國際商務談判英語（第二版）第09章付款方式

1、International Business Negotiation EnglishPart Two Business Negotiation Practice 商務談判實踐Stage 1: Preparation (準備）Stage 2: Opening Statements （開局說辭）Stage 3: Bargaining （磋商）Stage 4: Settlement （簽約）Opening StatementsBargainingPreparationSettlementChapter Nine Terms of Payment 付款方式Learning focus : (學習要點)

2、Knowing of background knowledge on terms of payment 了解關于付款方式的背景知識Understanding the definitions on terms of payment 理解付款方式的定義Comprehending contents on terms of payment 深刻理解付款方式的內(nèi)容Mastering skills of using letters and dialogues in business negotiation 掌握用信函及對話進行商務談判技巧9.1 Background knowledge I 背景知識介紹

3、1 Instruments of payment Promissory noteCheckDraft （ Bill of Exchange） 2. Modes of payment remittance（including T/T, M/T and D/D）collection （ including D/A and D/P）L/C（ letter of credit )Letter 9-1 our usual practice慣例confirmed irrevocable letter of credit保兌的不可撤銷信用證in ones favourfavor 以為受益人remain va

4、lid 有效negotiation in China在中國議付at conversion rate以. 兌換率with other terms agreeable to us其他條款又能為我方所接受時equivalent相等、， 相當prevailing 流行的、， 盛行的、 ，現(xiàn)行的be required .必須receive ones prompt attention. 受到關注9.2 Letters on Negotiation信函談判 Notes：9.2 Letters on Negotiation信函談判Letter 9-1 Exporters introducing terms o

5、f paymentDear Sirs,We are in receipt of your letter of June 6th with thanks, inquiring about terms of payment .In reply , we are pleased to introduce our terms of payment ，for your consideration， as follows:Our usual practice on payment is by confirmed irrevocable letter of credit of the full amount

6、 of the invoice value to be established in our favourfavor, available by draft at sight, reaching us one month before shipment, remaining valid for negotiation in China till 21stst day after stipulated shipment date and allowing transshipment and partial shipment.Sometimes，in order to facilitate the

7、 importers financing and promote our the business to mutual benfitbenefit, other terms of payment are acceptable to us, such as D/P or D/A . However, we want to make it clear that D/P or D/A is only accepted if the amount involved for each transaction, with other terms agreeable to us , is below USD

8、.$ 5 000 or its equivalent in Renminbi RMB at conversion rate then prevailing. If the amount exceeds that figure, payment by L/C is required .required.The above above-mentioned ways are commonly used in our foreign trade transactions, if you need further assistance or information concerned, ； please

9、 let us know, for any requirements from our customer will receive our prompt attention.Letter 9-2be tied up 被捆綁， 被擠占due to 由于prevailing economic crisis目前的經(jīng)濟危機assure 向保證result in 導致， 帶來accommodate 通融meet ones request 滿足某人的要求9.2 Letters on Negotiation信函談判 Notes：Letter 9-3take sth. into account考慮at pre

10、sent目前flexible ways更靈活的付款方式cooperate with與合作may be / rest assured 盡管放心with the development of our business 隨著交易的發(fā)張隨著我們業(yè)務的發(fā)展accommodate v. 通融 accommodation n. 通融9.2 Letters on Negotiation信函談判 Notes：9.2 Letters on Negotiation信函談判Letter 9-2 Importers asking for payment by D/A Dear Sirs, Thank you for y

11、our letter dated June 7th, in which you introduced your usual terms of payment in detail. In reply, we would like to point out that our orders of your electronic products from you have been paid by confirmed , irrevocable L/C at sight since the first transaction between us. From the moment we open t

12、he L/C to our buyers paying us normally, funds have been tied up about four months, and we have only moderate means at hand, which has been a currently serious problem before us, especially due to the prevailing economic crisis now. In view of the above situation, we propose easier D/A 60 days inste

13、ad of confirmed, irrevocable L/C at sight. Moreover, we may assure you that if you could offer us easier terms of payment, it will result in an increasing business between us. We hope you will accommodate us to meet our request.We are looking forward to your favorable reply. 9.2 Letters on Negotiati

14、on信函談判Letter 9-3 Exporters reply to Letter 9-2 , agreeing to granting D/P , instead of D/ADear Sirs,We are in receipt of your letter of June 8th, from which we have learned that you suggest our accepting D/A terms of payment instead of confirmed, irrevocable L/C at sight.After taking your suggestion

15、 into account carefully , we think the best we can do at present is to agree to payment by D/P at 60 days after sight .You may rest assured that with the development of our business, well consider more flexible ways on payment to cooperate with you in the near future. We would like to inform you tha

16、t the goods you ordered have been ready for shipment and will be delivered within the stipulated time after receiving your confirmation on terms of payment.We hope that the goods will be satisfactory to you on arrival and our accommodation on this order will lead to further orders from you .you.Lett

