國(guó)際談判口譯

商務(wù)英語談判口譯

商務(wù)談判的外延很廣，包括貿(mào)易談判、招標(biāo)與投標(biāo)談判、引資和投資、工程承包、技術(shù)轉(zhuǎn)讓等方面的談判。中國(guó)加入世界貿(mào)易組織以來，對(duì)外貿(mào)易呈現(xiàn)出一片嶄新的面貌，進(jìn)出口貿(mào)易往來日益增多。貿(mào)易談判作為商務(wù)活動(dòng)中的一個(gè)重要環(huán)節(jié)，對(duì)國(guó)內(nèi)外企業(yè)間的合作、進(jìn)出口貿(mào)易的成敗起著舉足輕重的作用。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.

貿(mào)易談判主要環(huán)節(jié)從貿(mào)易談判實(shí)務(wù)中總結(jié)出的談判基本程序包括：建立業(yè)務(wù)關(guān)系（establishrelations）詢盤(inquiry)發(fā)盤（offer）還盤（counteroffer）付款（payment）傭金（commission）折扣（discount）包裝（packing）貨運(yùn)(shipment)保險(xiǎn)（insurance）合同條款（contractterms）索賠（claim）貿(mào)易談判口譯詢盤(inquiry)在這個(gè)環(huán)節(jié)中經(jīng)常用的句子有：CanImakeaninquiry?/Couldyougiveussomeideasaboutyourprices?/Willyoupleaseinformusofthepricesatwhichyoucanofferthegoods?/Ihopetohaveyourquotationfor…?2.發(fā)盤（offer）在這個(gè)環(huán)節(jié)中經(jīng)常用的句子有:Wearepleasedtomakeyouanofferfor…/Here’souroffer./Iexpectyoutoacceptourgeneraltermsandconditionsoftrade./Wouldyoutelluswhatquantityyourequiresothatwecanworkouttheoffer?3.還盤（counteroffer）在這個(gè)環(huán)節(jié)中經(jīng)常用的句子有:Yourpricesoundsabittoohigh./Yourpriceismuchhigherthanweexpected./Willyoureduceyourpriceby…%?/Inordertoconcludethetransaction,Ihopeyouwillseeyourwaytobringdownyourpriceby…%?/Ifyoustandfirm,wecanhardlycometoterms.Inquiry

Anenquiryisarequestforinformation.Whenabusinessmanintendstoimportgoods,hewillmakeaninquirytoanexporteraskingforinformationoranofferforthegoodshewishestobuy.Theinquirymayinclude:price、specifications、quality、packing、deliverytime、paymentterms

etc.SupplementaryVocabulary暢銷品bestseller/quick—sellingproduct展覽品exhibitsondisplay開辟市場(chǎng)establishamarket有銷路haveagood/readymarket樣式design銷售說明書salesliterature交易會(huì)tradefair商標(biāo)trademark成交concludeadeal/transactionwithsb條款termsandconditions客戶client/customer老主顧regularcustomer發(fā)貨deliver一般(具體)詢盤general(specific)inquiry報(bào)價(jià)單quotationlist(sheet)享有盛譽(yù)enjoygreatreputation(popularity)廠商manufacturer供應(yīng)商supplier需求量很大ingreatdemandMay

I

have

an

idea

of

your

prices?可以了解一下你們的價(jià)格嗎？Can

you

give

me

an

indication

of

price?你能給我一個(gè)估價(jià)嗎？Please

let

us

know

your

lowest

possible

prices

for

the

relevant

goods.請(qǐng)告知你們有關(guān)商品的最低價(jià)。If

your

prices

are

favorable,

I

can

place

the

order

right

away.如果你們的價(jià)格優(yōu)惠，我們可以馬上訂貨。We'd

rather

have

you

quote

us

FOBprices.我們希望你們報(bào)離岸價(jià)格。Would

you

tell

us

your

best

prices

C.I.F.

