商务英语谈判大全.doc

Basic Expressions 1. Our buyers asked for your price list or catalogue. 我们的买主想索求你方价格单或目录。 2. Prices quoted should include insurance and freight to Vancouver. vnku:v所报价格需包括到温哥华的保险和运费。 3. I would like to have your lowest quotations C.I.F. Vancouver. 希望您报成本加运费、保险费到温哥华的最低价格。 4. Will you please send us your catalogue together with a detailed offer? 请寄样品目录和详细报价。 5. We would appreciate your sending us the latest samples with their best prices. 请把贵公司的最新样品及最优惠的价格寄给我们，不胜感激。 6. Your ad in todays China Daily interests us and we will be glad to receive samples with your prices. 对你们刊登在今天中国日报上的广告，我们很感兴趣。如能寄 来样品并附上价格，不胜欣慰。 7. Will you please inform us of the prices at which you can supply? 请告知我们贵方能供货的价格。 8. If your prices are reasonable, we may place a large order with you. 若贵方价格合理，我们可能向你们大量订货。 9. If your quality is good and the price is suitable for our market, we would consider signing a long-term contract with you. 若质量好且价格适合我方市场的话，我们愿考虑与你方签署一项长 期合同。 10. As there is a growing demand for this article, we have to ask you for a special discount. 鉴于我方市场对此货的需求日增，务请你们考虑给予特别折扣。 11. We would appreciate your letting us know what discount you can grant if we give you a long-terms regular order. 若我方向你们长期订货，请告知能给予多少折扣，不甚感激。 12. Please quote your lowest price CIF Seattle for each of the following items, including our 5% commission. 请就下列每项货物向我方报成本加运费、保险费到西雅图的最低价 格，其中包括我们百分之五的佣金。 13. Please keep us informed of the latest quotation for the following items. 请告知我方下列货物的最低价格。 14. Mr. Smith is making an inquiry for green tea. 史密斯先生正在对绿茶进行询价。 15. Now that we have already made an inquiry on your articles, will you please make an offer before the end of this month? 既然我们已经对你们的产品进行了询价，请在月底前报价。 16. As a rule, we deliver all our orders within 3 months after receipt of the covering letters of credit. 一般来说，在收到相关信用证后三个月内我们就全部交货。 17. Please quote us your price for 100 units of Item 6 in your catalog. 请给我们提供你们产品目录册上100组6号产品的报价。 18. Those items are in the greatest demand in foreign markets. 那些产品在国外市场上的需求量很大。 19. Would you please quote me your prices for the goods? 你能报给我这些商品的价格吗？ 20. We have quoted this price based on careful calculations. 这个报价是我们在精打细算的基础上得出来的。 Conversations Dialogue 1 A: Good afternoon. I am Mr. Brown, the Import manager of Atlantic Industries Ltd, Sidney, Australia. This is my card. B: Good afternoon, Mr. Brown. My name is Mrs. Anderson, manager of the sales department. A: Nice to see you, Mrs. Anderson. B: Nice to see you too, Mr. Brown. Wont you sit down? A: Thank you. B: What would you like, tea or coffee? A: Id prefer coffee if you dont mind. B: Is it your first trip to the Fair, Mr. Brown? A: No, its the fourth time. - 下午好！我是布朗先生，是澳大利亚悉尼大西洋工业有限公司进口部经理。这是我的名片。 - 布朗先生，下午好！我是安德森女士，销售部的经理。 B: Good. Is there anything you find changed about the Fair? A: Yes, a great deal. The business scope has been broadened, and there are more visitors than ever before. B: Really, Mr. Brown? Did you find anything interesting? A: Oh, yes. Quite a bit. But we are especially interested in your products. B: We are glad to hear that. What items are you particularlyinterested in? A: Womens dresses. They are fashionable and suit Australian women well, too. If they are of high quality and the prices are reasonable, well purchase large quantities of them. Will you please quote us a price? B: All right. - 太好了。您发现博览会有什么变化吗？ - 对，变化很大。经营范围扩大了，而且客户也多了很多。 - 布朗先生，真的吗？你有没有发现感兴趣的商品？ - 是的，有很多。我们对你们的产品尤其感兴趣。 - 听你这样说我们真高兴。您对什么产品尤其感兴趣呢？ - 连衣裙。这些连衣裙的款式不仅时髦，而且很适合澳洲妇女穿着。 如果这些衣服质量好，价格合理，我们将大量订购。您能开个价吗？ - 那好吧。 Dialogue 2 A: Im glad to have the opportunity of visiting your corporation. I hope to conclude some substantial business with you. B: Its a great pleasure to meet you, Mr. Brown. I believe you have seen our exhibits in the showroom. May I know what particular items youre interested in? A: Im interested in your hardware. Ive seen the exhibits and studied your catalogues. I think some of the items will find a ready market in Canada. Here is a list of my requirements, for which Id like to have your lowest quotations, C.I.F. Vancouver. - 我很高兴有这个机会参观你们公司。我希望能与您谈下大笔生意。 - 很高兴见到您，布朗先生。我想您已经看过我们展示厅里的产品了。 可否知道您具体对哪些商品感兴趣？ - 我对你们的五金产品感兴趣。我已看过你们的展示品并仔细看过你 们的目录册。我想其中的一些产品很快就能在加拿大畅销。这是我 所列的需求单，请给予最优惠的报价，温哥华到岸价。 B: Thank you for your inquiry. Would you tell us the quantity you require so that we can work out the offers? A: Ill do that. Meanwhile, could you give me an indication of price? B: Here are our F.O.B. price lists. All the prices in the lists are subject to confirmation. A: What about the commission? From European suppliers I usually get a 3 to 5 percent commission for my imports. Its the general practice. B: As a rule we dont allow any commission. But if the order is a substantial one, well consider it. A: You see, but I do business on a commission basis. A commission on your prices would make it easier for me to promote sales. Even two or three percent would help. B: Thats something we can discuss later. - 感谢您的询价。您能告诉我们您需要的数量以便我们报价吗？ - 我会的，同时你能给我一个估计价格吗？ - 这是我们的离岸价单，里面所有的价格都以我方确认为准。 - 佣金呢？从欧洲供销商那里，我通常可以得到进口产品3-5%的佣 金。这是惯例。 - 一般来说，我们不允许任何佣金。但是如果订单数量可观，我们会 考虑的。 - 但我是在佣金的基础上做生意的。你们在价格上提供佣金将使我推 销产品更加容易一些。即使2%或3%也是可以的。 - 这个问题我们可以以后再讨论。 Dialogue 3 A: When can I have your confirmation C.I.F. prices, that is to say, the final offer, Mr. London? B: Well have them worked out by this evening and let you have them tomorrow morning. Would you be free to come by then? A: Yes. Ill be here tomorrow morning at 10. B: Perfect. Our offer remains open for 3 days. A: I dont need that long to make up my mind. If your prices are agreeable and if I can get the commission I want, I can place the order right away. B: Im sure youll find our price most favorable. Elsewhere prices for hardware have gone up tremendously in recent years. Our prices havent changed much. - 伦敦先生，什么时候能给我你们公司确认的到岸价格，那就是，最后的报价？ - 我们将在今晚制定出来，明天早上让你拿到。到时你有时间过来 吗？ - 可以，明天早上10点我过来这里。 - 太好了，我们的报价三天有效。 - 我不需要那么长时间来做决定。如果你们提供的价格合适，而且如 果我能得到我想要的佣金，我可以立即下订单。 我们的价格变化不大。 A: Im glad to hear that. As Ive just said, I hope to conclude some substantial business with you. B: We shall be very pleased. Is there anything else I can do for you, Mrs. Anderson? A: Im buying for chain department stores in Canada. They are also interested in Egyptian carpets. Could you introduce me to the person in charge of this line? B: Certainly, Ill make an appointment for you with Mr. Jordan of the Egypt National Native Produce and Animal By-products Import and Export Corporation. A: Thank you very much. - 那太好了。正如我刚才所说的，我希望与你们做成一些大买卖。 - 我们也很高兴。我还能为您做点其他什么吗，安德森女士？ - 我为加拿大的连锁百货店选购货物。他们还对埃及地毯很感兴趣。 你们能为我介绍做这行的人吗？ - 当然可以。我会为您和乔丹先生预约一下，他是埃及国家土畜产进 出口公司的。 - 非常感谢你们。 