国际商务英语等级考试教程unit 8negotiation conclusion of sales contract.docxVIP

Part One Negotiation of Sales Contract 销售合同的谈判 从本质上看，谈判既是冲突管理的过程，又是不断调整的动态过程。在进出口贸易中，买卖双方为在共同利益上达成协议而进行磋商，因为在贸易中各方都有自己的目标，如卖方欲以高价出售自己的商品或服务，而买房却像以低价买进。 Negotiation is , according to its nature , a conflict management process or a dynamic process of adjustment . In import and export trade corporations , the buyer and seller confer together to reach a mutually satisfying agreement on a matter of common interest . This is because each of the parties has its own objective in trade operations , e.g. the seller intends to sell the goods/services at a higher price , while the buyer intends to buy the same goods/services at a lower price . 买卖双方需要就共同利益交换意见，不断地进行调整，从而开始贸易谈判。经过一段时间的谈判，双方最终达成协议。虽然双方不是完全满意，但都能意识到：意见一致此比意见分歧更有益。谈判的最终目的是双方都受益。 The two parties need to adjust themselves by exchanging their ideas on the common interest , and then the negotiation begins . Over a span of time , a final agreement is reached . Maybe neither of the parties is wholly satisfied but both recognize that it is more beneficial for them to agree than to disagree . Negotiation has its end result on a basis profitable to both parties . 商品买卖谈判是围绕着合同的主要条款进行的。在进口业务中，买方可同时和几家外国公司进行谈判，也可分别进行磋商。由于买卖双方地位不同，卖方应首先分析国际市场供求关系并制定恰当的战略目标，然后进行出口谈判，取得预定目标。总之，谈判者的目的是在恰当的时候、恰当地点以恰当的价格售出或买到恰当的商品。对出口商来说，他必须确保能够拿到货款；对进口商来说，他能得到所订购的商品。 The conduct of negotiation on sales of goods is around the main clauses of the contract . The buyer shall discuss with several foreign companies simultaneously or separately in import business . Due to the status differences of the two parties , generally the seller shall discuss the international market , marketing proper strategic objective , to achieve the desired results . No matter in what situation , the goal of the negotiators is to provide/g