appointment 约会，预约
to postpone 推迟
in charge of 负责
schedule 时间表
hospitable 好客的
to mention 提及
to impress 给……留下印象
responsible 负责的
supervisor 主管
to delay 使……延误
area code 区号
conference call 会议电话
out of order 出故障
domestic call 国内电话
overseas call 越洋电话
long distance call 长途电话
local call 本地电话
public telephone 公用电话
I'd like to talk to you for an hour or so next Monday.Could you spare the time？我想下周一早上与您会谈一个小时，您能空出时间吗？That should be possible，but I can't give you a definite answer right now，I'm afraid.那是可能的，但我现在还不能给你肯定的答复。Let's make it nine o'clock Friday morning.Would that be convenient for you？我们定在周五上午九点吧，你那个时间方便吗？Do you think you could make it Monday afternoon？That would suit me better.你是否认为你应该定在周一下午呢？那对我来说将会更合适。I'm afraid I have to cancel my appointment.我恐怕要取消我的预约了。It looks as if I won't be able to keep the appointment we made.看起来我好像不能赴约了。
I'm afraid not.I'm fully booked up tomorrow.恐怕不行，明天已安排满了。
Anytime except Friday morning will be all right.只要不是周一上午就可以了。
Sorry，Mr.Xu has some unexpected business to attend to，and won't be able to make your appointment this evening.对不起，许先生突然有紧急的业务要处理，今晚不能赴约了。
A=Receptionist(前台接线员)
B=Andrea White(安德莉娅·怀特)
C=Levi Brown(李维·布朗)
A：Hello，this is ABC Company.May I help you？A：您好，这里是ABC公司，可以为您效劳吗？B：Hello，could I speak to Levi Brown？B：您好，我能和李维·布朗通话吗？A：Could I know your name and company please，madam？A：女士，能告诉我您的姓名和公司吗？
B：Andrea White，from Sun and Moon Co.B：日月公司的安德莉娅·怀特。A：Thank you，Ms.White.Wait a moment，please.I will put you through to Mr.Brown.A：谢谢您，怀特女士，请稍等，我为您接通布朗先生的电话。
C：Hello，Levi Brown speaking.C：你好，我是李维·布朗。B：Hello，Mr.Brown.This is Andrea White of Sun and Moon Co..I am calling to change the time of our appointment，because I have a schedule conflict now and I am afraid I am not able to attend our meeting next Monday.B：布朗先生，你好。我是日月公司的安德莉娅·怀特。我打电话来，主要是想更改我们约会的时间，因为我现在日程上有些冲突，下周一恐怕不能参加我们的会议了。
C：Is it convenient for you if we postpone our meeting to next Wednesday？C：如果我们把会议时间推到下周三，你方便吗？B：I'm sorry.I have my schedule full on Wednesday too.Is it ok to move the meeting to Friday this week？B：对不起，我星期三的日程也已排满了。你看能否把会议安排到这周五？C：I have only Friday afternoon free.Would that be fine with you？C：我只有周五下午有空。这个时间你可以吗？B：That's all right.Shall we meet at 3 o'clock？B：没问题。我们定在3点可以吗？
C：Wonderful.I am looking forward to seeing you at 3 o'clock this Friday afternoon.C：好极了。我盼着这周五下午3点与您见面。B：See you then.B：那时见。
A=Mr.Miller(米勒先生)
B=Mr.Green(格林先生)
A：Welcome to our company.My name is Bernie Miller.I'm in charge of the export department.Let me give you my business card.A：欢迎到我们公司来。我叫巴尼·米勒，负责出口部。这是我的名片。
B：Here is mine.B：这是我的名片。A：How was your flight？A：你的航行顺利吗？B：Not bad，but I'm a little 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'll be having dinner with our director.A：这是你的日程安排。开完会后，我们去参观工厂，再跟生产部经理开个会。晚上你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，I've arranged it at 9 o'clock tomorrow morning.A：当然可以，我会安排在明天早上9点钟。
B：Well，shall we get down to business？B：那我们开始谈生意吧？A：Sure，did you receive the sample we sent you last Monday？A：行，你有没有收到我们上周一寄给你的样品？B：Yes，we have finished the evaluation of it.If the price is acceptable we would like to order now.B：收到了，我们已完成了对它的评估。如果价格合适，我们现在就想订货。
A：I'm very glad to hear that.A：听到这个我真高兴。B：What's your best price for that item？B：这种货你们最低价是多少？A：The unit price is$15.A：单价是15美元。B：I think the price is a little high，can't you reduce it？B：我觉得这个价贵了点，你能不能减一点？
A：I'm afraid we can't.$15 is our rock bottom price.If you purchase more than 5，000 units we can reduce it to$14.5.A：恐怕不行，15美元是我们的底价。如果你订货超过5，000件，我们可以减到14.50美元。B：Well，I'll accept the price and place an initial order of 5，000 units.B：行，我接受这个价格，第一批订5，000件。A：Very good.It's been a pleasure to do business with you，Mr.Green.A：太好了。格林先生，跟你做生意真是我的荣幸。B：The pleasure is ours.Can you deliver the goods by April 15？B：是我们的荣幸才对。你们能在4月15号前发货吗？A：Of course.A：当然行。
1.Export Department 指公司的出口部。一般情况下，公司可能还有以下的部门，Import Department(进口部)，Personnel Department(人事部)，Human Resources Department(人力资源部)，Accounting Department(会计部)，Finance Department(财务部)，Sales Department(销售部)，International Department(国际部)，Public Relations Department(公共关系)，Advertising Department(广告部)，Planning Department(企划部)，Research and Development Department(R＆D)(研发部)。
2.一般在公司中，boss 指"老板"，director指"主任"，manager指"经理"，supervisor指"主管"，clerk指"职员"，staff是总指"职工"，assistant指"助理"，当然，各公司的结构和职位不尽相同，但基本都可以用这些词来表示。
3.evaluate 意思是"评价，评估"，及物动词，后面可以直接加名词，例如：The company uses tests to evaluate the ability of the staff.公司通过测试评价员工的能力。它可以通过加名词后缀-tion，变成其相应的名词形式，evaluation，意思与动词完全相同，可以与动词conduct连用，例如：The country conducted an evaluation of its medical system.国家对医药系统进行了评估。
4.价格也有很多种，unit price(单价)，bottom price(最低价)，bedrock price(最低价)，starting price(开价或起价)，selling price(售价)，market price(市价)，当然商家之间有时也会通过price war(价格战)来争取市场。
5.deliver 意思是"运送，发货"，可以做及物动词，也可以做不及物动词，例如：The postmen deliver the letters to every household.邮递员把信送到每家每户。其对应的名词形式是delivery，例如：They received two deliveries of mails this afternoon.他们今天下午收到了两份邮件。How to write effective contracts
Reading contracts can be tedious and confusing for small business owners.Drafting them can be even more challenging.But welldrafted contracts are vital to your business.A welldrafted contract spells out the rights and obligations of each party and protects you and your business to the most practical extent.A good contract can increase your business，earn you respect，and make you money.A bad contract，on the other hand，can be disastrous.These nine tips will give you a head start.
1.Write clearly.Ambiguous language in a contract can lead to misunderstandings，delays，frustration，even litigation.Make sure that both parties'responsibilities are clearly outlined.
2.Draft complete contracts.Many contracts fail or create confusion because they are incomplete.The omission of important terms or expectations can lead parties to assume incorrectly that the terms are understood or implied.Make sure that all key statements or representations，from both parties，are spelled out clearly.
3.Look at sample contracts and forms.The best way to begin drafting a contract is to look at several sample forms that are similar to the document that you want to create.Sample forms can alert you to issues you might not have considered，and they can provide strong，standard language for your contract.
4.Don't rely on a standard form or sample contract.Standard forms may or may not be applicable to your situation and they might have been drafted for the benefit of the wrong side.Most forms are simply a starting point and must be customized for your particular transaction.
5.The writer always has the advantage.You almost always want to draft the first draft.Creating the contract language gives you a tremendous advantage in shaping the negotiations，as you can include clauses that you want and structure the deal in a favorable way for your business.
6.Make your contract look like a standard form.Sometimes it helps to make your contract look like a preprinted standard form，even though you may have carefully drafted it for your benefit.With the use of word processing or desktop publishing this isn't hard to do，and the other side may be less inclined to negotiate if they think your agreement is'standard'.
