Negotiation report

银行英语口语Negotiation词汇银行口语－Negotiation押汇C: Excuse me, do you provide any trade service here?你们有提供贸易押汇效劳吗？T: Yes, we do. Can I help you, sir?有的，先生。

我能为你效劳吗？C: Yes, I'd like to know how about the services you provide to customers in which credit facilities are not required?我想知道你们提供应客户无须信贷安排的效劳有那些工程？T: Certainly, sir. The services will include export financing; outward bills collection transferable letters of credit, letters of credit advising and confirmation, inward bills collection, trade information and insurance.那当然可以，先生。

效劳范围包括出口贷款，出口单托收，信用证转让，信用证通知及确认，进口单托收，贸易资料及保险效劳。

C: How can I benefit from your export services?那么在出口押汇文件的处理上，我所享有的效劳有？T: Our staff works until 6:00pm each weekday night so that your export documents can be promptly processed. This will greatly help your cash flow. In addition, we can dispatch documents to your counterparty's bank for earlier payment. In turn, will save your transit interest.我们的职员每日能为您效劳到下午6点，确保各出口押汇文件可及时办妥，使你的现金周转更加灵活。

谈判结果英语作文Negotiation is an essential skill in both personal and professional life. It involves the process of reaching an agreement between two or more parties who have different needs and interests. Here's an essay on the outcome of a negotiation:The Art of Negotiation: A Successful OutcomeIn the world of commerce and diplomacy, negotiation is a delicate dance of words and intentions. It is a process where parties with differing interests strive to reach a mutual agreement that satisfies all involved. The outcome of a negotiation can be a testament to the skill and strategy of the negotiators.The scenario began with two companies, each with a unique product that could complement the other's offerings. Company A had a cutting-edge technology that could enhance the functionality of Company B's devices. However, they had different visions for the partnership and divergent financial expectations.The negotiation process started with a clear understanding of each party's needs and objectives. Company A wanted a significant share in the profits, while Company B was moreinterested in a long-term partnership that could lead to future collaborations.The first step was to establish a rapport and build trust between the parties. This was crucial to ensure that both sides felt comfortable discussing their concerns openly. The negotiators from both companies were professional and courteous, setting a positive tone for the discussions.Next, the parties engaged in a thorough exchange of information. Each side presented their case, highlighting the benefits that a partnership would bring to the other. They discussed the potential market, the financial implications, and the strategic advantages of the collaboration.The negotiation reached a critical point when the parties had to address their differences. This is where the skill of the negotiators truly shone. They employed various tactics such as bracketing, where they presented a range of acceptable outcomes, and the use of silence to encourage the other party to reveal more information.The turning point came when both parties recognized the value of collaboration over confrontation. They began to explore creative solutions that could bridge their differences. This included a revenue-sharing model that was fair to both companies, and a phased approach to the partnership that allowed for flexibility and adaptation.After several rounds of discussions, the parties finally reached an agreement that was satisfactory to all. The dealincluded a joint marketing campaign, a revenue-sharingformula based on performance, and a commitment to future technological developments.The successful outcome of the negotiation was a result of several factors: clear communication, a willingness to compromise, and a focus on the mutual benefits of the partnership. It was a reminder that negotiation is not just about winning; it's about finding a solution that works for everyone involved.In conclusion, the art of negotiation is a powerful tool for resolving conflicts and achieving common goals. It requires patience, understanding, and a strategic approach. The successful negotiation between Company A and Company B is a prime example of how parties can overcome their differences and reach an agreement that benefits all stakeholders.This essay provides a detailed account of a negotiation process, highlighting the steps taken to reach a successful outcome. It emphasizes the importance of communication, compromise, and mutual benefit in achieving a positive result.。

谈判会议简报英文作文Negotiation Meeting Briefing。

英文：Hello everyone,。

Today's negotiation meeting was quite successful. We were able to reach an agreement on most of the key issues. However, there were a few sticking points that we still need to work out.One of the main issues was the price. The other party was initially asking for a much higher price than we were willing to pay. However, after some back and forth, we were able to come to a compromise that both parties were happy with.Another issue was the timeline. We had originally proposed a shorter timeline, but the other party neededmore time to complete their end of the deal. We were able to negotiate a longer timeline that still met our needs.Overall, I think we made good progress today. We were able to find common ground and work towards a mutually beneficial agreement.中文：大家好，。

Negotiation国际商务谈判《国际商务谈判》课程报告Negotiation is a process in which two or more parties resolve a dispute or come to a mutual agreement. It is aimed to resolve points of difference, to gain advantage for an individual or collective, or to craft outcomes to satisfy various interests. It is often conducted by putting forward a position and making concessions to achieve an agreement. The degree to which the negotiating parties trust each other to implement the negotiated solution is a major factor in determining whether negotiations are successful. Negotiation occurs in organizations, including businesses, non-profits, and within and between governments as well as in sales and legal proceedings, and in personal situations such as marriage, divorce, parenting, etc.Negotiation in business require a good legal education and a good financial education so that the parties can understand each other, make sound decisions, and understand the potential consequences of those decisions.The art of negotiating illustrates the important points of negotiating. At peroration stage, it’s important to know the party and familiar with the product or service that you’re negotiating with so that to establish a negotiation goal. As for the strategy of negotiating, the first offer needs to be aggressive and be presented by writing. You need to know the negotiation position that in great demand and low supply or much supply and lowerdemand and do not disclose the budget or other limitations in the negotiation position in order to establish a solidfoundation early by demonstrating your knowledge and expertise on the topic in the negotiation process. However, understanding the other side's priorities is just as important as understanding your own and be prepared to give up the little things in exchange for the big things you don't want to concede. That’s to say, some point collaboration and compromise are needed to reach a win-win solution.In my opinion, there are 5 tactics for successful business negotiations.1.Listen and understand the other party’s issues and point ofview. Basically, in any conversation or discussion or negotiation, listening is just as important, or even more important, than talking. You should listen to understand instead of listening to respond. The key to gathering information effectively is the process of active listening. Try to understand what the important points of the other side, identify where they may be flexible, and what limitations they may have. You've got to take all of your assumptions and test them.2.Be prepared. The preparation of negotiating require thefollowing points:1)Check whether you're in a negotiating situation.(Advantages and disadvantages.)2)Clarify your aims. (Achieve the objectives you and yourconstituents have set, getting a good deal and improving your relationship with the other side etc.)3)Gather information. (Gather information about the otherparty, the company, the person you are negotiating with and the similar deals have been completed etc.)4)Prepare the setting. [Who? who is to take part and dowhat?; Where? (i.e. our place or theirs?); When? (i.e. what is the time scale?); Why? (i.e. what are we negotiating about?); and How? (i.e. how are we to present our case?).]5)Prepare Yourself Mentally. (Don't put yourself above orbelow them; stay relaxed and unhurried; don't reveal your feelings at any point etc.)3.Understand the deal dynamics. Less negotiation can be dealtat once, thus, there may be some changes during several negotiations. It is essential to understand the deal dynamics , for example, who wants the deal more, who has the leverage in the negotiation, what alternatives does the other side have and so on.4.Avoid the bad strategy of “negotiating by continuallyconceding.” Imagine that you have a potential client who will greatly benefit from your business. This client has unreasonable demands that will create more losses than wins for you, however you accept these demands in hopes of getting close to a beneficial deal. If you continue to give in, the client will learn that they can continue with unreasonable demands, and that you will always accept. Instead of giving in to these requests, make sure that the situation will lead to future benefits for you.5.Never accept the first offer. Most buyers will leave room intheir first offer to go up by at least 5%-15% in price, depending on the situation. One of the most common negotiation techniques: Don’t ever accept the first offer, or risk “showing your cards” and perhaps unknowingly giving away some of the bargaining zone. Some experts provided experimental and real-world examples of negotiation evidence that the people who made first offers did better in economicterms than those who did not. Therefore, there isflexibility and possible to bargain after rejecting the first offer.Negotiation is a fundamental element in the social life of organizations and negotiation skills can be of great benefit in resolving any differences that arise between you and others. Take accepting a new job as an example, the employer's first compensation offer is often not a company's best offer, and the employee can negotiate different terms such as higher pay, more vacation time, better retirement benefits, and so on. In the deal-based economy of today’s world, there is a growing need for companies to collaborate with each other. As a consequence of the varying needs, wants, aims, opinions, and beliefs of the parties brought together, conflicts and disagreements are inevitable. Thus, negotiation plays an important role in business world. The benefits of negotiation can be showed that help build relationships because the aim is to foster goodwill despite difference in interests, help in avoiding future conflicts and problem by leaving both parties equally satisfied with no barriers to communication for the future etc.。

工程管理常用英文词汇英语国别海外工程项目现场积累词汇，本人经历过中亚俄语国别项目，英语国别项目，手机下载百度翻译或者谷歌翻译，遇上需要表达的词汇就会去查，经过不断搜集，不断练习，发现其实，想说一口流利的俄语英语，其实用不了那么多词汇，常用的就那几百个，都是反复的用。

