商务谈判词汇和句型

payment 支付，付款

to pay 付款，支付，偿还dishonour 拒付

deferred payment 延期付款progressive payment 分期付款payment on terms 定期付款payment agreement 支付协定

pay order 支付凭证

payment order 付款通知payment by banker 银行支付payment by remittance 汇拨支付payment in part 部分付款payment in full 全部付讫

clean payment 单纯支付

simple payment 单纯支付

payment by installment 分期付款

payment respite 延期付款

payment at maturity 到期付款payment in advance 预付（货款）Cash With Order (C.W.O) 随订单付现Cash On Delivery (C.O.D) 交货付现

Cash Against Documents (C.A.D) 凭单付现

pay on delivery (P.O.D) 货到付款payment in kind 实物支付

payment for (in) cash 现金支付，付现

pay...Co. only 仅付...公司

pay...Co. not negotiable 付...公司，不准疏通

pay...Co. or order (pay to the order of...Co.) 付...公司或其指定人

refusal 拒绝

the refusal of payment 拒付

the bank interest 银行利息

decline 下降，下跌

something goes wrong 某事上出问题，出现差错

commodity 产品

convenient 方便的

1、Payment is to be effected (made) before the end of this month.

这个月末以前应该付款。

2、It's convenient to make payment in pound sterling.

用英镑付款较方便。

3、Now, as regards payment, we've agreed to use U.S. Dollar, am I right? 至于付款，我们已同意用美圆，对吗？

4、We may have some difficulties making payment in Japanese yen.

用日圆付款可能会有困难。

5、I've never made payment in Renminbi before.

我从未用过人民币付款。

6、We can't accept payment on deferred terms.

我们不能接受延期付款。

7、What's your reason for the refusal of payment?

你们拒付的理由是什么？

8、Collection is not paid.

托收款未得照付。

9、We don't think you'll refuse to pay. 我们相信你们不会拒付。

10、Only one refusal of payment is acceptable to the bank.

银行只接受一次拒付。

11、You ought to pay us the bank interest once payment is wrongly refused.

如果拒付错了，你们应该偿付我方的银行利息。

12、We'll not pay until shipping documents for the goods have reached us.

见不到货物装船单据，我们不付款。13、We're worrying that a decline in prices might lead to refusal of payment.

我们担心市场价格下跌会引起拒付。14、Of course payment might be refused if anything goes wrong with the documents.

如果单据有问题，当然可以提出拒付。

15、The equipment will be paid in installments with the commodities produced by our factory.

设备以我们工厂生产的产品分期偿还。

1.支付条件（Terms of payment）

（1）Our usual way of payment is by confirmed and irrevocable letter of credit available by draft at sight for the full amount of the contracted goods to be established in our favour through a bank acceptable to the sellers.

我们的一般付款方式是保兑的、不可撤销的、以我公司为受益人的、足额信用证，见票即付。信用证应通过为卖方认可的银行开出。

（2）For payment，we require 100% value，confirmed and irrevocable letter of credit with partial shipment and transshipment allowed clause，available by draft at sight，payable against surrendering the full set of shipping documents to the negotiating bank here.

我们要求用100%金额的、保兑的、不可撤销的信用证，并规定允许转船和

分批装运，凭汇票向议付行交单即期付款。

（3）The letter of credit should be established with its clauses in confirmation with the terms and conditions of the contract.

信用证所开条款，必须与合约条款相符。

（4）We usually accept payment by L/C at sight draft or by T/T in advance，but never by C.O.D.

通常我们接受即期信用证付款或电汇。我们从不接受货到付款的办法。

2.催开信用证（Pressing for L/C）

（1）As the goods against your order No.111 have been ready for shipment for quite some time，it is imperative that you take immediate action to have the covering credit established as soon as possible.

由于贵方定单第111号之货已备待

运有相当长时间了，贵方必须立即行动尽快开出信用证。

（2）We repeatedly requested you by faxes to expedite the opening of the relative letter of credit so that we might effect shipment for the above mentioned order，but after the lapse of 3 months，we have not yet received the covering L/C.

