经贸英语文章选读Unit 14 Negotiation_95
实用经贸英语口译Unit (14)
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Press Conference
Notes:
1. Universiade The Universiade is an International multi-sport event, organized for university athletes by the International University Sports Federation (FISU). The name is a combination of the words "University" and "olympiad".
B. 句子精炼 Sentence in Focus 1. 移民对城市的建设起到积极作用。Migrants exert positive effects on city
construction.
2. The baby boom generation has entered its 50s and over the next few years will be retiring in large numbers. 生育高峰期出生的一代已经年过半百， 他们中的大部分人过不了几年将会退休。
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Press Conference
New Words & Expressions:
7. render ['rendə] vt. 致使；提出；实施；着色；以…回报 8. manifest ['mænɪfest] vt. 证明，表明；显示 vi. 显示，出现 9. gala ['gɑːlə; 'geɪlə] n. 祝贺，庆祝；节日，特别娱乐 10. solemn ['sɒləm] adj. 庄严的，严肃的；隆重的，郑重的 11. preliminary [pri'liminəri] n. 准备；预赛；初步措施 adj. 初步的；开始
《商务英语函电教程》Unit 14竞价
1) Preparation of bidding documents
General View
Bidding agent or the seller prepares a complete set of bidding documents, which include: （1）Invitation for Bids: （2）Instructions to bidders; （3）Schedule of Requirements; （4）Conditions of Contract; （5）Contract Form. Attachments, enclosed with the documents, of Bids
It is quite important that prospective bidders should have a pre-bid evaluation before they decided whether to participate in the bid or not. Once the decision is made, bidders must be careful in preparing the bid according to the requirements. Usually, a bidder needs to fill in the prequalification form, study the bidding documents, get a L/G and secure the necessary funds.
General View
The bid mainly contains the following:
① Bid Form; ② Bid Bond Bank Guarantee Form; ③ Performance Bond / Performance Security; ④ Documents Establishing Bidder’s Qualifications; ⑤ Trading Company’s or Agent’s Qualification Statement; ⑥ Manufacturer’s Qualification Statement Or Letter of Authority from Manufacturer; ⑦ Letter of Statement Concerning Qualification;
经贸英语(第二版)电子教案Unit 14
solution between two parties without outside intervention.
A: What advantages does it have?
B
B: It is a faster and less expensive method. And if the dispute is solved in this way, friendly business
relations can be maintained between the buyer and the seller.
A: I see. Then what’s the similarity and difference between conciliation and arbitration?
4 The Arbitration Commission
Unit 14 Arbitration
Words & Expressions
obligation n. 责任；义务
in accordance with 与……一致
consultation n. 商议；协商
conciliation n. 调解
arbitration n. 仲裁
business transaction(1) accuses the other of not having fulfilled its obligation
B in accordance with the (2)_p_r_o_v_is_i_o_n_ of the contract.
