unit 6( Trade terms and pricing

Unit 6 sales confirmation and purchase contract售货确认书和购货合同1. 合同的定义• A contract is a binding agreement between two or more parties. Contracts are formed through negotiations between the buyer and the seller. Once a deal is made, traders may sign two copies of contract face to face. Or the seller may send two copies signed by him to the buyer for counter-signature and the buyer should return one copy to the seller for file.•买卖双方经过磋商，一方的发盘被另一方有效接受，交易即成，合同宣告成立。

但在实际业务中，按照一般习惯做法，买卖双方达成协议后，通常要制作书面合同将各自的权利和义务用书面形式加以明确，这就是所谓的签订合同在国际贸易中，书面合同主要采取两种形式：（1）一种是内容较为简单的简式合同，如销售确认书（Sales Confirmation ）、购货确认书(Purchase Confirmation).（2）另一种是条款较为完备、内容较全面的正式合同，如进口合同（Import Contract)、出口合同（Export Contract）、购货合同（Purchase Contract）、销售合同(Sales Contract2. 合同和确认书的对比•报关时SALES CONFIRMATION 就是当SALES CONTRACT 来用的。

SALES CONFIRMATION侧重的是产品，流程和条款确认，而 SALES CONTRACT侧重的则是产品及描述的确认。

unit6ALetterofQuotationUnit 6 Quotation (报价信), Offers & Counter OffersObjectives:Be familiar with the basic contents of quotation, offer and counter-offerKnow the differences between firm offer and non-firm offer Write business letters making offers and counter-offersHave a general idea of the international trade practice on trade termsIntroduction: quotations, offers and counter-offersQuotation: a reply to an inquiry, which is an offer in simple form including a notice of the price of certain goods being sold, but in no legal sense.Offer: a proposal of certain trade terms and an expression of a willingness to make a contract or agreement according to the terms proposed.交易的一方为了销售或购买一批商品，向对方提出有关的交易条件，并表示愿按这些条件达成一笔交易，这种意思表示的行为称作发盘。

发盘可以分成两类：实盘（Firm Offer）和虚盘（Non-firm Offer）。

二者的区别一定要清楚，因为不仅是它们的表达方式不同，更重要的是它们的法律效力是不一样的。

商务英语300句-Unit6Price价格对外贸易中的商品单价通常由四个部分组成，即计量单位、单位价格、计价货币和价格术语。

国际贸易中使用的价格术语很多，其中以F.O.B、C.I.F、及C.F.R 三种价格术语最为常用。

对于这三种价格术语，国际上有多种解释，现将这三种价格术语扼要解释如下：1.F.O.B 该价格叫装运港船上交货价，简称“船上交货”。

F.O.B 是 Free On Board的缩写。

采用这一价格术语时要在其后注明装运港名称。

2.C.I.F 该价格叫成本加保险费、运费价。

C.I.F是Cost Insurance Freight的缩写。

采用这种价格术语的时候，应在C.I.F后注明目的港名称。

3.C.F.R该价格叫成本加运费价。

采用这种价格术语时，也应在C.F.R后注明目的港名称。

Basic Expressions1. If you can reduce the price by 5%, we shall be able to order 200 metric tons.如果你方能降价百分之五，我们将订购二百公吨。

2. Business is possible if you increase the price by 2%.如果你方提价百分之二，交易才有可能。

3. We are not interested unless your price is reduced to a level in line with the market price.除非你们把价格降到与市场价格相等，否则我们不感兴趣。

