Lesson Three

1、Lesson ThreeThe main objectives of the class(本节课的主要目标) 1.Make familiar of the four steps of business negotiations: enquiry(询盘),offer(报盘),counter-offer(还盘) and acceptance(接受). (熟悉商务谈判的四个步骤：询盘；报盘；还盘和接受)。 2. Important words and expressions (重要的短语和表达)Brainstorming(Translation) Derek facies himself as a

2、ladies man, he spends too much time admiring himself in the mirror for my liking. A.德里克自以为是讨女人喜欢的人，可是为了讨我喜欢，他却花很多时间在镜子面前自我欣赏。 B.德里克自以为是个讨女人喜欢的人，可是我不喜欢他花那么多的时间在镜子面前自我欣赏。Enquiry(询盘) 1：询盘是指交易的一方欲购买或售出某种商品，向对方询问买卖该种商品的各项交易条件(如商品的品质，价格，规格，装运等)。 2：询盘实质上是邀请对方发盘(invitation of offers), 在商法上属于邀请要约。 3：询盘，又称为询价

3、，可以分为两种： A：只询问价格，索取商品目录或样品，被称为一般询盘(General Enquiries); B: 另一种询盘则包括特定商品的各项交易条件，被称为具体询盘(Specific Enquiries);Enquiry(询盘) 询盘常用表达： A. I would like to have your lowest quotation(价格，报价) CFR Macao. (请报澳门港口成本加运费最低价) B. Whats the quantity you want?Then we can work out (制定，拟定)of the offer. (您需要的数量是多少呢？这样我就能拟出报

4、价)Enquiry(询盘) 询盘常用表达： A. Please quote us your price for 200 units of item 5 in your catalog. (请报出你方目录中五号产品200件。) B：The quotations are subject to(以 为准，受 主导) our final confirmation. (所有价格以我方最后确认为准)Enquiry(询盘) 询盘常用表达： A:All prices are subject to review. (一切商品的价格都可能调整)Enquiry(询盘) 三种价格术语： 1. 该价格叫做“装运港船上交

5、货价”，简称“船上交货”。F.O.B是Free On Board 的缩写。采用这一价格术语要在其后注明名称 2.该价格叫成本加保险费，运费价。C.I.F是Cost Insurance Freight的缩写。采用这种价格术语的时候，应在C.I.F后注明名称。Enquiry(询盘) 三种价格术语： 3. C.F.R该价格叫成本加运费价。采用这种价格术语时，也应在C.F.R后注明名称。(useful expressions of enquiry) 询盘的主要表达 1. to inquiry about (对 询价) 2. to make an inquiry (发出询盘；向 询价) 3. inqui

6、ry sheet (询价单)(useful expressions of enquiry) 询盘的主要表达 4. Here is our F.O.B price list. (这是我们的装运港报价单) 5. Can you give me an indication of price? (你能给我一个估价吗？) 6. Wed rather have you quote us F.O.B prices. 我们希望你们报离岸价格(useful expressions of enquiry) 询盘的主要表达 7.Delivery date (交货日期) 8. to make delivery (交货

7、) 9.to make prompt-delivery (即期交货) 10. payment terms (付款方式)Offer(报盘) 1：报盘(offer), 也叫报价，是卖方主动向买方提供商品信息，或者是对询盘的答复，是卖方根据买方的来信，向买方报盘，其内容可包括商品名称，规格，数量，包装条件，价格，付款方式和交货期限等。Offer(报盘) 2：报盘有两种：虚盘(non-firm offers)和实盘(firm offers)。 A:虚盘(non-firm offers):即无约束力的报盘。大多数情况下都是虚盘。虚盘不规定报盘的有效日期，并且附有保留条件，如：The offer is s

8、ubject to our final confirmation/prior sale.(该报盘以我方最后确认为准/是否事先售出为准)。 B：实盘(firm offers)：即规定有效日期，而且卖盘一旦被接受，报盘人就不能撤回。比如：How long will this offer be kept open?(这报盘在多长时间答复有效？)(useful expressions of offer) 报盘的主要表达 1. Please make us a cable offer. (请来电报盘) 2. We have the offer ready for you. (我们已经为你准备好报盘了)

9、3. Well let you have the official offer next Monday. (下星期就给您正式报盘)(useful expressions of offer) 报盘的主要表达 4. Im waiting for your offer. (我正等您的报价) 5.We have accepted your firm offer. (我们已收到了你们报的实盘) 6. We offer firm for reply 11 a.m tomorrow. (我们报实盘，以明天上午11点答复为有效)(useful expressions of offer) 报盘的主要表达 7.