Words and Expressions promising 有希望的，有前途的 initial 最初的 a long- term contract 长期合同 grant批准，给予 substantial 数量大的，大量的 subject to our confirmation 以我方确认为准 covering有关的 chain department store 连锁百货店 receipt 收到；收据 a ready market 市场畅销 do business on a commission basis 做有佣金的买卖 price sheet / price list 价格单 as a rule 通常，一般来说 quotation 报价，标价 enquiry询价 showroom 展示厅，陈列室 hardware五金制品 Theres no indication of price. 没有标明价格。 commission 佣金 sales literature 销售说明书 specification 规格 F.O.B. prices 离岸价，船上交货价 firm offer/ tentative offer 实盘/议盘 Notes 1. We would be obliged if you would? 感激 a. We would be thankful (grateful) if you would? b. We would appreciate if you would? c. It would be appreciated if you would? 2. C.I.F. 是 Cost Insurance Freight 的缩写，其意思是 “成本、保险费加运费”。 3. have confidence in 对有信心 4. hear from 收到的来信 5. place an order 订货 6. make a delivery 交货 A Specimen Letter Dear Sirs: Thank you for your letter of 25th September. As one of the largest dealers of garments, we are interested in ladies dresses of all descriptions. We would be grateful if you would give us quotations per dozen of C.I.F. Vancouver for those items as listed on the separate sheet. In the meantime, we would like you to send us samples of the various materials of which the dresses are made. We are given to understand that you are a state-owned enterprise and we have confidence in the quality of Chinese products. If your prices are moderate, we believe there is a promising market for the above-mentioned articles in our area. We look forward to hearing from you soon. Yours faithfully, Canadian G.mp3ent Co.Ltd. 释文 先生: 谢谢你们九月二十五日的来信。 我们是服装大贸易商，我们想购买各种规格的连衣裙。若能按附页所示品种报每打C.I.F.温哥华价，我们当不胜感激。同时请将各种连衣裙的布样寄给我们。 我们得知你们是一家国营企业，我们对中国产品的质量很有信心。如你方价格适中，我们相信上述商品在我们地区会有很好的市场。 盼早复。 加拿大服装有限公司 Substitution Drills 1 A: Were quite interested in your down coats. How about the supply position? B: For most of the articles in the catalog, we have an ample supply. All the articles displayed here are available. Generally speaking, we can supply from stock. 我们对你们的羽绒衣服很感兴趣。请问供应情况如何？ 对于目录中的大多数产品，我们都有充足的货源。 这里所有展出的商品都有供货。 总体来说，我们有存货供应。 2 A: I dont need to remind you that the market has become very competitive. the competition has become pretty keen. you must be able to compete with rival firm B: Youll find our prices are very favorable. very competitive. most acceptable. 不用说市场竞争很激烈。市场竞争变得相当尖锐。你必须能够与你的对手公司相竞争。你会发现我们的价格 很优惠。很有竞争力。是最容易接受的。 3 A: Do you quote F.O.B. or C.I.F.? B: We usually quote on an F.O.B. basis. a C. I.F. basis the basis of C. I. F. t.mp3s landed 你们报船上交货价还是最后到岸价？我们一般报 船上交货价。成本加运费、保险费在内的到岸价最后到岸价加卸货价 4 A: Could you make offers for the items listed in your catalogue? Would you give me an offer for Item No.7? May I have your offer of Model ZX 102? B: Heres the price list, but the pricesre subject to our final conf.mp3ation. Here it is, but the price is subject to your conf.mp3ation before Friday. Here you are, but the offer is based on immediate acceptance. 你能给出目录中所列产品的报价吗？给出七号物品的报价吗？给我ZX 102型的价格吗？ 这是价格单，但最终价格取决于我们的最终确认。给您，但是价格取决于您周五前的确认。给您，但是价格必须马上接受才行。 5 A: How long will you leave your offer open? valid on the table B: Its valid for three years. Its good for twenty-four hours only. Itll remain firm until Friday. 你的报价多长时间有效？ 三年有效。 只有二十四小时的有效期。 周五前不变。 6 A: We want to find out if you can supply walnut meat. Article No.16 is available. B: Walnut meat is in high demand these days. As far as this item is concerned, the supply cannot meet the demand. 我们想知道你们能否提供胡桃肉。 第16号产品是否还有现货 最近胡桃肉需求很大。 