商务英语谈判.doc

unit3Payment Payment plays an important role in foreign trade. It is often complicated. The mode of payment for each transaction is to be agreed upon between the two trading parties at the time of placing an order . The most often adopted mode of payment in our foreign trade is Letter of Credit. After a contract or confirmation is signed by buyers and seller, the buyers should open a letter of credit , according to the payment clause in the contract , usually one month before the time of shipment . 1.arrive at an agreement达成协议达成协议还可以用下列短语表示：come to an agreementreach an agreemententer into an agreementconclude an agreementmake an agreement2.respect方面in this respect在这一方面3.substantial多的，大量的4.down payment定金，首付款5.default违约6.implement贯彻，执行7.state enterprise国有企业 state-owned enterprisesole funded enterprise独资企业8.standing地位，名望9.retention保留金10.lets call it a day今天就到此为止吧11.technician技术员，技师12.install安装13.agree to sth agree with sb make agreement with sb14.our terms of payment are by confirmed,irrevocable L/C by draft at sight我们要求的支付方式是保兑的、不可撤销的、凭即期汇票支付的信用证。15.usual practice 通常的，惯例16.have a failure to do sth17.its not our practice to make a down payment.我们从来不接受付定金这一付款方式。18.since our purchase is of such a large size,we would like you to offer us more favourable terms of payment.由于我们这次的定单这么大，我们希望你们能给予我们更为优惠的付款条件。unit4shipment1.objection异议to have/make an objection to something对表示反对to have no objection to something不反对2.liner定期船，班轮3.tramp不定期船4.few and far between相隔很久才发生的，稀疏的5.secure保证，弄到6.get hold of把弄到手7.direct vessel直达船8.have no alternative but 除了别无选择9.shipping department船运部，运输部10.the Jardine Shipping Agent(HK)Ltd香港怡和船务公司11.designated 指定的12.on carrier第二程船13.unloading port卸货港14.if the worst comes to the worst如果最坏的事发生；万一是实在不行15.designate 指定，指派16.optional可选择的，备选的 optional port备选港17.port of destination目的港18.the China Resources Shipping and Storage Co.Ltd.in Hongkong香港华润运输仓储有限公司19.call at(车船等)停靠，到作短暂访问20.Liverpool利物浦21.connecting steamer衔接船22.如果一笔交易是以FOB价格成交的，那么就由买方负责租船或订仓位。23.a large accommodation吞吐量大24.We prefer Shanghai as the loading port,as it has a large accommodation capacity and sophisticated equipment.Its easy for us to send a vessel我们希望把上海定为装船港，因为上海港的吞吐量大，且装备良好，便于我们派船25.customs duties关税26.a seasonal product 季节性商品27.could you find some way to make an earlier delivery 你们是否能想方设法早点交货？28.there is a great dem