商务谈判(1)—— 讨价还价签约

商务谈判(1)谈判协议(a)常用词汇1.联系make an inquiry2.成本、保险运费(成本和优先)纽约cif纽约4.加拿大主要港口CIF加拿大人main seaports5.成本运费成本优先(CF)6.船上交货价(fob)离岸价(FOB)7.价目表价目表8.参考价格indication list9.报价quote (V.)/quotation (n .10.最新报价latest quotation11.底部为floor/best/lowwest/rock-bottom/minimum price12.下划线bottom line13.保固价格break-even price14.单价单位价格15.净价net price16.成本原始价格。17.有竞争力的competitive18.折扣favorable19.合理的reasonable/acceptable20.(估计)有根据/有道理的well grounded21.(价格)吸引人的活动22.报告/发布offer机箱floor offer24.物理磁盘firm offer/offer with engagement25.虚版非firm offer/offer without engagement开放/关闭opening/closing price27.返回计数器offer28.折扣discount/allowance29.惯例总帐做法。30.销售to promote the sales31.畅销书best seller/quick-selling product32.展品exhibits on display33.打开市场to establish a market34.有销售to have a good/ready market35.风格设计36.销售手册sales literature37.商标trade mark38.交易to conclude a deal/transaction with39.条款terms and conditions范例范例sample41.订单至订单/放置an订单42.送货deliver the goods/delivery (n .)43.大型企业substantial business44.质量监控质量控制。45.交货收据receipt of invoice46.送货日期dispatch/delivery date47.订购诗坛树48.大型单large order49.谈判专家real negotiator50.利润(比率)profit margin51.让步concession52.不能再让步cannot make any further concession53.报价是.offer to be valid/firm for.days (hold/keep.offer open for.days)有效54.接受/取消/确认订单至accept/cancel/confirm an order55.(价格)与国际市场一致be/come in line with the international market56.(价格)与国际市场不一致(price)be out of line with the international market57.(价格)急剧上升go up/increase sharply/rapidly/sub stantally/dramatically(b)用于查询(Inquiry)1.我可以咨询你吗？Can I make an inquiry？你能告诉我价格吗？could you give us some ideas about your prices？我想知道你的建议。I hope to have your quotation for.我希望你报汉堡到岸价的最低价格。I d like to hear your lowest quotations cif Hamburg .5.请报告核桃人10吨西雅图到岸价的最低报价。please quote us your lowest price cif Seattle for ten mt(metric ton=ton)of waln ut meat。6.请告诉我们雅加达到岸价，关于我附件中列出的商品。please quote us for the goods listed I enclosed with the inquiry sheet giving your prices cif Jakarta。7.请告诉我们优质白色广告纸100号伦敦离岸价。please quote us fob London for 100 reams of good quality white poster paper。8.为了达成交易，请告诉我们最有竞争力的价格之一。please quote us your most competitive price in order to conummate business。9.我们想知道贵公司的产品报价。we are anxious to get an offer for your products。10.这是我们的询价处，我想知道你纽约到岸价的最低报价。here is a list of our requirements . I d love to have your lowest quotations cif new York .11.请告诉我们最低价格及每一个最低价格的要求。please quote us your best price and let us know the minimum quantity for each order。12.我们已经对你们的商品进行了询问，请在本月底前报盘。we have already made an inquiry for your articles。please make an offer before the end of this month。13.我们订购100套，你们的价格是多少？what price would you quote us on 100 sets？14.如果我们订购1万件，你们的报价是多少？If we order 10，000 units，what would be your offer？15.如果我们的订单大，你们的价格能降低多少？If our order is a substanial one，how much will bring your price down？16.你们能给我们什么特别折扣？please inform us what special offer you can makeus？17.麻烦你，如果我们对你方产品下一个大订单，你们能给我们什么折扣？we d apprecate it very much if you let us know what discount you can grant us if we give you a large order of your products .(c)提议(Offer)1.感谢您的咨询。为了便于我方报价，能否谈谈你方的需求量？Thank you for your inquiry。would you tell us what quantity you require so that we can work out the offer？2.我们很高兴对我方在海外市场上卖得很好的手工毛毯向你方报价。we are interested in making you an offer our hand-made carpets which are well received in the overseas market。通常我们的报价是离岸价。In general，our prices are given on a fob basis。我们可以以国际市场价格报价你。we can offer you a quotation based upon the international market。5.我方报价合理、现实，符合当前市场的价格水平。our offer is reasonable and realistic . it comes in line with the previoling market。6.这是我方最新的价格表。可以看出我们的价格最有竞争力。Here is our latest price sheet。you will see that our price is most competitive。7.说真的，由于市场的快速发展，我方向你方提供的报盘已成为我方最优惠的价格。sincerely the market is advancing rapidly，the price we offed you is the best I believe。8.我方相信，向你方提供的报价能与其他企业有力地竞争。we believe that the price we offer you can compete well with those of the other firms .9.这里有我方以装运港船边交货为准的价格表，报告的都是虚盘。I have here our price sheet on a Fas vessel basis。the prices are given without engagement。10.如果我方能在10天内收到你方订单，我们将实盘。if we can receive your order within the next 10 days，we will make you a firm offer。11.这个报盘五天内有效。This offer is firm for 5 days。12.我方报价从今天起5天内有效，以后在随行时。our offer is valid for 5 days from today，and will then be subjected to change according to the market price of the day。13.我们已报告上海离岸价，而不是香港到岸价，我方报盘有效期至8月31日。the price we quote is on fob Shanghai bases instead of cif hong kong bases and our offer will be valid until August 31st。14.如果我们下星期一没有收到你方的答复，我方将不得不撤回报盘。I d like to remind you that we have to withdraw our offer if we don t hear you by next Monday .15.本报还在10天内有效，从6月10日开始有效。this offer will remain effective for another 10 days from June 1。16.由于价格持续上涨，我方建议你方尽快订货。As price are steadily rising，we d advise you to place your order without delay。17.我们的产品需求量大，供应有限，建议你方尽快接受此报盘。our product is in great demand and supply is limited，so we would recommend that you accept this offer as soon as possible，18.我方认为，如果给更优的报盘，贵公司完全可以满意，并希望尽快得到贵方认可的答复。we feel better offer will give you full satisfaction。I hope to receive a favoritable