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 you

can 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 are pleased to make you an offer for …/

Here’s our offer. /

I expect you to accept our general terms and

conditions of trade. /

Would you tell us what quantity you require so

that 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.

Inquiry

An 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 demand

May 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 the

relevant 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 the

chairs.

请告诉你方椅子到汉堡到岸价的最低价格。

Offer and counter--offer

An 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 subject 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. packing

A counter—offer is made when the prospective buyers find any terms and conditions in the offer unacceptable.

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--offer

It is also called negotiating prices

About currencies

Australian Dollar

Canadian Dollar

Hong Kong Dollar

US Dollar

Euro Dollar

Swiss Franc

German Marks

Japanese Yen

RMB

Supplementary Vocabulary

Acceptable price

Attractive price

Workable price

Current price

Favorable price

Floor price (rock bottom price)

Market price

Retail price

Wholesale price

Firm offer

Offer without engagement

Sales volume

50% off

25% discount

Buy one, get one

We 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。

If the price is higher than that, we'd rather call the whole deal off.

如果价格比这还高，我们宁愿放弃这桩生意。

Let’s meet each other half way.那我们各让一步吧。

贸易术语

• FOB 为Free On Board 的缩写，意思是“装运港船上交货”，即“离岸价”。其后要标明指定的

装运港。按照«国际贸易术语解释同通则»，采用FOB 成交时，卖方承担的基本义务是在合同规定的装运港和规定的期限内，将货物装上买方指派的船只，并及时通知买方。货物在装船时越过船舷，风险即由卖方转至买方。

2．CIF 的全称是Cost(成本费) 加Insurance(保险费) 加Freight(运输费) ，即“到岸价”。 Group work

1. A businessman from Scotland makes an inquiry about your green beans, for which you have the following quotation:

Commodity & specifications: Green beans , grade A

Price: USD 620 per metric CIF

2. There is a heated discussion on price and discount between Mr. Wang and Mr. Daniel. It seems to be difficult for them to clinch a deal.

•

Recommend:

英语点津 •

• http://bbs.exue.com/ •

Homework

• 1. 了解并熟悉付款方式及其表达方法如:信用证结算、承兑交单、付款交单等. • 2. 了解有关佣金的一般表达方式.

• 3. 了解并熟悉有关包装及装运的一般表达方式。

Agent

Sole agent

Sole agency agreement

We are pleased to offer you a sole agency for the sale of our products in your country.

If terms prove workable, we’d like to appoint you as our agent.

We have no intention of considering exclusive sales in your market at present.

We’d like to renew our sole agency agreement for another two years.

We will increase our turnover if you appoint us as your sole agent.

We’d like to sign a sole agency agreement with you on your electric fans for a period of three year.

Commission

佣金一般是代理商因介绍交易而获取的报酬.

佣金一般是以百分比的形式给予.

We shall remit you a 5% commission of invoice value after payment is effected.

We usually pay our agents a 5% commission of the value for each deal.

We wish to be your agent in our district if the commission rate is favorable.

Payment terms

Payment terms 支付条件, 是国际贸易中的主要交易条件之一.

支付条件包括: 使用的货币、付款金额、时间和地点、支付方式等.

按结汇方式来分: 记帐结算和现汇结算

按支付时间来分: 预付、即付和延付

按付款依据来分: 货到付款和凭单付款

信用证（Letter of Credit—L/C）国际贸易中常用的一种支付和结算方式，即由银行（开证行）根据买方（申请人）的要求和指示，向卖方（受益人）开立的一定金额，在一定期限内按规定条件付款的凭证。只要卖方(受益人) 提供与信用证条款相符的货运单据, 开证行必须履行付款义务. 支票是一种银行信用，由银行做买卖双方的中间人和担保人，使卖方收汇和买方收货都有安全保证，有助于促进双方顺利达成交易和资金周转。在国际贸易中被广泛使用. ( bank’s charge & deposit-- tie up the money)

irrevocable : (不可撤消的) ，这个词在信用证中极为重要，“不可撤消信用证”一经开出，在其

有效期内，未经受益人同意，开证行或买方不得修改或撤消。

We’ll deliver the goods within 30 days after we receive the relevant L/C.

付款交单 (Documents Against Payment—D/P) 跟单托收的一种交单方式。按照这种方式，代收行交单以付款人付款为前提。如汇票遭到拒付，卖方仍握有代表货物所有权的提单，可保留对货物的支配权。因风险较小, 付款交单使用得也较多.

