Brief Introduction

在進(jìn)出口貿(mào)易中，洽談交易程序一般按詢(xún)盤(pán)——發(fā)盤(pán)——還盤(pán)——接受——簽訂合同這五個(gè)環(huán)節(jié)來(lái)進(jìn)行的。

接受是達(dá)成交易和訂立合同必不可少的環(huán)節(jié)。接受在法律上叫做承諾。它是指受盤(pán)人在發(fā)盤(pán)有效期內(nèi)完全同意發(fā)盤(pán)的全部?jī)?nèi)容，愿意訂立合同的一種表示。

一項(xiàng)有效的接受一般必須具備以下條件：

一、它必須是受盤(pán)人對(duì)一項(xiàng)實(shí)盤(pán)的完全同意。

二、必須是發(fā)盤(pán)所規(guī)定的受盤(pán)人表示同意才有效。

三、必須是受盤(pán)人在發(fā)盤(pán)有效期內(nèi)或合理時(shí)間內(nèi)表示同意才有效。

四、接受應(yīng)由受盤(pán)人作出聲明或其他行為方式表示，并且這種表示 傳達(dá)給發(fā)盤(pán)人后才開(kāi)始有效。

Basic Expressions

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

我們的價(jià)格很合理，已經(jīng)為你們市場(chǎng)的其他買(mǎi)主所接受了。

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

請(qǐng)即接受我方報(bào)盤(pán)，并盡快確認(rèn)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(wú)法接受新的業(yè)務(wù)。

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

考慮到質(zhì)量，我們接受你方報(bào)盤(pán)。

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(dá)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(dá)成了五百輛自行車(chē)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(fā)傳真確認(rèn)接受你方訂單，請(qǐng)你們盡快開(kāi)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(yè)務(wù)，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(bào)給你方的價(jià)格已很實(shí)際，很抱歉不能接受你方還盤(pán)。

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

我們認(rèn)為你們所報(bào)價(jià)格可行，已發(fā)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(bào)價(jià)。

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(bào)價(jià)偏高，但為了促進(jìn)今后業(yè)務(wù)的開(kāi)展，我們?nèi)詫催^(guò)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(rèn)為什么價(jià)格可行呢？

—— 我講過(guò)， 你方價(jià)格太高使我們很難還價(jià)，希望你方能主動(dòng)彌合差距。

—— 好吧，依從你們的意見(jiàn)，我們準(zhǔn)備削價(jià)5%，希望我們這次讓步能 打開(kāi)局面。

—— 我們也希望如此。 當(dāng)然你們方面是前進(jìn)了一步，但是差距還是很大。

—— 王小姐，看你的了。你出個(gè)價(jià)吧？

—— 要使你方報(bào)盤(pán)可行的話，我認(rèn)為你應(yīng)象剛才一樣再跨出一步。

—— 這不行。你知道，我方利潤(rùn)額很小了，實(shí)在經(jīng)不起這樣大幅度的削 價(jià)了。

—— 布朗先生，我不想使你感到失望，但是如果你方堅(jiān)持這樣的話，我 們沒(méi)有別的辦法，只好從別處購(gòu)買(mǎi)了。請(qǐng)仔細(xì)考慮一下，我們衷心 希望這次談判能圓滿(mǎn)達(dá)成。

—— 是這樣，我無(wú)權(quán)同意這樣大幅度的削價(jià)，請(qǐng)你等我一兩天，好嗎？ 我要等國(guó)內(nèi)總公司的答復(fù)。

—— 當(dāng)然可以。那我們星期五上午再見(jiàn)面，好不好？

—— 好，星期五上午九點(diǎn)。

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(jīng)說(shuō)服我方出口部經(jīng)理同意降價(jià)10%.他考慮到以后的生 意，所以破例降價(jià)。

—— 太好了，我們非常感激你方做出這些讓步。

—— 我再重復(fù)一下報(bào)盤(pán)：15臺(tái)隧道鉆機(jī)，規(guī)格詳見(jiàn)技術(shù)資料，歐洲主要 港口離岸價(jià)每臺(tái)五萬(wàn)七千瑞士法郎。交易就按此價(jià)敲定。

—— 沒(méi)錯(cuò)。我們?cè)贆z查一下這項(xiàng)交易的其他條款，好嗎？看看有沒(méi)有意 見(jiàn)不一致的地方？

—— 好，我們同意關(guān)于包裝和嘜頭的條款。其實(shí)，我們的機(jī)器包裝都 采用適合于長(zhǎng)途海洋運(yùn)輸?shù)膷湫吕喂痰哪鞠洹?/P>

—— 機(jī)器的包裝必須防濕、防潮、防銹、防震，并且經(jīng)得起粗魯?shù)陌徇\(yùn)。

—— 我們會(huì)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(méi)問(wèn)題。

—— 關(guān)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(mǎi)方開(kāi)出。這些我們 都已同意了，是不是？

—— 對(duì)，是這樣。

—— 我們希望加上一條，信用證有效期應(yīng)至貨物裝船后第十五日截止。 要把所有裝船單據(jù)都準(zhǔn)備好以便提交銀行議付，有時(shí)需要一個(gè)星期 左右。定上這樣一條可以讓我們的時(shí)間充裕一點(diǎn)。

—— 行。關(guān)于商檢和索賠，有什么問(wèn)題嗎？

—— 完全沒(méi)有問(wèn)題。我們的機(jī)器經(jīng)得起任何質(zhì)量和性能方面的測(cè)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(guó)際貿(mào)易促進(jìn)會(huì) 的對(duì)外貿(mào)易仲裁委員會(huì)去仲裁？

—— 可以，不過(guò)我相信根本不需要仲裁。

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