商务谈判之产品描述与公司介绍术语(doc 42页).doc

商务谈判之产品描述和公司介绍术语-会议谈判制作精巧 skillful manufacture工艺精良 sophisticated technology最新工艺 latest technology加工精细 finely processed设计精巧 deft design造型新颖 modern design造型优美 beautiful design设计合理 professional 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五彩缤纷 colorful色彩艳丽 beautiful in colors色泽光润 color brilliancy色泽素雅 delicate colors瑰丽多彩 pretty and colorful洁白透明 pure white and translucence洁白纯正 pure whiteness品质优良 excellent quality(high quality)质量上乘 superior quality质量稳定 stable quality质量可靠 reliable quality品种繁多 wide varieties规格齐全 complete in specifications保质保量 quality and quantity assured性能可靠 dependable performance操作简便 easy and simple to handle使用方便 easy to use经久耐用 durable in use以质优而闻名 well-known for its fine qualityCEO与人事经理谈论公司的重组问题-会议谈判一、英文篇In this conversation, gregory Cosgrove, the CEO of a large telecommunications company, discusses a large-scale reorganization with Gloria Atkinson, his Human Relations manager.gregory：Gloria, before I officially announce the reorganization, I want your final feedback.Gloria：Ive gone through the entire plan again, and Im sure the impact will be minimal, since were not planning large-scale firings or lay-offs.gregory：That was a key objective from the start. Qualified staff holding positions that are being cut will be offered retraining for our new positions. If they accept, they have the job.Gloria：Thats the best policy. Nevertheless, some employees may not want to change career paths in mid-stream, and will probably put in their notice.gregory：I know, and we have a very fair compensation package for those who decide to quit. Some people can take advantage of our early retirement package. In the odd case, this may be a good opportunity to can non-performers.Gloria：Ive talked to ER, and there arent too many of those any more. Hopefully, we wont lose people because of the new drug testing regulation, either.gregory：This reorganization and the new company policies will make us leaner and meaner. Are the new employee contracts ready?Gloria：Yes they are, and all other appropriate forms have been modified. Ive also set things in motion to revise our orientation process. Were ready to go!gregory：great! I think weve covered all the bases. Ill set up a general meeting for next Monday to make the announcement.二、中文篇：在以下这段对话中，gregory Cosgrove是一家大型电信公司的首席执行官，而Gloria Atkinson是其人事部的主管。他们正在谈论一次大规模的重组计划。gregory：Gloria，在我正式宣布重组之前，我想最后再听一下你的意见。Gloria：我把整个计划又理了一遍。我肯定这次重组带来的振荡会很校因为我们没有大规模的解雇或裁员计划。gregory：这一开始就是我们的一个重要目标。而且，假如被裁职位上的雇员符合我们的用人要求，我们将向他们提供再培训的机会以使他们适应我们新岗位的需要。如果他们接受这样的安排，就仍有工作。Gloria：这真是个不错的做法。但即便是这样，可能会有些人不愿意中途更换工种，他们仍有可能提出辞呈。gregory：这点我也想到了。我们将给决定辞职的员工一笔相当公道的补偿金。有些人还可以领到我们的提早退休金。说不定这还是我们解雇不称职员工的好机会呢。Gloria：我与雇员关系部谈过，这样的情况已经不再那么多见了。另外，我们希望不要因为这次新的药检规定而造成公司人员损失。gregory：这次重组加上新的公司章程将使我们减轻负担，提高效率。对了，新的雇用合同准备好了吗？Gloria：已经准备好了。其他相关的表格也都经过改进了。对熟悉环境步骤的修改也已在着手进行之中。一切都已就绪。gregory：好极了！我想我们已将方方面面都考虑周全了。下周一我将召开全体大会宣布进行重组。典型商务对话：真实模拟老美谈判会议谈判第二部分、疯狂注释1. in charge of: manager负责 Im in charge of this section.我负责这个部门。（我是这个部门的经理。）2. export department: a division in a company where they send products to another country for sale出口部 Peter works in the export department.彼得在出口部工作。3. flight: a trip in an aircraft航行；航班 His flight left at noon.他的航班中午走。4. schedule: a list of planned activities日程表 Peter has a busy schedule today.彼得今天一天都很忙。