外贸谈判实训指导书_商务谈判实训指导书
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国际经济与贸易（2009级）外贸谈判实训
指导书
实训一
Receiving the Foreign Guest 接待外商
问好
1.Good morning/afternoon/evening./May I help you? /Anything I can do for you? 2.How do you do? /How are you? /Nice to meet you.3.It‟s a great honor to meet you./I have been looking forward to meeting you.4.Welcome to China.5.We really wish you'll have a pleasant stay here.6.I hope you‟ll have a pleasant stay here.Is this your fist visit to China? 7.Do you have much trouble with jet lag?
机场接客
1.Excuse me;are you Mr.Wilson from the International Trading Corporation? 2.How do I addre you?
3.May name is Benjamin liu.I‟m from the Fuzhou E-fashion Electronic Company.I‟m here to meet you.4.We have a car an over there to take you to you hotel.Did you have a nice trip? 5.Mr.David smith asked me to come here in his place to pick you up.6.Do you need to get back your baggage?
7.Is there anything you would like to do before we go to the hotel?
相互介绍
1.Let me introduce my self.My name is Benjamin Liu, an Int‟l salesman in the Marketing Department.2.Hello, I am Benjamin Liu, an Int‟l salesman of FUZHOU E-FASHION ELECTRONIC COMPANY.Nice to meet you./pleased to meet you./ It is a pleasure to meet you.3.I would like to introduce Mark Sheller, the Marketing department manager of our company.4.Let me introduce you to Mr.Li, general manager of our company.5.Mr.Smith, this is our General manage, Mr.Zhen, this is our Marketing Director, Mr.Lin.And this is our RD Department Manager, Mr.Wang.6.If I‟m not mistaken, you must be Mi Chen from France.7.Do you remember me? Benjamin Liu from Marketing Department of PVC.We met several years ago.8.Is there anyone who has not been introduced yet? 9.It is my pleasure to talk with you.10.Here is my busine card./ May I give you my busine card?
11.May I have your busine card? / Could you give me your busine card?
12.I am sorry.I can‟t recall your name./ Could you tell me how to pronounce your name again? 小聊
1.Is this your first time to China?
2.Do you travel to China on busine often? 3.What kind of Chinese food do you like?
4.What is the most interesting thing you have seen in China? 5.What is surprising to your about China? 6.The weather is really nice.7.What do you like to do in your spare time? 8.What line of busine are you in?
9.What do you think about…? /What is your opinion?/What is your point of view? 10.No wonder you're so experienced.11.It was nice to talking with you./ I enjoyed talking with you.12.Good.That's just what we want to hear.确认话意
1.Could you say that again, please? 2.Could you repeat that, please? 3.Could you write that down?
4.Could you speak a little more slowly, please? 5.You mean…is that right? 6.Do you mean..?
7.Excuse me for interrupting you.社交招待
1.Would like a gla of water? / can I get you a cup of Chinese red tea? / How about a Coke? 2.Alright, let me make some.I‟ll be right back.3.A cup of coffee would be great.Thanks.4.There are many places where we can eat.How about Cantonese food? 5.I would like to invite you for lunch today.6.Oh, I can‟t let you pay.It is my treat, you are my guest.7.May I propose that we break for coffee now? 8.Excuse me.I‟ll be right back 9.Excuse me a moment.告别
1.Wish you a very pleasant journey home? Have a good journey!
2.Thank you very much for everything you have done us during your stay in China.3.It is a pity you are leaving so soon.4.I‟m looking forward to seeing you again.5.I‟ll see you to the airport tomorrow morning.6.Don‟t forget to look me up if you are ever in FUZHOU.Have a nice journey!
1.May I make an appointment? I„d like to arrange a meeting to discu our new order.2.Let‟s fix the time and the place of our meeting.3.Can we make it a little later?