4. We have been informed that the current price on your side is much higher than what you say.我们听说你方的现行价比你方所说的要高很多。

5. Sellers decide to wait no matter when the price picks up. 不管价格何时回升，卖方决定再等一等。

外贸议价英文范文篇1In the world of foreign trade, bargaining plays a crucial role! How to master the key strategies and skills in the process of foreign trade bargaining is a question worth exploring. Take the case of negotiating with foreign suppliers for the purchase price. By conducting a detailed analysis of market trends and precise cost accounting, one can successfully lower the purchase price. For instance, when you notice that the supply of a certain product exceeds the demand globally, and your cost analysis shows that the current quoted price is higher than the reasonable range, you can present these facts firmly and rationally to the supplier. This could lead to a significant reduction in the purchase price!On the other hand, when promoting products to overseas customers, the application of negotiation skills is equally important. By highlighting the unique features and superior quality of your products, and demonstrating their added value compared to competitors, you can skillfully raise the selling price and still reach a deal. For example, if your product has obtained certain certifications or has advanced technological advantages, you should emphasize these points during the negotiation. How wonderful it is when a successful transaction is achieved at a higher price!In conclusion, in the complex field of foreign trade bargaining, a combination of in-depth market understanding, accurate cost calculation, and excellent communication skills is essential. Isn't it? Only by doing so can we achieve favorable trading conditions and win in the fierce international market competition!篇2When it comes to foreign trade bargaining, cultural differences play a crucial role and can have a significant impact on the outcome. For instance, in negotiations with clients from some countries, a lack of understanding of their cultural customs can easily lead to a deadlock in the bargaining process. Take the Japanese market for example. They attach great importance to formality and politeness. If we are too direct and aggressive in our bargaining approach, it might cause discomfort and make the negotiation difficult to proceed.However, there are also cases where respecting the other party's culture and adopting an appropriate communication style leads to a successful bargaining. When dealing with clients from Germany, known for their emphasis on precision and efficiency, presenting detailed and accurate information in a clear and organized manner can greatly enhance the chances of reaching a favorable agreement.So, it is clear that understanding and respecting cultural differences is not just a matter of courtesy but a key factor in achieving a successfulforeign trade bargain. How can we better grasp these differences and turn them into advantages? This is a question that demands our deep thought and continuous learning.篇3In the world of foreign trade, bargaining plays a crucial role. However, it is not all smooth sailing as there are numerous legal risks lurking in the process! For instance, consider a case where the contract terms were ambiguous. This led to a fierce legal dispute during the bargaining stage. The confusion over pricing, delivery schedules, and quality standards caused a great deal of confusion and conflict. How disastrous it was!On the contrary, when businesses take the initiative to familiarize themselves with relevant laws and regulations in advance, they can effectively avoid risks and ensure a smooth bargaining process. For example, a company thoroughly studied the trade laws of the target country before entering into negotiations. They clearly defined every detail in the contract, leaving no room for ambiguity. As a result, the bargaining went smoothly and both parties were satisfied. Isn't it wonderful?To sum up, in foreign trade bargaining, we must be highly vigilant about legal risks. We should carefully draft clear and comprehensive contract terms. We should also keep ourselves updated with the latest legal developments. Only in this way can we successfully navigate through the complex world of foreign trade bargaining and achieve win-win outcomes.How important it is to do so!篇4In the world of foreign trade, the art of bargaining holds immense significance. The language skills and communication methods employed can make or break a deal! How crucial it is to master this art.Let's take an example. Once, a smart negotiator used polite and respectful words, along with a friendly tone. They emphasized the mutual benefits and long-term cooperation prospects. "Wouldn't it be wonderful if we could both find a win-win solution that benefits us for years to come?" This approach won the trust of the counterpart, and the bargaining ended successfully.However, there are also cases where things went wrong. A hasty negotiator used harsh and demanding language, "You must accept this price or we have nothing to talk about!" Such an improper expression led to misunderstandings and the negotiation failed.So, it's clear that the right choice of words and tone can work wonders. We should always be polite, understanding, and flexible. We need to show respect for the other party and strive for a balance of interests. Isn't that the key to successful foreign trade bargaining?篇5In today's highly competitive global marketplace, the art of foreigntrade bargaining strategies has become an indispensable skill for businesses. Take the example of Company X, which successfully adapted its bargaining tactics to meet the diverse needs of clients. By offering customized price packages and flexible payment terms, they were able to secure numerous orders and expand their market share! How amazing is that?On the contrary, consider Company Y that stubbornly adhered to a rigid bargaining approach. They refused to budge on prices and terms, even in the face of fierce competition. As a result, they lost many potential customers and saw their market share dwindle. How could they make such a fatal mistake?In a market where customers have countless options, being flexible and understanding their demands is crucial. A smart business should know when to compromise and when to hold firm. Isn't it essential to strike the right balance? The ability to negotiate effectively can mean the difference between success and failure in foreign trade. So, shouldn't companies invest more in training their staff on these vital skills and strategies? After all, in this highly competitive world, only the adaptable and strategic can thrive and prosper!。