而且国外项目只要言能达意就善莫大焉，无需拐弯抹角，为难了自己老外也听不懂。

我们平时学的英语是哑巴英语，即使掌握几千词汇也很难脱口，但是，当你身处外语国别，身处语言环境，而且身边没有翻译，你需要给工人交代工艺，给工程师解释流程。

词汇就会记的非常快，基本用一两次就掌握了。

加上最先学会的肢体语言，基本学会个二三百词汇，你就能脱口而出，言能达意！在此贡献出自己日常积累的词汇，希望对你有用，少走弯路。

孤独的海外工程人，愿你砥砺前行，风雨共勉！1.检验报告Inspection report2.（项目）完工报告close-out report3. 报价；投标bid;quotation;proposal;tender;offer4.询价文件评审委员会inquiry review committee [IRC]5.报价策略会议bid strategy meeting6.报价经理proposal manager7. 报价书；标书；建议书proposal；quotation; bid; tender; offer8. 图细标书评审；报价评审bid evaluation9.标书评选表;报价评选表bid tabulation form;tabulation of bids10.谈判negotiation11. 厂商协调会议；协调会议vendor coordinationmeeting[ VCM];coordination meeting12. 订货合约；定约成交commitment13. 订货电传；订货通知（书）telex order；notification of commitment14.订单（即定单）采买订单;订货合同purchase order[PO]15. 签订合同；合同签约contract award16. 询价；招标Inquiry;invitation to bid17.资格预审pre-qualification18. 合格投标商表；合格供货商表qualified bidders list;qualified19. 询价书；招标文件Inquiry（package）;request for quotation （package）[RFQ]request for proposal [RFP]；invitation to bid[TB]20. 请购文件；请购单requisition（package）；requisition documents21. 采购规格书；采购说明书purchasing specification [PS]22. 投标者须知；报价须知Instructions to bidders[TB]23.变更change24. 用户变更；合同变更client change；contract change25.待定的用户变更pending client change26.认可的用户变更approved client change27. 用户变更（通知）单；合同变更（通知）单client change notice[CCN]；contract change order[CCO]28. 项目变更；内部变更project change；internal change29. 项目变更（通知）单；内部变更（通知）单project change notice[ PCN]；internal change order[ICO]30. 变更申请单；偏差通知单change request；deviation notice[DN]31.质量quality32.质量方针quality policy33.质量管理quality management34.质量策划quality planning35.质量控制quality control[QC]36.质量保证quality assurance[OA]37.质量体系quality system38.质量改进quality improvement39.质量手册quality manual40.质量计划quality plan41.图纸drawing42.工艺流程图process flow diagram[PFD]43.工艺控制图process control diagram[PCD]44.管道仪表流程图piping and instrument diagram[PID]或[P&ID]45.装置布置图plot plan46.管道平面设计图piping planning（drawing)47.管道平面布置图piping layout drawing48.管段图;管道空视图isometric drawing[ISO]49.“批准用于详细工程设计（版）”图纸drawings issued" Approved for Design "[LAFD]50.“批准用于施工（版）”图纸drawings issued”Approved for Construction"[AFC]51.供货厂商先期确认图（纸）advanced certified finaldrawings[ACF];advanced certified vendors' drawings;preliminary vendor drawings [PD]52.供货厂商最终确认图（纸）certified final drawings[CF];certifiedvendor drawings[CD]53. 图表diagram;chart54.直方图histogram55.横道图bar chart;gantt chart56.进度趋势展示图schedule trend display chart57.费用趋势展示图cost trend display chart58. 项目；工程项目project59.项目实施project execution60.项目实施阶段project phase61. 项目初始阶段initial phase of project execution62.施工阶段construction phase63.开车阶段start-up phase64.项目建设周期project durations65.项目管理project management66.项目控制project control67.专责项目组task force68.项目经理project manager[PM]69.项目设计经理project engineering manager[PEMI70.项目采购经理project procurement manager [PPM]71. 项目施工经理project construction manager [PCM]72.项目工艺经理project process manager73. 项目控制经理project controls manager74.项目进度计划工程师project scheduling engineer;project scheduler75.项目估算师project estimator76.项目费用控制工程师project cost control engineer;project cost engineers77.项目材料控制工程师project material control engineer78.项目财务经理project financial manager79.项目质量经理project quality manager80.项目开车经理project start-up manager81.项目安全工程师project safety engineer82.项目秘书project secretary83.项目控制手段project controlling;tools for project control84. 控制基准执行效果测量基准；实物进度基准control baseline performance measurement baseline;progress base line85. 偏差；差异deviation;variance86. 执行效果；效绩；性能performance1．专利patents2．专利权patent right3．产权技术proprietary technology4．专利技术licensed technology5．专有技术技术诀窍know how6．许可证license7．专利商；许可方licensor8．受许可方；受让方licensee9．（技术）转让费；提成费royalty10．专有技术费know- how fee11．专业discipline12．工艺（专业）process design；process engineering 13．系统（专业）systems engineering14．设备（专业）equipment engineering15．布置（专业）plant，layout engineering16．管道设计（专业）piping design17．仪表（专业）Instruments engineering18．管道机械（专业）piping mechanical engineering 19．电气（专业）electrical engineering20．建筑（专业）architectural engineering21．土建（专业）civil engineering22．试车commIssioning23．开车start-up24．料试车start-up;test run;initial operations formance guarantee test s25．性能考核；生产考核test run26．用户验收；装置验收client acceptance；plant acceptance27．支付条件；付款条件terms of payment；conditions of payment ；terms and conditionsof payment29．预付款advance payment；down payment30．按实物进度付款progress payment31．按日程进度付款schedule payment32．保留金retention money33．最终付款final payment34．代码；编码code；number35．组码group code36．标准分类记帐码；记帐码standard classification of account numbers[SCAN]；account codes;code of accounts37．可变码variable code optional variable code38．通用型活动码generic activity type（numbers）[GAT]39．未可预见费contingency40．发表issue；release41．汇票bill of exchange；draft42．议付汇票bill of negotiation43．业主owner44．用户；客户client45．设计：工程设计design，engineering46．设计阶段engineering phase47．工艺设计阶段process design phase48．基础工程设计阶段basic engineering phase49．分析设计阶段analytical engineering phase50．平面设计阶段planning engineering phase51．详细工程设计阶段detailed engineering phase;final design phase;production engineering phase53．会议meeting54．开工会议kick-off meeting55．报价开工会议proposal kick-off meeting56．用户开工会议client kick-off meeting57．项目开工会议project kick-off meeting58．设计开工会议engineering kick-off meeting59．施工动员会议construction mobilization meeting60．审核会review meeting61．合同承包contract62．合同生效日期effective date of the contract63．合同终止termination of contract64．合同失效frustration of contract65．总价合同lump-sum contract[LS]66．（固定）单价合同（fixed）unit price contract67．偿付合同；成本加酬金合同（cost））reimbursible contract; cost-plus （fee）contract[CP]68．成本加固定酬金合同cost plus fixed feecontract[ CPFF]69．偿付合同；成本加酬金合同（cost）reimbursible contract;cost-plus （fee）contract[ CP]70．成本加固定酬金合同cost plus fixed fee contract[CPFF]71．成本加浮动酬金合同cost plus fluctuating fee contract;cost plus sliding scale fee contract（target）cost plus fee contract,with the bonus or penalty72．目标成本加奖罚合同；限定最高价偿付合同；限定最高成本加酬金合同reimbursible guaranteed maximum price contract[RGMP];guarante e maximum cost plus fee contract73．承包商contractor74．分包商subcontractor75．合营企业joint venture[JV]76．运输traffic；transport77．报关单bill of entry78．报告report79．（项目）进展月报（job）monthly progress report80．费用和进展月报monthly cost& progress report81．设计进展月报engineering monthly progress report82．项目费用汇总报告project cost summary report83．项目实施费用状态报告project operation cost status report84．变进度报告schedule report85．控制索引control index86．执行效果报告performance report87．劳动生产率报告productivity report...88．异常报告exception report89．材料异常报告material exception report[MER];equipment& materials excepti on report90．采购状态报告procurement status report91．材料状态报告material status report92．请购单和订单状态报告purchase order and requisition status report93．供货厂商图纸状态报告vendor drawing status report;vendor data schedulin status repo rt1．交付；交货delivery2．交货日期delivery date；date of delivery3．交货到现场delivery to jobsite4．交货周期lead time5．交货单delivery note6．提货单delivery order7．提货单bill of lading8．离岸价free on board[FOB]9．铁路交货（价）；敞车上交货（价）free on rail[FOR]；free on truck[FOT] 10．成本加运费（价）cost and freight[CFR]或[CIF]11．到岸价cost insurance and freight;costinsurance freight[CIF]12．船边交货（价）free alongside ship[FAS]13．货交承运人（价）free carrier[FCA]14．工厂交货（价）ex works[EXW]15．估算；费用估算estimate；cost estimate16．估算方法类别types of estimate17．详细估算（法）detailed estimate；defined estimate18．设备详细估算（法）；确切估算（法）equipment estimate；defined equipment estimate definitive estimate19．设备估算（法）equipment estimate20．分析估算（法）analysis estimate21．报价估算proposal estimate22．控制估算control estimate23．初期控制估算interim control estimate；initial control estimate[ICE]24．批准的控制估算initial approved cost[IAC]25．核定估算check estimate...26．首次核定估算first check estimate[FCE]27．二次核定估算production check estimate[PCE]28．人工时估算man- hour estimate29．证书；证明书certificate30．产地证明书certificate of origin31．机械竣工证书mechanical completion certificate32．用户验收证书；合同项目验收证书client acceptance certificate（of plant）33．材料；直接材料material，direct34．设备equipment35．散装材料bulk materials；commodities36．材料分类material class37．材料统计material take-off[MTO]38．材料表；材料清单·bill of materials[BOM]39．材料管理material management40．材料控制materia| control41．进度进度表；进度计划schedule42．进展；进度；实物进度progress；physical progress43．编织进度表scheduling；time scheduling44．（项目）初期工作进度计划starter schedule；early work schedule 45．项目主进度计划project master schedule；master project schedule 46．详细进度计划；详细进度表detailed schedule47．网络（图）；网络（进度）计划network（diagram）48．里程碑网络图milestone network49．详细网络图detailed network50．关键线路法critical path method[CPM]51．关键工序；关键活动critical activity52．工序；活动activity53．浮动时间工序时差“float”54．里程碑milestone55．进度控制schedule control;progress control...56．进度曲线；S曲线progress curve；“s”curve57．资源负荷曲线resource loading curve；Bell curve58．进度提前ahead of schedule59．进度拖延schedule delay60．违约default61．违约通知（书）default notice62．（违约）罚款条款penalty clause63．违约罚金liquidated damages64．运费freight[Frt]；carriage65．运费付讫freight paid；carriage free；carriage paid66．运费待收；货到收运费freight collect；freight to be collected；reight payable at destination67．运费预付freight prepaid；advance（d）freight68．货到付运费；运费未付freight forward；carriage forward69．运费担保函freight indemnity70．运费单freight note71．运输商；承运商forwarding agent72．采购procurement73．采买purchasing74．催交expediting75．检验inspection76．工艺包process package77．工艺设计process design78．工艺发表process release79．工艺预发表process release80．工作范围；项目任务范围scope of work；project scope81．工作包work package82．工作项Work item83．任务单项line item84．分解结构breakdown structure85．工作分解结构work breakdown structure[WBS]86．组织分解结构organizational breakdownstructure [ObS]87．项目大项工作分解结构project summary work breakdown structure [PSWBS]88．承包商标准工作分解结构；工程公司标准工作分解结构contractors standard work breakdown structure [CSWBS]89．责任分工矩阵responsibility assignment matrix [RAM]90．风险risk91．风险分析risk analysis92．风险备忘录risk memorandum93．公司本部home office94．公司本部服务home office service95．公用工程utility96．计划plan97．项目计划project plan98．（项目）设计计划（project）engineering plan 99．（项目）采购计划（project）procurement plan 100．（项目）施工计划（project）construction plan 101．（项目）开车计划（project）start-up plan1. 趋势分析；趋势预测trending；trend project2. 偏差预测值projected deviations3. 预测projection；forecasting4. 纠正措施corrective action；corrective measures5. 项目综合控制integrated project control6. 嬴得值原理earned value concept[EVO]7. 计划工作量的预算费用budgeted cost for work scheduled[ BCWS]8. 已完工作量的预算费用budgeted cost forwork performed[BCWP]9. 已完工作量的实耗费用actual cost for workperformed[ACWP]10. 费用差异cost variance[CV]11. 进度差异schedule variance[SV]12. 费用指数cost index[CI]13. 进度指数schedule index[SI]14. 费用执行效果指数cost performance index[CP]15. 进度执行效果指数schedule performance index[SPl]16. 竣工差异at completion variance[ACV]17. 竣工预算费用budgeted cost at completion[BAC]18. 竣工预测费用estimated cost at completion[EAC]19. 费用；成本cost20. 建设总费用total installed cost[TIC]21. 材料费用；直接材料费用material cost；direct material cost22. 设备费用；设备购买费用equipment cost；purchased cost of equipment23. 散装材料费用；散装材料购买费用bulk materials cost；purchased cost of bulk materials；commodities cost24. （直接）材料相关费用（运费和保险费等）cost of material related-freight，Insurance，etc25. 施工费用construction cost26. 施工人工费用；施工劳力费用labor cost；erection labor cost：construction labor cost27. 设备安装人工费用labor cost associate with equipment28. 散装材料施工人工费用labor cost associated with bulk materials29. 人工时估算定额；施工人工时估算定额；标准工时定额standard manhours；standard labor manhours；standard construction manhours；standard hours30. 劳动生产率；劳动生产率系数labor productivity；productivity factor；productivity ratio31. 修正的人工时估算值adjusted manhours32. 人工时单价manhour rate33. 施工监督费用；施工监督和管理费用cost of construction supervision；cost of construction management and supervision field administration and direct supervision cost[FADS]34. 施工间接费用cost of construction indirect35. 分包合同费用；现场施工分包合同费用subcontract cost；field subcontract36. 公司本部（服务）费用home office cost；cost of home office services37. 公司管理费overhead；home office overhead38. 非工资费用non-payroll；home office expenses39. 试车费用commIssIonIng activities cost40. 投料试车费用start- up cost41. 其他费用other costs42. 利润；预期利润profit；expected profit43. 服务酬金service gains44. 内部费用转换internal transfer45. 认可的预计费用anticipated approved cost46. 费用控制；成本控制cost control47. 预算（值）；项目控制预算budget;project control budget48. 预算节余（值）；费用节余（值）underrun；costunderrun49. 预算超支（值）；费用超支（值）overrun；cost overrun50. 施工construction51. 施工工种construction craft52. 试车准备precommissioning53. 机械竣工mechanical completion[MC]54. 界区battery limit[BL]55. 工艺界区process battery limit;inside battery limit[ISBL]56. 界外设施区；辅助设施界区offsite battery limit[OSBL]57. 工艺装置process section;process unit58. 界外设施；辅助设施；通用设施offsite section;offsite unit;offsite facilities;general facilities59. 保证；担保guarantee;warranty60. 性能保证performance guarantee61. 绝对保证absolute guarantees62. 违约罚款保证penaltiable guarantees63. 工作质量保证workmanship guarantees64. 机械保证；机械担保mechanical guarantees；mechanical warranties65. 保函；担保（书）bond66. 投标保函bid bond67. 履约保函；履约担保（书）；为履约出具的银行保证书performance bond；performancebank guarantee68. 预付款保函；为预付款出具的银行保证书advance payment bond;bank guarantee for advance payment69. 保证书；保险公司出具的保函surety bond70. 银行保证书；信用保证书bank guarantee；letter of guarantee [L/G]71. 安慰信letter of comfort72. 保密协议secrecy agreement73. 保险Insurance；assurance74. 保险单insurance policy75. 保险证书insurance certificate76. 保险费Insurance premium77. 保税货物bonded goods78. 保税仓库bonded warehouse79. 信用证letter of credit[L/C]80. 不可撤消信用证irrevocable [L/C]81. 可撤消信用证revocable L/C]82. 即期信用证sight credit；sight[ L/C]83. 远期信用证term credit；term[ L/C]84. 保兑信用证confirmed [L/C]85. 可转让信用证transferrable [L/C]86. 备用信用证stand-by[L/C]87. 信用证提款drawing on [L/Cs]88. 信贷credit89. 卖方信贷suppliers credit！[S/C]90. 买方信贷buyers credit [B/C]91. 信货额度line of credit92. 项目融资；工程项目筹资project finance93. 贷款loan94. 即期贷款demand loan95. 索赔claim；claim indemnity96. 培训training97. 税；税金tax98. 所得税Income taxes99. 合法避税tax avoidance100. 关税duties101. 程序procedure102. 项目协调程序project coordination procedure103. 项目实施程序project execution procedure104. 项目设计程序project engineering procedure105. 项目采购程序project procurement procedure106. 项目检验程序project inspection procedure107. 项目控制程序project control procedure108. 项目试车程序；项目开车程序project commissioning procedure 109. 变更控制程序change control procedure110. 预算变更程序budget change procedure111. 项目开车程序；项目测试运转程序project start-up procedure; projecttest run procedure112. 化学清洗程序chemical cleaning procedure113. 性能考核程序；生产考核程序performance test run procedure;performance quaranteetest procedu test procedure 114. 装置验收程序plant acceptance procedure115. 数据data116. 条件数据;设计条件supporting data117. 返回的条件数据;返回的设计条件resultant feedback of data 118. 意向书letter of intent。