Humburg

for

thechairs.請(qǐng)告訴你方椅子到漢堡到岸價(jià)的最低價(jià)格。Offerandcounter--offerAnofferisapromisetosupplygoodsonthetermsandconditionsstated.Itcanbeafirmofferwhichisapromisetosellgoodsatthestatedprice,usuallywithinastatedperiodoftime.Italsocanbeanon——firmofferwhichismadewithoutengagementandissubjecttotheseller’ofthegoods.2.qualityandspecifications.3.quantity.4.detailsofprices.5.discount.6.termsofpayment.7.timeofshipment.8.packingUsuallyanofferwillincludethefollowing:Acounter——offerismadewhentheprospectivebuyersfindanytermsandconditionsintheofferunacceptable.Sometimesbuyersmaytaketheinitiativetomakeabidtosellers.Ifthebidisnotacceptabletothesellers,acounter—bidwillbemadesubsequently.Offerandcounter--offerItisalsocallednegotiatingpricesAboutcurrenciesAustralianDollarCanadianDollarHongKongDollarUSDollarEuroDollarSwissFrancGermanMarksJapaneseYenRMBSupplementaryVocabularyAcceptablepriceAttractivepriceWorkablepriceCurrentpriceFavorablepriceFloorprice(rockbottomprice)MarketpriceRetailpriceWholesalepriceFirmofferOfferwithoutengagementSalesvolume50%off25%discountBuyone,getoneWecanofferyouaquotationbasedupontheinternationalmarket.我我們可可以按按國(guó)際際市場(chǎng)場(chǎng)價(jià)格格給您您報(bào)價(jià)價(jià)。Wethinkyourofferistoohigh,whichisdifficultforustoaccept.我我們們認(rèn)為為你方方的報(bào)報(bào)價(jià)太太高了了，我我方難難以接接受。。Ourofferisreasonableandrealistic.Itcomesinlinewiththeprevailingmarket.我方的的報(bào)價(jià)價(jià)是合合理的的、現(xiàn)現(xiàn)實(shí)的的，符符合當(dāng)當(dāng)前市市場(chǎng)的的價(jià)格格水平平。Ifyouinsistonyourpriceandrefusetomakeanyconcession,therewillbenotmuchpointinfurtherdiscussion.如果果你你方方堅(jiān)堅(jiān)持持自自己己的的價(jià)價(jià)格格，，不不作作讓讓步步，，我我們們沒沒有有必必要要再再談?wù)勏孪氯トチ肆?。。Wecan'tacceptyourofferunlessthepriceisreducedby5%.除非非你你們們減減價(jià)價(jià)5%，，否否則則我我們們無無法法接接受受報(bào)報(bào)盤盤。。Ifthepriceishigherthanthat,we'drathercallthewholedealoff.如果果價(jià)價(jià)格格比比這這還還高高，，我我們們寧寧愿愿放放棄棄這這樁樁生生意意。。Let’’smeeteachotherhalfway.那那我我們們各各讓讓一一步步吧吧。。貿(mào)易易術(shù)術(shù)語語FOB為為FreeOnBoard的的縮縮寫寫，，意意思思是是““裝裝運(yùn)運(yùn)港港船船上上交交貨貨””，，即即““離離岸岸價(jià)價(jià)””。。其其后后要要標(biāo)標(biāo)明明指指定定的的裝裝運(yùn)運(yùn)港港。。按按照照??國(guó)國(guó)際際貿(mào)貿(mào)易易術(shù)術(shù)語語解解釋釋同同通通則則??，，采采用用FOB成成交交時(shí)時(shí)，，賣賣方方承承擔(dān)擔(dān)的的基基本本義義務(wù)務(wù)是是在在合合同同規(guī)規(guī)定定的的裝裝運(yùn)運(yùn)港港和和規(guī)規(guī)定定的的期期限限內(nèi)內(nèi)，，將將貨貨物物裝裝上上買買方方指指派派的的船船只只，，并并及及時(shí)時(shí)通通知知買買方方。。貨貨物物在在裝裝船船時(shí)時(shí)越越過過船船舷舷，，風(fēng)風(fēng)險(xiǎn)險(xiǎn)即即由由賣賣方方轉(zhuǎn)轉(zhuǎn)至至買買方方。。2．CIF的的全稱是Cost(成本本費(fèi))加Insurance(保險(xiǎn)險(xiǎn)費(fèi))加Freight(運(yùn)輸費(fèi))，即“到岸岸價(jià)”。Homework1.了解并并熟悉付款方方式及其表達(dá)達(dá)方法如:信用證結(jié)算算、承兌交單單、付款交單單等.2.了解有有關(guān)傭金的一一般表達(dá)方式式.3.了解解并熟悉有關(guān)關(guān)包裝及裝運(yùn)運(yùn)的一般表達(dá)達(dá)方式。明天聽寫.