1、 Suppose you(Miss Lin)are a clerk from Foreign Trade Department of Fujian Minfa Holdings Garments Imp.&Exp.Corp.,Ltd.(Minfa Building,168 Hudong Road,Fuzhou).From Chinas Embassy in Australia,you learn that Australian Textile Trading Company in Sydney(320 Edward Street,Sydney,Australia)is a profession
2、al Australian leading textile importer.Your company wants to expand your business in Australia,so you want to establish business relations with Australian Textile Trading Company.1.To learn the correct expressions of establishing business relations.2.To get and deal with the information of establish
3、ing business relations.3.To learn how to establish business relations by both face-to-face and letter or email.Pre-negotiationRelevant KnowledgeChannels for establishing business relations:the InternetTrade fairs and exhibitionsBanks Chamber of Commerce Trade directory Business associates of the sam
4、e tradePre-negotiationRelevant KnowledgeChannels for establishing business relations:Commercial counselors office Commercial Office of a foreign embassy Advertisements Market survey Recommendation by a business friend or a client Other sources Pre-negotiationPractical Expressions-Common Terms15.fina
5、ncial position 财务状况16.credit standing 信用状况；资信状况17.trade reputation 贸易声誉18.credit enquiry 信用调查19.business association 业务联系；交往20.business connection 业务联系21.close relationship 密切的关系22.closer ties 更密切的关系Pre-negotiationPractical Expressions-Common Terms23.to enter into/set up/establish business relations
6、 建立业务关系24.to continue business relationship 继续业务关系25.to present business relationship 保持业务关系26.to improve business relationship 改善业务关系27.to promote business relationship 促进业务关系28.to speed up business relationship 加快业务关系发展29.to enlarge/widen business relationship 扩大业务关系30.to cement business relations
7、hip 巩固业务关系Pre-negotiationPractical Expressions-Practical Sentences 1.We are now writing you for the purpose of establishing business relations with you.我们特此致函是想与贵方建立业务关系。2.Your desire to establish business relations coincides with ours.你方想同我方建立业务关系的愿望与我方是一致的。3.We specialize in the export of German h
8、eavy machinery equipment and would like to trade with you in this line.鉴于我方专营德国重型机械设备出口业务，我方愿与贵方在这方面开展贸易。4.Our lines are mainly arts and crafts.我们经营的商品主要是工艺品。Pre-negotiationPractical Expressions-Practical Sentences 5.Your letter expressing the hope of establishing business connections with us has me
9、t with approval.来函收悉，得知贵方愿与我方建立业务关系，我们表示同意。6.Your e-mail expressing the hope of entering into business connection with us has been received with thanks.我们已经收到你方希望同我方建立贸易关系的电子邮件，深表谢意。7.We now avail ourselves of this opportunity to write to you with a view to entering into business relations with you.
10、现在我们借此机会致函贵公司，希望和贵公司建立业务关系。Pre-negotiationPractical Expressions-Practical Sentences 8.We specialize in the export of textile products and are willing to cooperate with you in this line of business.鉴于我方专营纺织产品的出口业务，我方愿与贵方在这方面开展合作。9.We are exporter of long standing and high reputation,engaged in export
11、ation of the following items.我们是声誉卓著的出口商，经营下列商品的出口业务。10.We are confident that the design and color of our products will appeal to your market.我们坚信我们产品的款式与颜色将会受到你方当地市场的欢迎。Pre-negotiationPractical Expressions-Practical Sentences 11.We note with pleasure the items of your demand just fall within the sc
12、ope of our business line.我们很高兴地了解到您需要的产品正好属于我们的业务范围。12.We would like to ask you to kindly send us the latest related information.我方希望你方能将最新的有关资料寄给我们。13.We send you by separate airmail a brochure on the various kinds of cars now available for export.我们通过单独的航空邮件向您寄送一本有关各种可供出口的汽车的小册子。Pre-negotiationPra
13、ctical Expressions-Practical Sentences 14.Weve come to know your name and address from the Commercial Counselors Office of the Chinese Embassy in Sydney.我们从中国驻悉尼大使馆的商务参赞处得知你们的名字和地址。15.Our mutual understanding and cooperation will certainly result in important business.我们之间的相互了解与合作必将促成今后重要的生意。16.In o