7.Be aware of legal requirements.Certain types of contract provisions may be legally questionable，and other provisions may need to be boldfaced or in all capital letters to be effective.Also，certain kinds of contracts have required terms，language or clauses.A good business lawyer can point these out for you.
8.Attach exhibits.Sometimes it's a good idea to append attachments or exhibits to a contract.In addition to providing specific examples in certain cases，it enables you to use your base contract for many different transactions，while placing all specific documents that are particular to the transaction in an addendum or exhibit.But remember to refer to the addendum or exhibit in the main contract.
9.Include boilerplate.You must include good'boilerplate'or'miscellaneous'clauses at the end of your contract.This standard language may seem trivial but can end up being tremendously important in the event of a dispute.For example，Attorney's Fees Provisions is boilerplate that says the legal fees and costs of the prevailing party will be paid by the nonprevailing party.This can amount to a lot of money in some lawsuits.
First Time Ice Fishing
There were two old boys from Alabama who love to fish，and they wanted to do some ice fishing.
They'd heard about it up in Canada，and they took off up there.The lake was frozen nicely.They stopped just before they got to the lake at a little bait shop and got all their tackle.One of them said，'We're going to need an ice pick.'
So they got that，and they took off.In about two hours，one of them was back at the shop and said，'We're going to need another dozen ice picks.'
Well，the fellow in the shop wanted to ask some questions，but he didn't.He sold him the picks，and the old boy left.
In about an hour，he was back.'We're going to need all the ice picks you've got.'
The bait man couldn't stand it any longer.'By the way，'he asked，'how are you fellows doing？'
'Not very well at all，'he said.'We don't even have the boat in the water yet.'
Negotiating over the Contract 合约洽谈
contractor 订约人，承包人
contractual 合同的，契约的
to place a contract 订合同
to sign a contract 签合同
to draw up a contract 拟订合同
to draft a contract 起草合同
to get a contract 得到合同
to repeat a contract 重复合同
an executory contract 尚待执行的合同
a nice fat contract 一个很有利的合同
originals of the contract 合同正本
copies of the contract 合同副本
to make some concession 做某些让步
contract terms/clause 合同条款
contract provisions/stipulations 合同规定
contract period/term 合同期限
contract life 合同有效期
to be stipulated in the contract 在合同中予以规定
to be laid down in the contract 在合同中列明
to bring a contract into effect/force 使合同生效
to go/enter/into/effect force 生效
to cease to be in effect/force 失效
to carry out a contract 执行合同
to execute/implement/fulfil/perform a contract 执行合同
cancellation of contract 撤消合同
breach of contract 违反合同
to break the contract 毁约
to cancel the contract 撤消合同
to tear up the contract 撕毁合同
to approve the contract 审批合同
to honour the contract 重视合同
to annual the contract 废除合同
to terminate the contract 解除合同
to alter the contract 修改合同
to abide by the contract 遵守合同
to be legally binding 受法律约束
contract price 合约价格
contract wages 合同工资
contract note 买卖合同(证书)
contract of employment 雇佣合同
contract of carriage 运输合同
contract of arbitration 仲裁合同
contract for goods 订货合同
contract for purchase 采购合同
contract for service 劳务合同
contract for future delivery 期货合同
contract of sale 销售合同
contract of insurance 保险合同
contract sales 订约销售
contract law 合同法
to ship a contract 装运合同的货物
contractual dispute 合同上的争议
a longterm contract 长期合同
a shortterm contract 短期合同
contract parties 合同当事人
contractual practice 合同惯例
contractual claim 根据合同的债权
contractual liability/obligation 合同规定的义务
contractual income 合同收入
contractual specifications 合同规定
contractual terms and conditions 合同条款和条件
contractual guarantee 合同规定的担保
contractual damage 合同引起的损害
completion of contract 完成合同
execution of contract 履行合同
performance of contract 履行合同
interpretation of contract 解释合同
expiration of contract 合同期满
renewal of contract 合同的续订
Once the contract is approved by the Chinese government，it is legally binding upon both parties.合同一经中国政府批准，对双方就有了法律约束力。
You must put their rights and interest into a contract.你们必须把他们的权益订在合同中。We always carry out the terms of our contract to the letter and stand by what we say.我们坚持重合同，守信用。
It's clearly a breach of contract.这显然是违反了合同。In case one party fails to carry out the contract，the other party is entitled to cancel the contract.如果一方不执行合同，另一方有权撤消该合同。
You cannot cancel the contract without first securing our agreement.如果没有事先征得我们同意，你们不能取消合同。This contract will come into force as soon as it is signed by two parties.合同一经双方签定即生效。
Once a contract is made，it must be strictly implemented.合同一旦确定就应严格执行。
We'll have the contract ready for signature.我们应准备好合同待签字。We signed a contract for medicines.我们签订了一份药品合同。It was because of you that we landed the contract.因为有了你，我们才签了那份合同。We offered a much lower price，so they got the contract.由于我们报价低，他们和我们签了合同。Are we anywhere near a contract yet？我们可以签合同了吗？I know we(the seller)should draw up a contract and the buyer has to sign it.我们知道我们(卖方)应该拟出一份合同，买方必须签署合同。We both want to sign a contract，and we have to make some concessions to do it.我们都想签合同，因此双方都要做些让步。Our current contract is about to expire，and we'll need to discuss a new one.我们现有合同快要期满了，需要再谈一个新合同。We can repeat the contract on the same terms.我们可以按同样条件再订一个合同。A few problems with supply under the old contract must be quickly resolved.老合同中的一些供货问题必须尽快解决。These are two originals of the contract we prepared.这是我们准备好的两份合同正本。We enclose our sales contract No.45 in duplicate.附上我们第45号销售合同一式两份。The copy of our contract will be returned.合同的副本将被归还。May I refer you to Article 5 of the General Terms and Conditions of the contract？请您看看合同一般条款的第五条。May I refer you to the contract stipulation about packing(or shipping)？请您看看合同中有关包装(装运)的规定。You must state the deion of the goods，the quantity and the unit price in each contract.每笔合同中都应该提到的商品的性能说明、数量和单价。
There is an arbitration clause in the contract.(or insurance clause，inspection clause，shipping clause……)这是合同中的一项仲裁条款。(或：保险条款，检验条款，装运条款等)We ship our goods in accordance with the terms of the contract.我们按合同条款交货。
I'm sure that shipment will be effected according to the contract stipulation.我保证我们能按合同规定如期装船。We sincerely hope that both quality and quantity are in conformity with the contract stipulations.我们真诚希望质量、数量都与合同规定相吻合。
The contract states that the supplier will be charged a penalty if there is a delay in delivery.合同规定如果供货商延误交货期，将被罚款。
A=Mr.Black(布莱克先生)
B=Mr.Chen(陈先生)
A：I did a very close study of the draft contract last night.A：昨晚我仔细审阅了合同草案。
B：Any questions？B：有什么问题吗？A：Yes.There are a few points which I'd like to mention.First，it's stipulated in the contract that all the machine parts should be packed in wooden cases，but it's impossible to pack a truck base like that.A：有，有几点我想提一下。首先，是包装。合同规定机器零件用木箱包装，而汽车底座用木箱包装则是行不通的。
