商务英语谈判对话.pdf

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1、-商务英语谈判经典句商务英语谈判经典句1 If you take quality into consideration, you will find our pricereasonable.如 果 您 把 质 量 考 虑 进 去 的 话 ， 您 会 发 现 我 方 价 格 是 合 理 的 。2 We guarantee quality products which can stand fierce petition.我 们 保 证 提 供 能 经 得 起 剧 烈 竞 争 的 高 质 量 产 品 。3Istillhavesomequestionsconcerningourcontract.就合同

2、方面我还有些问题要问。4 We are always willing to cooperate with you and if necessary make someconcessions.我 们 总 是 愿 意 合 作 的 ， 如 果 需 要 还 可 以 做 些 让 步 。5 If you have any ment about these clauses, do not hesitate to make.对 这 些 条 款 有 何 意 见 ， 请 尽 管 提 ， 不 必 客 气 。6Doyouthinkthereissomethingwrongwiththecontract你7我认Wed们

3、希为like望you贵合to方再同有our虑问题吗once要？again.求。consider次考request我们的8 Wed like to clear up some points connected with the technical part ofthecontract.我 们 希 望 搞 清 楚 有 关 合 同 术 方 面 的 几 个 问 题 。9 The negotiations on the rights and obligations of the parties undercontractturnedouttobeverysuccessful.z.-就 合 同 保 方 的

4、 权 利 和 义 务 方 面 的 谈 判 非 常 成 功 。10 We cant agree with the alterations and amendments to the contract.我们无法同意对合同工的变动和修改。11 We hope that the ne*t negotiation will be the last one before signingthecontract.我 们 希 望 下 一 交 谈 判 将 是 签 订 合 同 前 的 最 后 一 轮 谈 判 。12 We dont have any different opinions about the cont

5、ractual obligationsofbothparties.就 合 同 双 方 要 承 当 的 义 务 方 面 ， 我 们 没 有 什 幺 意 见 。13Thatsinternationalpractice.Wecantbreakit.这是国际惯例，我们不能违背。14Wearepreparedtoreconsideramendingthecontract.我们可以重新考虑修改合同。15Wellhavetodiscussaboutthetotalcontractprice.我们不得不讨论一下合同的总价格问题。16DoyouthinkthemethodofpaymentisOKforyou你

6、们认为结算方式适宜吗？17 We are really glad to see you so constructive in helping settle theproblemsasregardsthesigningofthecontract.我们很快乐您在解决有关合同的问题上如此具有建立性。818 Here are the twooriginals这是我of们准the备好的contract两份合we同正prepared.本。.z.-19 Would you please read the draft contract and make your moments abouttheterms请

7、仔 细 阅 读 合 同 草 案 ， 并 就 合 同 各 条 款 提 出 你 的 看 法 好 吗 ？20合When同will何the时contract准备be好ready？21 Please sign a copy of our Sales Contract No.156 enclosed here induplicateandreturntousforourfile.请会签第 156 号销售合同一式两份中的一份，将它寄回我方存档。22 The contract will be sent to you by air mail for your signature.合同会航邮给你们签字。23 Do

8、nt you think it necessary to have a close study of the contract toavoidanythingmissing你 不 觉 得 应 该 仔 细 检 查 一 下 合 同 ， 以 免 遗 漏 什 幺 吗 ？24 We have agreed on all terms in the contract. Shall we sign it ne*t week我 们 对 合 同 各 项 条 款 全 无 异 议 ， 下 周 签 合 同 如 何 ？25 All disputes arisingin the courseof the consignme

9、nt period shallbesettledamicablythroughfriendlynegotiation.所 有 在 运 输 途 中 引 起 的 纠 纷 都 将 通 过 友 好 协 商 ， 妥 善 加 以 解 决 。26 Well ship our goods in accordance with the terms of the contract.我们将按合同条款交货。27 You can stay assured that shipment will be effected according to thecontractstipulation.z.-你尽管放心，我们将按合同规

