(時間)分兩批裝船 shipment during.in two lots 在.(時間)平均分兩批裝船 shipment during.in two equal lots 分三個月裝運 in three monthly shipments 分三個月，每月平均裝運 in three equal monthly shipments 立即裝運 immediate shipme

15、nts 即期裝運 prompt shipments 收到信用證后30天內(nèi)裝運 shipments within 30 days after receipt of L/C 允許分批裝船 partial shipment not allowed partial shipment not permitted partial shipment not unacceptable 4、交易磋商、合同簽訂 訂單 indent 訂貨；訂購 book. booking 電復(fù) cable reply 實盤 firm offer 遞盤 bid. bidding 遞實盤 bid firm 還盤 counter off

16、er 發(fā)盤（發(fā)價） offer 發(fā)實盤 offer firm 詢盤（詢價） inquiry.enquiry5、交易磋商、合同簽訂 訂單 indent 訂貨；訂購 book. booking 電復(fù) cable reply 實盤 firm offer 遞盤 bid. bidding 遞實盤 bid firm 還盤 counter offer 發(fā)盤（發(fā)價） offer 發(fā)實盤 offer firm 詢盤（詢價） inquiry.enquiry 6、交易磋商、合同簽訂 指示性價格 price indication 速復(fù) reply immediately 參考價 reference price 習(xí)慣做

17、法 usual practice 交易磋商 business negotiation 不受約束 without engagement 業(yè)務(wù)洽談 business discussion 限*復(fù) subject to reply * 限* *復(fù)到 subject to reply reaching here * 有效期限 time of validity 有效至*: valid till * 購貨合同 purchase contract 銷售合同 sales contract 購貨確認書 purchase confirmation 銷售確認書 sales confirmation 一般交易條件 g

18、eneral terms and conditions 以未售出為準 subject to prior sale 需經(jīng)賣方確認 subject to sellers confirmation 需經(jīng)我方最后確認 subject to our final confirmation7、貿(mào)易方式INT (拍賣auction) 寄售consignment 招標invitation of tender 投標submission of tender 一般代理人agent 總代理人general agent 代理協(xié)議agency agreement 累計傭金accumulative commission 補償

19、貿(mào)易compensation trade （或抵償貿(mào)易）compensating/compensatory trade （又叫：往返貿(mào)易） counter trade 來料加工processing on giving materials來料裝配assembling on provided parts獨家經(jīng)營/專營權(quán)exclusive right 獨家經(jīng)營/包銷/代理協(xié)議exclusivity agreement 獨家代理 sole agency. sole agent. exclusive agency. exclusive agent 8、品質(zhì)條件品質(zhì) quality 原樣 original

20、 sample 規(guī)格 specifications 復(fù)樣 duplicate sample 說明 description 對等樣品 countersample 標準 standard type 參考樣品 reference sample 商品目錄 catalogue 封樣 sealed sample貨號 article No. 花色（搭配） assortment 樣品 sample 5% 增減 5% plus or minus 代表性樣品 representative sample 大路貨（良好平均品質(zhì)）fair average quality9、商檢仲裁索賠 claim 爭議disputes

21、 罰金條款 penalty 仲裁arbitration 不可抗力 force Majeure 仲裁庭arbitral tribunal 產(chǎn)地證明書certificate of origin 品質(zhì)檢驗證書 inspection certificate of quanlity 重量檢驗證書 inspection certificate of weight (quantity) *商品檢驗局 *commodity inspection bureau (*.C.I.B) 品質(zhì)、重量檢驗證書 inspection certificate 10、數(shù)量條件個數(shù) number 凈重 net weight 容積

22、 capacity 毛作凈 gross for net 體積 volume 皮重 tare 毛重 gross weight 溢短裝條款 more or less clause11、外 匯外匯 foreign exchange 法定貶值 devaluation 外幣 foreign currency 法定升值 revaluation 匯率 rate of exchange 浮動匯率floating rate 國際收支 balance of payments 硬通貨 hard currency 直接標價 direct quotation 軟通貨 soft currency 間接標價 indirec

23、t quotation 金平價 gold standard買入?yún)R率 buying rate 通貨膨脹 inflation 賣出匯率 selling rate 固定匯率 fixed rate 金本位制度 gold standard 黃金輸送點 gold points 鑄幣平價 mint par 紙幣制度 paper money system 國際貨幣基金 international monetary fund 黃金外匯儲備 gold and foreign exchange reserve 匯率波動的官定上下限 official upper and lower limits of fluctua