B：I see.B：我明白了。A：Second，about the terms of payment.Your draft contract says that payment is to be made by D/P.This is not our practice.We prefer to have the payment made by L/C through a negotiating bank in sydney.A：第二点是付款的有关条款。你们的合同草案规定付款方式为付款交单。我们不这么做。我们希望经悉尼的一家议付银行用信用证付款。B：And……B：还有……A：And the third point is about arbitration.It's stipulated that arbitration shall take place in China.In all our past contracts signed with you，it was stipulated that arbitration took place in a third country.A：第三点有关仲裁。合同规定仲裁应在中国进行，在我们过去和你们签订的所有合同中都规定仲裁在第三国进行。
B：Yes，that's right.B：对，是这样。A：But how is it that this time you wish to have it carried out in China？A：那么，为什么这次你们希望仲裁在中国进行？B：Shall we take up the matter point by point？Now，the first point is about packing.We agree to a different packing for the truck.B：我们逐点研究一下，好吗？首先，第一点，有关包装，我们同意汽车底座换用不同的包装。
A：This can easily be done.A：这很容易做到。B：Second，we agree to pay by L/C.B：第二，我们同意用信用证付款。A：Thank you.A：谢谢。B：As for arbitration，in our dealings with many countries，arbitration is to be carried out in China.The Arbitration Commission of CCPIT(China Council for the Promotion of Inter nationd Trade)enjoys a high prestige among friendly companies.Personally I hope you'll accept this clause.Further more，the disputes that have arisen from our business transaction were all settled through friendly consultations.Very rarely was arbitration restored to.B：至于仲裁，在我们和许多国家的交往中，仲裁都在中国进行。中国贸促会的仲裁委员会在各友好公司中享有崇高的声誉。从我个人来讲，我希望你们接受这一条款。此外，我们生意中出现的争端均通过友好协商解决了，很少进行仲裁。
A：I see.OK.The new arbitration clause is acceptable.Is there anything else？A：我明白了，好吧，新的仲裁条款可以接受。关于合同，还有其它问题吗？B：As far as the contract stipulations are concerned，there is nothing more.Thank you very much.B：至于合同方面的规定，没别的了。非常感谢。
A：When should we sign the contract？A：我们什么时候签合同？B：We'll revise the contract this evening，and have it ready to be signed tomorrow morning at ten.How's that？B：今晚我们修改一下合同，准备明天早上10点签约，怎么样？
A：Perfect.A：太好了。A=Mr.Ken(肯先生)
B=Mr.Turner(特纳先生)
A：Welcome to our company.My name is Raff Ken.I'm in charge of the international department.Here is my business card.A：欢迎到我们公司来。我叫拉夫·肯，负责国际部。这是我的名片。
B：Thank you，Mr.Ken.Here is mine.B：谢谢你，肯先生，这是我的名片。A：Mr.Ken，I am afraid we have made a full schedule for you.A：恐怕这次我们为你安排了一个满满的日程表。B：That's fine.I can deal with that.Have you arranged for me a meeting with your boss？B：没问题，我能安排得过来。你安排了我跟你们老板的会面吗？
A：Of course，I've arranged it at 2 o'clock tomorrow afternoon.A：当然了，安排在明天下午2点钟。
B：Well，shall we get down to business now？B：好的，那我们开始谈生意吧？A：Sure，did you receive the sample we sent last Monday？A：行，你有没有收到我们上周一寄给你的样品？B：Yes，we finished the evaluation of it.If the price is acceptable we would like to make an order right 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：I'm very glad to hear that.A：听到这个我真高兴。B：What's your best price for it？B：这种货你们最低价是多少？A：It is$220 a case.A：单价是每箱220美元。B：Your prices are much too high for us to accept.Can you cut down the price for us？B：你的价格太高，我们不能接受。你能不能减一点？
A：I'm afraid we can't.This is the lowest possible price we can offer.However，if you purchase more than 1，000 cases，we can reduce it to$215 a case.A：恐怕不行，这是最低价了。当然，如果你订货超过1，000件，我们可以减到215美元。
B：Well，I'll accept the price and place an initial order of 1，000 cases.B：行，我接受这个价格，第一批订10，000件。A：Great.When shall we come to sign the contract，Mr.Turner？A：太好了。特纳先生，我们什么时候签订合同？B：What about 9 o'clock tomorrow morning？B：明天上午9点怎么样？A：OK.A：好的。
1.be in charge of 这个短语的意思是"主管，负责"，表示状态。例如：The sales manager is in charge of distribution.销售部门经理负责配送。而表示动作的短语是take charge of。例如：Would you please take charge of the meeting while I am away？我不在时，你能负责这次会议吗？
2.schedule 日程表，常用短语有on schedule(按时)，ahead of schedule(提前)，behind schedule(延后)，例如：The meeting began ahead of schedule.会议提前举行了。
3.get down to sth 开始做某事。需要注意的是，这里的to是介词，所以后面可以直接加名词，例如，get down to business(开始谈正事)，get down to work(开始工作)。但是如果加动词，则需要家动词的现在分词形式，即get down to doing sth。The boy got down to writing his homework immediately after he went home.男孩回家后就立刻开始写他的家庭作业了。
4.cut down on sth.削减，减少。例如：The company decided to cut down on their expenses.公司决定减少费用。如果是减少到多少，则应说cut down to sth.例如：The editor has to cut down the article to two thousand words.编辑需要把文章减少到2000字。
Business contracts are legally binding written agreements between two or more parties.They are an important part of business and such agreements need to be created and/or reviewed carefully.
While smaller companies often conduct business based on informal handshake agreements or unspoken understandings，the more that is at stake，the more essential it is to have a signed contract.A contract serves as a guide and a memorial of the agreement that must be followed by both parties.It presents each party with the opportunity to：
Describe all obligations they are expected to fulfill.
Describe all obligations they expect the other party or parties to fulfill.
Limit any liabilities.
Set parameters，such as a time frame，in which the terms of the contract will be met.
Set terms of a sale，lease，or rental.
Establish payment terms.
Clearly establish all of the risks and responsibilities of the parties.
A contract is，in essence，a written meeting of the minds.While it is typically drawn up by one party and favors the needs and requirements of that party，protecting them from most(if not all)liabilities，it should be thought of，initially，as a work in progress that changes and grows as each party contributes his needs，wants，and terms prior to signing.At this time，it becomes an official document.It is the testament of a mutually beneficial relationship or transaction.Consideration，whether it is monetary or a promise to do work or provide a service by a specified date，is at the root of a contract.It is required for a document to be considered a valid contract.
Obviously，both sides should benefit in some manner before entering into any such agreement.The term'standard contract'is more myth than reality and too often people simply sign on the dotted line without reading or negotiating the terms of a contract.
Consideration，compensation，ownership rights，liability，and risk are all areas that need to be worded carefully；you should seek out help from a qualified attorney who is experienced in contracts to make sure that you have covered all necessary areas in a clear manner.
Lipstick
According to a news report，a certain private school in Victoria recently was faced with a unique problem.
A number of grade 12 girls were beginning to use lipstick and would put it on in the bathroom.That was fine，but after they put on their lipstick they would press their lips to the mirror leaving dozens of little lip prints.
Every night，the maintenance man would remove them and the next day，the girls would put them back.
Finally the principal decided that something had to be done.
She called all the girls to the bathroom and met them there with the maintenance man.She explained that all these lip prints were causing a major problem for the custodian who had to clean the mirrors every night.
To demonstrate how difficult it had been to clean the mirrors，she asked the maintenance man to show the girls how much effort was required.
He took out a long handled squeegee，dipped it in the toilet，and cleaned the mirror with it.
Since then，there have been no lip prints on the mirror.
