1、場景商務英語Unit 1 希望與要求1. Wed like to express out desire to establish business relations with you on the basis of equally, mutual benefit and the exchange of needed goods.我方希望能在平等、互利、互通有無的根底上與貴司建立業(yè)務關系。2. In order to extend our export business to your country, we wish to enter into direct business relatio

2、ns with you.為了能在貴國拓寬我方的出口業(yè)務，我們希望能與你們直接建立業(yè)務關系。3. Our hope is to establish mutually beneficial trading relations between us.我們希望雙方能建立互惠的貿易關系。4. We look forward to a further extension of pleasant business relations.希望我們之間友好的業(yè)務關系得到進一步的開展。5. Its our hope to continue with considerable business dealing wit

3、h you.我方希望能夠繼續(xù)同貴方保持大量的業(yè)務往來。6. We look forward to receiving your quotation very soon.我方期待著盡快收到貴方的報價。7. I hope youll see from the reduction that we are really doing our utmost.希望貴方能從這一降價中看出我方真的在盡最大的努力。8. We hope to discuss business with you at your earliest convenience.我們希望盡早與你方洽談業(yè)務。9. We wish to expr

4、ess our desire to trade with you in leather shoes.我方希望能與貴方達成皮鞋貿易。10. We look forward to your early and trust that through our mutual cooperation we shall be able to conclude this transaction with you in the near future.我們盼望早日得到你方的答復，并相信通過相互合作，我們不久即可達成這筆交易。11. I hope we can do business together, and

5、look forward to hearing from you soon.希望我們有合作時機，并靜候您的佳音。12. I hope that we can cooperate happily.希望我們合作愉快。13. I hope that we can continue our cooperation.希望我們能繼續(xù)合作。14. We sincerely hope that this transaction will turn out to the satisfaction of both parties.我們真心地希望這次交易能使我們雙方都能滿意。15. We hope that thi

6、s market trend will continue.我方希望這種市場趨勢能繼續(xù)開展下去。Part II16. It is hoped that you would seriously take this matter into consideration and let us have your reply soon.希望你方能認真考慮這件事，并盡快答復我們。17. We hope that you will deal with our request earnestly.希望能得到貴方的迅速答復。18. We hope to receive your immediate answer.

7、希望得到貴方的迅速答復。19. We are looking forward to having your early reply to this matter.希望貴方對這件事能盡早答復。20. We hope that this dispute can be settled through friendly negotiation without its being submitted for arbitration.我方希望爭方可以通過友好談判加以解決，而不要仲裁。21. We look forward to your settlement at an early date.我方期待著貴

8、方早日解決這一問題。22. Your early settlement of this case will be appreciated.如能早日解決這一問題，我方將不勝感謝。23. We hope that you can settle the claim as quickly as possible.希望貴方能盡快解決索賠事宜。24. We hope that there will be no repetition of this kind of trouble in the future.希望類似的麻煩將來不再發(fā)生。25. We expect that you will offer us

9、 a lower price as soon as possible.期待貴方能盡快報一個更低的價格。26. We hope that the matter can be brought to a satisfactory solution.希望此事有一個圓滿的解決。27. I do hope this undesirable incident will not stand in the way of our future business.我希望這件不愉快的事情不會影響我們今后的貿易。28. We hope this matter will not affect our good relat

10、ions in our future dealings.我希望此事不會影響我們將來業(yè)務中的良好關系。29. I wish that this business will bring benefit to both of us.希望這筆生意對我們雙方都會帶來好處。30. We hope this incident will not bring any harm to our pleasant relations.我們希望此事不會給我們的良好關系帶來任何損害。2.實地拜訪參觀1.慣用口語句子：Ill show you around and explain the operations as we

11、go along.我會帶您到處看看，給您解釋一下我們的操作流程。Ill take you around the factory and show you our machines in operation.我會帶您參觀一下工廠，看看我們運行中的機器。operation n. 操作，運行show sb. around“帶某人四處走走，到處看看，參觀go along“前進，進行Ill be very happy to answer any of your enquiries.我很快樂答復您的任何問題。Ill give you more information later.呆會兒我會告訴您更多的信息

12、。enquiry n. 詢問，調查，打聽也可寫作inquiryWhen was the plant set up?= When did you establish the factory?工廠是什么時候建立的？plant n. 工廠set up“建立How large is the plant?工廠有多大？How large an area does this warehouse cover?倉庫占地面積右多大？warehouse n. 倉庫It covers an area of 75,000 square meters.它的占地面積有七萬五千平方米。Its total area is 4.