復(fù)習(xí)今天天所學(xué)的內(nèi)容容AgentSoleagentSoleagencyagreementWearepleasedtoofferyouasoleagencyforthesaleofourproductsinyourcountry.Iftermsproveworkable,we’dliketoappointyouasouragent.Wehavenointentionofconsideringexclusivesalesinyourmarketatpresent.We’dliketorenewoursoleagencyagreementforanothertwoyears.Wewillincreaseourturnoverifyouappointusasyoursoleagent.We’dliketosignasoleagencyagreementwithyouonyourelectricfansforaperiodofthreeyear.Commission傭金一般是代代理商因介紹紹交易而獲取取的報(bào)酬.傭金一般是以以百分比的形形式給予.Weshallremityoua5%commissionofinvoicevalueafterpaymentiseffected.Weusuallypayouragentsa5%commissionofthevalueforeachdeal.Wewishtobeyouragentinourdistrictifthecommissionrateisfavorable.PaymenttermsPaymentterms支付條條件,是國(guó)國(guó)際貿(mào)易中中的主要交交易條件之之一.支付條件包包括:使使用的貨幣幣、付款款金額、時(shí)時(shí)間和地地點(diǎn)點(diǎn)、、支付方方式等.按結(jié)匯方方式來分分:記記帳結(jié)算算和現(xiàn)匯匯結(jié)算按支付時(shí)時(shí)間來分分:預(yù)預(yù)付、即即付和延延付按付款依依據(jù)來分分:貨貨到付款款和憑單單付款信用證（LetterofCredit—L/C）國(guó)際貿(mào)易易中常用用的一種種支付和和結(jié)算方方式，即即由銀行行（開證證行）根根據(jù)買方方（申請(qǐng)請(qǐng)人）的的要求和和指示，，向賣方方（受益益人）開開立的一一定金額額，在一一定期限限內(nèi)按規(guī)規(guī)定條件件付款的的憑證。。只要賣賣方(受受益人)提供與與信用證證條款相相符的貨貨運(yùn)單據(jù)據(jù),開證證行必須須履行付付款義務(wù)務(wù).支票票是一種種銀行信信用，由由銀行做做買賣雙雙方的中中間人和和擔(dān)保人人，使賣賣方收匯匯和買方方收貨都都有安全全保證，，有助于于促進(jìn)雙雙方順利利達(dá)成交交易和資資金周轉(zhuǎn)轉(zhuǎn)。在國(guó)國(guó)際貿(mào)易易中被廣廣泛使用用.(bank’scharge&deposit--tieupthemoney)irrevocable:(不可撤消的的)，這個(gè)詞詞在信用證中中極為重要，，“不可撤消消信用證”一一經(jīng)開出，在在其有效期內(nèi)內(nèi)，未經(jīng)受益益人同意，開開證行或買方方不得修改或或撤消。We’lldeliverthegoodswithin30daysafterwereceivetherelevantL/C.付款交單(DocumentsAgainstPayment—D/P)跟單托收的一一種交單方式式。按照這種種方式，代收收行交單以付付款人付款為為前提。如匯匯票遭到拒付付，賣方仍握握有代表貨物物所有權(quán)的提提單，可保留留對(duì)貨物的支支配權(quán)。因風(fēng)風(fēng)險(xiǎn)較小,付付款交單使用用得也較多.承兌交單(DocumentsAgainstAcceptance——D/A)跟單托收的一一種交單方式式。按照這種種方式，匯票票的付款期限限均為遠(yuǎn)期；付款人承兌兌遠(yuǎn)期跟單匯匯票后，代收收行即將所附附全套貨運(yùn)單單據(jù)交給付款款人，等到匯匯票到期付款款人始付票款款。因?qū)u方方來說有較大大風(fēng)險(xiǎn)，因此此這種方式一一般只用于信信用記錄較好好的老客戶。。這種方式其實(shí)實(shí)是出口人對(duì)對(duì)進(jìn)口人的一一種資金融通通(accommodation)。。paymentbyD/A60day’ssightOurtermsofpaymentarebyaconfirmedirrevocableletterofcreditbydraftatsight.我們的支付方方式是以保兌兌不可撤消的的、憑即期匯匯票支付的信信用證。2.Inordertoconcludethebusiness,Ihopeyou’llmeetmehalfway.Whatabout50%byL/CandthebalancebyD/P?為了做成這這批生意，，希望雙方方都各讓步步一半。百百分之五十十以信用證證付款，，百分之五五十按付款款交單怎么么樣？3.Wehaveinstructedourbanktoopenanirrevocabledocumentaryletterofcreditinyourfavor.Theamountis$1,300.我們已通知知我方銀行行開立以你你方為受益益人的、不不可撤消的的、跟單信信用證，，其金額為為一千三百百美金。4.Weshalldrawonyouat60dayssightthegoodshavebeenshipped.Pleasehonorourdraftwhenitfallsdue.貨物裝運(yùn)后后，我們將將向你方開開出見票六六十天內(nèi)付付款的匯票票，請(qǐng)到期期即付。packingouterpacking(transportpacking)innerpackingwrapperpolythenecarton(cardboardbox)woodencasemetalstrapfragiledampCartonsarenotstrongenoughforheavygoods./We’llusemetalstrapstoreinforcetheoutside./Cartonsareeasytocutopen,andthisincreasestheriskofpilferage./Allourcartonsarelinedwithplasticsheets,sotheyarewaterproof.(,whichiswaterproof)/WaterproofDamp——proofLeak——proofLiningmark嘜嘜頭IndicativeMark指指示示性標(biāo)志W(wǎng)arningMark警警告性標(biāo)標(biāo)志upward向上上，由由下往上ThisSideUp此此端向上HandleWithCare小心心輕放KeepUpright勿勿倒置置