International Business Negotiation——全球公司VS高科技公司Contents1、Meeting Record---------------------------42、Preparation------------------------------53、Procedure--------------------------------7 （1）Introducing team-----------------------7 （2）Agenda---------------------------------8 （3）Formal negotiation--------------------10 （4）Wrapping-up---------------------------17 3、Conclusion------------------------------191、Meeting Record时间地点 缺席与否会议内容4月17日主楼六楼 教师休息室否小组成员共同选出《全球公司与高科技公司》一文作为模拟谈判的内容。

组长将小组成为分为全球与高科技两个组。

会议决定每组提出5个谈判点供选择，最后筛选出两个作为具体谈判点。

4月22日主楼教室 310否根据老师的要求，列出谈判大纲以及整体框架结构。

全球与高科技两组分别提出自己的5个谈判点，最后经投票选出将价格与专利权销售费用作为我们的主要谈判点。

组长分配任务，全球公司小组负责价格方面，高科技公司小组负责专利权销售费用方面的谈判内容设计。

4月26日主楼五楼 教师休息室否各组成员对自己的对话内容进行展示，投票选出其中两位成员的剧本为主要参考依据，全球与高科技公司各出一名代表进行演示，其他成员在听的过程中给出自己的建议，最终定稿，内容由记录员整理。

4月28日主楼教室 209否根据记录员整理好的内容，小组成员进行反复的修改、审核，最终确定谈判的具体内容。

谈判结果英语作文Negotiation Results。

Negotiation is a process of communication and compromise between two or more parties to reach an agreement or resolve a conflict. It is an essential skill in both personal and professional life. The result of a negotiation can have a significant impact on the parties involved, and it is important to approach the process with a clear understanding of the desired outcome.Recently, I had the opportunity to participate in a negotiation that resulted in a mutually beneficial agreement. The negotiation took place between my company and a potential business partner. Our goal was to reach an agreement on a joint venture that would benefit both parties and contribute to the growth of our respective businesses.The negotiation process was challenging, as bothparties had different priorities and objectives. However, through open and honest communication, we were able to identify common ground and work towards a solution that would meet the needs of both parties. It was a lengthy process that required patience, flexibility, and a willingness to compromise.After several rounds of negotiation, we were able to reach an agreement that was satisfactory to both parties. The key elements of the agreement included a revenue-sharing model, a clear division of responsibilities, and a timeline for implementation. Both parties were pleased with the outcome, as it provided an opportunity for growth and expansion while minimizing risks and maximizing potential rewards.The negotiation results were significant for my company, as it opened up new opportunities for growth and expansion. The agreement provided access to new markets and resources, as well as the potential for increased revenue and profitability. It was a testament to the power of effective negotiation and the ability to find a win-win solution thatbenefits all parties involved.In conclusion, the result of the negotiation was a testament to the power of effective communication, collaboration, and compromise. It demonstrated the importance of approaching the negotiation process with a clear understanding of the desired outcome and a willingness to work towards a solution that benefits all parties involved. The negotiation results were a significant milestone for my company and a reminder of the value of effective negotiation in achieving business objectives.。

Date: [Insert Date]Participants:- Company A: [Insert Company A Name]- Company B: [Insert Company B Name]- Negotiators:- Company A: [Insert Negotiator's Name]- Company B: [Insert Negotiator's Name]Location: [Insert Venue Name], [Insert City, Country]Introduction:The business negotiation between Company A and Company B took place on [Insert Date] at [Insert Venue Name]. The purpose of the negotiation was to discuss and finalize the terms of a potential partnership agreement, focusing on the supply of [Insert Product/Service] from Company A to Company B.Agenda:1. Introduction and Background2. Product/Service Specifications3. Pricing Structure4. Delivery and Logistics5. Quality Control and Assurance6. Intellectual Property Rights7. Legal and Compliance Issues8. Contractual Terms and Conditions9. Timeline and Next StepsDiscussion Points:1. Product/Service Specifications:- Both parties agreed on the technical specifications of theproduct/service, including dimensions, materials, and performance standards.2. Pricing Structure:- Initial pricing was based on a cost-plus margin structure. After several rounds of discussions, Company A agreed to a fixed-price model, which was more favorable to Company B. The final price was set at $[Insert Final Price], which included all costs and a reasonable profit margin.3. Delivery and Logistics:- Company A committed to delivering the product/service within [Insert Delivery Time] days from the date of order confirmation. A dedicated logistics team from Company A was assigned to ensure timely and efficient shipping.4. Quality Control and Assurance:- Both parties agreed to adhere to ISO 9001 quality standards. Company A will conduct regular quality checks and provide certifications to ensure compliance with the agreed-upon standards.5. Intellectual Property Rights:- Company A granted Company B a non-exclusive license to use the intellectual property rights associated with the product/service. Company B agreed not to disclose or use the intellectual property for any unauthorized purposes.6. Legal and Compliance Issues:- Both parties reviewed and agreed to comply with all relevant local and international laws and regulations governing the partnership.7. Contractual Terms and Conditions:- The contract was reviewed and amended to include all the agreed-upon terms and conditions. Key points included payment terms, dispute resolution, and termination clauses.8. Timeline and Next Steps:- Company A and Company B agreed to finalize the contract by [Insert Deadline]. Post-approval, the partnership would commence with the first order being placed within [Insert Time Frame] days.Outcome:The negotiation was successful, and both parties reached a mutually beneficial agreement. The partnership agreement is expected to strengthen the business relationship between Company A and Company B, leading to increased sales and market expansion opportunities for both companies.Next Steps:- Both parties will review the draft contract and provide feedback within [Insert Time Frame].- The contract will be finalized and signed by [Insert Deadline].- Company A will prepare the first batch of products/services for shipment to Company B.Conclusion:The business negotiation between Company A and Company B was a comprehensive and productive process. The successful outcome reflects the commitment of both parties to establish a strong and sustainable partnership. This agreement is a significant milestone for both companies and paves the way for future collaborations and growth.。