4.Do you think you could make it Monday afternoon? That would suit me better.5.Would you please tell me when you are free? 6.I‟m afraid I have to cancel my appointment.7.It looks as if I won‟t be able to keep the appointment we made.8.Will you change our appoint tomorrow at 10:00 to the day after tomorrow at the came time? 9.Anytime except Monday would be all right.10.OK, I will be here, then.11.We'll leave some evenings free, that is, if it is all right with you.实训二 Introducing the Products 介绍产品
产品介绍：
1.This model of typewriter is efficient and durable, economical and practical for middle school students.这个型号的打字机对中学生来说，高效、耐用、经济、实惠。
2.The computer we produced is characterized by its high quality, compact size, energy saving and is also easy to learn and easy to operate.我们生产的计算机其特点是质量好，体积小，节能，而且易学好用。
3.They are not only as low-priced as the goods of other markers, but they are distinctly superior in the following respects.它们不但和其它厂家的产品一样低廉，而且在以下几个方面有其独特的优越性。
4.You will get a 30% increase in production upon using this machine and also it allows one person to perform the tasks of three people.一旦使用该机器，你们将会增产30%，而且一个人可以顶3个人使用。5.This product will pay its own way in a year.该产品一年就可收回成本。
6.This machine will pay back your investment in six months.该机器半年就可收回投资。
7.The new type of suitcase car designed by our engineers is very ingenious and practical.我方工程师设计的新款行李车非常精巧、实用。
8.This kind of bicycle can be folded in half and handy to carry around, especially useful during traveling and traffic jams.这种自行车可以折迭，携带方便，在旅行中或交通堵塞时特别有用。9.The maximum speed of this kind of variable-speed bicycle is 30 km per hour.这种变速车每小时的最大速度是30km 10.These machines have few breakdowns and are easy to maintain because of their simple mechanical structure.这些机器由于机械的构造简单，所以很少故障，易于保养。
11.Compared with the other brands, this kind of type costs le per mile and wears much longer due to its topnotch rubber.与其它牌子相比，这种轮胎每公司损耗较少，也耐磨一些，因为它是用一种流橡胶做成的。
12.This kind of type is characteristic of nonskid stops on wet roads.这种轮胎的特点是在潮湿的路面上不打滑。
13.This material has a durable and easy to clean surface.这种材料的表面耐用并易一地清洗。
14.This kind of air conditioning system is practical and economical for the needs of your company.这种空调系统实用、经济、能满足贵公司的需要。
15.Our products are of superb quality as well as the typical oriental make-up.我方产品，质量优良，具有典型的东方特色。
16.Our silk garments are made of super pre silk materials and by traditional silks.我们的丝绸服装是用传统工艺做成的，采用的是高档真丝面料。
17.The garments are magnificent and tasteful and have a long enjoyed great fame both at home and abroad.这些服装华丽、高雅、驰名中外，久享盛誉。
18.As our typewriters are made of light and hard alloy, they are both portable and durable.我们的手提式打字机是用轻质硬合金制造的，故携带方便，经久耐用。
19.The hand bags we quoted are all made of the best leather and of various kinds of styles and colors in order to meet the requirements of all walks of life in your country.我们所提的手提包均用最好的皮革制造，式样、颜色齐全，以适合贵国各阶层人士的需求。
20.Vacuum cleaners of this brand are competitive in the international market and are the best-selling products of their Kind.这种牌子的吸尘器在国际市场上颇具竞争力，是同类产品中最畅销的。
Words and Phrases 用料上乘 selected materials(high quality materials)优质原料superior materials 原料精选 choice materials 做工精细 perfect in workmanship(exquisite workmanship)技艺精湛 exquisite craftsmanship(excellent craftsmanship)制作精巧 skillful manufacture 工艺精良 sophisticated technology 最新工艺 latest technology 加工精细 finely proceed 设计精巧 deft design 造型新颖 modern design 造型优美 beautiful design 设计合理 profeional design 造型富丽华贵 luxuriant in design 结构合理 rational construction 款式新颖 attractive design 款式齐全 various styles 式样优雅 elegant shape 花色入时 fashionable patterns 任君选择 for your selection 实训三
Inquiry and Offer 询盘与报盘
