商务英语谈判教材

3. 还盘（counteroffer）在这个环节中经常用的句 子有:
Your price sounds a bit too high. / Your price is much higher than we expected ./ Will you reduce your price by…%? / In order to conclude the transaction, I hope you will
May I have an idea of your prices? 可以了解一下你们的价格吗？
Can you give me an indication of price? 你能给我一个估价吗？
Please let us know your lowest possible prices for the relevant goods.
Would you tell us your best prices C.I.F. Humburg for the chairs.
请告诉你方椅子到汉堡到岸价的最低价格。
Offer and counter--offer
An offer is a promise to supply goods on the terms and conditions stated. It can be a firm offer which is a promise to sell goods at the stated price, usually within a stated period of time. It also can be a non—firm offer which is made without engagement and is subject to the seller’s confirmation.
2. 发盘（offer） 在这个环节中经常用的句子有:
We are pleased to make you an offer for …/ Here’s our offer. / I expect you to accept our general terms and conditions of trade. / Would you tell us what quantity you require so that we can work out the offer?
see your way to bring down your price by…%? / If you stand firm, we can hardly come to terms.
Supplementary Vocabulary
畅销品 best seller/ quick—selling product 展览品 exhibits on display 开辟市场 establish a market 有销路 have a good/ ready market 样式 design 销售说明书 sales literature 交易会 trade fair 商标 trade mark 成交 conclude a deal/ transaction with sb 条款 terms and conditions
may include: price、 specifications 、 quality 、 packing 、 delivery time 、 payment terms etc.
贸易谈判口译
1. 询盘(inquiry) 在这个环节中经常用的句子有：
Can I make an inquiry? / Could you give us some ideas about your prices? / Will you please inform us of the prices at which you can offer the goods? / I hope to have your quotation for …?
商务英语谈判 Business Negotiation
商务谈判的外延很广，包括贸易谈 判、招标与投标谈判、引资和投资、 工程承包、技术转让等方面的谈判。 中国加入世界贸易组织以来，对外贸 易呈现出一片崭新的面貌，进出口贸 易往来日益增多。贸易谈判作为商务 活动中的一个重要环节，对国内外企 业间的合作、进出口贸易的成败起着 举足轻重的作用。首先我们主要学习 贸易谈判及其口译。
贸易谈判主要环节
• 从贸易谈判实务中总结出的谈判基本程序包括：
• 建立业务关系（establish relations） • 询盘 (inquiry) • 发盘（offer） • 还盘（counteroffer） • 付款（payment） • 佣金（commission） • 折扣（discount） • 包装（packing） • 货运 (shipment) • 保险（insurance） • 合同条款（contract terms） • 索赔（clห้องสมุดไป่ตู้im）
客户 client/ customer 老主顾 regular customer 发货 deliver 一般(具体)询盘 general ( specific ) inquiry 报价单 quotation list (sheet) 享有盛誉 enjoy great reputation (popularity) 厂商 manufacturer 供应商 supplier 需求量很大 in great demand
请告知你们有关商品的最低价。
If your prices are favorable, I can place the order right away. 如果你们的价格优惠，我们可以马上订货。
We'd rather have you quote us FOB prices. 我们希望你们报离岸价格。
Inquiry询盘
An inquiry is a request for information. When a businessman intends to import goods, he will make an inquiry to an exporter asking for information or an offer for the goods he wishes to buy. The inquiry