Discount and Commission 回扣与佣金
commission 佣金
concession 让步
consignment 货物
to deduct 扣除
embarrassing 令人为难的
to grant 许可，答应
head office 总公司
to make a compromise 妥协
to make oneself clear 表达清楚
general practice 惯例
profit margin 利润率
distributor 经销商
hand tools 手工具
commission agent 佣金代理商
credit information 资信情况
Quote us lowest price C.I.F.Los Angeles inclusive of our 5％commission，stating the earliest date of shipment.请报洛杉矶包括我方5％佣金在内的最低到岸价格，并告知最早的装船日期。In view of our longstanding business relationship，we would like to allow you another 2％commission for further promotion of our products.考虑到我们之间长期的贸易关系，我们愿再给你方2％的佣金，以进一步推销我们的产品。We request you to deduct our commission from the invoice.我们请求你方从发票中扣除我们的佣金。Please grant us a 4％commission as a special consideration.请特殊照顾给我们4％的佣金。
We usually pay our agents a 5％commission of the value for each deal.通常我们支付给代理人的佣金是每笔交易达成金额的5％。We could make an arrangement with you，not a special discount.我方可以与你方协商，但并不是特殊折扣。Moreover，when other customers get to know it，they are likely to raise questions.而且，其他客户知道的话，他们很可能会提意见的。Usually we pay commission on the basis of C.I.F.value.我们通常按C.I.F.价格支付佣金。A five percent commission will certainly help you in pushing your sales.5％的佣金肯定会有助于你们的销售。We regret that we can't allow you a 5％commission.很抱歉，我们不能给你百分之五的佣金。We are anxious to know your usual practice in giving commission.我们急于想知道你方付佣金的惯例。I'm afraid it goes against the usual commercial practice not to allow a commission.不给佣金恐怕有悖于商业惯例吧。It's really impossible for us to make any concession by allowing you any commission.在给你们的佣金问题上，我们真的不可能作出任何让步。
You may invoice the goods at contract price minus 3％commission.你们可以按合同价格减去3％的佣金开发票。The commission shall be paid either by means of goods covered under this contract or by check.佣金可用合同项下的货物支付，也可用支票支付。
We give a ten percent discount for cash payment.对于现金付款，我们给九折优惠。
Right now，jeans are at a discount.现在牛仔裤打折销售。We are prepared to allow you a special discount of 5％to compensate for the trouble we have caused.我们准备给予你们5％的特别折扣，以补偿给你方所造成的不便。
The highest discount we can allow you on this article is 10％.这种商品我们所能给的最高折扣是10％。We hope to enlarge our trade with your country and intend to grant you a 5％discount.我们希望扩大与贵国的贸易，并准备给你方5％的折扣。
We are prepared to allow you a special discount of 3％if your order exceeds US$5，000.如你方订单额超过五千美元，我们准备给予3％的特别折扣。A discount can be deducted from the unit price.折扣可从单价中扣除。
The 5％discount can be deducted from the L/C and after shipment we will send you a check to cover the 3％commission.5％的折扣可从开立的信用证中扣除。装运后，我方会再寄给 你们支票支付3％的佣金。If your order is large enough，we can allow you a higher discount on our price.如你方订购量很大，我们可以给更高的折扣。Because of their poor quality，we have to sell the goods at a 5％discount.由于品质低劣，我们不得不降价5％出售货物。It was only after much persuasion that the buyer finally agreed to accept the goods at a discount of 10％off the quoted price.经过反复劝说，买方最后才同意按报价打九折收下货物。
I'd like to talk about commission with you.我想与您谈谈佣金问题。How much discount commission do you intend to give us？你们打算给我们多少折扣佣金？
It's really impossible for us to make any concession by allowing you any commission.我们真的很难在佣金问题上作出任何让步。
It is very difficult for us to further lower/reduce/cut our price.对于我们来说，再降低价格非常困难。A=Zhang Jun(张军)
B=Charles Washington(查尔斯·华盛顿)
A：Hello，Mr.Washington，I am very glad that you come to our company.A：你好，华盛顿先生，很高兴你能来我们公司。B：It is a great pleasure to meet you again，Mr Zhang.B：张先生，能再次见到你我也感到非常荣幸。A：Take a seat，please.Would you like a cup of tea？A：请坐，喝杯茶？
B：Yeah.Thank you.It seems your company has developed quickly during the past year.B：好，谢谢。看起来你们公司在过去的一年里发展很快。
A：Yes，not too bad.Our sales are increasing year after year，and we still have a large potential production capacity.A：是的，还不错。销量年年递增，我们的生产潜力还很大。
B：Well，have you thought about choosing a commission representative or agent abroad to help you promote your oversea sales？B：哦，你们是否想在国外选择一家代办商或代理人帮助你们发展海外市场？
A：In fact we have already had several agents in Europe and North America.A：其实，我们目前在欧洲和北美已有几家代理人了。B：What about South America？Have also had agents there？B：南美洲呢？你们在那里也有代理人吗？
A：Not yet.A：还没有。B：We are willing to be your agent in South Africa.As you may have known，I have lived there for six year.What's your idea？B：我们愿意在南美做你方产品的代理人。你可能知道，我在那里生活了六年，不知你们意下如何？A：It coincides with ours.A：这正合我们的心意。B：Then，what's your usual commission rate for your agents？B：那么，你们通常给代理人的佣金率是多少？A：Usually，we give a commission of 2％to our agents.A：通常给2％。
B：2％……it is too low，I think.You see，we have a lot of complicated as well as trivial work to do in order to promote the sales，such as making advertisements on all kinds of media，such as radio，TV，magazines，newspapers and the internet.Besides，we have to print booklets，leaflets，catalogues and so on.All of them need money.2％is far from enough.B：2％……我认为太低了。你知道，为了推销你方的产品，我们要做很多的复杂烦琐工作。我们需要通过各种媒体作广告，比如，电台，电视，杂志，报纸还有互联网。除此之外，还要印刷小册子、传单和商品目录等。所有这一切都是花销，2％是不够的。
A：Don't worry about that.We'll pay for that part of the cost and we will also give you a higher commission rate if your sales reach a certain level.A：别担心，广告的花销我方负担。如果你们的销量大幅度增长，我们会给予更高的佣金。
B：You mean……B：你的意思是……A：Now，if you sell US$500 thousand worth of our commodity annually，we can only give you a twopercent commission.However，if the annual sales exceeds that，you can get 3％commission.What do you think of that？A：如你方产品的年销量为五十万美元，我们只能给百分之二的佣金。如果年销量超过五十万美元，你就可得到3％的佣金，你看如何？
B：It sounds OK.Then how do you pay the commission？B：这听起来还不错。那么，佣金如何支付？
A：We may give you the commission together with the advertisement cost annually.A：我们每年会将佣金和广告开销一起给你。B：All right.If it is okay，I would like to sign an agency agreement with you immediately.B：那好。如果可以，我想与你们立即签订代理协议。
A：That's great.A：那太好了！
A=Mr.Newmen(纽曼先生)
B=Mr.Zhang(张先生)
A：Hello，Mr.Zhang，have you considered the offer we made you last week？A：你好，张先生，你考虑过我们上周给你的报价了吗？B：Yes，of course.We have a hard time with it.I must say that your price is much higher than the offers other suppliers have made.B：当然了，我们对这个报价左右为难啊。我得指出你们的价格比其他供应商的报价高很多。
A：Well，it may seem a little higher at the first sight，but you cannot forget that the quality of our products is much better than that of other suppliers.Good quality requires good original material and more effort，which all has increased the cost.A：它开始可能让你觉得高一点，但你不要忘了我们的产品质量要比其他供应商的好。上乘的质量就需要好的原材料，花费更多时间和精力，这些都提高了成本。
B：I agree with you on this point.That's the reason we choose to do business with you.This time I would like to place a large order but the business is hardly impossible unless you give us a discount.B：这点我同意。那也是为什么我们喜欢和你们做生意。此次我们想下订一个大订单，但你们要给我一个折扣，否则很难成交。
A：Of course，we'll give you a discount.But how large is your order？A：我们当然会给你们一个折扣，但你们要订购多少呢？B：100，000 sets with a discount rate of 30％.B：十万套，折扣30％。
A：I am afraid I cannot agree to such a big discount.Such a discount leaves us with nothing.Our maximum is 12％.A：我恐怕不能同意给这么高的折扣。给这样一个折扣，我们就没有收入了。我们最高给12％。B：Oh，Mr.Newman，you see，with such a large order on hand，you needn't worry anymore.You don't have to take in new orders.Think about it.B：纽曼先生，手头有这么大一个订单，你就什么都不用担心了。你们都不必接新订单了。好好考虑一下吧。
A：Considering the longstanding business relationship between us，we have granted you this special discount of 12％.As we all know，we do business on the basis of mutual benefit.But if you ask for a discount like that，I am afraid that we cannot make it.A：考虑到我们长期的贸易关系，我们才给你12％的特别折扣。我们都知道，我们是在互利的基础上做生易的，但是如果你要这么高的回扣，我实在抱歉，我们做不到。
B：Sure，we have always been doing business on a mutually beneficial basis.We also hope our partner to benefit from the trade.But 12％discount is not enough for such a big order.B：当然，我们一向也希望在互利的基础上做交易。我们希望我们的合作者也能受益不小。但是，这么大一笔订单，12％的折扣是不够的。
A：Only for very special customers do we allow them a rate of 12％discount.Besides，the price of our product has the tendency to go up.The demand for it is increasing.A：只有对十分特殊的客户，我们才给予12％的折扣。另外，这一产品的价格日趋上升，需求旺盛。
B：Yes，I am quite aware of the present tendency.Anyway，let's both make a concession，say 15％，ok？B：是的，我知道目前市场的趋势。不管怎样，我们互让一下，给15％怎么样？
A：All right，I agree to give you a 15％discount if you order 100，000 sets.A：好吧，如果你订购十万套，我同意给15％的折扣。B：Ok，I accept.B：好，我接受。
1.discount 有两个意思，一个是折扣，另一个是贴现。折扣是指商品在原价的基础上按百分比降价，贴现则是指未到期的票据向银行融资，银行扣取自买进日至到期日的利息，并收取一定的手续费后，将余下的票面金额付给持票人。请看以下两个例句。(1)You can get a 5％discount if you order on a regular basis.(2)If a seller extends credit to a time draft，they have made a trade acceptance.The seller can request the bank finance the transaction by buying the draft.The bank will discount.根据整个句子的意思可以判断，discount在(1)句中是折扣的意思，而在(2)句中是贴现的意思。这两句的意思分别是(1)如果你方定期给我方下定单，你方便可得到5％的折扣。(2)如卖方开出的是远期汇票，以此向买方提供信用，此时就做了一笔商业汇票承兑业务。卖方可以请银行买下商业承兑汇票，银行用这个办法对出口商融资，也就是说，银行对该汇票贴现了。
2.potential production capacity，潜在生产力；potential market，潜在市场。
3.因为商业贸易离不开交付货币，所以pay 这个词在商务英语中用得很多，意思也不相同。在这里总结三个常用意思。第一，作".付(款项，费用，索赔等)"讲，最普通的意思，也是最常用的意思。例如：We believe you will pay our draft on presentation.我们相信你方在见到我方汇票时即照付。第二，作不及物动词，意思是"划算，合算"，例如：It doesn't pay to buy in small quantities.小量购买不合算。第三种是用在词组'pay attention to sth'中，词组意思是"注意，关注某物或某人"，例如：Special attention should be paid to the outer packaging.要特别注意外包装。
4.在谈判中，agree 也是个常用的词，它也有多种用法，在对话中都有体现。第一种用法是 agree with sb.on sth，意思是在某事上同意某人(的意见)，例如：He agreed with the other side on sharing the expenses.他同意另一方共同承担费用。第二种用法是agree to，to为介词，表示对建议、办法、条件等同意或接受。例如：We agree to your terms of payment.我们同意你的付款方式。第三种用法是agree to do sth 意思也是同意做某事，此处的to是不定式的标志，而不是介词，所以后面不能加名词。例如：We agree to open L/C at once.我们同意立即开立信用证。最后一种用法是 agree 后接 that 从句，其中的that可省略。例如：We agree(that)extra expenses are to be borne by both parties.我们同意额外费用由双方承担。
A contract should stipulate how its terms shall be enforced and what actions can be taken if one party fails to meet his obligations.Some contracts will also include"out clauses"whereby one party can opt to get out of the contract at a certain date.Typically，this is done by informing the other party of his wish to terminate the contract in writing.
