外貿(mào)談判口譯資料匯總

1、商務英語談判口譯 商務談判的外延很廣，包括貿(mào)易談判、招標與投標談判、引資和投資、工程承包、技術(shù)轉(zhuǎn)讓等方面的談判。中國加入世界貿(mào)易組織以來，對外貿(mào)易呈現(xiàn)出一片嶄新的面貌，進出口貿(mào)易往來日益增多。貿(mào)易談判作為商務活動中的一個重要環(huán)節(jié)，對國內(nèi)外企業(yè)間的合作、進出口貿(mào)易的成敗起著舉足輕重的作用。首先我們主要學習貿(mào)易談判及其口譯。Visual interpreting The quality of ours is as good as that of many other suppliers, while our prices are not high as theirs. By the way, wh

2、ich items are you interested in?Pleaseletusknowyourlowestpossiblepricesfortherelevantgoods.We can offer you a quotation based upon the international market. WhencanIhaveyourfirmC.I.F.prices,Mr.Li?Id like to hear your quotation on a C.I.F. Los Angeles basis valid for 90 days, with an inclusion of a 5

3、% agents commission in your quotation. 貿(mào)易談判主要環(huán)節(jié)從貿(mào)易談判實務中總結(jié)出的談判基本程序包括：建立業(yè)務關(guān)系（establish relations） 詢盤 (inquiry) 發(fā)盤（offer）還盤（counteroffer）付款（payment） 傭金（commission） 折扣（discount） 包裝（packing） 貨運 (shipment) 保險（insurance） 合同條款（contract terms） 索賠（claim）貿(mào)易談判口譯詢盤(inquiry) 在這個環(huán)節(jié)中經(jīng)常用的句子有：Can I make an inquiry? /

4、Could you give us some ideas about your prices? /Will you please inform us of the prices at which youcan offer the goods? / I hope to have your quotation for ?2. 發(fā)盤（offer） 在這個環(huán)節(jié)中經(jīng)常用的句子有: We are pleased to make you an offer for /Heres our offer. /I expect you to accept our general terms andconditions

5、 of trade. / Would you tell us what quantity you require sothat we can work out the offer?3. 還盤（counteroffer）在這個環(huán)節(jié)中經(jīng)常用的句子有: Your price sounds a bit too high. /Your price is much higher than we expected ./ Will you reduce your price by%? / In order to conclude the transaction, I hope you will see you

6、r way to bring down your price by%? / If you stand firm, we can hardly come to terms.Inquiry An enquiry is a request for information. When a businessman intends to import goods, he will make an inquiry to an exporter asking for information or an offer for the goods he wishes to buy. The inquiry may

7、include: price、 specifications 、 quality 、 packing 、 delivery time 、 payment terms etc.Supplementary Vocabulary暢銷品 best seller/ quickselling product展覽品 exhibits on display開辟市場 establish a market有銷路 have a good/ ready market樣式 design銷售說明書 sales literature交易會 trade fair商標 trade mark成交 conclude a deal/

8、 transaction with sb條款 terms and conditions客戶 client/ customer老主顧 regular customer發(fā)貨 deliver一般(具體)詢盤 general ( specific ) inquiry報價單 quotation list (sheet)享有盛譽 enjoy great reputation (popularity)廠商 manufacturer供應商 supplier需求量很大 in great demandMayIhaveanideaofyourprices?可以了解一下你們的價格嗎？Canyougivemeanind

9、icationofprice?你能給我一個估價嗎？Pleaseletusknowyourlowestpossiblepricesforthe relevantgoods.請告知你們有關(guān)商品的最低價。Ifyourpricesarefavorable,Icanplacetheorderrightaway.如果你們的價格優(yōu)惠，我們可以馬上訂貨。WedratherhaveyouquoteusFOB prices.我們希望你們報離岸價格。WouldyoutellusyourbestpricesC.I.F.Humburgforthe chairs.請告訴你方椅子到漢堡到岸價的最低價格。Offer and

10、counter-offer An offer is a promise to supply goods on the terms and conditions stated. It can be a firm offer which is a promise to sell goods at the stated price, usually within a stated period of time. It also can be a nonfirm offer which is made without engagement and is subject to the sellers c

11、onfirmation.1. name of the goods. 2.quality and specifications. 3. quantity. 4.details of prices. 5. discount. 6. terms of payment. 7. time of shipment. 8. packingUsually an offer will include the following:A counteroffer is made when the prospective buyers find any terms and conditions in the offer

12、 unacceptable.Sometimes buyers may take the initiative to make a bid to sellers. If the bid is not acceptable to the sellers, a counterbid will be made subsequently.Offer and counter-offerIt is also called negotiating prices About currenciesAustralian DollarCanadian DollarHong Kong DollarUS DollarEu