There are several ways of (3) settling an international trade dispute. In
Unit 14 China and the General Agreement on Tariff and Trade
China and the General Agreement on Tariff and TradeChina was one of the 23 founding contracting parties of the General Agreement on Tariff and Trade which entered into effect on 1 January 1948. However, due to widely known reasons, starting early 1950s and until mid-1980s, rights and obligations had ceased to apply as between China and other GATT contracting parties. In July 1986, China filed an application with the GATT for resumption of its status as a contracting party to the GATT. Subsequently, in February 1987, the “Working Party on China’s Status as a Contracting Party to the GATT”was established to examine the application. Shortly afterwards, the Working Party began to examine China’s foreign trade regime on the basis of the “ Memorandum on China’s Foreign Trade Regime” submitted by China. Members of the Working Party raised no less than 4,000 written questions concerning various aspects of China’s foreign trade regime, on which replies and clarifications were requested of China.Meanwhile, in September 1986, the GATT Ministerial Meeting held in Punte Del Este of Uruguay launched the 8th round of multilateral trade negotiations, known as Uruguay Round. At this meeting, China gained “ full participant” status to the Uruguay Round, whereby China would be able to participate in all the negotiating sessions both formal and informal. However, China would not be able to participate in the decision-making on the final results.At the end of 1993, immediately before the conclusion of the Uruguary Round, intensive negociations were held between China and other GATT contracting parties, with a view to reaching overall agreement on the terms and conditions for China’s re-entry into GATT before the end of Uruguay Round. However, these negotiations failed to produce the desired results. Thus, China was unable to become an original member of the newly established World Trade Organization, despite the fact that China signed the “Final Act Embodying the Results of the Uruguay Round of Multilateral Trade Negotiations” at the Marrekesh Ministerial Meeting of the GATT in April 1994.On 15 Novermber 1999, China and the United States completed bilateral negotiations and signed, in Beijing, a bilateral agreement regarding negotiations on China’s accession to the WTO. On 19 May 2000, a bilateral agreement was also reached between China and the European Union. Following the agreements with the United States and the European Union, China reached agreements in succession with many other WTO members within a short period. By the end of 2000, except with Mexico, China had reached agreements with all the other members of the Working Party having requested to negociate with China.中国与《关税和贸易总协定》中国是1948年1月1日生效的《关税和贸易总协定》的23个创始缔约方之一。
Unit 14 sales and negotiations
Sales: Case study 3
Mr C keeps raising objections to your
products: he says they are too expensive, that he’s worried about your after-sales service, that your new technology may not be reliable, that your design may not appeal to his customers. Just when you think it’s time to close the deal, he raises yet another random objection and declines to place an order.
State that you are glad to wait for him, as it
will mean that it will be worthwhile this time, you hope. But add that if it is likely to happen again that he is so busy, perhaps it may be preferable to ask to see his assistant next time. it may even be advisable to send the promotional literature in advance to his superior. If he would prefer this to happen, you can offer to leave and to return on an occasion more convenient to all concerned.
外贸函电unit 14
LOGO
Part One
2. Types of Agents
There are mainly two types of agents: general agents and sole or exclusive agents. A general agent may be a firm or a person who acts under instructions from his principal to sell or buy on the best terms obtainable. He charges a commission for his services under certain agreement or contract. A sole agent may be a firm or a person who acts for his foreign principal with exclusive agent rights to sell in a certain area on a commission basis certain commodities supplied by the principal under some agreement. The sole agent will not sell other goods that compete with the principal’s, and for a general agency there is no such undertaking.
LOGO
Part Three
Sample 3 A Favorable Reply to the Request for Sole Agency Dear Sirs, We have read your letter of the 15th May and are favorably impressed with the proposal you make us. After a careful review of our relations and the business achievements we have decided to entrust you with the sole agency for our “Tiantan” Brand Men’s Shirts in the territory of Turkey. We have drawn up a draft agreement, which we are sending herewith. Please go over the detailed terms and conditions and advise us whether they meet with your approval. Please be assured that we are always anxious to cooperate with you closely with a view to furthering a mutually beneficial trade. Yours faithfully,
商务英语谈判unit 14 Claims and Settlement
Unit 14 Claims and Settlement
Unit 14 Claims and Settlement
10. Please insure the electric fans at 120% of the invoice value.
11. The machines are to be unsure against all risks.
12. We only cover FPAttlement
6. We’d like to cover our ordered goods against WPA for 120% of the invoice value according to our usual practice.
7. Please hold us covered for the cargo listed on the attached sheet.
Unit 14 Claims and Settlement
Unit 14 Claims and Settlement
III. Useful Sentences
1. What kind of insurance can you suggest for these goods? We don’t want to take the risk of losing money because of under insurance.
6. Although the case may be as what you indicated, yet it is attributed to many factors. Furthermore, your inspectors didn’t mention any reasons for the damage. 虽然事情可能像你所说的那样，但它是由多种因素所引起的。 况且，你方检验人员并没有提及造成损坏的任何原因。
外贸英语函电unit14
• 2.The territory to be covered.