13、000.它的總面積是四千平方米。It covers a total area of 5,000.它的總面積是五千平方米。cover an area of“占地面積This is one of our five workshops.這是我們五個車間中的一個。This is the shop where your engineers are going to be trained.這就是你們的工程師要來接受培訓的那個車間。workshop n. 車間Ill take you to the assembly shop.我?guī)タ纯囱b配車間。assembly n裝配，組裝This is the end

14、 of our factory tour.我們的工廠參觀到這里就結束了。This completes our schedule for today.現在我們完成了今天的行程。tour一，旅行這里指參觀complete v. 完成，結束2.實用對話visiting the Factory參觀工廠Secretary: Good afternoon, Mr. Yang. Im Jill, Mr. Smiths secretary. Would you like to look around the factory first?秘書：楊先生，下午好。我是史密斯先生的秘書，我叫吉爾。您要先參觀一下工廠嗎

15、？Visitor: Yes, I would.來訪者：好的。Secretary: Now this is our office block. We have all the administrative departments here: Sales, Accounting, Personnel,Market Research and so on.秘書：這是我們的辦公區(qū)。我們所有的行政部門都在這里：銷售部、會計部、人事部、市場調查部等等。Visitor: Whats that building opposite us?來訪者：我們對面的那棟樓是做什么用的？Secretary: Thats th

16、e warehouse where the larger items of medical instruments are stored. We keep a stock of the fast-moving items so that urgent orders can be met quickly from stock. ( in the workshop ) This is one of our three workshops.This is the delivery bay here.秘書：那是一個用來儲存體積比擬大的醫(yī)療器械的倉庫。銷售快的我們都有存貨，可以快速滿足一些比擬急的定單。

17、在車間這是我們三個車間中的一個。這里是運輸部。Visitor: Oh, I see.來訪者：噢，我明白了。Secretary: The steel sheets and bars come in, as you see, in different sizes and are unloaded onto the delivery bay here. Webuy them in from a steel works in Wales. This is the new conveyor belt we installed last year. We doubled our output in thi

18、sdepartment as a result.秘書：您看，我們進了不同型號的鋼板和鋼筋，都卸在這里的運輸部。這些都是我們從威爾士的一家鋼廠買來的。這是我們去年安裝的輸送帶。這個輸送帶讓這個部門的輸送量提高了一倍。Visitor: Oh, really?來訪者：噢，真的嗎？Secretary: Ill take you to the assembly shop.秘書：我?guī)タ纯囱b配車間3.詳細解說1.“keep a stock of sth.表示“有某物的庫存，有某物的存貨。2.“steel works意為“鋼鐵廠，其中的“works表示“工廠，例如：the engineering work

19、s機器制造廠。3.“assembly shop意為“裝配車間。另外，“assembly line表示“裝配線。例如 : He works on the assembly line at the local car factory.他在當地的汽車制造廠裝配線上工作。4.文化洗禮西方商務餐相關禮儀無論是親自到對方工廠實地參觀，還是邀請對方來你們的企業(yè)參觀，通常情況下，都防止不了要共進一兩次商務餐。這不僅是商務禮儀的表達，也是生意談判的需要，因為吃飯聊天不僅可以促進雙方的關系，也為生意談判創(chuàng)造了良好的氣氛。下面是一些商務餐相關禮儀方面的考前須知：邀請與受邀：邀請異性商務伙伴就餐，最好是午餐而不是晚餐

