1.International Business Negotiation
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:
Wording 措辞，用词
Inquiry 询盘，询价
Quotation 处罚条例
Counter offer 还价，还盘
Penalty clause 处罚条例
Notification 通知
Specification 详细说明，规格Customary terms 惯例
Stock 存货，库存品Arbitration 仲裁
Non-transferable 不可转让的
Draw up 起草，拟定
Invoice 发票
Provision 条款、规定
Charter v. 包租、租用
Vessel 船
Transaction 交易
Fluctuation 波动
Presentation 提出，出具Documentation 证件
Down payment 预付款
Signing procedures 签字仪式，签字程序Default risk 违约风险
Ready market 现成的市场
Sample 样品
问答技巧tips
What about the price?
The price you provide is much higher than the market price.
The price is quite fair, we’ll think it over. 价格十分公道，我们会认真考虑的We’ll inform you through discussing with our manager. 我们与经理讨论后将通知贵方。
Your price is higher than those we got from elsewhere.
How do you like the goods dispatched, by railway or by sea?
你方将怎样发运货物，铁路还是海运？
By sea, please. Because of the high cost of railway transportation, we prefer sea transportation. 请海运发货，铁路运输费用太高，我们愿意走海运。We’d like to deliver these goods by railway.
By air will be preferable, since we are eager to use the products. 我们急于使用这些产品。
Is this going to satisfy your requirements? 这个合你的要求么？
Actually, it is more than we need.
Yes, we just need this type of product?
Sorry, can you provide a little cheaper model? 抱歉，你们能提供更便宜一点的型号吗？
I s there much of a difference in price? 价格也有很大区别吧？
Yes, the economy model is about 30% less. 经济型的大约便宜30%
No, the prices are almost the same
Yes, but we can discuss the prices of some items. 是的，但我们可以讨论其中几项商品的价格。
Yes, the price of the blue one is much higher than that of the gray one.
Arrangements for the negotiation安排谈判
A: hello, Mr. Zhang. Please come and sit down.
B: thank you. I’m so glad to see you again.
A: Me, too.
B: I’m also pleased that we have been doing business so well with each other and our cooperation over the years has been a fruitful one.
A: I’m glad that you are satisfied with the service we provided. B: as you know,, one of the purposes of my present visit here is to discuss ways of strengthening the relationship between us.
A: this idea is exactly mine. As a matter of fact, I was going to mention that we still had some capacity at the Vietnam refinery
在越南的炼油厂还有生产能力.
B: that’s interesting. We are going to expand our gasoline import at the moment. It would certainly be easier to deal with an old and reliable friend than to establish a new relationship. Of course, it depends on the processing fee you will offer.
我们正想扩大汽油进口。与可靠的老朋友打交道显然比建立新的业务关系容易多了。当然，这取决于贵方的加工费。
A: I think we can work out something ther e. As a rule, our processing fee decreases with the amount of crude oil we sell.
我认为我们可以解决这个问题。作为惯例，我方的加工费会依据原油的销售量的增加而减少。
B: Good. I think that’s something we can talk about in detail later. At present, we are going to buy 6,000 tons of gasoline for our company. 我们稍后可以讨论下细节。
A: that’s very good.
B: can you provide it right from the stock? 贵方能从库存里提供么？
A: Yes, of course.
B: That’s good. Can we determine the price according to the internationally accepted standard? 我们可以根据国际标准确定价格么？
A: sure.
B: Good. Now I must try to get a vessel. And if everything goes on well, we can expect to draft and sign a contract soon.
现在我们得想法联系船运的事了。如果一切顺利的话，我们可以很快起草和签订合同了。
A: good. We’ll get the necessary document drawn up.我方会把需要的文件草拟好。
B: and we’ll follow the usual signing procedures. Shall we?我们将按照通常的签约程序进行，可以吗
A: ye s, that’s the best.