Sep. 15,2009 Crombongo Food Co.,Ltd Lagos NIGERIA Dear Sirs,
Thank you for your letter of 1 September suggesting that we grant you a sole agency for our household linens. I regret to say that, at this stage ,such an arrangement would be rather premature.
• When a company wants to expand its market, it often seeks the help of an agent. The agent is employed by a company to carry out the sale of the company's goods in a certain region, and the region is often too far away to control the company. There are two main types of agents: general agent and exclusive agent.
James Wang
3.Agreeing with a request for sole agency(同意独家代理的 要求)
外贸英语对话(第四版)UNIT 14 Claims (II)
B: (Studying the photos) This is most unfortunate. Our manufacturers have always attached great importance to the quality of their products. But maybe the rust stains are due to dampness at sea. If that’s the case, the liability should rest with the insurance people. A: Our experts hold the opinion that the rust stains are not due to dampness but to poor workmanship. Please look at the picture. They surely prove that the derusting of the roller before plating was not thoroughly done.
3. to take up
Shall we take up the items one by one? I hope to take up the question of quantity after we’ve settled the price.
University of International Business and Economics
Answer Key-translation
A: Mr. Tom, we would like to have you help straighten out the trouble concerning the rollers for the rolling mill. B: Of course, can you give me the facts? A: We have here a copy of the inspection certificate issued by the Tianjin Entry-Exit Inspection and Quarautine Bureau and a set of photos. The inspection certificate states that the rollers were found rusty when they were unpacked and the photos taken on the spot back up the findings.
第14课初级商品市场外刊经贸知识选读,每课重要知识点,串讲,课文翻译
第14课初级商品市场外刊经贸知识选读,每课重要知识点,串讲,课文翻译编辑整理：尊敬的读者朋友们：这里是精品文档编辑中心，本文档内容是由我和我的同事精心编辑整理后发布的，发布之前我们对文中内容进行仔细校对，但是难免会有疏漏的地方，但是任然希望（第14课初级商品市场外刊经贸知识选读,每课重要知识点,串讲,课文翻译）的内容能够给您的工作和学习带来便利。
同时也真诚的希望收到您的建议和反馈，这将是我们进步的源泉，前进的动力。
本文可编辑可修改，如果觉得对您有帮助请收藏以便随时查阅，最后祝您生活愉快业绩进步，以下为第14课初级商品市场外刊经贸知识选读,每课重要知识点,串讲,课文翻译的全部内容。
第14课初级商品市场Soft Commodities非耐用商品一、(Excerpts)（摘录）Many prices are at historic lows， and the IMF expects further falls。
Yet there are signs that the worse may be over。
One key commodity, sugar，has recovered。
许多商品的价格处于历史最低点，虽然国际货币基金组织预计价格还会进一步下跌。
但是，有迹象表明,最糟的局面已经结束了.因为“糖”这种关键性商品的价格已经回升了.Markets Have Lost Their Allure市场已失去吸引力For Most people involved in the production and trading of “soft” or agricultural commodities， this is proving to be a grim decade.对于大多数生产并买卖非耐用商品或农业品的人来说，这十年无疑是阴暗的十年。
Prices are in many cases at，or near, historic lows in real terms as markets struggle to cope with floods of surplus produce.And—with most soothsayers forecasting flat，or still lower，prices-the markets themselves have lost much of their allure.许多情况下,产品的价格都在实际意义上处于或接近历史最低价，这是因为市场要应付泛滥成灾的过剩的农产品。
经贸英语Unit 14
经贸英语
Text A: Understanding the Text
第十四单元 加工贸易材料进口报关手续 中国政府大力支持合资企业、合作企业及外商独 资企业在中国从事加工贸易，比如生产制成品并出口 到其他国家。这样，中国能够提高就业率、赚取外汇 、引进外资企业的先进技术而广泛受益。 加工贸易有如下特点：加工进口原料，出口制成 品，赚取外汇，从而完成一个贸易循环。加工贸易进 口报关手续和要求规定如下： 1．审批加工贸易合同 根据中国外经贸部规定，外商投资企业如果申请加 工贸易合同备案，须提交如下文件：
经贸英语
Text A: Understanding the Text
5.1. 申报：这是报关的关键步骤，企业应注意以下 各点： a. 海关根据经办人填写并提交的进出口报关单生成 相应的编号和日期。 b. 进出口所需提交的基本文件：发票，提单或装箱 单。 c. 如果海关认为有必要，海关要核查准备文件：购 货合同，原产地证，委托企业的工商执照及其他相关 文件。 5.2. 查验
经贸英语
Text A: Understanding the Text
海关核发的联络名单和外资企业的申请文件后，银行 根据合同备案确定的原料数量开立保证金台帐，签发 银行保证金合同通知单，并将所有的文件材料交给外 资企业。 4.核发加工贸易登记手册 监管海关接到开户行保证金台帐登记通知单并审核 所有文件的完整性和有效性，核发加工贸易进口原料 登记手册，外资企业凭以执行出口合同，该登记手册 还列明是按100%征税、按比例征税还是免征税。 5. 海关申报和进口原料放行
Unit 14
经贸英语
Content
Warm –up Text A Business English Translation Extended Knowledge
--外贸英语函电 第十四章
还有具有不同权限的其他形式的代理，其中有（P238）：
1 经纪人——他们为买方和卖方磋商销售合同和购货 合同，而自己对货物没有所有权。
2 包销代理人——他们有权以自己的名义为委托人销售 货物、收取货款，并可以在他们认为适当的时候以适当的 价格出售货物。水果、农产品和原材料往往由包销代理人 和经纪人经营。
2. to entrust sb. with agency After a careful review of our business relations and your past efforts in pushing the sale of our products, we have decided to entrust you with the exclusive agency for our willow-wares in your country.
Unit Fourteen Agencies
