Unit_3已整理_完Business_Negotiation

Unit_3已整理_完Business_Negotiation Unit Three Business Negotiation Text Passage One 进出口商品交易会 import and export commodities fair 销售部经理 sales manager supply department 采购部 brochure 宣传小册子 scope of business 经营范围 machine tool 机床 workmanship 工艺 make an inquiry 询价 quotation 报价 C.I.F Seattle 西雅图到岸价(*cost,insurance.freight) 调整价格 adjust the price competitive 具有竞争力 bulk 很大 substantially 大大地 展台 exhibition stand 1(欢迎光临上海进出口商品交易会。我叫陈明。我是上海机械公司的销售部经理。 Welcome to Shanghai Import and Export Commodities Fair. My name is Ming Chen. I am Sales manager of the Shanghai Machinery Company Inc.. 2(Hi, Mr. Chen. My name is Sean Hudson. I am from Seattle, USA. I am in charge of the supply department of the Pacific Trading Company Ltd. 您好，陈先生～我叫肖恩•哈德逊，来自美国西雅图，是太平洋贸易有限公司的采购部主任。 3(很高兴见到您，哈德逊先生～请坐～我向您介绍一下我公司的情况及产品。 I am very pleased to meet you, Mr. Hudson. Please sit down and allow me to introduce our company and its products. 4(Thank you! I have read your brochure and am very impressed by your scope of business, especially the variety of machinery tools you manufacture. I believe my customers will like your new products. 谢谢。我已看过贵公司的宣传小册子，贵公司的经营范围，特别是贵公司生产的机床品种，已给我留下了 极为深刻的印象。我相信我的顾客一定会喜欢你们的新产品。 5(您对我们产品感兴趣，我很高兴。不过我们的宣传小册子仅仅介绍了我公司生产的一小部分机床。您 可以进来看看我们的展品。 I am glad that you are interested in our products. Actually our brochure shows just a fraction of our machine tools. You may come in and take a look at our exhibits in the show-room, if you please. 6(Sure. Your exhibits are very attractive, though the workmanship is not so desirable. If you don’t mind, I’d like to make an inquiry. Here’s the list of our interested machine tools. I'd like to hear your lowest quotations C.I.f. Seattle. 好的。贵公司的产品颇有吸引力，当然产品的工艺还是不尽如人意。我是否可以向你询价。这份单子上列 出了我感兴趣的机床。我希望您报一下西雅图到岸价的最低报价。 7(谢谢您的询价。您单子上所列的机床我们都有。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。 Thank you for your inquiry. We can supply you with all the required tools on the list. Here’s my C.I.F US Pacific Coastal City price list. We may adjust the prices according to the quantity you want. 8(Well, Mr. Chen, your prices are not competitive. My demand is bulk, but of course I’ll have to substantially reduce the quantity of my intended purchase substantially with your offer. 好的，陈先生。您的价格没有竞争力。我的需求量是很大的，当然罗，按您的报盘我只得削减预定的购买 量。 9(哈德孙先生，我刚才说过，我方的价格可以根据贵方的购买量进行调整。如果使您不安的只是我方的 报价，那么您可以先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。 As I said earlier, Mr. Hudson, our prices can be adjustable according to your quantity of your requirement. If our offer is the only thing that bothers you, you may look around and call again for another discussion of our quotations. 10(I sure will. Nice meeting you. I’ll call home about your quotations and come back tomorrow with our decision. 那是一定的。能与您想回我很高兴。我要通公司联系，汇报一下贵方的报价，明天我会把我们的决定告诉 您。 11(好的。明天见。 That’s fine. See you tomorrow then. (Bye. 12 再见～ 培训78Unit 3 PASSAGE TWO 英汉双向交互译: 经营的新品 new line of business 汽车零部件 auto parts update 调整 at the cost of 不惜以……为代价 our part 我方 发盘/报盘 offer 折扣 discount supplies 货物 free sample 免费样品 inspection 检验 floor offer 底盘 counter-offer 还盘 合同格式 format of contract 规格 specification 单价 unit price 保险费由贵方承担 the insurance premium should be born by your side business transaction 生意顺利成交 Good afternoon, may I help you? 1(我对贵方经营的新品种颇感兴趣。我可以看一下贵方汽车零部件C.I.F.价目吗, Oh, I am interested in your new line of business. May I look at your CIF price sheet of auto parts? 