13、ro DollarSwiss FrancGerman MarksJapanese YenRMBSupplementary VocabularyAcceptable priceAttractive priceWorkable priceCurrent priceFavorable priceFloor price (rock bottom price)Market priceRetail priceWholesale price Firm offerOffer without engagementSales volume50% off25% discountBuy one, get oneWe

14、can offer you a quotation based upon the international market. 我們可以按國際市場價格給您報價。 We think your offer is too high, which is difficult for us to accept. 我們認為你方的報價太高了，我方難以接受。Our offer is reasonable and realistic. It comes in line with the prevailing market. 我方的報價是合理的、現(xiàn)實的，符合當前市場的價格水平。If you insist on you

15、r price and refuse to make any concession, there will be not much point in further discussion. 如果你方堅持自己的價格，不作讓步，我們沒有必要再談下去了。 We cant accept your offer unless the price is reduced by 5%. 除非你們減價5%，否則我們無法接受報盤。 If the price is higher than that, wed rather call the whole deal off. 如果價格比這還高，我們寧愿放棄這樁生意。 Le

16、ts meet each other half way.那我們各讓一步吧。貿(mào)易術(shù)語FOB為Free On Board 的縮寫，意思是“裝運港船上交貨”，即“離岸價”。其后要標明指定的裝運港。按照國際貿(mào)易術(shù)語解釋同通則，采用FOB成交時，賣方承擔的基本義務是在合同規(guī)定的裝運港和規(guī)定的期限內(nèi)，將貨物裝上買方指派的船只，并及時通知買方。貨物在裝船時越過船舷，風險即由賣方轉(zhuǎn)至買方。2CIF的全稱是Cost(成本費)加Insurance(保險費)加Freight(運輸費)，即“到岸價”。 Group work1. A businessman from Scotland makes an inquiry

17、about your green beans, for which you have the following quotation: Commodity & specifications: Green beans , grade A Price: USD 620 per metric CIF 2. There is a heated discussion on price and discount between Mr. Wang and Mr. Daniel. It seems to be difficult for them to clinch a deal.Recommend:/ 英語

18、點津/news/subject/v5003008-s5014908.html/Homework1. 了解并熟悉付款方式及其表達方法 如:信用證結(jié)算、承兌交單、付款交單等.2. 了解有關(guān)傭金的一般表達方式.3. 了解并熟悉有關(guān)包裝及裝運的一般表達方式。 明天聽寫.復習今天所學的內(nèi)容Agent Sole agentSole agency agreementWe are pleased to offer you a sole agency for the sale of our products in your country. If terms prove workable, wed

19、 like to appoint you as our agent.We have no intention of considering exclusive sales in your market at present.Wed like to renew our sole agency agreement for another two years.We will increase our turnover if you appoint us as your sole agent.Wed like to sign a sole agency agreement with you on yo

20、ur electric fans for a period of three year.Commission傭金一般是代理商因介紹交易而獲取的報酬.傭金一般是以百分比的形式給予.We shall remit you a 5% commission of invoice value after payment is effected.We usually pay our agents a 5% commission of the value for each deal.We wish to be your agent in our district if the commission rate

21、is favorable.Payment terms Payment terms 支付條件,是國際貿(mào)易中的主要交易條件之一. 支付條件包括: 使用的貨幣、 付款金額、 時間和地 點 、 支付方式等. 按結(jié)匯方式來分: 記帳結(jié)算和現(xiàn)匯結(jié)算按支付時間來分: 預付、即付和延付按付款依據(jù)來分: 貨到付款和憑單付款信用證 （Letter of CreditL/C） 國際貿(mào)易中常用的一種支付和結(jié)算方式，即由銀行（開證行）根據(jù)買方（申請人）的要求和指示，向賣方（受益人）開立的一定金額，在一定期限內(nèi)按規(guī)定條件付款的憑證。只要賣方(受益人)提供與信用證條款相符的貨運單據(jù),開證行必須履行付款義務.支票是一種銀行信

22、用，由銀行做買賣雙方的中間人和擔保人，使賣方收匯和買方收貨都有安全保證，有助于促進雙方順利達成交易和資金周轉(zhuǎn)。在國際貿(mào)易中被廣泛使用. ( banks charge & deposit- tie up the money) irrevocable : (不可撤消的)，這個詞在信用證中極為重要，“不可撤消信用證”一經(jīng)開出，在其有效期內(nèi)，未經(jīng)受益人同意，開證行或買方不得修改或撤消。 Well deliver the goods within 30 days after we receive the relevant L/C.付款交單 (Documents Against PaymentD/P) 跟

