商务交际与谈判答案

商务交际与谈判答案 《商务交际与谈判》作业答案 平时作业: Chapter One I. Please answer the following questions briefly. 1. What are the major features of international business negotiation? 1) In international negotiations the parties must deal with the laws, policies and political authorities of more than one nation. These laws and policies may be inconsistent, or even directly opposed. 2) A second factor unique to international business is the presence of different currencies. 3) A third element common to international business negotiations is the participation of governmental authorities 4) International ventures are vulnerable to sudden and drastic changes in their circumstances. 5) International business negotiators also encounter very different ideologies. 6) Cultural differences are an important factor in international negotiations. 2. What problems different currencies might give rise to in the international trade? 1) Exchange rate varies over time, which may result in unexpected losses or gains. 2) Each government generally seeks to control the flow of domestic and foreign currencies across their national boundaries. 3. Please list some possible sudden and drastic risks that international ventures are vulnerable to in their circumstances, and then give some suggestions to combat these risks. Risks: War or revolution, changes in government, currency devaluation, … Means to combat these risks: -employing political risk analysts, -by foreign investment insurance, -and by Force Majeure clauses. 4. Please list the 3 steps involved in practical negotiations. 1) -Preparation for negotiation; 2) -Process of negotiation; 3) -Signing a business contract 5. How to make preparations for international negotiation? 1) set the target for negotiation; 2)establish business relations 3) get as much information as possible; 4) make a feasible negotiation plan 6. What items does a complete contract usually include? title 契约名称 preamble 约首 names and statutory addresses objectives and principles text 正文 specifies the concrete rights and obligations of the parties concerned concluding clause 结尾 effectiveness, expiration, signature 7. What are the basic principles of negotiation? -equality principle -sincere cooperation -keep it flexible and fluid II. Translate the following English sentences into Chinese. 1.The parties hereto shall, first of all, settle any dispute arising from or in connection with the contract by friendly negotiations. Should such negotiations fail, such dispute may be referred to the People's Court having jurisdiction on such dispute for settlement 双方首先应通过友好协商，解决因 合同 劳动合同范本免费下载装修合同范本免费下载租赁合同免费下载房屋买卖合同下载劳务合同范本下载 而发生的或与合同有关的争议。如果协商未果，可将 争议提交有管辖权的人民法院解决。 2. The board meeting shall be convened and presided over by the Chairman. Should the chairman be absent, the vice-Chairman shall, in principle, convened and preside over the board meeting. 董事会会议应由董事长召集、主持;如董事长缺席，原则上应由副董事长召集、主持。 3. On the FOB basis, the Buyer shall book shipping space in accordance with the date of shipment specified in the contract. 按照FOB条件，由买方负责根据合同规定的装运日期洽定舱位。 4. Whereas Party B has the right and agrees to grant Party A the right to use, manufacture and sell the Contract Products of Patented Technology; 鉴于乙方有权并同意将专利技术的合同产品的使用权、制造权和销售权授予甲方; 5. Whereas Party A desires to use the Patented Technology of Party B to manufacture and sell the Contract Products; 鉴于甲方希望利用乙方的专利技术制造并销售合同的产品; 6. This Share Purchase Agreement is made on the 3rd day of May, 1991 by and between&: (1) ENTERPRISES HOJAEC SA, a company organized and existing& under the laws of France and having its registered office& at 89 rue Albert Thomas, 75010 Paris and (2) Mark Gilbert Handerson, an individual with nationality of the United States of America ( Passport No.12345678), residing at 2199 Palm Street, Pleasant Hill, California 94509, USA. 本股份收购契约订立于公元一九九一年五月三日，双方当事人为: (1) 依法国法律组织设立的ENTERPRISES HOJAEC SA公司， 注册所在地为 48 rue Albert Thomas, 75010 Paris (2) 美国籍的Mark Gilbert Handerson (护照号码12345678 )，居住于 2199 Palm Street, Pleasant Hill, California 94509, USA. 7. At the request of Party B, Party A agrees to send technicians to assist Party 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。 8. The personnel shall not to partake in any political activities in Iraq. 所有人员不得参加伊拉克国内的任何政治活动。 9. The Employer shall render correct technical guidance to the personnel. 雇主应该对有关人员给予正确技术指导。 10. Party A shall repatriate the patient to China and bear the cost of his passage to Guangzhou. 甲方应将病人遣返中国并负责其返回广州的旅费。 