Points for attention Sentence Patterns Specimen letter Letter-writing guide Exercises
Points for attention
就买和卖来说，代理的形式主要有两种：一般代理和 独家代理。
We are quite willing to appoint you as our exclusive agent for Red Lantern Brand Radios in your country on condition that you realize the annual turnover of US$500,000.
Unit 14听力材料
Unit 14a Business Negotiation商业洽谈2.1Listen to an extract from a negotiation.KN=Kate Nelligan from Sophmore Electronics(SE),PB = Pete Boardman from Northern Component(NC)KN: Yes. Shall we turn now to the actual terms?PB: Certainly. Well, we've already discussed price in some detail. I suppose you'd be interested in delivery?KN: Yes, we would. It's critical to meeting our deadlines, as you can imagine.PB: Sure. What sort of delivery periods did you have in mind?KN: Well, you've seen the order quantities, what do you think you could manage?PB: Well, on the AX2000 components, we could certainly...KN: No, I didn't mean on the individual orders. What about the whole consignment, on a monthly basis?PB: Well, I reckon... we could manage 15 days from confirmed order. But as I say, I'd have to get back to you to confirm that.KN: That's at your quoted price?PB: Um... well, actually we quoted for those batch by batch. We hadn't realized you'd be thinking of ordering the whole lot.KN: I see, So I suppose we'd be looking at a reduction for bulk orders.PB: Look, I'm sorry, Miss Nelligan. To be perfectly frank, you've caught me on the hop here.Would you mind waiting while I speak to Geoff on the phone?KN: No，of course not ... Did you get through OK?PB: Yes, I did. I apologize for keeping you waiting. Anyway, we can now talk more concretely about delivery terms.KN: Good.PB: We can deliver the whole consignment in 15 days at the prices already quoted. This would mean dispatch from our premises...KN: I'm surprised you're not prepared to offer some sort of bulk discount considering the size of the order.PB: Well, I'm sure you understand that meeting this sort of order will mean quite a lot of overtime.It would be very difficult to come down on the price.KN: But we are offering you a large amount of regular business.PB: That's true. Would you be willing to sign an annual contract on the basis we discussed?KN: Um, possibly, subject to quality and delivery guarantees.PB: Of course. Well, in that case we could offer a 5% discount for a confirmed monthly order for the next 12 months.KN: I was hoping for something a bit more substantial.PB: I'm afraid that's as far as we could go. We've already stretched ourselves to the limit.KN: Right, Mr Boardman. May I suggest we sign a 6-months' contract at a 5% discount on your quoted prices and then we'll meet again to see if we can reduce the prices further.PB: You're a tough negotiator. OK. Let's shake on that and draw up the details of the first contract...2.2You will hear part of a telephone negotiation about a sale of yogurt between a salesperson anda buyer. Note down your answers to these questions:Listen to a telephone negotiation between a salesperson and a buyer.I=Irena; J=JanI: Let us talk about the yogurt deliveries for Central European market and the North European market.J: Yes, sure.I: Is that OK?J: Yeah, you know for the North European market I can deliver the yogurt fairly quickly.I: The North European area is not going to be a problem. I have approval. But I need to know about the Central European area.J: Yes.I: I am sure we can do a good job.J: Yeah, but you will have to give me some idea about amount or quantities, because that way it is easier to get it through our organization, you know. They need time sometimes, but if they know something about quantity, they'll be more interested.I: Well, I can't say exactly. They depend on price and quality.J: Oh, yes of course.I: If you like, I'll send you a fax and I shall be very open.J: ER...yes.I: I can put in writing to you in quantity terms, that we can take two thousand depending on the price and quality. If your quality is not good and your prices are not competitive, then that'll be the end of our business.J: Sure, of course. I understand. But if the quantity is