下面是小编为大家整理的外贸谈判实例英语对话（共含10篇），欢迎阅读与收藏。同时，但愿您也能像本文投稿人“稻草金条”一样，积极向本站投稿分享好文章。
A:HeIIo.Mr. Wang. I am glad to meet you here at the fair.
A:你好，于先生，很高兴在交易会上见到你。
B:Likewise. Take a seat, please. How about a cup of tea?
B:我很高兴。请坐，喝杯茶好吗?
A:Sure. Thank you. It seems your business is prosperous. There are many customers here.
A:好，谢谢。看起来生意很兴旺，这么多客户光临。
B:Yes.it's not too bad. Our sales are going up year after year. And we still have a large potential production capacity.Well.
B:是的，还可以。销量年年递增，我们的生产潜力还很大。
A:what do you think of choosing a commission representative or agent abroad to promote your sales?
A:哦，你们是否想在国外选择一家代办商或代理人为你们推销产品?
B:That's a good idea. So far,we have several agents abroad.
B:这个主意不错.不过，目前我们在国外已有几家代理人。
A:We are willing to be your agent in Thailand for hand-held tools.What do you think'?
A:我们愿意在泰国做你方的手工工具代理人，不知你们意下如何?
B:That sounds good.
B:听起来不错
A:Then.what's your usual commission rate for your agents?
A:那么，你们通常给代理人的佣金率是多少?
B:Usually.we give a commission of 4% to our agents.
B:通常给4%。
A:4% is too low.l think. You see.we have a lot of work to do in sales promotion such as advertising on radio or TV. printing booklets .leaflets.catalogues and so on. It all costs money. 4% is
not enough.
A:我认为4%太低了。你知道，为了推销你方的产品，我们要做很多工作。比如，在电台或电视上做广告，印刷小册子、传单和商品目录等。这一切花销，4%是不够的。
B: Don't worry. We'II allow you a higher commission rate if your sales score a substantial increase.
B:别担心，如果你们的销量大幅度增长，我们会给予更高的佣金
A: You mean to say
A;您的意思是……
B: Now . if you sell US $ 4 million worth of hand-held tools annually.we can only allow 4% commission. If the annual tumover exceeds US .$ 6 million . you can get 6% commission. What do
you think of that?
B:如你方手工上具的年销量为四卣万美元，我们只 能给4%的佣金，如果年销量超过六百万美元，你就可得到6%的佣金，你看如何?
A: It sounds OK. Then how do you pay the commission?
A:听起来不错：那么，佣金如何支付?
B: We may deduct the commission from the invoice value directly or remit it to you afier payment.
B:我们可以直接从发票金额中扣除佣金，或在付款后汇给你方。
A:All right. If it's okay. we would with you immediately.
A:那好。如果可以，我们会与你们立即签订代理协议。
B:Think it over. We hope to keep you to sign an agency agreement a good business relationship with you.
B:好好考虑一下，我们希望与贵方保持良好的贸易关系。
A:Thank you for your help.
A:谢谢你的关照。
A:Now we have covered all the important points.
A:现在，所有的主要问题我们都已讨论过了
B:Yes.l think so.
B:我想是的
A:Before we draft the contract.let's examine the details.
A：在起草之前，我们先检查一下所有的细节
B:Ok.under this contract.we'II supply you with 600 dozen T-shirts.S,M and L equally assorted. at USD 100 per dozen. CFRLondon. Shipment in July. Payment by irrevocable sight UC.
B：好的、根据这项合同，我们将向贵方出售600 打T恤衫，大、中、小号平均搭配，每打100美元，成本加运费伦敦价7月装运，以不可撤销的即期信用证付款。
A:Perfect. But what l'm concerned about most is the time of delive
A:完全正确，但我最担心的是交货时间
B:You may rest assured that shipment will be effected within the time limit stipulatad in the contract. But there is also one point l'd like to stress.
B:你们不用担心，我们将在合同规定的限定时间内完成装船。但是有一点我需要强调。
A: Yes?
A：是什么?
B: Your UC must be opened at least one month before the time shipment: otherwise we won't be able to catch the ship.
B:你方信用证必须在装运前1个月开出，否则我们将赶不上船
A: No problem. l'll have the covering UC opened as soon as I getback. In addition. would you tell me by whom the commodity inspection is conducted before shipment'?
A：没问题，我一回去，就马上安排开立有关信用证。此外，您能告诉我们在装船前这些商品是，由谁负责检验么?
B: The goods will be inspected by the China Import & Export Commodity Inspection Bureau. It will then issue a certificate of quality and a certificate of weight. These will be taken as final and biding.