5. production manager: someone who is in charge of producing products生产部经理 Peter is the production manager.彼得是生产部经理。6. director: one who directs; manager, supervisor负责人；主管 Steve is the director of sales.斯蒂夫是销售部主管。7. boss: a person who hires people or directs them老板 She told her boss she would be late today.她告诉她老板，她今天会晚点来。8. get down to: to start something开始 Lets get down to work.让我们开始工作吧。9. sample: a representative piece or item样品 Peter sent me a doll sample.彼得给我寄了份洋娃娃的样品。10. evaluation: to judge or calculate the quality估价；评估 Steve conducted an evaluation of the product.斯蒂夫对产品进行了评估。11. is acceptable: to agree with可接受 This kind of attitude is simply not acceptable.这种态度就是不能接受。12. place order: to request a product订货；下订单 He would like to place an order.他想下订单。13. unit price: a price for a large amount单价 Thirteen dollars is the unit price.单价为十三美元。14. reduce: to make smaller减少 We will reduce the price to $100.我们会把价格降到100美元。15. rock bottom price: lowest price底价 He said $1.00 was the rock bottom price.他说底价是1美元。16. deliver: to carry and give out运送；发货 He needs to deliver a pizza to her house.他在送个比萨去她家。B2B99收辑整理典型商务对话：真实模拟老美谈判会议谈判下面是一段典型的商业对话，是我们额外奉送给大家的礼物！请跟着美国专家反复模仿，彻底掌握，成为商业谈判的高手！（International Trading）Kim： Welcome to our company. My name is Jeff Kim. Im in charge of the export department. Let me give you my business card.Smith: Ill give you mine too.Kim： How was your flight?Smith: Not bad, but Im little tired.Kim： Heres your schedule. After this meeting, we will visit the factory and have another meeting with the production manager. And youll be having dinner with our director.Smith: Could you arrange a meeting with your boss?Kim： Of course, Ive arranged it at 10 oclock tomorrow morning.Smith: Well, shall we get down to business?Kim： Sure, did you receive the sample we sent last week?Smith: Yes, we finished the evaluation of it. If the price is acceptable we would like to order now.Kim： Im very glad to hear that.Smith: Whats your best price for that item?Kim： The unit price is $12.50.Smith: I think the price is a little high, cant you reduce it?Kim： Im afraid we cant. $12.50 is our rock bottom price. If you purchase more than 10,000 units we can reduce it to $12.00.Smith: Well, Ill accept the price and place an initial order of 10,000 units.Kim： Very good. Its been a pleasure to do business with you, Mr. Smith.Smith: The pleasure is ours. Can you deliver the goods by March 31?第一部分、参考翻译金：欢迎到我们公司来。我叫金哲夫，负责出口部。这是我的名片。史密斯：这是我的名片。金：你的航行顺利吗？史密斯：还行，不过我有点累。金：这是你的日程安排。开完会后，我们去参观工厂，再跟生产部经理开个会。晚上你将和我们主任共进晚餐。史密斯：你能安排我跟你们老板开个会吗？金：当然可以，我会安排在明天早上10点钟。史密斯：那我们开始谈正事吧。金：行，你有没有收到我们上周寄给你的样品？史密斯：收到了，我们已进行了评估。如果价格合适，我们现在就想订货。金：听到这个我真高兴。史密斯：这种货你们最低价是多少？金：单价是12.50美元。史密斯：我觉得这个价贵了点，你能不能减一点？金：恐怕不行，12.50美元是我们的底价。如果你订货超过10,000件，我们可以减到12.00美元。史密斯：行，我接受这个价格，第一批订10,000件。金：太好了。史密斯先生，跟你做生意真是我的荣幸。史密斯：是我们的荣幸才对。你们能在3月31号前发货吗？金：当然行。商务谈判最常用30个疯狂英语17、We have another plan.我们还有一个计划。准备多么充分！胜利一定会属于这样的人！18、Lets negotiate the price.让我们来讨论一下价格吧。19、We could add it to the agenda.我们可以把它也列入议程。20、Thanks for reminding us.谢谢你的提醒。21、Our position on the issue is very simple.我们的意见很简单。22、We can not be sure what you want unless you tell us.希望你能告诉我们，要不然我们无法确定你想要的是什么。23、We have done a lot.我们已经取得了不少的进展。24、We can work out the details next time.我们可以下次再来解决细节问题。25、I suggest that we take a break.建议休息一下。26、Lets dismiss and return in an hour.咱们休会，一个钟头后再回来。27、We need a break.我们需要暂停一下。28、May I suggest that we continue tomorrow.