Notes

　　1. take the initiative 采取主动，带头

　　2. bridge the gap 弥合差距，实际是reach an agreement on price

　　3. get the ball rolling 推动(把这笔交易往前推动)，即开始

　　4. The ball is in your court. 轮到你了。

　　5. take another step down 再减一次价

　　6. can’t stand 经不住(受不了)

　　7. We have no alternative but to…… 我们没有别的办法，只好……

　　8. come to a successful conclusion 圆满结束

　　9. make this an exception 就这次破例

　　10. with an eye to 考虑到

　　11. presentation and negotiation the seller presents the shipping documents to the negotiating bank to negotiate his draft for the goods shipped.

　　卖方向议付行提交运输单据办理议付手续，取得出口货物的贷款。

　　12. Council for Promotion of International Trade

　　国际贸易促进委员会

　　13. There will be no occasion for arbitration at all.

　　根本没有必要进行仲裁。

　　14. The deal has come off nicely. 这笔交易圆满成功了。

　　15. That suits me fine. 我没有问题。

　　16. carton or no carton 不管用不用纸箱

　　A Specimen Letter

　　Dear Sirs:

　　We are glad to know from your letter of May 15th that you have ac-cepted our offer dated May 4th.

　　In reply, we confirm having sold to you 10,000 metric tons of small red beans on the following terms and conditions:

　　Price: at U.S. $400 per metric ton C.F.R. Vancouver.

　　Packaging: in gunny bags of about 50 kilograms net each

　　Quality: FAQ 2001

　　Shipment: to be effected from New York to Vancouver during Jan u ary 2001.

　　Payment: by a confirmed and irrevocable letter of cred it in our favor, pay able by draft at sight.

　　We are pleased to have transacted this first business with you and look forward to the further expansion of trade to our mutual benefit.

　　先生：

　　我们很高兴从贵方五月十五日的来信中得知，你们已接受我方五月四日的报盘。

　　对此，我方确认按下列条款售给你方一万公吨小红豆：

　　价格：每公吨成本加运费四百美元

　　目的港：温哥华

　　包装：麻袋，每袋净重五十公斤

　　品质：2001年产大路货

　　装运：2001年1月船期，从纽约至温哥华

　　支付：以我方为受益人的保兑的、不可撤消的信用证，凭即期汇票支付。

　　非常高兴此次与你们达成第一笔交易，盼望以后能进一步发展双方互利的贸易。