商业英语案例对话分析(19页).doc

-商业英语案例对话分析-第 19 页商务交际英语案例对话分析：价格谈判、付款条件商务交际英语 之 价格谈判（Price Negotiation）1.A: Is this your best price?B: Im afraid it is. Thats our rock-bottom price. （rock-bottom price，“底价”）A: That may be true, but if you make it cheaper, well be able to place large orders continuously.B: About what price would you say? A: Have to ask you for $9.00. （这句话省略了主语，完整的是：I have to ask you for $9.00.）B: $9.00 is out of the question. The best I can offer you is $9.50. （out of the question，“不可能”，区别于另一个词组：out of question，“毫无疑问”）译文：A：这是最优惠的价格吗？B：恐怕就这样了。那是我们的底价。A：也许真的如此，但如果你能算便宜点儿，我们后续会有大批定单。B：你开个价吧！A：我得说9美元。B：9美元，不可能啦。最便宜算你9.5美元。2.A: The prices you quoted us are a little too high. I want a 20% discount. （quote是“报价”的意思，名词是quotation；discount，“折扣”；下文提到的reduction，也是“折扣，优惠”的意思）B: I cant give a reduction like that!A: Look, I know you can manage that. Ive already had a similar offer from your competitors.B: But when it comes to quality, theres no comparison.A: You have to meet my figure, if your company really wants to sell more. （figure，“数字”，这里指开价，和price，quotation，offer在此都表示“价格”的意思）B: Well, I need some time to think it over。译文：A：你定的价格有点太高。我要这个价码的八折。B：我不能给这种折扣。A：嘿，我知道你能处理。你的竞争对物已经给我类似的价格。B：可是如果讲到质量，这就没得比了。A：如果你的公司真想卖一些，就得迁就我的价格。B：唔，我需要点时间考虑。3.A: Weve had to increase our prices on some of our items.B: Up again?A: Yes. However, since the quality has also improved, the raise is reasonable.B: How much has it gone up? （go up,“涨价”，go down，“跌价”）A: The unit price has been raised by 5%to $27. （我们来学习涨价或跌价的两个介词，raise/drop by X%，“涨/跌了X%”，raise/drop to X%，“涨/跌到X%”，by表示幅度，to表示结果）B: I didnt expect it to go that high.译文：A：我们对某些产品价格得略做调整。B：又要涨价了吗？A：是的。既然质量已有改进，涨价也是理所当然。B：要涨多少呢？A：单价上涨5%，27美元。B：我没想到会涨得那么高。4A: How much are you asking per unit?B: Our factory price is $4.50 per unit. But it depends on quantity. （depend on，“取决于，依赖于”，它的一个常见同义词组是rely on）A: Assume I order 30,000 outright?B: Then I could bring it down to $4.48. （bring down the price.,在这里表示“降低价格”，相当于cut the price）A: That doesnt seem like much of a reduction. How about $4.45?B: Ill tell you what. If you double the order, I suppose we could consider it.5A: How much can you bring the price down?B: Im afraid that there is no room to negotiate the price. （negotiate，“谈判，商谈”，它的名词是negotiation）A: They look rather steep.B: Yes, but they are worth that much.A: How much are the prices up?B: About 5 percent on the average. （意思是“平均”，average也可以这么用：the average price，“均价”）A: If you wont come down to $23, we wont buy one.B: Im sorry, but I cannot make any further discounts. 译文：A：你还能便宜多少？B：恐怕已经没办法再讨价还价了。A：这些价钱看起来很不合理。B：是呀，但是它们就是值这么多钱。A：涨多少钱？B：平均涨5%。A：如果价格不低于23美元，我们就不会买。B：抱歉，实在不能再打折了。【小提示】表达价格高低，可以像形容“山”一样，使用“high”和“low”两个词。譬如：Thats too high.（价钱太高了。）Oh, no this is the lowest price.（噢，不，这是最低价。）也可以用比喻性说法。如：Let us gave your rock-bottom price.（给我们您的底价。）