KeytoUnit12HowDoesaSecretaryInterpretinNegotiations?Section1ActingasanInterpreterinNegotiationsPart11.I’vegotgoodnews2.youproposed.3.withaneye4.mutualunderstanding5.yourcounteroffer6.youincreased7.7%8.cuttingouroffer9.付款方式10.互相让步11.我完全同意12.很快回顾一下13.第一次还盘14.所以下面一步该你们走了Part21.ourowninterest2.rockbottom3.standinourway4.whatwedid5.split6.makeanyprofit7.competitiveblouses8.anagreement9.twoconsignments10.我把价格涨到14.90美元11.不能再加了12.对半分13.我怀疑我们还能否赚到利润14.按你说的办Notes:1.L/C,letterofcreditAdocumentaryletterofcreditisdefinedasaninstrumentbywhichabankpromisestopaythesellerforhisgoodsprovidingthesellerconformsexactlytotheconditionslaiddownintheletterofcredit.Apartfromrequiring‘cashwithorder’,themostsatisfactorymethodofobtainingpaymentisbymeansofadocumentaryletterofcredit.Itprovidessecurityofpaymenttotheexporterandenablesthebuyertoensurethathereceivesthegoodsasorderedanddeliveredinthewayherequires.Specifically,itisanarrangementwherebythebuyerrequireshisbanktoestablishacreditinfavoroftheseller.Thebuyer’sbankundertakes,orauthorizesitscorrespondentbankintheexporter’scountry,topaytheexporterasumofmoney(normallytheinvoicevalueofthegoods)againstpresentationofspecifiedshippingdocuments.跟单信用证指如果卖方完全遵从信用证上所列各项条件,银行便保证向卖方支付货款的信用证。跟单信用证是除‘随订单付款’外最令人满意的获取货款的方式。它在保证出口人收到款项的同时，也保证进口人获得所定的按自己要求所运交的货物。具体来讲，在信用证方式下，买方要求其所在地银行提供以卖方为受益人的信用保证。买方地银行承诺或委托其在出口地的代理行在运输单据被出示时向出口方支付一定金额（通常为货物的发票金额）的款项。Lettersofcreditcanbeclassifiedintodifferenttypes:(1)revocableL/CandIrrevocableL/C可撤销信用证和不可撤销信用证(2)ConfirmedandUnconfirmedL/C保兑信用证和不保兑信用证(3)SightL/CandUsanceL/C即期信用证和远期信用证2.Therearetwotypesofthedocumentarycollection:DocumentsAgainstPayment(D/P)andDocumentsAgainstAcceptance.(D/A).跟单托收有两种方式：付款交单和承兑交单。DocumentsAgainstPayment(D/P)meansdocumentscanonlybehandedovertothebuyerwhenhehaspaidtheamountonthedraft.ItcanbefurtherdividedintoDocumentsAgainstPaymentAtSightandDocumentsAgainstPaymentafterSight.付款交单指只有当买方支付了汇票金额时，才能获得单据的付款方式。这种方式可进一步分为即期付款交单和远期付款交单两种。D/Patsightmeansthatthebuyershouldpaythedraftamountassoonasheispresentedthesightdraftbythebank.即期付款交单是指即期汇票通过银行向进口人提示，进口人见票立即付款的支付方式。D/Paftersightmeansthebuyerwillpaythedraftamountinaspecifiednumberofdaysafterthetimedraftdrawnbythesellerispresentedandaccepted.Stillthedocumentscanonlybereleasedtothebuyerwhenpaymentismade.远期付款交单是指出口人开具的远期汇票通过银行向进口人提示并经过承兑后，进口人于规定的若干天内付款。买方仍然必须在付款后才能获得单据。DocumentsAgainstAcceptance(D/A)meansthatthetitledocumentswillbehandedovertothebuyeroncethebuyerhasacceptedtheusancedraftdrawnbytheseller.Paymentwillbemadewhentheusanceperiodisdue.Underthisterm,astheimportergetsthegoodsbeforemakingpayment,theimporter’screditstandingisimportanttotheexporter.ItisthereforenotassecureasD/Psincethesellermightnotbepaidatall.承兑交单是指出口人的交单以进口人在卖方开出的远期汇票上承兑为条件的支付方式。进口人在汇票到期时才履行付款义务。按此付款方式，进口人在付款之前便获得货物，因而进口人的信...