【文章內(nèi)容簡介】 r claim with you as follows:上例中作者在提出索賠時以可靠的權(quán)威商檢部門的檢驗(yàn)報(bào)告為依據(jù)提供了準(zhǔn)確真實(shí)的短重?cái)?shù)量，這樣的索賠一定會更容易被對方接受，得到對方的及時的妥善處理。關(guān)聯(lián)準(zhǔn)則規(guī)定了“說話要切題，不說和話題無關(guān)的話?！蓖赓Q(mào)函電不同于日常信件，可以拉家常，談天氣，它要求語體簡潔、正式，不說與信件主題無關(guān)的話，不浪費(fèi)對方的寶貴時間。如下面這封對對方的還盤的回信：Dear sir,We have carefully studied your letter of 17th October. As our two firms have done business with each other for so many years, we should like to grant your request to lower the prices of our underwear. But there are difficulties. Our cost of raw materials has risen sharply in the past four months and to reduceprices by15% you mention could not be done without considerably lowering our standards of quality. This is something we are not prepared to do. Instead of 15% reduction on underwear, we suggest a reduction of8% on all lines on order for US$ 3,000 or more.We hope you will agree to our counter suggestion and look forward to receiving regular orders from you as in the past.整封信句句與主題緊密相連，沒有一句多余的不相干的話，這樣的信才能節(jié)約時間，提高工作效率，適應(yīng)高度繁忙的貿(mào)易界的要求。方式原則要求:(1)避免晦澀的詞語；(2)避免歧義；(3)說話要簡要；(4)說話要有條理。第 2 兩點(diǎn)在外貿(mào)函電中體現(xiàn)為：寫外貿(mào)書信時我們必須準(zhǔn)確地表達(dá)自己的思想和意圖，盡量避免因?yàn)檎Z言模糊或歧義造成對方的誤解或不解。如在報(bào)盤時，一般都會詳細(xì)準(zhǔn)確地列明所有的交易條件，以防日后不必要的糾紛。例如：In order to start a concrete transaction between us, we take pleasure in making you a special offer, subject to our final confirmation, as follows:Art. No. 81000 Printed ShirtingDesign No. 72345 2ASpecifications: 30367269 35/639。39。42yds.Quantity: 18,000 yardsPacking: In bales or in wooden cases, at seller39。s option.Price: RMB…per yard CIFC5% LagosShipment: to be made in three equal monthly installments,Beginning from June, 2000.Payment: By confirmed, irrevocable L/C payable by draft at sight tobe opened 30 days before the time of shipment.這樣的一封報(bào)盤信，清楚明了，杜絕了造成歧義和誤解的可能性，對雙方都有好處。而方式準(zhǔn)則中的說話要簡潔，有條理的要求則更是商業(yè)書信必須遵循的基本原則，在數(shù)量準(zhǔn)則部分我們已經(jīng)分析過，在這里不再贅述。 用 情 態(tài) 動 詞 “ could、 should、 would、might”等情態(tài)動詞的一般式和過去式相比較, 過去式比一般式更能表達(dá)說話人 (寫信人) 的禮貌態(tài)度, 聽話人 (收信人) 更容易體會到寫信人對于促成這筆交易的誠心。 you please forward this letter to any panies in Florida that may be interested in respecting us? you please forward this letter to any panies in Florida that might be interested in respecting us?顯然, b句比a句更容易讓聽話人 ( 收信人) 接受, 而樂意為說話人 ( 寫信人) 盡自己的微薄之力。“be pleased to、be glad to、appreciate、look forward to”等 說話人 ( 寫信人) 使用 “be pleased to、be glad to 、appreciate”等禮貌地表達(dá)了自己對聽話人 ( 收信人) 某一行為的感激之情, 還可以利用“l(fā)ook forward to”對聽話人 ( 收信人) 非常委婉地提出下一步要求。 are very pleased to/are glad to receive your Order No. 868 for our “Red Star” Brand washing machine. would appreciate your prompt shipment and hope to place further and large orders with you if our first transaction is satisfactory. shall be glad if you let us have the policy and your cover note within the next few days. are looking forward to receiving your further orders.有時表達(dá)感激之情和提出下一步要求也不是區(qū)分得十分清楚, 例如b和c句。“thank you ”對貿(mào)易雙方來說, 從建立業(yè)務(wù)關(guān)系開始, 詢盤、發(fā)盤、還盤、支付、裝運(yùn)、保險(xiǎn)等各環(huán)節(jié)的每一封業(yè)務(wù)函電往來, 都是基于對對方前一封函電的答復(fù)。中國有句俗話“交易不成仁義在”, 因此,要習(xí)慣于在信件開頭清楚地表達(dá)自己的感謝之情。 you for your parcel of May 13th,enclosing your samples with your price list. you for your extension of your L/C . thank you for your inquiry of September15th , and are pleased to enclose our quotation for pillowcases.“we suggest、we are afraid”等語義模糊的詞匯當(dāng)說話人 (寫信人) 對某一行為進(jìn)行主觀測度時, 利用語義模糊的限制語, 例如“we suggest、we are afraid”等, 在準(zhǔn)確表達(dá)意思的同時, 可使語氣變得婉轉(zhuǎn), 使聽話人 (收信人) 的“損”降到最低限度, 從而促使某一行為的成功。 suggest , therefore, that you lodge a claim with the insurance pany. are afraid we can not accept the term of payment.a句