承兑交单 (Documents Against Acceptance—D/A) 跟单托收的一种交单方式。按照这种方式，汇票的付款期限均为远期；付款人承兑远期跟单汇票后，代收行即将所附全套货运单据交给付款人，等到汇票到期付款人始付票款。因对卖方来说有较大风险，因此这种方式一般只用于信用记录较好的老客户。这种方式其实是出口人对进口人的一种资金融通

(accommodation)。

payment by D/A 60 day’s sight

• Our terms of payment are by a confirmed irrevocable letter of credit by draft at sight. 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. 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? 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？

3. We have instructed our bank to open an irrevocable documentary letter of credit in your favor. The amount is $ 1,300. 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。

4. We shall draw on you at 60 days sight the goods have been shipped. Please honor our draft

when it falls due. 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。 packing

outer packing( transport packing)

inner packing

wrapper

polythene

carton( cardboard box)

wooden case

metal strap

fragile

damp

Cartons are not strong enough for heavy goods./

We’ll use metal straps to reinforce the outside./

Cartons are easy to cut open, and this increases the risk of pilferage./

All our cartons are lined with plastic sheets, so they are waterproof.(, which is waterproof)/

Waterproof

Damp —proof

Leak —proof

Lining

mark 唛头

Indicative Mark 指示性标志

Warning Mark 警告性标志

upward 向上，由下往上

This Side Up 此端向上

Handle With Care 小心轻放

Keep Upright 勿倒置

Use No Hooks 请勿倒挂

Keep in a dry place 在干燥处保管

Keep in a cool place 在冷处保管

Keep away from boilers 远离锅炉

Keep away from heat 请勿受热

Keep away from cold 请勿受冷

Keep Dry 防湿

Explosive 爆炸品

Fragile 易碎品

Inflammable 易燃品

表达商品包装的方法:

• 1. “in …”用某物包装.

Walnuts are packed in double gunny bags.

• 2. “in … of…each ”用某物包装, 每件装多少.

Men’s shirts are packed in wooden cases of 10 dozen each.

• 3. “in … of …each, …to …”用某物包装, 每件装多少, 若干小容器装于一大容器中. Pens are packed in boxes of a dozen each, 100 boxes to a carton.

As this article is fragile, please case it into durable packing. 这种物品易碎，请以耐用包装来装箱。

We usually pack each piece of men’s shirt in a box, half dozen to a box and 10 dozens to a wooden case.

我们通常把每件男衬衣装入一个盒子里，半打装一箱，十打装一个木箱。

The wooden case should be not only seaworthy but also strong enough to protect the goods from any damage. 木箱不仅要适合于海运，还要十分坚固足以保护货物不受任何损失。

Please be assured that the packaging is strong enough to withstand rough handling. 请确保此包装牢固，足以承受粗糙地搬运。

Group work

•

• Mr. Smith 来到广州与厂商的代理Ben 继续商谈订购丝绸事宜. Mr. Smith 以公司小, 资金周转有困难为由, 希望Ben 能够接受托收作为付款方式. homework 合同的签订保险, 索赔的表达方法. 找出类似的案例.

投资

insurance

• Cargo transport insurance is to protect the interests of importers and exporters from possible financial losses caused by risks during the transit of goods.

• Insured

• Insurer

• Insurance policy

• PICC (the People’s Insurance Company of China)

险别（Insurance Coverage）

战争险（War Risk）

水渍险（With Particular Average—WPA ）

平安险（Free from Particular Average-FPA）

一般附加险（General Additional Risks）

特别附加险 (Special Additional Risks)

综合险 (All Risks)/ 一切险

保险费（Premium ）

海洋货物运输保险 (Marine Risks)

• I’d like to know what insurance you will cover for your clients?

• We will also cover the extraneous risks if our clients require, but the extra premium is for the buyer’s account.

• Please cover WPA and War risks for us.

• We will have your goods covered against WPA at 110% of the invoice value.

•

We have covered insurance on 1,000 cases of beer for 110% of the invoice value against all risks. 我们已将一千箱啤酒按发票金额的百分之一百一十投保一切险。

•

W.P.A. plus Risk of Breakage suit your consignment. 贵方货物适合于投保水渍险及破碎险。

According to international practice, we do not insure against such risks unless the buyers call for them. 按照国际惯例，我们不投保这些险别，除非买主提出要求投保。

We can serve you with a broad range of coverage against all kinds of risks for sea transport, such as Free of Particular Average (F. P.A.), With Particular Average (W.P.A.), All Risks and • •

Extraneous Risks. 我们可以承保海洋运输的所有险别，如：平安险、水渍险、一切险和附加险。

Claim and Arbitration

• Failure for the buyer and seller to perform any of his contractual obligations may cause breach of contract, the injured party can lodge a claim.