B: but I’m afraid we’d have to negotiate other terms and conditions concerning this transaction, shall we?但我想我们还需就合同的相关条款进行协商。
A: if you feel it necessary, let’s think them over this evening and meet here tomorrow afternoon.
B: that’s good. See you tomorrow.
A: see you.
谈判实例
A: Hello. Mr. Wang. I am glad to meet you here at the fair交易会.
B: likewise.我也很高兴Take a seat, please. How about a cup of tea?
A: sure. Thank you. It seems your business is prosperous. There are many customers here. 看起来生意很兴旺，这么多客户光临
B: yes, it’s not too bad. Our sales are going up year after year. And we still have a large potential production capacity. 销量年年递增，我们得生产潜力还很大
A: well, what do you think of choosing a commission representative or agent abroad to promote your sales?你们是否想过在国外选择一家代办商或代理人为你们推销商品？
B: that’s a good idea. So far, we have several agents abroad. A: we are willing to be your agent in Thailand for hand-held tools. 手工工具代理人What do you think?
B: that sounds good.
A: then, what’s your usual commission rate 佣金率for your agents?
B: usually, we give a commission of 4% to our agents.
A: 4% is too low, I think. You see, we have a lot of work to do in sales promotion such as advertising on radio or TV, printing booklets, leaflets, catalogues and so on印小册子、传单和商品目录. It all costs money, 4% is not enough. 这一切花销，4%是不够的。
B: don’t worry. We’ll allow you a higher commission rate if your sales score a substantial increase. 如果你方销量大幅增长，我们将给予更高佣金。
A: you mean to say…
B: now, if you sell US $4 million worth of hand-held tools annually, we can only allow 4% commission. If the annual turnover exceeds US $6 million, you can get 6% commission. What do you think of that？
A: it sounds ok. Then how do you pay the commission？
B：We may deduct the commission from the invoice value directly or remit it to you after payment.我们可以直接从发票金额中扣除佣金，或在付款后汇给你方。
A: all right. If it’s okay, we would like to sign an agency agreement with you immediately. 签订代理协议
B: think it over. We hope to keep a good business relationship with you.
A: thank you for your help.
谈判结语conclusion of negotiation
A: so, now we have covered all the important points.所有的主要问题都以讨论过了。
B: yes, I think so.
A: before we draft the contract, le t’s examine the details.
B: ok , under this contract, we’ll supply you with 600 dozen 打T-shirts, S, M and L equally assorted平均搭配, at USD 100 per dozen, CFR London. Shipment in July. Payment by irrevocable sight L/C. 成本加运费伦敦价。7月装运，以不可撤销的即期信用证付款。
A: perfect. But what I’m concerned about most is the time of delivery. 我最担心的是交货时间
B: you may rest assured that shipment will be affected within the time limit stipulated规定的in the contract. But there is also one point I’d like to stress.
A: Yes?
B: Your L/C must be opened at least one month before the time shipment; otherwise we won’ t be able to catch the ship.你方的信用证必须在1个月前开出，否则我方会赶不上船。A: no problem. I’ll have the covering L/C opened as soon as I go back. In addition, would you tell me by whom the commodity inspection is conducted before shipment?马上安排开立相关信用证。这些货品在装船前是由谁负责检验的？
B: the goods will be inspected by the China Import & Export Commodity Inspection Bureau. It will then issue a certificate of quality and a certificate of weight. These will be taken as final
and biding.由中国进出口商品检验局进行检验，然后出具质量和重量证书。这些证明书将是最后的依据并具有约束力。
A: please remember to use both English and Chinese versions and both versions should be equally valid.
B: naturally. Each of us keeps one original and two copies.双方各保留一份原件，两份复印件。
A: then I’ll come along 3 days later to put signature on it.
B: good.