10、定如期装船。28 Theyve promised to keep both we quality and the quantity of the 300bicyclesinconformitywiththecontractstipulations.他们已承诺那 300 辆自行车的质量和数量一定与合同规定相吻合。29Wearesurethecontractcanbecarriedoutsmoothly.我们确信合同会顺利执行的。30 The machines will be made of the best materials and the stipulationsofthecontractb

11、estrictlyobserved.机 器 将 用 最 好 的 材 料 生 产 ， 合 同 的 规 定 也 将 得 以 严 格 履 行 。31 The two partiesinvolved in a contract have the obligationto e*ecutethe合同双方有义务履行合contract.同。32 Unless there is a sudden change of political situation, it is notacceptedtoe*ecutethecontractonlypartially.除 非 有 什 幺 突 然 的 政 局 变 化 ， 否

12、 则 执 行 局 部 合 同 不 能 被 承 受 。33Anydeviationfromthecontractwillbeunfavorable.任何违背合同之事都是不利的。34Thebuyerhastheoptionofcancelingthecontract.买主有权撤消合同。35 Any kind of backing out of the contract will be charged a penalty ashasbeenstatedinthepenaltyclause.任何背弃合同的行为将受到惩罚，这已在处分条款里写得很清楚了。.z.-36 We want to cancel t

13、he contract because of your delay in delivery.由于贵方交货拖延，我方要求取消合同。37 The buyer has the right to cancel the contract unilaterally if thesellerfailstoshipthegoodswithintheL/Cvalidity.如果卖方不能在信用证有效期交货的话，买方有权单方面取消合同。38Youcannotbreakthecontractwithoutanygoodreason.如 果 没 有 什 幺 正 当 理 由 ， 你 们 不 应 撕 毁 合 同 。39 W

14、e have every reason to cancel the contract because youve failed tofulfillyourpartofit.我们完全有理由取消合同，因为你们没有完成应遵守的合同容，履行合同。40 One party is entitled to cancel the contract if the other side cannote*ecuteit.如 果 一 方 不 履 行 合 同 ， 另 一 方 有 权 取 消 合 同 。41 Generally speaking, a contract cannot be changed after it

15、 has beensignedbybothparties.一般来讲，合同一经双方签订就不得更改。42 Some relative clauses in the contract have to be amended owing to theune*pectedsituation.由 于 这 种 难 以 预 料 的 情 况 ， 合 同 中 的 有 关 条 款 不 得 不 做 些 修 改 。43 Since the contract is about to e*pire, shall we discuss a new one这 个 合 同 将 到 期 ， 我 们 来 谈 谈 新 合 同 的 事 宜

16、 吧 。44Packinghasaclosebearingonsales.z.-包45包46买装直Packing接关will助系到help产品push销的销the售。sales.品。装Buyers方有于pay很推great注产to包always通常attention意packing.装。47Differentarticlesrequiredifferentformsofpacking.不同商品需要不同的包装。48Buyers,generallyspeaking,bearthechangeofpacking.一般来说，买方应承当包装费用。49 How much does packing take

17、 up of the total cost of the goods包装占货物总本钱的百分比是多少？50 The packing must be strong enough to withstand rough handing.包装必须很巩固，能承受野蛮装卸。51 Strong packing will protect the goods from any possible damage duringtransit.巩 固 的 包 装 可 以 防 止 货 物 在 运 输 途 中 受 到 任 何 损 失 。52纸箱Cartons适合are海运seaworthy.。53 This kind of

18、article is often bought as a gift, so e*quisite and tastefuldesignisofprimeimportance.人们购置这种商品通常用来赠亲友，所以精巧高雅的设计至关重要。54 Wed like to hear what you say concerning the matter of packing.z.-我们很想听听你们在包装方面有什幺意见。55 Do you have nay objection to the stipulations about the packing andshippingmarks有 关 包 装 运 输 唛

19、 头 的 条 款 你 们 有 什 幺 异 议 吗 ？56Wellpackthegoodsaccordingtoyourinstruction.我们将按你方的要求进展包装。57Thegoodswillbepackedinwoodwooltopreventdamage.货58应59物将用细刨be花包装to加are，以防损the坏。Measures采should取措ontaken施reinforce固纸cartons.箱。Suggestionspackinggreatlyappreciated.我们非常欢送大家对包装方面提出建议。60 Our standardized packing has bee

