编外经贸英语函电与谈判课件U
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新编外经贸英语函电与谈判课件Unit03市公开课一等奖百校联赛特等奖课件
第11页
3.4怎样写讨价还价信
• 下面是一封要求对方降低价格信，我们来看看是怎么写：
• Dear Sirs • We write to thank you for⑴ your quotation of 20th March
and the samples of the LTZ Trimming Edge Cutters you enclosed.
• 1 Thank the customer for their interest in your products and confirm that you can ( or can’t ) help.
• 2 “Sell” your product and explain how it is suitable for your customer’s needs.
• Unit Three • On Price
第1页
Contents
1.Brief Introduction 2.Some ideas for a “typical” answer to an enquiry 3.给客户写关于价格让步信 4.怎样写讨价还价信 5. Special terms 6. Useful expressions
贸易双方在价格上总要费一番力气 才能达成一致。本文是关于价格让 步一封信。
第8页
3.3给客户写关于价格让步信
• Dear Sirs: • Thank you for your letter of 20 January . We are disappointed
to hear that our price for Flame cigarette lighters is too high for you to work on. You mentioned that Japanese goods are being offered to you at a price approximately 10% lower than that quoted by us. • We accept what you say, but we are of the opinion that the quality of the other makes does not measure up to that of our products. • Although we are keen to do business with you, we regret that we cannot accept your counter offer . • The best we can do is to reduce our previous quotation by 2%. We trust that this will meet with your approval. • We look forward to hearing from you. • Yours faithfully,
3.4怎样写讨价还价信
• 下面是一封要求对方降低价格信，我们来看看是怎么写：
• Dear Sirs • We write to thank you for⑴ your quotation of 20th March
and the samples of the LTZ Trimming Edge Cutters you enclosed.
• 1 Thank the customer for their interest in your products and confirm that you can ( or can’t ) help.
• 2 “Sell” your product and explain how it is suitable for your customer’s needs.
• Unit Three • On Price
第1页
Contents
1.Brief Introduction 2.Some ideas for a “typical” answer to an enquiry 3.给客户写关于价格让步信 4.怎样写讨价还价信 5. Special terms 6. Useful expressions
贸易双方在价格上总要费一番力气 才能达成一致。本文是关于价格让 步一封信。
第8页
3.3给客户写关于价格让步信
• Dear Sirs: • Thank you for your letter of 20 January . We are disappointed
to hear that our price for Flame cigarette lighters is too high for you to work on. You mentioned that Japanese goods are being offered to you at a price approximately 10% lower than that quoted by us. • We accept what you say, but we are of the opinion that the quality of the other makes does not measure up to that of our products. • Although we are keen to do business with you, we regret that we cannot accept your counter offer . • The best we can do is to reduce our previous quotation by 2%. We trust that this will meet with your approval. • We look forward to hearing from you. • Yours faithfully,
新编外经贸英语函电与谈判课件Unit06市公开课金奖市赛课一等奖课件
第10页
1.4用语方面
• 1.4.1力争严谨，明白无误： • 1) The following documents shall be deemed to form and be
read and construed as an integral part of this Contract. • 下列文献应被认为、读作、解释为本协议构成部分； • 2) This Contract can only be altered, amended or
• Unit Six • Contracts
第1页
Contents
• 1. Five aspects of English contracts • 2. Useful expressions • 3. Typical sentences • 4. Special terms • 5. Practice • 6. Homework
下文
• whereby = by what; by which; 由是；凭那个 • wherein = in what; in which; 在哪里；在哪点上
第7页
1.2用词方面
• example 1：本协议自买方和建造方 签署之日生效。
• This Contract shall come into force from the date of execution hereof by the Buyer and the Builder.