11. This Contract shall be governed by and construed in accordance with the laws of China. 本合同受中国法律管辖，并按中国法律解释。 12. The Employer may object to and require the Contractor to replace forthwith any of its authorized representatives who is incompetent. 雇主认为承包人委派的授权代 表 关于同志近三年现实表现材料材料类招标技术评分表图表与交易pdf视力表打印pdf用图表说话 pdf 不合格时，可以反对并要求立即撤换。 13. The Chairperson may convene an interim meeting based on a proposal made by one-third 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。 14. In case one party desires to sell or assign all or part of its investment subscribed, the other party shall have the preemptive right. 如一方想出售或转让其投资之全部或部分，另一方有优先购买权。 15. In processing transactions, the manufacturers shall never have title either 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。 16. The term "Effective date" means the date on which this Agreement is duly executed by the parties hereto. “生效期”指双方合同签字的日子。 Chapter Two and Three Price negotiation I. Please answer the following questions briefly. 1. Please give some suggestions that are helpful in price negotiation. a. Be aware that the negotiation starts when you say hello. b. Don’t lead with your wallet and leave yourself room to negotiate some more. c.Think like the buyer. d. Be brutally honest with yourself as to what your added value is really worth. (value-added analysis sheet) e. Finally, and most important, be patient. 2. What do inquiries usually involve? The supply of commodities The price The catalogue The packing The delivery date Terms of payment Other terms concerned 3. What is a firm offer? And what does it usually include? A firm offer is a promise to sell goods at a stated price, usually within a stated period of time. It must be clear, definite, complete and final. It usually includes: the name, price, quality and quantity of the goods; the date of delivery and/or the time of shipment the terms of payment the validity of the offer other things concerned, such as packing, discount, insurance, etc. 4. What are the differences between quotations and firm offers? 1) Quotation can be withdrawn by the seller without previous notice. 2) A firm offer, although not a contractual obligation, cannot be withdrawn by the seller within its validity. It is the buyer’s option to accept or reject or counter-offer during the validity period. 3) If the buyer accepts an offer, then it is a contractual obligation. So no reputable seller would risk his reputation by withdrawing his offer before the stated or agreed time. 5. What points should a letter of rejection cover? 1) Thank the seller for his offer. 2) Express regret at inability to accept. 3) Make a counter-offer if it is appropriate. 4) Suggest other opportunities to do business together. 6. What is a good order? An order should be accurate and clear. It should: include all details of description, quantities and prices and quote article numbers, if any; state mode of packing, port of destination and time of shipment; confirm the terms of payment as agreed upon in preliminary negotiations. 7. What is a good first order expected to convey? express pleasure at receiving the order; add a favorable comment on the goods ordered; include an assurance of prompt and careful attention; draw attention to other products likely to be of interest; hope for further orders. 8. What are price terms? : Price terms , also called trade terms or delivery terms, are an important component of a unit price in international trade, representing specific obligations of the buyer and the seller. : Price terms are those English abbreviated letters used to represent relevant formalities, expenses, risks and obligations between sellers and buyers during the period of delivery of goods. 9. Please briefly explain the price term –EXW. : EXW - Ex Works 工厂交货(……指定地点) : EXW means that the seller delivers when he places the goods at the disposal of the buyer at the seller’s premises or another named place (i.e. works, factory, warehouse, etc.) not cleared for export and not loaded on any collecting vehicle. : -- Title and risk pass to buyer including payment of all transportation and insurance cost from the seller's door. : Used for any mode of transportation. 10. Please briefly explain the price term –FCA. : FCA - Free Carrier 货交承运人 : -- Free Carrier means that the seller delivers the goods, cleared for export, to the carrier nominated by the buyer at the named place. The seller is obligated to load the goods on the Buyer's collecting vehicle if the delivery occurs at the seller’s premise. : Used for any mode of transportation. 