10、Here is a detailed list of our offers. (这是我们的报价清单) 8. The offer will remain open for 5 days. (报价的有效期是5天) 9.When can I get a firm offer? (何时能给我发实盘)Counter-offer(还盘) 1：受盘人不同意发盘中的交易条件而提出修改或变更的意见，称为还盘还盘(Counter-Offer)。在法律上叫反要约。还盘也就是还价。 2：还盘实际上是受盘人以发盘人的地位发出的一个新盘。原发盘人成为新盘的受盘人。 3：还盘的内容不单是指价格。对支付条件，装运不单是指价格

11、。对支付条件，装运期等主要条件提出不同的建议，也都属于还盘性期等主要条件提出不同的建议，也都属于还盘性质。质。Counter-offer(还盘) 4：还盘可以在双方之间反复进行，还盘的内容通常仅陈述需变更或增添的条件，对双方同意的交易条件无须重复。Counter-offer(还盘) 还盘原因不外是对方报盘太高，一般的相应表达如下： 1. We found your offer too high. (你方报价太高) 2. No other buyers have bid higher than this price. (没有别的买主的出价高于此价)Counter-offer(还盘) 还盘原因不外

12、是对方报盘太高，一般的相应表达如下： 3. The price you offered is above to other suppliers. (此价格比我们给其他供货人的出价要高) 4.Im afraid I dont find your price at all. (我看你们的报价毫无竞争性)Counter-offer(还盘) 而报盘者想继续回应，一般有以下表达： 1. My offer was based on reasonable profit, not on wild speculations. (我的报价以合理利润这依据，不是漫天要价) 2. We have received o

13、ffers recently, most of which are below 100 U.S. Dollars. (我们最近的报价大多数都在100美元以下)Counter-offer(还盘) 而报盘者想继续回应，一般有以下表达： 3. Moreover, weve kept the price close to the costs of production. (再说，这已经把价格压到生产费用的边缘了) 4. I think the price we offered you last week is the best one. (相信我上周的报价是最好的)(useful expression

14、s of Counter) 还盘的主要表达 1. Our counter-offer is as follows. (我们还盘如下) 2. Our counter-offer is well founded/reasonable. (我们的还价还是很合理的)(useful expressions of Counter) 还盘的主要表达 3. please make us your best possible counter-offer. (请给我们你们最好的还盘。) 4. Its impossible for us to entertain your counter-offer. (我们不能接

15、受你方的还价)Acceptance(接受) 谈判双方达成了一致，无条件接受报盘中的所有条件，这就叫接受接受(acceptance)。 OK,done!The main objectives of the class(本节课的主要目标) 1. New words and expressions 2. WritingBrainstorming(translation) While many women are comfortable being close and sharing secrets, men often express their emotions in relationship w

16、ith other man. A：虽然许多女人对与他人亲密无间，分享秘密感到舒坦，而男人却经常刻求在与其他男人的关系中表达感情。 B：许多女人对亲密相处互吐隐秘感到心安理得，而男人要对其他男人表露感情却非易事。New words and expressions Para 1: Involve: (v) to include or affect someone or something; In往里；volve:转；把一些东西转到里面来了。 Be involved in: 卷入，牵涉； He is involved in the case.New words and expressions Par

17、a 1: Include: 包括的很具体很具体的东西； Involve:涉及，包含了比较抽象抽象的东西； The room charge includes the tax. 房价包括了税费。 Love involves sacrifices, trust, and sorrows. 爱包括了牺牲，信任和伤心。New words and expressions Para 2: Request: (n) a polite or formal demand for something His for reviewing his case is rejected by the court. Reque

18、st for: request sb to do sth You are requested/asked to do New words and expressions 我要求你晚上写一篇作文： 不可以直接说：I request you(?) You are requested to write a composition. Request note: 申请书；(运，贸); Requirement: (n) 要求，需要，条件； Your machines do not meet our requirements. 你方机器不符合我方要求。New words and expressions Pa

19、ra 2: Relating to: about or concerning; “Please get all the data relating to the export of Toms company in the past two years,” the manager said to his secretary seriously.New words and expressions Para 3: Quantity: (n) an amount of something that can be counted or measured; (数量) The police found a

