商务英语谈判7概要

BusinessNegotiationEnglish

AreasofNegotiationSalesNegotiationObjectivesAreasofNegotiationSaleofGoods/ServicesSimulatedNegotiationSaleofGoods/ServicesWhatShouldBeNegotiated?Adetaileddescriptionofthegoodsorservicesforsaleincludingquality,discountonquantity,packing,etc.Thetotalpaymentdue,alongwiththetimeandmodesofpaymentandhowlatepaymentshouldbepenalized.3.Warrantyorguaranteeforthegoodsorservices.4.Whenthebuyerhastoinspectorevaluatethegoodsbeforetakinglegalpossession.5.Howeachpartymustdeliverchangesornoticesrelatedtotheagreement.6.Thekeylegalstatementintheagreement.7.Aclausestatingthattheagreementistheonlylegaldocumentcoveringthesaleandthatnootheragreements,writtenororal,willbelegallybinding.8.Aclausestatingthatbothpartiesapproveanychangesoradditionstotheagreementinwriting.II.QualityWaysforidentifyingthequalityofproducts:Salebysample.Salebydescription.Salebytrademarkorbrand.Salebyspecification,gradeorstandard.Attachimportancetothefollowing:Asabuyer,orderasamplebeforecommittingtoapurchaseordertobesurethattheproductmeetsyourexpectations.Usepre-shipmentinspectionservices.Ifyouareabuyer,youcanprotectyourselfagainstpoorqualitybyorderingapre-shipmentinspectionoftheproducts.Youcandemandtheinspectionasaconditiontopayment.Packingmustbedoneinawaytoprovidethegoodswithadequateprotection.Ifasellerfailstoensurethatthequalityofthegoodsdeliveredisinaccordancewiththecontractorsample,thebuyerisentitledtodemandforrepairorreturnofthegoodsortorescindthecontractdependingontheseriousnessofthebreach.III.PackingAppropriatepackingdeservesspecialattentionforthreereasons:Preventingorminimizingthedamagesofshipment.Promotingproductsales.Avoidingpossiblerejectionoftheshipmentbythebuyer.Pointstoconsider:Avoidusinguncleartermssuchas“seaworthypacking”and“customarypacking”.Packingcostisusuallyincludedintheprice,butifthebuyermakesspecialrequestforpacking,itmustbespecifiedinthecontractthatthecostistobepaidbythebuyer.Accordingtointernationaltradepractices,theshippingmarksaredesignedanddeterminedbytheseller.However,theycanalsobesuppliedbythebuyerwithinaperiodoftimebeforetheshipmentdateifthecontractsostipulates.TypesofPackingouterpacking外包装innerpacking内包装packingforshipment运输包装commercialpacking商业包装polybag（聚乙烯塑料袋）,paperbox（纸盒）,case（箱）tin/can（听）gunny-bag/sack（麻袋）,drum（铁皮圆桶）,barrel（琵琶桶）bundle（捆，扎）,bale（包）,chest（茶叶箱）,crate（板条箱）,container（集装箱）,cask（桶）,keg（小圆桶）packet（小包）Buyer’srequestsforpacking1.Iwonderifyoucouldpackthegoodsaccordingtoourdesign.2.Couldyouacceptorderstobepackagedwithourownmaterial?3.Wehopethepackingmustbeinlinewithlocalmarketpreference.4.Nowadaysmanyconsumerproductsarebeingsoldthroughmailorderhouses(邮售机构),soweprefersmallpacking.5.Consumerpackages（消费包装）allowthecommoditytobeputdirectlyontotheshelvesofsupermarketsordepartmentstores.6.I’mafraidthatcartonsarenotstrongenoughforoceantransportation.Couldyouusewoodencasesinstead?7.Astoinnerpacking,itmustcatchtheeyeandhelppromotesales.8.Thegoodsmustbepackedinsuchawaythattheycanbewellprotectedfromdampnessorrain.9.Inordertofacilitateselling,itwouldbebettertopackthegoodswithassortedcolors/sizes.10.Pleaseseetoitthatthecartonsaremarked/stenciled“Fragile”and“HandleWithCare”.11.Thepackingmustbeabletostandshockandroughhandling.12.Weprefersmallcartonsof30cm×60cmwithtwoorthreedozentoonecarton.13.Thisisourdesignforpacking.Couldyoupossiblypassitontothemanufacturesandaskthemtodesignthepackingaccordingtoourrequest?Sellerintroduceshispacking1.Ourpackingisstrongenoughtowithstandbumpingandroughhandlingundernormalconditions.2.OurpackingistothetasteoftheEuropeanmarketandsuitablefordisplayinsupermarkets.3.Astoinnerpacking,weputeachsilkscarfinapolybagandputitinabeautifully-designedgiftbox.4.Astoinnerpacking,weuseapolythenewrapperforeachblouse,readyforwindowdisplay.5.YouwillfindthebeautifuldesignandbrightcolorsarejusttotheAmericantastes.6.Ithinkyouwillfindournewpackingbeautifulandinlinewithcustomerexpectation.7.Thecartonslinedwithfoam-plasticsarewellprotectedagainstpress/shockproof.8.Eachdressispackedinapolybagandtheyarepackedfivedozentoacarton.9.I’msureyourcustomerswillbesatisfiedwithournewpacking.10.EachTVsetistobewrappedinatransparentplasticbag,andfixedwithhardfermentedplasticpadding.Specialpacking1.We’llpassyourcommentsonpackingontothemanufacturers.2.We’llaskourmanufacturerstohavethegoodspackedaccordingtoyoursample.3.Pleasebeassuredthatwe’llpackthegoodsaccordingtoyourinstruction.4.We’llusewoodencasesifyouinsist,butthechargeforpackingwillbeconsiderablyhigher.5.I’mafraidwe’llhavetochargemoreforthespecialpackingasitcallsforextralabourandexpenses.6.Thepricehasalreadybeencalculatedinsuchawaythatwecan’tprovidespecialpackingfreeofcharge.7.(seller)Yourwayofpackingtakestimeandincreasesthecostofthegoods.8.Cardboardboxesarelightandlessexpensivewhilewoodencasesareclumsyandmoreexpensive.Furthermore,theywouldslowdowndelivery.IV.PaymentQuestionstobeasked:Howmuchwillbepaidandbywhom?Whenisthepaymenttobemade?Whatarethestepsbeforepaymentisrequired?Whatistheformofpayment?Isitcheck,telegraphictransfer,promissorynoteorsomethingelse?1.Paymentterms:Remittance:mailtransfer(M/T信汇)