11. Please briefly explain the price term –FAS. : FAS - Free Alongside Ship 船边交货 : --Title and risk pass to buyer including payment of all transportation and insurance cost once delivered alongside ship by the seller. The export clearance obligation rests with the seller. : Used for sea or inland waterway transportation. 12. Please briefly explain the price term – FOB. : FOB - Free On Board 船上交货 : FOB means that the seller delivers when the goods pass the ship’s rail at the named port of shipment. : The FOB term requires the seller to clear the goods for export. : Used for sea or inland waterway transportation. 13. Please briefly explain the price term –CFR. : CFR - Cost and Freight 成本加运费 : CFR means that the seller delivers when the goods pass the ship’s rail at the named port of shipment. : The seller must pay the cost and freight necessary to bring the goods to the named port of destination. But the risk of loss of or damage to the goods, as well as any additional costs due to events occurring after the time of delivery, are transferred from the seller to the buyer. : It requires the seller to clear the goods for export. : Used for sea or inland waterway transportation. 14. Please briefly explain the price term –CIF. : CIF - Cost, Insurance and Freight 成本、保险费加运费付至 : CIF means that the seller delivers when the goods pass the ship’s rail at the named port of shipment. : The seller pays transportation and insurance cost to destination port. : But the risk of loss of or damage to the goods, as well as any additional costs due to events occurring after the time of delivery, are transferred from the seller to the buyer. : It requires the seller to clear the goods for export. : Used for sea or inland waterway transportation. 15. Please briefly explain the price term – CPT. : CPT - Carriage Paid To 运费付至 : -- Title, risk and insurance cost pass to buyer when delivered to carrier by seller who pays transportation cost to destination. : It requires the seller to clear the goods for export. : Used for any mode of transportation. 16. Please briefly explain the price term – CIP. : CIP - Carriage and Insurance Paid To 运费、保险费付至 : --Title and risk pass to buyer when delivered to carrier by seller who pays transportation and insurance cost to destination. : It requires the seller to clear the goods for export. : Used for any mode of transportation. 17. Please briefly explain the price term –DAF. : DAF - Delivered at Frontier 边境交货 : -- Title, risk and responsibility for import clearance pass to buyer when delivered to named border point by seller. : It requires the seller to clear the goods for export. : Used for any mode of transportation. 18. Please briefly explain the price term –DES. : DES - Delivered Ex Ship 目的港船上交货 : -- Title, risk, responsibility for vessel discharge and import clearance pass to buyer when seller delivers goods on board the ship to destination port. : Used for sea or inland waterway transportation. 19. Please briefly explain the price term –DEQ. : DEQ - Delivered Ex Quay (Duty Paid) 目的港码头交货 Title and risk and import clearance pass to buyer when delivered on board : -- the ship at the destination point by the seller who delivers goods on dock at destination point. : The seller has to bear costs and risks involved in bringing the goods to the named port of destination and discharging the goods on the quay. : Used for sea or inland waterway transportation. 20. Please briefly explain the price term –DDU. : DDU - Delivered Duty Unpaid 未完税交货 : -- Title, risk and responsibility of import clearance pass to buyer when seller delivers goods to named destination point. : The seller has to bear costs and risks involved in bringing the goods to the named destination point, other than any duty for import in the country of destination. : Buyer is obligated for import clearance. : Used for any mode of transportation. 21. Please briefly explain the price term –DDP. : DDP - Delivered Duty Paid 完税后交货 : -- Title and risk pass to buyer when seller delivers goods to named destination point cleared for import. : The seller has to bear costs and risks involved in bringing the goods to the named destination point， including any duty for import in the country of destination. : Used for any mode of transportation. II. Translate the following English sentences or paragraphs into Chinese. 