23、單托收的一種交單方式。按照這種方式，代收行交單以付款人付款為前提。如匯票遭到拒付，賣方仍握有代表貨物所有權(quán)的提單，可保留對貨物的支配權(quán)。因風險較小,付款交單使用得也較多. 承兌交單 (Documents Against AcceptanceD/A) 跟單托收的一種交單方式。按照這種方式，匯票的付款期限均為遠期；付款人承兌遠期跟單匯票后，代收行即將所附全套貨運單據(jù)交給付款人，等到匯票到期付款人始付票款。因?qū)u方來說有較大風險，因此這種方式一般只用于信用記錄較好的老客戶。這種方式其實是出口人對進口人的一種資金融通(accommodation)。 payment by D/A 60 days sig

24、htOur terms of payment are by a confirmed irrevocable letter of credit by draft at sight. 我們的支付方式是以保兌不可撤消的、憑即期匯票支付的信用證。2. In order to conclude the business, I hope youll meet me half way. What about 50% by L/C and the balance by D/P? 為了做成這批生意，希望雙方都各讓步一半。百分之五十以信用證 付款，百分之五十按付款交單怎么樣？ 3.We have instruct

25、ed our bank to open an irrevocable documentary letter of credit in your favor. The amount is $ 1,300.我們已通知我方銀行開立以你方為受益人的、不可撤消的、跟單信 用證，其金額為一千三百美金。 4. We shall draw on you at 60 days sight the goods have been shipped. Please honor our draft when it falls due. 貨物裝運后，我們將向你方開出見票六十天內(nèi)付款的匯票，請到期即付。 packingou

26、ter packing( transport packing)inner packingwrapperpolythenecarton( cardboard box)wooden casemetal strapfragiledampCartons are not strong enough for heavy goods./Well use metal straps to reinforce the outside./Cartons are easy to cut open, and this increases the risk of pilferage./All our cartons ar

27、e lined with plastic sheets, so they are waterproof.(, which is waterproof)/WaterproofDampproofLeakproofLining mark 嘜頭 Indicative Mark 指示性標志 Warning Mark 警告性標志 upward 向上， 由下往上 This Side Up 此端向上 Handle With Care 小心輕放 Keep Upright 勿倒置 Use No Hooks 請勿倒掛 Keep in a dry place 在干燥處保管 Keep in a cool place 在

28、冷處保管 Keep away from boilers 遠離鍋爐 Keep away from heat 請勿受熱 Keep away from cold 請勿受冷 Keep Dry 防濕 Explosive 爆炸品 Fragile 易碎品 Inflammable 易燃品 表達商品包裝的方法:1. “in”用某物包裝. Walnuts are packed in double gunny bags.2. “in ofeach”用某物包裝,每件裝多少. Mens shirts are packed in wooden cases of 10 dozen each.3. “in of each,

29、to”用某物包裝,每件裝多少,若干小容器裝于一大容器中. Pens are packed in boxes of a dozen each, 100 boxes to a carton. As this article is fragile, please case it into durable packing. 這種物品易碎，請以耐用包裝來裝箱。We usually pack each piece of mens shirt in a box, half dozen to a box and 10 dozens to a wooden case. 我們通常把每件男襯衣裝入一個盒子里，半打裝

30、一箱，十打裝一個 木箱。 The wooden case should be not only seaworthy but also strong enough to protect the goods from any damage. 木箱不僅要適合于海運，還要十分堅固足以保護貨物不受任何損失。 Please be assured that the packaging is strong enough to withstand rough handling. 請確保此包裝牢固，足以承受粗糙地搬運。 Group workMr. Smith 來到廣州與廠商的代理Ben繼續(xù)商談訂購絲綢事宜. Mr

31、. Smith 以公司小,資金周轉(zhuǎn)有困難為由,希望Ben 能夠接受托收作為付款方式.homework合同的簽訂保險,索賠的表達方法.找出類似的案例.投資 insuranceCargo transport insurance is to protect the interests of importers and exporters from possible financial losses caused by risks during the transit of goods.Insured InsurerInsurance policyPICC (the Peoples Insurance

32、 Company of China)險別 （Insurance Coverage）戰(zhàn)爭險 （War Risk）水漬險 （With Particular AverageWPA）平安險 （Free from Particular Average-FPA）一般附加險（General Additional Risks）特別附加險 (Special Additional Risks)綜合險 (All Risks)/ 一切險保險費 （Premium）海洋貨物運輸保險 (Marine Risks)Id like to know what insurance you will cover for your c

33、lients? We will also cover the extraneous risks if our clients require, but the extra premium is for the buyers account.Please cover WPA and War risks for us.We will have your goods covered against WPA at 110% of the invoice value. We have covered insurance on 1,000 cases of beer for 110% of the invoice value against all risks. 我們已將一千箱啤酒按發(fā)票金額的百分之一百一十投保一切險。 W.P.A. plus Risk of Breakage suit your consignment. 貴方貨物適合于投保水漬險及破碎險。 According to international practice, we do not insure against such risks unless the buyers call for them. 按照國