商务谈判(1)—— 讨价还价签约

商务谈判（1）——讨价还价签约

（一）常用词汇

1.询价to make an inquiry

2.成本、保险加运输费（到岸价）CIF(cost, insurance and freight)

3.纽约到岸价CIF New York

4.加拿大主要海港到岸价CIF Canadian main seaports

5.成本加运费价C&F (cost & freight)

6.船上交货价（离岸价）FOB (free on board)

7.价目单price list

8.参考价格indication list

9.报价quote (V.) / quotation (n.)

10.最新报价latest quotation

11.底价floor/best/lowest/rock-bottom/minimum price

12.底线bottom line

13.保本价格break-even price

14.单价unit price

15.净价net price

16.原价original price

17.有竞争力competitive

18.优惠的favorable

19.合理的reasonable/acceptable

20.（报价）有根有据的/合情合理的well grounded

21.（价格）有吸引力的attractive

22.报/发盘offer

23.底盘floor offer

24.实盘firm offer/offer with engagement

25.虚盘non-firm offer/offer without engagement

26.开/收盘opening/closing price

27.还盘counter offer

28.折扣discount/allowance

29.惯例general practice

30.推销to promote the sales

31.畅销品best seller/quick-selling product

32.展览品exhibits on display

33.开辟市场to establish a market

34.有销路to have a good/ready market

35.式样design

36.销售说明书sales literature

37.商标trade mark

38.成交to conclude a deal/transaction with

39.条款terms and conditions

40.样品sample

41.订货to order/place an order

42.发货deliver the goods/delivery (n.)

43.大生意substantial business

44.质量监控quality control

45.发货收据receipt of invoice

46.发货日期dispatch/delivery date

47.试单trial order

48.大单large order

49.谈判高手real negotiator

50.利润（率）profit margin

51.让步concession

52.不能再做让步cannot make any further concession

53.报价有效期为…天(offer) to be valid/firm for … days (hold/keep… offer open for…days)

54.接受/取消/确认订单to accept/cancel/confirm an order

55.（价格）与国际市场保持一致(price) be /come in line with the international market

56.（价格）与国际市场不一致(price) be out of line with the international market

57.（价格）急剧上涨(price) go up/increase sharply/rapidly/substantially /dramatically

（二）用于询盘（Inquiry）

1.我可以向您询价吗？

Can I make an inquiry?

2.你能跟我说说你们的价格吗？

Could you give us some ideas about your prices?

3.我想知道你们对…的报价。

I hope to have your quotation for …

4.我希望您报一下汉堡到岸价的最低报价。

I’d like to hear your lowest quotations CIF Hamburg.

5.请您报一下10吨核桃仁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 walnut meat. 6.请就我在附件中的询价单上所列商品给我们报一下雅加达到岸价。

Please quote us for the goods listed I enclosed with the inquiry sheet giving your prices CIF Jakarta.

7.请给我们报一下100令优质白色广告纸伦敦离岸价的报价。

Please quote us FOB London for 100 reams of good quality white poster paper.

8.为了达成交易，请给我们报一个最有竞争力的价格。

Please quote us your most competitive price in order to consummate business.

9.我们急切希望知道贵方产品的报价。

We are anxious to get an offer for your products.

10.这是我们的询价单，我想知道贵方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.请给我们报一个最低价，及每单最低数量要求。

Please quote us your best price and let us know the minimum quantity for each order.

12.我们已就你们的商品做了询价，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.