Introduction:The recent negotiation session with XYZ Company was a crucial step towards finalizing a partnership agreement. This summary aims to provide a comprehensive overview of the key points discussed, the strategies employed, and the outcomes achieved during the negotiation process.1. Initial Meeting and Establishing Objectives:The negotiation began with an initial meeting between our team and XYZ Company representatives. During this meeting, we established clear objectives for the negotiation, which included securing a mutually beneficial partnership, achieving cost savings, and ensuring a smooth integration process.2. Identifying Areas of Concern:Both parties acknowledged the importance of addressing the areas of concern upfront. We identified the following key concerns:a. Pricing: One of the primary concerns was the pricing structure proposed by XYZ Company. We aimed to negotiate a more favorable pricing arrangement that would align with our budgetary constraints.b. Contract Terms: The contract terms proposed by XYZ Company required careful evaluation. We sought to negotiate terms that providedflexibility and protection for our company.c. Integration Process: Ensuring a seamless integration of XYZ Company's services into our existing infrastructure was crucial. We discussed the necessary steps and timelines to achieve this objective.3. Strategies Employed:To achieve our objectives, we employed the following negotiation strategies:a. Research and Preparation: Prior to the negotiation, our team conducted thorough research on XYZ Company's offerings, market position, and competitors. This enabled us to enter the negotiation with a strong understanding of the market dynamics and XYZ Company's strengths.b. Building Rapport: We focused on establishing a positive and collaborative relationship with the XYZ Company representatives. Building rapport helped foster open communication and mutual trust.c. Active Listening: We actively listened to XYZ Company's concerns and objectives, ensuring that we understood their perspective. This approach allowed us to address their concerns effectively.d. Leveraging Alternatives: We explored alternative solutions and options to address pricing and contract terms. This demonstrated our flexibility and willingness to find a win-win outcome.4. Outcomes Achieved:The negotiation resulted in the following outcomes:a. Pricing: After thorough discussions, we successfully negotiated a more favorable pricing structure that aligned with our budgetary constraints. This resulted in cost savings for our company.b. Contract Terms: We secured contract terms that provided flexibility and protection, ensuring that our company's interests were adequately addressed.c. Integration Process: We established a clear integration plan with defined timelines and responsibilities. This helped ensure a smooth transition and seamless integration of XYZ Company's services.d. Long-term Relationship: The negotiation process not only led to the immediate partnership agreement but also laid the foundation for a long-term, mutually beneficial relationship with XYZ Company.Conclusion:The negotiation with XYZ Company was a successful endeavor that resulted in achieving our objectives. By employing effective negotiation strategies, addressing concerns upfront, and fostering a collaborative relationship, we were able to secure a favorable partnership agreement. This successful negotiation serves as a testament to our team's dedication, preparation, and ability to navigate complex negotiations.。

Negotiation ReportGeneralI am one of the members in OC. Our team has a chief negotiator, a financial director, law consultant, assistant, secretary of CEO. I am the financial director in our team. Every member in our team has very specific duties and all of us have searched information very carefully and we have asked some experts out of the negotiation to give us professional suggestions.Case IntroductionLE(Logic Exploration) has a 30% interest in an oil producing field in the middle of the Timor Sea. OC(Oil Control Ltd.) has a 70% interest and is the operator of the FSO(Floating storage facility) which has a max capacity of 750,000 bbls(barrels). The field produces at 30,000 bpd. Therefore loadings must be punctual to avoid tank tops.LE sells a 600,000 bbl-650,000 bbl cargo, FOB to Beijkon (BR), a Chinese refinery, at a floating price –i.e. the price on date of completion of loading (the market price at this time was around $ 65/bbl for this type of crude oil). The crude oil is destined for a refinery in China.Four weeks prior to first day of date range, BR nominated the 80,000 mt oil tanker ‘Happy G’to LE. LE in turn sought acceptance of the vessel from Oil Control (OC), who immediately vetted and approved the ‘Happy G’.The agreed vessel date range was June 6th to 8th, within which time there would be 650,000 bbls available to load on the ‘Happy G’. It would take two days to load 650,000 bbls.In the middle of a heavy dinner party on the night of Saturday 6th June, in London, LE’s marketing manager got a phone call from OC, the FSO operator, saying that the ‘Happy G’which arrived that day, had “failed”, and OC would not connect or load the Happy G. OC said its safety practices were not acceptable, despite having previously approved the ‘Happy G’. The reason is they say a crew member was welding steel plate on the deck of the bow of the oil tanker as it was approaching the mooring.The next day (Sunday) LE asked BR for an immediate replacement vessel. BR said there was nothing wrong with the vessel and they would not replace it. OC also maintained its position. In meantime, the FSO storage was filling up .LE was the ‘in between’but needed to get a result before FSO reached tank tops.LE is a reputable company with many contacts, especially with other shipping companies and trading houses. Also, coincidently, the price of crude oil was slowly falling, by about US$ 0.50/day. LE & OC got on well although LE did hear a whisper that when boarding the Happy G, OC asked the crew of the Happy G for two cases of beer.PreparationOur team has hold 3 meetings before the negotiation1.First MeetingWe discussed about the situation we were in and shared our personal opinions. In this meeting, we made it clear which one was responsible for which specific part.2.Second MeetingWe shared information we got and made some supplements to each other. It was in this meeting that we analyzed weaknesses and advantages of each part.LE(Logic Exploration) Strengths:1)LE has a 30% interest in the oil producing field in the middle ofthe Timor Sea.2)LE is a reputable company with many contacts, especially withother shipping companies and trading houses.OC (Oil Control Ltd.) Strengths:1) OC has a 70% interest in the oil producing field in the middle ofthe Timor Sea and is the operator of the FSO(Floating storage facility)LE & OC Weaknesses:1) Cargo was sold, FOB to Beijkon (BR) at a floating price, theprice of crude oil was slowly falling, by about US$ 0.50/day.2)The FSO storage was filling up.3)There is a rumor that when boarding the Happy G, OC asked thecrew of the Happy G for two cases of beer.4)OC were previously approved the …Happy G‟.BR (Beijkon) Strengths:1)Cargo was sold; FOB to Beijkon (BR) at a floating price, theprice of crude oil was slowly falling, by about US$ 0.50/day.2)LE and OC were previously approved the …Happy G‟.3)There is a rumor that when boarding the Happy G, OC asked thecrew of the Happy G for two cases of beer.4)We are the buyer and we can change another seller in the worstcase.BR (Beijkon) Weaknesses:1)…Happy G‟had “failed” load the cargo. OC said its safetypractices were not acceptable.2)2) LE and OC share the same interest and they may unitetogether against BR.3.Third MeetingWe made a rehearse and encouraged each other to perform well inthe coming negotiation.Negotiation ProcessLE advantages:①They gave recessing when nearing an impasse or for breaking a trough.②During the pause, they communicated with each group.③They gave a brief and precise summary to issues discussed in every round.④They judged suggestion other two parties gave to them to make it better for their party.⑤They contributed a lot to the harmony of the negotiation and maintaining the relationship among 3 parties.LE weakness:①Their introduction for the other two parties was not enough②They didn‟t hold small talks between OC and BR. Thus OC and BR had to make small talks themselves③They paid too much attention to relationship among parties. However, they lacked of explicit positions.BR advantages①They tended to be legalistic. Regulations they used were convinced.②To some extent, they made some concessions. For example, they agreed to pass the issue of steel plate to discussed about financial issues③They made full preparation in terms of accounting. They even calculated of loss we party might suffered.BR weakness:①They seem to have focused too much on the issue of …Happy G‟. However, they forgot their aim was to get an agreement of both sides to attain a win-win result.②Two of their members were too aggressive③Other members didn‟t understand the situation very well. Theydidn‟t participate in the negotiation process at all.LC advantages①We had very definite division of work .②We had enough information in terms of law to safeguard rights and interests③We tried to make LE give some preference to us.④We group pushed the negotiation by suggesting to talk about price.⑤During each pause, our team could come up with some suggestion to push the negotiation to the next stage.LC weakness①The first round was a little bit embarrassing and we seemed a little awkward in discussing issue of steel plate.②We seemed to forget BR would find some legal regulations to defense.③Some information we searched was not fully usedResult of NegotiationWe settled an agreement on price which was better than we have expected. And we made a concession that BR didn‟t replace …Happy G‟. Moreover, they should bear all the risks and loss. Our relationship with LE and BR was maintained.Suggestions of Improvement1.Every member in a team should have specified duties2.We should get to know more about our counterparts3.When there is a third party in negotiation, we can try team style likeJekyll and Hyde4.We should try to maintain relationship with counterpart to keep ourreputation or for future contracts5.Before negotiation, we can communicate more with the third party.Because they can make some good reference for us to our counterpart.6.We can get contact with some members of counterpart if possible forsoliciting information.SummaryThis negotiation reached our initial goals. We get a better agreement in terms of price of the oil. If both sides can make some concessions, the process of negotiation will be more smooth. Next time, we should attach more importance to the conclusion of negotiation instead of some minor and contradictory points.。

商务英语词汇特点
商务英语是指在商业领域中使用的英语语言，具有以下词汇特点：
1. 专业术语丰富：商务英语中有很多专业术语，如contract、agreement、proposal、report、budget、deal、negotiation等，这些术语在商业场合中非常常见。