第8页
1.3情态动词
• 多用"shall"代替"will"或"should" 加强语调和强制力。协议中， shall并非单纯表示未来时，而惯 用来表示法律上可强制执行义务， 含有约束力，宜译为“应”、 “应当”、“必须”； will无论 语调还是强制力要比shall弱，宜 译为“将”、“原”、“要”； should通常只用来表示语调较强 假设、比如“万一”。
1.4用语方面
• 1.4.1力争严谨，明白无误： • 1) The following documents shall be deemed to form and be
read and construed as an integral part of this Contract. • 下列文献应被认为、读作、解释为本协议构成部分； • 2) This Contract can only be altered, amended or
• Unit Six • Contracts
第1页
Contents
• 1. Five aspects of English contracts • 2. Useful expressions • 3. Typical sentences • 4. Special terms • 5. Practice • 6. Homework
下文
• whereby = by what; by which; 由是；凭那个 • wherein = in what; in which; 在哪里；在哪点上
第7页
1.2用词方面
• example 1：本协议自买方和建造方 签署之日生效。
• This Contract shall come into force from the date of execution hereof by the Buyer and the Builder.
第8页
1.3情态动词
• 多用"shall"代替"will"或"should" 加强语调和强制力。协议中， shall并非单纯表示未来时，而惯 用来表示法律上可强制执行义务， 含有约束力，宜译为“应”、 “应当”、“必须”； will无论 语调还是强制力要比shall弱，宜 译为“将”、“原”、“要”； should通常只用来表示语调较强 假设、比如“万一”。
编外经贸英语函电与谈判课件U2
Written Style: Business English correspondence is commonly written in a formal writing style that follows standard English grammar and punctation rules
04
Managing leverage: identify and use your leverage points to gain an advantage
The Process and Steps of Business Negotiation
Preparation
Gather information: Research the other party, their interests, and any relevant industry information
02
Fundamentals of Business Negotiation
Strategies and Techniques for Business Negotiation
01
Strategies for Successful Negotiation
Long term relationship strategy: foplication of Business English Response in Business Negotiations
The role of economic and trade English coherence
in business negotiations
Communication medium
• Practical operation and simulated negotiation
编外经贸英语函电与谈判课件U
Case 1: Acme
Case 2: Global
Corporation secures a Resources Inc.
lucrative contract with expands its market
Courtesy and Etiquette
Maintain a professional tone throughout the letter. Avoid using colloquial language or slang.
Organize the letter in a logical and coherent manner to ensure that the reader can easily follow the content.
Adhere to proper courtesy and etiquette in your correspondence to maintain a positive business relationship.
The Language Characteristics of Business English
Maintaining relationship
Continuing to communicate and maintain contact with the other party to build long-term cooperation and trust.
04
Analysis of Business English Correspondence and Negotiation
Opening strategy
Establishing a positive atmosphere in the negotiation, clarifying the negotiation objectives, and showing a sincere attitude.
新编外经贸英语函电与谈判课件Unit02市公开课金奖市赛课一等奖课件
stating payment terms and time of shipment. 请用互联网向我们报最优价，阐明付款方式和装运期。 （7）Full information as to prices, quality, quantity
available and other relative particulars would be appreciated. 请详告价格、质量、可供数量及其它相关情况。
虚盘不要求报盘有效日期，并且附有保 留条件，
如：
The offer is subject 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。
实盘（firm offers）则要求有效日期，
并且卖盘一旦被接受，报盘人就不能撤
回。
第10页
We E-mail you this morning offering you 300 metric tons of polished rice at $2400 per metric ton, CIF Singapore, for shipment during August/September . This offer is firm, subject to the receipt of your reply before 16 July .
Unit Two
Inquiries and Offers
第1页
Contents
Inquiry Offer Special Term Practice
第2页
2.1 Inquiries
在对外贸易中，询盘，也叫询价 （inquiry或enquiry）是买方或买方对于 所要购买商品向另一方作出问询。询盘 是交易起点，能够分为：
available and other relative particulars would be appreciated. 请详告价格、质量、可供数量及其它相关情况。
虚盘不要求报盘有效日期，并且附有保 留条件，
如：
The offer is subject 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。
实盘（firm offers）则要求有效日期，
并且卖盘一旦被接受，报盘人就不能撤
回。
第10页
We E-mail you this morning offering you 300 metric tons of polished rice at $2400 per metric ton, CIF Singapore, for shipment during August/September . This offer is firm, subject to the receipt of your reply before 16 July .