14、rder to acquaint you with the textiles we handle,we take pleasure in sending you by e-mail our latest catalogue for your perusal.为了使贵方对我方经营的纺织品有所了解，特电邮我方最新目录，供细阅。Pre-negotiationPractical Expressions Practical Sentences17.Your firm has been recommended to us by Jason Trade Co.with whom we have done b
15、usiness for many years,and we know that you are in the market for handicrafts.与我们有多年贸易关系的杰森贸易公司向我们推荐了贵方，我们得知贵公司有意购买手工艺品。18.We have obtained your name and address from the commercial counselors office of our embassy in your country,and now we hope to establish business relations with you.从我驻贵国大使馆商务参赞
16、处得悉贵公司的名称和地址，我们希望与贵公司建立贸易关系。Pre-negotiationPractical Expressions-Practical Sentences 19.We were much impressed by the captioned items displayed at China Import and Export Fair(Canton Fair)which was held in Guangzhou in October,and we have been told that you are exporting these products.我们对10月份在广州举办的
17、中国进出口商品交易会中展出的上述商品印象深刻，并得知贵方出口这些产品。20.We write to you today in the hope of establishing direct business relations with you.今写信给贵方，希望能与贵方建立直接的贸易关系。21.We are one of the leading silk fabrics importers.There is a steady demand here for them.我方是丝织品的主要进口商之一。我们这里对丝织品有稳定的需求。In Negotiating-Negotiating by Let
18、ter Sample Letter 1 A letter of establishing business relations from an exporter Fujian Minfa Holdings Garments Imp.&Exp.Corp.,Ltd.August 12,2015Australian Textile Trading Co.320 Edward StreetSydney,NSW1001Australia Dear Sirs:Through the courtesy of our commercial counselors office in Sydney,we come
19、 to know the name and address of your firm.We notice that you are interested in establishing business relations with China.In Negotiating-Negotiating by Letter Sample Letter 1 A letter of establishing business relations from an exporter Our company is the Chinese leading textile supplier specializin
20、g in exporting men and womens garments to various foreign countries.We wish to enter into business relations with you by the commencement of some practical transactions.To give you a general idea of the various kinds of our products available now for export,we are enclosing here a catalogue and a pr
21、ice list for your reference.Should you find interest in our items,kindly let us know.We shall be pleased to give you our lowest quotations upon receipt of your detailed requirements.In Negotiating-Negotiating by Letter Sample Letter 1 A letter of establishing business relations from an exporter We l
22、ook forward to receiving from you specific inquiries.Yours faithfully,Miss Lin Juan Manager Assistant of Foreign Trade Department Fujian Minfa Holdings Garments Imp.&Exp.Corp.,Ltd.In Negotiating-Negotiating by Letter Sample Letter 2 A letter of establishing business relations from an importer Austra
23、lian Textile Trading Co.August 18,2015Fujian Minfa Holdings Garments Imp.&Exp.Corp.,Ltd.Minfa Building,168 Hudong RoadFuzhou,350001ChinaDear Sirs,We have obtained your name and address from the commercial counselor of your embassy in Sydney and are now writing to you for the establishment of busines
24、s relations.In Negotiating-Negotiating by Letter Sample Letter 2 A letter of establishing business relations from an importer We are the professional Australian leading textile importer and have been in this line for nearly 30 years.We shall appreciate it if you are kind to send us the latest catalo
25、gue and price list of your products.We would like to make inquiries about the sales possibilities in our market and see what items are of interest to us.We hope you will give us an early reply.Yours faithfully,Ms Katherine More Manager Assistant of Foreign Trade Department Australian Textile Trading