2. 用词正式：商务英语中的用词比较正式，避免使用口语化的词汇和俚语。

例如，“I am interested in the job”应该改为“I am interested in the position”。

3. 用词精准：商务英语中的用词非常精准，避免使用模糊不清的词汇，例如，“I think”应该改为“In my opinion”。

4. 用词简洁：商务英语中的用词比较简洁明了，避免使用冗长复杂的句子。

例如，“We need to discuss the project”应该改为“Let's discuss the project”。

5. 用词规范：商务英语中的用词非常规范，遵循一定的语法规则和拼写规则。

例如，避免使用缩写词或非正式的拼写方式。

总之，商务英语的词汇特点是用词专业、正式、精准、简洁和规范。

掌握这些特点可以帮助商务英语学习者更好地运用英语进行商务交流。

abandonment charge 背弃费用absolute par of exchange 绝对外汇平价abritrage rate 套汇汇率above par 超过票面价值acceptance commission 承兑手续费acceptance fee 认付费acceptance for honor 参加承兑acceptance house 期票承兑行acceptor for honor 参加承兑人accepting bank 承兑银行accepting charge 承兑费accident beyond control 非人为事故account payable 应收帐，应付未付帐account purchase 赊买account receivable 应收帐款，应收未收帐account sales 销货帐，销货清单account of goods sold 销货帐目account of receiptsand payments 收支帐目account year 会计年度accounting statement 会计报表accounting unit 会计单位accrued expense 应计费用accrued item 应计项目accumulation of capital 资本积累acknowledgement 回单acknowledgement of orders 订单确认act of God 天灾acting manager 代理经理active demand 畅销actual cost 实际成本actual liabilities 实际负债actual price 实际价additional expense 追加费用additional order 追加订货additional premium 追加保费adjustment of exchange rate 调整汇价advalorem duty 从价税advance in price 涨价advance payment 预付款advance price 增价advance sample 预样advance settlement of exchange 预交外汇advance surrender ofexport exchange 预交出口外汇advice of arrival 到货通知advice of charge 付款通知书advice of shipment 货运通知advice of drawing 支票通知书advising bank (notifying bank) 通知银行advertisement matter 广告邮件advertising agency 广告社、广告代理advertising expense 广告费advertising media 广告媒体affiliated company 附属公司，联盟公司after charge 附加费率after date 日后，发票后after sight 见票后照付affidavit of export 出口宣誓书A grade 甲级（货品）against all risks 保全险agency agreement 代理协议agency contract 代理契约agent service 代理服务agreed upon 同意，商定agricultural products 农产品air-borne goods 空运货物air freight 航空运费air mail 航空邮件air-mail service 航空运寄air transportation insurance 空运保险all risk 全险all round price 包括一切费用价格all sorts of goods in stock 各种货物齐备allied company 联营公司alongside delivery 船边交货allowance on sales 销货折口alter an agreement 变约amicable allowance 友好让价amicable settlement 友好解决amount insured 保险金额amount of exports 输出额amount of imports 输入额analysis certificate 化验证书analysis report 化验报告announcing removal 迁移通知annual income 年收入annual interest 年息，年利annual production 年产量annual report 年报，决算书，年度财务报告anticipated buying 预期购买applicant for the credit 信用证申请人application fee 申请费application for conversion 折换申请书application for export permit 出口许可证申请书application for importof foreign goods 外货进口报单application for importation ofcontrolled commodities 管制货物进口申请书application for letterof credit 开发信用证申请书application fornegotiation of draftunder letter of credit 出口押汇申请书application for outwardremittance forapplication for space 舱位申请书application to passgoods through the custom 报关单apply by letter 通信申请apply in person 亲自申请apply for a position 申请职位apply for information 探询消息apply for remittance 托汇appointed store 指定商店appreciation of money 货币增值arbitrage of exchange 套汇arbitration clause 仲裁条款arbitration of exchange 汇兑率裁定army supplies 军需品arrival at port 入港arrival notice 到达通知articles made to order 订制品articles of luxury 奢侈品artificial flower 人造花as agreed (contracted) 按照合同as per sample 与样品相同Asian-dollar market 亚洲美元市场ask the price of 询价assignment clause 转让条款assignment of policy 保险单转让assistant manager 协理，副经理as soon as possible shipment 立即送运at a discount 折扣at a premium 超过票面之价值at a profit 获利，赚钱at sight 见票即付，即期at the market 照市价at par 平价auction price 拍卖价authority to purchase 购买委托证authority to pay 委托付款证average cost 平均成本average tare 平均皮重average unit cost 平均单位成本average unit price 平均单价average weight 平均重量award of bid 决标，定标Bback to back creditexport first 输出为先的对开信用证back to back L/C 对开信用证back to back creditimport first 输入为先的对开信用证back Valvation 倒起息bailee clause 受托人条款balance of payment 收支差额balance of trade 贸易差额balance sheet 资产负债表balance sheet analysis 资产负债俵分析bale breaking 松包bank acceptance 银行承兑bank balance 银行（存款）余额bank bill 银行票，纸币bank's buying rate 银行购买汇率bank's letter of credit 银行信用证bank charges 银行手续费bank commission 银行佣金bank draft 银行汇票bank holiday 银行假日bank hours 银行营业时间bargain offer 减价优待bargain sale 大减价barter arrangement 易货协议barter system 易货交易制basic price 底价be booked up 预定一空be booked for 购票be engaged in export 作出口bank notes 银行兑换票，钞票Bank of China 中国银行bank of commerce 商业银行Bank of Communications 交通银行Bank of InternationalSettlements (BIS) 国际清算银行Bank of Taiwan 台湾银行bank rate 银行贴现率bank reference 银行备咨banker's acceptance 银行承兑，银行信用证banker's credit 银行承兑汇票be held responsible for 应负赔偿责任be in default 不履行（契约）be in demand 销路好，有需要be in vogue 流行中be kept upright 保持正立bear (short) 空头bear a loss 负担损失bearish market 疲软市场become ( or fall) due 期满bedrock price 最低价berth terms 定期船条款best in quality 品质最优best seller 畅销品，畅销书be out of vogue 不流行beware of fire 小心火烛B grade 乙级bid bond 投标押金bid price 标价bid rate 买方出价，投标bilateral clearing 双边清算，记帐协定bilateral trade 双边贸易bilateral contract 双边契约bill accompanied by document 跟单汇票bill at sight 见票即付bill for collection 托收票据bill of exchange 汇票，押汇，国外汇票bill of landing 货运提单bill payable 应付帐bill purchased 出口押汇bill receivable 应收帐bill unaccompanied by 光票bill undue 期票未到bill with letter of credit 凭信用证汇票bill without letter of credit 无信用证汇票blank bill 空白票据blank check 空白支票blank endorsement 空白背书blank order forms 空白订单blue chip 上选股票board of administration 董事会board of directors 董事会board of supervisors 监事会bona fide 出于善意bonded warehouse 保税仓库bonded goods 保税货borrow money 借钱borrow money from (of) 由.....借钱bottom price 最低价boycott foreign goods 抵制外货branch office 分公司breach a contract 违约，背约break an agreement 违约，背约break bulk 下货，卸货break even 不赚不赔break even point 损益两平breat rate 破约汇率breakage 破损brisk (active;lively) 生意兴隆broker 经纪人brought down 移入下页brought forward 承上页bulk cargo 散货bulk sale 大宗卖bull market 上涨行情business card 商业名片business correspondence 商业通信business English 商业英语business expenses 营业开销business hours 营业时间business letters(commercial letters) 商业信函business-like 商业化的business school 商业学校business year 商业年度buy at a bargain 买得便宜buyer's market 买方市场buying agent 买方代理人buying and selling onbuying contract 买货契约buying expenses 购买费用buying price 买价buying power 购买力buying rate 买入汇率by mutual consent 双方同意by parcel post 包裹运寄by the gross 整批by the hour 按钟点by weight 按重量Ccable address(telegraphic address) 电报挂号cable charge 电报费cable cofirmation 电报确认书cable transfer 电汇calendar year 日历年度call option 买入期权，看涨期权can afford to 买得起cancel (write off) 取消capital account 资本账户capital in trade 本钱capital market 资本市场carbon copy 副本card-board box 纸板箱care of (C/O) 转交cargo in bulk 散装货cargo insurence 货物险cargo vessel 货轮carrying charge 储存费用carrying cost 储存费用carriage forward 运费由收货人支付carriage paid 运费预付carton box 硬纸盒，纸箱cash against delivery 付款交货cash against document 凭单据付款cash and carry 现金出货cash before delivery 付款后交货cash on arrival 货到付现cash on delivery(C.O.D) 货到付现cash price 现金价格cash purchase 现金购买cash receipts 现金收入cash register 出纳机cash with order 订货付款cashier's check 本票caution mark 小心标志ceiling price 最高价格Central Bank 中央银行Central Trust of China 中央信托局centralized purchasing 集中采购certificate and list ofmeasurement and/or weight 产量证明书certificate for advancesurrender of export exchange 预交出口外汇证明书certificate of analysis 化验证明certificate of inspection 检验合格证明certificate of import license 进口证明certificate of origin 原产地证明书certificate of shipment 出口证明书certificate of weight 重量证明书C grade 丙级（指货品）C.F. price 货价及运费价格chain stores 连锁商店chairman of board of directors 董事长chamber of commerce 商会charge for remittance 汇费charges paid 付讫费用charge (a sum) to one's account 记某人帐charter by time 论时收费charter by voyage 论航次收费chartered bank 指定银行cheap clearance sale 清仓贱卖cheap labor 便宜劳力check, cheque 支票，核对check mark 核对符号check payable to bearer 无记名支票check to bearer 不记名支票check to order 记名支票checking account 支票账户chemical works 化学工厂CIF value 到岸价格chief executive 董事长circular letter 传单circular letter of credit 循环信用证civil commotion 内乱claim for damages 要求赔偿损失claim for proceeds 应得价款之要求claim letter 赔偿要求书classified advertisements 分类广告clean bill 光票，清洁汇票clean bill of lading 清洁提单clean draft 光票，普通汇票clean floating 清洁浮动clear a port 出港clear a ship 卸货clearing house 票据交换所clearance sale 清仓大贱卖clerical error 记录错误close an account 结帐close inspection 严格检查closing quotation 收盘，收市行情closing rate 收盘汇率closing time 下班时间C.O.D; Cash on delivery 交货收款code number 标号数码code telegram 密电collated telegram 校对电报collecting agent 代收人collecting bank 代收银行collecting bill 收款汇票collection charges 代收费collection expenses 收款费用collection fees 收款费collection letter 收帐费collection of bills 代收汇票combined offer 联合报价come into operation 开始运作come into the market 进入市场come into vogue 开始流行comfirming bank 确认银行commence business 开始营业commercial abbreviations 商业略字commercial agent 代理商commercial agreement 商业合约commercial attache 商务参事commercial bank 商业银行commercial center 商业中心commercial bill 商业票据commercial credit 商业信用，商业信用证commercial correspondance 商业通讯commercial documentaryletter of credit 跟单信用证commercial letter of credit 商业信用证commercial paper 商业文件commercial profit 商业利润commercial relations 商业关系commission agent 代理商commission agency 代理贸易commission business 委托贸易commission broker 经纪人commission house 抽佣商行commission merchant 代理商commission sale 代售commodity price 商品价格common carrier 运输业者comparative advantage 比较利益competitive demands 竞争需求competitive market 竞争市场competitive price 公开招标价格compilation of statistics 编制统计complaints and claims 抗议并索赔consecutive numbers 连号condition sale 有条件销售conditional endorsement 有条件背书conditional acceptance 有条件认付conditional sales contract 有条件售货契约conference freight rate 协议运费coference tariff 公会议决运费表confirmed letter of credit 保兑信用证confirmation of order 订货承诺书confirmatory sample 确认样本confirming bank 确认银行considerable orders 大量订货consigned goods 寄售品consignment note 寄售通知书constructive total loss 推定全损consulate invoice 领事签证发票consular fee 领事签证费consular invoice 领事发票consumer demand 消费者要求，需求consumer goods 消费品consumer market 消费者市场container service 货柜运输contract for future delivery 订期货contract for purchase 承买contract goods 契约货品contract of sale 卖契control of foreign exchange 外汇管制conversion rate 折合率conversion table 换算表convertable currency 自由兑换货币Co-operative Bank of Taiwan 台湾合作金库copy of draft 汇票誊本corner the market 垄断市场correspondent bank 往来银行corrugated paper box 瓦楞纸盒cost and freight 货价加运费cost insurance and freight 货价，运费加保险cost, insurance,freightand commission cost 到岸价格加佣金（包括保险和运费）cost insurance,freightcommission and interest 到岸价格加佣金和利息cost, insurance, freightand exchange 到岸价格加兑换费cost free 免费奉送cost of goods sold 销货成本cost of labor 劳工成本cost of living 生活费cost of living index 生活指数cost of material 原料成本cost of maintenance 维持费cost of manufacture 制造成本cost of marketing 销货成本cost of operation 作业成本cost of production 生产成本cost of reproduction 复制成本cost of sales 销售成本cost of transfer 转移费用cost of transportation 运费counterfeit note(bill) 伪钞counterfeit trade-marks 伪商标counter L/C 对开信用证country of origin 原产地cover note 担保书cover letter 附信craft, etc. clause 驳船等条款credit analysis 信用分析credit card 信用卡credit information 信用报告credit inquiry 信用调查credit note 付款票credit sale 赊卖credit side 贷方cross out (off) 注销，取消cross rate 套汇汇率，套价cubic foot 立方尺cubic inch 立方寸cubic meter 立方公尺cubic yard 立方码cubic measure 容积，体积currency areas 货币区域current information 现行消息current price 时价current price on market 行市，市场价current rate 现价，当日汇率current year 本年度custom made 定制customs broker 报关行customs clearing charges 报关费customs duties 关税customs entry 海关手续customs invoice 海关发票customs warehouse 海关仓库customary discount 常例折扣customers' account 客户帐目cut down one's expenditures 节省开支cut down the price 减价Ddaily expenses 每日费用daily interest 每日利息daily necessities 日用品daily pay 日给工资daily reports 日报damaged goods 毁坏物品dangerous goods 危险货物date due 到期日date of contract 签约日期date of delivery 发货日date of draft 发票日期day of maturity 到期日dead weight cargo 重量物品deadweight ton 重量吨deadweight tonnage 载重吨位deal on credit 赊帐买卖商人debit note 账单debit side 借方debit and credit 借贷decimal fraction 小数decimal point 小数点deck cargo 甲板货物deck rate 甲板运费率declare at the customs 报关declaration 申报declaration for exportation 出口报关单declaration for importation 进口报关单decreasing cost 递减成本deduct money 扣钱deferred payment 延期付款delay in payment 延期支付delay shipment 延期装船del credere 买主资力保证费del credere agents 保证买主资力的代理商decline an order 谢绝订货deliver the goods 交货，送货delivery order 提货单demand bill 即期汇票demand draft 即期汇票demand price 需求价格deposit account 存款账户deposit at bank 银行存款deposit certificate 银行存款单depressed market 市面清淡deputy manager 副经理description of goods 货物摘要design of products 产品设计design paper 图案纸despatch money 快递费detained goods 扣留货物developed countries 发达国家development bank 开发银行development