There may also be a need to arbitrate disputes that may arise under the life of the contract.How such disputes will be handled(i.e.by a neutral third party arbitrator)can also be included within the contract.
In situations where you do not generate the form of the contract but are entering into an agreement with another business or individual，you should typically：
Read the contract over very carefully.
Highlight anything that is ambiguous or vaguely worded for further clarification and/or possible deletion.
List any additions you feel are necessary.
Discuss all changes to the contract with the other party or parties.
Make sure any requested changes have been added prior to signing as oral agreements can be very tricky and are not always binding.
Review the contract again，prior to signing.
Consult an attorney，especially if the agreement is complicated.
Keep a signed copy of every contract that you sign.
the Old Lady and the Cashier
A little old lady went to the grocery store and put the most expensive cat food in her basket.She then went to the check out counter where she told the check out girl，'Nothing but the best for my little kitten on Christmas.'
The girl at the cash register said，'I'm sorry，but we can't sell you cat food without proof that you have a cat.A lot of old people buy cat food to eat and the management want proof that you are buying the cat food for your cat.'
The little old lady went home，picked up her cat＆brought it back to the store.They sold her the cat food.
The next day，the old lady went to the store and bought 12 of the most expensive dog cookies—one for each day of Christmas.The cashier this time demanded proof that she now had a dog，claiming that old people sometimes eat dog food.
Frustrated，she went home，came back and brought in her dog.She was then given the dog cookies.
The next day，she brought in a box with a hole in the lid.The little old lady asked the cashier to stick her finger in the hole.The cashier said，'No，you might have a snake in there.'The little old lady assured her that there was nothing in the box that would bite her.
So，the cashier put her finger into the box and pulled it out＆told the little old lady，'That smells like crap.'The little old lady grinned from ear to ear，'Now，my dear，can I please buy 3 rolls of toilet paper？'
Business Representation 代理权协商
sole 独一的，专用的
warrant 使……有(正当)理由，保证
annually 年度，每年
to canvass 兜售，销售
distributor 批发商
costing 成本计算，成本会计
to exceed 超过
remuneration 报酬，酬劳
exclusive 独家的
to the taste of 合……的口味
I would like to discuss with you the problem of agency for your electric fans.我想同贵方商谈你们电风扇的代理问题。I wonder whether your firm is represented in our country.我不知道贵公司在我国是否有代理。We should be glad if you would consider our application to act as agents for the sales of your products in our country.如果贵方能考虑我们的申请使我们成为贵公司产品在我国市场的销 售代理的话，我们会很高兴的。We are pleased to offer you a sole agency for the sale of our products in your country.我们很乐意指定你们成为我方产品在贵国的独家代理。We are pleased that you are prepared to appoint us as your sole agent for your products.对贵方有意指定我们成为贵方产品的独家代理，我们感到很高兴。
We're favorably impressed by your proposal for a sole distributor.对贵方建议由我方担任独家经销商一事，我们颇感兴趣。Thank you for offering us the agency for your products and appreciate the confidence you have placed in us.谢谢贵方提出让我们代理你们的产品，我们很感激你们对我们所表示的信心。As your agents，we'll make greater efforts to push the sale of your products.作为你们的代理，我们将会更加努力地推销你方产品。We appreciate your efforts in pushing the sale of our electric fans.我们感激贵方在推销我方电扇产品方面所做的努力。I'm afraid we can't agree to appoint you as our sole agent because the annual turnover you promised is too low.恐怕我们不能同意指定你方作为我们的独家代理，因为你方所承诺的年销售量太少了。We will increase our turnover if you appoint us as your sole agent.如果你方指定我们作为独家代理，我们将增加我们的销售量。We'd like to sign a sole agency agreement with you on your electric fans for a period of three years.我们想同你方签订一项为期三年专营电扇的独家代理协议。
As our sole distributor，you are not expected to handle the sale of similar products of other origins.你方作为我们的独家经营商是不允许经营销售其他类似产品的。
According to your estimate，what is the maximum annual turnover you could fulfill？据你估计，你能完成最大年销售量是多少？You could be doing better if you developed some kind of sales network there.如果你在那里打开了一些销售网络，你可以做得更好的。We're thinking of finding a way to reach all our potential customers.我们正设法接触我们所有的潜在顾客。How long have you been in this business？您从事这行业多久了？We have very good connections with wholesalers，chain stores and distributors.我们和批发商、连锁店和分销商之间关系很好。We bought a lot from you last year，amounting to as much as$500，000.我们去年从你那里买了很多，总计五十万美元。We're quite pleased with what you've done to expand the market.我们很满意你们为开拓市场所做的努力。If you appoint us as your agent，the turnover will be three times what it is today.如果你指定我们作为你们的代理，营业额将是现在的三倍。If you appoint us as your agent，we can sort out the license and the regulations for you.如果你指定我们作为你们的代理，我们可以为你们挑选出许可证和规章。We'd like to know more about your proposal before giving an opinion.在提意见前，我们想更多了解你们的计划。We won't consider the question of agency for the time being.目前我们不会考虑代理事宜。
I'm sorry I don't think it's the right time for this matter.很抱歉，现在还不是谈这个的时候。We wish to have an agent to push our products in Australia.Would you like to accept this appointment？我们希望在澳大利亚能有一个代理来推动我们的产品销售。您愿意接受这个委派吗？We'd like to appoint a general agent to handle our products in Britain.Are you interested in it？我们想指定一个总代理来处理我们在英国的产品销售。您对这个感兴趣吗？We need an experienced representative for our products in France.Would you be interested？我们需要为我们在法国的产品销售选择一个有经验的代理商，您有兴趣吗？We should be very pleased to represent you if the terms and conditions are right.如果条款和条件合适的话，我们会乐意代理你们。We would be interested in acting as your general agent there.担任那里的总代理我们很有兴趣。I'm willing to handle your exports as agent.我愿意代理你们的出口商品。
A=Ms.Li(李女士)
B=Mr.Washing ton(华盛顿先生)
A：I would like to thank you first for your kind invitation to your beautiful country.I hope my visit will help to promote the friendly relationship between us.A：我想首先感谢你盛情邀请我访问你们美丽的国家。我希望这次访问将有助于促进我们之间的友好关系。
B：We've been looking forward to your visit.It is a great pleasure for us to discuss things face to face with you.B：我们一直在盼着你的到来。能面对面的谈判，真是我们的荣幸。
A：I would like to tell you that my clients are very satisfied with the last delivery of your hats.The styles and colors are very much to the taste of our market.A：我想告诉你，我们的客户对你方的最后一批拖鞋非常满意。拖鞋的式样和颜色很符合我们市场的需要。