Unit 6 Price BargainingUnit GoalsStarting-upPlease tick for expression on price negotiation.1.This offer is firm for 5 days.( )2.We’d like to set up a business operation in this field.( )3.If you can consider reducing the price by 10%, I’ll place an order for30,000 pieces.( )4.In view of our long-standing business relations, we are willing to reduceour price by 5%.( )5.We will accept your counter-offer if you agree to use the fabric of 80%polyester instead of 100% cotton.( )6.How many cotton sheets are you going to order.( )7.Could you let us know your lowest quotation, CIF EMP?( )8.Your products can find a ready market in the eastern part of our country.( )List the elements related to price.1. 2.3. 4.5. 6.Initial ListeningBefore listening, please learn the following trade terms by heart.T T a a s s k k11You will hear some phrases covering the reduction in price and discount. Repeat for the first time you hear. Then listen again and write your answers down.1._________________2.________________3._________________4.________________5._________________6.________________7._________________ 8.________________9._________________ 10.________________T T a a s s k k22You will hear eight sentences. When you hear the first time, repeat the sentences and pay attention to the stresses and tones. Then listen again and fill in the missing words.1.washing machines is too high to be acceptable.2.We regret to say that your price is .3.We don’t think there is business unlessyou .4.We think the price you offered quite reasonable but haveto .5.The customer agrees to of the total valueof .6.I’ll for the sake of the beautiful colour of your products..7., I think the price is reasonable.8.Your counteroffer is to you.T T a a s s k k33You will hear 5 short conversations. At the end of each conversation, one question will be asked. Both the dialogue and question will be spoken only once. Mark the best answer for each question.1. A. He would like the price to be far beyond.B. He wants the price to be lower.C. He expects to get the quotation from the woman.D. He finds the price acceptable.2. A. She wants to have a little profit.B. She informs the man of the supply position of raw materials.C. She quotes the price for raw materials.D. She explains the reason why the price is high.3. A. He can accept the price on CFR basis.B. He wants the woman to quote CFR.C. He asks the woman whether she can supply the goods.D. He hopes the woman to supply the goods on CFR basis.4. A. She will accept the order over 50,000 pieces.B. She agrees to allow a discount for the orders from the man.C. She can give the man a discount for orders up to the stipulated quantity.D. She intends to place orders for 50,000 pieces.5. A. He doesn’t agree with the woman.B. He can accept to increase the negotiated price by 1%.C. He couldn’t meet each other half way.D. He couldn’t lowe r the price by 1%.Oral DiscussionBefore discussion, you are given the following advices. Professional Advices1. For sellers, how to persuade buyers into accepting the price?Analyze the structure of the costExplain the market price of raw materialsDraw buyers’ attention to the qualitySort out the factors influencing the priceTake advantage of profit marginSet the price limit to be accepted2. For buyers, how to decide the target price?Research the market level for particular productsStudy catalogues and price list from vendorsMaster product informationKnow about production lineAsk sellers for minimum quantityWatch more vendors’ advertising and offersUnderstand the vendor’s costMake reference to retail priceNow, please complete the following tasks.T T a a s s k k11Work in pairs. Discuss what difference there are between counter-offer and price bargain?T T a a s s k k33Work in pairs. List the procedures of business negotiation and design the situation for each step.T T a a s s k k11Discuss the following topic.Imagine you are a seller to persuade your buyer into accepting the price, put down the persuasive sentences.Intensive ListeningLearn the following by heart before listening.D D i i a a l l o o g g u u e e11..1.Listen to the dialogue and decide whether the following statementsare true or false. Write “T” for true and “F” for false.1.Mr. Smith would like the price to be lower 8%. ( )2.Mr. Wang agrees to reduce the price by changing the style of embroidery.