20、n approved by many foreign clients.许 多 国 外 客 户 已 经 认 可 了 我 们 标 准 化 的 包 装 。61必62包Its须Packing装urgent马charges费用上are未to改e*cluded算improve良in在the包the报装quoted价packing.。prices.中。63 To minimize any possible damage, weve packed our goods in the way tosuitforlongsea-voyage.为 使 损失 减少 到最 低 限 度 ，我 们 对 货 物的 包装 足 以

21、承 受长 途 海运 。.z.-64请Please报价make并an说offer明indicating包装the情packing.况。65Pleasemakesurethatthegoodsbeprotectedfrommoisture.请保证货物不受潮。66 We hope your design and the color will be strongly attractive to theAmericanpeople.我 们 希 望 你 们 的 设 计 和 颜 色 对 美 国 人 具 有 巨 大 吸 引 力 。67 This kind of bo* is not suitable for

22、the transport of the tea sets bysea.这种箱子不适合装茶具海运。68Wewouldliketoknowhowyouwillpackthesilkshirts.我们想知道你们如何包装这些真丝衬衫。69 Although the cartons are light and easy to handle, we think it is notstrongenoughtobeshipped.虽 然 这 些 纸 箱 轻 便 、 易 拿 ， 但 我 们 认 为 它 们 在 运 输 中 不 太 结 实 。70 Please use normal e*port contain

23、ers unless you receive specialinstructionsfromouragents.除 非 你 们 收 到 我 方 代 理 的 特 别 指 示 ， 否 则 请 用 正 常 出 口 集 装 箱 。71所All有bags包contain都有an一inner层waterproof防水lining.衬。72 The crates are charge to you at $5 each if they are not returned touswithin2weeks.z.-如 果 木 条 箱 两 星 期 不 归 还 ， 则 每 只 箱 扣 罚 五 美 元 。73 Soli

24、d packing and overall stuffing can prevent the cases from vibrationandjarring.巩 固 的 木 箱 和 箱 严 密 的 填 充 可 防 止 木 箱 受 震 、 开 裂 。74 Those goods are available in strong wooden drums of 1,2,5,10 and 20liters.这 些 货 物 分 别 装 入1 、 2 、 5 、 10 、 20升 的 木 桶 里 。75 Fifty-liter carboy would be the most economical size

25、. Carboys may beretainedwithoutchargefortwomonths.50 升 的 瓶 子 应 是 最 经 济 的 尺 码 ， 这 些 瓶 子 可 免 费 保 存 两 个 月 。76 The various items of your order will be packed into bundles of suitablesizeforshipment.你 们 定单 上的 各种 货 物 被 打成 各 种 大 小不 同的 捆 儿， 以便 于 运输 。77 Please keep the cartons to 15kg each and metal-strap al

26、l cartons instacksof4.请将每个纸箱重量限制在15 公斤，并将每4 箱一组用铁条儿固定起来。78Eachitemistobewrappedseparatelyingrease-paper.每件货物应单独用油纸包好。79Allmeasurementsofeachcasemustnote*ceed1.5m*1m*1m.每只木箱体积不应超过1.5m*1m*1m。80 Each single crate is heavily padded and packed with 4 carboys.每只木条箱装4只大瓶子将空余处填满。.z.-81 Full details regardin

27、g packing and marking must be strictly observed.请严格遵守包装及商标的细则。82 To facilitate carrying, rope or metal handles are indispensable andshouldbefi*edtothebo*es.为 便 于 搬 运 ， 绳 子 或 铁 把 手 不 可 缺 少 ， 并 将 其 固 定 在 箱 子 上 。83 Our packing charge includes $1 for the drum, which sum will be creditedonreturn.包装费中有 1

28、美元是包装桶的费用，此费用在桶还给我们时可退回。84 The whole carton is packed with double straps, each corner of the cartonconsolidatedwithmetalangles.纸 箱 外 加 了 两 道 箍 ， 每 个 箱 角 都 用 金 属 角 加 固 。85 Foam plastics are applied to protect the goods against press.泡沫塑料用来防止挤压。86Itsessentialtochoosetherightmeansoftransportation.选择适宜的

