Brief Introduction

　　在 進出口 貿易中，洽談交易程序一般按 詢盤 --發盤--還盤--接受--簽訂合同這五個環節來進行的。

　　接受是達成交易和訂立合同必不可少的環節。接受在法律上叫做承諾。它是指受盤人在發盤有效期內完全同意發盤的全部內容，愿意訂立合同的一種表示。

　　一項有效的接受一般必須具備以下條件：

　　一、它必須是受盤人對一項實盤的完全同意。

　　二、必須是發盤所規定的受盤人表示同意才有效。

　　三、必須是受盤人在發盤有效期內或合理時間內表示同意才有效。

　　四、接受應由受盤人作出聲明或其他行為方式表示，并且這種表示 傳達給發盤人后才開始有效。

　　Basic Expressions

　　1. Our price is quite reasonable and other buyers in your market have accepted it.

　　我們的價格很合理，已經為你們市場的其他買主所接受了。

　　2. Please accept our offer and confirm the above-mentioned terms immediately.

　　請即接受我方報盤，并盡快確認以上條款。

　　3. Owing to heavy commitments, we can not accept fresh business at present.

　　由于訂貨太多，目前我們無法接受新的業務。

　　4. Taking the quality into consideration, we accept your offer.

　　考慮到質量，我們接受你方報盤。

　　5. We are pleased to have transacted our first act of business with your firm.

　　我們很高興同貴公司達成了首批交易。

　　6. We have succeeded in putting through the deal of five hundred bicycles.

　　我們成功地達成了五百輛自行車的交易。

　　7. We have faxed our confirmation of your order and you are requested to open the L/C as soon as possible.

　　我們已發傳真確認接受你方訂單，請你們盡快開立 信用證 。

　　8. We strongly recommend acceptance as our stocks are running low.

由于存貨日漸趨少，我們力薦貴方接受。

　　9. With an eye to future business we’ll accept payment by D/P this time.

　　為了今后的業務，我們這次可以接受付款交單方式。

　　10. We are sorry that we cannot accept your counteroffer, as the price quoted by us is quite realistic.

　　報給你方的價格已很實際，很抱歉不能接受你方還盤。

　　11. The price you quoted being found workable, we have faxed you our acceptance.

　　我們認為你們所報價格可行，已發傳真給你方表示接受。

　　12. We accept your offer provided that shipment is made in November.

　　如能在十一月份裝船，我們就接受你方報價。

　　13. Although the prevailing quotations are somewhat higher, we will accept the order on the same terms as be fore with the view of encouraging business.

　　盡管目前報價偏高，但為了促進今后業務的開展，我們仍將按過去 條件接受你方訂單。

　　Conversations

　　Dialogue 1

　　B: Mrs. Wang, would you give us an idea of the price you regard as workable?

　　W: As I said before, your price is so high that we find it difficult to make a bid. We hope you will take the initiative and bridge the gap.

　　B: Just to comply, we’re ready to reduce the price by 5 percent. I hope this concession of ours will get the ball rolling.

　　W: So do we. Certainly it’s a step forward on your side. But the gap is still too wide.

　　B: The ball is in your court, Mrs.Wang. What price would you suggest?

　　W: To make your offer workable, I think you should take another step down as big as the one you’ve just taken.

　　B: That won’t do. You see, our profit margin is very narrow. It simply can’t stand such a big cut.

W: I hate to disappoint you, Mr. Brown, but if that’s the case, we have no alternative but to cover our requirements elsewhere. Do think it over, please. We sincerely hope our discussion will come to a suc cess ful conclusion.

　　B: Well, I’m not authorized to agree to such a big reduction. Would you mind waiting a day or two, until I get a reply from the home office?

　　W: Not at all. Shall we meet again, say, on Friday morning?

　　B: Good. Friday morning at 9.

　　-- 王小姐，你認為什么價格可行呢?

　　-- 我講過， 你方價格太高使我們很難還價，希望你方能主動彌合差距。

　　-- 好吧，依從你們的意見，我們準備削價5%，希望我們這次讓步能 打開局面。

　　-- 我們也希望如此。 當然你們方面是前進了一步，但是差距還是很大。

　　-- 王小姐，看你的了。你出個價吧?

　　-- 要使你方報盤可行的話，我認為你應象剛才一樣再跨出一步。

　　-- 這不行。你知道，我方利潤額很小了，實在經不起這樣大幅度的削 價了。

　　-- 布朗先生，我不想使你感到失望，但是如果你方堅持這樣的話，我 們沒有別的辦法，只好從別處購買了。請仔細考慮一下，我們衷心 希望這次談判能圓滿達成。

　　-- 是這樣，我無權同意這樣大幅度的削價，請你等我一兩天，好嗎? 我要等國內總公司的答復。

　　-- 當然可以。那我們星期五上午再見面，好不好?