Unit Two
Inquiries and Offers
第1页
Contents
Inquiry Offer Special Term Practice
第2页
2.1 Inquiries
在对外贸易中，询盘，也叫询价 （inquiry或enquiry）是买方或买方对于 所要购买商品向另一方作出问询。询盘 是交易起点，能够分为：
新编外经贸英语函电与谈判课件Unit05市公开课金奖市赛课一等奖课件
第10页
3. Samples of letters(1)
• Subject: Bank Draft Payment The goods under Contract No.555 was delivered here in good order and condition and we are quite satisfied with it.
• Yours truly,
第11页
3. Samples of letters(2)
• Subject: Asking for Deferred Payment • Your Invoice No.1223 for US $ 80,000 worth of goods
supplied on 20th July is due for payment at the end of this month. Most unfortunately, a fire broke out in our warehouse last week and destroyed a certain part of valuable consignment. Our claim is now with the insurance company, but it is unlikely to be met for another three or four weeks and until then we are faced with a difficult financial situation. I am therefore writing for permission to defer payment of your invoice until the end of September. • As you know, my accounts with you have always been settled promptly and it is with the utmost regret that I am now forced to make this request. I hope, however, that you will find it possible to grant it. In doing so you would render me a service I should never forget.
3. Samples of letters(1)
• Subject: Bank Draft Payment The goods under Contract No.555 was delivered here in good order and condition and we are quite satisfied with it.
• Yours truly,
第11页
3. Samples of letters(2)
• Subject: Asking for Deferred Payment • Your Invoice No.1223 for US $ 80,000 worth of goods
supplied on 20th July is due for payment at the end of this month. Most unfortunately, a fire broke out in our warehouse last week and destroyed a certain part of valuable consignment. Our claim is now with the insurance company, but it is unlikely to be met for another three or four weeks and until then we are faced with a difficult financial situation. I am therefore writing for permission to defer payment of your invoice until the end of September. • As you know, my accounts with you have always been settled promptly and it is with the utmost regret that I am now forced to make this request. I hope, however, that you will find it possible to grant it. In doing so you would render me a service I should never forget.
编外经贸英语函电与谈判课件U1
Clear and Concise Language
Use clear and Concise language to communicate your ideas effectively Avoid using jargon or industry specific language that may fuse or bore the reader
Use political language when communicating with others in business Address the reader carefully, using referential language, and avoid sounding conflicting or argumentative
要点三
The practical application of business negotiations
CATALOGUE
04
Gathering information
01
Researching the other party's background, business scope, market position, and negotiation goals
Business English correspondence should be directed and to the point Avoid using roundabout language or beating around the bush Stick to the facts and focus on what you want to communicate clearly and directly
新编外经贸英语函电与谈判课件Unit05-24页精选文档
2. Special terms
• shipping advice装船通知 • 也叫装运通知，主要指的是出口商在货
物装船后发给进口方的包括货物详细装 运情况的通知，其目的在于让进口商做 好筹措资金、付款和接货的准备，主要 内容包括：载货船名、装船完毕的日期、 货物的名称、规格、数量等。
2. Special terms
3. Samples of letters(1)
• Subject: Bank Draft Payment The goods under Contract No.555 was delivered here in good order and condition and we are quite satisfied with it.
• 托收时如果汇票不附任何货运单据，而 只附有“非货运单据”（发票、垫付清 单等），叫光票托收。
• 2、跟单托收。
• 它是凭附有货运单据的汇票进行的托收。 这各方式在国际贸易中较为普遍，尤其 是大宗货物的支付多采用跟单托收。
2. Special t票 • （Documentary Bill）与光票(clean bill)相对应，
• collection托收
• 是出口人在货物装运后，开具以进口方 为付款人的汇票（随附或不随付货运单 据），委托出口地银行通过它在进口地 的分行或代理行代出口人收取货款一种 结算方式。根据托收时是否向银行提交 货运单据，托收分为光票托收和跟单托 收两种。
2. Special terms
• 1、光票托收。
是指附带有商业单据的汇票。跟单信用证一般 规定：受益人开出的汇票须随附商业发票、提 货单、保险单、装箱单等单据，在汇票与单据 所载与信用证条款相符的条件下，倘是即期信 用证，即由开证银行偿付票款给议付银行；倘 是银行承兑信用证，则由开证银行承兑后将汇 票交给议付银行的代理行。
新编外经贸英语函电与谈判课件Unit07市公开课金奖市赛课一等奖课件
第5页
1 Introduction
• chartering shipping(租船运送，又称租船，是 海洋运送一个方式，是指租船人向船东租赁船 舶用于货品运送一个方式。租船运送适合用于 大宗货品运送，相关航线和港口、运送货品种 类以及航行时间等，都按照承租人要求，由船 舶所有些人确认。租船人与出租人之间权利义 务以双方签署租船协议拟定。)．The content of the letter of shipment includes the following items：time of shipment，port of shipment，port of destination，shipping advice，partial shipments and transshipment， shipping documents, etc.
