《精编》商务英语谈判口译.ppt

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 Visualinterpreting Thequalityofoursisasgoodasthatofmanyothersuppliers whileourpricesarenothighastheirs Bytheway whichitemsareyouinterestedin Pleaseletusknowyourlowestpossiblepricesfortherelevantgoods Wecanofferyouaquotationbasedupontheinternationalmarket WhencanIhaveyourfirmC 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 Willyoupleaseinformusofthepricesatwhichyoucanofferthegoods Ihopetohaveyourquotationfor 2 发盘 offer 在这个环节中经常用的句子有 Wearepleasedtomakeyouanofferfor Here souroffer Iexpectyoutoacceptourgeneraltermsandconditionsoftrade Wouldyoutelluswhatquantityyourequiresothatwecanworkouttheoffer 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 MayIhaveanideaofyourprices 可以了解一下你们的价格吗 Canyougivemeanindicationofprice 你能给我一个估价吗 Pleaseletusknowyourlowestpossiblepricesfortherelevantgoods 请告知你们有关商品的最低价 Ifyourpricesarefavorable Icanplacetheorderrightaway 如果你们的价格优惠 我们可以马上订货 We dratherhaveyouquoteusFOBprices 我们希望你们报离岸价格 WouldyoutellusyourbestpricesC I F Humburgforthechairs 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 Usuallyanofferwillincludethefollowing Acounter offerismadewhentheprospectivebuyersfindanytermsandconditionsintheofferunacceptable Sometimesbuyersmaytaketheinitiativetomakeabidtosellers Ifthebidisnotacceptabletothesellers acounter bidwillbemadesubsequently Offerandcounter offer ItisalsocallednegotiatingpricesAboutcurrenciesAustralianDollarCanadianDollarHongKongDollarUSDollarEuroDollarSwissFrancGermanMarksJapaneseYenRMB SupplementaryVocabulary AcceptablepriceAttractivepriceWorkablepriceCurrentpriceFavorablepriceFloorprice rockbottomprice MarketpriceRetailpriceWholesaleprice FirmofferOfferwithoutengagementSalesvolume50 off25 discountBuyone 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 Recommend 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 明天听写1 2 3 3 复习今天所学的内容 Agent SoleagentSoleagencyagreementWearepleasedtoofferyouasoleagencyforthesaleofourproductsinyourcountry 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。