1.Will you please send us your illustrated/latest catalogue and full details of your prices and terms of payment, together with samples.(能否请你们给我们随样品寄上带有图片说明的/最新的产品目录表以及详细的价目和支付条件？)2.Please send me a description of your electric hedge trimmers.(请惠寄电动修剪机的说明书。)3.We would be pleased if you send us your lowest quotation for the following:
(如能对下列产品报最低价，我方将不胜感激。)4.A client of ours is interested in securing a certain quantity of Chinese Cotton Piece Goods, as specified below, for which you are requested to make an offer.(我们的一位客户希望获得一批下列中国棉布，请报盘。)5.We have pleasure in informing you that we are interested in your plastic kitchenware and would like you to make us an offer.(欣告我方对塑料制厨房用具感兴趣，如蒙惠赐报盘，不胜感激。)6．We have an inquiry in hand for a large quantity of Bitter Apricot Kernels.(我方手头现有一份欲购大量苦杏仁的询价单。)
Words and Phrases 撤销一项发盘
to withdraw /cancel an offer 接受一项发盘
to close with an offer||to entertain an offer||to accept an offer 更改发盘 to improve an offer 变更报盘 to alter an offer 延长发盘有效期 to extend an offer 重新报盘 to renew an offer 重复报盘 to repeat an offer 拒绝接受报盘 to decline an offer 此报盘以我方尚未售出为准 an offer subject unsold
实训四 Counter-Offer and Counter-Counter-Offer 还盘与反还盘
1． As this is an order of substantial size, we cannot safely undertake to complete its manufacture in a month.(由于这是一笔大订单，我们没有把握在一个月内完成生产。)2． Unfortunately we cannot accept your offer.The prices you quoted are much higher than those of other manufacturers.(很遗憾我们不能接受贵方报盘。贵方报价比其他厂商所报价格高得多。)3． We do not see any advantage in your quotation, and would like to know whether you have any better price to offer.(我们在贵方的报价中看不到任何优势，不知贵方是否可以给我们报一个更好的价格。)4． Our counter-offer is well founded and workable.We can also offer a 10% discount for orders over 10000 pieces.(我们的还盘是很合理的/做得开的。如果你们的订单超过一万件，我们可以提供10%的折扣。)
5． Owing to a shortage of stock, we regret that we are unable to accept your repeat order.(由于库存短缺，很抱歉我方不能考虑接受贵方续订单。)6． Owing to heavy bookings, we cannot accept fresh orders at present.(由于大量的订货，我们目前不能接受新订单。)7． We have cut the price to the limit.We regret, therefore, being unable to comply with your request for any further reduction.(由于我方的价格已降到极限，所以很遗憾无法满足贵方进一步降价的要求。)
8． We are sorry that the difference/gap between our prices and your counter-offer is too wide.The best we can do is 5% off.(很遗憾，我们的价格与贵方还盘之间的差距太大。我们最多只能让价5%。)
实训五 Terms of Payment 支付方式
Payment is to be effected(made)before the end of this month.这个月末以前应该付款。
It's convenient to make payment in pound sterling.用英镑付款较方便。
Now, as regards payment, we've agreed to use U.S.Dollar, am I right?
至于付款，我们已同意用美圆，对吗？
We may have some difficulties making payment in Japanese yen.用日圆付款可能会有困难。
I've never made payment in Renminbi before.我从未用过人民币付款。
We can't accept payment on deferred terms.我们不能接受延期付款。
What's your reason for the refusal of payment?
你们拒付的理由是什么？
Collection is not paid.托收款未得照付。
We don't think you'll refuse to pay.我们相信你们不会拒付。
Only one refusal of payment is acceptable to the bank.银行只接受一次拒付。
You ought to pay us the bank interest once payment is wrongly refused.如果拒付错了，你们应该偿付我方的银行利息。
We'll not pay until shipping documents for the goods have reached us.见不到货物装船单据，我们不付款。
We're worrying that a decline in prices might lead to refusal of payment.我们担心市场价格下跌会引起拒付。
Of course payment might be refused if anything goes wrong with the documents.如果单据有问题，当然可以提出拒付。
The equipment will be paid in installments with the commodities produced by our factory.设备以我们工厂生产的产品分期偿还。
实训六 Delivery交货
1.Now we have settled the terms of payment.Is it poible to effect shipment during September?
我们已经谈妥了付款条件。是否可能在九月份交货？ 2.When is the earliest we can expect shipment? 最早什么时候可以交货呢？
3.The goods must be shipped before October, or we won't be ready for the season.十月份以前, 货必须装上船，否则我们便不能应季节备货。4.Let's discu the delivery date first.我们先讨论交货日期。5.You offered to deliver within three months after the contract signing.你以前提出合同签订之后3个月之内交货。6.We had delivery problems ourselves.我们自己也遇到了交货问题。
