5　补偿贸易

你将听到的

支付方式

How will payment be made under the compensation trade arrangement?

抵偿货款

You can pay for the equipment with the ready-made dresses produced by the equipment.

支付能力

It depends on your payment capability.

补偿方式

Do you want to have total one or a partial one?

你也许会说

补偿贸易

We are active in compensation trade transactions.

偿付方式

You agree to buy back? Then we can overcome foreign exchange difficulties.

偿付期限

How long do you expect the completion of payment to take?

职场心经

补偿贸易双方的关系属于国际贸易范畴内买方与卖方的关系，买方对购进的机器设备或技术知识等，拥有完全的所有权和使用权，卖方在工厂企业内不占有股份。

实行补偿贸易对买方来说可以解决资金、外汇的不足，并可利用机会开拓海外市场创汇；对卖方来说可扩大产品销路，增加出口，并可获得稳定的供货源。补偿贸易的缺点是形式不太灵活，达成协议较难，手续较繁琐，风险较大。

必备的词汇热身

●　sole [səul] adj.独一的

●　agreement [əˈɡri:mənt] n.合约

●　exclusive [ikˈsklu:siv] adj.独占的

●　right [rait] n.权力

●　approach [əˈprəutʃ] v.接触

●　solve [sɔlv] v.解决

●　clause [klɔ:z] n.条款

●　at least 最少

当谈论补偿贸易的时候你会听到

How will payment be made under the compensation trade arrangement?

在补偿贸易安排下，如何时进行支付呢？

You can pay for the equipment with the ready-made dresses produced by the equipment.

你们可以用该设备生产出来的成衣来偿付该设备的购买成本。

ready-made表示“现成的；做好的”

It depends on your payment capability.

这要看你们的支付能力。

Do you want to have total one or a partial one?

是采用全额补偿贸还是非全额的？

当谈论补偿贸易的时候你会说

1．The compensation trade plays a very important role in the international trade.

补偿贸易在国际贸易中起着十分重要的作用。

2．We are active in compensation trade transactions.

我们积极从事补偿贸易。

3．We've never done such trade before, but we agree to do compensation trade on the basis of mutual benefit .

我们从来没有做过这种贸易。但我们同意在双方受益的基础上与你方做补偿贸易。

mutual benefit表示的是“互利互惠”，强调的是双方共同受益。

4．The prices of these products will just compensate the costs of equipment and installation of the line.

这些产品的价值正好补偿设备费和生产线安装费。

5．We'll complete payment within 2 years starting from the commencement of production.

我们将在投产两年内完成设备补偿。

commencement的意思是“开始”，表示的是一个时间点。

6．How long do you expect the completion of payment to take?

你们打算让我们多久付清呢？

7．You agree to buy back? Then we can overcome foreign exchange difficulties.

您是说你们可以回购？那我们就可以克服外汇短缺的困难了。

8．Since we are short of foreign exchange, compensation trade is considered favorable.

由于我们缺乏外汇，补偿贸易是一种可以优先考虑的贸易方式。

9．You can supply us with the canning equipment and we'll pay for the machines with canned food produced by the machines.

贵方可以提供给我们罐装设备，我们提供给贵方用所购设备生产的罐头食品来抵付购买设备的货款。

10．We agree to accept payment for this machinery in the form of buy-back of electric toys.

我方同意接受回购电子玩具作为偿付这些机械设备的付款方式。

拓展学习

选择补偿贸易

A：Can we consider the possibility of undertaking compensation trade?

我们能不能考虑采用补偿贸易方式呢？

B：OK. We'd be happy to negotiate with you for such a deal. Which do you prefer, buyback or counter purchase?

可以。这对我们来说是件好事，您愿意接受回购方式，还是互购方式。

Shall we conduct compensation trade?

我们能否进行补偿贸易？

I think the compensation trade arrangement suits us better.

我认为补偿贸易安排更适合我们公司。

I have to tell you that we're short of foreign exchange. Could you undertake compensation trade?

我不得不告诉您我们现在外汇不足。能否采用补偿贸易方式呢？

negotiate with sb.表示“与某人进行谈判”，可以用have a negotiation with来替换。

进行贸易的目的

A：We can provide the foreign currency required for importing the equipment and technology by that earned from exporting the products.

我们能用出口赚得的外汇来平衡引进设备和技术所需的外汇。

B：It certainly sounds very promising. Thus we could get around the hard currency problem.

这个主意听起来不错，可以绕过硬通货的问题。

One of our main objectives of doing compensation trade is importing advanced equipment and technology.

我们进行补偿贸易的主要目标之一是引进先进的设备与技术。

We shall of course adopt strict measures to control the quality of our countersale products.