我建议明天再继续，好吗？少提这种建议，中国人一定要学会如何在谈判桌“熬得装，很多时候不是“技术战”而是“神经战”。29、We can postpone our meeting until tomorrow.我们可以把会议延迟到明天。30、That will eat up a lot of time.那会耗费很多时间。30个“谈判口语要素”脱口而出，你已有了一个很好的开头，希望你一直奔驰在这条高速公路上，“疯狂英语快速突破法”，将帮助你取得全面突破！B2B99收辑整理商务谈判最常用30个疯狂英语在广交会上，中国人想如何造句，用什么时态，而外国人在挖空心思压低价格。用英语进行谈判要求绝对的语言和场面控制能力、敏锐的思维、对西方文化和经济的深刻认识和强烈的民族认识和强烈的民族自豪感和自信心。中国需要谈判高手，平等的发展机会要靠中国人自己去创造！下面我们为大家精选出各类谈判中使用最频繁，最有效的句子，我们把它叫做“谈判口语要素”，大量地脱口而出这些口语要素，必将使你在瞬息万变的谈判桌上游刃有余。1、Would anyone like something to drink bdfore we begin?在我们正式开始前，大家喝点什么吧？2、We are ready.我们准备好了。3、I know I can count on you.我知道我可以相信你。4、Tust me.请相信我。5、We are here to solve problems.我们是来解决问题的。6、Well come out from this meeting as winners.这次会谈的结果将是一个双赢。7、Ihope this meeting is productive.我希望这是一次富有成效的会谈。8、I need more information.我需要更多的信自。9、Not in the long run.从长远来说并不是这样。这句话很实用，也可显示你的“高瞻远瞩”。10、Let me explain to you why .让我给你一个解释一下原因。很好的转折，又可磨炼自己的耐心。11、Thats the basic problem.这是最基本的问题。12、Lets compromise.让我们还是各退一步吧。嘴里这么说，心里可千万别放松。追求利润最大化是一种专业精神。13、It depends on what you want.那要视贵方的需要而定。没那么正规的场合下说：那要看你到底想要什么。14、The longer we wait ,the less likely we will come up with anything.时间拖得越久，我们成功的机会就越少。15、Are you negotiable?你还有商量的余地吗？16、Im sure there is some room for negotiation.我肯定还有商量的余地。B2B99收辑整理商务英语谈判必须掌握的11大类词汇1、出口方面的词汇出口信贷 export credit出口津贴 export subsidy热点推荐：经典爱情的26个字母外贸英语：常用的货运单证商务英语函电的20个常用句型常见检验证书表述商品倾销 dumping外汇倾销 exchange dumping优惠关税 special preferences保税仓库 bonded warehouse贸易顺差 favorable balance of trade贸易逆差 unfavorable balance of trade进口配额制 import quotas自由贸易区 free trade zone对外贸易值 value of foreign trade国际贸易值 value of international trade普遍优惠制 generalized system of preferences-GSP最惠国待遇 most-favored nation treatment-MFNT2、价格条件价格术语trade term (price term)运费freight单价 price码头费wharfage总值 total value卸货费landing charges金额 amount关税customs duty净价 net price印花税stamp duty含佣价price including commission港口税port dues回佣return commission .装运港port of shipment折扣discount, allowance卸货港port of discharge批发价 wholesale price目的港port of destination零售价 retail price进口许口证import licence现货价格spot price出口许口证export licence期货价格forward price现行价格（时价）current price prevailing price国际市场价格 world (International)Market price离岸价（船上交货价）FOB-free on board成本加运费价（离岸加运费价） CF-cost and freight到岸价（成本加运费、保险费价）CIF-cost,insurance and freight商务英语谈判必须掌握的11大类词汇3、交货条件交货delivery轮船steamship(缩写S.S)装运、装船shipment租船charter (the chartered ship)交货时间 time of delivery定程租船voyage charter装运期限time of shipment定期租船time charter托运人（一般指出口商）shipper, consignor收货人consignee班轮regular shipping liner驳船lighter舱位shipping space油轮tanker报关clearance of goods陆运收据cargo receipt提货to take delivery of goods空运提单airway bill正本提单original BL选择港（任意港）optional port选港费optional charges选港费由买方负担 optional charges to be borne by the Buyers或 optional charges for Buyers account一月份装船 shipment during January或 January shipment一月底装船 shipment not later than Jan.31st.或shipment on or before Jan.31st.一/二月份装船 shipment during Jan./Feb.或 Jan./Feb. shipment在.(时间)分两批装船 shipment during.in two lots在.