cost 开发成本development expenses 发展费用direct mail advertising 直接邮寄广告direct price 直接价格direct quotation 直接报价direct sales 直接出售direct trade 直接贸易director board 董事会directory of importersand exporters 贸易商名录dirty bill of lading 有债务提单discharging expenses 卸货费用discount a bill 扣减期票discount rate 贴现率dishonor check 不兑现支票dishonored bill 退票district bank 区域银行divisible L/C 可分割信用证division of labour 分工division of work 分工document against acceptance 承兑交单document against payment 付款交单document of shipping 装货单据documentary acceptance bill 承兑汇票documentary bill(draft) 押汇，跟单汇票documentary credit 押汇信用证dollar countries 美元国家dollar loan 美金借款dollar shortage 美金缺乏domestic bill 国内汇票domestic communication 国内交通domestic economy 国内经济domestic letter of credit 国内信用证domestic market 国内市场domestic products 国货domestic telegrams 国内电报do not drop 不可抛落do not turn over 不可倒置Dow Jones average 道琼指数down payment 分期付款之订金draft for remittance 汇票draft on demand 即期汇票draft or note payable to bearer 凭票即付draw a bill 出票draw up a contract 拟合同dual-use packaging 双重用途的包装due date 到期日dull market 市面冷淡dull sale 滞销duplicate 副本，复本duplicate copy 副本duplicate invoice 副联duplicate of draft 汇票复本duplicate sample 复样dutiable goods 应完税货品duty free 免税duty free goods 免税商品duty paid 关税已付duty paid terms 通过海关后交货条件duty unpaid 关税未付Eearning power 回收获利率economic growth 经济成长economic policy 经济政策economic take-off 经济起飞eight-hour system of labour 八小时工作制elastic demand 弹性需求electric appliances shop 电器行electric power cost 电力成本electronic computer 计算机，计算器electronic transfer 电汇embargo on the export of gold 禁止黄金出口empty forms 空白表endorsed in blank 空白背书endorsement in blank 无记名签批endorsement to order 指派式背书enter into an agreement 订约enter into(make) anentrance fee 会费，入场费equlibrium;balancing 平衡equilibrium price 平衡价格establish a business 创业estimated cost 预算费用estimated market value 估计市价estimated revenue 岁入预算estimated statement 估计表European Common Market 欧洲共同市场exact interest 抽息exact quantity 确数examine goods 验货ex bond 关仓交货价exchange bank 汇兑银行exchange clause 汇兑条款exchange control 汇兑管制exchange fluctuations 汇兑变动exchange fund 汇兑资金exchange of commodity 货品交易exchange rate 汇率ex dock 码头交货价execute an order 接受订货execute one's promises 履行契约exempt from taxation 免税ex factory 工厂交货价ex lighter 驳船交货ex mill 工厂交货价ex pier (wharf) 码头交货价expiration notice 到期通知书expiring date 到期日expiry date 有效期限ex plane （空运）飞机上交货价ex plantation 农场交货export agent 出口代理商export bill 出口汇票export for collection a/c 托收出口汇票科目export bill of lading 出口提货单export credit insurance 出口信用保险export declaration 出口申报书export duties 输出税，出口税export insurance 出口保险export licence 出口许可证export loan 输出贷款export merchant 出口商export order 出口订单export packing 出口包装export permit 出口许可export processing 加工出口export quotas 出口配额export sales 外销export trade 出口贸易express fee 快递费express mail 快递邮件ex rail 铁路边交货价ex ship 船上交货价ex store 仓库交货，店铺交货价ex store terms 店铺交货条件external trade 对外贸易extra charge 额外费用extra discount 额外折扣extra expense 额外费用extra work 加班extra premium 额外保险费extravagent price 过高的价格ex works 工厂交货价ex works terms 工厂交货条件ex warehouse 仓库交货价ex warehouse terms 仓库交货价条件ex wharf 码头交货价Fface value 面值，票面factory expenses 制造费用factory planning 工厂计划factory report 工厂报告factory supplies 工厂供应品facsimiles ofauthorized signatures 有权签字员样本failed bank 破产银行fair average quality 中等品质fair average sample 平均中等样品fair market value 公平市价fair price 平价fair trade 公平交易fall(or become) due 到期（支票），期满falling price 跌价family size 家庭用特大号farm produce 农产品favorable balance 有利差额favorable trade balance 出超field service 就地服务fill your order 供应订货firm offer 肯定报价financial analysis 财务分析financial ability 财力financial circle(world) 金融界，财经界financial condition 财务状况financial expense 财务费用financial investigation 财务调查financial position 财务状况financial report 财务报告financial statements 资产负债表fine gold 纯金finished goods 成品，制成品finished product 制成品firm offer 实盘firm order 定期订货firm price 固定价格fire risk 火险fire policy 火灾保险fiscal year 会计年度first quality 上等品质fixed cost 固定成本fixed prices 固定价格fixed rate 固定率floor price 底价，最低价flour mill 面粉厂fluctuation 物价波动，涨落fluctuating market 变动市场for account of 在某人帐上for sale 廉价出售foreign capital 外国资本foreign currency 外币foreign exchange 外汇foreign exchange control 外汇管制foreign exchange market 外汇市场foreign exchangeforeign exchange reserve 外汇准备foreign mail 外国邮件foreign trade 对外贸易formal contract 正式合同formal notice 正式通知form of application 申请表forward agent 运送经纪人forward business 期货交易forward exchange 远期汇兑forward exchange transaction 远期外汇买卖forwarding agency 运输业forwarding agent 运输商forwarding business 运输业free alongside ship (FAS) 船边交货价free enterprise 自由企业free foreign exchange 自由外汇free goods 免税品free in 包括装船费在内的运费free in and out 包括装卸费在内的运费free of all average 全损赔偿free of capture &seizure clause 扣押免责条款free of charge 免费free of cost 免费赠送free of expense 免费freight paid to...terms 运费预付至...条件free of tax 免税free on board (F.O.B) 船上交货价free on board shipping point 起运点交货free on board destination 目的地交货free on rail 火车上交货价free on truck 卡车上交货价free overside 输入港船上交货价格freight broker 货运经纪人freight charges 运费freight forward 运费待收，运费有提货人支付freight paid 运费付讫freight payable on delivery 货到付运费freight prepaid 运费先付freight to be collected 运费待收freight to collect 运到收费freight ton 装载吨freight train 运货列车frozen foods 冷冻食品fulfil the terms 履行条款full service 完全服务full state trading 完全国营贸易functional expense 业务费用future market 未来市场Ggain profit 得利益，利润general affairs 总务general agents 总代理General Agreement onTrade and Tariffs 贸易及关税总协议general average 共同海损general cargo 普通货general cargo rate 一般货物运费率general letter of hypothecation 一般押汇质押书general offer 一般发价general terms and conditions 一般交易条件gift coupons 赠券gift shop 礼品店good merchantable quality 标准品，上等可销货物goods in bond 保税货物goods in process 在制品goods in stock 存货goods in transit 在运品goods on consignment 寄销商品grace period 宽限，优惠时间grand prize 特奖grand sale 大减价grand total 总计gross amount 概数gross average 平均毛额gross imports 进口总数gross proceeds 总货价收入gross sales 销货总额gross weight 总重量Hhalf finished goods 半成品half & half 对半half price 半价half price ticket 半价票handicraft 手工业，手工handicraft industry 手工业hands off 不准动手handle with care 小心轻放handle with great care 特别当心handling expenses 处理费用harbor burear 港务局harbor dues 港税hard goods 金属品head (main) office 总局，总部，总行health certificate 卫生证明书heavy weight goods 重量货物high class 高级high interest rate 高利贷high price 高价highest possible price 最高价holding company 控股公司home industry 国内工业home-made 自制的home market 国内市场home products 国产home trade 国内贸易Billegal payment 非法付款illegal profit 非法利益immediate delivery 即刻交货immediate payment 实时付款immediate shipment 即刻装船imported goods 进口货import agent 进口代理商import bill 进口汇票import cargoes 进口货物import credit 进口信用证import commission house 进口代理商import declaration 进口声明书import duties 进口税import letter of credit 进口信用证import licensing system 进口许可证import merchant 进口商import permit 进口证import price 进口价格import quota 进口限额import tariff 进口税则import trade 进口贸易import withoutexchange settlement 不结汇进口imported goods 进口货incidental expenses 杂费，车马费incorporated company 有限责任公司increasing cost 递增成本increasing expense 递增费用incur losses 蒙受损失in demand 顾客需要indirect cost 间接成本indirect damage 间接损害indirect expenses 间接费用indirect labor 间接劳工indirect trade 间接贸易inflation 通货膨胀inflation policy 通货膨胀政策inflationist 通货膨胀论者in force 有效informal agreement 非正式契约inherent defect 固有缺陷inherent vice 固有缺陷（保险）inland bill of lading 内陆提单inland bill oflading clause 内陆提单条款inquiry agency 调查所，征信所inquiry sheet 询价单inspection andcertificate fee 检验证明费用inspection report 检验报告书installment delivery 分期交货institute cargo clause 货物附带条款，协会装船货物条款in stock 有存货insurance amount 投保金额insurance broker 保险经纪人insurance business 保险事业insurance certificate 保险证明书insurance company 保险公司insurance expenses 保险费用insurance premium 保险费insured amount 保险金额interest per annum 年息interest rate 利率interested party 有意者interior transportation 国内运输international Chamberof Commerce 国际商会international market 国际市场international Monetary Fund 国际货币基金组织international parcel 国际包裹international relation 国际关系international Shippinginternational trade 国际贸易international tradein transit 业经装船introductory offer 宣传品，推荐品invisible exports 无形出口invisible trade 无形贸易invite to tender 招标invoice amount 发票额invoice for sales 销售发票invoice price 发票价目invoice weight 发票所开重量inward documentary bills 进口押汇票iron straps 铁皮条iron works 铁工厂irrevocable credit 不可撤消信用证irrevocable letterof credit 不可撤消信用证issuing bank (opening bank) 开证银行，发行银行issuing date 开证日期，发行日期items of business 经营项目Jjoint account 共同结算，联合账户joint cost 联合成本joint enterprise 合办事业，共同事业Kkeep cool 放置冷处，保持凉爽keep dry 保持干燥keep flat 平放keep out of the sun 避免阳光keep upright 竖放key currency 主要通货key industries 基本产业Llabor force 劳力labor market 劳工市场labor movement 劳工运动labor problems 劳工问题landed price 包括起货费用在内价格landed terms 岸上交货landing certificate 登岸证large order 大批订货latest market reports 最近市场报告leading article 吸引顾客的东西leading market 主要市场leakage proof 避漏legal interest 法定利息legal price 法定价格legal rights 法定权利legal tender 法定债款legal weight 法定重量length,capacity andless than carload rate 不足一辆货车运费率letter of advice 发货通知单，汇票通知单letter of assignment 转让书letter of authorization 权利书，委托书letter of confirmation 证实书，确认书letter of credit (L/C) 信用证letter of guarantee 保证书letter of hypothecation 押汇负责书letter of inquiry 询价信letter of introduction 介绍信letter of indemnity 赔偿保证书letter of notice 通知单letter of recommendation 推荐信letter of reference 调查信，保证信letter reference number 备查号码letter transfer 信汇letter telegram 书信电报licensing of export 出口许可licensing of import 进口许可licensing system 许可制度light cargo 轻量货品lighterage 驳船费high interest rate 高利率limit prices 限价limited liabilityline of business 营业范围line of credit 信用透支，融通额度liquid goods 液体货物list of award 决标单list price 定价loading charges 装货费loading expense 装货费用local L/C 本地信用证local products 土产local retailers 本地零售商local wholesaler 本地批发商long term 长期long term agreement 长期合同long(gross) ton 大吨，英吨lose one's interest 对...失去兴趣lose one's market 失去买卖的机会loss capital 损失本金lost check 遗失支票lost time 浪费时间low grade goods 劣货low in price 低价low price 廉价low quality 品质低劣lowest bidder 最低价标商lowest possible price 最低价lowest quotations 最低报价Mmachine cost 机器成本machinery and equipment 机器及设备machinery and tools 机器及工具machinery equipment 机器设备mail order 邮购mail remittance 信汇mail transfer 信汇mailing list 邮寄目录major product 主要产品make an offer 还价，出价make a profit 在...上赚钱make a quotation 开价make compensation 补偿make money 赚钱make reservations 订位，订房间，附保留条件（在契约上）make to order 定制managing director 常务董事manner of packing 包装方式manufacturer's agent 厂商代理人manufacturing cost 制造成本manufacturing expenses 制造费用margin money 预收保证金marine risks 水险maritime transport 海运market price 标明价目mark down 减价，记帐mark up 涨价，记帐market analysis 市场分析market day 市集，定期市场，交易日market demand 市场需要market feeling 市场人心market place 市场，商业中心地market potential 市场潜力market report 市场报告market value 市价，时价marketing expenses 销售费用marketing research 市场调查marketable goods 易销货物marine cargo insurance 海上运输保险marine insurance 海上保险费marine products 海产品marine policy 水险保单marine risks 水险mass media 大众传播工具mass production 大量生产master contract 主约master's receipt 收货单materials shortage 材料缺乏material supplies 材料供应maximum capacity 最高（生产）能力maximum price 最高价measurement cargo 轻量货品measurement goods 容积货品measurement tons 容积吨measurement ton method 容积吨计量法medium quality 中等货meet one's liabilities 偿还债务member rate 会员运费率message form (blank) 电报纸methods of production 生产方法method of remittance 汇款方式metric system 公制metric ton 公吨minimum charge 最低费用minimum freight 最低运费ministry of commerce 商业部ministry of finance 财政部ministry of industryand commerce 工商部minimum premium 最低保费minimum price 最低价minimum profit 最低利润minimum selling price 最低售价Ministry of EconomicAffairs 经济部miscellaneous expenses 杂费miscellaneous goods 杂货miscellaneous payment 杂项开支mode of producing 生产方式monetary system 货币制度monetary unit 货币单位money market 金融市场monopoly 专利品（权）monthly allownce 按月津贴monthly balance 月计表monthly fee 月费monthly output 月产monthly report 月报monthly sales 每月销售情况monthly statement 每月结帐most favoured nationclause 最惠国条款multilateral agreement（contract）多边合约（合同）multilateral trades 多边贸易mutual agreement 互相同意Nname of article 货名name of user 用户名称name of vessel 船名necessity for life 生活必须品negotiable bill 流通票据negotiable bill of lading 可转让提单negotiable letter of credit 流动信用证，可兑信用证negotiable warehouse receipt 可转让仓单negotiation 让于转付，流通交易，议价negotiation of foreign bills 买卖外国汇票期票negotiating bank 购票银行negotiating date 汇票让购期限net amount 实数net cost 净价net income 纯收入net loss 净损net price 实价net proceeds 净收入net profit 纯利net profit on sales 销货纯利net sales 销货净额net shipping weight 运出净量net value 净值net weight 净重net worth 资本净值New Taiwan Currency 新台币No.1 quality 头等货no entry 止步no entrance 禁止入内no hook 不许用钩no parking 禁止停车no smoking 禁止抽烟no throughfare 禁止通过non-firm offer 虚盘non-negotiable bill of lading 不可转让提单。