• Usually the two parties would like to solve the dispute through mutual consultation or mediation, if cannot, they have to resort to the arbitration organizations.

• We shall lodge a claim for all the losses incurred as a consequence of your failure to ship our order in time. 由于你方未能及时交货，我方将向你方提出由此而遭受的全部损失的索赔。

•

All of the products should be lodged within 15 days after their arrival. 任何有关该产品质量问题的申诉应该在货物到达后的十五天内提出。

•

Our investigation shows that improper packing caused damage. Therefore we have to refer this matter to you. 我方检验证明，货物受损是由于包装不当而造成的。因此，我们不得不将此事提交你处解决。

•

In view of the long business relations between us, we wish to meet you half way to settle the claim. 考虑到我们之间长期的业务关系，我们愿意各让一半解决这项索赔。

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

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 you

can 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 are pleased to make you an offer for …/

Here’s our offer. /

I expect you to accept our general terms and

conditions of trade. /

Would you tell us what quantity you require so

that 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.

Inquiry

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 demand

May 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 the

relevant 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 the

chairs.

请告诉你方椅子到汉堡到岸价的最低价格。

Offer and counter--offer

An 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 subject 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. packing

A counter—offer is made when the prospective buyers find any terms and conditions in the offer unacceptable.

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--offer

It is also called negotiating prices

About currencies

Australian Dollar

Canadian Dollar

Hong Kong Dollar

US Dollar

Euro Dollar

Swiss Franc

German Marks

Japanese Yen

RMB

Supplementary Vocabulary

Acceptable price

Attractive price

Workable price

Current price

Favorable price

Floor price (rock bottom price)

Market price

Retail price

Wholesale price

Firm offer

Offer without engagement

Sales volume

50% off

25% discount

Buy one, get one

We 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。

If the price is higher than that, we'd rather call the whole deal off.

如果价格比这还高，我们宁愿放弃这桩生意。

Let’s meet each other half way.那我们各让一步吧。

贸易术语

• FOB 为Free On Board 的缩写，意思是“装运港船上交货”，即“离岸价”。其后要标明指定的

2．CIF 的全称是Cost(成本费) 加Insurance(保险费) 加Freight(运输费) ，即“到岸价”。 Group work

1. A businessman from Scotland makes an inquiry about your green beans, for which you have the following quotation:

Commodity & specifications: Green beans , grade A

Price: USD 620 per metric CIF

2. There is a heated discussion on price and discount between Mr. Wang and Mr. Daniel. It seems to be difficult for them to clinch a deal.

•

Recommend:

英语点津 •

• http://bbs.exue.com/ •

Homework

• 1. 了解并熟悉付款方式及其表达方法如:信用证结算、承兑交单、付款交单等. • 2. 了解有关佣金的一般表达方式.

• 3. 了解并熟悉有关包装及装运的一般表达方式。

Agent

Sole agent

Sole agency agreement

We are pleased to offer you a sole agency for the sale of our products in your country.

If terms prove workable, we’d like to appoint you as our agent.

We have no intention of considering exclusive sales in your market at present.

We’d like to renew our sole agency agreement for another two years.

We will increase our turnover if you appoint us as your sole agent.

We’d like to sign a sole agency agreement with you on your electric fans for a period of three year.

Commission

佣金一般是代理商因介绍交易而获取的报酬.

佣金一般是以百分比的形式给予.

We shall remit you a 5% commission of invoice value after payment is effected.

We usually pay our agents a 5% commission of the value for each deal.

We wish to be your agent in our district if the commission rate is favorable.

Payment terms

Payment terms 支付条件, 是国际贸易中的主要交易条件之一.

支付条件包括: 使用的货币、付款金额、时间和地点、支付方式等.

按结汇方式来分: 记帐结算和现汇结算

按支付时间来分: 预付、即付和延付

按付款依据来分: 货到付款和凭单付款

irrevocable : (不可撤消的) ，这个词在信用证中极为重要，“不可撤消信用证”一经开出，在其

有效期内，未经受益人同意，开证行或买方不得修改或撤消。

We’ll deliver the goods within 30 days after we receive the relevant L/C.