所谓的“rock-bottom price”，是夸张地表示，价格已经十分低，已经跌到了谷底。谈到价钱，我们还常用“reasonable”这个形容词，简单地说，这个词不达意的意思就是“合理”的意思。如：The price is quite reasonable.（这价格相当合理。）那么，“unreasonable”则指价格很高，高得不合理。如：The price is unreasonable.（这价格商得不合理。）说到价格便宜，请尽量不用“cheap”这个词，因为它意味着商品是由廉价劳工（cheap labor）制造出来的廉价品。你会讨价还价吗？万一对方出价太高，为了杀价，可以说：Can you make it a little cheaper?Can you come down a little?Can you reduce the price?（你能不能算便宜一点？）当要强调商品质量时，使交易达到理想的价格时，我们可以说：This very good for 10 dollars.（这东西绝对值10美元。）These are slightly higher in price, but their superior quality makes them more valuable than the less expensive ones.（这些货的价格稍微高了一点，但它们优异的品质，使它们比那些较便宜的货更有价值。）此外，我们还可以用“(all right), but”的句型来造句。如：The price is high but its an unusual well made tie.Please look at the label. Its designed by Piere Cardin.（这价格是贵，不过，这是条制作精良、不寻常的领带。请看看商标，是由皮尔·卡丹设计的。）商务交际英语之付款条件（Terms of Payment）1.A: Now Id like to go over the terms of payment. （term，“期限，术语，条款”，terms of payment，“付款条件”）B: What do you have in mind?A: Full payment must be made at the time of the shipment. （full payment，“全额付款”，与之相反的是installment，“分期付款”，再学一个相关的词组，deferred payment，“延期付款”）B: Hmm.A: Weve already reduced the price by 3%. Please keep that in mind. （学习当表示数量升降的时候介词by和to的区别，by + X%表示“升降了X个百分点”，表示幅度，而to + X%表示“升降到百分之X”，表示结果）B: All right. I see no problem.A: I appreciate your cooperation.译文：A：现在我想讨论付款条件。B：你心里有什么腹案呢？A：所有款项得在装船时付清。B：唔。A：请别忘了，价格上我们已经打了3%的折扣。B：好吧，我看没问题。A：感谢你的合作。2.A: I wonder if you could consider spreading payment over a period of time. （I wonder if you could 是一个委婉地提出请求和建议的说法，在商务交际中很常见；consider doing sth.，“考虑做某事”）B: Do you mean installment payments?A: Right.B: If you insist, we may be able to consider that type of payment.A: How does it work?B: Generally, 10% down, and the balance is to be divided three equal monthly payments. （balance在此表示“余额”）译文：A：我想，或许你可以接受，把钱分摊在一段时间内付清。B：你是说分期付款吗？A：对。B：如果你坚持的话，我们也许可以考虑这样的付款方式。A：具体怎么付法呢？B：一般都是先付10%，余款分3个月付清，每月付30%。3.A: (On the phone) what do you think of our suggestion regarding payment? （一般在询问对方意见的时候，常用的句型就是：What do you think of ?）B: Basically, I think its reasonable. But the first payment is more than we expected.A: please consider our profit margin. It isnt large.B: Well, Ill have to give it some more thought.A: When can I have an answer?B: Ill let you know within an hour.译文：A：（电话中）您对我们建议的付款方式有什么意见？B：我认为基本上是合理的。但是头期款比我们想像的多。A：请考虑我们的利润并不多。B：但是，如果能有更优惠的条件，我会很感激。A：好吧，我一定会多考虑考虑。B：什么时候给我答复？A：一个小时以内。4.A: Were in a tough position. Please consider deferred payment. （deferred payment，“延期付款”，再学两个相关词组：full payment，“全额付款”，与之相反的是installment，“分期付款”）B: As I said before, Id like to. But I cant get permission from the company.A: Cant you think it over a little more?B: Im afraid we just cant.A: Come on. Isnt there anything that could be done?B: Sorry, its out of my hands now. （out of ones hand，“不在某人的掌控之中，不归某人管”，也可以写成out of hand，“脱离控制”，反义词组是in hand，“在控制中”）译文：A：我们公司有困难。