第四章商务谈判Chapter4BusinessNegotiation1/42
第四章商务谈判（BusinessNegotiation）BusinessNegotiationininternationaltradeistheprocessinwhichthesellerandthebuyernegotiateaboutthetradetermstoreachagreementonthesalesofgoods.fourstages:inquiry,offer,counter-offerandacceptancefiveitems:1.thesubjectmatterofthecontract;2.thepriceofthegoods;3.theliabilitiesoftheseller;4.theliabilitiesofthebuyer;5.themethodsa.topreventtheoccurrenceofdisputes;b.tosettledisputeincasethere’sany;2/42
第四章商务谈判（BusinessNegotiation）Culturalfactorsareveryimportant.culturaldifferencesInterpreter:1.todevelopaknowledgeofbusinessEnglishandtradeterminology;2.tounderstandtheculture;3/42
VocabularyWorktermsofpayment:支付条款；specimencontract:协议样本；draftsight:见票即付；payamargin:支付确保金；D/P(documentagainstpayment):付款交单是跟单托收方式下一个交付单据方法，指出口方交单是以进口方付款为条件，即进口方付款后才能向代收银行领取单据；D/A(documentagainstacceptance):承兑交单是在跟单托收方式下，出口方（或代收银行）向进口方以承兑为条件交付单据一个方法；4/42
VocabularyWorkcreditstatus:信用情况；internationalpractices:国际通例；makedelivery:交货；L/Cpayment:信用证付款；anirrecoverableL/C:不可撤消信用证；countermandourorder:取消我们订单；remainvalid:依然有效；arrangeanearliershipment:安排提前装运；partialshipmentandtransshipment:分批装运和转运；5/42
VocabularyWork交货期：thetimeofdelivery;分批装运：partialshipment;恪守协议：observethecontract;终止协议：cancelthecontract;商业信誉：commercialintegrity;重协议：honoredcontracts;守信用：maintaincommercialintegrity;约束力：binding;；6/42
VocabularyWork中国商品检验局：theChinaCommodityInspectionBureau;提出索赔：lodgeaclaim;现金投标确保金：acashdeposit;开标：openthebid;7/42
SightInterpretation（Dialogue1）thelastconsignment:上一批货；anumberidenticalwiththebilloflading:这一数字和提单数字相吻合；soundandintact:完好无损；theshortweight:短重；theprovisionsofthecontract:协议条款；evaporationofthegoodsenroute:途中货物蒸发提议：注意货物贸易中一些惯用表示方式，与日常表示是不一样。8/42
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