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商务谈判(三):别让付款方式毁了你的谈判

文章来源:云顶娱乐4008com官网_www.40081122.com商务英语 上传时间:2020-04-23 浏览次数:


“付款方式”一直是外贸中大家非常重视的问题。跨国交易中,牵涉到资金,双方自然都会担心安全问题,客户希翼能够降低风险,国内贸易商也是如此。



所以,除了价格之外,付款方式也是外贸谈判中非常核心的环节,风险的衡量是重中之重。本期小耐姐准备的是付款方式谈判的经典句型和实战话术,为小伙伴们顺利成单和资金安全保驾护航。


1. When asking the other party about its payment terms we may hear such expressions as:

· What about your payment terms?

· What terms of payment do you wish accept ?


2. How to reply the above question?

· Payment by L/C is our usual practice of doing business.

· We only accept payment by irrevocable letter of credit payable against shipping documents.

· Only L/C is acceptable to us.


3. When showing the reluctance to accept your customer’s payment we may hear such expressions as:

· We accept such terms only once.

· This is the first and also the last time we grant you such terms.

· In view of our long-term cooperation, we agree to your payment terms.



4. When disagreeing your customer’s payment we may hear such expressions as:

· I don’t think it is proper time for us to accept payment by D/P.

· We would consider accepting terms of D/P if your order were of small size.

· It’s our policy to make the shipment after receipt of payment.

· We can hardly make any exception as L/C at sight is our usual practice.


5. When urging the buyer to open L/C:

· The earlier you have the credit opened, the sooner you will get goods.

· The earlier the L/C is opened, the sooner the goods are delivered.

· We shall have the right to terminate the contract,if you fail to open the credit in time.  


6. When persuading the buyer to adopt L/C we may hear the expressions as:

· As you understand, an irrevocable L/C is a reliable and safe method of payment.


7. When the buyer persuade the seller to give up L/C payment:

· A letter of credit would add to the cost of my imports.

· A letter of credit would cause us a lot of inconvenience


 Dialogue : Payment Terms 

Scene: Mr. Wang, the seller and Mr. John, the buyer are talking about their first deal. All of the terms have been settled except for the terms of payment. Obviously, it’s not wise to insist on each other’s payment, so they now sit down to discuss this matter, hoping the first transaction can been soon conclude.



Mr Smith: Do you accept the payment by D/P?

你们接受付款交单的支付方式吗?


Mr Wang: Sorry, it can’t be done. We usually accept payment by confirmed, irrevocable letter of credit available against presentation of shipping documents.

恐怕不行。大家一般只接收不可撤销的信用证,凭装运单据付款。


Mr Smith: There’s a lot to be done for opening L/C. We have to pay a deposit for bank and that will tie up my funds and add to the cost

开信用证繁琐事情不少。大家得向银行付一笔押金,这样就会积压资金,增加成本。


Mr Wang: I’m sorry I couldn’t help, Mr.Smith. As for import, we always require L/C and the other way round, we pay by L/C for our imports.

这也没有办法,Mr Smith先生。对出口,大家都要求信用证付款。大家也同样地用信用证支付进口。


Mr Smith: It would help me grately if you can accept D/A or D/P. As you know, L/C will not only increase additional expense but also cause red tape. To you it makings no great different, but to me, it does.

如果你能接受D/A或D/P,那就给我帮了大忙。你知道,信用证不仅会增加额外的费用,还会引起繁琐的公事程序。这对你们无关紧要,但对大家关系重大。



Mr Wang: It does too. L/C gives us the additional protection of the banker’s guarantee.

对大家关系也很大,信用证给予大家银行保证。


Mr Smith: I think it’s not sensible to insist on each other’s condition. Let’s make some concession. What do you say to 50% by L/C and balance by D/P?

我认为,大家双方都坚持自己的条件是不明智的。大家双方都作些让步。50%开信用证,其余的用D/P,你看怎样?


Mr Wang: I’m sorry, Mr. Smith. I’m afraid we do require payment by L/C.

对不起,Mr Smith先生.恐怕大家必须坚持信用证付款。


Mr Smith: Well…Mr. Wang. We agree to accept L/C if you can make the shipment one month ahead.

这样吧,王先生,要是你能提前一个月交货,大家同意用信用证。


Mr Wang: Ok. We will book the space first and effect the shipment within two or three weeks after receipt of your L/C. Is that ok for you?

好。大家打算先预定舱位,接到你们的信用证之后,二、三周内装货,好吗?


Mr Smith: Perfect!

好极了!



风云变幻的谈判桌上,不到签单的最后一刻,真不能放松警惕。有需要的小伙伴们,以上付款方式的博弈话术速速收藏起来,学以致用!


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