1、商务文体翻译（二）,商务信函的翻译,Business negotiations,The conclusion of a favorable sale contract results largely from careful and meticulous business negotiation between the exporter and the importer. Trade negotiations in international business background consist of five steps: enquire, offer, counter-offer, ac
2、ceptance, and the formation of contract.,Foreign Trade Letters Translation Contents,I. Enquiry 2. Offer 3. Counteroffer 4. Acceptance and Order 5. Payment,1. Enquiries,An enquiry is usually made by an importer to an exporter, asking for prices lists, catalogues, samples, and details about the goods
3、or trade terms. However, the exporter, on receiving the enquiry, will make a reply to, thus getting the negotiation started. Business negotiations in foreign trade usually commence with an enquiry by an overseas buyer to a seller to inquire about the terms of the sale.,Enquiry(询盘),询价信涉及的主要内容 品名、型号 数
4、量 规格 品质要求 价格支付款、交货、保险条款,外贸询盘回复技巧,供应商给买家回复电子邮件时，要尽量遵循以下五大要诀： 全面：要全面彻底地回答买家查询的方方面面，包括买家所有的问题和感兴趣的点点滴滴。 准确：要将回复信写得很清楚，首先要正确理解买家来函的准确意思；其次，供应商多使用有说服力、准确的数据，切忌实用模棱两可或含糊的词语和内容。 清楚：电子邮件也应像传统的商业书信一样，不论是排版还是语句都应整洁明了，少实用难懂的词语或表达法。 具体：给买家回复的信息无疑是越具体，越能方便买家作出决策。 礼貌：要多实用正式的表达，少用口语语气，尊重对方的风土人情、禁忌和宗教信仰。,Translatio
5、n Practice,1. 享有良好的声誉 2. 询盘 3. 从获悉 4. 最新目录 5. 广阔的市场 6. 定期交货数量7. 领军企业 8. 收到有关信用证后 9. 有竞争性的价格 10. 盼复,enjoy a good reputation enquiry learn from the latest list a broad/promising market quantities to be delivered at regular intervals leading enterprise after receipt of the covering L/C competitive pric
6、e We hope to hear from you soon.,2. Offers,An offer is a good proposal that is made to a specific individual or entity to enter into a contract. The proposal must contain definite terms and must indicate the offerors intent to be bound by an acceptance. (CISG: United Nations Convention on Contracts
7、for the International Sale of Goods联合国国际货物销售合同公约) The party that sends the offer is called the offeror and the another party that receives the offer is called the offeree.,报盘（Offer）,实盘 实盘是发盘人（offerer）按其提供的条件以期达成交易的明确表示。实盘具有法律效力。受盘人（offeree）一旦在有效期限内接受实盘上的条件和内容，发盘人就无权拒绝售货。 发盘的内容和词句必须肯定，不能用“大约”（about)、
8、“参考价”（reference price）等模棱两可的词。 发盘的内容明确完整，其内容应包括商品品质（quality）,数量（quantity）, 包装（packing）, 价格（price），装运（shipment）,支付（payment），有效期（validity）等。 发盘中不能有保留条件，如以我方最后确认为准subject to our final confirmation以货物为售出为准subject to goods being unsold.,虚盘 虚盘是发盘人所作的不肯定交易的表示。凡不符合实盘所具备的上述三个条件的发盘，都是虚盘。虚盘无需详细的内容和具体条件，也不注明有效期
9、。它仅表示交易的意向，不具有法律效力。,3. Counter-offers,A counter-offer is a reply to an offer that materially alters the terms of the offer. The party who has received the offer is not in a position to fully accept the business terms offered. He may make a counter-offer, in which some alternations have been made abo
10、ut the business trade terms, such as, the price or other terms with the purpose of bargaining. There are also two kinds of counter-offer: one with engagement and the other is without engagement,还盘 受盘人不同意发盘中的交易条件而提出修改或变更的意见，称为还盘（Counter Offer），在法律上叫反要约。还盘实际上是受盘人以发盘人的地位发出一个新盘。原发盘人称为新盘的受盘人。还盘又是受盘人对发盘的拒
11、绝，发盘因对方还盘而失效，媛发盘人不再受其约束。还盘可以在双方之间反复进行。还盘的内容通常仅陈述需变更或增添的条件，对双方同意的交易条件毋需重复。,Counteroffer(还盘),4. Acceptance,An acceptance is an unconditional assent to an offer, or an assent conditioned on minor changes that do not affect material terms of the other. The acceptance, in practice, serves to conclude the
12、 business transaction. It must be absolute and unconditional, otherwise, it is not an acceptance but a counter-offer.,Acceptance and Order 接受与订单,关于 Acceptance (接受或承诺）的生效 联合国国际货物销售合同公约规定，受要约人做出声明或以其他行为对要约或报盘（Offer）表示同意，即为接受或承诺（Acceptance）。它一旦生效，合同即告成立，对双方当事人有约束力。 关于Acceptance何时生效，各国的法律规定不尽相同。大致有以下几种原则： 1. 英美法的“投递主义原则” 2. 大陆法的“到达主义原则” 3. 公约的规定,5. 支付方式,出口商为了适应国际间激烈的竞争，竞相采用各种灵活的贸易方式以扩大出口，特别是在支付条款方面，给予国外进口商以各种优惠待遇。目前出口商较常用的支付方式有： 1. 信用证支付（L/C payment) 2. 付款交单 (D/P) document against payment 3. 承兑交单 (D/A) document against acceptance 4. 赊账方式（Open Account Terms）,Payment 支付,