• 我们相信能在下月底前将货品装运给你们。 • 10. The goods ordered are all in stock and we
assure you that the first steamer will make the shipment available in November. • 贵公司订购货品我方都有现货，可确保在十一月份将货 品装上第 一艘汽轮。 • 11. Please see to it that the goods are shipped per PEACE sailing on or about October 15th. • 请确保货品由十月十五日左右启航“和平轮”装运。 • 12. Shipment by the middle of October will be too late for us. • 十月中旬交货太晚了。
第13页
2 Basic Expressions
1 Introduction
• chartering shipping(租船运送，又称租船，是 海洋运送一个方式，是指租船人向船东租赁船 舶用于货品运送一个方式。租船运送适合用于 大宗货品运送，相关航线和港口、运送货品种 类以及航行时间等，都按照承租人要求，由船 舶所有些人确认。租船人与出租人之间权利义 务以双方签署租船协议拟定。)．The content of the letter of shipment includes the following items：time of shipment，port of shipment，port of destination，shipping advice，partial shipments and transshipment， shipping documents, etc.
• 我们相信能在下月底前将货品装运给你们。 • 10. The goods ordered are all in stock and we
assure you that the first steamer will make the shipment available in November. • 贵公司订购货品我方都有现货，可确保在十一月份将货 品装上第 一艘汽轮。 • 11. Please see to it that the goods are shipped per PEACE sailing on or about October 15th. • 请确保货品由十月十五日左右启航“和平轮”装运。 • 12. Shipment by the middle of October will be too late for us. • 十月中旬交货太晚了。
第13页
2 Basic Expressions
新编外经贸英语函电与谈判课件Unit06
1. Five aspects of English contracts
• 1.1选词方面
• 多用正式或法律上的用词，与口头表述 不同，合同是法律性的正式书面文件， 使用正式的、法律的用词是必要的。合 同起草者应多加强这方面的学习。比如：
1.1选词方面
• 8) In case one party desires to sell or assign all or part of its investment subscribed, the other party shall have the preemptive right.
2. Useful expressions
• to abide by the contract 遵守合同 • contract of employment 雇佣合同 • contract of carriage 运输合同 • contract of arbitration 仲裁合同 • contract for purchase 采购合同 • contract for service 劳务合同 • contract of sale 销售合同 • contract of insurance 保险合同 • a long-term contract 长期合同 • a short-term contract 短期合同
• example 2：下述签署人同意在中国 制造新产品，其品牌以此为合适。
• The undersigned hereby agrees that the new products whereby this trade name is more appropriate are made in China.
• 下列文件应被认为、读作、解释为本合同的组成部分；
新编外经贸英语函电与谈判课件Unit-09
We send you by separate mail a copy of Certificate of Quality No. 123, please acknowledge receipt.
现另邮寄去第123号品质证明书副本一份，请确认收到。
第八页，编辑于星期一：十四点 三十一分。
Encls. :
g?对于空舱费滞期费以及由此而遭受的一切其他损失卖方应完全负责?是指租船人向船东或租船经纪人在租船人所装载货物少于租约约定时支付的赔偿金数额
Unit Nine
Claims and Arbitrations
第一页，编辑于星期一：十四点 三十一分。
Correspondence I
Re: Claim on Tea
但一份由检验人出具的调查报告揭示了这样的事实，即损坏是由 于不恰当的包装所致。
For further particulars, we refer you to theபைடு நூலகம்surveyor’s
report enclosed. 详情请见随函附上的检验人报告。
第十五页，编辑于星期一：十四点 三十一分。
Survey Report
Packing List
Letter of Carrier(Copy)
第四页，编辑于星期一：十四点 三十一分。
Re: Claim on Table Clothes per S.S. “Taching” Under Policy No. SH/ZX 10897 事由：有关（对）第SH/ZX10897号保单项下由
Please acknowledge receipt of this letter and settle the claim as soon as possible.