请考虑让我们延期付款。B：我以前说过，我很想。但是公司不批准。A：难道不能多考虑一下？B：恐怕就是不能。A：别这样嘛。难道一点忙也不能帮吗？B：抱歉，现在不归我管。5.A: What are your terms of payment? （term，“期限，术语，条款”，terms of payment，“付款条件”）B: Please open an irrevocable confirmed L/C at sight. （irrevocable，“不可撤销的”，这个词是词根-revocable“可撤销的”加上词缀ir-“不”而组成的。L/C，就是letter of credit，“信用证”）A: Please give us a quotation in US dollars for model No.5. （quotation，“报价”，动词是quote）B: It is around US$40 C.I.F. London. The payment term is cash on delivery. （C.I.F是贸易术语，全称为cost, insurance and freight，意思是运输其间的运费及保险费都包括在货款之内；cash on delivery，“货到付现”，另一个在付款方式上常见的表达是payment in advance“预先付款”）A: What about the cost of delivery?B: Wed like to do it in accordance with an F.O.B. （F.O.B是贸易术语，全称是free on board，意思是运输期间卖方不承担运货费和保险费）A: Can you tell me the advising bank of your L/C and its number?B: The advising bank is the First Bank office which is to confirm the L/C, and its number is 523.译文：A: 你们的付款条件是什么？B：请立刻开立一张不可撤销的信用证。A：五号模型的美元报价是多少？B：抵达伦敦，含保险费和运费的价格大约是40美元。货到请即付现。A：运费怎么算？B：随船上交货价格执行。A：能告诉您的信用证的通知银行以及信用证号码吗？B：通知银行是第一分行，它认可该信用证。信用证号码是523。【小提议】在日常会话中，询问价格使用How much is this? 就足够了。但是在商谈贸易事务的对话中，就没有这么简单了。由于商品运输路途十分遥远，像运费保险费由哪一方负担、以及在哪能里接收货物等条件都必须事先确定言明，才能知道价格到底是高还是低。试看以下这组对话：A: And the price? (价格是多少呢？)B: Twenty cents per yard.（每码要20美分。）A: On what term? （运费怎么算呢？）B: F.O.B. Tianjin.（在天津交货，卖方不承担运费、保险费。）A: Thats too high. I thought it was on a C.I.F. basis.（太贵了。我以为运费、保险费都已经算在货款里了。）货运术语在运送货物中，F.O.B.是指货物由输出港运出的方式，是free on board。因此，所谓“F.O.B. Tianjin”就是指在天津交货，运输期间卖主不承担运货、保险费。相反的，C.I.F.是cost, insurance and freight的缩写，意思是由输出港口一直到目的地为止，其间的运费及保险费都已包括在货款之内。使用C.I F.方式时，也必须要指定地名，如“C.I.F. Seattle”，是指西雅图为目的港，运输其间的运费、保险费都包含在货款之中。一般而言，如用F.O.B.对进口商比较保险，C.I.F.则对出口商比较保险。支付货款，如同国内交易中有现金、支票、赊账等不同方式，在进出口贸易上，除了一般以汇票进行交易之外，也有所谓“预先付款”（payment in advance）或是“货到付款”（cash on delivery）不同方式。使用汇票（documentary draft）交易时，购买者必须通过银行开立信用证（L/C），交给卖方，卖方再依信用证，于装货后开立汇票，所以很少有收不到货的情形发生。附带一提的是，汇票具有见票即付（pay at sight）及延后付款时间（usance）的特性，可用60d/s的方式表示，意思是见票后60天付款（d/s = day after sight）。商务交际英语案例对话分析：交货条件商务交际英语之交货条件（Terms of Delivery）1.A: What quantities would you order? （quantity，“数量”，反义词是quality，“质量”）B: Can you make around 80,000 pieces in this model? （make在这里不是“做”的意思，而是“提供，满足（要求）”，比如形容一个人想办法完成工作或达到目的了，可以说：He makes it.）A: Weve got only 50,000 pieces at the present time. When do you need them?B: Please rush this order. （rush作为动词在这里是“赶活”的意思，作为名词可以这么用：a rush of orders，“有一批订单要赶”）A: Ill arrange to have them reach you in five days. Would that be satisfactory? （in five days并不是表示“五天内”，而是“五天后”）B: Good. You must deliver the goods in that time.A: Dont worry about it. We can come up with your order.译文：A：你想订多少货？B：这种型号大约80，000件，你能供应吗？A：现在我们手边只有50，000件。你什么时候要？B：请尽快。A：我们安排让货5天到达你那儿，可以吗？B：好。你必须在那时把货送到。A：别担心，我们能赶得上您的订单。