20、。如果對方口頭邀請你，你應給予口頭答復。如果正式向你發(fā)出請?zhí)憔蛻獣婊貜停蝗缧柚x絕商務性的邀請，應以業(yè)務的理由予以婉拒如工作太忙、有工作安排等。不要以私人事務為由予以謝絕，這樣會使對方認為你受私人生活的約束而無法將時間傾注在工作上。餐館的選擇：一定要防止選擇有羅曼蒂克氣氛的餐館，最好選擇適宜商務會談的餐館。座位：根據禮儀，最舒服的位子總是要留給最重要的客人。如果桌子位于角落里，你的客人的座位就應當背墻，以便他能看到整個大廳或者看到最好的景色。進餐：在某些西餐館，餐桌上擺有好幾副餐具用于吃魚的、吃雞肉的、吃沙拉的和吃甜食的等。如果你不知道要選用哪一種，那么你就要記住首先要用靠最外邊的餐具，最

21、后用最里邊的餐具。左手拿又，右手拿刀，食指按在刀背上。不要用刀切面包而要用手掰面包。不要取離你較遠的菜，而要取離你最近的菜。不同的文化差異：西方人與東方人的用餐習慣有很多不同之處，在西方，飯后極少使用牙簽。因此，如果你與外國人一道就餐，你就要暫時放棄這個習慣。3.觀看貨樣展品1.慣用口語句子：Would you like to have a look at cur showroom?您想看一下我們的樣品間嗎？Shall I show you a sample of each?要不要我把每一種樣品都拿給您看看？showroom n. 展示間，樣品問sample n. 樣品Heres our sa

22、mple room.= Heres our showroom.這是我們的樣品間。sample room=showroom“樣品間All the goods on display are for sale.所有展品都對外銷售。Its only been on the market for a couple of months.這種產品才上市兩三個月。on display“展示for sale“待售a couple of“兩三個Our commodities are enjoying fast sales.我們的商品銷售很快。This product enjoys a good fame abro

23、ad.這種產品在國外享有盛譽。commodity n. 商品fame n. 聲譽，名望Would you like to step up here for our demonstration?您要不要走過來看看我們的操作演示？demonstration n. 演示，示范step up“走上前來We have a very wide selection of hand tools.我們有很多種手工工具可供選擇。We have a large collection of sample foodstuffs here.我們有種類豐富的食品樣品。We have a great variety of g

24、oods on display.我們展出的商品種類非常豐富。selection n. 選擇，挑選collection n. 收集，聚集，集合foodstuff n. 食品variety n. 種類，品種a variety of“各種各樣的“have a wide selection of sth.和“have a large collection of sth. “都表示“擁有很多品種的。All the exhibits are fine in quality and beautiful in design.所有的展品都質量優(yōu)良、設計精美。Im sure you will be very sa

25、tisfied with the quality and price.我確信您一定會對產品的質量和價格都非常滿意的。exhibit n. 展品，陳列品2.實用對話Visiting the Sample Room參觀樣品室Clerk: Heres our sample room.職員：這是我們的樣品室。Visitor: Youve got a large collection of sample foodstuffs here.參觀者：你們這里展出的食品樣品種類很豐富。Clerk: Yes. We are exporting a wide range of foodstuffs to many

26、countries. And the demand is getting greater and greater.By the way, which items are you interested in?職員：是的，我們向很多國家出口很多種類的食品，而且需求量越來越大。順便問一下，您對哪些產品感興趣？Visitor: Im particularly interested in shortbreads. Do you have some samples you could show me?參觀者：我對松脆酥餅很感興趣。您有樣品可以讓我看看嗎？Clerk: Yes. This way, plea

27、se. Our shortbread is in a variety of flavors, such as almond, walnut, lotus seed, etc. Anddifferent packaging has different weights. We can make packages within a reasonable range of any size you require.職員：有，這邊請。我們的松脆酥餅有很多種口味，比方：杏仁味的、核桃味的、蓮子味的等等。不同的包裝重量也不同。我們可以根據你們的要求在合理的范圍內調整一下包裝的尺寸。Visitor: The

