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。,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, which items are you interested in? Pleaseletusknowyourlowestpossiblepricesforthe relevantgoods. 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% agents commission in your quotation.,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（establish relations） 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（contract terms） 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： Can I make an inquiry? / Could you give us some ideas about your prices? / Will you please inform us of the prices at which you can offer the goods? / I hope to have your quotation for ?,2. 发盘（offer） 在这个环节中经常用的句子有: We are pleased to make you an offer for / Heres our offer. / I expect you to accept our general terms and conditions of trade. / Would you tell us what quantity you require so that we can work out the offer?,3. 还盘（counteroffer）在这个环节中经常用的句子有: 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 your 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 include: price、 specifications 、 quality 、 packing 、 delivery time 、 payment terms etc.,Supplementary Vocabulary,畅销品 best seller/ quickselling product 展览品 exhibits on display 开辟市场 establish a market 有销路 have a good/ ready market 样式 design 销售说明书 sales literature 交易会 trade fair 商标 trade mark 成交 conclude a deal/ transaction with sb 条款 terms and conditions,客户 client/ customer 老主顾 regular customer 发货 deliver 一般(具体)询盘 general ( specific ) inquiry 报价单 quotation list (sheet) 享有盛誉 enjoy great reputation (popularity) 厂商 manufacturer 供应商 supplier 需求量很大 in great demand,MayIhaveanideaofyourprices? 可以了解一下你们的价格吗？ Canyougivemeanindicationofprice? 你能给我一个估价吗？ Pleaseletusknowyourlowestpossiblepricesforthe relevantgoods. 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。 WedratherhaveyouquoteusFOB prices. 我们希望你们报离岸价格。 WouldyoutellusyourbestpricesC.I.F.Humburgforthe chairs. 请告诉你方椅子到汉堡到岸价的最低价格。,Offer and 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 confirmation.,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. packing,Usually an offer will include the following:,A counteroffer is made when the prospective buyers find any terms and conditions in the offer 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-offer,It is also called negotiating prices About currencies Australian Dollar Canadian Dollar Hong Kong Dollar US Dollar Euro Dollar Swiss Franc German Marks Japanese Yen RMB,Supplementary Vocabulary,Acceptable price Attractive price Workable price Current price Favorable price Floor price (rock bottom price) Market price Retail price Wholesale price,Firm offer Offer without engagement Sales volume 50% off 25% discount Buy one, get one,We can offer you a quotation based upon the international market. 我们可以按国际市场价格给您报价。 We think your offer is too high, which is difficult for us to accept. 我们认为你方的报价太高了，我方难以接受。 Our offer is reasonable and realistic. It comes in line with the prevailing market. 我方的报价是合理的、现实的，符合当前市场的价格水平。 If you insist on your price and refuse to make any concession, there will be not much point in further discussion. 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。,We cant accept your offer unless the price is reduced by 5%. 除非你们减价5%，否则我们无法接受报盘。 If the price is higher than that, wed rather call the whole deal off. 如果价格比这还高，我们宁愿放弃这桩生意。 Lets meet each other half way.那我们各让一步吧。,贸易术语,FOB为Free On Board 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。 2CIF的全称是Cost(成本费)加Insurance(保险费)加Freight(运输费)，即“到岸价”。,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,Sole agent Sole agency agreement We are pleased to o