我们已经多次传真要求贵方从速开来有关信用证，以使我们装运上述定单之货。但是三个月过去了，仍未收到有关信用证。

（3）We hope that you will take commercial reputation into account in all seriousness and open L/C at once，otherwise you will be responsible for all the losses arising there from.

希望贵方认真考虑商业信誉，立即开证，否则，由此产生的一切损失均由贵方负责。

（4）The shipment time for your order is approaching，but we have not yet received the covering L/C.Pls do your utmost to expedite the same to reach here before the end of this month so that shipment may be effected without delay.

贵方定单的装船期已经临近，但我们尚未收入到有关信用证，请尽最大努力从速将信用证在本月底开到，以便及时装运。

3.修改信用证（Amendment to L/C）

（1）Pls amend the foregoing L/C to read piece length in 30 yards instead of 40 yards.

请把上述信用证条款中匹长40码改为30码。

（2）We would draw your attention to the fact that the construction of our Art.No.3100S is 32X32 78X65 whereas your credit calls for 30X30

78X65.Therefor，you are requested to amend the credit according to the stipulation of the contract.

我们提请贵方注意，我方坯布的规格为32X32 78X65，而贵方信用证却规定30X30 78X65，故请按照合约规定修改信用证。

（3）Pls extend the shipment date and the validity of your L/C No.111 to the end of Jan. and Feb.15，2006 respectively，and see to it that the amendment advice will reach us before the end of Dec.2005.

请将信用证111号的装运船和议付期分别展延至2006年1月底及2月15日，并请注意把修改书于2005年12月底前寄达我们这里。

（4）We have received your L/C No.111 covering the above -mentioned contract. But on checking up its clauses，we find that it calls for shipment to be effected not latter

than Nov.10，2005，whereas the contract stipulates shipment

Dec.2005.Pls extend the shipment date to the Dec.15th 2005 and validity to the 31st of Dec.

上述合约项下的信用证111号已收到。但是经过核对条款，发现该证规定装期不迟于2005年11月，而合约规定装期为2005年12月份，为此请把该证装期展延至2005年12月15日，议付期展延至12月31日。

（1）We find that the amount of your L/C is insufficient，because the premiums for Dark and Special colors are not included therein. Therefore，please increase the amount of the L/C to $56，800.00.

我们发现由于信用证金额未包括深特色加价，因此信用证金额不足，请将信用证金额增至$56，800.00。

（2）Please amend the L/C to read "Partial shipments and transshipment

allowed".

请将信用证修改为允许分批装运和转船。

4.特殊情况下的付款方式（Special arrangement for payment）

（1）As requested in your fax of Dec.2，2005，shipment of 20000yds will be effected under guarantee in the absence of the L/C amendment. Please，therefore，honour the draft accordingly.

按照贵方2005年12月2日来电，我们将在没有信用证修改书的情况下装运20000码，届时请予承付。

（2）As our records reveal that the proceeds of our shipment of Model on Suiting in 20000yds are not yet received，please press your buyers to instruct their bank to effect payment immediately.

经查我方记录2万码毛涤纶花呢的

货款迄未收到，请从速催买户通知银行付款。

（3）On our book，there is still a small balance of $648 ipen against you.There is no doubt that is must have been overlooked by you，and we expect a cheque from you soon in settlement of this account.

在我们的账面上，贵方仍欠我们一笔小的金额$648，无疑这已被贵方疏忽，我们盼望收到贵方的支票以结清此账。

Our prices compare most favorably with quotations you can get from other manufacturers. You’ll see that from our price sheet. The prices are subject to our confirmation, naturally.

我们的价格比其他制造商开价优惠得多。这一点你可以从我们的价格单看到，所有价格当然要经我方确认后方有效。

We offer you our best prices, at which we have done a lot business with other customers.

我们向你们报最优惠价，按此价我们已与其他客户做了大批生意。

Will you please tell us the specifications, quantity and packing you want, so that we can work out the offer ASAP.

请告诉我们贵方对规格、数量及包装的要求，以便我方尽快制定出报价。

This is the pricelist, but it serves as a guide line only. Is there anything you are particularly interested in.

这是价格表，但只供参考。是否有你特别感兴趣的商品?

Do you have specific request for packing? Here are the samples of packing available now, you may have a look.

