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A:安德森先生，这是依据我们的谈判结果所起草的合同。请过目一下，看看是否需要增加其他的事项。

B:All right．Is this contract written in both English and Chinese?

A:是的，是用中文和英文写的。中文和英文的版本都在我这里。签署合同之后，两份合同都同样有效。

B:OK．Shall we go over the terms of the transaction to see if we agree on all the particulars?

A:好的。既然价格已经商定，我们会检查一下包装和货物唛头的有关规定。锁线装订机要妥善保护，防止受潮和生锈，要能够经受住震动和粗暴的装卸。

B:We always pack our machines in new and strong wooden cases suitable for longdistance ocean transportation．

A:装运日期不能晚于2000年6月。我们会在发货日期前的15天到20天开具信用证付款。是这样的吧?

A:Mr．Green，for the payment of this order，please make sure that the letter of credit reaches us a month before the delivery date．

B:我们的资金放在银行太久了，我们根本承担不起。难道15天或者20天也不行吗?

A:I amafraid 15 or20 days won't do．Getting the goods ready，booking the shipping space，all this takes time．You can't expect us to make delivery in less than 30 days．

B:如果别无选择，我想我只好同意了。不过你们打算何时发货呢?

A:According to our manufacturer，the goods will be ready in November．So we'd really appreciate it if the L/C would reach us by October 1．Furthermore，we need a transferable L/C．

B:有效期是怎样的?贵公司有何规定?

A:That we can get according to the conventions．Let's say the L/C remains valid until the fifteenth day after shipment，Okay?

B:行，听起来不错。

A:Mr．Brown，nice to meet you again．Did you have a pleasant trip?

B:很好，我很高兴能再次来中国。

A:I hope that we can make some new agreements and continue our cooperation．

B:我也是这么希望的。

A:Let's get down to the point directly．In your fax of March 3，you said that you were interesting in our men's shirts．

B:您能先回答我们传真中所提的要求吗?

A:Certainly．We would like to sell you 100，000 men's shirts in cotton，and the price is USD15.50 per unit CIF NewYork．

B:恐怕这个价格还是有点高了吧。每件12.50美元怎么样?这个价格在市场上更有竞争力。

A:You still do not yield toomuch．Our shirts are ofmuch price than that．Well，we also give in a little and make it USD13.50．What do you think?

B:好吧，这个价格可以接受。

A:Do you have any specific request for packing?

B:关于内包装，我的意见是它应该让顾客明白里面所装为何物。所以我希望你们使用绘有该货物图样的纸盒，每套一盒，便于在货架上陈列。

A:OK，we will pack the goods according to your instructions．Then what about the pack for transport?

B:由于这批货极易受损，所以拜托你们务必使用耐久的包装材料。

A:There will be no problem．We never use any kind of inferior packing．We will use our cartons to pack your goods．

B:对不起，打断一下，这些纸箱足够结实吗?承受得住粗鲁的装卸吗?我认为木箱更好些。

A:If you prefer wooden cases，we shall do as you request．But a wooden case is heavier than a carton，and you may be aware that the ocean freight is by weight but not by size．That is to say，using a wooden case will cost you more．As matter of fact，we have improved our cartons．Our new cartons are strong enough to stand even rough handling in transit．

B:谢谢您的推荐，我接受这种包装。

谈判能创造奇迹，在国际贸易中更是如此。大多数情况下，正是通过谈判，出口商和进口商才得以消除分歧，达成一笔满意、公平、互利的交易。因此，谈判是完成进口贸易协议所采取的重要步骤之一。

对外贸易谈判是发生在政府之间、贸易组织之间、跨国公司之间、私人商行之间和买卖双方之间的关于投资、商品进出口、机械设备进出口以及技术进出口的一个磋商过程。

在国际贸易中，为了顺利达成协议，懂得谈判原则和技巧对谈判者来说是相当重要的。

In terms of exhibition business，Guangzhou is the third biggest city in China，ranking next to Beijing and Shanghai．Its comprehensive economic strength has remained among the top all over the country．Hosted by the Guangzhou Municipal People's Government，Guangzhou Fair，which features the economic and trade cooperation between China and overseas，has been held successfully for thirteen times during the past thirteen years．And，it has achieved greater progress in economic cooperation these years．The Guangzhou Fair 2005 boasted the total exhibition area of 54，500 square meters，including 2，500 booths．Attended by over 2，300 companies，the fair culminated in 917 agreements on economic and technology cooperation projects，reaching the gross trade value at RMB 133，093，000，000 yuan and expanding its influence both home and abroad．

通关一般应由定居通关所在国的一方或其代理负责办理。因此，出口商一般办理出口商品的通关，而进口商一般则办理进口商品的通关。除非另有规定，所有进出口商品都应由在海关注册的企业或由具有进出口经营权的企业报关并支付关税。未在海关注册的企业不能直接报关。除非有海关特许，进口商品应由收货人在商品到达后的14天内报关，出口商品应由发货人在装运前的24小时内报关。

If all the terms outlined in an offer(usually firmoffer)，bid，or any counter offer are satisfactory，the responsemight be a formal acceptance．Once an acceptance is confirmed，the transaction is concluded．An acceptance is unconditional．The acceptance must be in full agreementwith the formal offer．Reserved assent，addition or reduction of the offer is not a real acceptance．Any change to the original offer cannot result in an effective acceptance．In other words，a conditional acceptance is nothing but a counter offer．

A:我们在两个月内交第一批货，也就是5月19日。

B:Could you make the delivery earlier?For example in early April，is it possible?