telegraphictransfer(T/T电汇)Letterofcredit(L/C信用证)

Documentagainst

Payment(D/P付款交单)

DocumentagainstAcceptance(D/A承兑交单)付款交单（D／P）。出口方在托付银行收款时，指示银行只有在付款人（进口方）付清货款时，才能向其交出货运单据，即交单以付款为条件，称为付款交单。按付款时间的不同，又可分为即期付款交单和远期付款交单。即期付款交单（D／PSight），出口方按合同规定日期发货后，开具即期汇票（或不开汇票）连同全套货运单据，托付银行向进口方提示，进口方见票（和单据）后立刻付款。银行在其付清货款后交出货运单据。远期付款交单（D／PafterSight），出口方按合同规定日期发货后，开具远期汇票连同全套货运单据，托付银行向进口人提示，进口方审单无误后在汇票上承兑，于汇票到期日付清货款，然后从银行处取得货运单据。远期付款交单和即期付款交单的交单条件是相同的：买方不付款就不能取得代表货物全部权的单据，所以卖方担当的风险责任基本上没有变更。远期付款交单是卖方赐予买方的资金融通，融通时间的长短取决于汇票的付款期限，通常有两种规定期限的方式：一种是付款日期和到货日期基本一样。买方在付款后，即可提货。另一种是付款日期比到货日期要推迟很多。买方必需恳求代收行同意其凭信托收据（T／R）借取货运单据，以便先行提货。所谓信托收据，是进口方借单时供应的一种担保文件，表示情愿以银行受托人身份代为提货、报关、存仓、保险、出售，并承认货物全部权仍归银行。货物售出后所得货款应于汇票到期时交银行。代收行若同意进口方借单，万一汇票到期不能收回货款，则代收行应担当偿还货款的责任。但有时出口方主动授权代收行凭信托收据将单据借给进口方。这种做法将由出口方自行担当汇票到期拒付的风险，与代收行无关，称之为”付款交单，凭信托收据借单（D／P，T／R）”。从本质上看，这已不是“付款交单”的做法了。承兑交单：是代收行在进口商承兑远期汇票后向其交付单据的一种方式。指出口方发运货物后开具远期汇票，连同货运单据托付银行办理托收，并明确指示银行，进口人在汇票上承兑后即可领取全套货运单据待汇票到期日再付清货款。承兑交单和上面提及的“付款交单，凭信托收据借单”一样，都是在买方未付款之前，即可取得货运单据，凭以提取货物。一旦买方到期不付款，出口便利可能银货两空。因而，出口商对接受此种方式持严格限制的看法。所谓“承兑”就是汇票付款人（进口方）在代收银行提示远期汇票时，对汇票的认可行为。承兑的手续是付款人在汇票上签署，批注“承兑”字样及日期，并将汇票退交持有人。不论汇票经过几度转让，付款人于汇票到期日都应凭票付款。

