商务英语谈判口译商务谈判的外延很广，包括贸易谈判、招标与投标谈判、引资和投资、工程承包、技术转让等方面的谈判。
中国加入世界贸易组织以来，对外贸易呈现出一片崭新的面貌，进出口贸易往来日益增多。
贸易谈判作为商务活动中的一个重要环节，对国内外企业间的合作、进出口贸易的成败起着举足轻重的作用。
首先我们主要学习贸易谈判及其口译。
Visual interpreting•The quality of ours is as good as that of many other suppliers, while our prices are not high as theirs. By the way, which items are you interested in?•Please let us know your lowest possible prices for the relevant goods.•We can offer you a quotation based upon the international market.•When can I have your firm C.I.F. prices, Mr. Li?•I’d like to hear your quotation on a C.I.F. Los Angeles basis valid for 90 days, with an inclusion of a 5% agent’s commission in your quotation.贸易谈判主要环节•从贸易谈判实务中总结出的谈判基本程序包括：•建立业务关系（establish relations）•询盘 (inquiry)•发盘（offer）•还盘（counteroffer）•付款（payment）•佣金（commission）•折扣（discount）•包装（packing）•货运 (shipment)•保险（insurance）•合同条款（contract terms）•索赔（claim）贸易谈判口译•询盘(inquiry) 在这个环节中经常用的句子有：Can I make an inquiry? /Could you give us some ideas about your prices? /Will you please inform us of the prices at which youcan offer the goods? /I hope to have your quotation for …?2. 发盘（offer）在这个环节中经常用的句子有:We ar e pleased to make you an offer for …/Here’s our offer. /I expect you to accept our general terms andconditions of trade. /Would you tell us what quantity you require sothat we can work out the offer?3. 还盘（counteroffer）在这个环节中经常用的句子有:Your price sounds a bit too high. /Your price is much higher than we expected ./Will you reduce your price by…%? /In order to conclude the transaction, I hope you will see your way to bring down your price by…%?/If you stand firm, we can hardly come to terms.InquiryAn enquiry is a request for information. When a businessman intends to import goods, he will make an inquiry to an exporter asking for information or an offer for the goods he wishes to buy. The inquiry may include: price、specifications 、quality 、packing 、delivery time 、payment terms etc.Supplementary Vocabulary畅销品best seller/ quick—selling product展览品exhibits on display开辟市场establish a market有销路have a good/ ready market样式design销售说明书sales literature交易会trade fair商标trade mark成交conclude a deal/ transaction with sb条款terms and conditions客户client/ customer老主顾regular customer发货deliver一般(具体)询盘general ( specific ) inquiry报价单quotation list (sheet)享有盛誉enjoy great reputation (popularity)厂商manufacturer供应商supplier需求量很大in great demandMay I have an idea of your prices?可以了解一下你们的价格吗？Can you give me an indication of price?你能给我一个估价吗？Please let us know your lowest possible prices for therelevant goods.请告知你们有关商品的最低价。
If your prices are favorable, I can place the order right away.如果你们的价格优惠，我们可以马上订货。
We'd rather have you quote us FOB prices.我们希望你们报离岸价格。
Would you tell us your best prices C.I.F. Humburg for thechairs.请告诉你方椅子到汉堡到岸价的最低价格。
Offer and counter--offerAn offer is a promise to supply goods on the terms and conditions stated.It can be a firm offer which is a promise to sell goods at the stated price, usually within a stated period of time.It also can be a non—firm offer which is made without engagement and is sub ject to the seller’s confirmation.1. name of the goods.2.quality and specifications.3. quantity.4.details of prices.5. discount.6. terms of payment.7. time of shipment.8. packingA counter—offer is made when the prospective buyers find any terms and conditions in the offerunacceptable.Sometimes buyers may take the initiative to make a bid to sellers. If the bid is not acceptable to the sellers, a counter—bid will be made subsequently.Offer and counter--offerIt is also called negotiating pricesAbout currenciesAustralian DollarCanadian DollarHong Kong DollarUS DollarEuro DollarSwiss FrancGerman MarksJapanese YenRMBSupplementary VocabularyAcceptable priceAttractive priceWorkable priceCurrent priceFavorable priceFloor price (rock bottom price)Market priceRetail priceWholesale priceFirm offerOffer without engagementSales volume50% off25% discountBuy one, get oneWe can offer you a quotation based upon the international market. 我们可以按国际市场价格给您报价。
We think your offer is too high, which is difficult for us to accept. 我们认为你方的报价太高了，我方难以接受。
Our offer is reasonable and realistic. It comes in line with the prevailing market.我方的报价是合理的、现实的，符合当前市场的价格水平。
If you insist on your price and refuse to make any concession, there will be not much point in further discussion.如果你方坚持自己的价格，不作让步，我们没有必要再谈下去了。
We can't accept your offer unless the price is reduced by 5%.除非你们减价5%，否则我们无法接受报盘。