你们对包装有什么特别要求吗?这是我们目前用的包装样品，你可以看下。

I wonder if you have found that our

specifications meet your requirements. I’m sure the prices we submitted are competitive.

不知道您认为我们的规格是否符合你的要求?我敢肯定我们的价格是非常有竞争力的

Heavy enquiries witness the quality of our products.

大量询盘证明我们的产品质量过硬。

We regret that the goods you inquire about are not available.

很遗憾，你们所询货物目前无货。

My offer was based on reasonable profit, not on wild speculations.

我的报价以合理利润为依据，不是漫天要价。

Moreover, we’ve kept the price close to the costs of production.

再说，这已经把价格压到生产费用的边缘了。

Could you tell me which kind of

payment terms you’ll choose?

能否告知你们将采用那种付款方式?

Would you accept delivery spread over a period of time?

不知你们能不能接受在一段时间内分批交货?

在双方谈判的过程中，一定要注意倾听对方的发言，如果对对方的观点表示了解，可以说：

I see what you mean.

(我明白您的意思。)

如果表示赞成，可以说：

That's a good idea.

(是个好主意。)

或者说：

I agree with you.

(我赞成。)

如果是有条件地接受，可以用on the condition that这个句型，例如：

We accept your proposal, on the condition that you order 20,000 units.

(如果您订2万台，我们会接受您的

建议。)

在与外商，尤其是欧美国家的商人谈判时，如果有不同意见，最好坦白地提出来而不要拐弯抹角，比如，表示无法赞同对方的意见时，可以说：

I don't think that's a good idea.

(我不认为那是个好主意。)

或者

Frankly, we can't agree with your proposal.

(坦白地讲，我无法同意您的提案。)

如果是拒绝，可以说：

We're not prepared to accept your proposal at this time.

(我们这一次不准备接受你们的建议。)

有时，还要讲明拒绝的理由，如

To be quite honest, we don't believe this product will sell very well in China.

(说老实话，我们不相信这种产品在中国会卖得好。)

谈判期间，由於言语沟通问题，出

现误解也是在所难免的：可能是对方误解了你，也可能是你误解了对方。在这两种情况出现後，你可以说：

No, I'm afraid you misunderstood me. What I was trying to say was...

(不，恐怕你误解了。我想说的是……)

或者说：

Oh, I'm sorry, I misunderstood you. Then I go along with you.

(哦，对不起，我误解你了。那样的话，我同意你的观点。)

总之不管你说什么，你最终的目的就是要促成一笔生意。即使不成，也要以善意对待对方，也许你以后还有机会，生意不成人情在，你说对吗

1、Would anyone like something to drink before we begin? 在我们正式开始前，大家喝点什么吧?

2、We are ready. 我们准备好了。

3、I know I can count on you. 我知道我可以相信你。

4、Trust me. 请相信我。

5、We are here to solve problems. 我们是来解决问题的。

6、We’ll come out from thi s meeting as winners. 这次会谈的结果将是一个双赢。

7、I hope this meeting is productive. 我希望这是一次富有成效的会谈。

8、I need more information. 我需要更多的信息。

9、Not in the long run. 从长远来说并不是这样。(这句话很实用，也可显示你的“高瞻远瞩”。)

10、Let me explain to you why . 让我给你解释一下原因。(很好的转折，又可磨炼自己的耐心。)

11、That’s the basic problem. 这是最基本的问题。

12、Let’s compromise. 让我们还是各退一步吧。(嘴里这么说，心里可千万别放松。追求利润最大化是一种专业精神。)

13、It depends on what you want. 那要视贵方的需要而定。(没那么正规的场合下说：那要看你到底想要什么。)

14、The longer we wait, the less likely we will come up with anything. 时间拖得越久，我们成功的机会就越少。

15、Are you negotiable? 你还有商量的余地吗?

1、We are ready. 我们准备好了。

2、I know I can count on you. 我知道我可以相信你。

3、Would anyone like something to drink before we begin? 在我们正式开始前，大家喝点什么吧?

4、Trust me. 请相信我。

5、We are here to solve problems. 我们是来解决问题的。

6、We’ll come out from this meeting as winners. 这次会谈的结果将是一个双赢。

7、I hope this meeting is productive. 我希望这是一次富有成效的会谈。