( )3.Mr. Smith doesn’t like to change the embroidery. ( )4.Mr. Wang and Mr. Smith meet each half way finally. ( )5.The finally confirmed price USD5.35. ( )2.Listen to the dialogue again and complete sentences according tothe contents in the dialogue.1. I have compared your quotation with those of and I’m sorry tosay that your price is about .2. We consider it indeed.3. To accept the price you quoted would leave us only on oursales because the principle demand in our city is for the similar articles .4. My target price is .5. If we can use five layers of petal instead of eight, the cost will be reducedand the price will also .3.Take notes for negotiation on priceMr. Smith’s target price _______________________Mr. Wang’s second quotationfor original style _______________________Change of Style _______________________The price agreed uponfor the revised style _______________________D D i i a a l l o o g g u u e e22..Listen to the dialogue and choose the best answer to each of the following questions.1.What does Mr. Wang think about the counter-offer from Mr. Smith?A.The price counter offered is too low for him.B.He can comply with the request for the counter-offer.C.The samples which are made for other countries.2.In which respect does Mr. Wang think his price competitive?A.DiscountB. Quantity C Quality3.How much higher than the market level does Mr. Smith find ?A.5%B. 15%C. 10%4.What accommodation is Mr. Wang able to give ?A. A reduction of 15% will be given.B.The price will go down to 5%C.The price will be reduced by 5%5.Does Mr. Smith accept the accommodation?A.No, but he wishes to have a cooperation in furture.B.Yes, he agrees to Mr. Wang’s advice .C.Not mentioned.Oral presentationIn this part, please make oral presentations after reading the following tasks. You are given the functional sentences to help you.Functional Sentences1. Your price is too high to be acceptable.2. Since the prices of the raw materials have been raised, I am afraid that wehave to adjust the prices of our products accordingly.3. Please see to it that your price is out of line with the prevailing market here.4. We are informed that our price is on the high side.5. We have cut our price to the limit, we regret being unable to comply with yourrequest for further reduction.6. We have already cut down our prices to cost level.7. The qualities are satisfactory, but your prices are considerably above ourusual figures.8. Commission transaction will surely help to push the sale of products.9. It’s really impossible for us to make any further concession in your price byallowing you any commission.10. The best we can do is to give you’re a 2% commission.11. On orders exceeding USD10000, we will allow you 5% discount.12. We regret having to decline your request for raising the price.13. We usually don’t grant any discount for small quantities.14. To have this business concluded, you need to lower your price at least by3%.15. We are pleased to grant you a 7% discount from the original offer since youagree to increase the order.16. We accept the price of USD50,000 for 10,000 pairs of leather shoes.17. In view of our good cooperation over the past few years, we are consideringaccepting your price.18. With an eye to future business, we agree to grant you 5% discount as aspecial accommodation.19. We have to say that our price has been reduced to the limit.20. May I put it this way that we meet each other half way to fill the gap in price? T T a a s s k k11Retell the passage of Dialogue 1 with the words and useful sentences used in the dialogue.T T a a s s k k22Work in pairs. Student A plays the role of seller and Student B plays the role of buyer. Make up a dialogue according to the following situation. You sell exercise bicycles on behalf of Tianjin Recreation Equipment Imp. & Exp. Co. A business from Canada wants to buy 500 sets of your bicycles. Your price is USD200 per set FOB Tianjin, but he can offer USD180 per set. You start bargaining.Background InputNegotiation the price of goods is the most important factor in negotiating for merchandise. One thing that must constantly be kept in mind is that the good must be “right”. It is better to overpay for the right goods than to underpay for the wrong merchandise. The buyer’s success in negotiating price may be greatly improved by the knowledge of the market in general and the individual resource in particular.Bargaining is an intensely personal act that must be learned from experience rather than a textbook. However, certain factors are more or less constant. Firstly, both the buyer and the seller approach the bargaining session with “limit” in mind. The buyer knows the maximum he or she is willing to spend and the seller, the minimum he or she will take. In bargaining each party tries to improve on his or her limit. Secondly, it is helpful for the buyer to give reasons for his or her offer. The buyer may build a case by discussing the retail selling price, the risk of consumer demand, the lateness of the season, and so on. Thirdly, usually after the negotiating has been in progress awhile, one of the parties always seems to suggest splitting the difference. That is , if the offer is $2 and the asking price is $4, they should settle at $3. The buyer should keep this in mind all the time, because this unseen price is closer to the final result than either the bid or the offer. Fourthly, it is unquestionably to the buyer’s advantage to maintain a friendly ongoing relationship with resources.。

