商务谈判英文-

1、商务谈判英文.txt大悲无泪，大悟无言，大笑无声。我们手里的金钱是保持自由的一种工具。女人在约会前，一定先去美容院；男人约会前，一定先去银行。Visiting A Factory 参观工厂 A: If you are staying here for a few days, wed be delighted to see you at our factory. B: Its very kind of you to say so. My associate and I will be interested in visiting your factory. A: Let us know when

2、 you are free. Well arrange the tour for you. B: Thank you. Ill give you a call this afternoon to set the time. Theres nothing like seeing things with ones own eyes. A: Thats for sure. Youll know our products better after the visit. - 如果你要在这里呆几天的话，我们很高兴你能到我们工厂来看看。 - 谢谢您的盛情。我的搭档和我很想参观你们的工厂。 - 请告诉我们你们

3、什么时候有空，我们好作安排。 - 谢谢。今天下午我会给你电话以确认时间。再没有比亲自去看看更 好的了。 - 的确如此。参观后你会对我们的产品更了解。 A: Ill show you around and explain the operation as we go along. B: Thatll be most helpful. A: That is our office block. We have all the administrative depart- ments there. Down there is the research and development section.

4、B: How much do you spend on development every year? A: About 3-4% of the gross sales. B: Whats that building opposite us? A: Thats the warehouse. We keep a stock of the faster moving items so that urgent orders can be met quickly from stock. B: If I placed an order now, how long would it be before I

5、 got delivery? A: It would largely depend on the size of the order and the items you want. - 我陪你到各处看看，边走边讲解生产操作。 - 那太好了。 - 那是我们的办公大楼。我们所有的行政部门都在那里。那边是研 发部。 - 你们每年在科研上花多少钱？ - 大约是总销售额的3%到4%。 - 对面那座建筑是什么？ - 那是仓库，存放周转快的货物，这样有急的订货时，就可以立刻 交现货。 - 如果我现在订购，到交货前需要多长时间？ - 那主要得看订单大小以及你需要的产品而定。 A: How large is t

6、he plant? B: It covers an area of 75,000 square meters. A: Its much larger than I expected. When was the plant set up? B: In the early 70s. Well soon be celebrating the 30th anniversary. A: Congratulations! B: Thank you. A: How many employees do you have in this plant? B: 500. Were running on three

7、shifts. A: Does the plant work with everything from the raw material to the finished product? B: Our associates specializing in these fields make some accesso- ries. Well, here were at the production shop. Shall we start with the assembly line? A: Thats fine. - 这个工厂有多大？ - 面积有七万五千平方米。 - 比我想象的要大多了。什么时

8、候建厂的？ - 七十年代初期。我们很快要庆祝建厂三十周年了。 - 祝贺你们。 - 谢谢。 - 这个工厂有多少员工？ - 五百个，我们是三班制。 - 从原料到成品都是工厂自己生产吗？ - 有些零配件是我们的联营单位生产的，他们是专门从事这一行的。 好了，我们到生产车间了。咱们从装配线开始看，好吗？ - 好的 A: Put on the helmet, please. B: Do we need to put on the jackets too? A: Youd better, to protect your clothes. Now please watch your step. B: Tha

9、nk you. Is the production line fully automated? A: Well, not fully automated. B: I see. How do you control the quality? A: All products have to go through five checks in the whole manufacturing process. B: Whats the monthly output? A: One thousand units per month now. But well be making 1,200 units

10、beginning with October. B: Whats your usual percentage of rejects? A: About 2% in normal operations. B: Thats wonderful. Is that where the finished products come off? A: Yes. Shall we take a break now? - 请戴上安全帽。 - 我们还得穿上罩衣吗？ - 最好穿上，以免弄脏你的衣服。请留神脚下。 - 谢谢。生产线都是全自动的吗？ - 哦，不是全部自动的。 - 哦，那你们如何控制质量呢？ - 所有产品

11、在整个生产过程中都必须通过五道质量检查关。 - 月产量多少？ - 目前每月一千套，但从十月份开始每月将为一千二百套。 - 每月不合格率通常是多少？ - 正常情况下为2%左右。 - 那太了不起了。成品从那边出来吗？ - 是的，现在我们稍微休息一下吧。 A: It was very kind of you to give me a tour of the place. It gave me a good idea of your product range. B: Its a pleasure to show our factory to our customers. Whats your gen

12、eral impression, may I ask? A: Very impressive, indeed, especially the speed of your NW Model. B: Thats our latest development. A product with high performance. We put it on the market just two months ago. A: The machine gives you an edge over your competitors, I guess. B: Certainly. No one can matc

13、h us as far as speed is concerned. A: Could you give me some brochures for that machine? And the price if possible. B: Right. Here is our sales catalog and literature. A: Thank you. I think we may be able to work togeth er in the future. - 谢谢你们陪同我看了整个工厂。这次参观使我对你们的产品范围有了一个很好的了解。 - 带我们的客户来参观工厂是我们的荣幸。不