UseNoHooks請(qǐng)請(qǐng)勿倒倒掛Keepinadryplace在在干燥燥處保管Keepinacoolplace在在冷處保管管

Keepawayfromboilers遠(yuǎn)遠(yuǎn)離鍋爐Keepawayfromheat請(qǐng)請(qǐng)勿受受熱Keepawayfromcold請(qǐng)請(qǐng)勿勿受冷KeepDry防防濕濕

Explosive爆爆炸品Fragile易易碎碎品Inflammable易易燃燃品表達(dá)商品包包裝的方法法:1.“in…”用用某物包裝裝.Walnutsarepackedindoublegunnybags.2.“in…of…each”用用某物包裝裝,每件裝裝多少.Men’sshirtsarepackedinwoodencasesof10dozeneach.3.“in…of…each,…to…”用某某物包裝,每件裝多多少,若干干小容器裝裝于一大容容器中.Pensarepackedinboxesofadozeneach,100boxestoacarton.Asthisarticleisfragile,pleasecaseitintodurablepacking.這種物品易易碎，請(qǐng)以以耐用包裝裝來裝箱。。Weusuallypackeachpieceofmen’sshirtinabox,halfdozentoaboxand10dozenstoawoodencase.我們通常把把每件男襯襯衣裝入一一個(gè)盒子里里，半打裝裝一箱，十十打裝一個(gè)個(gè)木箱。。Thewoodencaseshouldbenotonlyseaworthybutalsostrongenoughtoprotectthegoodsfromanydamage.木箱不僅要要適合于海海運(yùn)，還要要十分堅(jiān)固固足以保護(hù)護(hù)貨物不受受任何損失失。Pleasebeassuredthatthepackagingisstrongenoughtowithstandroughhandling.請(qǐng)確保此包包裝牢固，，足以承受受粗糙地搬搬運(yùn)。GroupworkMr.Smith來到廣廣州與廠商商的代理Ben繼續(xù)續(xù)商談?dòng)嗁?gòu)購(gòu)絲綢事宜宜.Mr.Smith以以公司小小,資金周周轉(zhuǎn)有困難難為由,希希望Ben能夠接接受托收作作為付款方方式.homework合同的簽訂訂保險(xiǎn),索賠賠的表達(dá)方方法.找出出類似的案案例.投資insuranceCargotransportinsuranceistoprotecttheinterestsofimportersandexportersfrompossiblefinanciallossescausedbyrisksduringthetransitofgoods.InsuredInsurerInsurancepolicyPICC(thePeople’’sInsuranceCompanyofChina)險(xiǎn)別（（InsuranceCoverage））戰(zhàn)爭(zhēng)險(xiǎn)（（WarRisk）水漬險(xiǎn)（（WithParticularAverage——WPA））平安險(xiǎn)（（FreefromParticularAverage-FPA）一般附加險(xiǎn)險(xiǎn)（GeneralAdditionalRisks）特別附加險(xiǎn)險(xiǎn)(SpecialAdditionalRisks)綜合險(xiǎn)(AllRisks)/一一切險(xiǎn)保險(xiǎn)費(fèi)（（Premium））海洋貨物運(yùn)運(yùn)輸保險(xiǎn)(MarineRisks)I’dliketoknowwhatinsuranceyouwillcoverforyourclients?Wewillalsocovertheextraneousrisksifourclientsrequire,buttheextrapremiumisforthebuyer’saccount.PleasecoverWPAandWarrisksforus.WewillhaveyourgoodscoveredagainstWPAat110%oftheinvoicevalue.Wehavecoveredinsuranceon1,000casesofbeerfor110%oftheinvoicevalueagainstallrisks.我們已將一一千箱啤酒酒按發(fā)票金金額的百分分之一百一一十投保一一切險(xiǎn)。W.P.A.plusRiskofBreakagesuityourconsignment.