28、small sizes are more marketable than the large ones for us. I wonder if Your pastry tastes better.參觀者：對我們來說，小包裝比大包裝在市場上更好銷售。不知道你們的點心味道是不是比市場上的同類產品更好吃？Clerk: You are welcome to have a try. Here it is. Ours is of prime quality.職員：歡送您品嘗。給您。我們的糕點質量絕對是一流的。Visitor: Oh, its delicious.參觀者：噢，真的很好吃3.詳細解說1.“a

29、wide range of.表示“許多不同的，例如：students from a wide range of backgrounds來自許多不同背景的學生。2.“shortbread是一種由面粉、糖和大量奶油制成的“松脆酥餅。3.“a variety of的意思是“許多種的，例如：He resigned for a variety of reasons.他辭職有許多原因。4.“weight的意思是“重量，體重，例如：Bananas are usually sold by weight.香蕉通常按重量賣。Her weight has increased to 70 kilos.她的體重已經增加

30、到了70公斤。其動詞形式“weigh表示“稱(的重量，例如：She weighed herself on thebathroom scales.她在浴室的秤上稱了體重。4.文化洗禮關于產品品質的表達法無論是去對方企業(yè)參觀貨樣展品還是對方來你們的企業(yè)參觀貨樣展品，都會就產品的品質進行一番評論或比擬。下面，就來看一些有關產品“品質的英文表達法：品質優(yōu)良: The quality is excellent / superior / very good / fine / high / wonderful / supreme.品質低劣: The quality is bad / inferior / n

31、ot good / poor / imperfect / defective / faulty l second-rate / lower / unsatisfactory.物品已達標準品質: An article is up to the standard quality. / An article is of the same quality as the standard. /An article is equal to the standard quality. /An article is the same as the standard quality.物品在標準以下: An ar

32、ticle is below the standard.物品在標準以上: An article is above the standard.物品和樣品一致: An article is up to the sample. / An article corresponds with the sample. /An article is equal to the sample.標準品質: average qualityWe would like to buy 500 tons of average quality com.我們想購置500噸標準品質的玉米。一般品質: customary quali

33、tyThe goods shipped is of customary quality.裝船的貨物屬于一般品質。最正確品質: best quality / prime quality / first-rate qualityThe goods supplied shall only be those of best quality.供給的貨物必須是品質最正確的。4.詢價1.慣用口語句子：We are very interested in Chinese carpets. Id like to make an inquiry.我們對中國的地毯非常感興趣，我想就這方面進行詢價。Were quite

34、 interested in your carpets. How about your offer?我們對你們的地毯很感興趣。你方的報價如何？inquiry n. 詢問，詢價也寫作enquiryoffer n報價，報盤make an inquiry“詢價Will you please send us your price list or catalogue?請把你們的價格表或目錄寄給我們好嗎？Will you please send us your catalogue together with a detailed offer?請把你們的目錄和詳細報價寄給我們好嗎？catalogue n.

35、商品、產品目錄detailed a. 詳細的price list“價格單Could you make offers for the items listed in your catalogue?您能杷目錄中所列產品的價格報給我們嗎？Would you give me an offer for Item No.7?您能把七號產品的價格報給我嗎？May I have your offer for Model ZX102?您能把ZX102型的價格報給我嗎？item n. 品目，條目，工程list n. 羅列，列出行，目錄，名單，列表model n. 型號make offers“報價May I ask

36、 the price of this product?我能問一下這種產品的價格嗎？May I ask the rock-bottom price of this product?我能問一下這種產品的最低價嗎？rock-bottom a. 最低的，底部的Could you tell me the unit price of this product?您能告訴我這個產品的單價是多少嗎？Would you please quote me your lowest prices for the goods?你能給我報這些商品的最低價格嗎？quote v. 報價 unit price“單價Please q

37、uote us prices including insurance and freight to Vancouver.請報包括到溫哥華的保險和運費的價格。Please quote CIF Brussels in U.S. dollars.請以美元報布魯塞爾的到岸價。insurance n. 保險freight n. 運費，貨運CIF“本錢、保險加運費，俗稱“到岸價，為“cost，insurance，freight的縮寫。I hope you will make us your best offer CIF New York.希望您能報給我們紐約到岸價的最優(yōu)惠價格。I would like t