即期信用证系指受益人按即期信用证（Sight Letter of Credit）规定的条款签发即期汇票（Sight Draft)，称见票即付信用证，亦称即期汇票付款。
采用即期信用证，不论汇票的付款人是开证银行还是开证申请人，或是其他的付款银行，只要是所开出的汇票（或只提供单据）符合信用证所列条款，一经提示，开证银行或付款银行即须立刻付款，开证申请人也须立即向开证银行或付款银行偿还款项。
CFI: Cost Freight and Insurance 成本，运费及保险费价,到岸价
合同签订
Words
Quality 质量
Quantity 数量
Sundry 各式各样的
Synthetic 合成的，人造的
Refined 精炼的，讲究的
Quote 报优惠价
Oblige 迫使
Machinery 机器、机械
Net cash 付现款
Invoice date 发票日期
Resembling 相似的
Tips 巧问巧答
I’m very glad that we have finally come to an agreement。The same to me.
Congratulations on our success.
Good luck for our cooperation.
Can you repeat the terms so that no mistakes are made? Of course.
No problem.
Ok, I’ll print the terms for you. 打印出来给您看。
Please excuse me for being blunt, but I think we have made sure all the terms. 请恕我直言，我觉得我们已经确定过了。Will you please let us have a list of items that are imported by you? 能否将贵公司的进口商品目录给我们一份呢
No problem. I’ll send you the list tomorrow.
Of course we will. Would you like us to know which kind of products do you have interest in?
Ok, but why not come to our company and have a look at our products?
Please quote us your lowest prices for the goods.
请对这一商品报最低价
In answer to your inquiry for the price, our reply is as follows. We are pleased to quote you for the goods as following.
Our price is as following. Of course these quotations are all subject to the fluctuations of the market.
当然，这些报价会随着市场的波动而变化。
We would appreciate if you will send us your catalogue together with quotations. 如果贵方能寄来商品目录，我们将不胜感激
We will send you the catalogue of our goods at once, enclosed we hand you a price-current for the goods.
我们会立刻为您寄去商品目录，随函会附上我们的现行价格表
Our fault for not sending you the catalogue in time, we are sending you by this post a catalogue and the quotations for our goods. 没能及时给您寄目录是我们的失误，现在随信寄去我们的商品目录及报价表。
签定合同sign a contract
A: can you tell me what the unit price of such carpet is?
这种地毯的单价是多少?
B: of course, here is the catalogue and the price list. You can have a look. We also have many other kinds of carpets.
A: the price seems acceptable for me. But I want to check whether you can supply the carpets now if we order some?如果我们现在下订单的话，你们可以提供这些地毯的现货吗？
B: of course we can . we can provide the quantity you ask for. A: that’s very good. Shall we sign a contract now?
B: no problem. Let’s check the terms of contract. 我们来商量下合同的条款吧。
商定条款check term
A: we’d like to buy 2000 tons of rice from your company. Can
you give me an indication of your prices?
B: with pleasure. You’ll find that we have given you the most favorable price in our business. 您会发现我们给您提供的是最优惠的价格。
A: ok, let me have a look. We shall be glad if you will quote us the best discount for cash off your list price for cash for this quantity.对这样数量大又是现金支付的货物来说，如果贵方能最大让利的话我们会很高兴的。
B: please feel assured that we will give you the best discount we can give.
A: thank you very much. I also want to know how long it will take to make delivery. 我还想了解下你们通常多久才能交货
B: three months. Would you accept delivery spread over a period of time? 不知你们能否接受在一段时间内分批交货A: yes, we normally do. 通常能
Ask for deatails 询问细节
A: I’ve just visited your showroom. You surely get a lot of fancy bedsheets. I like them very much.
B: I’m glad you like them. They are all made of silk. Here on display are all the most popular and favorite products. What items are you particularly interested in?
A: A20 is very colorful and feels nice. I’d like to start with it. Is it pure silk?
B: yes, it is the latest product and is highly recommended because of its fine design and quality. You certainly have an eye for good things.