NEGOTIATIONFOR YOUR INFORMA TION, MR. MAO, GENERAL MANAGER, JIANGXI DA WEI IMPORT & EXPORT CO., LTD INVITED MR. KAZEM SHIV A, PRESIDENT OF AL WA THEEQ TRADING CO. LLC. TO NANCHANG FOR AN INTERVIEW IN OCT 26, 2004. FINALLY, THEY SIGN THE S/C NO. 2004NC18 IN PORCELAIN WARE.THE CONDITIONS AND TRADE TERMS BETWEEN THEM ARE AS FOLLOWS:M: NICE TO MEET YOU! MR. SHIV A, WELCOME TO NANCHANG.S: EVERYTHING IS OK, MR MAO. HOW ABOUT YOUR FAMILY?M: FINE, THANKS SO MUCH. HOW ABOUT MARKET IN DUBAI?S: NO BAD.M: AFTER LUNCH I WILL SHOW YOU SOME NEW SAMPLES.S: OK.…………S: THESE GOODS ARE QUITE IMPRESSIVE. I’M PARTICULARLY INTERESTED IN ARTILE NO. OF 2” SAUCER, 5” SPOON AND 4.5” BOWL + SPOON.M: THA T IS OUR LA TEST PRODUCT. SO YOU HA VE REALLY GOT EXCELLENT TASTE IN YOUR MARKET.S: WHA T ABOUT THE PRICE?M: OF 2” SAUCER USD1.65DZ, BROWN BOX, 5” SPOON USD1.30/DZ, BROWN BOX,4.5” BOWL + SPOON USD6.50/DZ, WITH GIFT BOX, THE PRICES ARE BASED ON CFR DUBAI.S: I’M AFRAID THA T YOUR PRICES ARE ON THE HIGH SIDE.M: I’M SORRY TO HEAR THA T. YOU KNOW THA T THE MA TERIALS AND OCEAN FREIGHT WERE GETTING UP. ALL OF COSTS W AS MORE 10% THAN LAST YEAR.S: UNDERSTAND, BUT YOUR COMPETITOR OFFER US SAME PRICE AS LAST YEAR. M: MR. SHIV A, I’M DEALING IN PORCELAIN WARE OVER 15 YEARS. I CAN SUPPLY THE GOODS ARE BETTER THAN ANOTHER IN QUALITY, PACKING ETC.S: CAN YOU ACCEPT THE PRICES AS “OF” 2” SAUCER USD1.50/DZ, 5” SPOON USD1.20/DZ, 4.5” BOWL+SPOON USD6.00/DZ?M: I ACCEPT YOUR BID. HOW MANY CARTONS FOR EACH ITEM?S:1X20’FCL, 400CARTONS(HALF AND HALF FOR 2” SAUCER, 5” SPOON,) 100CARTONS FOR 4.5” BOWL + SPOON.WITH 10% MORE OR LESS IN QUANTITY AND AMOUNT ARE ALLOWED.M: SHIPMENT BEFORE JAN 30, 2005.S: THA T’S NO PROBLEM. BUT WHA T ARE YOUR PAYMENT TERMS? USUALLY I DO BUSINESS WITH OUR SUPPLIERS ON D/P BASIS.M: D/P IS UNACCEPTABLE TO ME. IT’S OUR USUAL PRACTICE TO REQUIRE PA YMENT BY L/C A T SIGHT.S: OK. I AGREE TO PAY BY L/C A T SIGHT THIS TIME. BUT FOR OUR FUTURE REGULAR ORDERS, I HOPE YOU CAN ACCEPT BY D/P A T SIGHT OR DEPOSIT AND D/P A T SIGHT. THE L/C PAYMENT WILL TIE UP OUR MONEY.M: GOOD, THANK YOU FOR YOUR COOPERA TION.………….PRODUCT INTRODUCE:OF 2” SAUCER 64DOZENS/ CARTON , 220CARTONS, PACKING IN BROWN BOXOF 5” SPOON 60DOZENS/CARTON, 220CARTONS, PACKING IN BROWN BOXOF 4.5” BOWL + SPOON 8DOZENS/C ARTON, 110CARTONS, PACKING IN GIFT BOXH.S.CODE: 6911.1010THE SELLER: JIANGXI DA WEI IMPORT & EXPORT CO., LTD.NO. 200, ZHAN QIAN ROAD, NANCHANG, CHINAFAX: 0086 25 221419, 212279THE BUYER: AL WA THEEQ TRADING CO. LLC.P.O.BOX 344, DUBAI, UAE.TEL. 265265. FAX 265656SHIPPING MARKS: SA WAN/DUBAI INTRANSITSHIPMENT FROM JIUJIANG OR CHINA’S ANY PORT TO DUBAI, UAE BY SEA.THE RELEV ANT L/C WILL BE REACHED THE SELLER BEFORE NOV 20, 2004.AS PER THE GROSS WEIGHT AND MESUMENTS OF CONTAINER, TOTAL 550CARTONS HAD BEEN LOADED IN 1X20’. GROSS WEIGHT 16500KGS, NET WEIGHT 13750KGS, 25.850CBM.THE CONTAINER NUMBER: A TKU3242759, SEAL NO. 818725VESSEL/VOYAGE-:XU TONG JI 8 V.5004-INVO ICE NO. 04A11-43702DA TE OF INVOICE: JAN 4, 2005。