24、tion談判開始1. Id like to get the ball rolling by talking about prices.2. Id be happy to answer any questions you may have.3. Im a little worried about the prices youre asking.4. You think we should be asking for more?5.Thats not exactly what I had in mind.6. What Id like is a 25% discount.7. That seems

25、 to be a little high.8. Its hard to see how you can place such large orders.9. That will slash your costs.10. I dont know how we can make a profit then.11. How could you turn over so many?12.Wed need a guarantee of future business.13.We want 5000 pieces over a six-month period.14.What if we place or

26、ders for twelve months?15. I think we can discuss this future.出席國際商務(wù)會議常用英語口語1、Getting the Chairpersons Attention 引起會議主席的注意(Mister/Madam) chairman. May I have a word? If I may, I think. Excuse me for interrupting. May I come in here? 2、Giving Opinions 表達意見Im positive that. I (really) feel that. In my

27、 opinion. The way I see things. If you ask me,. I tend to think that. Asking for Opinions 詢問意見 Are you positive that. Do you (really) think that. (name of participant) can we get your input? How do you feel about.? 3、Commenting 做出評論Thats interesting . I never thought about it that way before. G

28、ood point! I get your point. I see what you mean. 4、Agreeing 表示同意 I totally agree with you. Exactly! Thats (exactly) the way I feel. I have to agree with (name of participant). 5、Disagreeing 表示異議Unfortunately, I see it differently. Up to a point I agree with you, but. (Im afraid) I cant ag

29、ree 6、Advising and Suggesting 提出建議Lets. We should. Why dont you. How/What about. I suggest/recommend that. 7、Clarifying 澄清 Let me spell out. Have I made that clear? Do you see what Im getting at? Let me put this another way. Id just like to repeat that. 8、Requesting Information 請求信息Please,

30、 could you. Id like you to. Would you mind. I wonder if you could. 1、Would anyone like something to drink before we begin? 在我們正式開始前，大家喝點什么吧？    2、We are ready.    我們準備好了。    3、I know I can count on you.    我知道我可以相信你。   

31、4、Tust me.    請相信我。    5、We are here to solve problems.    我們是來解決問題的。    6、Well come out from this meeting as winners. 這次會談的結(jié)果將是一個雙贏。    7、Ihope this meeting is productive. 我希望這是一次富有成效的會談。    8、I need more info

32、rmation.    我需要更多的信自。    9、Not in the long run. 從長遠來說并不是這樣。    注：這句話很實用，也可顯示你的“高瞻遠矚”。    10、Let me explain to you why .    讓我給你一個解釋一下原因。很好的轉(zhuǎn)折，又可磨煉自己的耐心。    11、Thats the basic problem.  這是最基本的問題。  

33、;  12、Lets compromise.    讓我們還是各退一步吧。嘴里這么說，心里可千萬別放松。追求利潤最大化是一種專業(yè)精神。    13、It depends on what you want.    那要視貴方的需要而定。（沒那么正規(guī)的場合下說：那要看你到底想要什么。）    14、The longer we wait ,the less likely we will come up with anything.    時間

34、拖得越久，我們成功的機會就越少。    15、Are you negotiable?    你還有商量的余地嗎？    16、Im sure there is some room for negotiation.    我肯定還有商量的余地。    17、We have another plan.    我們還有一個計劃。    18、Lets negotiate the price.&

35、#160;   讓我們來討論一下價格吧。    19、We could add it to the agenda.    我們可以把它也列入議程。    20、Thanks for reminding us.    謝謝你的提醒。    21、Our position on the issue is very simple.    我們的意見很簡單。    22、We

36、 can not be sure what you want unless you tell us.  希望你能告訴我們，要不然我們無法確定你想要的是什么。    23、We have done a lot.    我們已經(jīng)取得了不少的進展。    24、We can work out the details next time.    我們可以下次再來解決細節(jié)問題。    25、I suggest that we take a bre

37、ak.    建議休息一下。    26、Lets dismiss and return in an hour.    咱們休會，一個鐘頭后再回來。    27、We need a break.    我們需要暫停一下。    28、May I suggest that we continue tomorrow.    我建議明天再繼續(xù)，好嗎？    注：少