B: 货物由中国进出口商品检验局检验，然后出具质量和重量证书，这些证明书将是最后的依据并具有约束力
A: Please remember to use both English and Chinese versions and both versions should be equally valid.
A：请记住用中英两种文字结合，两种文本同样有效。
B: Naturally. Each of us keeps one oraginal and two copies.
B：那当然，双方各保留一份原件和两份复印件
A: Then l'II come along three days later to put my signature on it.
A：那么，三天后我来签字
B: Good.
B:好的
A: Welcome to our company. My name is Jon Dahl Green. l'm in charge of the export department. Let me give you my business card.
A:欢迎到我们公司来。我叫格林・丹约翰，负责出口部。这是我的名片。
B: l'II give you mine too
B:这是我的名片。
A: How was your flight'.
A:您路上顺利吗?
B : Not bad .bul l'm 1.flle tired .
B:还行，不过我有点累。
A: Here's your schedule. After this meeting . we will visit the factory and have another meeting with the production manager. And you'II be having dinner with our director_
A:这是您的日程安排。开完会后，我们去参观工厂，再跟生产部经理开个会。晚上您将和我们主任共进晚餐。
B: Could you arrange a meeting with your boss?
B：你能安排我跟你们老板开个会吗?
A: Of course.l've arranged it at 10 0'clock tomorrow morning.
A：当然可以，我会安排在明天早上10点钟.
B : Well.shall we get down to business'.
B：那我们开始谈正事吧。
A: Sure .did you receive the sample we sent last week?
A:行，您有没有收到我们上周寄给你的样品?
B : Yes.we finished the evaluation of it. If the price is acceptable we would like to ordar now.
B:收到了，我们已进行了评估。如果价格合适，我们现在就想订货。
A; l'm very glad to hear that.
A:听到这个我真高兴。
B; Whats your best price for that item?
B：这种货你们最低价是多少?
A: The unit price is s 12.50.
A:单价是12.5美元。
B: I think the price is a IittIe high.can't you reduce it
B：我觉得这个价贵了点，你能不能减一点?
A: l'm afraid we can't. $. 12. 50 is our rock bottom price. If you purchase more than 10 .000 units we can reduce it to $ 12. 00.
A：恐怕不行，12.5美元是我们的底价。如果你订货超过10，000件，我们可以减到12美元。
B; Well. l'II accept the price and place an initial order of 10. 000 units.
B：行，我接受这个价格，第一批订10，000件。
A: Very good. lt's been a pleasure to do business with you.Mr. Smith.
A:太好了。史密斯先生，跟你做生意非常愉快。
B: The pleasure is ours. Can you deliver the goods by Marcli 31 ?
B:我们也很愉快。你们能在3月31号前发货吗?
A :Of course.
A:当然
下面是外贸关于谈判会晤的对话，一起来看看吧。
contact 谈判会晤
a: welcome to our company. my name is jon dahl green. i'm in charge of the export department. let me give you my business card.
b: i'll give you mine, too.
a: how was your flight?
b: not bad, but i'm little tired.
a: here's your schedule. after this meeting, we will visit the factory and have another meeting with the production manager. and you'll be having dinner with our director.
b: could you arrange a meeting with your boss?
a: of course, i've arranged it at 10 o'clock tomorrow morning.
b: well, shall we get down to business?
a: sure, did you receive the sample we sent last week?
b: yes, we finished the evaluation of it. if the price is acceptable we would like to order now.
a: i'm very glad to hear that.
b: what's your best price for that item?
a: the unit price is $12.50.
b: i think the price is a little high, can't you reduce it?
a: i'm afraid we can't. $ 12.50 is our rock bottom price. if you purchase more than 10,000 units we can reduce it to $12.00.
b: well, i'll accept the price and place an initial order of 10,000 units.
a: very good. it's been a pleasure to do business with you, mr smith.
b: the pleasure is ours. can you deliver the goods by march 31?
a: of course.
重点讲解：
1. in charge of 负责
例句：i'm in charge of this section. 我负责这个部门。
2. export 出口
3. get down to 开始
例句：let's get down to work. 我们开始工作吧。
4. rock bottom price 底价 相当于lowest price
例句：he said 1 dollar was the rock bottom price. 他说底价是一美元。
5. do business 做生意
例句：we do business on a commission basis. 我公司是在佣金基础上做生意的。
参考译文：
a: 欢迎到我们公司来。我叫格林?丹约翰，负责出口部。这是我的名片。
b: 这是我的名片。
a: 你的航行顺利吗?