2(Certainly. Lately we expanded our scope of business to better serve our Far East Asian customers, Chinese customers in particular. China is such an enormous market that nobody can afford to neglect. My company is willing to establish business relations with all interested Chinese parties. 当然可以。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。中国是一个没有人 愿意忽视巨大的市场。我们公司愿意和所有有兴趣的中国伙伴建立业务关系。 3(您这样说我很高兴。我们打算长期从贵公司进口一些汽车零部件，当然这得看贵方的价格是否比他人 优惠。坦率地讲，贵方单子上的价格毫无竞争力。我希望知道贵方的最新报价。 That’s very nice to hear. We should like to import auto parts form your company on a regular basis, provided your prices compare favorably with those of others. To be frank with you, your listed prices are indeed among the least competitive. I’d like to hear your most recent quotation. 4(We have just updated our prices. But of course I don’t mean our offer is final. As usual, we’d like to quote the most reasonable price to start our business relationship for the future, even at the cost of a substantial loss on our part. 我方最近作了调价。当然并不是说这是我们的最终报价。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。 5(但是从我对汽车零部件市场所掌握的信息来看，贵方的报盘没有吸引力。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。 But my knowledge of the auto parts market tells me that your offer is very unattractive. Besides, I need time to build up my confidence in the quality of your stuff. In any case, I’d rather wait and hunt around, if you were unable to include any reasonable discount. 6(We guarantee the quality of our supplies. And we have free samples for your inspection. As for the discount, we can reduce the listed prices by 5%. This is our floor offer and you’ll have to excuse me, we’re not prepared for any counter-offer. 我们保证产品质量。并且可以提供免费的样品给你们检验。至于折扣，我们可以将价目单上的开价再减去 5%。这是我方的底盘，对不起，我们不准备接受还盘。 7(我很欣赏您的直率。虽然贵方的底价与我方所希望得到的价格仍有距离，我还是愿意签合同。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。 I appreciate your frankness. Though there is still a gap between your rock-bottom prices and my expectations, I am willing to sign contracts with you. I like what you said, I am doing this for the development of our future business relations. 8. But I’m not sure if you are happy with the terms in the contact. 不知道你们对合同的条款满意吗, 9.我研究过你们的合同。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。您看行吗, I’ve studied the contract. I think a few places are not clearly spelt out; they need further clarification. And the format of the contract. We’d like to use copies prepared and printed by our own company. Will that be all right with you? 10(No problem. But everything in the contract should be bilingual, both in English and Chinese. 没问题。但是合同中所有的内容都必须用中文和英文两种文字写明。 11、是的，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。 Yes, the names of the commodities, specifications, quantity, unit prices, the total payment, and the shipment, all to be written bilingually. By the way, we hope the shipment will be made before the end of June. We cannot accept any delay, you know. 12(Of course 那还用说。 13. 我们付的是到岸价，所以保险费由贵方负担。 It’s C.I.F., and therefore the insurance premium should be borne by your side. 14(Certainly. We go by the contract. 那当然啰，我们按合同办事。 15.好了，没问题了。Good, no more questions. 16(That’s wonderful. Let’s leave the technical details of the contract to our assistants. I’d like to invite you to drink and celebrate the success of your first business transaction. 