38、提這種建議，中國人一定要學(xué)會如何在談判桌“熬得住“，很多時候不是“技術(shù)戰(zhàn)”而是“神經(jīng)戰(zhàn)”。    29、We can postpone our meeting until tomorrow.    我們可以把會議延遲到明天。    30、That will eat up a lot of time.    那會耗費很多時間。價格談判商談價格是買賣之間很重要的一環(huán)。商品的價值往往同商品的本質(zhì)關(guān)系密切。當要強調(diào)出口商品的品質(zhì)以使交易達到理想的價格時，我們可以說：This one

39、is very good for 10 US dollars.(這東西絕對值10美元。)或These are slightly higher in price, but their superior quality makes them more valuable than the less expensive ones.(這些貨價稍微高了一點，但其優(yōu)異的品質(zhì)，使它們比那些便宜的貨，更有價值。)在談到商品價格便宜時，買方切忌使用cheap這個詞，因為在西方人看來，它意味著商品是由廉價勞工（cheap labor）制造出來的廉價商品。應(yīng)盡量使用reasonable這個形容詞。如：The pric

40、e is quite reasonable.(這價格相當合理。)討價還價的結(jié)果是雙方做出的讓步。在最后讓步時可說：“The best compromise we can make is ”(我們能做出的最大讓步是)或者”This is the lowest possible price.”(這已是最低價格。)，然后堅定不移，否則，如果讓步太過分，就可能造成賣方的損失1 Lets get down to business, shall we?讓我們開始談生意好嗎？2Id like to tell you what I think about that.我想告訴你我的一些想法。3Are those

41、 prices FOB or CIF?這些價格是船上交貨價還是運費及保險費在內(nèi)價？4Are these prices wholesale or retail?這些價格是批發(fā)價還是零售價？5Thats too high.價錢太高了。6Oh, no, this is the lowest price.噢，不，這是最低價。7Let us have your rock-bottom price.我們給你低價。8Whats the price range?價格范圍是多少？9They start at one hundred and fifty yuan and go up to two hundred

42、yuan.它們以150元起價，至多到200元。10The price is quite reasonable.這價格相當合理。11The price is unreasonable.這價格高得不合理。12Can you make it a little cheaper?=Can you come down a little?=Can you reduce the price?你能不能算便宜一點？13That sounds very impressive.那似乎非常好。14That sounds reasonable.那似乎非常好。15Id like to hear your ideas on我

43、想聽聽你關(guān)于的看法。16Youre offering us this product at 1800 yuan per unit-is that right?你提供我們的這種產(chǎn)品報價是每臺1800元嗎，對嗎？17Wed appreciate it if you could sell it to us for 1350 yuan per unit.如果你能以每臺1350元的價格賣給我們，我們將不勝感激。18Taking the qulity into consideration, I think the price is reasonable.考慮到產(chǎn)品質(zhì)量，我認為價格是合理的。19Theres

44、 one problem to be mentioned.有一個問題要提出來。20The price we quoted is quite good for your country.我們報的價格相當適合貴國。21The price you quoted is a little stiff for exporting.你報的價格對于出口而言，有點偏高。22Your price is 15% higher than that of last year.你們的價格比去年的高15。23I think you misunderstood me on this point.在這一點上我想你是誤會我了。2

45、4Were in complete agreement.我們完全同意。25I cant make a decision at this time.我無法現(xiàn)在做決定。26. Its not possible for us to make any sales at this price.我們無法以這種價格銷售。27380 yuan is about as low as we can go.380元大約是我們能出的最低價格。28Im afraid I cant agree with you there.恐怕我不能同意您出的價格。29Your price is higher than that of

46、other companies.你方的價格比其它公司的價格要高。30 But considering the high quality, our price is very reasonable.不過鑒于產(chǎn)品的優(yōu)良質(zhì)量，我們的價格是非常合理談判時如何表達自己的意見see what you mean. (我明白您的意思。) 如果表示贊成，可以說： That''s a good idea. (是個好主意。) 或者說： I agree with you. (我贊成。) 如果是有條件地接受，可以用on the condition that這個句型，例如： We accept your

