国际谈判口译

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?•Pleaseletusknowyourlowestpossiblepricesforthe•relevantgoods.•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1.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.InquiryAnenquiryisarequestforinformation.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ingreatdemandMayIhaveanideaofyourprices?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--offerAnofferisapromisetosupplygoodsonthetermsandconditionsstated.Itcanbeafirmofferwhichisapromisetosellgoodsatthestatedprice,usuallywithinastatedperiodoftime.Italsocanbeanon—firmofferwhichismadewithoutengagementandissubjecttotheseller’sconfirmation.1.nameofthegoods.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1.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:•英语点津•••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AgentSoleagentSoleagencyagreementWearepleasedtoofferyouasoleagencyforthesaleofourproductsinyourcountry.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.Wewishto