Negotiating Import/Export Terms
Representatives from an importing company and an exporting company are discussing and negotiating the terms of a deal, including pricing, shipping, payment methods, and delivery schedules.
一家进口公司和一家出口公司的代表正在讨论和谈判交易条款，包括定价、运输、支付方式和交货时间表。
对话
聆听并跟进对话
词汇
对话中的必备词汇和短语
finalize
To finalize means to complete and agree on something, like a deal or plan. It's useful in business to show you're ready to end negotiations.
最终确定意味着完成并就某事达成一致，例如交易或计划。在商业中，它有助于表示您准备结束谈判。
eager
Eager means very excited and wanting something to happen soon. Use it to express enthusiasm in professional emails or meetings.
Eager 意思是非常兴奋并希望某事尽快发生。用它来在专业电子邮件或会议中表达热情。
pricing structure
Pricing structure refers to how prices are organized, like base price plus extras. It's common in trade talks to discuss costs clearly.
定价结构指的是价格如何组织，例如基本价格加上额外费用。在贸易谈判中，清楚讨论成本是很常见的。
ex-works
Ex-works is a shipping term where the seller makes goods available at their factory, and the buyer handles all transport. It's a basic Incoterm for exports.
Ex Works 是一种运输术语，卖方在工厂提供货物，买方负责所有运输。这是出口的基本 Incoterm。
discount
A discount is a reduction in the price. In negotiations, ask for one based on order size to save money.
折扣是价格的减少。在谈判中，根据订单大小要求一个折扣以节省金钱。
margins
Margins mean the profit difference between cost and selling price. Businesses use this to explain why they need better prices.
利润率是指成本与销售价格之间的利润差。企业使用这个来解释为什么需要更好的价格。
commitment
Commitment is a firm promise to do something, like signing a contract. It's key in business to build trust.
承诺是做某事的坚定承诺，就像签署合同一样。它在商业中是建立信任的关键。
CIF
CIF stands for Cost, Insurance, and Freight; the seller pays to deliver goods to the buyer's port. Use it when negotiating shipping responsibilities.
CIF 代表 Cost, Insurance, and Freight；卖方支付将货物运送到买方港口的费用。在协商运输责任时使用。
lead times
Lead times are the expected time from order to delivery. Ask about them to plan your business schedule.
交货期是从订单到交付的预期时间。请询问它们以规划您的业务日程。
upfront deposit
An upfront deposit is money paid in advance before goods are shipped. It's common in international trade to secure orders.
预付款是在商品发货前提前支付的钱款。在国际贸易中，这是一种常见的保障订单的方式。
bill of lading
A bill of lading (B/L) is a shipping document that acts as a receipt and contract. It's used for payment terms after shipment.
提单（B/L）是一种运输文件，兼具收据和合同的功能。它用于发货后的付款条款。
compromise
A compromise is an agreement where both sides make concessions. It's polite in negotiations to reach a fair deal.
妥协是一种双方都做出让步的协议。在谈判中达成公平协议是礼貌的。
recap
To recap means to summarize the main points again. Use it at the end of meetings to confirm understanding.
回顾意味着再次总结主要要点。在会议结束时使用它来确认理解。
关键句型
需要记住和练习的重要短语
We're eager to finalize the terms for the upcoming shipment.
This sentence shows enthusiasm for completing a deal. 'Eager to' expresses strong interest, and 'finalize the terms' is a common business phrase for agreeing on conditions. Use it to start negotiations positively.
这个句子展示了完成交易的热情。'Eager to'表达了强烈的兴趣，而'finalize the terms'是同意条件的常见商务短语。用它来积极启动谈判。
Are you comfortable with the ex-works price we quoted?
This asks if the other side accepts a price quote politely. 'Comfortable with' means okay or satisfied. It's useful for checking agreement without pressure in trade discussions.
这是在礼貌地询问对方是否接受价格报价。'Comfortable with'的意思是满意或没有问题。在贸易讨论中，用于在不施压的情况下检查协议，非常有用。
Given the volume we're looking at, perhaps a 3% discount on orders over 5,000 units?
This proposes a discount based on quantity. 'Given' means considering, and 'perhaps' softens the suggestion. It's a negotiation tactic to justify a lower price for larger orders.
这提了一个基于数量的折扣建议。“Given”意思是考虑到，“perhaps”缓和了建议。它是一种谈判策略，用来为大订单的更低价格辩护。
That would necessitate a commitment to a 12-month supply agreement.
This links a concession to a condition. 'Necessitate' means require, showing cause and effect. Use it when offering something in exchange for a promise in business contracts.
这将一个让步与一个条件联系起来。'Necessitate' 意思是要求，显示因果关系。在商业合同中，提供某物以换取承诺时使用它。
We prefer CIF our port. What are the lead times you can guarantee?
This states a preference for shipping terms and asks for delivery details. 'Prefer' is polite for choices, and questions like this clarify logistics. Essential for import/export talks.
这表明了对运输条款的偏好，并询问交付细节。'Prefer'是选择时的礼貌表达，此类问题澄清物流。在进出口谈判中至关重要。
We're looking at a 30% upfront deposit with the remaining 70% payable upon presentation of shipping documents.
This outlines payment terms clearly. 'Looking at' means considering, and 'payable upon' specifies when payment is due. It's a standard way to propose financial arrangements in deals.
这清楚地概述了支付条款。'Looking at' 意思是考虑，'payable upon' 指定了支付到期时间。这是提出交易中财务安排的标准方式。
That's a fair compromise. We appreciate your flexibility.
This accepts an agreement graciously. 'Fair compromise' acknowledges balance, and 'appreciate your flexibility' thanks the other side. Use it to end negotiations on a positive note.
这优雅地接受了一个协议。'Fair compromise'承认平衡，'appreciate your flexibility'感谢对方。使用它来以积极的语气结束谈判。
So, to recap: [summary of terms]. Does that capture everything?
This summarizes and confirms details. 'To recap' introduces a review, and 'capture everything' checks completeness. It's crucial for avoiding misunderstandings in business agreements.
这总结并确认细节。'回顾一下'引入回顾，'涵盖一切'检查完整性。在商业协议中避免误解至关重要。