2.A: What quantity do you have in mind?B: Thirty thousand dozen in five shipments. （“分几次装运”用介词in）A: When do you want to start and how do you want it shipped?B: Six thousand dozen each month for five months starting in July will be fine.A: In October, the production line is very busy. So, if we could ship 3,000 dozen in October, then well make it up by sending 9,000 dozens in November.B: Okay, but you have to be sure to meet it.译文：A：你想订多少货？B：30000打，分5次船运。A：你要什么时候开船？如何装运？B：每月6000打，从七月份开始分5个月送。A：10月份生产线会很忙。所以，如果可能的话，我们10月送3000打，到11月再补送9000打。B：可以，但你得确定要赶得及。3.A: (On the phone) could we get them delivered by the end of this month?B: Its rather difficult we have now a rush of orders and we are working round the clock.（rush作为动词在这里是“赶活”的意思，作为名词可以这么用：a rush of orders，“有一批订单要赶”）A: What is the present lead time, then?B: Im afraid itll be about four to six months. If you need immediate shipment, youll have to check stocks of other manufactures.A: I see. Well find another supplier.B: Please understand that immediate shipment after an order is not possible.译文：A：（电话中）月底可以送到吗？B：有点困难我们有些订单要赶，正在日夜加班。A：那么，目前最快要什么时候？B：恐怕要46个月以后。如果你马上需要船运，你得要查查其他制造商的存货。A：我知道，我会找别家供应商。B：请多谅解，一份订单要马上装运是不可能办得到的。4.A: (On the phone) How long will it take to get the sample? （it takes/took some time to do sth.，“花多长时间做某事”）B: Itll take about 30 days to send it by ship.A: Its too late.B: Then Ill get it rushed off to you by air. A: That would be better.B: How soon can you give me the order details?A: When I receive the sample, Ill send you the purchase order.译文：A：（电话中）要多久才能拿到样品？B：船运要30天。A：太晚了。B：那么用空运赶送给你。A：那比较理想。B：要多久才能给我订单细目呢？A：我收到样品后，就会把订购单寄给你。5.A: When can you deliver the goods?B: Within 3 months upon arrival of your L/C.A: Do you have SM-3S in stock? （stock，“存货”，have sth. in stock，“有某样存货”）B: Yes. We always try to keep on adequate stock.A: Can you fill this order?B: Yes, we have enough stocks to supply you.A: Im afraid Ill have to reconsider the order.B: Why do you say so?译文：A：何时将货运来？B：你信用证送达后3个月以内。A：你有SM-3S的存货吗？B：有。你们一直试图保持足够的存货。A：你能接下这份订单吗？B：可以，我们有足够的存货供应。A：恐怕我得再重新考虑这份订单。B：为什么这么说呢？【小提议】货物数量单位上，可分作piece（件，个），dozen（打），gross（罗）等。一般而dozen是指12个，gross是指144个，即12打。但由于商品种类不同，会有少许的差异，必须加以留意。举例来说，“bakers dozen”，在糕点饼业是指13个，因为古代对重量不足的规定十分严格，因此当时业者干脆1打多加1个，以符合规定，流转至今，“ bakers dozen”变成了特殊的习惯用法，指的是13个，而不是一般的1打12个。dozen是单位名称，因而有下列重要句型的产生：Sell by the dozen.（论打卖，一打一打地卖。）Cheaper by the dozen.（整打买，算便宜点。）5吨煤炭的故事关于重量单位，英美制也略有不同。英制的吨（English ton）是长吨（long ton），有2240磅，比公制的吨（metric ton）2204磅来得重。而美制的吨叫做短吨（short ton），只有2000磅，比metric ton来得轻。英国人、美国人之间，就曾为了计算5吨煤炭的多少，引起过不小的纷争。英国方面由于煤炭用完了，而向美国方面采购，以求补充原料。但是英国买主所要的5吨煤炭是指英吨，而卖方美国人却用“美吨”来估量，以至于产生了近一成的差额，这可说是由于英美双方习惯不同而造成误解的例子。因此，为避免误会产生，应事先采取方法防范这类争端。双方应采用彼此都认同的单位，不管是用箱（case）、包（bale）、袋（bag）或捆（bundle）为单位，买卖双方对于每单位中的个数，或是内容物的总重量等，都必须取得共识。总重量（gross weight ）减去包装的重量（tare）就是净重（net），原理虽然非常简单，但是在贸易上，由于货物要长途搬运，起运时的重量（shipped weight）和到达时的重量（landed weight），其间难免有差距。惟有双方先取得协议，才能避免误解。举例来说，要避免货物重量短少所产生的纠纷，就可事先订立合同，文明规定：Loss in weight over 2% will be for sellers account.