20、large quantity of heroin in his flat last night. Quantities of: 大量的； A large quantity of :大量的； 均修饰不可数名词New words and expressions Quantity discount: 数量折扣 Quantity rebate: 大批购买时的减价New words and expressions Para 3: Specify: (v) to state something in an exact and detail way (指定，明确说明) He specified the da

21、te of shipment for the first 100 tons of coal in the letter. Specific: (adj) Specific capital: 特定资本 Specific grant: 特殊补助金New words and expressions Para 3: Valid: (adj) a valid ticket, document, or agreements is legally or officially acceptable; Your ID card is valid before June 24th, 2022. Validity:

22、 (n) 有效性；New words and expressions 5. Our certificates wont be valid without our official stamp and the managing directors signature. 我方的证明书以盖章和局长签字为有效New words and expressions Para 3: Revise: (v) to change a piece of writing by adding new information, making improvements, or correcting mistakes; (修

23、改，修订) A contract (合同)is normally allowed to be revised with the consent(同意) of all parties.New words and expressions Para 3: Revise: (v) I just got that you have arranged your payment schedule, however we should revise B/L after confirming your payment. 我知道你们已经安排汇款，但是公司要求必须收到货款才能修改提单。New words and e

24、xpressions Para 3: Withdraw: (v) if you withdraw a threat, offer, request, etc, you say that you no longer will do what you said: (收回，撤销) After consulting her lawyer, she finally withdrew her request for another 5000 dollars from her employer for her loss of leg in the accident.New words and express

25、ions Para 3: Withdraw: If shipment is too late, well be forced tothe contract. 如果迟迟不发货，我们将不得不撤销定单。 If you still delay delivery, Ill have to cancel the order. 如果迟迟不发货，我们将不得不取消定单。New words and expressions Para 3: Contrast: (n) a difference between people, ideas, situations, things, etc, that are being

26、 compared. (相对比) There are great contrasts in understanding of happiness among people. In contrast (to/with): 与 相比； By contrast: 对比之下； Contrast to(sb/sth): 与 形成鲜明对比New words and expressions Para 3: Contrast: Contrast A with B: 把A 与B 对比； In contrast to 与之形成对照； By contrast: 相反； He is opitimistic and s

27、traightforward, in contrast to his girl friend who always looks gloomy. 和他看上去总是不开心的女朋友比起来，他是很乐观且直接的一个人。New words and expressions Para 3: Confirmation: (n) 确认； Confirmation of sales: 售货确认书； Confirmed irrevocable credit: 保兑不可撤销信用证； Confirming letter of credit: 保兑信用证(一种最可靠的不可撤销信用证)New words and express

28、ions Para 3: Confirm: (v) 使有效，确认； We are able to confirm that the goods will be delivered on 1 December. 我们能确定将在12月1日交货。 We now confirm our acceptance of your quotation. 我们现在证实收到你的报价。 a confirmed credit: 已确证的信用证New words and expressions Para 4: Renew: (v) to arrange for an agreement or official docu

29、ment to continue for a further period of time: 使更新； Your driving license should be renewed next July. To renew ones business contracts: 使某人的合同展期New words and expressions Para 4: alter: (v) to change, or to make someone or something change: No one can alter the fact that Taiwan is part of China. Alte

30、rnate demand: 替代需求，代用品； Alternate director: 代理人；New words and expressions Para 4: Alternative cost: 替换使用成本； Alternative duty: 选择税New words and expressions Para 4: Go through: to experience a particular process: You have to go through several rounds of interviews before such a big company recruits yo

31、u.New words and expressions Para 5: Agree on: to have or express the same opinion about something as someone else 一致，同意； They agreed on a date for next round of negotiation in this meeting. To agree on a price 同意价格； Agreed price/rates/payment/sum 议定价格/费率/付款/金额New words and expressions Para 5: Agree

32、sth: 同意做某事； Agree sb: 同意某人； Agree sth: 就某事达成一致New words and expressions Agreeable: 宜人的； Today is agreeable. Agreeable placeNew words and expressions Para 5: Unconditionally: (adv) without any conditions 无条件地； After being hit by the nuclear bomb, Japan surrendered to the US unconditionally. On condit

33、ion that: 只要 Under the condition that: 前提；以 为条件；Translation 1. Please quote your most favorable price CIF Sydney (including a 2% discount for us) as well as the earliest shipping date. 请报CIF悉尼最低价，包括我方2%的折扣，并告知最早装运期Translation 2. Our offers are subject to change without advance notice. 我方的报盘随时会有变化，不预