17、er 9-4contrary to 與相反/ 與相矛盾Besides 除此之外the stipulated limitation 規(guī)定的限額assure sb. that 向保證appreciate 感激be appreciated 被感動9.2 Letters on Negotiation信函談判 Notes：9.2 Letters on Negotiation信函談判Letter 9-4 Exporters reply to Letter 9-2 rejecting to D/ADear Sirs,We are in receipt of your letter of June 6th 8

18、, from which we have learned that you suggest our accepting D/A 60 days on terms of payment in stead of confirmed ,confirmed, irrevocable L/C at sight .After considering it carefully, we regret to inform you that we can not accept D/A 60A 60 days at present . present. As we have generally required p

19、ayment by confirmed irrevocable L/C at sight to all our customers, we cannot make any arrangement contrary to our usual practice, especially under the current economic crisis situation. Besides, D/A or D/P is only acceptable to us unless the value is below U.SD $.5 000. The value of your order this

20、time is U.SD $50 ,000 , which is much higher than the stipulated limitation . However，we may assure you that with the development of our business, well consider more flexible ways on payment to cooperate with you in the near future. We wish you would understand our situation .situation. Your earlier

21、 reply will be appreciated. Letter 9-5contrary to 與相反/ 與相矛盾Besides 除此之外the stipulated limitation 規(guī)定的限額assure sb. that 向保證appreciate 感激be appreciated 被感動9.2 Letters on Negotiation信函談判 Notes：9.2 Letters on Negotiation信函談判Letter 9-5 Exporters urging establishment of the L/C, emphasizing on aspects need

22、ing attention.Dear Sirs,With our sales confirmation （S/C） No. 7008 dated June 10, 2009, we regret to say that your L/C has not yet reached us up to the time of our writing to you.As the shipment is near, in order to execute your rderorder No.208 , we ask you to instruct your bankers to open （ establ

23、ish/ issue ） an confirmed irrevocable L/C payable at sight, for the amount of US $D 100 ,000 in our favor , available（ valid） until July 15, 2009 so that we can receive it within this week.In order to avoid subsequent amendments, please see to it （make sure） that the stipulations in the L/C are in e

24、xact （strict） accordance with the terms in the contract. And we will make （effect） the shipment on receipt of the relevant L/C. We look forward to receiving your favorable response at an early date.Letter 9-6Inform inform / advise sb. that ； Iinform / advise sb. of sth. 通知某人某事Validity validity 有效期 b

25、elieve in 相信，確信deal with 處理； 應對punctual shipment 及時的交貨the important consideration 重要的考慮因素As requested as it is requested 正如所要求的mark with 用刷嘜 conspiciously 明顯的，顯眼的shipping mark 嘜頭facilitate 使 變得方便， 有助于take ones delivery提貨 manage to do 成功設法做arrange shipment 安排裝運 shipping advice裝船通知after the departure

26、of the vessel. 船離開后。depart v.（離開）， departure n. 離開9.2 Letters on Negotiation信函談判 Notes：9.2 Letters on Negotiation信函談判Letter 9-6 Importers replying to Letter 9-5 informing the L/C has been established, stipulating shipping mark and vessel. Dear Sirs,:We write to you on receipt of your letter of June

27、12 and now hasten to inform you that we have advised the Royal Bank of Canada，, Beijing Branch to establish （ open , /issue），）, before 12th June 12, 2009, the relevant L/C, No. 808A for the amount of US D $ 100 ,000 in your favor, and the validity is to July 15, 2009. And we believe in that it will

28、reach you within two weeks. Please make shipment of this order during this month as punctual shipment is one of the important considerations in dealing with our market. As requested in our L/C, please mark all the drums conspicuously with the shipping mark “Diamond” and the word “ THIS SIDE UP”. Thi

29、s will do much to facilitate our taking our delivery when the goods arrive.We should be glad if you could manage to arrange shipment by S.S. “Morning Star” sailing on or about the 25th this month and fax us your shipping advice immediately.Letter 9-7/ letter9-8in a position to 能夠能做in conformity with

30、 與相一致around 左右due to由于extend 延長respectively 分別地，各自地see to it 務必the advice of amendment 修改通知prompt attention 迅速辦理be appreciated .被感激Extend extend v. extension n. 延長， 延伸upon receipt of 一收到arrange for 安排9.2 Letters on Negotiation信函談判 Notes：9.2 Letters on Negotiation信函談判Letter 9-7 The exporters reply to

31、 lLetter 9-6, confirming receipt of the L/C, asking, asking the buyers to extend the L/C.Dear Sirs,：We have received the L/C No. 808A issued by the Royal Bank of Canada, Beijing Branch under our S/C No. 7008. Thank you for your prompt establishment of the L/C.In reply, we regret to inform you that w

32、e are not in a position to make shipment in conformity with the date stipulated in the contract, as the earliest S.S “Morning star” sailing from Dalian via Hong Kong to Vancouver is to leave around July 10, due to the bad weather.Such being the case, we have to ask you to extend the shipment date and the validity of the L/C to July 15 and July 30 respectively and see to it that the advice of amendment to the L/C reac