　　-- 好，星期五上午九點。

　　Dialogue 2

　　B: Good morning, Mrs.Wang. Any news?

　　W: Yes. I’ve succeeded in persuading our export manager to agree to a reduction of ten percent. He made this an exception with an eye to future business.

　　B: Good. We certainly appreciate your making these concessions for us.

　　W: May I repeat 15 Tunnel Drillers, specifications as shown in the technical data, at 57,000 Swiss Francs each, F.O.B. European Main Ports? Business is closed at this price.

　　B: Yes, that’s right. Shall we go over the other terms and conditions of the transaction to see if we agree on all the particulars?

W: All right. We have no objection to the stipulations about the packing and shipping marks. As a matter of fact, we always pack our machines in new strong wooden cases suit able for long distance ocean transportation.

　　B: The machines must be well protect ed against dampness, moisture, rust, and be able to stand shock and rough handling.

　　W: We’ll see to that.

　　-- 王小姐，早上好。有什么消息嗎?

　　-- 有，我已經說服我方出口部經理同意降價10%。他考慮到以后的生 意，所以破例降價。

　　-- 太好了，我們非常感激你方做出這些讓步。

　　-- 我再重復一下報盤：15臺隧道鉆機，規格詳見技術資料，歐洲主要 港口 離岸價每臺五萬七千瑞士法郎。交易就按此價敲定。

　　-- 沒錯。我們再檢查一下這項交易的其他條款，好嗎?看看有沒有意 見不一致的地方?

　　-- 好，我們同意關于包裝和嘜頭的條款。其實，我們的機器包裝都 采用適合于長途海洋運輸的嶄新牢固的木箱。

　　-- 機器的包裝必須防濕、防潮、防銹、防震，并且經得起粗魯的搬運。

　　-- 我們會注意的。

　　B: They are to be shipped not later than Sep tem ber 2001.

　　W: There’s no question about that.

　　B: And what about the terms of payment?

　　W: Payment by L/C, to be opened by the buyer 15 to 20 days prior to the date of delivery. That’s what we’ve agreed upon, isn’t it?

　　B: Yes, quite so.

　　W: We’d like to add the condition that the letter of credit shall be valid until the 15th day after shipment. You know, it sometimes takes us a week or so to get all the shipping documents ready for the presentation and negotiation. This will give us more leeway.

　　B: That can be done. Any questions about the in spec tion and claims?

W: None whatsoever. The quality and per for mance of our machines can stand every possible test. We agree to your conditions.

　　B: Do you also agree to the condition that all disputes, if unsettled, shall be referred to the For eign Trade Arbitration Commission for the Pro mo tion of In ter na tion al Trade?

　　W: Certainly, but I’m sure there will be no oc ca sion for arbitration.

　　-- 裝船期不能遲于2001年9月。

　　-- 沒問題。

　　-- 關于付款方式呢?

　　-- 付款采用 信用證 ，在交貨前15到20天期間由買方開出。這些我們 都已同意了，是不是?

　　-- 對，是這樣。

　　-- 我們希望加上一條， 信用證 有效期應至貨物裝船后第十五日截止。 要把所有裝船單據都準備好以便提交銀行議付，有時需要一個星期 左右。定上這樣一條可以讓我們的時間充裕一點。

　　-- 行。關于 商檢 和索賠，有什么問題嗎?

　　-- 完全沒有問題。我們的機器經得起任何質量和性能方面的測試。我 們同意你方條款。

　　-- 你是否也同意這樣一條，解決不了的糾紛，就提交 國際貿易 促進會 的對 外貿 易仲裁委員會去仲裁?

　　-- 可以，不過我相信根本不需要仲裁。

　　B: Well, then, we’ve agreed on all the major points.

　　W: Yes, Mr. Brown. We’re glad the deal has come off nicely and hope there will be more to come.

　　B: So long as we keep to the principle of equality and mutual benefit, trade between our two countries will develop further.

W: When can the contract be ready for signature?

　　B: I’ll have it ready in a couple of days.

　　W: The earlier the better. I’m leaving next week.

　　B: How about next Monday afternoon at 5? I’ll have a copy of the contract sent to your hotel in the morning for you to look over.

　　W: That suits us fine.

　　-- 那好，主要要點我們都一致同意了。

　　-- 是的，布朗先生，我們很高興圓滿達成這項交易，希望以后能達成 更多的交易。

　　-- 只要我們堅持平等互利的原則，我們兩國間的貿易一定會有所發展。

　　-- 合同什么時候能準備好簽字?