信用证（LetterofCredit简称L/C）是一种付款方式，是贸易双方基于规避商业风险由进口方向银行申请由银行出面开出的有条件付款的文件,属于银行信用。在理论上来说只要单证无误，就没有收汇的风险。贸易双方在贸易的过程中会有以下状况：进口方先付款有出口方不交货的风险。出口方先出货有进口方不付款的风险。就此，双方要求银行作保，开信用证。1.进口方向进口地银行提出开证申请并把货款或抵押文件交给银行,开证行向出口方开出信证.2.出口方按信用证的要求出货和缮制单据并通过议付行将单据交开证行收汇.3.开证行收到出口方的正确单据，就把货款付给出口方，把单据交给进口方，进口方就可以报关提货。所以出口方只要向银行递交单证一样,单单一样的单据,依据国际惯例确定能收到货款.银行在处理上述业务时会收取确定比例的开证费,结汇费用和手续费.L/C1.letterofcredit,L/C,credit信用证2.sightL/C,即期信用证3.usanceL/C，timeL/C,远期信用证4.transferableL/C,可转让信用证5.revolvingL/C,循环信用证6.documentaryL/C,跟单信用证7.reciprocalL/C,对开信用证8.divisibleL/C,可分割信用证9.counterL/C对开信用证(1)以信用证项下的汇票是否附有货运单据划分为：①跟单信用证(DocumentaryCredit)是凭跟单汇票或仅凭单据付款的信用证。此处的单据指代表货物全部权的单据（如海运提单等），或证明货物已交运的单据（如铁路运单、航空运单、邮包收据）。②光票信用证(CleanCredit)是凭不随附货运单据的光票(CleanDraft)付款的信用证。银行凭光票信用证付款，也可要求受益人附交一些非货运单据，如发票、垫款清单等。在国际贸易的货款结算中，绝大部分运用跟单信用证。(2)以开证行所负的责任为标准可以分为：①不行撤销信用证（IrrevocableL/C）。指信用证一经开出，在有效期内，未经受益人及有关当事人的同意，开证行不能片面修改和撤销，只要受益人供应的单据符合信用证规定，开证行必需履行付款义务。②可撤销信用证(RevocableL/C)。开证行不必征得受益人或有关当事人同意有权随时撤销的信用证，应在信用证上注明“可撤销”字样。但《UCP500》(UniformCustomsandPracticeforDocumentaryCredits)规定：只要受益人依信用证条款规定已得到了议付、承兑或延期付款保证时，该信用证即不能被撤销或修改。它还规定，如信用证中未注明是否可撤销，应视为不行撤销信用证。最新的<<UCP600>>规定银行不行开立可撤消信用证!(3)以有无另一银行加以保证兑付为依据，可以分为：①保兑信用证(ConformedL/C)。指开证行开出的信用证，由另一银行保证对符合信用证条款规定的单据履行付款义务。对信用证加以保兑的银行，称为保兑行。②不保兑信用证(UnconfirmedL/C)。开证行开出的信用证没有经另一家银行保兑。(4)依据付款时间不同，可以分为①即期信用证(SightL/C)。指开证行或付款行收到符合信用证条款的跟单汇票或装运单据后，立刻履行付款义务的信用证。②远期信用证(UsanceL/C)。指开证行或付款行收到信用证的单据时，在规定期限内履行付款义务的信用证。

