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1、1.InternationalBusinessNegotiation主要涉及：价格、质量、支付条款、包装、装运、保险、代理、争议和索赔等Words:makepassatme调戏Wording措辞，用词Inquiry询盘，询价Quotation处罚条例Counteroffer还价，还盘Penaltyclause处罚条例Notification通知Specification详细说明，规格Customaryterms惯例Stock存货，库存品Arbitration仲裁Non-transferable不可转让的Drawup起草，拟定Invoice发票
2、Provision条款、规定Charterv.包租、租用Vessel船Transaction交易Fluctuation波动Presentation提出，出具Documentation证件Downpayment预付款Signingprocedures签字仪式，签字程序Defaultrisk违约风险Readymarket现成的市场Sample样品问答技巧tipsWhatabouttheprice?Thepriceyouprovideismuchhigherthanthemarketprice.Thepriceisquitefair,we’llth
3、inkitover.价格十分公道，我们会认真考虑的We’llinformyouthroughdiscussingwithourmanager.我们与经理讨论后将通知贵方。Yourpriceishigherthanthosewegotfromelsewhere.Howdoyoulikethegoodsdispatched,byrailwayorbysea?你方将怎样发运货物，铁路还是海运？Bysea,please.Becauseofthehighcostofrailwaytransportation,wepreferseatransportat
4、ion.请海运发货，铁路运输费用太高，我们愿意走海运。We’dliketodeliverthesegoodsbyrailway.Byairwillbepreferable,sinceweareeagertousetheproducts.我们急于使用这些产品。Isthisgoingtosatisfyyourrequirements?这个合你的要求么？Actually,itismorethanweneed.Yes,wejustneedthistypeofproduct?Sorry,canyouprovidealittlecheapermodel?
5、抱歉，你们能提供更便宜一点的型号吗？Istheremuchofadifferenceinprice?价格也有很大区别吧？Yes,theeconomymodelisabout30%less.经济型的大约便宜30%No,thepricesarealmostthesameYes,butwecandiscussthepricesofsomeitems.是的，但我们可以讨论其中几项商品的价格。Yes,thepriceoftheblueoneismuchhigherthanthatofthegrayone.Arrangementsforthenegoti
6、ation安排谈判A:hello,Mr.Zhang.Pleasecomeandsitdown.B:thankyou.I’msogladtoseeyouagain.A:Me,too.B:I’malsopleasedthatwehavebeendoingbusinesssowellwitheachotherandourcooperationovertheyearshasbeenafruitfulone.A:I’mgladthatyouaresatisfiedwiththeserviceweprovided.B:asyouknow,,oneofth
7、epurposesofmypresentvisithereistodiscusswaysofstrengtheningtherelationshipbetweenus.A:thisideaisexactlymine.Asamatteroffact,IwasgoingtomentionthatwestillhadsomecapacityattheVietnamrefinery在越南的炼油厂还有生产能力.B:that’sinteresting.Wearegoingtoexpandourgasolineimportatthemoment.Itwou
8、ldcertainlybeeasiertodealwithanoldandreliablefriendthantoestablishanewrelationship