　　-- 我會在幾天內準備好的。

　　-- 越早越好，我下星期離開這里。

　　-- 下星期一下午五點怎么樣?我上午會把合同送到你賓館請你過目。

　　-- 太好了。

　　Dialogue 3

　　A: Mrs. Miller, you are an old friend of ours. In order to encourage fu ture business and as a gesture of friendship, we are pre pared to cut our price by 5%. Will that satisfy you?

　　B: That’s great. Thank you for making this concession. I accept.

　　A: Now I repeat: 5,000 transistor sets, spec i fi ca tions as shown in our catalogue at $ 20 each C.I.F. Los Angeles.

　　B: Good. Now that the price is decided on, we can discuss the packaging.

　　A: As to packaging, we’ll pack them two dozens to one carton, gross weight about 25 kilos a carton.

　　B: Carton?

　　A: Yes, corrugated cardboard boxes.

　　B: Could you use wooden cases instead?

　　A: Why use wooden cases?

　　B: I’m afraid the cardboard boxes are not strong enough for ocean transportation.

　　-- 米勒女士，你都是我們的老朋友了。為了將來業務進一步發展，也 作為友好的表示，我們準備削價5%，這樣做你滿意嗎?

-- 太好了。謝謝你作出這一讓步。我接受了。

　　-- 現在我重復一下，五千臺半導體收音機，規格根據我方目錄所示， 每臺20美元洛杉磯到岸價。

　　-- 好，既然價格已定，我們可以討論一下包裝問題。

　　-- 關于包裝問題，我們一只紙板箱內裝兩打，每箱毛重25公斤。

　　-- 是紙板箱嗎?

　　-- 是瓦楞形硬紙箱。

　　-- 你們能否改用木箱?

　　-- 為什么用木箱?

　　-- 恐怕紙板箱用于遠洋運輸不夠結實。

　　A: Cartons are comparatively light, and there fore easy to handle. They’ll not be stowed away with the heavy cargo. Besides, we’ll reinforce the cartons with metal straps.

　　B: All right. Carton or no carton, the packaging must be waterproof as well as strong enough to stand shock and rough handling.

　　A: You needn’t worry about that. Cartons are extensively used in our shipments to foreign countries and there have never been complaints from our clients. Now, as regards payment, we have agreed to use dollars, am I right?

　　B: That’s right. As soon as I get home, I’ll see about the opening of the letter of credit.

　　A: Please open the letter of credit 15 to 30 days before the date of delivery so that we’ll have enough time to make all the nec es sary arrangements. Another thing, the L/C should be val id until the 15th day after shipment.

　　B: No problem. That can be done. I understand you’ll ship the goods before the end of May?

　　-- 紙板箱比較輕，便于搬運。紙箱不會和別的笨重貨物堆放在一起 的。此外，我們會用鐵條加固紙箱的。

　　-- 好，不管是不是紙箱，包裝必須防水，而且必須堅固，經得起震動 和粗魯地搬運。

　　-- 這個你不必擔心。我們發往國外的貨中廣泛使用紙箱，從未聽到 過國外客戶有什么抱怨。至于付款，我們已同意使用美元，對嗎?

　　-- 對，我一回去就著手辦理開立信用證。

　　-- 請在交貨前15天到30天內開立信用證，以便我方有足夠的時間作 好必要的安排。另外，信用證應在裝船后15天內保持有效。

-- 沒問題，可以辦到，你們將在5月底前交貨嗎?

　　A: Right. We’ll ship the goods according to the agreed time schedule. Last, but not least, the inspection is to be carried out by Hous ton Commodities Inspection Bureau, which is final and binding on both parties.

　　B: Yes, we agreed to that. We have great confidence in your inspection institution. Through years of dealing with you, we’ve convinced of your commercial integrity.

　　A: Thank you. You can rest assured that we’ll do ev ery thing possible to prevent de fec tive commodities from going abroad. However, if there should be any disputes, we wish to have them settled through friendly discussions.

　　B: Exactly. That’s what we have done in the past.

　　A: Well, it seems we have covered everything. We’ll have the contract ready in a couple of days.

　　B: Can you speed it up and let me have it today? I’m leaving tomo- rrow. I’ve been here for almost a month now, you see. My corpo- ration is urging me to return. I’ve booked the tick et for to mor row afternoon’s flight at 3: 00.

　　A: Let me see. If we can’t get the contract ready by then, we’ll send it to you by airmail for your signature.

　　B: That’s fine too.