(5)依据受益人对信用证的权利可否转让，可分为：①可转让信用证(TransferableL/C)。指信用证的受益人(第一受益人)可以要求授权付款、担当延期付款责任，承兑或议付的银行(统称“转让行”)，或当信用证是自由议付时，可以要求信用证中特殊授权的转让银行，将信用证全部或部分转让给一个或数个受益人(其次受益人)运用的信用证。开证行在信用证中要明确注明“可转让”(transferable)，且只能转让一次。②不行转让信用证。指受益人不能将信用证的权利转让给他人的信用证。凡信用证中未注明“可转让”，即是不行转让信用证。(6)循环信用证(RevolvingL/C)指信用证被全部或部分运用后，其金额又复原到原金额，可再次运用，直至达到规定的次数或规定的总金额为止。它通常在分批匀整交货状况下运用。在按金额循环的信用证条件下，复原到原金额的具体做法有：①自动式循环。每期用完确定金额，不需等待开证行的通知，即可自动复原到原金额。②非自动循环。每期用完确定金额后，必需等待开证行通知到达，信用证才能复原到原金额运用。③半自动循环。即每次用完确定金额后若干天内，开证行未提出停止循环运用的通知，自第×天起即可自动复原至原金额。(7)对开信用证(ReciprocalL/C)指两张信用证申请人互以对方为受益人而开立的信用证。两张信用证的金额相等或大体相等，可同时互开，也可先后开立。它多用于易货贸易或来料加工和补偿贸易业务。(8)背对背信用证(BacktoBackL/C)又称转开信用证，指受益人要求原证的通知行或其他银行以原证为基础，另开一张内容相像的新信用证，背对背信用证的开证行只能依据不行撤销信用证来开立。背对背信用证的开立通常是中间商转售他人货物，或两国不能干脆办理进出口贸易时，通过第三者以此种方法来沟通贸易。原信用证的金额(单价)应高于对背信用证的金额(单价)，背对背信用证的装运期应早于原信用证的规定。(9)预支信用证/打包信用证(Anticipatorycredit/Packingcredit)指开证行授权代付行(通知行)向受益人预付信用证金额的全部或一部分，由开证行保证偿还并负担利息，即开证行付款在前，受益人交单在后,与远期信用证相反。预支信用证凭出口人的光票付款，也有要求受益人附一份负责补交信用证规定单据的说明书，当货运单据交到后，付款行在付给剩余货款时，将扣除预支货款的利息。