b: 还行，不过我有点累。
a: 这是你的日程安排。开完会后，我们参观工厂，再跟生产部经理开个会。晚上你将和我们主任共进晚餐。
b: 你能安排我跟你们老板开个会吗?
a: 当然可以，我会安排在明天早上10点钟。
b: 那我们开始谈正事吧。
a: 行，你有没有收到我们上周寄给你的样品?
b: 收到了，我们已进行了评估。如果价格合适，我们现在就想订货。
a: 听到这个我很高兴。
b: 这种货你们最低价是多少?
a: 单价是12.5美元。
b: 我觉得这个价贵了点，你能不能减一点儿?
a: 恐怕不行，12.5美元是我们的底价。如果你订货超过10,000件，我们可以减到12美元。
b: 行，我接受这个价格，第一批订10,000件。
a: 太好了，史密斯先生，跟你做生意真是我的荣幸。
b: 是我们的荣幸才对。你们能再3月31日前发货吗?
a: 当然可以。
A: We hope you agree to ship by installment.
A:希望你们能同意分批装运。
B: How many times?
B:分几批?
A: 4 times. The loading term is from March to July next year. It will be transacted once every month. The first delivery is in March.
A:分四批，装船期限为明年3月到7月，每 一个月交易一批，第一批是3月，
B: How to arrange the quantity?
B：数量怎么安排呢?
A: If you do not have any special requirements. we will make an average allocation. So it will be 40 tons each time.
A：如果你们没有什么特别要求的话，就平均分配，每批40吨.
B: It is not good on average allocation. How about 60 tons for the first load then 30 tons each?
B：平均不太好吧，第一批交60吨，后三批各交30吨吧。
A: No problem. I will contact the manufacturer later
A：应该没什么大问题吧，回头我跟厂联系一下看看.
B: Thanks.
B：谢谢.
外贸谈判英语对话:Shipment交货
Shipment(1)
S: Now we have settled the terms of payment. Is it possible to effect shipment during September?
L: I don't think we can.
S: Then when is the earliest we can expect shipment?
L: By the middle of October, I think.
S: It's too late. You see, November is the season for this commodity in our market, and our Customs formalities are rather complicated.
L: I understand.
S: Well, the flow through the marketing channels and the red tape involved take at least a couple of weeks. Thus, after shipment it will be altogether four to five weeks before the goods can reach our retailers, the goods must therefore be shipped before October, or we won't be ready for the season.
L: But our factories are fully committed for the third quarter. In fact, many of our clients are placing orders for delivery in the fourth quarter.S: Mr. Li, you certainly realize that time of delivery is a matter of great importance to us. If we place our goods on the market at a time when all other importers have already sold their goods at profitable prices, we shall lose out.
L: I see your point. However, we have done more business this year than any of the previous years. I am very sorry to say that we cannot advance the time of delivery.
S: This is too bad, but I sincerely hope you will give our request your special consideration.
L: You may take it from me that the last thing we want to do is to disappoint a customer, particularly an old customer like you. But the fact remains that our manufacturers have a heavy backlog on hand.
S: But can't you find some way to get round your producers for an earlier delivery? Make a special effort, please. A timely delivery means a lot to us.
L: All right, Mr. Smith. We'll get in touch with our producers and see they have to say.
Shipment(2)
1. 集思广益，慎重选择，卓越的谈判者会通过营造一个氛围来鼓动大家统一成一个整体，集思广益共同探索有潜力的解决方法。只有符合双方共同利益的选择才可取，而此过程并非是顺利的。
let’s brainstorm to see if we can come up with a solution for both of us . 让我们开动脑筋，看看我们是否能找到对我们能否找到对你我都适用的方案
if we ... then it would accomplish your objective , but what about .... 如果我们。。。。的话，就可以实现你的目标，那如果。。。会怎么样？
both of us are looking to...so we might as well.... 我们双方都试图。。所以我们不妨可以。。。
that idea is a good start , but what about adding .... 这主意是个好开端，但是如果在加上。。。会怎么样？
2. 定位与思考：正确的`态度是将谈判伙伴作为同盟者而不是对手。不要陷入对立立场观点的纠缠中，而是要洞察根本利益。无需担忧彼此的间的部分利益的差异，而是要寻找实现利益的互补的方式。
what you’re interested in is ...., is that right ? well, i would like to see ... because....
你感兴趣的是。。。对吗？ 那我愿意看下。。。。，因为。。。。
that dovetails nicely into my requirements , if we....then both our requirements will be satisfied .