1. a: How much are you asking per unit? b: Our factory price is $4.50 per unit. But it depends on quantity. a: Assume I order 30 000 outright? b: Then I could bring it down to $4.48. a: That doesn't seem like much of a reduction. How about $4.45? b: I'll tell you what. If you double the order, I suppose we could consider it. a: 请问单价多少? b: 我们工厂单价为4.5美元.但可依据量来调整. a: 假设我总共要订购30 000件呢? b: 那么可以降价到$4.48. a: 折扣不怎么多嘛,$4.45怎么样? b: 这么说好了,如果定单量加倍,我想我们可以考虑的. 3. Dear Sirs Messrs. Brown & Clark of this city inform us that you are exporters of all cotton bed-sheets and pillowcases. We would like you to send us details of your various ranges, including sizes, colours and prices, and also samples of the different qualities of material used. We are large dealers in textiles and believe there is a promising market in our area for moderately priced goods of the kind mentioned. When replying, please state your terms of payment and discount you would allow on purchases of quantities of not less than 100 dozen of individual items. Prices quoted should include insurance and freight to Liverpool. Yours faithfully United Textiles Limited manager 先生: 本市Brown&Clark公司告知我们，你们是全棉床单及枕套的出口商。请你寄下你方经营的 各种商品的详情，包括尺寸、颜色及价格，以及所用的各种材料的样品。 我们是纺织品的大贸易商，相信价格适中的上述商品在本地区有良好的市场。 请在答复时说明你方付款以及单项商品的购买量不少于100打所能给与的折扣。所报价格需 包括到利物浦的保险及运费。 United Textiles Limited 经 理 4. Dear Sirs We are very pleased to receive your enquiry of 15th January and enclose our illustrated catalogue and price list giving the details you ask for. Also by separate post we are sending you some samples and feel confident that when you have examined them you will agree that the goods are both excellent in quality and reasonable in price. On regular purchases in quantities of not less than 100 dozen of individual items we would allow you a discount of 2%. Payment is to be made by irrevocable L/C at sight. Because of their softness and durability, our all cotton bed-sheets and pillowcases are rapidly becoming popular and after studying our prices you will learn that we are finding it difficult to meet the demand. But if you place your order not later than the end of this month, we would ensure prompt shipment. We invite your attention to our other products such as table-cloth and table napkins, details of which you will find in the catalogue, and look forward to receiving your first order. Yours sincerely China National Import & Export Corp Manager 先生: 收到你放1月15日询价殊为欣慰。今附上你所要求的具有详细内容的附图目录及价格单。 另邮寄上一些样品，我们相信在你细查这些样品后，你将会同意，这些货物是价廉物美的。 对于定期购买单项商品数量不少于100打，我们可给予2%的折扣。用不可撤销的即期信 用证付款。 由于品质柔软而耐用，我们的全棉床单及枕套很快成了畅销商品。你们在研究了我方价格 之后，对我们为什么甚难满足需求这一事实你方就不难做知道了。但你方如能在本月底前 向我们订货，我们将保证迅速发货。 同时我们也请你注意我们的其他产品，如台布及台巾，其详细情况也可以从目录上找到， 等候你方首次定单。 中国进出口公司 经理 5. Dear Sirs We are glad to inform you that we are interested in hand-made gloves in a variety of genuine leather. There is a steady here for glover of high quality and, although sales are not particularly high, good prices can be obtained. Will you please send us a copy of your catalogue for gloves, with details of your prices and terms of payment. We should find it most helpful if you could also supply samples of the various leather of which the gloves are made. Yours faithfully Casio & Pomponio Co., Ltd Manager 先生: 我们愉快地告诉你们，我们对各种真皮手工制的手套有兴趣。对高质量的手套这里有稳定的 需求，虽然销售数量不特别多，但能卖到好价格。 请寄一份你们的手套目录，并说明价格及付款条款。如能寄来各种用于制手套的皮样将是极 为有帮助的。 6. Gentlemen: The price quotes contained in your E-mail of May 20, 2002 gained favorable attention with us. We would like to order the following items consisting of various colors, patterns and assortments: Large 2000 dozen Medium 4000 dozen Small 2000 dozen As the sales season is approaching, the total order quantity should be shipped in July. At that time an irrevocable L/C for the total purchase value will be opened. Please confirm the order and E-mail a shipping schedule. Sincerely, Xxx 先生们: 2002年5月20日电子邮件报价深受欢迎。 我拟选各种颜色、式样、品种的衬衫如下: 大号 2000打 中号 4000打 小号 2000打 售季将至，全部货物应于7月登轮。届时全额不可撤销信用证将予以开出。请确认订 货，用电子邮件告知装运时间表。 真诚的，xxx 7. Dear Sir, We thank you for your Order No.222 received this morning for 8000 dozen cotton shirts, but regret to have to disappoint you. At present we have no stock of shirts in the size required and do not expect further deliveries for at least another five weeks. Before then you may have been to obtain the shirts elsewhere, but if not we will notify you immediately our new stocks come in. Yours faithfully, Xxx 亲爱的先生: 我们今早接到贵方222号订单，定购8000打棉质衬衫，十分感谢。但可能要使贵方失 望了，十分抱歉。 目前我们没有贵方所需尺寸的衬衫存货，而且至少在5个星期内亦不会有货。在此期间贵方 可从别处购买衬衫，如未能购到，一旦新货运到，我们定当立即通知贵方。 