26、 Co.In Negotiating-Negotiating by Letter Sample Letter 3 A letter of request for credit information Fujian Minfa Holdings Garments Imp.&Exp.Corp.,Ltd.August 22,2015Australian Textile Trading Co.320 Edward StreetSydney,NSW1001Australia Dear Ms More,Thanks for your great interest in our products.It is
27、 our usual practice to get a better understanding of our new customers credit situation before trading.In Negotiating-Negotiating by Letter Sample Letter 3 A letter of request for credit information You are kindly requested to provide us with the information on credit and business operation.Please i
28、nclude the latest financial position,the deposit bank and account number,together with any other related credit details.Pleased be convinced that all the materials provided will,of course,be kept as strictly confidential.Your cooperation will be highly appreciated.Yours faithfully,Miss Lin Juan Mana
29、ger Assistant of Foreign Trade DepartmentFujian Minfa Holdings Garments Imp.&Exp.Corp.,Ltd.In Negotiating-Negotiating by LetterNotes:1.Through the courtesy of.承蒙介绍；承蒙某人告知；承蒙的推荐Through the courtesy of your commercial counselor,we get to know your company name and address.承蒙贵国商务参赞告知，我得悉贵公司名称和地址。2.spec
30、ialize in 专营Our company specializes in the import of heavy machinery equipment.我们公司专营重型机械设备的进口业务。mencement n.开始；开端Would passengers please put out cigarettes before the commencement of the flight.In Negotiating-Negotiating by LetterNotes:4.enclose v.把封入信封；随函附上I enclose herewith a copy of the policy.我
31、随信附上一份保险单。We enclose a copy of our latest price list.随函寄出我方最新价格表一份。Enclosed please find/Enclosed is/Attached please find.兹函附/随函附/随函寄去，请查收。Enclosed please find a statement of your account for the goods ordered.兹附寄贵方所订货物的结算清单，请查收。Enclosed please find our substitute order No.321 for order No.298.随附我方第3
32、21号订单以取代第298号订单，请查收。In Negotiating-Negotiating by LetterNotes:4.enclose v.把封入信封；随函附上enclosure n.附件，常缩写成Encl.I received your enclosure with gratitude.附件收到，十分感谢。5.Should you find interest in our items,kindly let us know.你若对我们的产品感兴趣，请通知我们。Should you be interested in our offer,please contact us.你若对我们的报价
33、感兴趣，请与我们联系。6.upon receipt of 一收到The goods will be sent upon receipt of your remittance.收到你方汇款后即发货。This credit will only upon receipt of import licences by applicant.本信用证仅在申请人收到进口许可证后方可生效。In Negotiating-Negotiating by LetterNotes:7.in this line 这一行（业）James knows his business because he has been in th
34、is line for years.因为艾姆斯干这行多年，所以他精通业务。8.credit situation/standing 信用状况For our credit situation,please refer to the Bank of China,Shanghai Branch.有关我们的资信情况，请向中国银行上海分行查询。9.financial position 财务状况Can you give me more background on the companys financial position?你能向我多提供一些有关该公司财务状况的资料吗?In Negotiating-Neg
35、otiating by LetterNotes:10.confidential adj.机密的People can phone in the knowledge that any information they give will be treated confidentially.人们尽可放心地打电话来，他们提供的任何信息都会被保密。11.for your reference供你方参考In Negotiating-Face-to-face Negotiation Sample Dialogue 1 At the Canton fair,Mr.Smith,manager of Foreign
36、 Trade Department of Australian Textile Trading Company and his assistant,Ms More come to the booth of Fujian Minfa Holdings Garments Imp.&Exp.Corp.Ltd.Miss Lin,manager assistant of Foreign Trade Department receives them.(S-Smith;M-Ms More;L-Miss Lin)M:Ah,these are the garments were interested in.Ma
37、y we have a look at them?L:Certainly.Welcome to our booth.My name is Lin Juan,manager assistant of Foreign Trade Department of Fujian Minfa Holdings Garments Imp.&Exp.Corp.Ltd.This is my card.In Negotiating-Face-to-face Negotiation Sample Dialogue 1 M:Nice to meet you,Miss Lin.This is Mr.Smith,our m
38、anager of Foreign Trade Department.Im Katherine More.We are from Australian Textile Trading Company.L:Very pleased to meet you,Mr.Smith.Glad to meet you too,Ms.More.Our company has been specializing in woven and knitting apparel business for nearly 30 years,and now the company is developed to a prof
39、essional Chinese leading supplier in the textile sector.S:We have learned something about your company from our embassy in China.Your products are quite satisfactory.We would be glad to start business with you.In Negotiating-Face-to-face Negotiation Sample Dialogue 1 L:Your desire coincides with our
40、s.We are very happy to be of help.I can assure you of our close cooperation.M:We are to visit your company next Friday and discuss more details.L:Ok,thatll be great.M:See you next Friday.L:See you.In Negotiating-Face-to-face Negotiation Notes：1.booth n.摊位；展位2.woven and knitting apparel 机织和针织服装appare
41、l n.（商店出售的）衣服；服装；服饰；成衣Womens apparel is offered in petite,regular,and tall models.出售的女装有小号、中号和大号。The store sells womens and childrens apparel.这家商店出售女装和童装。3.Your desire coincides with ours.我们双方的愿望是一致的。coincide with 与一致；与相符类似的说法还有：be in conformity with,come(be)in line with,be in accordance with,be con
42、sistent with,comply with等。In Negotiating-Face-to-face Negotiation Sample Dialogue 2 Mr.Smith,manager of Foreign Trade Department of Australian Textile Trading Company and his assistant Ms More come to visit Fujian Minfa Holdings Garments Imp.&Exp.Corp.Ltd.(S-Mr.Smith;C-Mr.Chen)S:Good morning.My name
43、 is Mr.Brown,from Australian Textile Trading Company.Here is my card.C:Thank you.Im pleased to meet you,Mr.Smith.My name is Chen Ping,manager of Foreign Trade Department of Fujian Minfa Holdings Garments Imp.&Exp.Corp.Ltd.S:Pleased to meet you too,Mr.Chen.I travel a lot every year on business,but th
44、is is my first visit to your country.I must say I have been much impressed by your friendly people.In Negotiating-Face-to-face Negotiation Sample Dialogue 2 C:Thank you for saying so.Have you seen the exhibition halls?On display are most of our products,such as silk,woolen knitwear,cotton piece good
45、s,and garments.S:Oh,yes.I had a look at the fair yesterday.I found some of the exhibits to be fine in quality and beautiful in design.The exhibition has successfully displayed to me what your corporation handles.Ive gone over the catalogue and the pamphlets enclosed in your last letter.Ive got some
46、idea of your exports.Im interested in your silk T-shirts.C:Our silk is known for its good quality.It is one of our traditional exports.Silk T-shirts are brightly colored and beautifully designed.Theyve met with great favor overseas and are always in great demand.In Negotiating-Face-to-face Negotiati
47、on Sample Dialogue 2 S:Some of them seem to be of the latest style.Now Ive a feeling that we can do a lot of trade in this line.We wish to establish relations with you.C:Your desire coincides with ours.S:Concerning our financial position,credit standing and trade reputation,you may refer to Commonwe
48、alth Bank of Australia in Sydney,or to our local Chamber of Commerce or inquiry agencies.C:Thank you for your information.As you know,our corporation is a state-operated one.We always trade with foreign countries on the basis of equality and mutual benefit.Establishing business relations between us
49、will be to our mutual benefit.I have no doubt that it will bring about closer ties between us.In Negotiating-Face-to-face Negotiation Sample Dialogue 2 S:That sounds interesting.Ill send a fax home.As soon as I receive a definite answer,Ill make a specific inquiry.C:Well then make an offer as soon a
50、s possible.I hope a lot of business will be conducted between us.S:So do I.In Negotiating-Face-to-face NegotiationNotes1.woolen knitwear 毛织品2.cotton piece goods 棉布匹On display are most of our products,such as silks,woolen knitwear,cotton piece goods and garments.展出的大部分是我们的产品，比如丝绸、毛织品、棉布匹和服装等。3.on dis