A: thank you for saying that. But what’s the unit price?
B: here is the catalogue and the price list. You can take a look. A: the price seems acceptable. Can you supply the bedsheets now if we order some?
B: no problem.
A: tha t’s fine. Then let’s sign a contract.
1、假设你是李华，你的美国笔友Linda来信说她家搬到了一个新城市，她几乎没有朋友，每天除了上课就是在家上网，感觉很孤独。请你给她写一封信，劝她多结交朋友，参加社会活动。 2、假设你是李华，某中学生杂志英语习作专栏正在开展主题为“Why should we learn English?”的征文活动。请你根据所给要点写一篇征文稿。 1）提高学习语言的能力；2）有助于了解异国文化；3）能够结识更多的朋友。 3、假设你是李华，你的美国笔友Hurry是一名旅游爱好者。请你根据以下要点，给他写一封信你暑假期间的西湖之旅。 1）湖光塔影，花木芬芳2）莺啼燕语，游人如织3）夜游西湖，赏音乐节 4、假设你是校报英语专栏的记者李华，你校男子足球队在全市第五届中学生足球比赛中获得冠军。请你根据以下内容要点，写一篇新闻稿。 比赛时间：2011.9.24—2011.9.30 比赛地点：朝阳体育馆 参加球队：10支中学足球队 比赛进程：校队首场比赛0比1失利，决赛3比2获胜 注意：1、词数100左右；2、可以适当增加情节，以使行文连贯；3、参考词汇：体育馆staium。 5、假设你是校剜肉补疮英语专栏的记者李华，你校男子足球队在全市第五届中学生足球比赛中获得冠军。请你根据以下内容要点，写一篇新闻稿。 比赛时间：2011.9.24-2.11.9.30 比赛地点：朝阳体育馆 参加球队：10支中学生足球队 比赛进程：校队首场比赛0比1失利，决赛3比2获胜 6、假设你是李华，你的英国好友Bob来信说他在上周的登山运动中腿部骨折。请你给写一封回信，内容包括：1、表达关心之情；2、建议及时治疗；3、祝他
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高考英语作文范文带翻译（一） Water Pollution-水污染 Spring is tht best season of the year. The weather gets warmer and warmer. My clas i'amates and I took a one-day sightseeing around our city.The scene was pretty. But when we saw the rivers along our city, I felt very sorry, and thoughit a lot. With the development of modern agriculture and industry, more and more waste water is being poured into rivers. It has caused serious pollution. The river is becoming so dirty that no living things can live in it. The river is giving off a terrible smell. We make an urgent appeal that measures should be taken to cope with the situation. Our government should start building various facilities such as sewage treatment!plant and encourage scientists to work out more and better ways to reduce the pollution of water. Water is tho source of our lives. It is very important to protect water. 春天是一年中最好的季节，天气变得越来越暖和。我和我的同学们进行了一次环城一日游，所到之处景色宜人。但当我看到沿着城区流过的河流时，我感到很惋惜，想了很多。 随着现代工农业的发展，越来越多的污水排进河里，河水被严重污染。河水变得如此的肮脏以致于生物不能在里面生活。河水发出难闻的气味。 我们急切呼吁采取措施改变这种状况。政府应当建立各种设备，例如污水处理厂，并
四年级英语作文范文 （1——10篇） 目录 四年级英语作文范文——My winter holiday (2) 四年级英语作文范文——My winter vacation plan (2) 四年级英语作文范文——My winter vacation plan (2) 四年级英语作文范文——Winter Vacation Plan (3) 四年级英语作文范文——我的寒假 (4) 四年级英语作文范文——寒假的一天 (4) 四年级英语作文范文——喝酒有害健康 (5) 四年级英语作文范文——我的寒假计划 (6) 四年级英语作文范文——My winter holiday (6) 四年级英语作文范文——我们的梦想 (7)
四年级英语作文范文——My winter holiday My winter holiday is very dull. I stay at home for most of time. Sometimes I visit my friends and play basketball with them. Sometimes we go shopping. One day, we go to the KFC. We have hamburgers, chicken coke and French fries. We have sore throats. We go home and have a rest. Then we feel better. We go and play computer games! How mad we are! This is the only thing I can talk about in the holiday. 四年级英语作文范文——My winter vacation plan My winter vacation plan My winner vacation is coming soon .I am so happy I decide to make a winter vacation plan .First, I will do my homework carefully Second ,I am going to help my mother with housework.Then,I want to play with my best friend.I will also visit my grangparents with my parents .We will spend Spring Festival with them.I think every day during my winter vacation will be happy. I am sure I will have a wonderful vacation. I can not wait. 四年级英语作文范文——My winter vacation plan My winner vacation is coming soon .I am so happy I decide to make a winter vacation plan .First, I will do my homework carefully Second ,I am going to help my mother with housework.Then,I want to play with my best friend.I will