7.I'm not more interested in explanations.I'm more interested in being able to deliver goods on time.我对解释不感兴趣，我感兴趣的是能否按时交货。
8.My team is out there in a very competitive market, fighting for orders.我的人员在竞争非常激烈的市场上，正在为争取订货而拼命。9.Could you deliver the drillers sooner? 你方的钻机能否早点交货？
10.I must say we can do very little in this matter.我必须告诉你在这件事上我们无能为力。
11.The interval between contract signing and shipment is too long, I'm afraid.恐怕签合同与交货时间相隔太长了。12.I'll telex home for the earliest poible delivery date.我会给国内打电报尽可能把交货日期提前。
实训七Packing and Shipment 包装与装运
1.Chinese chestnuts are packed in gunny bags.(中国板栗用麻袋包装。)2.Folding chairs are packed four pieces to a carton.(四把折叠椅装一个纸板箱。)
3.Please pack the vases a dozen to a wooden case and 100 to a FCL container.(请用一打花瓶装一个木箱，100个木箱装一个集装箱。)
4.Each T-shirt is packed in a polybag and 10 dozen to a box.(一个塑料袋包一件T 恤，十打装一个盒子。)5.Please see to it that the packing is strong enough to withstand rough handling.(请注意包装要足够坚固，能承受粗暴装卸。)6.The export cartons lined with plastic sheets are proof against moisture and damage.(有塑料衬里的出口纸板箱能防潮防损。)7.Please pack the goods according to our instructions.(请按照本方的指示包装货物。)8.The surface of each outer package should be marked “Fragile”.(每件货物外包装的表面应标上“易碎”字样。)9.For the sake of safety, the cartons must be secured by metal bands.(为安全起见，纸板箱必须用金属带加固。)10.Please take the neceary precautions so that the packing can protect the goods from rain or dampne in transit because these clothes are liable to be spoiled by water or moisture.(由于这些服装容易因水或潮气受损，请采取必要措施使这批货在运输途中其包装能防止雨水或湿气侵入。)11.The fragile glaware needs special packing precautions against jolting.(这批易碎的玻璃器皿在包装方面需采取特别的措施，以应付途中的颠簸。)12.The cases of the goods are to be marked with the initials of our company in a diamond as usual.(像以往一样，装货物的箱子上要先刷上一个菱形，菱形里面再刷上本公司名字的缩写。)13.The packing of this shipment is shockproof and waterproof.Neverthele we still marked the cartons with caution words like “Fragile”, “Use No Hook” and “Do Not Drop”.(这批货物的包装是防震防水的，不过我们仍在纸板箱外刷上一些警示性的文字，例如“易碎品”、“勿用钓钩”及“小心轻放”等。)14.Can you improve your inner packing? This is our design of the packing for your reference, which would probably help encourage sales.(贵方能否改善一下你们的内包装？这是我们设计的供贵方参考的包装样式，这种样式可能有助于产品销售。)15.To repack the goods in your required aortment will entail an additional packing charge of around US$ 2000.(按照贵方要求的样子来重新包装这批货物的话大概需要约2000美元的额外包装费用。)16.Solid and durable, our cartons proved to be suitable packing for long distance transportation.(我们的纸板箱坚固耐用，经证明是适用于长途运输的。)17.I‟m afraid the cardboard boxes are not strong enough for such a heavy load.(恐怕纸板箱不够结实，经受不住装这么重的货物。)18.By the way, we would like to know if neutral packing is acceptable.(顺便问一下，你们接受中性包装吗？)19.The outer packing should be strong enough for transportation.As to inner packing, it must be attractive and helpful to the sales.(外包装应当坚实牢固，适于运输，而内包装必须能吸引人，且有助于销售。)20.The extra packing charges should be borne by you.(额外的包装费须由贵方负责。)
实训八 Inspection and Insurance 商检与保险 Insurance 保险
货物在运输、装卸、存储过程中难免会遇到各种风险和遭受各种损失。卖方为了保障货物一旦遭受损失后能得到经济上的补偿，因此，要求对货物进行保险。卖方与买方（客户）在商谈保险事宜时，究竟由何方对货物投保，则视买卖双方采取的价格条件而定，如双方商定采用FOB（Free on Board）,装运港船上交货价或称离岸价，那么由买方负责投保越过船舷之后的货物，并支付保险费；如双方商定采用CIF（Cost, Insurance and Freight），成本加保险费、加运费价或称到岸价，那么由卖方负责投保货物，并支付保险费。因此，卖方与买方（客户）在商谈保险时，既要做到心中有数，又要考虑到客户的要求，以尽快确定由谁投保，达成交易。
Inspection 商检
在国际贸易中，买卖双方分处两地，难以当面点清和验收货物，同时货物经过长途运输，也可能发生残损短缺等问题。买卖双方往往因货物的品质、数量等问题引起正义。有的问题还可能涉及运输、保险、装卸等其他部门的责任。因此，在卖方接待买方（客户）在进行商务谈判时，一个关系双方的一个重要议题就是商品检验，即由一个有资格的、与双方当事人无利害关系的第三者即检验机构（Inspection Organization），对货物进行检验，饼发给检验证书（Inspection Certificate），其检验证书是买卖双方交接货物，支付货款、索赔和理赔的重要依据之一。所以，卖方只有事先先了解商检的知识及其重要性，才能在接待客户并与之就商检进行协商时，顺利达成共识，从而避免日后产生不必要的纠纷，而答道既能获利，又能同客户建立货保持良好的商业关系。
实训九 Singing Contract签约 contract 合同，订立合同