14、知道你总体印象如何？ - 很好，尤其是你们的NW型机器的速度。 - 那是我们新开发的产品，性能很好。两个月前刚投放市场。 - 和你们的竞争对手相比，我想这机器可以让你们多占一个优势。 - 当然。就速度 B: Im afraid the cardboard boxes are not strong enough for ocean transportation. - 米勒女士，你都是我们的老朋友了。为了将来业务进一步发展，也 作为友好的表示，我们准备削价5%，这样做你满意吗？ - 太好了。谢谢你作出这一让步。我接受了。 - 现在我重复一下，五千台半导体收音机，规格根据我方目录所示， 每台20美元

15、洛杉矶到岸价。 - 好，既然价格已定，我们可以讨论一下包装问题。 - 关于包装问题，我们一只纸板箱内装两打，每箱毛重25公斤。 - 是纸板箱吗？ - 是瓦楞形硬纸箱。 - 你们能否改用木箱？ - 为什么用木箱？ - 恐怕纸板箱用于远洋运输不够结实。 A: Cartons are comparatively light, and there fore easy to handle. Theyll not be stowed away with the heavy cargo. Besides, well reinforce the cartons with metal straps. B: Al

16、l right. Carton or no carton, the packaging must be waterproof as well as strong enough to stand shock and rough handling. A: You neednt worry about that. Cartons are extensively used in our shipments to foreign countries and there have never been complaints from our clients. Now, as regards payment

17、, we have agreed to use dollars, am I right? B: Thats right. As soon as I get home, Ill see about the opening of the letter of credit. A: Please open the letter of credit 15 to 30 days before the date of delivery so that well have enough time to make all the nec es sary arrangements. Another thing,

18、the L/C should be val id until the 15th day after shipment. B: No problem. That can be done. I understand youll ship the goods before the end of May? - 纸板箱比较轻，便于搬运。纸箱不会和别的笨重货物堆放在一起 的。此外，我们会用铁条加固纸箱的。 - 好，不管是不是纸箱，包装必须防水，而且必须坚固，经得起震动 和粗鲁地搬运。 - 这个你不必担心。我们发往国外的货中广泛使用纸箱，从未听到 过国外客户有什么抱怨。至于付款，我们已同意使用美元，对吗？

19、- 对，我一回去就着手办理开立信用证。 - 请在交货前15天到30天内开立信用证，以便我方有足够的时间作 好必要的安排。另外，信用证应在装船后15天内保持有效。 - 没问题，可以办到，你们将在5月底前交货吗？ A: Right. Well ship the goods according to the agreed time schedule. Last, but not least, the inspection is to be carried out by Hous ton Commodities Inspection Bureau, which is final and binding

20、 on both parties. B: Yes, we agreed to that. We have great confidence in your inspection institution. Through years of dealing with you, weve convinced of your commercial integrity. A: Thank you. You can rest assured that well do ev ery thing possible to prevent de fec tive commodities from going ab

21、road. However, if there should be any disputes, we wish to have them settled through friendly discussions. B: Exactly. Thats what we have done in the past. A: Well, it seems we have covered everything. Well have the con tract ready in a couple of days. B: Can you speed it up and let me have it today

22、? Im leaving tomo- rrow. Ive been here for almost a month now, you see. My corpo- ration is urging me to return. Ive booked the tick et for to mor row afternoons flight at 3: 00. A: Let me see. If we cant get the contract ready by then, well send it to you by airmail for your signature. B: Thats fin

23、e too. - 对，我们将根据规定时间交货。最后一点，但并不是最不重要 的一点是，商检由休斯顿商品检疫局执行。其检疫结果是最后依 据，对双方都有约束力。 - 是的，我们同意了这条。我们对你方商检机构很信任。通过多年的 和你们打交道，我们确信你们的商业信誉可靠。 - 谢谢。你们尽可放心，我们将尽一切可能去防止次品出口；但是万 一有争议的话，我们希望通过友好协商来解决。 - 正是这样，我们过去就是这么做的。 - 好吧，看来我们各方面都谈过了。我们将在几天内把合同准备好。 - 能否加快点，让我今天拿到，行不行？我明天回国，你知道我在这 儿呆了近一个月了。我的公司催我回去，我已经买了明天下午三点 钟

24、的飞机票。 - 让我想想。如果到时合同还没有准备好，我们将航空寄给你签字。 - 也好。 Packing 包装 A: Mr. Jones, shall we now discuss the packaging? B: Very well. You know, we have definite ways of packaging garments. As to blouses, we use a polythene wrapper for each article, all ready for window display. A: Good. A wrapping that catches the

25、 eye will certainly help push the sales. With competition from similar garments producers, the merchandise must not only be good value but also look attractive. B: Right you are. Well see to it that the blouses appeal to the eye as well as to the purse. A: What about the outer packing? B: Well pack