38、o have your lowest quotations, CIF Vancouver.希望您報溫哥華到岸價的最低價格。2.實用對話Making an Inquiry詢問價格Buyer: I was told that your company had been in the furniture industry for many years. What kinds of products do you generallyhandle?買方：有人告訴我你們公司在家具行業(yè)做了好多年了。請問，你們公司一般都經營什么樣的產品？Seller: We mostly handle office furn

39、iture. We supply first-class furniture. Here are our catalogue and the pattern books. Youcan see the material is superior and with all the latest styles. Can you give me some idea about what youre looking for?賣方：我們主要經營辦公家具。我們供給的家具都是一流的。這是目錄和樣本。您可以看出材料都是優(yōu)質的，樣式也很新穎。您能告訴我您想買什么樣的家具嗎？Buyer: You know, we

40、want to totally furnish our new office building. This is a list of what we need. Could you give me aballpark figure for everything on this list?買方：您知道，我們想要徹底裝備我們的新辦公大樓。這是一張單子，上面列出了我們需要的家具。您能就這張表上的所有商品給我一個大概的價格嗎？Seller: The price varies somewhat according to the size of your order. Would you tell us

41、the quantity you want so that we canwork out an offer?賣方：根據您的定單大小我們的價格會多少有點兒變化。您能告訴我您要訂的數量嗎？這樣腐殖 們做出報價。Buyer: If the furniture is pleasantly designed and high-quality stuff, we intend to buy several thousand sets.買方：如果家具式樣好而且質量也好的話，我們打算訂幾千套。Seller: Its our pleasure to do business with you. Well let

42、you have the offer next Wednesday at the latest.賣方：我們很快樂跟您做這筆生意，我們最晚下周三把我們的報價給您。Buyer: I hope you will make us your best offer, CIF New York.買方：我希望您能報給我們紐約到岸價的最優(yōu)惠價格。3.詳細解說1.“ballpark本義指“配有觀眾座位的棒球場，為名詞，亦可寫作“ball park。“ballpark作形容詞講時，表示“大致的，大概的，亦可寫作“ball-park，常用來修飾“figure，estimate，amount等名詞。2.“work ou

43、t意為“做出，制定出。3.“at the latest表示“最遲，最晚例如：You should be back by 11 oclock at the latest.你最晚應該在11點前回來。另外，“at the earliest表示“最早，例如：We cant finish before next Friday at the earliest.我們最早周五能完成。Work willbegin in October at the very earliest.工作最早10月份開始。4.文化洗禮什么是詢價詢盤( Inquiry)是交易的一方為購置或銷售貨物而向對方提出的有關交易條件的詢問。詢盤通

44、常由買方發(fā)出，發(fā)出詢盤的目的既是探尋價格和有關交易條件，也是表示一種交易愿望。詢盤也可以由賣方發(fā)出。詢盤的內容可涉及價格、規(guī)格、品質、數量、包裝、裝運以及索取樣品等，而多數情況下是詢問價格。所以，業(yè)務上常把詢盤稱作詢價。還有的是要求對方收到詢盤后及時作出發(fā)盤，以便考慮是否接受。這種詢盤，實際上屬于邀請發(fā)盤，習慣上稱為“索盤。1.買方詢盤，指由買方發(fā)出的詢盤，習慣上叫“邀請發(fā)盤，如：Please cable offer northeast rice most favorable price earliest delivery promptly.請報東北大米最優(yōu)惠價格最快交貨期，請速電告。2.賣方