29、运输方式很重要。87 To ensure faster delivery, you are asked to forward the order by airfreight.为 了 确 保 迅 速 交 货 ， 我 方 要 求 此 订 货 用 空 运 。88 Generally speaking,its cheaper but slower to ship goods bysea thanbyrail.总 的 来 说 ， 海 运 比 铁 路 运 输 更 廉 价 ， 但 速 度 慢 一 些 。89Itsfasterbutmoree*pensivetoshipgoodsbyair.z.-空运较快但运

30、费较高。90 Since we needthe goods urgently, we must insist on e*press shipment.由 于 我 方 急 需 这 批 货 物 ， 我 方 坚 持 使 用 快 递 装 运 。91Becauseofthetypeofpurchase,wecanonlyshipbyroad.由于商品的性质，我方只能使用公路运输。92 If the customer requests a carrier other than truck, he must bear theadditionalcharge.如 果 顾 客 坚 持 用 卡 车 以 外 的 运

31、 输 工 具 ， 就 必 须 负 担 额 外 费 用 。93货Thegoods物will将betranshipped在转inHong船Kong.。94 There may besome quantity difference when loading the goods,but notmorethan5%.5% 。货 物 装 船 时 可 能 会 有 一 些 数 量 出 入 ， 但 不 会 超 过95 To make it easier for us to get the goods ready for shipment, we hopethatpartialshipmentisallowed.

32、为 了 便 于 我 方 备 货 装 船 ， 希 望 允 许 分 批 发 运 。96 Delivery has to be put off due to the strike of the workers at the port.由于港口工人罢工，交货只好推迟。97 We are sorry to delay the shipment because our manufacturer has metune*pecteddifficulties.恕 延 期 货 船 ， 因 为 我 们 厂 家 遇 到 了 预 料 不 到 的 困 难 。98 We assume that damage occurre

33、d while the consignment was in your care.z.-我们认为货物是在你方保管时受到损害的。99 The consignment appears to have been roughly handled and left near aheater.看 来 货 物 未 受 到 细 心 的 处 理 ， 并 且 被 放 置 于 加 热 器 附 近 。100ImafraidIhavesomeratherbadnewsforyou.我恐怕有些很坏的消息要告诉你。谈判中英语单词的选择1、At the request of Party B, Party A agrees t

34、o send technicians to assistParty B to install the equipment.应乙方要求， 甲方同意派遣技术人员帮助乙方安装设备。assist 较 help 正式；2、The personnel shall not to partake in any political activities in Iraq.所有人员不得参加伊拉克国的任何政治活动。partake in 较 take part in 正式；3、The Employer shall render correct technical guidance to the personnel.雇主

35、应该对有关人员给予正确技术指导。render 较 give 正式；4、Party A shall repatriate the patient to China and bear the cost of hispassage to Guangzhou.甲方应将病人遣返中国并负责其返回的旅费。repatriate 较 send back 正式；5、This Contract shall be governed by and construed in accordance withthe laws of China.本合同受中国法律管辖，并按中国法律解释。construe 较 e*plain，in

36、terpret正式；.z.-6、The Employer may object to and require the Contractor to replaceforthwith any of its authorized representatives who is inpetent.雇主认为承包人委派的授权代表不合格时，可以反对并要求立即撤换。require较 ask 正式；公文体 forthwith 较 at once 正式；7、The Chairperson may convene an interim meeting based on a proposal madeby one-th

37、ird of the total number of directors.董事长可以根据董事会过1/3 董事的提议而召集临时董事会议。convene，interim 都是正式用词。8、In case one party desires to sell or assign all or part of its investmentsubscribed, the other party shall have the preemptive right.如一方想出售或转让其投资之全部或局部，另一方有优先购置权。法律用词assign 较 transfer 正式。9、In processing trans

38、actions, the manufacturers shall never have titleeither to the materials or the finished products.加工贸易中，厂方无论是对原料还是成品都无所有权。法律用词 title 较ownership 正式。10、The term Effective date means the date on which this Agreement isduly e*ecuted by the parties hereto. 生效期指双方合同签字的日子。 法律用词 e*ecute 较 sign 正式.商务英语谈判案例对话