太好了。让我们把合同文本的技术处理交给我们的助手去办吧。我想请您去喝一杯，庆祝我们第一笔生意 的顺利成交。 17(不胜感激。我相信我们这次合作仅仅是个开端，今后合作的机会将更多。 Thank you very much. I believe this initial cooperation will lead to many more in the future. 培训84Unit 3 课外练习Text for Practice Passage One 英汉双向交互译: 1(感谢您的询价。这是我方在原价的基础上削减了 3.5%以后的报价单。您一定会感到我们的报价在今 天这个需求量上升的市场上最有竞争力。 I appreciate your inquiry. This is our list of quotations with a recent reduction on the original prices by 3.5%. I’m sure you will find our offer the most competitive one in this rising market of today. 2. To be frank with you，it is really difficult for us to market your products at the price offered(I've been approached by other suppliers with much lower offers，yes，much lower，5,一6,( 坦率对您说，这样的报价真的很难让我们的打开销路，我和其他供货商也打过交道，他们的报价要低得多， 真的，低得多，低5,一6,( 3. A:那不可能，我们不可能出那样低的报价，那是荒唐的。 That’s impossible. We cannot go as far as that. That’s ridiculous. 4. B:What do you have in your mind? 那您减多少呢, 5. 您把我们的产品同他们的做过比较吗?不是一个档次的产品啊。再说，我们已经调过价了。 Have your compared our products with theirs? We are certainly not in the same class. Besides, we have reduced our prices. 6. I agree your offer after this reduction is attractive but excuse my frankness，in any case it is by no means the most competitive one to the best of my knowledge(I did a lot of research lately and I’m sure you'll agree with me that a growing number of suppliers in other Southeast Asian countries have joined this market(I foresee a substantial drop in price next year( 我同意您的看法，贵方削价后的报价有吸引力，但恕我直言，据我所知，这无论如何还算不上是最有竞争 力的价格。我最近作了一番调查研究，我发现越来越多的东南亚国家的厂商也加入了这个市场，我想您一 定会同意我的看法。我预测明年的价格会大幅度下跌。 7. 对您所说的大幅度降价，我不敢认同。您知道我们的产品是享誉全球的名牌产品，而且我们绝对保证 质量。虽然我们的周边国家和地区或许会以较低的价格吸引客户，但是我们保证质量的做法，加上这次大 幅度的价格下调，一定会在市场上取胜。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。相反，我们还接到许多新客户的订单。我们的报盘是合情合理的。 I am not sure if there will be a substantial price drop. You know our products have established fame in the world and more importantly, we guarantee the quality of our products whatsoever. Although some new manufacturers from our surrounding countries and regions may attract their customers with lower prices, our quality guarantee policy plus this latest substantial price reduction is sure to prevail. To tell you the truth, none of our old customers, including you I believe, has ever turned to any other suppliers. On the contrary, we have received orders from quite a few new customers. Our offer is indeed well-grounded. . You're a real business negotiator，but if you hang on to the listed quotations，it's impossible for us to 8 come to terms(I don't think your offer is in line with the current market(I do hope that you'll consider our counter-offer(After all，we've had a business relationship for almost ten years( 您真是个商务谈判高手，不过您若坚持原来的报价，那么我们不可能成交。我认为您的报价不符合市场行 情。我希望您考虑一下我方的还盘。我们毕竟是做了近 10 年生意的老主顾了。 9(好吧～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。这已远远低于我方的最低价了，所以我再也不能接受还价了。我希望您理解我的处 境，我可不想丢了自己的饭碗啊～ All right, I’m willing to grant you a special reduction of an additional 1.5% discount in honor of our ten years’ business cooperation and to promote our business relation into the future. This is far below my floor offer and therefore, I’m not prepared for any counter-bid. I hope you understand my situation. I don’t want to lose my job, you know. 10(I really appreciate your concession, and I’d like to sign our papers today. 我很感谢您所作出的让步，我打算今天签合同。 11(我很高兴我们能够圆满成交。剩下的事可简单的多了。