45、詢盤，指由賣方發(fā)出的詢盤，習慣上叫“邀請遞盤，如：Can supply bamboo flooring February shipment cable if interested.可供竹地板。2月份裝船，如有興趣請電告。從法律上講，詢盤對于詢盤人和被詢盤人均無約束力。買方不承當一定要購置的義務，賣方也不承當一定要出售的責住。其間接的意圖是建立貿易合同關系，同時也是商界慣用的打聽市場行情和對方業(yè)務狀況的一種手段。詢盤的書面格式并無要求，但是詢盤中往往采用“請寄、“請?zhí)峁ⅰ罢埜妗坝信d趣、“擬購、“可供、“請報、“請發(fā)盤、“請遞盤等術語。5.報價1.慣用口語句子：Heres our latest

46、price sheet.這是我們的最新價格單。Heres our latest CIF quotation sheet.這是我們最新的到岸價格單。Heres a detailed list of our offer.這是我們詳細的報價單。Heres our offer for apples, FOB Dalian.這是我們就蘋果報的大連離岸價。quotation n. 報價“FOB為“free on board人縮寫，即“船上價也稱“離岸價。“FOB Dalian指“大連離岸價或“大連船上價。All the prices on the list are firm offers.單上所有價格都是

47、實價。firm offer“實價，實盤貿易用語We offer you our apples at 15 dollars per carton FOB Dalian.我方蘋果報價為每箱15美元，大連離岸價。carton n. 紙板箱This is a lump offer. You must accept all or none.這是一個綜合報盤，您必須完全接受或完全否認。lump a. 整體的lump offer“綜合報盤This offer will remain valid until April 15.本報價4月15日前有效。Our offer remains open for 4 d

48、ays.我方報價4天內有效。This offer expires on May 26.此報價5月26日到期。Its valid for three months.有效期為3個月。remain v. 保持不變valid a. 有效的expire v. 到期，終止This offer is made without engagement.本報盤無約束力。Prices are negotiable.所報價格可商議。engagement n. 約定；訂約negotiable a. 可商議的All the quotation on the list are subject to our final co

49、nfirmation.報單中的所有價格以我方最后確認為準。The price quoted above a subject to change without notice.上述所報價格假設調整將不再另行通知。confirmation n. 確認be subject to “受控制或支配的2.實用對話Making an Offer報價Buyer: Have you worked out the offers. Mr. Zhou?買方：周先生，你們把報價做出來了嗎？Seller: Yes, we have. Heres our CIF quotation sheet. Please have a

50、 careful look.賣方：做出來了。這是我們的到岸價報價表。請您仔細過目。Buyer: Are the prices on the list firm offers?買方：請問，表上的價格都是實價嗎？Seller: Yes. All the quotations on the list are subject to our final confirmation.賣方：對。表上所有的報價都以我們最后確認為準。Buyer: I wonder whether there are any changes in your prices.買方：我想知道你們的價格會不會有什么變化。Seller: A

51、ll these products are our best-selling lines. The prices of our products will change according to that of theinternational market demand. And we are always open to negotiate, especially on larger orders. What do you have in mind?賣方：這些產品都是我們的暢銷貨，我們的產品價格會根據國際市場需求的變化而變化。價格可以商議，尤其是針對大定單。您是怎么考慮的？Buyer: H

52、ow long does your offer remain valid? I need some time to get my supervisors on board with this plan.買方：你們的報價多長時間有效？我需要一些時間讓我的主管來參與這次購置方案。Seller: I understand. Our offer remains open for 4days.賣方：我理解。我們的報價4天內有效。3.詳細解說1.“according to是介詞短語，意思是“根據，按照，據所載，據所說。其后接物時，表示“根據，按照，據所載，例如：He and his father, acc

53、ording to local gossip, havent been in touch for years.據當地傳聞，他和他的父親已多年沒有聯系了。其后接人時，表示“據所說，例如：According to the police. Miller was arrested at the scene of the robbery.根據警方所說，米勒是在搶劫現場被逮捕的。另外，“20 according to plan表示“按照方案進行，例如：If everything went according to plan,they would move to the city before the en