8. I can give you a definite answer on the price terms. 我可以就价格条款答复你方。 9.You wish to have a discussion of the price terms of washers. 您是想谈谈洗衣机的价格条款吧。 10. Yes, all of the price terms are acceptable. 是的，哪种价格条款都可以接受的。 11. C.I.F. is the price term normally adopted by you, right? C.I.F.是你们经常采用的价格条款，是吗, 12. Sometimes F.O.B. and C&F are also employed. 我们有时也用离岸价或成本加运费价。 13. You said yesterday that the price was $60/mt, C.I.F. Brussels. 您昨天说价格定为每公吨60英镑C.I.F. 布鲁塞尔。 14. In case F.O.B. is used, risks and charges are to be passed over to the buyers once the cargo is put on board the ship. 如果采用离岸价，货一上船，货物的风险和费用就都转给买方了。 15. Your price is quoted C&F Xingang at USD200 per washer, right? 你方报价是每台洗衣机200德国马克，C&F新港价，对吗, III. Complete the following dialogues with appropriate sentences. 1. Importer: What are the prices on these models? Exporter: We might be able to offer you a 10% cut on your initial order. Ten percent off is about as low as we can go. 2. B: we’ve received offers for higher quality products. So business depends very much on your prices A: it’s the sellers who arrange the shipping space. Chapter Four Terms of payment I. Please answer the following questions briefly. 1. Briefly explain the three types of remittance. (a) mail transfer(M/T), 信汇 The buyer will hand over the payment of the goods to the remitting bank that will authorize its branch bank or correspondent bank(代理行, 往来行, 通知行) in the country of the beneficiary by mail to make payment to him. (b)telegraphic transfer(T/T), 电汇 The buyer will hand over the payment of the goods to the remitting bank which will authorize its branch bank or correspondent bank in the country of the beneficiary by telegraphic means to made the payment to him. Mail transfer is cheap but time-consuming, while telegraphic transfer is more expensive but much faster. (c)demand draft(D/D), 票汇 The buyer will come to the local bank to buy a banker’s bill and then deliver it to the seller or beneficiary by mail. When the seller of beneficiary receives it, he will take the money from the relative bank in his place. 2. What is the difference between D/P at sight and D/P after sight? D/P at sight(即期付款交单): it requires immediate payment by the importer to get hold of the documents. D/P after sight (远期付款交单) : the importer is given a certain period to make payment as 30, 45, 60, or 90 days after presentation of the documents, but he is not allowed to get hold of the documents until he pays. 3. What is the difference between revocable L/C and irrevocable L/C? 1) Revocable L/C—one that may be amended or cancelled by the issuing bank at any moment and without prior notice to the beneficiary before the documents have been paid, accepted or negotiated 2) Irrevocable L/C—one that cannot be amended or cancelled without express permission of all parties 4. What is the difference between confirmed L/C vs. unconfirmed L/C? 1) A confirmed L/C has the commitment of the confirming bank besides that of the issuing bank’s commitment. 2) An unconfirmed L/C contains the commitment of the issuing bank only. II. Translate the following English sentences or letters into Chinese. 1. Our terms of payment are by a confirmed irrevocable letter of credit by draft at sight. 2. Since the total amount is so big and the world monetary market is rather unstable at the moment, we can not accept any terms of payment other than a Letter of Credit. 3. In order to conclude the business, I hope you’ll meet me half way. What about 50% by L/C and the balance by D/P (document against payment,付款交单)? 4. For such a large amount, a L/C is costly. Besides, it ties up my money. All this adds to my cost. 5. I’d like to discuss the terms of payment with you. I wonder if you would accept D/P. 6. We have instructed our bank to open an irrevocable letter of credit in your favor. The amount is $ 1,300.00. 7. We shall draw on you at 60 days sight after the goods have been shipped. Please honor our draft when it falls due. 8. The bank has just advised us that our Draft No.2 was declined (rejected, refused). 1 我们的支付方式是以保兑不可撤消的、凭即期汇票支付的信用证。 2. 因为这次交易额大，而且目前国际金融市场很不稳定，所以我们除接受信用证付款外， 不能接受别的付款方式。 3. 为了做成这批生意，希望双方都各让步一半。百分之五十以信用证付款，百分之五十按 付款交单怎么样, 4. 开这样大数额的信用证，费用很大，再说资金也要积压，这些都要使成本增加。 5. 我想同你讨论一下付款条件。不知你能否接受付款交单的方式。 6. 我们已通知我方银行开立以你方为受益人的、不可撤消的、跟单信用证，其金额为一千 三百美金。 7. 货物装运后，我们将向你方开出见票六十天内付款的汇票，请到期即付。 8. 我们刚收到银行通知，我们的第二号汇票被拒付了。 