contractor 订约人，承包人
contractual 合同的，契约的to make a contract 签订合同 to place a contract 订合同
to enter into a contract 订合同
to sign a contract 签合同
to draw up a contract 拟订合同
to draft a contract 起草合同
to get a contract 得到合同
to land a contract 得到（拥有）合同
to countersign a contract 会签合同
to repeat a contract 重复合同
an executory contract 尚待执行的合同
a nice fat contract 一个很有利的合同
originals of the contract 合同正本
copies of the contract 合同副本
a written contract 书面合同
to make some conceion 做某些让步
实训十Claims and Settlement 索赔与理赔
1.The claim is to be lodged within 45 days after the arrival of the consignment at the destination port.(索赔要在货达目的港后的45天内提出。)
2.The claim must be accompanied by a survey report for seller‟s reference.(索赔须附以检验报告，以便卖方参考。)3.After looking into the matter, the surveyors find that the damage was caused by rough handling at the dock.(检验员在深入调查后认定，此次货损是由码头方面的粗暴装卸造成的。)
4.We are entitled to register a claim for at least 30% of the invoice value for inferior quality against the exporter.(我们有权以产品劣质为由向出口商索赔，索赔金额至少是发票金额的30%。)5.Short weight is what the claim is for.(短重是我们此次索赔的原因。)6.The goods you are claiming damaged were in perfect condition when they left the loading port, as can be evidenced by the B/L in which is printed the word “Clean”.(贵方此次索赔的货物在离开装运港时是完好无损的，这点能以提单上打印的“清洁”一词为证。)
7.The discrepancy between the goods shipped and the original sample is unacceptable since the S/C stipulated the term of “sales by sample”.(运来的货物与当初的样品不符，这是不能接受的，因为销售确认书上规定了“按样品交易”的条件。)
8.We have no choice but to file a claim on you, which we hope will receive your prompt attention.(我方只能向贵方提出索赔，希望你们能马上关注此事。)9.After inspection the goods shipped are found not in conformity with the sample you sent to us.(对运来的货物进行检验后发现，它们与贵方以前寄给我们的样品不符。)10.We insist that you compensate the sum of our loes which were due to your improper packing.(我们坚持认为，由于贵方不当包装造成的损失，贵方须对我方给予赔偿。)11.Your claim is not acceptable because the date, July 31, 2007, when you raised it, has paed the time limit for a claim as stipulated in the contract No.123.(贵方的索赔是不能接受的，因为你们提出索赔是在2007年7月31日，该日期已超过了123号合同规定的索赔期限。)
12.We hope you can understand that we would not have lodged the claim if we could afford to carry the lo.(我们希望贵方理解，要是我们能负担得了这一损失的话，是不会向你们提出索赔的。）13.If the claim is not resolved in the near future we will be compelled to resort to a lawsuit.（要是该索赔在短期内还得不到解决的话，我们将被迫诉诸法律。）
14.To settle your claim, we agree to make a reduction of 20% of the invoice value, which we think can make up your lo.（作为理赔，我们同意少收相当于发票金额20%的货款。我们认为这足以补偿你们的损失。）
15.We will proceed to settle the claim by arbitration should you not accept our proposed solution, which is our maximum conceion.（我们已做了最大让步。如果贵方不接受本方的提案，我们将通过仲裁来达成理赔。）
16.We regret that we have to cancel our order because of the inferior quality of your products.We ask you to cover any lo which might be caused as a result of the cancellation of the order.(很抱歉，由于贵方产品质量低劣，我们不得不取消订单，并要求贵方赔偿由于取消订单可能造成的损失。)17.We were very sorry to receive your complaint that the material you received was not of the quality expected.(收到贵方关于所收原料的质量与所期望的质量不符的投诉，深表歉意。)
18.The packing inside the case was too loose with the result that there was some shifting of the contents and several cups and plates have been broken.The attached list will give you details.(箱子里的包装太松，以至里面的货有点移位，几个杯子和碟子已破损。随寄的清单将提供详细的受损情况。)19.Your shipment of our order No.298 has been found short weight by 1000 kgs., for which we must file a claim amounting to US $800 plus inspection fee.(贵方运来的我们298号订单项下的货物经检查短重1000公斤，为此我们必须要提出索赔，索赔额为800美元外加检验费。)20.We are most anxious to compensate you for the shortage in weight mentioned in your letter of July 13 by offering you an allowance of 5%.(我们很愿意就贵方在7月13日来函中所提出短重做出补偿，给你们让价5%。)
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