interesting, I am sure our organization...I: In that case.J: Mrs Eichelberger... I'm sure we can be flexible, because we need, want, figures or quantities.I: I, that is, we are not talking less than one thousand tons...J: Good.I: I am ready to say even a minimum of one thousand tons.J: Yes, good.I: But what if the matter is pushed through quickly? Will everything be OK?J: Yes, of course.I: Perhaps things will move too fast for you and then maybe we'll find that the prices you are quoting us are much too high and the quality is not good and then...J: And then you will have to tell us.I: Yes, then maybe we will stop the order, I tell you, because of that.J: Yes, I see.I: And so can't you let us have one thousand tons now?J: That might not be easy, because ...I: You don't want to do it, that's all.J: It depends, you see.I: OK, then we'll give you time to decide. How long do you need?Unit 14b An International Deal 跨国交易2．ListeningListen to the recording. First decide which order the following points are mentioned in. Then decide which points Marianne (M) raises and which Fritz(F)raises. The first one is done for you as an example in each case.Listen to a conversationF=Fritz; M=MarianneF: Well, I can say, Marianne, I can let you have orders for at least... um...a hundred fifty tons depending on the price and quality, like I said last time. I told you, as we mentioned at the last meeting, if your quality is no good and your prices are not competitive, that's the end of our deal.M: But, of course, Fritz, I understand naturally. Now if we know how much you are putting in an order for, I mean what are you saying , what sort of quantity are we talking about?F: I can safely say my clients ... er... that is one large client needs by next month, at first, eighty toa thousand tons of lavender.M: That's all right. We are flexible and we can do that.F: In that case, Marianne...M: And if the quantity is interesting, I am sure that we can do business. But I must stress, we do require firm figures or quantities, I mean especially if you want a discount, Fritz.F: Well, I am not talking less than one hundred tons.M: That's good. We'll give you a good price on that.F: If we order immediately two hundred in total, then can I expect a discount?M: If the order is made, yes, that's not going to be a problem.F: One more thing, the condition of the product must be perfect, A1 quality. Otherwise we can't do business.M: Of course, naturally, but you know, we only deliver perfect A1 condition. We do have a good reputation, you know.F: But, if we find that the prices you are quoting us are much too high and the quality is not good, Marianne, then we...M: Then, then you must tell us, Fritz.F: But we are trusting your organization.M: I think you will see our lavender is guaranteed A1.F: If there's a guarantee, then we are prepared to take two hundred tons.M: OK. That's good, Fritz, we can give you a 5% discount, then on the total.F: But last time we received 7%. Why so little now, Marianne?M: Ah, well, I'm sorry. But that was on a larger quantity, you see, and this is just two hundred tons. F: Look, I'll sign for two hundred and fifty tons and you give me a 6% discount, what do you say, Marianne?M: OK. Agreed, we'll do that, Fritz.。
商务英语阅读unit 14精品文档
In 2019, bullish Chinese banks attracted about $15 billion in investment from banks overseas, particularly the big players such as Bank of America, HSBC Holdings, Citigroup and Royal Bank of Scotland, which made multi-billion dollar commitments as they contest for global dominance. According to the China Banking Regulatory Commission (CBRC), as of the end of September 2019, 69 banks from 20 countries or regions had established 232 operational entities in China and the assets of foreign banks totaled 660.7 billion yuan. HSBC has invested more than $5 billion in China and that long-term commitment is already paying off. In 2019, ties with local banks accounted for more than 70 percent of HSBC's China pre-tax profit. Recently, other foreign banks such as JPMorgan Chase, Barclays Plc and American Express have begun to tap into the market.