26、them 10 dozens to one carton, gross weight around 25 kilos a carton. A: Cartons? B: Yes, corrugated cardboard boxes. A: Could you use wooden cases instead? B: Why use wooden cases? - 琼斯先生，我们来谈谈包装好吗？ - 好。你知道，我们对服装包装有特定的方式。至于女衫，一件装一 个聚乙烯口袋，可直接放在橱窗里陈列。 - 好。袋子引人注目肯定有助于推销。商品不仅要货真价实，还要 能吸引人，因为有许多类似的服装与之竞争

27、。 - 这点你说对了。我们会注意把女衫做得跟手提包一样美观。 - 外包装是怎么样的？ - 十打装一纸箱，每箱毛重约25公斤。 - 纸箱？ - 是的，瓦楞纸板箱。 - 你不能用木箱代替吗？ - 为什么要用 to being responsible for every kind of mishap. A: I can understand your position. Perhaps Im asking too much. B: Well use wooden cases if you insist, but the charge for packing will be considerably

28、higher, and it also slows delivery. A: Well, Ill call you immediately for instructions on the matter. B: Please do. Ill be waiting for your reply. - 万一保险公司以包装不当为由而拒绝接受索赔时，如果你保证赔偿 的话，我们就乐于接受纸箱。 - 对不起，我们不能承担任何超出我们职权范围的责任。我们可以保 证包装适合海运，但不能对每一种损失都负责。 - 我能理解你的立场，也许我要求得太多了。 - 如果你坚持，我们可以使用木箱，但包装费用就要高得多，而且发

29、 运也要延期。 - 关于这件事，我会马上打电话给你指示。 - 好的，我等着你的回答。 Terms of Pay ment 支付条款 W: Well, weve settled the question of price, quality and quantity. Now what about the terms of payment? B: We only accept payment by irrevocable letter of credit payable against shipping documents. W: I see. Could you make an exceptio

30、n and accept D/A or D/P? B: Im afraid not. We insist on a letter of credit. W: To tell you the truth, a letter of credit would increase the cost of my import. When I open a letter of credit with a bank, I have to pay a deposit. Thatll tie up my money and increase my cost. B: Consult your bank and se

31、e if they will reduce the required deposit to a minimum. - 好吧，既然价格、质量和数量问题都已谈妥，现在来谈谈付款方式 怎么样？ - 我们只接受不可撤消的、凭装运单据付款的信用证。 - 我明白。你们能不能破例接受承兑交单或付款交单？ - 恐怕不行，我们是坚决要求采用信用证付款。 - 老实说，信用证会增加我方进口货的成本。要在银行开立信用证，我得付一笔押金。这样会占压我的资金，因而会增加成本。 - 你和开证行商量一下，看他们能否把押金减少到最低限度。 W: Still, there will be bank charges in conn

32、ection with the credit. It would help me greatly if you would accept D/A or D/P. You can draw on me just as if there were a letter of credit. It makes no great difference to you, but it does to me. B: Well, Mrs. Wang, you must be aware that an irrevocable letter of cred it gives the exporter the add

33、itional protection of the bank ers guarantee. We always require L/C for our exports. And the other way round, we pay by L/C for our imports. W: To meet you half way, what do you say if 50% by L/C and the balance by D/P? B: Im very sorry, Mrs. Wang. But Im afraid I cant promise you even that. As Ive

34、said, we require payment by L/C. - 即便那样，开立信用证还是要支付银行手续费。假如你能接受承兑 交单或付款交单，这就帮我大忙了 。你就当作是信用证一样向我开 汇票。这对你来说区别不大，但是对我来说就大不一样了。 - 王小姐，你应该也知道，不可撤消的信用证给出口商增加了银行的 担保。我们出口一向要求采用信用证；反过来讲，我们进口也是信 用证付款。 - 我们都各让一步吧，货价的百分之五十用信用证，其余的采用付款 交单，你看怎么样？ - 对不起，王小姐。即便那样，我恐怕也不能答应。我都说过了，我 们要求用信用证付款。 装运期（交货期） A: Now we have

35、settled the terms of payment. Is it possible to effect shipment during September? B: I dont think we can. A: Then when is the earliest we can expect shipment? B: By the middle of October, I think. A: Thats too late. You see, November is the season for this commodity in our market, and our Customs fo

36、rmalities are rather compli- cated. B: I understand. A: Besides, the flow through the marketing channels and the red tape involved take at least a couple of weeks. Thus, after ship- ment it will be four to five weeks altogether before the goods can reach our retailers. The goods must therefore be sh

37、ipped before October;otherwise we wont be in time for the selling season. - 现在我们已经谈妥了付款条件，你方是否能够在九月份装船? - 我看不行。 - 那么最早什么时候可以装船呢? - 恐怕要在十月中旬。 - 那太迟了。你知道，在我方市场上，十一月份是这种商品的上 市季节，而我们的海关手续又相当复杂。 - 我明白。 - 另外，通过销售渠道以及繁琐的公文程序，起码要花上几个星 期。这样从装船后到我们的零售商收到货物，总共要用四、五 个星期。因此，十月份前货物必须装船，否则我们就赶不上销 售季节了。 B: But our factories are fully committed for the third quarter. In fact, many of our clients are placing orders for delivery in the four