(时间)平均分两批装船 shipment during.in two equal lots分三个月装运 in three monthly shipments分三个月，每月平均装运 in three equal monthly shipments立即装运 immediate shipments即期装运 prompt shipments收到信用证后30天内装运 shipments within 30 days after receipt of L/C允许分批装船 partial shipment not allowed partial shipment not permitted partial shipment not unacceptable商务英语谈判必须掌握的11大类词汇4、交易磋商、合同签订订单 indent订货；订购 book; booking电复 cable reply实盘 firm offer递盘 bid; bidding递实盘 bid firm还盘 counter offer发盘（发价） offer发实盘 offer firm询盘（询价） inquiry;enquiry5、交易磋商、合同签订订单 indent订货；订购 book; booking电复 cable reply实盘 firm offer递盘 bid; bidding递实盘 bid firm还盘 counter offer发盘（发价） offer发实盘 offer firm询盘（询价） inquiry;enquiry6、交易磋商、合同签订指示性价格 price indication速复 reply immediately参考价 reference price习惯做法 usual practice交易磋商 business negotiation不受约束 without engagement业务洽谈 business discussion限*复 subject to reply *限* *复到 subject to reply reaching here *有效期限 time of validity有效至*: valid till *购货合同 purchase contract销售合同 sales contract购货确认书 purchase confirmation销售确认书 sales confirmation一般交易条件 general terms and conditions以未售出为准 subject to prior sale需经卖方确认 subject to sellers confirmation需经我方最后确认 subject to our final confirmation商务英语谈判必须掌握的11大类词汇7、贸易方式INT (拍卖auction)寄售consignment招标invitation of tender投标submission of tender一般代理人agent总代理人general agent代理协议agency agreement累计佣金accumulative commission补偿贸易compensation trade（或抵偿贸易）compensating/compensatory trade（又叫：往返贸易） counter trade来料加工processing on giving materials来料装配assembling on provided parts独家经营/专营权exclusive right独家经营/包销/代理协议exclusivity agreement独家代理 sole agency; sole agent; exclusive agency;exclusive agent8、品质条件品质 quality原样 original sample规格 specifications复样 duplicate sample说明 description对等样品 countersample标准 standard type参考样品 reference sample商品目录 catalogue封样 sealed sample宣传小册 pamphlet公差 tolerance货号 article No.花色（搭配） assortment样品 sample 5%增减 5% plus or minus代表性样品 representative sample大路货（良好平均品质）fair average quality9、商检仲裁索赔 claim争议disputes罚金条款 penalty仲裁arbitration不可抗力 force Majeure仲裁庭arbitral tribunal产地证明书certificate of origin品质检验证书 inspection certificate of quanlity重量检验证书 inspection certificate of weight (quantity)*商品检验局 *commodity inspection bureau (*.C.I.B)品质、重量检验证书 inspection certificate10、数量条件个数 number净重 net weight容积 capacity毛作净 gross for net体积 volume皮重 tare毛重 gross weight溢短装条款 more or less clause11、外汇外汇 foreign exchange法定贬值 devaluation外币 foreign currency法定升值 revaluation汇率 rate of exchange浮动汇率floating rate国际收支 balance of payments硬通货 hard currency直接标价 direct quotation软通货 soft currency间接标价 indirect quotation金平价 gold standard买入汇率 buying rate通货膨胀 inflation卖出汇率 selling rate固定汇率 fixed rate金本位制度 gold standard黄金输送点 gold points铸币平价 mint par纸币制度 paper money system国际货币基金 international monetary fund黄金外汇储备 gold and foreign exchange reserve汇率波动的官定上下限 official upper and lower limits of fluctuation谈判英语：商务谈判时如何表达意见在双方谈判的过程中，一定要注意倾听对方的发言，如果对对方的观点表示了解，可以说：I see what you mean.(我明白您的意思。)如果表示赞成，可以说：Thats a good idea.(是个好主意。)或者说：I agree with you.(我赞成。)如果是有条件地接受，可以用on the condition that这个句型，例如：We accept your proposal, on the condition that you order 20,000 units.(如果您订2万台，我们会接受您的建议。 )在与外商，尤其是欧美国家的商人谈判时，如果有不同意见，最好坦白地提出来而不要拐弯抹角，比如，表示无法赞同对方的意见时，可以说：I dont think thats a good idea.(我不认为那是个好主意。)或者Frankly, we cant agree with your proposal.(坦白地讲，我无法同意您的提案。)如果是拒绝，可以说：Were not prepared to accept your proposal at this time.(我们这一次不准备接受你们的建议。)有时，还要讲明拒绝的理由，如To be quite honest, we dont believe this product will sell very well in China.(说老实话，我们不相信这种产品在中国会卖得好。)谈判时，由于语言沟通问题，出现误解也是在所难免的：可能是对方误解了你，也可能是你误解了对方。在这两种情况出现时，你可以说：No, Im afraid you misunderstood me. What I was trying to say was.(不，恐怕你误解了。我想说的是.)或者说：Oh, Im sorry, I misunderstood you. Then I go along with you.(哦，对不起，我误解你了。那样的话，我同意你的观点。 )总之不管你说什么，你最终的目的就是要促成一笔生意。即使不成，也要以善意对待对方，也许你以后还有机会，生意不成人情在，你说对吗？ WTO实用商务英语：谈判价格系列三 I wish a brisk business for you all and a continued development in our business dealings!祝大家生意兴隆，买卖越做越好！Your health!为您的健康干杯！It is said that a new policy is being put into practice in your foreign trade. Is that true?据说你们正在实施一种新的贸易政策，不知有没有这回事？This food is a Sichuan speciality. Help yourself, please.这是四川名菜，请大家不必客气。Make yourself at home and eat it while its hot.大家趁热吃，别客气。May I ask, what line are you in?请问，您一向做什么生意？I mainly deal in Chinese crafts.主要经营中国工艺品。You can talk the business over with Mr. Wang who is in charge of this line.具体业务您可以和主管这项业务的王先生洽谈。Can I reserve a table for eight people?请预订一桌八个人的酒席。Do you like to have Chinese food or Western food?你们要中餐还是西餐？Wed like to have Chinese food and pay ten yuan a head.我们要中餐，每人十块钱。Welcome. Please sit down.欢迎光临，请入席。Thank you very much for preparing such a splendid dinner specially for us.你们专门为我们准备了这么丰盛的宴席，十分感谢。Here is your invitation card.这是给你们的请帖。Well meet you at the gate of the hotel at six this evening.晚上六点，我们在饭店门口等你们。Thank you for your invitation.谢谢您的邀请。Ill certainly come if I have time.如果有空儿，我一定去。Is this the service counter of the restaurant?餐厅服务台吗？Our manager would like to meet you.我们经理想和你们见见面。Our manager would like to invite you to a dinner party this evening at the Beijing Roast Duck Restaurant.今晚我们经理想请你们去北京烤鸭店吃饭。We are going to give a dinner party at the Beijing Hotel this evening and would like to invite you all.今晚我们在北京饭店请客，请各位光临。If its convenient, would you please tell your manager that he is invited.m very glad to know you.如果方便的话，请您转告经理一下，请他光临。If you are free, please come and join us.如果您有时间的话，请光临。Weve heard a lot about you.我们对您非常熟悉。How shall I get in touch with you?怎么和您联系？Im in Rm.208 of Baiyun Guest Hotel. If you need anything, just give me a call.我住白云宾馆二零八（208）房间，有事给我打电话好了。Here is my card.m very glad to know you.这是我的名片。If there is an opportunity, wed like to see your manager.如果有机会，我们想见一见你们经理。Welcome to China.欢迎你们来中国。Werent you on the phone to me yesterday?昨天打电话的是您吗？Yes, I was.对，是我。Im very glad to know you.m very glad to know you.认识您非常高兴。Its a great pleasure to meet you today.今天能见到您非常荣幸。Thanks. By the way, do you have any plans for tonight?谢谢。顺便问一下，今晚有什么安排吗？None whatsoever. Im at your disposal.一点儿也没有呢。我得听你安排。Why dont we have dinner together to celebrate the success of our first deal. There is a very nice restaurant round the corner.咱们一起吃晚饭，庆祝我们的首次交易成功，好不好？附近有一家饭店非常不错。Id love to!太好了！Excuse me, are you Mr. Pierre from Paris?请问，哪一位是从巴黎来的皮埃尔先生？Please remember to use both English and Chinese versions and both versions should be equally valid.请记住用中英两种文字缮制合同，两种文本同样有效。Naturally. Each of us keeps one original and two copies.那是当然。我们每人保留一份正本和两份副本。Then Ill come along two days later to put my signature on it.那么两天后我再来签字。Good.好的。Well Mr.Chen, its been very pleasant talking with you.陈先生，跟您谈话真是非常愉快。Your L/C must be opened at least one month before the time of shipment, otherwise we wouldnt be able to catch the ship.你方信用证必须在装货前一个月开出，否则我们将赶不上船。No problem. Ill have the covering L/C opened as soon as I get back.没问题。我一回去，就马上安排开立有关信用证。Fine. Im very glad our negotiations have arrived at a successful conclusion.好，我很高兴我们的谈判取得了成功。Me too. I hope this initial deal will result in further transactions between us.我也是。我希望这首笔生意会带来更多的交易。Of course. We will have the Sales Contract made out in two days.当然了。两天后销售合同就准备好。谈判英语：商务谈判简要实例A: The seller Miss Lin representing Huaxin Trading Co.,Ltd.B: The buyer Mr. Cai r