B：We've received some similar comments from other Chinese clients too.B：我们从其他中国公司那里也听到了相似的反映。A：I know that you are selling the same products to some other Chinese importers，which tends to complicate my business.As you know，our company is experienced in the business of hats and has a good business relationship with all the leading wholesalers and retailers in the trade.We sincerely hope that we can expand the business with your company in the years to come.Based on our mutual interests and profit，we would like to sign a sole agency agreement with you on the hats and other related items for a period of 2 years.A：我知道你们也向其他中国进口商出售同样的产品。这使我们的生意很难做。你知道，我方在经营衣帽业务方面很有经验，而且和这一行业中的所有大批发商和零售商有很好的业务关系。我衷心希望能将我们之间的合作业务扩大。考虑到我们双方的利益，我方愿意和贵方签订一项为期两年的独家代理协议。
B：We appreciate your good intention and your effort in pushing the sale of our hats.As you know，the demand for this item in your market is quite substantial.However，according to our records，the total amount of your order last year was not enough to guarantee a sole agency appointment.Unless you increase the turnover we can hardly appoint you as our sole agent.B：谢谢你方好意以及在推销我方拖鞋上所做的努力。但是你知道你方市场对这一商品的需求很大。然而根据我们的记录，你方去年的订货总量不大，不够资格做独家人代理。除非你方增加营业额，我们无法指定你方为我们的独家代理。A：My plan is that we place an order of 10，000 hats annually for your hats of all style and sizes within the area of the whole Australian market.The commission is 8％.A：我方的计划是，每年订购各种型号和款式的帽子一万双，地区是整个澳大利亚市场。我们希望回扣是8％。B：As far as I remember，we sold about 5，000 pairs last year to you alone.I am afraid we are not satisfied with such a conservative turnover from our sole agent.B：我记得，光去年我们就向你们出售了大约五千顶帽子。我们恐怕不能满意独家代理的这个年销售量数字。A：Well，then what is your proposal？A：好吧，那么你的建议又是什么样子呢？B：I propose a sole agency agreement for children's hats for a period of 3 years；20，000 pairs to be sold in the first year，30，000 pairs in the second year，and 50，000 pairs in the third year.The area is to be within the continent of Australia，excluding any neighboring regions，commission 5％.B：我方建议你专订一个为期三年的童帽独家代理协议，第一年销两万顶，第二年销三万顶，第三年销八万顶，地区是整个澳大利亚，不包括任何邻近地区，佣金是5％。
A：You certainly drive a hard bargain，Mr.Washington.A：你真会还价，华盛顿先生。
B：On the contrary，Ms.Li，we value your friendship more than anything else.We both understand our hats are very popular in your market on account of their superior quality and competitive price.And with the sole agency in your hand，there will be no competition and you can easily control the market，which would naturally result in bigger sales.I'm sure you can fulfill the agreement without much difficulty.B：恰恰相反，李女士，我们珍惜你方友谊胜过一切。我们双方都知道我方的帽子质量好，价格低，因而在你方市场上非常畅销。你取得了独家代理权之后，你就可以轻而易举地控制市场，没有其他竞争，其结果自然是销售量增大。我确信你完成这一协议不会有任何困难。A：Well，if you put it this way，I'll have to comply.When shall we sign the contract？A：好吧，如果你这么说，我只好同意了。我们什么时候签协议？
B：What about tomorrow morning？B：明天上午怎么样？A：Tomorrow morning will be fine.A：行，那就明天上午。
A=Jack(杰克)
B=Mr.Lu(路先生)
A：Mr.Lu，total sales on your socks were$500，000 last year.However，our research shows most of your sales are made in the Hong Kong and mainland China.Your agent has only been able to target your national market.A：路先生，你们生产的袜子去年的销售量已达五十万美元，但我们的调查显示，该产品的销售市场主要在大陆和香港地区。你们的代理商仅能以国内市场为目标市场。
B：True，we are happy with the sales，but as a new product，it has been sold in a small area now.Do you have any good ideas to make our sales even better？B：不错，我们对这样的销售成绩十分满意。毕竟是新产品嘛，只能在一个小范围内出售，你有更好的主意吗？
A：You have to develop the market abroad.A：你应该发展国际市场。B：You have a point.However，we haven't sold our products overseas before and are unfamiliar with that area.B：你说得对。但是，我们之前没有将产品出口到海外的经验，对这方面的生意不熟悉。A：We have been a representative in the clothes business in Europe and America for a long time.We are particular interested in your products for its high quality and low price.If you like，we would like to be a representative of your products in those areas.A：我们在欧洲和美洲做服装代理已有很长时间。因为你们公司的产品物美价廉，所以我们特别感兴趣。如果你愿意的话，我们希望成为你公司在欧洲和美国的代理。
B：That would be great.B：那太好了。A：Can you tell me what your sales have been like in past years？A：你能否谈谈贵公司过去几年的销售情形？B：In the past five years，our unit sales have gone up by 300％；profits have gone up almost 500％.B：过去三年中，我们单项产品销售量成长300％；利润则长了将近五百个百分点。A：What kind of distribution capabilities do you have？A：贵公司都有哪些销售渠道？
B：We have salespeople in major areas of the mainland，selling directly to customers.B：我们在全国主要地区都有销售人员，将产品直销给客户。A：What about your sales？A：那销路如何？B：In terms of unit sales，95％are from the mainland.The rest comes from the Hong Kong.That's a great deal of untapped market potential in the other areas of the world.B：以单项产品而言，95％的销路仍来自大陆地区。其它则来自香港地区。世界上那些未开发的市场可是具有相当潜力啊！
1.target(a)market意思是"以巿场为目标"。target，在此作动词，意思是"将……定为目标"。market前可加不同的定语，则市场可以指某地区的市场，也可以指某阶层或年龄层的市场。因此，这个词组的意思是说把销售重点放在某个特定的市场而大力开拓。例如：The company began to target the southeast market.公司开始将东南部的市场定为目标。
2.go up 意思是"上升，增加"，可用来指温度的上升，也可指价格的上涨或数量的增多等等。这个动词词组后面又可以家介词to或by，但意思不同。go up to指"增加到……"，而go up by指"增加了……"。例如：The production went up by seven percent this year.今年生产增加了7％。
3.in terms of 意思是"就……而言，从……的角度来看"，同义词组有"with regard to"，例如：In terms of money，their loss was small.从金钱的角度来看，他们的损失并不大。
In this part，we would like you to show you a sample of Sales Agency Agreement(销售代理协议)in English and hope that you can have an idea of a sales agency agreement after the reading.
Sales Agency Agreement
No：
Date：
This agreement is entered into between the parties concerned on the basis of equality and mutual benefit to develop business on terms and conditions mutually agreed upon as follows：
1.Contracting Parties
Supplier：(hereinafter called'party A')
Agent：(hereinafter called'party B')
Party A hereby appoints Party B to act as his selling agent to sell the commodity mentioned below.
2.Commodity and Quantity or Amount
It is mutually agreed that Party B shall undertake to sell not less than……of the aforesaid commodity in the duration of this Agreement.
3.Territory
In(a place)only.
4.Confirmation of Orders
The quantities，prices and shipments of the commodities stated in this Agreement shall be confirmed in each transaction，the particulars of which are to be specified in the Sales Confirmation signed by the two parties hereto.
5.Payment
After confirmation of the order，Party B shall arrange to open a confirmed，irrevocable L/C available by draft at sight in favor of Party A within the time stipulated in the relevant S/C.Party B shall also notify Party A immediately after L/C is opened so that Party A can get prepared for delivery.
6.Commission
Upon the expiration of the Agreement and Party B's fulfillment of the total turnover mentioned in Article 2，Party A shall pay to Party B……％commission on the basis of the aggregate amount of the invoice value against the shipments effected.