一、明星代言问题 On the Celebrity Spokesperson Currently, we could hardly live a single day without seeing a celebrity spokesperson promoting a product or a social campaign on TV, net or other media. This is an intensely popular trend that we cannot fail to notice. There is no doubt that the celebrity spokespeople could boost the sale of a product. A host of celebrity spokespersons, however, have emerged as the marketing tool of some companies, even companies producing and selling fake and inferior items. This kind of behavior has produced negative impacts on consumers and whole society, which should be severely criticized and penalized. Of course, as is known to all, everything has both bright and dark sides. S ome stars’ endorsement of social activities and public campaigns raises public awareness, giving rise to changes in public behavior. In this case, they serve as positive role models of the general public. To name only one case: Pu CX, a household figure, acting as the celebrity spokesman of the China AIDS Foundation, contributes greatly to the cause of AIDS prevention and cure in China. 二、关于选秀节目 Over the past couple of years, a variety of talent shows have emerged on TV channels across the nation, from Super Girls to Happy Boys and so forth. This type of entertainment program is intensely popular, especially among young adults and has produced profound impacts on their studies and life. There are a couple of reasons behind the tide. To start with, young folks need role models to learn from. So many of them are crazy for contestants participating in these programs. This gives rise to the increasing emergence of these shows because TV networks naturally need to cater to young audiences. Plus, thanks to economic and political reforms carried out by the government, this crop of young generation have more freedom and desire to express and showcase themselves. Therefore, a growing number of young people desire to get involved in these shows. This is a divisive topic. On my personal level, the talent show is a superb means of relaxing and amusing and can hugely relieve our strains. As college students, however, we could not afford to indulge in them and should be aware of the utmost importance of studies. 三、食品安全问题 On the Food Security Over the past couple of years, several cases of the food scandal have been disclosed on various media. The problem of food security has become a hot button across society. The prevalence of food insecurity has greatly impacted public health, which the government could not afford to ignore, according to the online edition of the People Daily. There are a couple of driving forces, I would argue, behind this undesirable tide. First, in the course of the rapid economic evolution, we ignore moral education, giving rise to the rising rate of the problem. More importantly, the lack of adequate regulation and punishment on those illegal producers enforces the trend. As Confucius instructed, it is better late than never. Prompt and strict measures should be taken to turn back this evil trend. The government should launch a massive moral campaign to
【写作要求】 假如你是学生会主席李华，学生会打算举办中华经典文学朗诵比赛Chinese Classics Reciting contest，请根据以下信息写一份英文通知。 1)时间：报名截至时间5月20日;活动时间：5月30日下午3:00—5:00 2)地点：学校演讲厅 3)内容。朗读诗歌或是散文，时间五分钟以内 4)奖项：评出前十名颁奖 注意： 1)词数100左右; 2)可以适当增加细节，以使行文连贯。 参考词汇：中华经典文学朗读比赛Chinese Classics Reciting contest 【高分范文】 NOTICE In order to improve the students’spoken Chinese and encourage them to read more Chinese classics, a Chinese Classics Reciting contest will be held in the school lecture hall from 3 p.m to 5 p.m on 30th May. The contest is organized by the Students’ Union. Those who want to take part in the contest, please sign up in the Student Union office before May 20th.All the competitors are required to read Chinese poems or essays within five minutes.The first 10 winners will be given prizes. Everyone is welcome to participate in it. The Students’ Union May 10, 2018 4. 