就这种产品而言，供不应求。 7 A: Any chance of scraping skreipi up a small quantity? B: To be honest, weve sold out. Tell the truth, the supply has run out. Put it simply, we have nothing on hand. 可以积攒起一些吗？ 坦率地说，我们卖光了。 说实话，供货卖完了。 简单地说，我们手边没有货。 8 Well keep your order on file. When the next supply comes in, well get in touch with you. Well keep your requirement in mind. When new crops come in, well let you know. Well inform you as soon as we have new supplies in the near future. 我们会对你的订单做好记录。当下批货来的时，我们会和你联系。 我们会记下您的要求。下批农作物到来时，我们会告诉您的。 不久我们一旦有了新货就会通知您。 9 There is just a limited quantity for the time being / in the long run / at present / today 现在只是货物数量有限。 / 长远看来 / 目前 / 今天 10 Would you quote me / May I ask / May I know your lowest prices for the goods at present? 请问您能给我提供 这些商品目前的最低价格吗？ 我能问一下 / 我可以知道 11 May I ask the price of the product? / costexpense charge 我能问一下这商品的 价格 吗？ 成本 费用 Basic Expressions 1. This is Dajiang Food Store. How may I help you? 这里是大江食品店。请问我怎样能帮到你呢？ 2. Could you put me through to the toy department? 请帮我接玩具部好吗？ 3. Id like to order 3 cases of beer. 我打算订购三箱啤酒。 4. My name is Tony Smith, Shanghai Hotel Room 2107. My phone number is 6567- 8900. 我叫托尼史密斯，住上海宾馆2107房间，我的电话号码是 6567-8900。 5. Please make a remittance of 1,500 Yuan for the books youve ordered. The postage is included. 您订的书请汇款一千五百元过来，邮资包括在内。 6. Hold on a moment please. 请稍等。 7. Ill see if she is in. 我去看看她有没有在。 8. I am afraid she is out at the moment. 对不起，她这会出去了。 9. Ill be pleased to if I can. 如果能的话，我很高兴。 10. Extension 121, please. Sorry, the line is busy. 请接121号分机。 对不起，线路忙。 11. Could I speak to Mr. Johnson, please? Sorry, there is no one by the name of Johnson here. 我可以和约翰逊先生通话吗？ 对不起，这里没人叫约翰逊。 12. Could you hold on a minute? Ill get him for you. Certainly. Thanks. 稍等，我帮你去叫他。 行，谢谢。 13. Mr. Smith is tied up at the moment. OK. Ill call again later. 史密斯先生现在脱不开身。 好的，我回头再打电话过来。 14. I am sorry I wasnt in when you called. Thats all right. 很抱歉你来电话时我不在。 没关系。 15. Operator, we were cut off. Could you reconnect me, please? Just a moment, please. 接线员，电话断了。可以替我重新接通吗？ 请稍等片刻。 16. Do you follow me? Yes, please go on. 打电话 听懂我的话了吗？ 听懂了，请接着谈。 17. Have you got it? -Sorry. Do you mind repeating? 明白了吗？ 对不起，你介意再说一遍吗？ Conversations Dialogue 1 (O=operator) O: International Trading Co.，Good morning. L: Good morning. May I speak to Mr. Smith, please? O: May I ask whos calling, please? L: This is Miss Li from the United Textiles. O: Just a minute, Miss Li. (Switches lines) Mr.Smith, Miss Li from United Textiles wants to speak to you. S: Put her through, please. Hello, Mr. Smith speaking. L: Good morning, Mr. Smith. Im calling about the draft agreement you sent me Dialogue 2 A: Marketing Managers Office. Can I help you? B: Mr. Smith, please. A: Sorry, he is out. B: What time do you expect him back then? A: Sorry, I am not sure. Can I take a message? B: No, thanks. I will call back later. A: Thats fine. Please call again later. B: OK. Thank you. Goodbye. Dialogue 3 A: United Development Corp. May I help you? B: Id like to speak to Mr. Smith, please. A: Who shall I say is calling, please? B: This is Miss Zhang from ABC Corp. A: Im sorry, Miss Zhang, but Mr. Smith is not in at the moment. B: When will he come in, do you know? A: I suppose he wont be in until 11:00. B: May I leave a message? A: Certainly. B: Please ask him to give me a call as soon as he returns. He has my number. A: Very well, Miss Zhang, Ill do that. B: Thank you. Goodbye. - 联合开发公司。