第三单元-商务谈判剖析.doc

词语预习进出口商品交易会 Import and Export Commodities Fair销售部经理 Sales ManagerSupply department 采购部Brochure 小册子Scope of business 经营范围Machine tool 机床Workmanship/craftsmanship 工艺Make an inquiry 询价Quotation 报价C.I.F. Seattle 西雅图到岸价Competitive 有竞争力的Bulk 大批，大量Substantially 大大地展台 exhibition stand口译实践A：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。B：Hi, Mr. Chen. My name is Sean Hudson. Im from Seattle, U.S.A. Im in charge of the supply department of the Pacific Trading Company Ltd.A: 很高兴见到您，哈德逊先生。请坐，我想向您介绍一下我公司的产品。B: Thank you. I have read your brochure and am very impressed by your scope of business. I believe my customers will like your new products.A: 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。B： Sure. Your exhibits are very attractive, though the workmanship is not so desirable. If you dont mind, Id like to make an inquiry. Heres the list of our interested machine tools. Id like to hear your lowest quotations C.I.F. Seattle.A: 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。B：Well. Mr. Chen, your prices are not very competitive. My demand is bulk, but of course Ill have to substantially reduce the quantity of my intended purchase with your offer.A: 哈德逊先生，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。B：I sure will. Nice meeting you. Ill call home about your quotations and come back tomorrow with our decision.A: 好的。明天见。 B：bye.第二篇 英汉交替口译词语预习经营的新品种 new line of business汽车零部件 auto partsUpdate 调整At the cost of 以作为损失Our part 我方报/发盘 offer折扣 discountSupplies 货物Free sample 免费样品Inspection 检验Floor offer 最低报价Counter-offer 还价 还盘合同的格式 the format of the contract规格 specification单价 unit prices保险费由贵方负担 the insurance premium should be borne by your sideBusiness transaction 生意口译实践A：Good afternoon, may I help you?B:我对贵公司经营的新品种颇感兴趣。我可以看看贵方汽车零部件C.I.F.价目表么？A：Certainly. Lately we expanded our scope of business to better serve our Fast 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.B: 您这样说我很高兴。我们打算长期从贵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。我希望知道贵司的最新报价。A: We have just updated our prices. But of course I dont mean our offer is final. As usual, wed 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.B: 但是我对从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，先到处看看再说。A：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 youll have to excuse me, were not prepared for any counteroffer.B: 我很欣赏新的直率。虽然贵方的低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。A： But Im not sure if your are happy with the terms in the contract.B: 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。您看行么？A：No problem. But everything in the contract should be bilingual, both in English and Chinese.B: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。A：of course.B: 我们付的是到岸价，所以保险费由贵方负担。A：certainly. We go by the contract.B: 好了，没问题了。A：Thats wonderful. Lets leave the technical details of the contract to our assistants. Id like to invite you to a drink and celebrate the success of our first business transaction.B: 不胜感激。我相信我们这次合作仅仅是个开端，今后合作的机会将会更多。口译讲评第一篇1. 上海进出口商品交易会：英译时口译省略“进出口商品”，简译为Shanghai Trade Fair2. 上海机械公司销售部经理：虽然“销售部经理”完整的译文是manager of the sales department, 但一般译作sales manager即可。3. Im in charge of the supply department of the Pacific Trading Company Ltd:既然是In charge of, 何不直截了当地译作“经理”或“主任”。4. Id like to hear your lowest quotations C.I.F. Seattle: C.I.F 的全称是Cost(成本费)加Insurance（保险费）加Freight（运输费），即”到岸价”。给精通外贸业务知识的人士翻译时，一般无需将C.I.F.译成汉语。当然译员本身也应该了解C.I.F.所包含的内容。5. Your prices are not very competitive：价格何谓competitive?价格孰高孰低，在很大程度上是由市场的供需关系和买方的需求所决定的，不可草率地译作“价高”或“价低”。比较保险的译语是“有竞争力的价格”或“好价格”。6. Ill have to substantially reduce the quantity of my intended purchase with your offer.此句翻译的正确与否对with的理解有关。句中with的含义是because of ，也就是说，这是造成substantially reduce the quantity of my intended purchase的直接原因。7. Ill call home about your quotations: call home 可以译成“同家里联系”，或“同国内联系”，或“同公司联系”等。第二篇1. 我可以看看贵方汽车零部件C.I.F.价目表吗：通常交易双方都会直接使用行业专业缩略语，这样做虽然减轻了译员的翻译负担，但是作为一名称职的译员，理应熟悉缩略语的含义。2. My company is willing to establish business relations with all interested Chinese parties: party泛指参与者，这里自然是指一切有意与其做生意的中国“公司”或“客商”。