9. Dear sirs: We have received your letter of December 20th and noted with interest your intention of pushing the sale of our automobiles in your country. Although we are much appreciative of your efforts to help sell our automobiles, we regret being unable to consider your request for payment by D/A 60 days’ sight. Our usual practice is to ask for sight L/C. However, in order to facilitate developing the sale of automobiles in your market, we are prepared to accept payment by D/P at sight as a special accommodation. We hope that the above payment terms will be acceptable to you and look forward to the pleasure of hearing from you soon. Yours faithfully, Manager 先生: 十二月二十日来函收到，获悉你方有意在贵国推销我们的汽车。对此，我们很感兴趣。 对你们为推销我方汽车所作的努力，我们甚为感激。但对你方要求以见票后六十天内承兑交 单付款一事，我们很保歉不能予以考虑。我们通常的做法是要求即期信用证付款。 然而，为了促进我们的汽车在贵方市场上的销售，我方准备接受即期交单付款方式，以示特 别照顾。 希望你能接受上述付款条件，并盼早日收到回音。 经理 10. Dear Sirs, We wish to inform you that the goods under S/C No.1234 have been ready for some time, and moreover, according to the provisions in the sales confirmation, shipment is to be made in June, 19... We sent a telex fortnight ago, asking you to expedite the establishment of the relevant L/C. It was anticipated that the L/C would have reached us by now. However, much to our disappointment, we have not been given a reply, nor have we received your L/C up to the time of writing. We are at a loss to understand what has happened at your end. As the time of shipment is drawing near, we cannot but point out that unless your L/C comes into our possession before May 31, 19.., we shall not be able to effect shipment within the stipulated time limit and in the meantime shall hold you responsible for any loss. Last but not least, we wish to stress the point that care should be taken not to incorporate in your L/C any clause that is at variance with the terms set forth in the Sales Confirmation. We are awaiting your information by telex about L/C position. Yours faithfully, 先生: 兹告售货确认书1234 号项下货物备妥已有一个时期。根据售货确认书的相关条款，货 物应于19...年6月起运。我方两周前向贵方发出电报一封，望贵方从速开立信用证。我方原 来预计现在应收到贵方开立的信用证，但令我方非常失望的是我方即没收到任何回复，也没 收到贵方开立的信用证。不知贵方发生了什么问题。 装运日期将至，我方必须重申，贵方开立的信用证必须于19...年5月31日前寄达我方， 否则我方无法在规定的期限内装货，同时，贵方须承担由此带来的一切损失。 最后，我方想借此强调，信用证的条款须于售货确认书的相关条款完全一致。 期待贵方电报回复有关信用证开立的情况。 经理 Chapter Five Packing & Shipment & Insurance I. Please answer the following questions briefly. 1. What factors might affect packing? 1. Value of goods 2. Nature of goods 3. Modes of transportation 4. Rules and regulations 5. Temperature variation 6. Cost of packing 2. Please briefly explain the differences between transport packing and sales packing. : Packing can be divided into transport packing (outer packing) and sales packing ( inner packing). : Transport packing should be solid and durable, adaptable to changing climates during the long journey, convenient for storage, stowing, calculation, cargo inspection and identification and have the least weight, volume and cost. : Sales packing is done greatly to push the sales of the goods. 3. What should be negotiated in the negotiation of the delivery of goods? : When negotiating the delivery of goods, the negotiator should be familiar with the following contents: : modes of transportation : time of shipment : place of shipment and place of destination : partial shipment and transference : shipping advice (装运/发货通知书) : shipping documents 4. Please list several modes of transportation. : Ocean freight : cheap, large quantities, long distance : Air freight : fastest service, restrictive on weight and volume, expensive : Road transport : a door-to-door service, : Rail transport : faster than road, hauling bulk goods in greater volume 5. What does the shipment advice usually include? The required shipment advice includes: : the contract No. and L/C number; : The name of the commodity; : The quantity loaded; : The invoice value; : The name of the vessel; : The port of loading and the port of destination; : The date of B/L; : The date of departure; : The estimated time of arrival at the port of destination 6. Please list at least 5 types of insurance. Types of insurance :Basic risks : free from particular average (P.P.A.) 平安险 : with particular average (W.P.A.) 水渍险 : all risks 一切险 :Additional risk : general additional risks: : theft, pilferage and non-delivery (T.P.N.D.) 偷盗、提货不着险 : fresh water and/or rain damage 淡水雨淋险 : shortage 短量险 : leakage 渗漏险 : sweat or heating 受潮、受热险 : breakage of packing 包装破裂险 II. Translate the following English sentences into Chinese. 