　　-- 對，我們將根據規定時間交貨。最后一點，但并不是最不重要 的一點是， 商檢 由休斯頓商品檢疫局執行。其檢疫結果是最后依 據，對雙方都有約束力。

　　-- 是的，我們同意了這條。我們對你方 商檢 機構很信任。通過多年的 和你們打交道，我們確信你們的商業信譽可靠。

      -- 謝謝。你們盡可放心，我們將盡一切可能去防止次品出口;但是萬 一有爭議的話，我們希望通過友好協商來解決。

　　-- 正是這樣，我們過去就是這么做的。

　　-- 好吧，看來我們各方面都談過了。我們將在幾天內把合同準備好。

　　-- 能否加快點，讓我今天拿到，行不行?我明天回國，你知道我在這 兒呆了近一個月了。我的公司催我回去，我已經買了明天下午三點 鐘的飛機票。

　　-- 讓我想想。如果到時合同還沒有準備好，我們將航空寄給你簽字。

　　-- 也好。

　　Words and Expressions

　　 bid 出價

　　 tunnel driller 地道鉆孔機

　　 technical data 技術資料

　　 shipping marks 嘜頭

　　 dampness 潮濕，濕氣

　　 moisture 水分，濕氣

　　 rust 銹

　　 leeway 余地

　　 corrugate 成波狀，使起皺

　　 unsettled 未解決的

　　 cardboard 硬紙板

　　 stow away 理艙，把貨物堆放好

　　 bind 束縛，約束

　　 Notes

　　1. take the initiative 采取主動，帶頭

　　2. bridge the gap 彌合差距，實際是reach an agreement on price

　　3. get the ball rolling 推動(把這筆交易往前推動)，即開始

　　4. The ball is in your court. 輪到你了。

　　5. take another step down 再減一次價

　　6. can’t stand 經不住(受不了)

　　7. We have no alternative but to…… 我們沒有別的辦法，只好……

　　8. come to a successful conclusion 圓滿結束

　　9. make this an exception 就這次破例

　　10. with an eye to 考慮到

　　11. presentation and negotiation the seller presents the shipping documents to the negotiating bank to negotiate his draft for the goods shipped.

　　賣方向議付行提交運輸單據辦理議付手續，取得出口貨物的貸款。

　　12. Council for Promotion of International Trade

　　 國際貿易 促進委員會

　　13. There will be no occasion for arbitration at all.

　根本沒有必要進行仲裁。

　　14. The deal has come off nicely. 這筆交易圓滿成功了。

　　15. That suits me fine. 我沒有問題。

　　16. carton or no carton 不管用不用紙箱

　　A Specimen Letter

　　Dear Sirs:

　　We are glad to know from your letter of May 15th that you have ac-cepted our offer dated May 4th.

　　In reply, we confirm having sold to you 10,000 metric tons of small red beans on the following terms and conditions:

　　Price: at U.S. $400 per metric ton C.F.R. Vancouver.

　　Packaging: in gunny bags of about 50 kilograms net each

　　Quality: FAQ 2001

　　Shipment: to be effected from New York to Vancouver during Jan u ary 2001.

　　Payment: by a confirmed and irrevocable letter of cred it in our favor, pay able by draft at sight.

　　We are pleased to have transacted this first business with you and look forward to the further expansion of trade to our mutual benefit.

　　先生：

　　我們很高興從貴方五月十五日的來信中得知，你們已接受我方五月四日的報盤。

　　對此，我方確認按下列條款售給你方一萬公噸小紅豆：

　　價格：每公噸成本加運費四百美元

　　目的港：溫哥華

　　包裝：麻袋，每袋凈重五十公斤

　　品質：2001年產大路貨

　　裝運：2001年1月船期，從紐約至溫哥華

　　支付：以我方為受益人的保兌的、不可撤消的信用證，憑即期匯票支付。

　　非常高興此次與你們達成第一筆交易，盼望以后能進一步發展雙方互利的貿易。

　　Substitution Drills

　　1 The gap between your price and mine is still great.

　　the quantities

　　the prices

　　你我之間的 價格差異 仍然很大。

　　數量差異

　　價格差異

　　2 will lead to the change of our trade policy in the future.

　   The execution of the contract

　　The falling of the price

　　The absence of the tariffs

　　The coming of the financial reforms

　　合同的執行 將會導致我們未來貿易政策的變化。

　　價格的下調

　　關稅 的免除

　　即將到來的財政改革

　　3 We can assure that everything is in order. Thank you for your sincere cooperation.

　　you they’ll be safe

　　that your goods will be safe and sound

　　我們可以保證 事情都會有條不紊的。 謝謝您的真誠合作。

　　他們將會很安全。

　　你的貨物將會完好無損。

　　4 You mean we should meet each other half way?

　　choose the minimum?

　　accept the adjustable price?

　　你的意思是說我們應該 各讓一半嗎?

　　選擇最小量嗎?

　　接受可調節價格嗎?

　　5 Mr. Green, do you think it’s time to sign the contract?

　　discuss the terms of payment?

　　start working?

　　格林先生，你認為是該 簽協議了嗎?

　　討論付款條件了嗎?

　　開始工作了嗎?