中级口译教程_5商务谈判

BusinessNegotiationUnitFiveObjectivesPractices.Wordsandphrases.ContentSentencestructures.ReviewWordsandPhrasesOntario（加拿大）安大略省NiagaraFalls尼亚加拉瀑布GoatIsland山羊岛HorseshoeFalls加拿大瀑布=马蹄瀑布LakeErie（加拿大）伊利湖curve弧度世界五大湖：苏必利尔湖LakeSuperior休伦湖LakeHuron密歇根湖LakeMichigan伊利湖安大略湖LakeOntarioBuffalo（纽约州）水牛城/布法罗城BusinessNegotiation(1)1.WordsandPhrases进出口商品交易会ImportandExportCommoditiesFair销售部经理SalesManagersupplydepartment采购部brochure（宣传）小册子scopeofbusiness经营范围machinetool机床workmanship/craftsmanship工艺makeaninquiry询价quotation报价C.I.F.Seattle西雅图到岸价调整价格adjustthepricecompetitive竞争力的bulk大批substantially大量的（强调程度）2.DifficultSentences不过我们的宣传小册子仅仅介绍了我公司生产产的一小部分机床。您可以进来看看我们的展品。However,thebrochureshowsjustafractionofourmachinetools.Pleasecomeinandtakealookatourexhibitsintheshowroom.这是我方的美国太平洋沿岸城市到岸价的价目单。我们还可以根据您所想要的数量调整价格。Here’smyC.I.F.U.S.PacificCoastalCitypricelist.Wemayadjustthepricesaccordingtothequantityyouwant.如果使您不安的只有我方的报价，那么您可以到其他展台去看一看，然后我们还可以再坐下来讨论我方的报价。Ifourofferistheonlythingthatbothersyou,youcanlookaroundandcallagainforagainforanotherdiscussionofyourquotations.BusinessNegotiation(2)1.WordsandPhrases经营的新品newlineofbusiness汽车零部件autopartatthecostof以…为代价报盘/发盘offer折扣discountsupplies供货freesample免费样品inspection检验flooroffer底盘counter-offer还盘合同的格式theformatofthecontract规格specifications单价unitprices2.DifficultSentencesLatelyweexpandedourscopeofbusinesstobetterserveourFarEastAsiancustomers,Chinesecustomersinparticular.近来我们扩大了业务范围来更好地为远东亚洲客户服务，特别是中国客户。Asusual,we’dliketoquotethemostreasonablepricetostartourbusinessrelationshipforthefuture,evenatthecostofasubstantiallossonourpart.按照我们的惯例，为了推动我们将来的业务关系的发展，我们会给我们的新客户一个合理的价格，即使这样做会使我方蒙受相当大的损失，我们也在所不惜。此外我还需要时间来树立对贵公司产品质量的信心。如果您不愿给我方一些合理折扣，我还是打算等一下，先到别处看看再说。Besides,Ineedtimetobuildupmyconfidenceinthequalityofyourstuff.Inanycase,I’dratherwaitandhuntaround,ifyouwereunabletoincludeanyreasonablediscount.Thisisourfloorofferandyou’llhavetoexcuseme,we’renotpreparedforanycounter-offer.这是我方的底盘，对不起，我们不准备接受还盘。我与您有同感，我现在这样做是着眼于我们将来业务关系的发展。Ilikewhatyousaid,Iamdoingthisforthedevelopmentofourfuturebusinessrelations.ButI’mnotsureifyouarehappywiththetermsinthecontact.不知道你们对合同的条款满意吗？有几处还不是很明确，需要讲清楚。还有合同的格式问题。我们希望用我公司自己准备、自己打印的合同副本。Ithinkafewplacesarenotclearlyspeltout;theyneedfurtherclarification.Andtheformatofthecontract.We’dliketousecopiespreparedandprintedbyourowncompany.从品名、规格、数量、单价、总额、货运，全都以双语写明。还有，我们希望货品在6月底之前发出，我们不能接受货运的耽搁。Thenamesofthecommodities,specifications,quantity,unitprices,thetotalpayment,andtheshipment,alltobewrittenbilingually.Bytheway,wehopetheshipmentwillbemadebeforetheendofJune.Wecannotacceptanydelay,youknow.我们付的是到岸价，所以保险费由贵方负担。It’sC.I.F.,andthereforetheinsurancepremiumshouldbebornebyyourside.BusinessNegotiation(3)1.WordsandPhrases需求量上升的市场risingmarket档次(n)quality;level;grade名牌产品famousbrandproducts合情合理的well-groundedhangontothelistedquotations坚持原来的报价cometoterms成交inlinewith符合counter-offer还盘这是我方在原价的基础上削减了3.5%以后的报价单。Thisisourlistofquotationswitharecentreductionontheoriginalpricesby3.5%.2.DifficultSentencesWhatdoyouhaveinyourmind?那您减多少呢？Inanycaseitisbynomeansthemostcompetitiveonetothebestofmyknowledge．据我所知，这无论如何还算不上是最有竞争力的价格。实话对您说，我们的老客户，我相信也包括您在内，没有谁转到其他广商那儿去。Tobefrankwithyou,noneofouroldcustomers,includingyouIbelieve,haseverturnedtoanyothersuppliers.为了庆祝我们10年来在生意上的合作，也为了继续推进我们的商务关系，我乐意给您破例追加1.5%的特别折扣。I’mwillingtograntyouaspecialreductionofanadditional1.5%discountinhonorofourtenyears’businesscooperationandtopromoteourbusinessrelationintothefuture.我希望您理解我的处境，我可不想丢了自己的饭碗啊！Ihopeyouunderstandmysituation.Idon’twanttolosemyjob,youknow.我们可以在下午解决合同文本方面的事情。We’lltakecareofthepaperworkthisafternoon.