1. :A: Mr. Smith, shall we talk about packing now? :B: Sure. I’d like to have an idea how you are going to pack our blouses. :A: for blouses, each is wrapped in a transparent plastic bag and then packed in a beautifully designed box, ready for window display. :B: That sounds good. Have you got any samples here? :A: Yes, here you are. :B: Well, I think the design and the color of the box will be well received by our local consumers. :A: Good. An attractive packing will be helpful to push sales a lot. :B: What about the outer packing? :A: Blouses will be packed 10 dozen to one carton, gross weight around 25 kilos a carton. :B: Cartons? I’m afraid cartons are not strong enough for ocean transportation. :A: The cartons we use are corrugated cardboard(瓦楞纸箱 ) boxes. They will also be reinforced with straps. :B: How about using wooden cases instead? :A: We could use wooden cases if you insist, but the charge for packing will be higher. It will also slow delivery. Blouses are usually packed by cartons to save freight cost. Cartons are comparatively light and easy to handle in loading and unloading. They won’t be stowed away with heavy cargo. :B:But goods are to be transshipped on the way. The cartons might be moved about on an open wharf. Don’t you think the dampness or rain might get into them, making the blouses spotty. :A: The cartons will be lined with plastic sheets(塑料布), so that they will be waterproof and moisture proof. :B: So you think cartons are strong enough for sea voyage and transshipment. But cartons might be easy to be cut open with a knife. Then our products may have the risk of pilferage. :A: Tampering with cartons is easily detected. This will discourage pilferage. :B: I’m afraid the insurance company might refuse indemnification in case of damage or pilferage, on ground of improper packing. :A: The cartons are extensively used for such light articles in international trade. Such packing has been approved by PICC for W.P.A. and T.P.N.D. so far there haven’t been complaints from our clients. :B: Well, then, we’d quite be happy to accept cartons. :A: Good. The problem of packing is settled. 答案见课本《实用商务谈判英语》(朱文忠、周杏英主编)p49-51 2. :A: We are very impressed by the quality of your products after the visit to the factory and we may be able to give you a trial order. Here is a list of the items in which we are interested. If we place a firm order with you, when could you deliver the goods? :B: Could I see the list please? (after reading the list) I see, Mr. Smith. This will amount to about USD 1 million. :A: Could you deliver the goods in 30 days? :B: The whole consignment? :A: Yes. :B: I can’t guarantee that now, Mr. Smith. I have to phone the factories and see what they would say, but I think 45 days would be a more realistic estimate. :A: That will be too late for us. November will be the selling season for this commodity. We’ve got to market it at the end of October. If we miss the season, we won’t be able to make any profits. So could you deliver the whole consignment within 30 days? :B: I’m afraid not. The goods are out of stock. They are our best selling products this year. :A: Could you urge the manufacturer to speed up their production? The time of delivery means a lot to us. The Customs formalities in my country are rather complicated. The flow of goods through the marketing channels take at least 2 or 3 weeks. :B: I quite understand your position. How about partial shipment? Could we deliver 50% of the goods in 30 days and the balance in 45 days? :A: Could we make it better? How about 70% in 30 days and 30% in 45 days? :O.K. 答案见课本《实用商务谈判英语》(朱文忠、周杏英主编)p70-71 3. Helen: Hello, I'm calling from San Francisco for Kevin Lee. 哈啰，我是旧金山方面的，找李凯文。 Kevin: This is Kevin Lee speaking. 我是李凯文。 Helen: Hi. This is Helen Parker calling. 嗨。我是海伦•派克。 Kevin: Good morning, Helen. What can I do for you? 早安，海伦。有什么我能效劳的吗, Helen: I'm calling to find out how you would like your order of speakers, by air or by sea? 我想请教你要如何运送你下单的扬声器，空运还是海运? Kevin: We need part of that order by next week, so we would like to do a partial air shipment. 我们下个星期就要一部分的订货，所以有部份想用空运。 Helen: How much of it do you want shipped by air? 您想要空运多少数量呢? Kevin: We'd like to ship half the order by air and the rest by sea. 一半用空运，剩下的一半用海运。 Helen: OK. Do you want us to use our freight forwarding agent? 好的。你要用我们公司的货运代理商吗? Kevin: Actually, we've got a freight forwarder over there--China Consolidated. I'll fax you their contact information. 实际上，我们那边自己有货运公司--中国联合公司。我会把他们的联络资料传真给你。 Helen: All right. We can deliver that half to your agent tomorrow morning. 好的。我们明早可以出一半的货给你们的代理商。 Kevin: That would be great. 