47、proposal, on the condition that you order 20,000 units. (如果您訂2萬臺，我們會接受您的建議。 ) 在與外商，尤其是歐美國家的商人談判時，如果有不同意見，最好坦白地提出來而不要拐彎抹角，比如，表示無法贊同對方的意見時，可以說： I don''t think that''s a good idea. (我不認為那是個好主意。) 或者 Frankly, we can''t agree with your proposal. (坦白地講，我無法同意您的提案。) 如果是拒絕，可以說： We'

48、're not prepared to accept your proposal at this time. (我們這一次不準備接受你們的建議。) 有時，還要講明拒絕的理由，如 To be quite honest, we don''t believe this product will sell very well in China. (說老實話，我們不相信這種產(chǎn)品在中國會賣得好。) 談判期間，由於言語溝通問題，出現(xiàn)誤解也是在所難免的：可能是對方誤解了你，也可能是你誤解了對方。在這兩種情況出現(xiàn)後，你可以說： No, I''m afraid you mi

49、sunderstood me. What I was trying to say was.  (不，恐怕你誤解了。我想說的是.) 或者說： Oh, I''m sorry, I misunderstood you. Then I go along with you.  (哦，對不起，我誤解你了。那樣的話，我同意你的觀點。 ) 總之不管你說什么，你最終的目的就是要促成一筆生意。即使不成，也要以善意對待對方，也許你以后還有機會，生意不成人情在，你說對嗎？交際禮儀您看是先談原則問題呢，還是先談具體問題？ I wonder if you would like to s

50、tart with matters of principle or specific issues? 讓我先談一個問題。 If you agree (With your permission), let me start with one issue 在談那個問題之前我想對您剛才講的話談點看法。 Before we turn to that issue, I wish to make a few comments/remarks on your presentation. 您對此事怎么看呢？ I wish to benefit from your views on this matter./

51、What is your view on this matter?/ How do you see this matter? 我提議休會十分鐘。 I propose a ten-minute break. 我想接著剛才的問題講下去。 I will pick up where we left off just now. 對不起，我插一句。 Sorry for the interruption but 當然可以！ by all means. 怎么都行！ Whatever you say. 我沒有異議。 I have no objection. 我方對這個問題有異議。 We take excepti

52、on to this question. 我們高興地看到 We note with pleasure that 這個日期貴方覺得合適嗎？ I wonder if this date would be suitable for you? 不知你們上午談的怎樣？ I wonder how the meeting went this morning? 我方很希望貴方能盡早給予肯定的答復(fù)。 We would greatly appreciate it if you could give us your favorable and prompt commitment as soon as possibl

53、e. 請你們務(wù)必在8月1日前提出意向書。 You are kindly requested to submit the letter of intent on the date no later than 1st August. 糾纏這個問題。 Entangle this issue. 提倡節(jié)約 Advocate/uphold thriftiness 為了國家的繁榮 For the sake of national prosperity 經(jīng)受了時間考驗的友誼給我留下了很深的印象。 The time-tested friendship leaves me a deep impression. 密

54、切注視 Keep close watch on 促進密切合作 Promote intensive cooperation Business NegotiationA: The seller Miss Lin representing Huaxin Trading Co.,Ltd. B: The buyer Mr. Cai representing James Brown&.Sons Co.,Ltd. A: Good morning, Mr. Cai. Glad to meet you. B: Good morning, Miss Lin. Its very nice to see yo

55、u in person. Let me introduce my colleagues to you. This is my manager, Mr. Jia. A: How do you do? Mr.Jia. B: How do you do? Miss Lin. Nice to meet you. B: .And this is Mr. Wang. He is in charge of sales department. This is Miss Huang. She is in charge of business with clents. A: Nice to meet you, M

56、iss Huang, Mr. Wang. B: Nice to meet you, Miss Lin. A: How are things going? B: Everything is nice. A: I hope through your visit we can settle the price for our Chinaware, and conclude the business before long. B: I think so, Miss Lin. We came here to talk to you about our requirements of HX Series

57、Chinaware. Can you show us your price-list and catalogues? A: Weve specially made out a price-list which cover those items most popular on your market. Here you are. B: Oh, its very considerate of you. If youll excuse me, I ll go over your price-list right now. A: Take your time, Mr. Cai. B: Oh, Mr, Wang. After going over your price-list an