7.Reports on Market Conditions
Party B shall forward once every three months to party A detailed reports on current market conditions and of consumers'comments.Meanwhile，Party B shall，from time to time，send to party A samples of similar commodities offered by other suppliers，together with their prices，sales information and advertising materials.
8.Advertising and Publicity Expenses
Party B shall bear all expenses for advertising and publicity within the aforementioned territory in the duration of this Agreement and submit to Party A all patterns and/or drawings and deion for prior approval.
9.Validity of Agreement
This Agreement，after its being signed by the parties concerned，shall remain in force for……days from……to……If either Party wishes to extend this Agreement，he shall notice，in writing，the other party one month prior to its expiration.The matter shall be decided by the agreement and by consent of the parties hereto.Should either party fail to implement the terms and conditions herein，the other party is entitled to terminate this Agreement.
10.Arbitration
All disputes arising from the execution of this Agreement shall be settled through friendly consultations.In case no settlement can be reached，the case in dispute shall then be submitted to the Foreign Trade Arbitration Commission of the China Council for the Promotion of International Trade for arbitration in accordance with its provisional rules of procedure.The decision made by this Commission shall be regarded as final and binding upon both parties.Arbitration fees shall be borne by the losing party，unless otherwise awarded.
11.Other Terms and Conditions
(1)Party A shall not supply the contracted commodity to any other buyer(s)in the above mentioned territory.Direct enquiries，if any，will be referred to Party B.However，should any other buyers wish to deal with Party A directly，Party A may do so.But party A shall send to Party B a copy of Sales Confirmation and give Party B……％commission on the basis of the net invoice value of the transaction(s)concluded.
(2)Should Party B fail to pass on his orders to Party A in a period of……months for a minimum of……，Party A shall not bind himself to this Agreement.
(3)For any business transacted between governments of both Parties，Party A may handle such direct dealings as authorized by Party A's government without binding himself to this Agreement.Party B shall not interfere in such direct dealings nor shall Party B bring forward any demand for compensation therefrom.
(4)This Agreement shall be subject to the terms and conditions in the Sales Confirmation signed by both parties hereto.
This Agreement is signed on……at……and is in two originals；each Party holds one.
Party A：Party B：
(Signature)(Signature)Chief is at the Wedding
A police stopped a motorist who was speeding on the street.'But officer，'the man said，'I can explain.'
'Just be quiet，'snapped the officer.'I'm going to put you in jail until the chief gets back.'
'But，officer，I…….'
' said to keep quiet！You are going to jail！'
A few hours later，the officer looked in on his prisoner and said，'You are lucky because the chief is at his daughter's wedding.He'll be in a good mood when he gets back.'
'Are you sure？'answered the man in the cell.'I'm the groom.'
Tendering and Bidding 招标投标
form of tender 投标书格式
instructions to tenderers 投标人须知
employer 招标人，业主
conditions of contract 合同条款
bill of quantities 工程量表，或工程量清单
tender drawings 招标图纸
bid bond 投标保证金
performance bond 履约保证金
guarantee for advance payment 预付款保函
subject matter 标的物
call for bid 招标通告
tender notice 招标通知
bid documents 招标文件
general conditions of tender 招标条件
date of the closing of tender 招标截止日期
tenderer 招标方
submission of tenders 投标
bidder 投标方，投标商
invitation to bid 投标邀请书
bid bond 投标押金，押标金
tender documents 投标文件
work out tender documents 做标，编标
evaluation of bids 投标评估
be willing/unwilling to participate in the bid 愿意/不愿意参加投标
we wish to tender for……我们拟参加……的投标
prequalification 资格预审
inquiry 询价
requisition for Inquiry 询价请求，询价单
quotation 报价
form of quotation 报价表格
submission of quotation 提交报价
escalation 升价，提价
base price limit on bids 标底
bid quotation 报标
evaluation of tender 评标
tender discussion 议标
tender decision 决标
bid opening 开标
has/have won the bidding in……中标
the winning/successful bidder，the successful tenderer 中标者
the unsuccessful tenderer未中标者
letter of acceptance 中标函
We agree to abide by the conditions of tender specified above.我们同意遵守以上规定的投标条款。The contract will be awarded to the lowest responsive bidder complying with the conditions and specifications of the invitation for bids provided his bid is reasonable.采购合同将被授予按照招标邀请函的条件和规定作出相应且标价最低的投标人，但是规定，该投标人的标价是合理的。An inadequate(e.g.by telephone)or unresponsive quotation may be reason for rejecting the quotation.不适当的(如用电话)或不负责任的报价将被拒收。
The bidder shall bear all costs associated with the preparation and submission of its bid.投标人须承担由于编制和提交其投标书而引起的一切费用。
The bid，all correspondences and documents shall be written in the English language.投标书、所有往来函件和文件均须用英语语言书写。The amendment will be notified in writing to all prospective bidders who have purchased the bidding documents.The prospective bidders shall promptly acknowledge receipt thereof by fax/telex to AHTC.修改文件将以书面形式通知所有购买招标文件的未来投标人。未来投标人应立即以书面形式确认已收到该修改文件。
In the event of acceptance of the tender by the authority，the date upon which the tenderer provides a performance security to the authority in accordance with the terms of the contract thereby made between them.在当局棘手了某个投标书的情况下，该投标人按双方签订的合同条件向当局提交履约保证的日期。
Such consequences would normally be that the contract is declared null and void and the contractor forfeits his tender security.此类后果常常是，合同被宣布无效，以及承包商的投标保证金将被没收。To assist in evaluation，the tendering center can ask the bidders for explanation of their documents.The answer can be in written but cannot change its price and content in substance.投标文件的澄清招标中心可以请投标人澄清其投标内容。提出澄清的要求与答复均应是书面的，但不得要求改动价格或对投标内容进行实质性修改。All bids are to be validly received by China National Machinery Import＆Export Corporation before 10：00 a.m.on the specified opening date at the address below.Bids will be opened at 9：00 a.m.April 10，2008(Beijing time).所有投标书须于规定的开标日当天上午10点之前送达位于下列地址的中国机械进出口总公司并被有效地接受。所有投标书将于北京时间2008年4月10日9：30被启封。
A=Julie(茱莉)
B=Jeffrey(杰弗理)
A：You mean we have to install twenty electric fans in the ten rooms.That's what you think，right？A：你是说我们需要在这十个房间里安装二十台电风扇。你是这个意思，对吧？
B：Yes.You may say ten is enough，but as professionals，we think only one electric fan in each room is not enough，since the rooms are so large.We recommend two for each.B：是的。也许你会认为装十台就足够了，但作为专业人员，我们认为一间房间里装一台电风扇不够，因为房间太大了，所以我们建议二十台。
A：And if we take the brand you have suggested and install two for each room，what is the total price then？A：那么我们如果用你建议的牌子，每个房间装二台，总共会是多少钱？
B：Let me see.I can give you a discount of course，if you buy the twenty fans.The discount is 5％，and the total cost is 5，000 dollars.B：让我算一下。如果你一次购买二十台风扇，我们当然会给你一个折扣价。折扣是5％，总费用是5000美元。
A：What if we install airconditioners instead of electric fans in each room？A：如果我们在每间房间里安装一台空调而不装电扇呢？B：Of course，it is possible，but the airconditioners would cost more even if you install one in each room.I think it would cost at least 20，000 dollars.B：当然，那是可行的，但是即使你在每间房间里只安装一台空调，花费也会更多。我想会需要至少两万美元。
A：That's too much.We need to use the electric fans，I think.A：那真是太多了。那我们就安装风扇吧，我想。B：It's more practical，and the new units really are very quiet and effective.I am sure you and your customers would be satisfied with them.B：那会更实用，新的风扇也会比较安静，并且制冷性强。我确信你和你的顾客会对它满意。
A：So you say we can do it for 5，000 dollars.