（重量损失超过总重的2%的部分，归卖方负担。）在合同中可预估重量可能的增减，明定双方的责任范围，而插入像“重量增减以不超出总重的10%为限”，这一类的话，也就是所谓的“more or less term”。商务交际英语案例对话分析：订立契约、要求赔偿商务交际英语 之订立契约（Establishing an Agreement）1.A: (On the phone) have you come to any decision?B: No, not yet. Were still talking it over. （talk over sth.，“讨论某事”，还可以用另一个词：discuss）A: When will you give us a definite answer? B: Well, lets not be hasty. Were having a board meeting to nail it down. （board meeting，“董事会”，学习另一个相关词组：board chairman，“董事长” ）A: I hope we shall be able to work together.B: I hope so, too. Ill contact you after the meeting is over.译文：A：（电话中）你们做出任何决定了吗？B：还没有。你们还在讨论。A：什么时候可以给我们明确答复？B：嘿，别急嘛。我们要开董事会议才能定案。A：希望我们可以一起工作。B：我也希望如此。会议结束后，我会跟你联系。2.A: Youve read the summary of our negotiations. Do you see any problem?B: No, there are no problems as far as I can see.A: Then, its set. Lets put it into writing and sign it.B: Before signing, if you like, Id like to have our consultant look at it.A: Fine.译文：A：读过我们谈判的摘要，你看有没有问题呢？B：没有。就目前所见，我看没问题。A：那么，就这样决定了。让我们把它写成书面文件，然后签署。B：如果你愿意的话，签字以前，我想让我们顾问看看。A：好的。3.A: What do you think of this contract?B: its okay, up to a point.A: What do you mean?B: Well, Im in agreement in principle, but therere still a few details that have to be ironed out. （iron，“铁，熨斗”，作为动词是“熨”的意思，iron out，“（把衣服皱折）熨平”，在这里指把问题或矛盾解决）A: Which points do we still differ on? （differ on sth.，“在某事上有分歧”，也可以说：disagree on sth.，其反义词组是：agree on sth.，“同意做某事”）B: First of all, clause number 6. Your conditions are too severe.A: I think thats what we agreed on.译文：A：对这份合同有何意见？B：不错，蛮中肯的。A：您的意思是 B：嗯，我原则上同意，不过有些细节我们仍有歧见要消除。A：我们在哪些地方还有歧见？B：首先，条款第6条，您的条件太苛刻了。A：我想那是我们都同意了的条件。4.A: Im happy that we could arrive at a mutually satisfactory agreement.B: I feel the same way. It sure took a long time. （it takes/took some time to do sth.，“花多少时间做某事”）A: I cant believe the number of times we met.B: I didnt intend to draw out the negotiations.A: I understand your position quite well.B: When will the contract papers be ready?A: Ill have them ready for you tomorrow morning.译文：A：很高兴我们能够达成彼此都满意的协议。B：我也有同感。当然花了很多时间。 A：真不敢相信我们面谈了那么多回。B：我不是有意把谈判拖长。A：我非常了解你的立场。B：协议书什么时候准备好？A：明天早上我会替你预备好协议书。5.A: Lets review whats been decided so far. （so far，“到目前为止”）B: Good idea.A: How long should we make the contract for?B: Ordinarily, we make a 2-year contract.A: Before we sign this contract, may I confirm a couple of things? （couple，“一对，一双”，a couple of表示“几个，一些”）B: Of course. What are they? A: I guess were all in agreement now.B: All we have to do now is shake hands.译文：A：让我们把目前已经决定的项目再检查一次。B：好主意。A：我们的合同应该要签多久？B：通常我们是签两年的约。A：在我们签约之前，我想确定一些事，可以吗？B：当然可以。什么事？A：我想，我们现在完全达成协议了。B：现在要做的事情，就是握握手了。【小提议】像美国由于多种民族共存，导致思考方式及价值观的多样化，为避免不断的纷争和是非，一般习惯采用合同（verbal contract），以书面形式明确规定彼此的权利和义务。合同的功能除了避免某些问题产生，也使个人权利范围更加明确。美商对于商谈中的对话一定要彻底确认，而且对于商谈中双方同意的事项，一定立刻打字记下来，当场就签字。若是在电话中商谈，则应马上将同意的事项打字打出来，寄给对之。另外常见的还有，用来记录商谈内容的记事