那与我的要求正好吻合， 如果我们，
。。。那我们双方的要求就满足了。
3. 综合完善：当形成双方基本上认可的共同利益实现方式时，必须将主旨明确。总之， 要把初步的意向优良化，正式化，使双方都能够一目了然。
A: Okay , let’s review our terms once more . You are interested in a lower overall budget because your current avilable resources are limited . I can only offer a lower price if we limit on-site support . We can’t afford to give a lower discount if our employees are working overtime and getting paid overtime . So I think if you agree to supply your own on-site workers , we should be able to give you the discount you need .
B: Sounds like it should work for both of us !
A:好的， 让我们回顾一下我们的条件。由于我们再回顾一下我们的条件。 由于你最近的可用资源有限，所以你所所感兴趣的是一个较低的总预算。如果在现场支持上降低要求，那我们可以给出一个更低的价格。如果我们的员工加班工作，还要额外支付加班费的话，那我没有办法在便宜了。所以我想如果你们同意提供自己的现场雇员的话，我们可以给出你所要求的折扣。
B:听上去对我们双方都适用。
4. 总结：通常人们将谈判视为唇枪舌剑的对抗性运动，或者理解为谈判双方在利益面前势不两立。事实上，谈判是不动干戈地创造双赢机会`共同努力的过程。
更多内容请访问应届毕业生职场英语
下面是有关外贸业务谈判初次见面的对话，一起来看看吧。
Preliminary Talk 初次见面 (1)
Li : A businessman of a Chinese Trade company
Peter: A customer
L: I understand this is your first visit to our company
P: Yes, and also my first trip to China. I've always wanted to see with my own eyes China's achievements and now I've been more than rewarded.
L: I see, but I hope you've had a pleasant trip.
P: I did, thank you. Well, come to the point, the purpose of my coming here is to inquire about possibilities of establishing trade relations with your company.
L: Let me assure you of our best attention, Mr.Peter. What's your line of business?
P: Cameras and photographic goods. We are distributors with business branches in most major cities in Britain. Now, we'd like to introduce Chinese-made cameras if your conditions are favorable.
L: We'll see what we can do.
P: There might be few of models we would be interested in, if I could go over your latest catalogues.
L: Here you are. How many copies would you like to have?
P: Ten, please. I'd like to airmail some back home.
L: Anything else?
P: Would it be possible for me to have a closer look at your samples?
L: Why not, Mr.Liu over there will take you down to our showroom.
P: Thank you. I'm afraid I've taken a lot of your time.
L: Not at all. Glad to have been of help. Hope to see more of you in future.
Preliminary Talk 初次见面 (2)
P: Good morning. My name is Peter. I'm from the U.S. Here is my business card.
L: Pleased to meet you, Mr.Peter. My name is Li.
P: Pleased to meet you too,Mr.Li
L: Won't you sit down?
P: Thank you
L: May I offer you a cup of tea P: Certainly. I like you Jasmine tea very much.
L: Well, from you business card, I can see that you specialize in oil-drilling equipment.
P: Yes, as matter of fact, we have been in this business for more than twenty years. Mr.Wang from your commercial office in Washington has referred me to you in the hope that I might be of some help in your oil industry.
L: Currently we have a strong interest in opening up more new oil fields. We could consider buying from you if the technology incorporated in your equipment is advanced and the trade terms favorable.
P: I have brought with me a series of catalogs for our latest models. My engineer is accompanying me on the trip. He can meet your technicians and answer any questions about our products.
L: That's an interesting idea. We shall, first of all, study your catalogs and get in touch with our customers. If they are interested, we'll arrange for further discussion.
P: Very good. I'm staying in Beijing Hotel. My room is 315.
L: We'll let you know their responses as soon as possible.
P: Good-bye!
报盘(1)
P: I come to hear about your offer for bristles.
L: We have the offer ready for you. Let me see. Here it is. 100 cases Tsingtao Black Bristles, 57mm, at …pounds sterling per kg, CIF European Main Ports, for shipment in June, 1980. The offer holds for three days.
P: Why, your price has soared. It's almost 25% higher than last year's. It would be impossible for us to make any sales at such a price.
L: I'm rather surprised to hear you say that. You know very well that markets for bristles have gone up a great deal in recent months. The price we offer compares favorable with quotations you can get elsewhere.
P: I'm afraid I can't agree with you there. I must point out that your price is higher than some of the quotations we've received from others sources.
L: But you must take quality into consideration. Everyone in the trade knows that China's bristles are of superior quality, above that from others sources.
P: I grant that yours are of better quality. But there's competition from the synthetic products, too. You can't very well ignore that. Prices for synthetic bristles haven't changed much all these years.
L: There is practically no substitute for bristle in certain uses. That's why demand for natural bristles keeps rising in spite of cheaper synthetic ones. To be frank with you, if no for the long-standing relationship between us, we would hardly be willing to make you a firm offer at this price.