A:这对我们来说恐怕非常困难。

B:But in order to settle the clearance before June 9，the merchandise must be sent to destination portbefore June 1．Therefore，to ensure this，the commoditiesmust leave Shanghai before May 2．

A:您的时间确实很紧。我愿意早点交货，但我们工厂已经满负荷运转了。

B:Could you rearrange your plans?

A:行，我重新安排生产计划。但是，我们最多能做到提前10天，也就是5月9日交货。

B:OK，then it is settled．

A:Mr．Anderson，are you interested in our products?

B:当然，我在广州出口商品交易会上见到了你们的产品，但我想再多看一些，所以我专程来拜访贵公司。

A:I amvery glad that you like our products．Are there any pieces you like best?

B:我最喜欢有中国画的大花瓶。

A:Great．They are our best products．

B:我能大概了解一下价格吗?能否给我一张报价单?

A:Sure．Here is our FOB price．All the prices in the lists are subject to our confirmation．

B:谢谢，我先看一下。

A:林先生，让我们继续昨天没有谈完的话题。今天我想说一下付款方式。您同意用中国银行的不可撤销信用证吗?

B:Good，at sixty days I'd suggest．Nowwhat about deliveries?

A:我们正在考虑空运这批货物。因为这样很快，比起用船或铁路运输，货物更不容易受损，也减少了因罢工而耽搁的风险。

B:There is only one thing there．Freight costs are higher by air，and if we operate on CIF terms as already preciously agreed，thismightmean a substantial increase in our expenses．

A:然而，我们还是相信这是值得的，我们也打算负担部分额外增加的费用。

B:I amcertainly with you in principle，but I will have to make a special note of that．

A:接下来就是关于质量保证的问题。我们想至少应有6个月的保修期。

B:No trouble about that．We offer a standard guarantee of twelve months in all the countries we are selling in，and I think Russia should be no exception．

A:我想我们就从价钱方面开始谈吧。

B:I would be happy to answer any questions you may have．

A:贵公司的产品很好，但对于你们开的价格，我们觉得有点困难。我们在想你们能否给个七五折。

B:That is a little high for us．It is impossible for us to make a profit with those numbers．

A:我知道你们投入了很高的研究和开发经费，但是你们的开价我们无法接受。

B:You may think the price is too high，but your conditions are notacceptable to us．

A:我们说过半年内订货1 000件。如果现在我们保证一年内都会和你们订货，您意下如何?

B:If you can guarantee that on paper，I think we can go on further．

信用证是银行信用，不像汇款和托收属于商业信用。它是银行应进口商要求开立给出口商的一种书面文件。信用证使买卖双方都受到了很好的保护。出口商只要发运了货物便可保证收回货款，而买方在付款之前就能够获得对货物的所有权。

在信用证支付中，有六方当事人。首先是开证申请人，又称开证人，通常是进口商。然后是开证银行和通知银行。还有受益人，他们通常是出口商，另外还要提到的是议付银行和付款银行或称受票银行。

When China entered the WTOon December 11，2001，it pledged to lower its general tariff to 10.1%by 2005，components of which，the industrial tariff，would go down to 9.3%，agricultural tariff，to 15.6%．All the non-tariff measures would be abolished and transition period benefitswould be removed step by step before 2006 for the major service sectors like banking，securities，insurance，distribution and telecommunications．

According to the agreementofChina's entry into theWTO，fromDecember 2001 to 2006，several cities in China will gradually open to foreign banks handling RMB transactions．Presently 105 foreign banking institutions in 18 cities have been given such business license．By 2007，all the foreign banks will be able to handle RMB transactions．

不可抗力是指不可预见、不能控制的事件。不可抗力可免除卖方履行合同的责任，卖方不必补偿损失也不必交付任何罚金。合同中的不可抗力条款应该明确不可抗力事故范围、后果、发生事故后通知对方的期限、证明文件及出具证明的机构等。在贸易实践中，我们一般这样规定合同中的不可抗力条款:

由于一般公认的人力不可抗拒的原因，致使卖方不能交货或延迟交货，卖方必须将遭遇立即以电报通知买方，并在发电后十四天内以航空信件提供事故发生地点的有关政府或商会出具的证明灾害属实的证明文件。经买方认可后，卖方可以免除责任。

人力不可抗力事故继续存在三十天以上时，买方有权撤销合同，卖方不能取得出口许可证，不得将其视为不可抗力。

Chinese Export Commodities Fair(CECF)，or“Canton Fair”for short，was inaugurated in spring 1957．Held biannually in Guangzhou every autumn and spring since then，the CECF is co-hosted by Ministry of Commerce of P.R.C．and People's Government of Guangdong Province．The Fair，a comprehensive trade fair of international importance，has won its renown of“China's No.1 Fair”for its longest history，the highest level，the largest scale，the most complete in exhibit variety，the broadest distribution of overseas buyers and greatestbusiness turnover in China．After the development of 49 years，the CECF now becomes a reliable brand of trade promotion to business people either in China or in other places of the world．Each session，the CECF attracts over 10，000 outstanding Chinese enterprises and a huge number of buyers fromover 200 countries and regions．At the Autumn Fair of 2005，nearly 300，000 exhibitors and buyers attended the CECF and the trade volume reached 29 billion US dollars．The CECF's supply and buy systemis effective and comprises great business opportunities．