我们可以在下午解决合同文本方面的事情。 I am very glad we have brought our business talk to a successful conclusion. The rest is easy. We’ll take care of the paper work this afternoon. 12(Sure. 好的。 培训86Unit 3 课外练习商务谈判 Passage Two 英译汉: Ladies and Gentlemen, 1、We're aware of an emergence of a new and exciting mode of information economy driven by networked technology. What I want to say is that the computer Internet is transforming business operation patterns and contributing to what is called the new information economy. An immediate consequence of this Profound change is the simplification of business transaction. 我们已注意到一种崭新而又令人兴奋的信息经济形态的出现，这种经济形态是以网络技术为驱动力的。我 所要说的是，计算机因特网正在改变商务运作的模式，促进一种被称之为新信息经济的形态的形成。这种 深刻变化所带来的一个直接结果是商务交易的简化。 2、Take, for example, the way that I recently bought my car. First I went to an Internet site listing cars, their features and their prices, both wholesale and retail. I did all my research. And then I went to an auto dealership and asked for this particular price. The transaction lasted less than 30 minutes. No hassle. Easy. Simple. I was informed. I went in. I was an informed buyer. 以我本人最近购车一事为例，首先我上网找到一个因特网站，上面列有不同车种及其性能和价格，既有批 发又有零售。所有的市场调查我都自己做了。然后我去一家汽车商行询价。整个交易用不了30分钟便完成 了。没有激烈的无休止的讨价还价，既简易又方便。我了解了车的行情，走进车行时已是一个懂行的买主 了。 3、 It's not that none of these things are happening. It's the importance of these things compared to what we have been used to for the last 200 years. 问题不在于这些事情有无发生，问题在于现在所发生的这一切与我们200年来已习以为常的事相比是否具 有重要意义。 4、 Thanks to technology something very important is happening to the U. S. economy. Indeed, something new and different is happening around us. We are able to grow faster without triggering inflation than we thought possible. Of course, there's the down side. The new economy does not mean we will never have another recession or even a deflationary spiral. It does not mean inflation is dead. It does not mean stock prices will stay at their lofty levels or that there will never be another bear market. Nobody is promising you a rose garden. 得益于技术进步的美国经济正在发生一些重大的变化。我们的身边的确出现了一些新鲜事。我们能 够使经济在快速增长的同时，免受通货膨胀之苦，这种未导致通货膨胀的经济增长其速度之快是我们以往 不可想象的。当然，负面的情况并非不存在。新经济并不意味着我们将永远摆脱新一轮的衰退，新经济并 不意味着我们会免于落入通货紧缩的旋涡，新经济并不意味着通货膨胀已寿终正寝，新经济并不意味着股 价能在高位上昂首屹立，不会出现新的熊市。没有人能够保证我们的玫瑰花园永不凋谢。 5、 I anticipate dislocation, volatility and uncertainty accompanying the emergence of the new information economy. But because of what I view as higher productivity, I see the possibility of sustained economic growth without the threat of inflation, more jobs and higher wages. 我认为随着新信息经济的出现，错位、波动、不稳定等现象也会随之而来。但是我感到由于生产率的 提高，经济仍有可能持续增长，而且不会引发通货膨胀，我们会有更多的就业机会，得到更高的工资。 6、The emergence of electronic business has created enormous and exciting challenges for business managers. Internet commerce immediately opens global and more efficient markets. 电子商务的出现给公司经理人员带来了巨大而又激动人心的挑战。因特网商务即刻打开了全球性的更有效 率的市场。 7、 I would challenge many people to tell me where it has not brought about greater efficiency in markets. We as consumers have benefited from that. Of course, there are companies that have been hurt by that, which is the other side of the story. 我会问许多人，请他们告诉我还有哪些地方因特网商务没有给那里的市场带来更大的效率。作为消费者我 们已经从因特网商务中获益。当然，也有一些公司因此而受到伤害，这是事情的另一面。 8、 In any case, the Internet will transform the way companies do business. And those companies that do not address that issue will not be the market winners. 不管怎样，因特网将改变公司的经营方法。那些不愿正视因特网商务现实的公司是不会成为市场赢家的。