第一章-商务英语口译-商务谈判.ppt

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1、第一章商务谈判Chapter1BusinessNegotiation第一章商务谈判（BusinessNegotiation）BusinessNegotiationininternationaltradeistheprocessinwhichthesellerandthebuyernegotiateaboutthetradetermstoreachagreementonthesalesofgoods.fourstages:inquiry,offer,counter-offerandacceptance

2、fiveitems:1.thesubjectmatterofthecontract;2.thepriceofthegoods;3.theliabilitiesoftheseller;4.theliabilitiesofthebuyer;5.themethodsa.topreventtheoccurrenceofdisputes;b.tosettledisputeincasethere’sany;第一章商务谈判（BusinessNegotiation）Culturalfactorsareveryimp

3、ortant.culturaldifferencesInterpreter:1.todevelopaknowledgeofbusinessEnglishandtradeterminology;2.tounderstandtheculture;VocabularyWorktermsofpayment:支付条款；specimencontract:合同样本；draftsight:见票即付；payamargin:支付保证金；VocabularyWorkcreditstatus:信用状况；internatio

4、nalpractices:国际惯例；makedelivery:交货；L/Cpayment:信用证付款；anirrecoverableL/C:不可撤销信用证；countermandourorder:取消我们的订单；remainvalid:依然有效；arrangeanearliershipment:安排提前装运；partialshipmentandtransshipment:分批装运和转运；VocabularyWork交货期：thetimeofdelivery;分批装运：partialshipment;

5、遵守合同：observethecontract;终止合同：cancelthecontract;商业信誉：commercialintegrity;守信用：maintaincommercialintegrity;约束力：binding;；VocabularyWork中国商品检验局：theChinaCommodityInspectionBureau;提出索赔：lodgeaclaim;现金投标保证金：acashdeposit;开标：openthebid;SightInterpretation（Dialogu

6、e1）thelastconsignment:上一批货；anumberidenticalwiththebilloflading:这一数字和提单的数字相吻合；soundandintact:完好无损；theshortweight:短重；theprovisionsofthecontract:合同条款；evaporationofthegoodsenroute:途中货物蒸发建议：注意货物贸易中的一些惯用的表达方式，与日常表达是不一样的。SightInterpretation（Dialogue2）季节性的商品：a

7、seasonalproduct;货物投放市场：putthegoodsonthemarket;适时交货：atimelydelivery;早点交货：makeanearlierdelivery;分批装运：partialshipment建议：注意按照国际惯例，货物装运后卖方须将装运情况及时通知买方。Note-taking（1）importfromotherexporters:从其他出口商进口；anadvancepayment:一笔预付款；theinterestrate:利率；makeconcessions:

8、做出让步；retracttheorder:撤回订单；建议：注意付款方式应该尽量掌控主动权，可以适当的妥协，但是一定要坚持必要的底线，避免后期收不回货款的风险。Note-taking（2）报价：sellingoffer;还价：counter-offer;平等互利的基础：thebasisofequalityandmutualbenefit;破例减价10%：10percentasaspecialaccommodation;再加一点：Putitupabit;没有什么讨价还价的