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Text roduction to Negotiation
• Definitions of Negotiation • Features of Negotiation • Negotiation Styles • Negotiation Elements
• Negotiation is the process we use to satisfy our needs when someone else controls what we want.
• Whenever people exchange ideas with the intention of changing relationships, whenever they confer for agreement, then they are negotiating.
Is this a negotiation? Is this a successful negotiation?
Case One-Further Story
囚犯又用手敲了敲门，这次他态度威严。那个士兵吐出一 口烟雾，恼怒的扭过头问：“你又想干什么？”囚犯回答： “对不起，请你在30秒之内给我一只烟；否则我就用头撞着 混凝土墙，直到撞得自己血肉模糊，失去知觉为止。当我醒 来时，我就说是你干的。也可能当局不相信我。但是，你必 须出席每一次听证会，不断证明你是无辜的，你必须填写各 种报告——所有这些都是因为你拒绝我一只劣质的万宝路！ 就一只烟，我保证不再给您添麻烦了。” 结果卫兵从小窗里 给他递了一只烟，并替他点上。
Is this a successful negotiation for the prisoner?
How did the prisoner achieve his purpose through negotiation?
Features of Negotiation
• Negotiation is – for some purpose： • motive of negotiation – between two or more parties： • 1. there is something you want from others • 2. a process of information transfer • 3. unpredictability of the result
negotiation in the business activities. 2. Understand the ways to become a successful
negotiator. 3. Understand the power of silence in a
negotiation 4. Master the difficult words and expressions.
Unit 14
Negotiation
Contents
1. Teaching Aims 2. Text A 3. Text B 4. Supplementary Reading
Teaching Aims
After studying this unit, you are required to 1. Have a general idea of the process of
Analysis of Case One: Initially, the need for a cigarette urged the prisoner to negotiate, but the guard has no need from the prisoner, so he refused to negotiate. In order to achieve his purpose, the prisoner created a need for the guard to negotiate with him.
Fundamental Reason
• Fundamental reason: scarce resources Why did Israel negotiate with Egypt? Why does foreign company negotiate over investment or cooperation contract with local Chinese companies? Why do people trade? Why do employees negotiate over salary with the boss?
Case One
一个被单独囚禁的囚犯整日无所事事。一天，他忽然闻到一种 万宝路的香烟味道。他很喜欢这种牌子的烟。原来门廊的卫兵正 在吸烟，钩起了他的烟瘾。他用手指轻轻的敲了敲门。卫兵走过 来傲慢的说：“你要干什么？”囚犯答道：“请给我一只烟，就 是你抽得那种万宝路。”卫兵感到很惊异，囚犯还要抽烟，真是 异想天开。他嘲弄的哼了一声，就转身走开了。
• Conflict occurs when two or more people compete over limited resources. – What is conflict? – What are the features of conflict?
• The result is based on free will of the parties: • the art of persuasion
Motive of Negotiation
• Needs and wants are the motive for negotiation. – Needs from the other is the motive of negotiation. – The more your opponent wants from you, the more likely you will succeed.