您有什么事 吗？ - 我想和史密斯先生通电话。 - 可以告诉我您是哪位吗？ - 我是ABC公司的张小姐。 - 对不起，张小姐，史密斯先生 现在不在。 - 他什么时候来，你知道吗？ - 我估计他要到十一点才会来。 - 我可以留个口信吗？ - 当然可以。 - 他一回来就请他给我回个电话。 他有我的电话号码。 - 好的，张小姐。我会的。 - 谢谢。再见。 Dialogue 4 A: Is Mr. Zhang there, please? B: Sorry. I cant hear you. Would you please speak a little louder? A: I said, is Mr. Zhang there? B: Mr. Smith, the line is bad. Dont hang up, please. Ill have the call transferred to another line. - 请问张先生在吗？ - 对不起。我听不清楚。请说 大声一点好吗？ - 我是问，张先生在吗? - 史密斯先生，电话线路不清楚。请别挂，我把电话转到另一条线路上去。 Dialogue 5 A: (on the phone) Hello? Smith here. B: Oh, Mr. Smith, my name is Melva Miller. You dont know me, but Im a friend of Mike Black. A: Oh, yes? B: When I told Mike I was coming to live here he gave me your name, and suggested that I give you a ring. I was wondering if you could give me some advice. A: Ill be pleased to if I can. What can I do for you? B: Well, Im looking for a place to live. Mike thought that as youre an estate agent you might know of something suitable. A: Yes, I think I can help you. Why dont you come round and see me? Do you know where my office is? B: Yes. Ive got the address. A: Good. Where are you now? B: Im at the post office. A: Oh, well, thats just a few minutes walk from my office. Come round and see me now. B: Thank you very much, Mr. Smith. A: Not at all. - 您好，我是史密斯。 - 哦，史密斯先生，我是梅尔薇米勒。您不认识我，但我是迈克 布莱克的一个朋友。 - 哦，是吗？ - 当我告诉迈克我要来这里时，他给我您的名字，他还建议我给您打 个电话。我想知道您能否给我一些建议。 - 如果可以的话，我很乐意。我能为您做点什么？ - 哦，我在找一个住的地方。迈克想您是一位房地产商，可能知道 一些合适的信息。 - 是的，我想我能帮你。你为什么不过来找我呢？您知道 我的办公 室在哪里吗？ - 是的，我有地址。 - 太好了，你现在在哪里？ - 我在邮局。 - 哦，那里离我这里走路才几分钟。现在过来找我吧。 - 非常谢谢你，史密斯先生。 - 不客气。 Dialogue 6 A: Good morning. Marketing Department. Can I help you? B: Good morning. This is Mr. Kubat. I ordered five barrels of your pure water a week ago, but they havent arrived yet. A: Oh, Im sorry, Sir. Ill check it immediately. Can I have your full name, address and phone number? B: Yes. Bruce Kubat, 480 Jinling Road, 5653-0198. A: Thank you, Sir. Ill check it with our delivery department and call you back in fifteen or twenty minutes. Please accept our sincere apologies. B: Oh, thats all right. Ill be waiting for your call. Bye-bye. A: Bye-bye and thank you for calling. - 早上好，市场部，有什么可以帮忙的吗？ - 早上好，我是库巴特先生。我一个星期前订购了五桶纯净水，但是 还没有到货。 - 哦，对不起，先生。我立刻查一下。您能告诉我您的全名、地址 和电话号码吗？ - 好，布鲁斯库巴特，金陵路480号，5653-0198. - 谢谢你，先生。我会检查一下我们运输部，将在十五分钟或者二十 分钟内给您打电话。请接受我们真诚的道歉。 - 哦，没关系。我会等您的电话，再见。 - 再见，谢谢您打电话过来。 Words and Expressions draft 草稿 agreement协议，协定 bother麻烦，打扰 hang up / hang on 挂断电话/不挂断电话 step out 暂时离开 hold the line （打电话时）不挂断 extension (电话)分机 tie up （工作等）把缠住，使无法脱身 cut off （指电话）通话被中断 reconnect使重新接通 follow 听懂，领会 A Specimen Letter Dear Mr. / Ms., Mr. John Green, our General Manager, would like to call Mr. Zhang on June 3 at 2 p.m sharp. (your time) about the opening of a sample room there. Please let us know if the time is convenient for you. If not, what time would you suggest? Yours faithfully, 释文 尊敬的先生/小姐， 关于在那里开样品陈列室的事宜，我们的总经理约翰格林想在你们当地时间六月三日下午两点整打电话给张先生。 请告知这个时间对您是否方便。如不方便，请建议具体时间。 Substitution Drills 1 A: May I help you? B: Id like to / Can I please?/ May I please? speak to Mr. Smith, please. 您好！ / 请帮我接史密斯先生。 2 A: May I ask / May I know who is calling, please? Who is this speaking? Who shall I say is calling, please? B: This is Mr. Fox from United Textiles. 可以告诉我您是哪位吗？ -我是联合纺织品的福克斯先生。 A: Mr. Smith, please.