54、d of the year.如果一切都按照方案進行，化們在年底之前會搬到城市。2.“get sb. on board with sth.意思是“讓某人參與到某事中來。另外，“on board還表示“在船上飛機上，火車上等，例如：Have the passengers gone on board yet?旅客已經上船了嗎？4.文化洗禮什么是報價發(fā)盤人offer又叫報盤，發(fā)價和報價，是交易的方向另一方提出各項交易條件，并愿意按這些條件達成交易、簽訂合同買賣某種商品的表示。發(fā)盤可以在收到詢盤后發(fā)出，也可以未經詢盤直接發(fā)出：發(fā)盤可以是賣方的行為，習慣上稱為售貨發(fā)盤；也可以是賣方的行為，稱為購貨發(fā)盤或遞

55、盤。在實際業(yè)務中，一般以賣方的發(fā)盤居多。發(fā)盤對發(fā)盤人具有法律上的約束力，在其有效期內，假設受盤人表示完全同意發(fā)盤內容，那么發(fā)盤人必須按發(fā)盤條件與受盤人訂立合同。構成發(fā)盤的四個條件1.向一個或一個以上特定人提出；2.有訂立合同的肯定表示明確表示發(fā)盤人受其約束；3.內容十分確定；4.發(fā)盤必須送達受盤人。發(fā)盤有效期但凡發(fā)盤，都有有效期，發(fā)盤的有效期是指發(fā)盤供受盤人接受的期限，也是發(fā)盤人對發(fā)盤承受約束的期限。發(fā)盤的失效1.過期；2.拒絕；3.還盤；4.禁令；5.交易雙方當事人喪失了行為能力。發(fā)盤的撤回和撤銷撤回和撤銷屬于兩個不同的概念。撤回是指在發(fā)盤尚未生效，發(fā)盤人采取行動、阻止它的生效。而撤消是指發(fā)

56、盤已生效后，發(fā)盤人以一定方式解除發(fā)盤的效力。?公約?中規(guī)定，一項發(fā)盤，即使是不可撤銷的，也可以撤回，但前提是撤回的通知要在發(fā)盤到達受盤人之前或同時到達受盤人。根據?公約?的規(guī)定，發(fā)盤也可以撤銷，其條件是：發(fā)盤人撤銷的通知必須在受盤人發(fā)出接受通知之前傳到達受盤人。但在以下情況下，發(fā)盤不能再撤銷：1.發(fā)盤申注明了有效期，或以其他方式表示發(fā)盤是不可撤銷的；2.受盤人有理由信賴該發(fā)盤是不可撤鍺的，并且已本著對該發(fā)盤的信賴行事。7.商議價格1.慣用口語句子：Youre asking too much.您開的價也太高了吧。The price you offer is too high. We cant a

57、ccept it.你們的報價太高，我們不能接受。Our rates are in line with the world market.我們的價格與國際市場上的是一致的。Our prices fit in with todays market situation.我們的價格與今天的市場形式相吻合。in line with“與一致，符合fit in with“與相適合相吻合You cant consider the price separately from the quality.您不能只看價格不看質量。You should take the quality into account.您應該考

58、慮質量因素We have to take into consideration the quality of the goods.我們必須考慮商品的質量問題。I take into account = take into consideration“慮在內How about reducing the price by 5%?= How about lowering the price by 5 %?價格減少5%如何？How about $100 per unit?每件100美元如何？reduce v. 減少5%的讀法是“five percent，percent意為“百分之。I propose

59、a reduction of 4%.我建議降價4%。propose v. 建議，提議reduction n. 減少，這里指降價This is the best we can offer. We cant go any lower.這是我們最優(yōu)惠的價格，不能再低了oThis is our rock-bottom price, we cant make any further concessions.這是我們的最低價格，不可能再讓了。This is the lowest price we can offer.這是我們可以報的最低價格了。I The best we can do is another

60、 30 dollars off. Thats definitely the lowest we can go.我們最多只能再減30美元。這可絕對是最低價了。concession n. 讓步definitely ad. 絕對地，無疑地，確切地rock-bottom price“最低價、“底價Lets meet each other halfway.咱們各讓一步吧。Lets meet each other halfway again and split the difference.咱們再各讓一半，分擔差額吧。split v. 在這里是分擔，劈開meet halfway“各讓一步I appreci