职场英语：Negotiation失败教训职场英语：Negotiation失败教训Negotiation失败教训这次考试我确定不过，但是写这个帖子的初衷是，当我们什么都没有预备的时候，毕竟要不要弃考。

我纠结这事的时候，在网上搜了很久很多次，都没有人告知我，啥都不会去考BEC会怎样。

现在我有阅历了，写出来，给大家看看。

我26了，估量在这个论坛里算老的了，哈哈，不知道在职工作的孩子们是否都有足够的时间来预备这个考试。

8月份的时候我很自信满满的报了BEC，还有我本职的一级人力资源师。

才发觉原来工作了和在校生的确不一样，又赶上我事多的时代，历数一下，8、9月份筹备婚礼，10月中旬在北京结婚，11月初回我浙江的老家结婚，11月20考一级人力资源师，然后就是12月3日BEC。

我原来以为都可以兼顾的，悲催的发觉不行啊，最终我选择放弃了BEC。

人力考试后我就纠结毕竟要不要参加这个考试，纠结了一个星期，也没学。

其实我跟人说起，也是由于我知道我必定不过，确定挺惨不忍睹的，还有口试，我本能的畏惧。

但是觉得不去又很惋惜，而且我还是预备连续把BEC考下来的。

最终还是去了，就在去前的两天突击了一下笔试和口语的东西。

抱着去生疏一下考试感觉和流程的心态。

我是在北京外交人员服务局考的，一层礼堂，我还特地数了一下或许是90人的座位，暖气很足，椅子很软，挺不错，4位老师。

但是等到快9点，发觉还有很多位置是空的，至少三分之一的人缺考。

那时我感觉挺欣慰的，至少我来了，我比这些不来的强。

要说一下这里的老师是比较亲切但是也是很严格的，严格依据程序走，不准大家提前打开卷子。

reading就不说了，我也没预备，文章在半懂半不懂之间，多数蒙。

writing今日的题是proposal，我压根没看，就草草看了report。

所以当时我不知道该是如何的格式，就凭自己的感觉刷刷的写了，我基本没有耽搁时间，而且本着反正过不了的心态。

写完两篇还余下特别钟。

我想writing是最有时间保证的。

SALLY SOPRANO II,as the agent of Sally,will have a negotiation with the Lyric Opera's Business Manager,whose opera company wants to invite Sally to preform the Bellini's Norma as a singer soprano. Now,I will list the aspect of we are concerned.1.We set the salary of Sally ranges from 20,000 to 45,000 US dollars,the ideal salary is not less than 30,000 US dollars.Because she can bring more audiences by her excellent performances in six weeks. To Sally to say,it is no difficult to achieve the goel of 80 percent house.Sally's salary over the last two years for secondary role in operas of this type has ranged from 10,000 to 18,000 US dollars.About four years ago,when she was at the pinnacle of her career,she received 22,000 US dollars for performing the title role of Norma at the Lyric.Since then,due to inflation and the increased popularity of opera,the amount paid to top opera singers has nearly doubled.Sally play the first role in the Bellini's Norma,she should take at most 44,000 US dollars.Sally's view is that she actually may have been too young when she performed the role of Norma in the past and that she would perform this role better today.2.We also concerned the non-monetary interests,such as expand the Sally's influence and reputation,and the potential impact on future engagements,of course,the higher the price the better.The opera company will also consider the non-monetary interests,they ask us to build good public image to increase the company popularity.What's more,the opera company hope Sally could as the opera's advertising spoken person to broadcast the opera Norma to attract the public eyes.Sally also wants the opera company could increase allowance and wages.Because there are only three weeks to perform the opera,so the role must work hard and cooperation with other role.The opera should supply everything the roles want in order to complish the opera on time.If the opera company could sever the roles well,I think the role don't let the opera company depress.The preform will be excellent.3.A good performance must have diffident in meaning.It needs special features to attract audiences.We will go further to discuss the details about the opera of the Norma,as the roles of the opera have the rights to know the story of the Norma.And we also discuss our rights in the opera.Surely,as a player,should obey the rules.The opera company need have a good management.At the bargaining table,we could not reach an agreements in one negotiation,we must negotiate many times.If we do not reach an agreement at last,we also break the relationshipbetween us.After the negotiation failure,we don't give up,we should also achieve a work in other aspects.If have possible,we can reduce some of our requirements to reach the agreements.Sally is a excellent soprano.She has abundant experiences to perform the opera.She has not had a prime role in more than two years,although she has had a number of secondary roles.Her popularity has declined somewhat in the past few years,but she still has a good pare to Ms.Risingtar,who is generally regarded as a first-rate performer,Sally has a low salary require,this to a non-for-profit entity to say,it can save many money to do other things.Ms.Risingtar's name was suddenly dropped from the opera's advertising three weeks ago ,this let Sally to play the prime role become possible.Each part in the negotiation chooses the principle is the interest.It is the best principle for ourself,unless this method won't to do.As a performer,who wants to promote themself salary and the company also decrease the cost to increase their profits.Sally soprano wants to high salary,she must be worth.Because the opera of Norma needs player to perform the play,so Sally could make a decision to take a good salary,unless the company could find a proper appropriate people.When the company lock of the player,a higher price to employ the player become possible.Sally could ask the company to afford the bonus when the audiences go to 85 percent house,it can motivate herself to do better.We should consider the Best Alternative to a Negotiation Agreement before begin a negotiation.As far as I'm concerned,the Best Alternative to a Negotiation Agreement is money and reputation,publicity and so on.In a negotiation,if we can reach an agreement on these,that's will be best.Money is not the only goel,we must consider many aspects.If have a nice chance to improve your skills or promote your social position,don't you give up?To many people to say,they will accept this chance,even the salary isn't the ideal.There are some company is sensitive to currencies,so in the negotiation we should talk it less and discuss other conditions.For example,we can ask the company expand the advertising to increase the effect on the social.Sally desperately wants this role,because it could signal a real comeback and would give her a good chance at an important role in a forthcoming television special on opera.And the TV special would pay 45,000 US dollars and would probably lead to many other singing engagements.That's to say,Sally will have a large income in the future by this opera engagements.By participate in many operas,you will receive reasonably good review and impressed other opera companies as soon as you dowell,which you will have more choice among the opera companies,not the companies to choose you.Sally have excellent experiences,she could do well and also realize her dream.Everything has two sides.Negotiation isn't special,either success or fail.If the negotiation failure,that don't mean we have nothing to achieve.We could lose a good job and a chance to express ourselves.Sally ,if don't acquire the opera role,she will lose a god chance to realize professional pride and promote her reputation in the social.She could as a secondary role to continue her careers.Maybe Sally is the opera company best choice,due to her excellent experience and a low salary.Finally,after discussed many aspects about this negotiation,we settled the price is 30,000 US dollars.And the company must increase allowance and wages,when the audiences go to 85 percent house, the company must afford the bonus to her.Sally should as the opera's advertising spoken person to broadcast the opera Norma to attract public and build good public image to improve the company popularity.。

ReportDuring this negotiation, a lot of preparation had been made. Two weeks ago, we discussed about how to get a original topic that can attractive our classmates. However, we didn’t get accordance with each other. Then, we read the requirements again and found the topic should be contacted with trading. So our efforts were put on the details, such as price, terms of payment, shipping and packing. A member of us came up with tsunami in Japan. As a result, our negotiation had a frame.After the negotiation, our members are mainly satisfied with our performance. There are several merits. First, all of us are aware of the importance of dressing and we tried our best to make us formal in terms of appearance. Then, each member in our group worked hard. For example, almost everyone was familiar with their draft. We communicated with our partners, not read one by one. The last but not least, all of us love the team, our team. However, some shortcomings are obvious. As an example, our voice was small and unclear. Then, our pronunciation and intonation were not well. It is a long-term and hard work for most of us. A lot of efforts must be paid.We appreciated other groups’performance. All of them had their own merits. To my deep impression, the dressing of first group is so formal and we need to learn. Apart from this, their props are enough, such as the sign of representatives, the showing of their products and so on.Also, it is worthing of noticing their etiquette. It is the most significant factor in business negotiation.In this activity, I’ve achieved some thoughts. In the modern society, team is essential, we must believe our team members. If a person does everything just by himself, he won’t success, definitely. We need cooperation because the wisdom of team is strong. On the other hand, for English major, we should pay much more attention on our English. We must guarantee that most people can understand us, it is essential. In a word, attitude is most significant.。

negotiation范文Application of collaborative principled negotiation谨于公历2020年02月26日假座曲靖市船舶婚宴酒店举行婚礼，下午17时30分，恭候您携家人入席，许奇、张瑷妮敬备薄酌恭候光临。

根据国家劳动管理规定以及本公司员工聘用办法，甲方招聘乙方为试用员工，双方在平等、自愿的基础上，经协商一致签订本试用合同，共同遵守本协议所列条款。

早在我刚踏进这个学校的时候，您就已经三令五申，一再强调，全班同学，不得迟到，不得旷课,不得上课打扑克。

其时，老师反复教导言犹在耳，严肃认真的表情犹在眼前，我深为震撼，也已经深刻认识到此事的重要性，于是我一再告诉自己要把此事当成头等大事来抓，不能辜负老师对我们的一片苦心。

其实我上课打扑克不是故意的.To improve your negotiation skills, you must quickly access collaborative principled negotiation tenets and apply them appropriately to resolve real—world problems. You should deftly probe for interests and brainstorm foroptions without the positional habit of focusing on only one position and use criteria to understand and persuade rather than bully.乙：同学们，上面的事情可能在我们的身上也有发生，只不过我们可能还没有醒悟，继续欺骗着自己欺骗着他人，希望大家听完这个故事后，改掉撒谎的坏毛病，诚信做人，因为生命因诚信而美丽!1Discovery of objective criteriaInterests are the cores of business negotiation. When interests aredirectly opposed, the parties should use objective criteria to resolve their differences. Allowing such differences to spark a battle of wills will destroy relationships, is inefficient, and is not likely to produce wise aGREements. Decisions based on reasonable standards make it easier for the parties toagree and preserve their good relationship. The first step is to develop objective criteria. Usually there are a number of different criteria thatcould be used. The parties must agree which criterion is best for their situation. Criteria should be both legitimate and practical. Scientific findings, professional standards, or legal precedents are possible sources of objective criteria.there are three points to keep in mind when using objective criteria.First each issue should be approached as a shared search for objective criteria. Ask for the reasoning behind the other party’s suggestions. Using the other parties’ reasoning to support your own position can be a powerful way to negotiate. Second, each party must keep an open mind. They must be reasonable, and be willing to reconsider their positions when there is reason to. Third, while they should be reasonable, negotiators must never give in to pressure, threats, or bribes. When the other party stubbornly refuses to be reasonable, the first party may shift discussion from a search for substantive criteria to a search for procedural criteria.本人由于疏忽,导致客户非常不满，投诉到dell总部去了.公司领导让我好好检讨一下，并且集各路精华总算搞定了,想想就这么交掉了也怪可惜的,不如给往后和我有一样遭遇的人一个样本!:希望团委组织可以批准我的申请。