进出口条款谈判
Negotiating Import/Export Terms
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。
对话轮次
12
预计时长
6 分钟
场景
国际商务与贸易
完整对话内容
以下是该情境的完整英语对话，包含中英文对照和重点解析
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John
第 1 轮
Good morning, Emily. Thanks for meeting with us. We're eager to finalize the terms for the upcoming shipment of your solar panels.
English
早上好，艾米丽。感谢您与我们见面。我们很希望能尽快敲定即将到来的太阳能电池板货物的条款。
中文翻译
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Emily
第 2 轮
Good morning, John. My pleasure. We're equally keen to see this deal through. Let's start with the pricing structure we discussed previously. Are you comfortable with the ex-works price we quoted?
English
早上好，约翰。很荣幸。我们同样致力于促成这笔交易。我们先从之前讨论过的定价结构开始吧。您对我们报的出厂价满意吗？
中文翻译
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John
第 3 轮
Regarding pricing, we were hoping for a slight adjustment. Given the volume we're looking at, perhaps a 3% discount on orders over 5,000 units? It would significantly help our margins.
English
关于定价，我们希望能稍微调整一下。考虑到我们的采购量，如果订单超过5000件，能否给予3%的折扣？这将大大有助于我们的利润空间。
中文翻译
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Emily
第 4 轮
A 3% discount is a bit steep at this margin for that volume, John. We could perhaps offer a 1.5% discount for orders exceeding 5,000 units, but that would necessitate a commitment to a 12-month supply agreement.
English
约翰，在目前的利润空间下，3%的折扣对那个采购量来说有点太高了。我们可以考虑为超过5000件的订单提供1.5%的折扣，但这需要您承诺签订为期12个月的供货协议。
中文翻译
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John
第 5 轮
A 12-month agreement is certainly something we can consider, especially if it secures a better price. Now, moving on to shipping, we prefer CIF our port. What are the lead times you can guarantee?
English
12个月的协议我们当然可以考虑，特别是如果它能确保更好的价格。现在，谈到运输，我们倾向于CIF到我们的港口。您能保证的交货期是多久？
中文翻译
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Emily
第 6 轮
For CIF terms, we typically quote 4-6 weeks from confirmation of order to vessel departure. This includes production and customs clearance. We use a reputable shipping line for reliability.
English
对于CIF条款，我们通常报价从订单确认到船只离港需要4-6周。这包括生产和清关。我们使用一家信誉良好的船运公司以确保可靠性。
中文翻译
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John
第 7 轮
4-6 weeks seems reasonable. And for payment, we're looking at a 30% upfront deposit with the remaining 70% payable upon presentation of shipping documents. Is that acceptable?
English
4-6周看起来合理。至于付款方式，我们考虑预付30%定金，剩余70%在提交运输文件后支付。这可以接受吗？
中文翻译
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Emily
第 8 轮
We usually require a 40% upfront deposit due to the custom nature of some components. However, for a 12-month supply agreement and in good faith, we can agree to 30% upfront, with the balance due within 7 days of the bill of lading date. How does that sound?
English
考虑到某些部件的定制性质，我们通常需要40%的预付定金。但是，对于12个月的供货协议，本着诚意，我们可以同意30%的预付，余额在提货单日期后7天内付清。您觉得怎么样？
中文翻译
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John
第 9 轮
That's a fair compromise, Emily. We appreciate your flexibility. So, to recap: a 1.5% discount for orders over 5,000 units with a 12-month supply agreement, CIF shipping with 4-6 weeks lead time, and payment terms of 30% upfront with the balance due 7 days after B/L date. Does that capture everything?
English
这是一个公平的折中方案，艾米丽。我们感谢您的灵活性。那么，总结一下：订单超过5000件，且有12个月供货协议的情况下，可享受1.5%的折扣；CIF运输，交货期4-6周；付款方式为预付30%，剩余款项在提货单日期后7天内支付。这些都涵盖了吗？
中文翻译
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Emily
第 10 轮
Yes, John, that perfectly summarizes our agreement. I'll have our legal team draft the formal contract incorporating these terms and send it over by end of day. Thank you for a productive discussion.
English
是的，约翰，这完美地总结了我们的协议。我将让我们的法务团队起草正式合同，包含这些条款，并在今天结束前发送给您。感谢这次富有成效的讨论。
中文翻译
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John
第 11 轮
Excellent. We look forward to receiving it. Thank you again, Emily. It's always a pleasure doing business with you.
English
太好了。我们期待收到合同。再次感谢您，艾米丽。与您合作总是很愉快。
中文翻译
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Emily
第 12 轮
The feeling is mutual, John. Have a great day!
English
我也是，约翰。祝您有美好的一天！
中文翻译
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对话学习完成
结合右侧的词汇和句型解析，加深理解和记忆
重点词汇
finalize
最终确定
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.
中文解释
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
热切的
Eager means very excited and wanting something to happen soon. Use it to express enthusiasm in professional emails or meetings.
中文解释
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
定价结构
Pricing structure refers to how prices are organized, like base price plus extras. It's common in trade talks to discuss costs clearly.
中文解释
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
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.
中文解释
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
折扣
A discount is a reduction in the price. In negotiations, ask for one based on order size to save money.
中文解释
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
利润率
Margins mean the profit difference between cost and selling price. Businesses use this to explain why they need better prices.
中文解释
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
承诺
Commitment is a firm promise to do something, like signing a contract. It's key in business to build trust.
中文解释
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
CIF stands for Cost, Insurance, and Freight; the seller pays to deliver goods to the buyer's port. Use it when negotiating shipping responsibilities.
中文解释
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
交货期
Lead times are the expected time from order to delivery. Ask about them to plan your business schedule.
中文解释
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
预付款
An upfront deposit is money paid in advance before goods are shipped. It's common in international trade to secure orders.
中文解释
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
提单
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.
中文解释
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
妥协
A compromise is an agreement where both sides make concessions. It's polite in negotiations to reach a fair deal.
中文解释
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
回顾
To recap means to summarize the main points again. Use it at the end of meetings to confirm understanding.
中文解释
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。
重点句型
"We're eager to finalize the terms for the upcoming shipment."
"我们渴望为即将到来的发货敲定条款。"
重点句型
语法解析
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.
中文解析
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?"
"您对我们报价的工厂交货价感到满意吗？"
重点句型
语法解析
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.
中文解析
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?"
"考虑到我们正在考虑的量，或许对超过5000单位的订单提供3%的折扣？"
重点句型
语法解析
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.
中文解析
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."
"这将需要承诺一个12个月的供应协议。"
重点句型
语法解析
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.
中文解析
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?"
"我们更喜欢CIF到我们港口。您能保证的交货期是多少？"
重点句型
语法解析
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.
中文解析
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."
"我们考虑预付30%的存款，剩余70%在提交运输文件时支付。"
重点句型
语法解析
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.
中文解析
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."
"这是一个公平的妥协。我们感谢您的灵活性。"
重点句型
语法解析
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.
中文解析
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?"
"所以，回顾一下：[summary of terms]。这涵盖了一切吗？"
重点句型
语法解析
This summarizes and confirms details. 'To recap' introduces a review, and 'capture everything' checks completeness. It's crucial for avoiding misunderstandings in business agreements.
中文解析
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。