(accommodation)。

payment by D/A 60 day’s sight

• Our terms of payment are by a confirmed irrevocable letter of credit by draft at sight. 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. 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? 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. We shall draw on you at 60 days sight the goods have been shipped. Please honor our draft

when it falls due. 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。 packing

outer packing( transport packing)

inner packing

wrapper

polythene

carton( cardboard box)

wooden case

metal strap

fragile

damp

Cartons are not strong enough for heavy goods./

We’ll use metal straps to reinforce the outside./

Cartons are easy to cut open, and this increases the risk of pilferage./

All our cartons are lined with plastic sheets, so they are waterproof.(, which is waterproof)/

Waterproof

Damp —proof

Leak —proof

Lining

mark 唛头

Indicative Mark 指示性标志

Warning Mark 警告性标志

upward 向上，由下往上

This Side Up 此端向上

Handle With Care 小心轻放

Keep Upright 勿倒置

Use No Hooks 请勿倒挂

Keep in a dry place 在干燥处保管

Keep in a cool place 在冷处保管

Keep away from boilers 远离锅炉

Keep away from heat 请勿受热

Keep away from cold 请勿受冷

Keep Dry 防湿

Explosive 爆炸品

Fragile 易碎品

Inflammable 易燃品

表达商品包装的方法:

• 1. “in …”用某物包装.

Walnuts are packed in double gunny bags.

• 2. “in … of…each ”用某物包装, 每件装多少.

Men’s shirts are packed in wooden cases of 10 dozen each.

• 3. “in … of …each, …to …”用某物包装, 每件装多少, 若干小容器装于一大容器中. Pens are packed in boxes of a dozen each, 100 boxes to a carton.

As this article is fragile, please case it into durable packing. 这种物品易碎，请以耐用包装来装箱。

We usually pack each piece of men’s shirt in a box, half dozen to a box and 10 dozens to a wooden case.

我们通常把每件男衬衣装入一个盒子里，半打装一箱，十打装一个木箱。

The wooden case should be not only seaworthy but also strong enough to protect the goods from any damage. 木箱不仅要适合于海运，还要十分坚固足以保护货物不受任何损失。

Please be assured that the packaging is strong enough to withstand rough handling. 请确保此包装牢固，足以承受粗糙地搬运。

Group work

•

投资

insurance

• Cargo transport insurance is to protect the interests of importers and exporters from possible financial losses caused by risks during the transit of goods.

• Insured

• Insurer

• Insurance policy

• PICC (the People’s Insurance Company of China)

险别（Insurance Coverage）

战争险（War Risk）

水渍险（With Particular Average—WPA ）

平安险（Free from Particular Average-FPA）

一般附加险（General Additional Risks）

特别附加险 (Special Additional Risks)

综合险 (All Risks)/ 一切险

保险费（Premium ）

海洋货物运输保险 (Marine Risks)

• I’d like to know what insurance you will cover for your clients?

• We will also cover the extraneous risks if our clients require, but the extra premium is for the buyer’s account.

• Please cover WPA and War risks for us.

• We will have your goods covered against WPA at 110% of the invoice value.

•

We have covered insurance on 1,000 cases of beer for 110% of the invoice value against all risks. 我们已将一千箱啤酒按发票金额的百分之一百一十投保一切险。

•

W.P.A. plus Risk of Breakage suit your consignment. 贵方货物适合于投保水渍险及破碎险。

According to international practice, we do not insure against such risks unless the buyers call for them. 按照国际惯例，我们不投保这些险别，除非买主提出要求投保。

We can serve you with a broad range of coverage against all kinds of risks for sea transport, such as Free of Particular Average (F. P.A.), With Particular Average (W.P.A.), All Risks and • •

Extraneous Risks. 我们可以承保海洋运输的所有险别，如：平安险、水渍险、一切险和附加险。

Claim and Arbitration

• Failure for the buyer and seller to perform any of his contractual obligations may cause breach of contract, the injured party can lodge a claim.

• Usually the two parties would like to solve the dispute through mutual consultation or mediation, if cannot, they have to resort to the arbitration organizations.

•

All of the products should be lodged within 15 days after their arrival. 任何有关该产品质量问题的申诉应该在货物到达后的十五天内提出。

•

In view of the long business relations between us, we wish to meet you half way to settle the claim. 考虑到我们之间长期的业务关系，我们愿意各让一半解决这项索赔。

商务英语谈判口译

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