通知 假如你是校学生会主席。新年即将到来，为了帮助你校的外国留学生更好地了解中国文化，学生会将为他们举办一个新年晚会。请你根据以下提示，用英语向他们发出口头通知。 时间：下周五6：00—8：00 地点：教学楼101室 内容：1．唱中国歌2．比赛用筷子3．学习包饺子 注意：1；可适当增加细节，以使行文连贯；2．开头和结尾已给出，不计入总词数 Good afternoon, everyone. May I have your attention, please? I’m the chairman of the Students’Union. As the New Year is around the corner（即将到来）, we are going to hold a New Year party for you, which is intended to enable you to have a better understanding of Chinese culture. During the party, not only can you sing a Chinese song, but you will also compete with each other to see how skilled you are at using chopsticks. What’s more, you’ll learn at the party how to make dumplings. Sounds great. doesn’t it? The party is scheduled（计划于）in Room 101of the Teaching Building from 6:00 p.m. to 8:00 p.m. next Friday. Please make sure you won’t miss it. Thank you for your attention.
1一些大学生认为学习成绩是最重要的 2一些大学生认为个人能力是最重要的 3你的看法 范文： Students have different opinions of the task of college students. Many students believe that marks are very important . for one thing ，they consider it their primary task to study and learn from teachers and textbooks. For another, they seldom take part in social activities for fear that those activities will affect their studies. On the other hand ,however , some students think it is more important to develop one’s own practical ability . In their opinions ,students should not be confined to learning from textbooks . And they should also learn outside the textbooks. What’s more, they regard it as primary importance to develop their practical abilities. As far as I an concerned , we should first try to study hard ,and then to develop our abilities..Study is undoubtedly our primary task,,but we should not neglect our own practical abilities either ,for when we enter the society,we need various abilities to achieve success. In a word ,the sound foundation of knowledge along with practical abilities is essential for us to succeed in the future. 1在中国，远程教育发展迅速 2远程教育加强了发达地区与贫困地区、国内院校与国外院校之间的联系 3然而中国的远程教育还不是很发达 In china ，with the fast development of economy and technology, the demand of its citizens for a good and qualified education is on the increase accordingly. However，the allocation of educational resources is unbalanced from place to place .in view of this, the central government took out a large sum of money from its budget to fund distance education so as to make a big leap forward for it. Distance education has the advantage of making up for the shortage of the traditional educational resources. So in those areas with deficient resources，distance education strengthens the link with school outside ,even schools abroad .in this way，people in those areas can receive good and qualified education. Because of the big gap between the demand and the reality , distance education at present in china has trouble meeting the enormous educational needs of people in undeveloped areas。There are a lot of things remaining to be done. 1近几年，时有关于女大学生通过整容让自己更有信心和获得跟多就业机会的报道 2对于什么事真正的美，人们有不同的看法 3就此事谈谈你的观点 One day when I unfolded a magazine , a piece of news drew my attention .According to the report ,in china many female college students would rather bear the unbelievable amount of money and safety of a plastic surgery so as to have a beautiful face or body shape, which will give them confidence and good opportunities for jobs. This phenomenon becomes a hot topic on campus . what is real beautiful ? Some people that real beauty of a person comes from within . It’s the inner soul that reflects the real beauty of a person. Other people assume that the outer beauty is more important .A good-looking person generally receives more preferential treatment than an average-to-plain person does,regardless of