A：所以你说我们可以在五千美元以内完工。B：Yes，that's for the fans.Installation would probably be another 500 dollars.But it depends on the time used.B：是的，只有装置的费用。安装费大约五百美元左右，由所用的时间而定。
A：Isn't installation included？I'm very surprised.A：安装费没有包含在内啊？我很惊讶。
B：No，madam.Installation isn't included.The price I told you was just for the fans.B：不，女士。安装费没有包含在内。我估计的费用是只有装置的费用。A：Here，in Sydney，you know，the company provides free installation service for the things they sell.They don't charge extra money.A：你知道，在悉尼一般公司都会免费安装他们所卖的产品。他们不会额外收费。
B：I know that，madam.The fact is that they have raised the price of the fans to cover their costs.If you agree to raise the cost of each unit，we can do that too.Otherwise，we cannot install the fans for you for free.In Chicago，installation is charged separately.What's more，we have to pay for the transportation.B：女士，这我知道，但事实是他们提高了售价来掩饰他们的花费。如果你同意提高每台风扇的价格，我们也可以免费安装。否则，我们不能为你免费安装。在芝加哥，安装费都是分开来收取的。另外，我们也需要支付运输费。
A：OK，I can understand that.But I'm not really willing to spend more than 5，000 dollars for this.Our hotel hasn't even opened yet.A：是的，我可以理解这种做法。但我真的没有想要为了安装风扇花费超过五千美元。我们的旅馆都还没开张呢。
B：I see，madam.B：我了解，女士。A：And some other companies quote us for about 4，000 dollars.A：而且其他一些公司只给我报价四千美元。B：Actually，madam，it's a question of quality.At that price，you would not get good equipment.I've been in this business for almost ten years.I know the situation.If you don't get highquality fans now，you will just have to replace the system one or two years later.B：事实上，女士，这是有关品质的问题。在那种价位，你不会拿到好的装置。我在这一行有将近十年了。我知道行情，如果你现在不安装品质好的风扇，一两年后，你将必须又要重换了。
A：I will tell you what I can agree to.If you can quote me a price of 5，000 dollars，installation included，I can accept.A：我可以告诉你什么方面我可以同意。如果你可以给我五千美元的价格，包含安装，我就接受。B：Well……B：这个……A：You do seem like a better company than the other ones.So I am willing to pay more than 4，000 for you.But I won't pay more than 5，000.A：你看来好像是比那一家好。所以我愿意给超过四千美元给你们。但我不会花费超过五千美元。
B：Well，we don't usually do it，but……I believe we can accommodate you on this.We will do the installation for free，because we appreciate your business.B：嗯，我们通常不会接受这样的，但是……我相信我们这次是可以通融的。我们会免费替你安装，因为我们很珍惜与你的合作。A：Good.I hope we can arrange the contract as soon as possible.A：好。我希望我们可以尽快安排签约。
A=Mr.Gibson(吉布森先生)
B=Mr.Wang(王先生)
A：I've heard that you're ready to call for a tender.A：我听说贵公司准备招标。
B：Yes，it's for construction of our new office building.B：是的，是建设我们公司新办公大楼的招标。A：When do you begin the tender？A：贵公司什么时候招标？B：From the beginning of next week.B：从下周初开始。A：What kind of requirements do you have？A：你们有什么要求？B：We require that the construction should be finished in a year.B：我们要求大楼的建设应该在一年内完成。A：When is the closing date for the bid？A：投标的截止日期是什么时候？B：June 15.B：六月十五日。A：And where is the bid to be sent？A：投标文件交到什么地方？B：To our office.B：送到我们办公室。recommend最常用的意思是推荐，常用结构有以下几种：(1)作及物动词，后面直接加名词，即recommend sth.例如：recommend a sport/program推荐一项运动/项目(2)仍是作及物动词，recommend sth for doing sth 意思是推荐某物/人做某事，例如：Who would you recommend for taking charge of this program？你推荐谁负责这个项目？(3)用法与(2)很相近，recommend A as B，意思是推荐某人担任某职务，例如：I would like to recommend him as the sales manager.我想推荐他做销售经理。(4)recommend sth to/for sb.为某人推荐某物，例如：Could you recommend a tutor for/to me？你能给我推荐一位家教吗？(5)recommend sb sth 与(4)可以换用，所以上个例句又可以表达为：Could you recommend me a good tutor？意思完全相同。
How to write a bidding contract
Before you write the contract,it is better to consider the following points.First,ask the clients to list the major deal points,which can be in a form of a list,outline or narration.Second,ask your client their opinion about some factual situations and express the parties'understanding in case those facts arise.Third,ask your clients for a similar contract.Frequently,clients have had similar transactions in the past or they have access to contracts for similar transactions.Fourth,search your office computer or the Internet for a similar form.Many times you can find a similar form on your computer.It may be one you prepared for another client or one you negotiated with another lawyer.Just remember to find and replace the old client's name.Starting with an existing form saves time and avoids the errors of typing.Besides,you may get some sample forms in books or CD ROM.Typical forms of contracts can be found in form books.These can be used as the starting point for drafting the contract or as checklists of typical provisions and wording to include in the contract.Many treatises and form books now come with forms on disk or CD ROM.Last but not least,don't let your client sign a letter of intent without this wording.Sometimes clients are anxious to sign something to show good faith before the contract is prepared.A properly worded letter of intent is useful at such times.Just be sure that the letter of intent clearly states that it is not a contract,but that it is merely an outline of possible terms for discussion purposes.
When you begin drafting the contract,you'd better start with a simple contract form,because it provides a solid starting point for the structure of the contract.Like a house,a contract must have a good,solid foundation.In the first paragraph of the contract,you have to state the correct legal names of the parties.As obvious as this is,it is one of the most common problems in contracts.For individuals,include full first and last name,and middle initials if available,and other identifying information,if appropriate.For corporations,check with the Secretary of State where incorporated.Be careful when using legal terms for nicknames.Do not use'Contractor'as a nickname unless that party is legally a contractor.Do not use'Agent'unless you intend for that party to be an agent,and if you do,then you better specify the scope of authority and other agency issues to avoid future disagreements.
One point to be noticed is that when you write the first paragraph,don't forget to leave a blank for the date in it.Putting the date in the first paragraph makes it easy to find after the contract is signed.It also makes it easy to describe the contract in other documents in a precise way,such as the'February 15，2008，Contract for Sales of Shoes.'
Don't forget to provide background for the contract.Recitals are the'whereas'clauses that precede the body of a contract.They provide a simple way to bring the contract's reader(party,judge or jury)up to speed on what the contract is about,who the parties are,why they are signing a contract,etc.The first paragraph in the body of the contract can incorporate the recitals by reference and state that they are true and correct.This will avoid a later argument as to whether or not the recitals are a legally binding part of the contract.
Then,outline the contract by writing out and underlining paragraph headings in their logical order.The paragraphs should flow in logical,organized fashion.It is not necessary to write them all at once；you can write them as you think of them.Try to group related concepts in the same paragraphs or in adjacent paragraphs.For example,write an employment contract's initial paragraph headings like this:
Recitals
Employment
Duties
Term
Compensation
While you are writing each paragraph,write to the point,do not add anything irrelevant.Just explain in words what the parties agree to do or not do paragraph by paragraph.Repeat yourself only when repetition is necessary to improve clarity.Ambiguity is created by saying the same thing more than once；it is almost impossible to say it twice without creating ambiguity.Only if the concept is a difficult one should you write it in more than one way.In addition,if you use an example to clarify a difficult concept or formula,be sure that all possible meanings are considered and that the example is accurate and consistent with the concept as worded.Keep a pad at hand to remember clauses to add.It is normal to think of additional clauses,wording and issues while writing a contract.Jot these down on a pad as you write；they are easily forgotten.Also keep your client's outline and other forms in front of you as you write,and check off items as you write them.
The Perfect Couple
Once upon a time,a perfect man and a perfect woman met.After a perfect courtship,they had a perfect wedding.Their life together was,of course,perfect.
One snowy,stormy Christmas Eve,this perfect couple was driving their perfect car(a Grand Caravan)along a winding road when they noticed someone at the side of the road in distress.Being the perfect couple,they stopped to help.There stood Santa Claus,with a huge bundle of toys.
Not wanting to disappoint any children on the eve of Christmas,the perfect couple loaded Santa and his toys into their vehicle.
Soon they were driving along delivering toys.Unfortunately,the driving conditions deteriorated,and the perfect couple and Santa Claus had an accident.Only one of them survived the accident.The question is:Who was the survivor?Scroll down for the answer.
The perfect woman survived.She's the only one that existed in the first place.Everyone knows there is no Santa Claus and no such thing as a perfect man.
Women stop here.That is the end of the joke.
Men keep scrolling
So,if there is no perfect man and no Santa Claus,the perfect woman must have been driving,and that explains why there was a car accident.By the way,if you're a woman and you're reading this,this illustrates another point:Women never listen.
聚合中文网 阅读好时光 www.juhezwn.com
小提示:漏章、缺章、错字过多试试导航栏右上角的源