39、商务英语谈判案例对话Dialogue 1Dialogue 1A: So, thank you for ing, everyone. Its really a pleasure to see you all.z.-here. First of all, may i suggest you take a look at the agenda i sentyou Would you like to make any ment on thatB: Yes, i wonderif we can begin with shipment question first. Wereallyneed to e t

40、o an agreement on that before anything else.A: Thats true, but its also a very difficult issue. Thats the reasonwhy i put it last. Ithought it might be a good idea for us to start withthe points we have in mon. Well move on to the shipment issue after that.B: All right. That sounds reasonable.A: Wel

41、l, before we go any future, I would like to say strongly how i feelthat its in both our interest to reach an agreement today. The marketis being even more petitive and our bined strength will give us some bigadvantages, not least in terms of the dealer network. Now, i think Richardwould like to say

42、a few words about that.1. make ments on sth 对*事进展评论E*ample: Would you make ments on our womans garments in current design您对我们流行女装款式有何评论Oh look very nice! 哦，看起来很漂亮2. have sth. in mon: 有共同点E*ample: The two firms have very little mon in selling strategies. 这两家公司在销售策略上没有什么共同点。3. in the interest of: 符合.的

43、利益E*ample: The stable and healthy business relations are in the interest.z.-of our sides. 稳定安康的贸易关系符合双方的利益。Dialogue 2Dialogue 2A: Hello, Mr Wang, nice to see you again. How are youB: Fine, thank you ,and youA: Well, before we go any future, I would like to say strongly how i feelthat its in both our

44、 interest to reach an agreement today. The marketis being even moreA: Im fine, we just moved in our new house. Everything is in a great mess.Its a nightmare. But Ill appreciate not having to spend so much timemuting to my work every day.B: Yes, it took me nearly one hour to get here today. Bus servi

45、ce in thisarea is not so good.A: Well, will you like a cup of coffeeB: Thank you, that would be nice.A: Milk or sugarB: Black will do, thank you.A: So, hows business in your sectionB: Not too bad. We have a lot of work to do as far as our contract George isconcerned this time.A: Then i think you can

46、 say a few words about that first.注释注释1. in a mess: 乱成一团.z.-E*ample: Since 9 O clock , Mr. Gill has been sorting out the shippingdocuments which are in a mess in the files. 从九点以来,吉尔小姐一直在整理文件夹里乱成一团的海运单据.2. mute: 乘通勤车上班E*ample: I mute to work from Shenyang to Fushun on weekdays. 周一到周五我从到乘通勤车上班.bus mut

47、er 乘通勤汽车上班的人 train muter 乘通勤火车上班的人3. as far as sb./sth. be concerned: 就什么而言; 至于E*ample: As far as i am concerned, i agree with Jack on this point.就我而言, 我同意杰克的观点.As far as color is concerned, Tom prefers black. 就颜色而言, 汤姆更喜欢黑色.Dialogue 3A: Will you have a cup of coffee, Mr. WangB: No. Dont bother, ple

48、ase.A: Of course, i dont know Smith at all, but youve got to be on your guardagainst George. I told you about our negotiating with him in New York threeyears ago, didnt IB: I am sure you did. Can we focus on the final packing today, Mr. BrownWe mustnt get stuck in the price. They are going to knock

49、us down. Wehave got some room to maneuver.A: Thats right, George is the head of Marketing Department.z.-B: What we must keep in mind is that we can make a concession if they pushus on staff cut.A: Oh we dont need to worry about that, Mr. Wang. We will just play itby ear.注释注释1. be on ones guard again

50、st sb./sth. 小心，防E*ample: We must be on our guard against pickpockets on a bus. 在公交车上我们要小心扒手。2. focus on sth. 集中精力于.之上E*ample: We should focus our attention on the demands at the overseasmarket.我们应该集中注意一下海外市场的需求3. knock sb. down 打倒，使屈服E*ample: They are attempting to knock us down in terms of price. 他