【文章內(nèi)容簡介】 s at your ，寫信者運用贊同準則表明對該筆業(yè)務非常關注，期望知道對方的任何進展，表達了雙方的利益息息相關，盡力縮小自己與對方的差距和分歧，對曉之以理，動之以情，側重以對方的利益來勸說其接受報盤。另一方面進一步解釋拒絕接受還盤的原因，更重要的是達到說服對方收回要求降價的要求。一般的拒絕還盤信函都會具體的反應對方的考慮，例如適當降價、改變支付的方式，交貨時間等等，該信函卻禮貌而又完全地拒絕了對方還盤。表明上看起來雙方的談判告一段落，事實上寫信者運用策略準則，通過上部分的“expect to close business at something near our level” 和本部分的”if later on you see any chance to do better , please let us know”精心地使用語言技巧為以后的談判留下充分的空間， assure you that all your inquiries will receive our prompt ，寫信者運用謙虛準則和贊揚準則，在自己的利益不受到損害的情況下，從情感上給以對方有好處的安慰，使得話語的旋回余地大大增加，表達保持業(yè)務關系的誠意。對謝外貿(mào)電函的建議和忠告：由于消極信息函電主要傳遞的是拒絕、指責和威脅等等本質(zhì)上不禮貌的信息，這些信息會使用貿(mào)易雙方陷入尷尬的處境之中的，因此，在撰寫消極信息函電的過程中，應采用積極的禮貌策略，既要遵守和合作原則又要處于禮貌的需要后其他原因而故意違反合作原則，從而體現(xiàn)語言的語篇功能和交際功能。在構建消極的信息外貿(mào)電函的語篇過程當中，為了避免過于直爽對對方造成傷害，寫信者在電函的開始部分總是要吃積極的角度著手，采用緩和的語氣陳述消極信息，給對方心里結束做好充分的準備，然后在傳遞消極信息并作出客觀的、令人信服的解釋，用事實說明不能滿足對方要求的確不得已而為之，博得對方傳遞消極信息的理解，并提出切實可行的補救措施，最后有好的態(tài)度和客氣的結束語進一步降低消極信息對業(yè)務和業(yè)務關系的不良影響。結束語：隨著全球貿(mào)易一體化的推進，外貿(mào)電函在其中起著重要的作用。同時，禮貌原則在外貿(mào)電函中起到十分重要的作用，它能營造一種尊重對方，尋求合作的氣氛，從而促進雙方的貿(mào)易往來。因其，在進行外貿(mào)函電的寫作的時候要注意原則的應用。使其中為促進貿(mào)易服務。姓名：吳建達 班級：國貿(mào)111 學號：11111003第二篇：外貿(mào)函電Dear Miss Han, We are glad to learn from your letter that you have decided to place a large order for the item of alarm o’ you know, with superior quality, our products enjoy growing favor in the world hope that you will direct your attention to superior quality of our product, which we think in much more , Much as we would like to establish business relationship with you, the best we can do is to reduce the original price by 1%.As you stated in your order that this order is in urgent need, shipment could be made in June subject to the L/C reaching us no later than 18 th of look forward to your early reply and hope to establish business relationship with you in the near sincerely, Zhou Liangyi Sales manager第三篇：外貿(mào)函電Dear Sirs,We would like to order with your pany for 1,200 cartons of Jade Rabbit brand Essential want the cartons marked clearly with the name, the words 39。fragile39。 and numbered hope you will be able to ensure the quality of the product/we willmake payment by L/C at sight and would like delivery by the end of next regard to shipment, please direct to us and let us have a copy of the mercial invoice when it is made Sirs,Thank you for your enquiry ,and we appreciate very much you interest in our requested, we take pleasure in makig you a firm offer as follows, subject to your reply reaching here on or before : ‘Jade Rabbit’ brand radiosPrice: US $ 40 per, CIF LondonCommissions: 3%Shipments: JunePayment: by draft at sight for the full invoice value to be opened 30 days before the date of note that we have quoted our most favorable price and we can not see our way clear to entertain any counter for early replyYours sincerely,***Dear Sirs,Your pany has been kindly introduced to us by the National Bank of have been in the line of Light Industrial are willing to enter into business relations with give you a general idea of our products, we enclose a plete set of leaflets showing various products being handled y this cooperation with detailed specifications and means of and samples will be sent upon receipt of your specific petitive prices, superior qual