外贸员如何与外商进行价格谈判：探出对方价格底线

　　Dan提议前半年给对方二成折扣，后半年再降为一成半，经Robert推翻后，Dan再三表示让步有限。您知道Robert在这折扣缝隙中游走，如何才能摸出双方都同意的数字呢?他从锦囊里又掏出什么妙计了呢?请看下面分解：

　　R: How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?

　　D: Thats a lot to sell, with very low profit margins.

　　R: Its about the best we can do, Dan. (pause) We need to hammer something out (敲定)today. If I go back empty-handed, I may be coming back to you soon to ask for a job. (smiles)

　　D: (smiles) O.K., 17% the first six months, 14% for the second?!

　　R: Good. Lets iron out(解决)the remaining details. When do you want to take delivery(取货)?

　　D: Wed like you to execute the first order by the 31st.

　　R: Let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st.

　　D: Right. We couldn't handle much larger shipments.

　　R: Fine. But I'd prefer the first shipment to be 1000 units, the next 2000. The 31st is quite soon ---- I can't guarantee 1500.

　　D: I can agree to that. Well, if there's nothing else, I think we've settled everything.

　　R: Dan, this deal promises big returns(赚大钱)for both sides. Let's hope its the beginning of a long and prosperous relationship.

　　贸易保险用语：

　　All Risks 一切险

　　F.P.A. (Free from Particular Average) 平安险

　　W.A. / W.P.A (With Average or With Particular Average) 水渍险

　　War Risk 战争险

　　F.W.R.D. (Fresh Water Rain Damage) 淡水雨淋险

　　Risk of Intermixture and Contamination 混杂、玷污险

　　Risk of Leakage 渗漏险

　　Risk of Odor 串味险

　　Risk of Rust 锈蚀险

　　Shortage Risk 短缺险

　　T.P.N.D. ( Theft, Pilferage & Non-delivery) 偷窃提货不着险

　　Strikes Risk 罢工险

　　贸易机构词汇

　　WTO (World Trade Organization) 世界贸易组织

　　IMF (International Monetary Fund) 国际货币基金组织

　　CTG (Council for Trade in Goods) 货币贸易理事会

　　EFTA (European Free Trade Association) 欧洲自由贸易联盟

　　AFTA (ASEAN Free Trade Area) 东盟自由贸易区

　　JCCT (China-US Joint Commission on Commerce and Trade) 中美商贸联委会

　　NAFTA (North American Free Trade Area) 北美自由贸易区

　　UNCTAD (United Nations Conference on Trade and Development) 联合国贸易与发展会议

　　GATT (General Agreement on Tariffs and Trade) 关贸总协定