貴方貨物適合合于投保水漬漬險(xiǎn)及破碎險(xiǎn)險(xiǎn)。Accordingtointernationalpractice,wedonotinsureagainstsuchrisksunlessthebuyerscallforthem.按照國(guó)際慣例例，我們不投投保這些險(xiǎn)別別，除非買主主提出要求投投保。Wecanserveyouwithabroadrangeofcoverageagainstallkindsofrisksforseatransport,suchasFreeofParticularAverage(F.P.A.),WithParticularAverage(W.P.A.),AllRisksandExtraneousRisks.我們可以承保保海洋運(yùn)輸?shù)牡乃须U(xiǎn)別，，如：平安險(xiǎn)險(xiǎn)、水漬險(xiǎn)、、一切險(xiǎn)和和附加險(xiǎn)。ClaimandArbitrationFailureforthebuyerandsellertoperformanyofhiscontractualobligationsmaycausebreachofcontract,theinjuredpartycanlodgeaclaim.Usuallythetwopartieswouldliketosolvethedisputethroughmutualconsultationormediation,ifcannot,theyhavetoresorttothearbitrationorganizations.Weshalllodgeaclaimforallthelossesincurredasaconsequenceofyourfailuretoshipourorderintime.由于你方未能能及時(shí)交貨，，我方將向你你方提出由此此而遭受的全全部損失的索索賠。Alloftheproductsshouldbelodgedwithin15daysaftertheirarrival.任何有關(guān)該產(chǎn)產(chǎn)品質(zhì)量問題題的申訴應(yīng)該該在貨物到達(dá)達(dá)后的十五天天內(nèi)提出。Ourinvestigationshowsthatimproperpackingcauseddamage.Thereforewehavetoreferthismattertoyou.我方檢驗(yàn)證明明，貨物受損損是由于包裝裝不當(dāng)而造成成的。因此，，我們不得得不將此事提提交你處解決決。Inviewofthelongbusinessrelationsbetweenus,wewishtomeetyouhalfwaytosettletheclaim.考慮到我們之之間長(zhǎng)期的業(yè)業(yè)務(wù)關(guān)系，我我們?cè)敢飧髯屪屢话虢鉀Q這這項(xiàng)索賠。9、靜夜四四無鄰，，荒居舊舊業(yè)貧。。。12月-2212月-22Friday,December23,202210、雨中黃葉葉樹，燈下下白頭人。。。00:35:4200:35:4200:3512/23/202212:35:42AM11、以以我我獨(dú)獨(dú)沈沈久久，，愧愧君君相相見見頻頻。。。。12月月-2200:35:4200:35Dec-2223-Dec-2212、故故人人江江海海別別，，幾幾度度隔隔山山川川。。。。00:35:4200:35:4200:35Friday,December23,202213、乍見翻翻疑夢(mèng)，，相悲各各問年。。。12月-2212月-2200:35:4200:35:42December23,202214、他鄉(xiāng)生白白發(fā)，舊國(guó)國(guó)見青山。。。23十二二月202212:35:42上上午00:35:4212月-2215、比比不不了了得得就就不不比比，，得得不不到到的的就就不不要要。。。。。。十二二月月2212:35上上午午12月月-2200:35December23,202216、行動(dòng)出出成果，，工作出出財(cái)富。。。2022/12/230:35:4300:35:4323December202217、做前，，能夠環(huán)環(huán)視四周周；做時(shí)時(shí)，你只只能或者者最好沿沿著以腳腳為起點(diǎn)點(diǎn)的射線線向前。。。12:35:43上上午12:35上上午00:35:4312月-229、沒有失失敗，只只有暫時(shí)時(shí)停止成成功！。。12月-2212月-22Friday,December23,202210、很多事情努努力了未必有有結(jié)果，但是是不努力卻什什么改變也沒沒有。。00:35:4300:35:4300: