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evocable L/C at sight. Please advise us when the goods are ready for shipment.
Your early reply is appreciated
Sincerely,Wilson
首先,说话人(买方)肯定了一种型号中的前两种价格,使听者(卖方)的利益得到了保证,然后才提出第3种型号C的价格偏高,只能接受US$35.50,并进一步解释市场上还有更便宜的型号,而且即使这一价格也偏高.言外之意,说话人利益已损失.运用这种策略,既达到了要求降价的目的,又做出了“自己少争利益”的姿态,从而使听话人容易接受.与大方原则相关的商务套语还有:“For your information (reference), at your convenient time…”等.

2.3　赞誉原则的运用
由于共同利益的驱动,国际贸易中买卖双方都非常注意建立融洽的关系,双方的沟通是“横向沟通”(horizontal communication),而不是上下级沟通,因此,能促进沟通的“赞誉准则”往往贯穿于商务信函中.即使有争议、拒绝或索赔等令人失望的事情发生,也应本着“少说不赞誉别人”的话的原则去交际.如果一方不能或部分不能履约而造成另一方损失,一般应友好协商,找到方法弥补损失是解决问题的最佳途径,因此,商业信函中很少出现指责的词句.但在写表示拒绝或失望的信函时,要把握“赞誉准则”决非易事,应尽量调动有效的文体手段来减少读者的不悦.如:
Dear Sirs,
Thank you for letting us know about your concern that our quotation for the 1 000 Folded Chairs you enquired about last week is higher than the average market level.
As we understand your letter you feel you could have gotten essentially the same quality chairs as you purchased from us last year for about the same price as our last year’s. As a result, you would like either to ask for the same price as last year’s or receive a 5% discount.
With the present market trend, we have to say that our price is really the best we can quote, notwithstanding we would do everything possible to make you satisfied with your purchase.
I hope this explanation answers your question concerning our price structure, and look forward to your order.
Yours faithfully,
Wilson
本信函的目的是拒绝对方降价要求,但是信的开头,以感谢的口吻起笔并提到对方的要求.然后,委婉间接地指出对方错误估价的原因,没有生硬地用“You can not buy them at the same price as last year’s…”,而是通过用虚拟语气的句型“As we understand your letter you feel you could have gotten essentially…, As a result, you would like…”,来实现 “少说不赞誉别人”的准则.接着,进一步解释自己已尽力使对方满意,因为此报价已是最低价(the best price),并表达了得到对方订单的希望.该信函巧妙地运用了“赞誉准则”,拒绝了对方降阶要求.

2.4　谦虚准则的运用
对外贸易是一项复杂而细致的工作,需要买卖双方缜密的合作和及时沟通,出问题时不要仅仅找对方的原因,而要客观地承认自己的失误.在下面这封信中,卖方迟交货物,获得买方展证,并最终成交.如:
Dear...:
Re: Your L/CNo.5757 covering your Order No. 134
Thank you for your extension of your L/C No.
5757. Today we shipped the above consignment on board S. S.“Nellore”which sails for your port tomorrow.
Enclosed please find one set of the shipping documents covering this cons本论文由英语论文网提供整理，提供论文代写，英语论文代写，代写论文，代写英语论文，代写留学生论文，代写英文论文，留学生论文代写相关核心关键词搜索。