现另邮寄去第123号品质证明书副本一份，请确认收到。
第八页，编辑于星期一：十四点 三十一分。
Encls. :
g?对于空舱费滞期费以及由此而遭受的一切其他损失卖方应完全负责?是指租船人向船东或租船经纪人在租船人所装载货物少于租约约定时支付的赔偿金数额
Unit Nine
Claims and Arbitrations
第一页，编辑于星期一：十四点 三十一分。
Correspondence I
Re: Claim on Tea
但一份由检验人出具的调查报告揭示了这样的事实，即损坏是由 于不恰当的包装所致。
For further particulars, we refer you to theபைடு நூலகம்surveyor’s
report enclosed. 详情请见随函附上的检验人报告。
第十五页，编辑于星期一：十四点 三十一分。
Survey Report
Packing List
Letter of Carrier(Copy)
第四页，编辑于星期一：十四点 三十一分。
Re: Claim on Table Clothes per S.S. “Taching” Under Policy No. SH/ZX 10897 事由：有关（对）第SH/ZX10897号保单项下由
Please acknowledge receipt of this letter and settle the claim as soon as possible.
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• be obliged to sb. for sth. 为某事感谢某人
• We are much obliged to you for giving us so much advice. • 贵方提出许多意见，我方非常感激。
• We should be greatly obliged if you would send us your offer by return mail.
• postpone v. 延迟，延期
• It must be understood that our agreement to postpone the payment does not amount to an acceptance of your opinion of the goods supplied.
record of transactions shows only a moderate volume of business. • Please do not misinterpret the above remarks. They do not imply dissatisfaction. We are
quite satisfied with the amount of business you have done with us. However, we are of the opinion that a bigger turnover must be reached to justify establishing an agency. We think it advisable to postpone this matter until your future sales warrant such a step. • We hope that you will appreciate our position and continue giving us your cooperation. • Sincerely,
• 制造商已接受大量定货，未来几个月的任务很繁重。
• Please do not misinterpret the above remarks. They do not imply dissatisfaction.
• 请不要曲解上述评价。它们并不含有责怪的意思。
• We are quite satisfied with the amount of business you have done with us. However, we are of the opinion that a bigger turnover must be reached to justify establishing an agency.
• 我方希望能按装运计划提前装运，但不能为此承担责任。
• The supplier commits himself to ship the goods in 3 equal lots in the next quarter.• 供方来自诺在下个季度内分三批平均交货。
• The manufacturers have now heavily committed themselves to substantial orders for a few months ahead.
• 我方对贵方完成的贸易额非常满意，但（我方认为）要想成为代理必 须完成更大的营业额，
• We think it advisable to postpone this matter until your future sales warrant such a step.
• 建议将此事推迟直到贵方能证明这一点为止。
Unit Ten
Agency
• (1) • Dear…: • We are obliged to you for your inquiry regarding sole agency for the sale of our Table
Cloths in Sweden. • After serious consideration, we decided not to commit ourselves at this stage, when the
• 如蒙迅速寄来报盘，则感激不尽。
• After serious consideration, we decided not to commit ourselves at this stage, when the record of transactions shows only a moderate volume of business.
Correspondence(1)
• We are obliged to you for your inquiry regarding sole agency for the sale of our Table Cloths in Sweden.
• 感谢贵方函询有关在瑞典独家代理销售我方台布的事宜。
• 经过慎重考虑，我方决定目前不能批准，（因为）记录显 示交易量并不大。
• commit oneself 让（自己）承担责任，承诺（定货）
• We wish to be able to ship the goods well ahead of the shipping schedule, but we cannot commit ourselves.
• 必须了解，我方同意延期付款并不等于接受贵方关于 所供货物的意见。
• If you do not need the goods immediately, we can postpone delivery until (to) next month.
• 如贵方不立即需要该货，我方可延至下月交货。
• We hope that you will appreciate our position and continue giving us your cooperation.