(10)备用信用证（Standbycredit）又称商业票据信用证(Commercialpapercredit)、担保信用证。指开证行根据开证申请人的恳求对受益人开立的承诺担当某项义务的凭证。即开证行保证在开证申请人未能履行其义务时，受益人只要凭备用信用证的规定并提交开证人违约证明，即可取得开证行的偿付。它是银行信用，对受益人来说是备用于开证人违约时，取得补偿的一种方式。Asfarastheseller’sbenefitisconcerned,*L/CisbetterthanD/P(DP:lowcostbuthighrisk);*D/PatsightisbetterthanD/Paftersight;*D/PisbetterthanD/A电汇是汇款人将确定款项交存汇款银行，汇款银行通过电报或电传给目的地的分行或代理行（汇入行），指示汇入行向收款人支付确定金额的一种汇款方式。票汇是汇出行应汇款人的申请，代汇款人开立以其分行或代理行为解付行的银行即期汇票Banker`sDemandDraftD/D支付确定金额给收款人的一种汇款方式.票汇是进口人向进口地银行购买银行汇票寄给出口人，出口人凭此向汇票上指定的银行取款的一种方式。汇出银行在开出银行汇票的同时，对汇入行寄发“付款通知书”，汇入行凭此验对汇票后付款。信汇是指汇款人向当地银行交付本国货币，由银行开具付款托付书，用航空邮寄交国外分行或代理行，办理付出外汇业务。接受信汇方式，由于邮程须要的时间比电汇长，银行有机会利用这笔资金，所以信汇汇率低于电汇汇率，其差额相当于邮程利息。SampleNegotiation1T:Nowlet’sdiscussthepacking.Howwouldyoupacktheembroideredtable-clothswehaveordered?C:Weusuallywrapeacharticleinapolybagandthenpackitinanexquisitely-designedsmallbox.T:Good.MayIhavealookatasamplepacking?C:Sure.Hereyouare.T:Theboxisreallybeautifullydesigned.Ibelieveitwillhelppromotesalesinourmarket.Thenwhatabouttheouterpacking?C:We’llpackthem10dozentoonecarton.Thegrossweightisaround25kilosacarton.T:Cartons?I’mafraidtheyarenotstrongenoughforseatransportation.C:Youmayrestassuredofthat.We’llreinforcethecartonswithnylonstraps.T:ButthegoodsaretobetranshippedatHamburg.Ifthecartonsaremovedaboutonanopenwharf,dampnessorrainmaygetintothemandcouldmakethetable-clothsspottedorruined.C:Youdon’thavetoworryaboutthat.Eachcartonislinedwithplasticsheetssothatitiswater-proof.Besides,we’llputa“KeepDry”signontheoutside.T:ButI’mstillafraidthatincaseofdamageorpilferage,theinsurancecompanywillrefusecompensationonthegroundofimproperpacking,orpackingunsuitableforseavoyage.C:Cartonsarequiteseaworthy.SuchpackinghasbeenapprovedbyourinsurancecompanyforWPA（withparticularaverage）andTPND(theft,pilferageandnon-delivery).Andsofar,wehaven’theardanycomplaintsfromcustomersaboutourouterpacking.T:OK.Sinceyouaresoconfidentaboutyourpacking,Iacceptcartons.ButIdohopethegoodswillturnouttobesatisfactory.C:I’msureyouwillbesatisfied.SimulatedNegotiationGlasswareSeller:carton,foam-plasticbagBuyer:samplepacking,satisfiedwiththepictureonthebox(fordisplay),woodencases,moreexpensive,acceptcartonsSample2A:Howdoyouusuallypackyourglassware?B:Wealwayswrapeacharticleinafoam-plasticbagandthenputitinanexquisitely-designedbox.A:MayIhavealookatyoursamplepacking?B:Ofcourse.Hereyouare.A:Good.Thereisapictureofthearticleonthebox,soitisreadyforshelfdisplay.Besides,thedesignistothetasteofourconsumers.B:I’mverygladyoulikeourdesign.A:Then,whataboutthepackingfortransport?B:Wewillpacktwodozentoonecarton.A:Sorrytointerrupt,butarethecartonsstrongenoughtostandroughhandling?Isn’titbettertousewoodencases?B:Ifyoupreferwoodencases,weshalldoasyourequest.Butwoodencaseswouldcostyoumoreandslowdownthedelivery.Asamatteroffact,ourcartonsarestrongenoughtostandroughhandling.A:OK.Iacceptyourwayofpackingthegoods.SampleNegotiation3W:Well,we’vesettledthequestionofprice,qualityandquantity.Nowwhataboutthetermsofpayment？B:Weonlyacceptpaymentbyirrevocableletterofcreditpayableagainstshippingdocuments.W:Isee.CouldyoumakeanexceptionandacceptD/AorD/P?B:I’mafraidnot.Weinsistonaletterofcredit.W:Totellyouthetruth,aletterofcreditwouldincreasethecostofmyimport.WhenIopenaletterofcreditwithabank,Ihavetopayadeposit.That’lltieupmymoneyandincreasemycost.B:Consultyourbankandseeiftheywillreducetherequireddeposittoaminimum.W:Still,therewillbebankchargesinconnectionwiththecredit.ItwouldhelpmegreatlyifyouwouldacceptD/AorD/P.Youcandrawonmejustasiftherewerealetterofcredit.Itmakesnogreatdifferencetoyou,butitdoestome.B:Well,Mrs.Wang,youmustbeawarethatanirrevocableletterofcreditgivestheexportertheadditionalprotectionofthebanker’sguarantee.WealwaysrequireL/Cforourexports.Andtheotherwayround,wepaybyL/Cforourimports.W:Tomeetyouhalfway,whatdoyousayif50%byL/CandthebalancebyD/P?B:I’mverysorry,Mrs.Wang.ButI’mafraidIcan’tpromiseyoueventhat.AsI’vesaid,werequirepaymentbyL/C.SimulatedNegotiationPetersonandMr.Zhanghavereachedanagreementonpriceandquantity.Nowtheyarenegotiatingaboutthemodeofpayment.PetersonhopestopaybyD/AorD/P.Mr.ZhangacceptsonlyL/C.TheyalsotalkaboutthetimetoopentheL/C:Zhang:L/Cshouldreachusamonthbeforethetimeyouwantthegoodstobedelivered.Peterson:effectshipmentwithin15daysafterreceiptoftheL/C.Zhang:20daysValidityoftheL/C:15daysaftershipmentSample4:P:I’mverygladthatwehavesettledtheproblemofpriceandquantity.Nowlet’sdiscussthemodeofpayment.Z:Youknowverywellthatweonlyacc