（18 雷丽烨）6.16.1.1证券的定义从一般意义上说，有价证券的术语适用于多种形式的流通票据例如支票，汇票，和提货单等等，但有价证券通常用于指企业发行的股票以及国家政府和地方政府发行的债券。

这里用的有价证券的术语是狭义的。

在本质上，有价证券可以被看作是合约，其记录了持有人在未来索要经济利益的权利。

例如，债券持有者定期收到利息和当债券到期时收到票面金额。

股票持有者收到股息以及或者会实现股票增值的收益。

证券可以被分为债务型证券和权益型证券。

债务型证券是指企业和政府向公众发行的为了筹集资金来拓展业务，建设新工厂，建设机场，高速公路，铁路，购买机器和设备等等的金融工具。

债务型证券指规定借款人必须在指定日期之前，即在付清最后一笔款项之前定期向该工具持有人支付固定金额的协议。

到期日期就是指金融工具最终偿付日期，在这个时点，本金和全部剩余的利息应该被支付。

债务型工具如果期限少于一年为短期债务工具，期限为十年或者大于十年为长期债务工具。

债务型工具期限在一到十年之间的叫做中期债务工具。

权益型证券通常提供稳定的收益作为股息，但其市值会随着经济周期的上下起伏以及发行公司的财务变化而明显波动。

股票，或要求权术语通常用于描述对企业的所有权，拥有股票就表示可分享企业的净收益和资产。

如果你拥有一间公司发行的一百万股普通股票中的一股，你就对该公司的百万分之一的净收益和百万分之一的资产有权分享力。

要求权没有到期日期。

持有股票而非债务的主要劣势是股票持有人是余值索偿人，就是说，公司必须先支付给债券持有人，然后再支付给股票持有人。

优势是如果公司利润或者资产价值增加，则股票持有人可以直接从中获取收益，因为股票赋予股票持有人股票持有所有权权利。

债券持有人不可以获得这些收益，因为他们的收益是固定的。

证券可用证书，或者通常地，“无证书”表示，即仅仅以电子证券或“记账式证券”表示。

票证可以是不记名票证，指谁持有证券谁就享有证券赋予的权利。

第九章商品价格条款•进出口商品的价格是决定企业经济效益的重要因素之一，也是交易双方磋商的中心内容。

合同中的价格条款是货物买卖合同的核心条款。

买卖双方在其他合同条款的得失，都会在价格条款中反映出来，价格条款的内容对合同中的其他主要条款会产生重要影响。

•价格条款是由单价（Unit Price）和总值（Amount）组成。

其中单价：•例如：US$ 982 per M/T CIF Singapore•每公吨982美元CIF 新加坡•单价包括:•价格术语(Trade terms)•佣金和折扣(Commission and Discount)•计量单位（Unit of Measurement)•计价货币(currency)•单位价格金额(amount of unit price)一、价格的构成•（一）贸易术语(Trade terms)•价格术语是关于价格条件的一种专门用语，即用一个简短的英文词语或缩写的英文字母表示商品的价格构成，买卖双方各自应办理的手续，承担的费用与风险以及货物所有权转移的界限。

•我国常用的贸易术语有五种: FOB 、CFR、FCA 、CPT和CIP（二）佣金和折扣(Commission and Discount)•佣金：•因中间商介绍生意或代买代卖由委托人向其支付一定的酬金。

•凡在合同价格条款中，明确规定了佣金的百分比，叫做"明佣"。

如"每公吨500欧元CIF汉堡含3%佣价"。

如不标明佣金而有关佣金的问题，由双方当事人另行约定，这种暗中约定佣金的做法，叫做"暗佣"。

•有：售货佣金（Selling commission）•购货佣金（Purchasing commission）•价格中含有佣金的多寡，视商品种类、交易数量大小、经办手续繁简、与竞争是否激烈而定。

通常多在百分之一至百分之五之间。

•折扣（discount)•指卖方按原价给予买方一定百分比的减让，即在价格上给予适当的优惠。