34、先通知Translation 3. We will decide to make repeat orders if the customers are satisfied with your products. 若消费者对比货满意,我肯定会向你方大批量续订的。Translation 4. The machines must be delivered by sea freight and their packing must be able to withstand rough handling. 这些机器必须用适合海运并能承受野蛮装卸的箱子包装。The main objectives of t

35、he class(本节课的主要目标) 1.Some useful expressions of business negotiation 一些关于商务谈判的有用表达 2.related western culture 相关西方文化 3.BBC步入商界：讨价还价Translation Knowledge is a comfortable and necessary retreat(安全的地方) and shelter (遮荫) for us in an advanced age, and if we do not plantwhile young, it will give us no shad

36、e when we grow old. 知识是人到老年时舒适而又必需的精神归宿。如果年轻时不种下知识之树，老年时就得不到树荫的遮蔽。Business negotiation 大量订货： 1. place a large order 2. place a big order 3. place a considerable order 4.place a substantial orderBusiness negotiation 为了达成交易： 1. in order to close this deal 2.in order to conclude the business 3. in orde

37、r to make the conclusion of business 4.in order to reach an agreement in the end 5. in order to finalize the orderBusiness negotiation 为了促进我们之间的贸易： 1. to develop the trade between us 2. to promote the trade between us 3. to step up the trade between us 4. to encourage business between usBusiness neg

38、otiation 这是最优惠价格： 1. This is the _we can do. 2. This is the most price. 3. This is the rock-bottom price. 这是最低价。 4. This is the price. 这是最低价。 .Business negotiation 5. This is the prevailing price. 这是目前的主流价格/现行价格。 6. This is the keenest price. 这是最低价。 7. This is the most competitive price. 这是最有竞争力的价格。

39、Business negotiation 我们在跟对方谈价格的时候，通常会提及如果价格“有吸引力的话”我们会大量订货。修饰的形容词一般有： Acceptable: 可以接受的； Workable: 可行的； Attractive: (价格)有吸引力的; Reasonable: (价格)合理的；Business negotiation 我们在跟对方谈价格的时候，通常会提及如果价格“有吸引力的话”我们会大量订货。修饰价格价格的形容词一般有： Fair: (价格)公平的； Realistic: (价格)实在的； Competitive: (价格)有竞争力的； Moderate: (价格)公道的； S

40、atisfactory: 令人满意的；Business negotiation 我们愿意为您把价格降低15%。 1. We are ready to cut our price by 15 percent. 2. We are ready to reduce our price by 15 percent. 3. We are ready to make a reduction of 15% from the price. 4. We are ready to deduct 15% from the price. 5. We are ready to offer you 15% off.Bus

41、iness negotiation 行市趋淡。 1. The prices are dropping now. 2. The prices are on the decline now. 3. The prices are subject to fall. 4. The prices are showing a decline.Business negotiation 我们不能再降价了。 1. We cannot offer any further deduction. 2. We cannot offer any further reduction. 3. We cannot offer a

42、ny further discount. 4. We cannot offer any further compromise. 5. Well never be able to come down to the price you name.Business negotiation 确保按期装运： 1. secure the punctual shipment 2. Pledge the punctual shipment 3. guarantee the punctual shipmentBusiness negotiation 请尽快安排装运： 1.Please make prompt s

43、hipment of the ordered goods. 2. Please make arrangements for an early shipment. 3. Please ship the ordered goods immediately.Business negotiation 1. 商务谈判时为了避免误会，我们可以按照自己的理解用以确保沟通顺利进行。 2.在国际商务谈判中，要避免使用YES或者NO，也不要问一些可以用YES和NO来回答的问题，而是用条件疑问句或者其他的方法来征求对方的建议或者意见。Business negotiation 相关文化链接：football The

44、Trocadero has an annual of 16 million visitors. 英美人的许多行话都喜欢使用一些优美的文学用词来形容行业中出现的新现象。以前的时装店cliche用bums on 座位上的闲客)来表示进入商店的顾客，而旅游业则用bums on (床位上的闲客，因为外出旅游的人第一件事就是要去饭店定床位）来表达游客的人数。Business negotiation 1. I think you are well informed about the prevailing market. Our price is considerate low. 我认为你们对现行市场价格