我们当然要采取严格措施来控制我方反销产品的品质。

场景应用

得到利用中国沿海城市的廉价劳动力和优惠政策在当地开展补偿贸易的建议后，马克权衡了其中的利弊，决定找一家合适的厂家进行合作。

A：Why don't you take advantage of the cheaper labor and the preferential policies in Chinese coastal areas?

B：In what way, please?

A：You may produce car fittings in Chinese coastal areas and sell them there and to other Asian countries. This can be done on the basis of compensation trade.

B：But does the Chinese government impose restrictions of any form on such type of business?

A：Not likely. I think such forms of trade will go over big, because it helps to create jobs and earn foreign exchange.

B：I see.

A：I think compensation trade suites you fine. You could provide Chinese coastal areas with the machines and get compensated by the car fittings produced.

B：Thank you very much for the information. I'd like to find a good factory to produce there on compensation trade basis.

A：你们何不采用中国沿海地区的廉价劳动力和优惠政策？

B：怎样利用呢？

A：你们可以在中国沿海地区生产汽车配件，然后在中国市场和亚洲其他国家销售。对此可以采用补偿贸易方式。

B：但是，中国政府对这种方式的贸易有无限制？

A：绝不可能，我认为这种方式的贸易肯定会大受欢迎，因为这有助于创造就业机会和赚得外汇。

B：我明白了。

A：我认为补偿贸易很适合你的情况。用补偿贸易方式，你们可向中国的沿海城市提供机器，然后从生产的汽车配件中得到偿付。

B：非常感谢你的建议！我希望找到一家合适的厂商，用补偿贸易的方式在那里生产。

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go over big大获成功，大受欢迎

go over的字面意思是“过去”或“通过”，引申为“成功”或“受欢迎”；go over big即“大获成功”或“特别受欢迎”。比如：This new technology goes over big after it came into the market.这项新技术一面市就大受欢迎。

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由于外汇短缺，秦先生想用补偿贸易的方式购进对方的设备，双方对所涉及的问题进行了简单地探讨以便了解开展贸易的可能性。

A：Glad to meet you, Mr. Nash. The purpose of inviting you to come here is to discuss the purchase of some long wall coal cutters.

B：Good. What do you think about our coal cutters?

A：They are a bit better than the coal cutters purchased from other countries. But your price is skyrocketing. And much higher than those from other countries.

B：Well, but I think you shouldn't only consider the price, but also efficiency.

A：As a matter of fact, we are satisfied with the efficiency of your cutters, but being short of foreign exchange, we must plan our purchases according to our means.

B：Then, can we consider the possibility of undertaking compensation trade?

A：OK. We'd be happy to negotiate with you for such a deal. Which do you prefer, buy-back or counter purchase?

B：I think that buy-back is easier. Since we often import a lot of coal from abroad, you can pay for the coal cutters with the coal produced by them.

A：That sounds very promising. Do you wish to have a total compensation trade or a partial one?

B：It depends very much upon your payment capability. In other words, the more you can produce in a given period of time, the sooner you will be able to pay for the cutters.

A：I understand the whole process. As for us, it's better to do total compensation trade.

B：Total compensation trade may be good for both of us.

A：We would like to know how long it will take to complete the payment.

B：Of course, the sooner the better.

A：May I remind you of your responsibilities for technical assistance, the performance of the machines and finally, a smooth and successful start-up.

B：Certainly we'll fulfill our obligations.

A：很高兴见到你，纳什先生。这次请你来想谈谈长臂采煤机的进口问题。

B：好啊，你觉得我们的采煤机怎么样？

A：跟其他国家进口的采煤机相比，还算先进点儿。不过你们的价格涨得太快了。比其他国家的价格高得多。

B：哦，我认为你不应只考虑价格，还要看它的生产效率。

A：说实在的，我们对你方机器的生产效率还算满意，但是我们的外汇比较紧张，我们必须根据我们的财力状况来安排购买。

B：那么我们能不能考虑采用补偿贸易方式呢？

A：可以，这对我们来说是件好事。你愿意接受回购方式，还是互购方式？

B：我想回购更容易些，因为我们常进口煤，你们用由我们的机器采的煤来偿付机器的货款就行了。

A：这听起来蛮不错的，你希望用全额补偿，还是部分补偿？

B：这就要看你们的支付能力了。换句话说，你们在一定时期内采的煤越多，你们偿付采煤机的货款也就越快。

A：我明白整个交易过程。对于我们来说，最好还是使用全额补偿。

B：全额补偿对双方来说都不错。

A：那么需要多长时间偿还呢？

B：当然是越快越好。

A：我想提醒你一下，贵方对机器的性能、技术协助，及最后保证顺利投产都应负责到底。

B：我们一定会履行自己的义务的。

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depend upon表示“依赖；取决于”，等于depend on。

in other words的意思是“换句话说”，它在使用上和“in another word”类似的。

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