P: Well, we'll have a hard time persuading our clients to buy at this price. But I guess I have no choice.
报盘(2)
P: I believe you've studied our proposal for fertilizers.
L: Yes, Mr. Peter. And we're very much interested.
P: It's almost twenty years since we first supplied you with our products in 1954. To our regret, for one reason or another, business between us has failed to follow up. I hope we'll succeed in concluding some business this time.
L: As we've repeatedly stated, China does business on the basis of equality, mutual benefit and exchange of needed goods. If these principles are kept to, I'm certain that mutually beneficial business will result.
P: May we hear your comments on our products?
L: We find your samples in conformity with your specifications and suitable for our requirements. On the other hand, we've received offers for products of higher quality. So business depends very much on your prices.
P: Taking every thing into consideration, you'll find that our prices compare favorably with the quotations you may get elsewhere.
L: I'm not so sure of that. Before coming to the discussion of price, may I point out that we like to have you quote us on FOB basis?
P: Why I don't quite understand. For bulk goods such as chemical fertilizers, it's the sellers who arrange the shipping space. It is more convenient for us as well as for you.
L: Well, we prefer to have the China National Chartering Corporation take care of the shipping. It doesn't make much difference to you, does it?
P: Well, it does make a slight difference, but we'll do as you wish.
Counter Offer 还盘(1)
P: I have here our price sheet on FOB basis. The prices are given without engagement.
L: Good, if you'll excuse me, I'll go over the sheet right now.
P: Take your time.
L: I can tell you at a glance that your prices are much too high.
P: I'm surprised to hear you say so. You know that the cost of production has risen a great deal in recent years.
L: We only ask that your prices be comparable to others. That's reasonable, isn't it?
P: Well, in order to get the business, we're quite willing to make some concessions. Would you give me an idea how much you wish to order from us, so that we may adjust our prices accordingly?
L: The size of our order depends greatly on the prices. Let's settle that matter first.
P: As you wish. Well, if your order is large enough, we are ready to reduce our prices by 2 per cent.
L: When I say your prices are much too high, I don't mean they are higher merely by 2 or 3 per cent.
P: Then how much do you mean? Can you give me a rough idea?
L: For the business to be concluded, I should think a reduction of about 10 percent would help.
P: Impossible. How can you except us to make a reduction to that extent.
L: I think you are as well informed as I am about the market for chemical fertilizers. It's needless for me to point out that supply exceeds demand at present and that this situation is apt to continue for a long time yet. May I suggest that you cable your home office and see what they'll have to say?
P: Very well, I shall do so。
外贸中难免会有讨价还价的情况，那么关于调整价格该如何对话呢?一起来看看调整价格的对话实例吧。
adjust the price 调整价格
a: what do you think of our price? 你认为我们的价格如何?
b: your price has gone up sharply , hasn't it? 我们的价格已经大幅度上涨了，不是吗?
a: yes. we regret we cannot maintain our original price. since the prices of the raw materials have been raised, we have to adjust the price of our products accordingly. 是的，很遗憾我们不能保持原价了。由于原材料价格上涨，我们不得不对产品的价格做出相应的调整。
b: i agree with you there, but your price is unreasonable. 这我同意，但是你们的价格是不合理的。
a: i don't think so. you must compare our price with that of other export houses. i'm sure our offer is in line with the prevailing market price level. 我不这么认为。你必须比较下我们的价格和其他出口公司的价格。我确信我们提出的价格符合市场的价格。
b: i don't think we will be able to pay the price. to have this business concluded, you need to lower your price at least by 3%. 我认为我们不能支付那个价格。为了达成这笔生意，你至少应该将价格降低3%。
a: i'm afraid that there is no room for any reduction in price. 恐怕没有再减价的余地了。
b: don't you agree with me that in the long run, moderate prices will bring about large sales and more profits ? 我认为从长远考虑，公道的价格会增加销售量，从而得到更多的利润，难道你不这么认为吗?
a: we've already cut down our price to cost level. 我们已经把价格降到成本价了。
b: is that all? 只能这样了吗?
a: yes, this is the best we can do. 是的，这是我们的最低价了。
b: i'm sorry we can't handle the price you offered. 很抱歉，我们无法接受你们提供的价格。
词语注释：
1. sharply adv. 大幅度
2. original adj. 原本的，原来的
3. moderate adj. 合理的
4. handle v. 接受
5. prevailing adj. 盛行的
6. reduction n. 减少
7. profit n. 利润
8. in line with 符合，和……一致。例如：not everyone is in line with the group. 并非每个人都和小组一致。
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