45、十分了解。我们给出的价格已经相当低了。Business negotiation 2.Price cant be separated from quality. A comparison of the quality of our products with that of rival goods will show you that is far suprior. 价格不能与质量分开。将我们的产品质量与竞争对手的产品质量比较，你们就会发现我们产品质量要好得多。Business negotiation 3. You are asking for at least 5% more than you

46、r competitors do. 你开出的价格比你的同行至少要高5%。Business negotiation 4. If you stand firm, we can hardly come to 如果你坚持这样，我们就没办法谈条款了。Business negotiation 5. We cant take less. This price has been reduced to the limit. 不能再低了。 这个价格已经降到我们的极限了。Business negotiation 6. If you can reduce the price, we may place a large

47、r order. 如果你能降低价格，我们可以多订购一些。Reading B Page 53: 第一段： 1. Thanks for your enquiry of February 5th,2009. 2. We are glad to know your interest in the jeans we produce. 3. Our company is the second largest manufacturer in China favorable comments from home and abroad. Reading B Page 53: 第二段： 1. We wish to

48、 inform you that the samples you asked for in your last letter have been sent to you by EMS and we expect your favourable feedbacks.Reading B Page 53: 第三段： 3. Your terms of payment by L/C are acceptable to us. 4. To make sure the shipment of the jeans on time, please ensure that the L/C. reaches us

49、at least 60 days before the time of shipment.Reading B Page 53: 第四段： 1. If you want to have any further information, please contact us by telephone.Reading B Page 54: 1. Thanks for the samples of mens jeans you sent to us. 2. We do appreciate the good quality of your jeans and their styles. 3. After

50、 a careful study of your quotation and the current market, we learn that your price seem to be on the high side.Reading B Page 54: 4.To accept your quotation will leave us with little profit. 5. We suggest that you give us a 10% discount, which will pave the way for introducting your jeans to our cu

51、stomers. 6. As to the payment, you require us to make the L/C reach you 60 days before the time of shipment.Reading B Page 54: 7. Honestly, that will tie up money. 8. May I suggest that our payment by L/C reach you 30 days before the time of shipment?Listening 听力常用技巧： 1. 需要对一些： But ,however, finally

52、, moreover, On the one hand, on the other hand; Because, as, As a result, For.Listening 听力常用技巧： 2013.12. CET4:：M: After high school, Id like to go to college and major in business administration. W: Id rather spend my college days find out how children learn. Q: What do we learn from the conversatio

53、n?Listening 听力常用技巧： 2013.12. CET4: 1. A) The woman is now working in a kindergarten. B) The man will soon start a business of his own. C) The man would like to be a high school teacher. D) The woman is going to major in child education. Listening 听力常用技巧： 1. 同义替换： (1) 单词同义替换： Fortnight=14 days=2 week

54、s; 3 decades= 30 years Score=20, dozen=12; Quarter=1/4, 25%, 3 months, 15 minutes Under a week= 5 or 6 daysListening 听力常用技巧： 1. 同义替换： (1) 单词同义替换： Reopen in next few week=temporarily closed Entrance=access Annual =every year, per yearListening 听力常用技巧： 1. 同义替换： 词性替换， 例如： Write clearly/ clarity; Analyt

55、ically/analyze;Listening 反义替换： A good way for women to in dealing with financial affairs would be to attend classes in money management.The research also suggests that women avoid dealing effectively with their economic situation because of a lack of confidence. 如果女性想培养她们的什么能力，可以说明她们在这个方面是欠缺的，或者说，这个

56、方面就是她们的弱点，因此就有这样一些词：weakness, drawback, shortcoming, lack of, lapse of, disadvantage, defect, deficiencyListening 同义替换： 上下义替换： 上义词：financial affair- 下义词：grants or scholarship(奖学金) 上义词：accommodation 下义词：hostel or home-stayListening 句子同义替换： 整句话用另外一种表达方式诠释出来，不能只关注单词，而应整体把握意群，综合理解信息。 Most of the dam wat

57、er is used for watering farmland. The dam water is mainly used for rural irrigation.Listening 句子同义替换： 整句话用另外一种表达方式诠释出来，不能只关注单词，而应整体把握意群，综合理解信息。 Tapes are ideal for a small group of children working together. 同义替换：Tapes for a small group of children working together.Listening 同义替换： 经典句型替换： 1：主动和被动： The metal industry was established at Riverside Village by_who lived in the area.At that time, local craftsmen built the iron forge just behind the village here at the bank of the river.Listening 2：干扰信息： The largest number of Tasmania devils live in_. A: the coast areas B: th