那太好了。 Helen: I'm not sure what the shipping schedule will be for the sea freight. 我不确定海运的时间表。 Kevin: No hurry. We're not in a big rush for the second half of the order. 不急。另一半的订单我们不是很急。 Helen: All right. I'll let you know the shipping details later and I'll send you the shipping documents by DHL as soon as I get them. 好的。我稍后再通知你送货细节，我一拿到出货文件就马上用DHL 快递给你。 Kevin: Very good. We'll be expecting to hear from you. And thanks for calling. 很好。我们等你的消息。谢谢你的来电。 4. :A: Now, let’s discuss what type of risk we need to cover in the insurance document! :B: Ok. If we make a choice from FPA, WPA and All Risks, we hope the insurance document should cover all risks. Do you agree with us? :A: Yes, we do. But we think it better for the insurance document in the credit to cover All Risk including war risks, strikes, and riots. :B: Why so? :A: It is because the so-called ―All Risk‖ does not include coverage against war, strikes, riots, etc. We need to have all risks covered in the insurance documents. :B: I see. But won’t it mean there will be more premium we have to pay for insurer? :A; Yes, of course. However, it is worthwhile to do so. :B: You are correct. 答案见课本《实用商务谈判英语》(朱文忠、周杏英主编)p96-97 5. Helen:I'm calling to discuss the level of insurance coverage you've requested for your order. 海伦:我打电话来是想讨论你所要求的订单保险额的级别。 Henry:I believe that we have requested an amount twenty-five percent above the invoice value? 亨利:我想我们要求的是高于发票价值百分之二十五的保险金额。 Helen:Yes, that's right. We have no problem in complying with your request, but we think that the amount is a bit excessive. 海伦:是的，没错。我们可以答应这个要求，但是我们觉得金额有点太高。 Henry:We've had a lot of trouble in the past with damaged goods. 亨利:我们过去有太多货物毁损的困扰。 Helen:I can understand your concern. However, the normal coverage for goods of this type is to insure them for the total invoice amount plus ten percent. 海伦:我能了解你的考虑。然而，一般这类产品的保险额度是发票总额再加百分之十。 Henry:We would feel more comfortable with the additional protection. 亨利:有额外的保障会让我们觉得安全些。 Helen:Unfortunately, if you want to increase the coverage, we will have to charge you extra for the additional cost. 海伦:很遗憾，如果你们想增加保险额的话，我们就得向你们收取额外的费用。 Henry:But the insurance was supposed to be included in the quotation. 亨利:但是保险应该包含在报价里了。 Helen:Yes, but we quoted you normal coverage at regular rates. 海伦:是的，但是我们向你们报的价是一般比例下的正常保险额。 Henry:I see. 亨利:我了解。 Helen:We can, however, arrange the extra coverage. But I suggest you contact your insurance agent there and compare rates. 海伦:不过超出的保险额我们可以再商量。但是我建议你和你们那边的保险代理商联络并比 较一下价格。 Henry:You're right. It might be cheaper on this end. 亨利:你说得没错，在这边可能会比较便宜。 Helen:Fax me whatever rates you find there and I'll compare them with what we can offer. 海伦:不论你那里找到的是那一种价格都传真给我，我会和我们可以提供的价格来做比较。 Chapter Six Culture and negotiation 1. Please list several ways that culture affects negotiating style. [1] Negotiating Goal: Contract or Relationship? [2] Negotiating Attitude: Win/Lose or Win/Win? [3] Personal Style: Informal or Formal? [4] Communication: Direct or Indirect? [5] Sensitivity to Time: High or Low? [6] Emotionalism: High or Low? [7] Form of Agreement: General or Specific? [8] Building An Agreement: Bottom Up or Top Down? [9] Team Organization: One Leader or Group Consensus? [10] Risk Taking: High or Low? 2. Please briefly explain the U.S. approaches to negotiation. ,be competitive in their approach to negotiations, including coming to the table with a fall-back position but beginning with an unrealistic offer; ,be energetic, confident, and persistent; they enjoy arguing their positions, and see things universally -- i.e., they like to talk about broad applications of ideas; ,concentrate on one problem at a time; ,focus on areas of disagreement, not areas of commonality or agreement; ,like closure and certainty rather than open-endedness or fuzziness. 3. Please briefly explain the German approaches to negotiation. ,Known for thorough preparation ,Sticking steadfastly to their negotiating positions ,Getting into the point directly ,Unwilling to take risks 4. Please briefly explain the British approaches to negotiation. ,Putting a wide margin in their opening position so as to leave room for substantial concession during bargaining process. ,Reserve rather than expressive or demonstrative in the way they communicate 5. Please briefly explain the Japanese approaches to negotiation. ,Rarely come to the table in groups smaller than 3 ,Not discuss points not prearranged ,Ambiguous response to proposals ,Dress and behave formally ,Time-consuming