3. 我希望知道贵方的最新报价：“最新报价”的英译可有如下选择：the newest/latest/updated quotations.4. We have just updated our prices:可以直译为“我们刚调整了价格”，也可译作“这是我方的最新价格”。5. Wed 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: 翻译even at the cost of a substantial loss on our part时，有必要作添词处理，如添上“也愿意”或“也在所不惜”，使译文更加符合汉语表达的习惯。6. This is our floor offer and youll have to excuse me, were not prepared for any counter-offer: 既然报价已低至floor的水平，自然是“最低价”了。最低价亦可叫做rock-bottom price.7. 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:“我与您有同感”虽可译成 I feel the same way as you do, 但基于后面所接的那句“这样做是着眼于我们将来业务关系的发展”实际是在复述对方的原话，若译成I like what you said,可以起到衔接下句的作用。8. Lets leave the technical details of the contract to our assistants: the technical details of the contract指的是那些非原则性的，关于在合同中用何具体措辞等“技术性”问题。9. 我相信我们这次合作仅仅是个开端，今后合作的机会将会更多：用动词短语lead to 来连接这两句互相关联的句子可以使英译文更为简洁，更能表达原句所包含的那种因果关系。词语扩展经营范围 line/scope of business讨价还价 bargain季节性折扣 seasonal discount离岸加运费价 CFR（即Cost and Freight）目的港船边交货价 F.O.S（即Free Over Side）实/虚盘 firm/non-firm offer开/收盘价 opening/closing price净/毛利润 net/gross profit库存有限 limited stock现金结算 cash settlement到货付款 cash on delivery (COD)独家经销代理 exclusive selling agency回佣 return commission离岸价 F.O.B. （即 Free on Board）装运港船边交货价 F.A.S.（即Free Alongside Ship）到岸加佣金价C.I.F.C. (即Cost, Insurance, Freight and Commission)现/期货价 spot/forward price批发/零售价 wholesale/retail price现货 spot goods尝试性订购trial/try-out order信用证结算payment by letter of credit(L/C)定金；首付 down payment分期付款 payment by installments贸易索赔 business claim易货贸易 barter trade市场准入 market access多赢/共赢战略 all-win strategy电子商务 e-commerce; e-business违约 breach of the contract/agreement要求赔偿损失 claim for a compensation of the loss/damage补偿贸易 compensation trade双赢战略 win-win strategy股东 shareholder; stockholder外汇储备 foreign exchange reserve我们愿意与贵司建立业务关系。 We wish to enter business relation with your company.本报价随行就市。 This offer is subject to market fluctuation.能否给我一些最新的含详细价格单的商品目录？我想回去仔细研究一下。Can I have your latest catalogs with detailed prices to take home for a closer examination?感谢您对我方的询盘迅速做出答复。Thank you for your quick response to our inquiry.请给我一个有效期为90天的C.I.F.报价，目的港为洛杉矶，报价含6%的佣金。Id like to hear your quotation on a C.I.F. Los Angles basis valid for 90 days, with an inclusion of a 6% agents commission ion your quotation.我方的报盘自今日起一周内有效，以后可按每日市价变动/随行就市。Our offer is valid for seven days from today, and will then be subject to change according to the market price of the day.我方的报价是优惠的，我们的调价是有限的，目前我们无法接受您的还盘。Our quotation is favorable in your interest, and there is a limit to our price adjustment. Currently we just can not accept your counter-offer.我们讨论一下付款方式吧。 I would like to discuss the terms of payment with you.如果贵方到期未能按时付款，我方将中止合同，并提出索赔。Should you fail honor your payment in due time, we would terminate the contract and lodge a claim against you.如果货运耽搁，你会得到全额退款。You would get a full refund if there should be a delay in the shipment.在我们结束谈判之前我想在合同里加一个条款，我对口头约定不放心。Before we wrap up everything, Id like to add a clause to the contract. Im not comfortable with the verbal agreement.根据我们这些天来的会谈，我希望今天能与你们草签一份协定，然后定下正式签约的日期。Today I would like to sign a protocol with you based on our meetings during the last few days, and set a date for an official signing ceremony.我认为这是一个双赢的协议。I consider this a win-win agreement.课外练习第一篇 汉英交替口译A: 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有竞争力。B: To be frank with you, it is really difficult for us to market your products at the price offered. Ive been approached by other suppliers with much lower offers, yes, much lower, 5%-6%.A:那不可能，我们不可能出那样低的报价，那是荒唐的。B： What do your have in your mind?A: 您把我们的产品同他们的做过比较么？不是一个档次的产品啊，再说，我们已经调过价了。B：I agree your offer this reduction is attractive but excuse my frankness, in any case it is by no means the most competitive one to the beats of my knowledge. I did a lot of research lately and Im sure youll agree with me that a growing number of suppliers in other Southeast Asia countries have to joined this market. I foresee a substant8ial drop in price next year.A: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，没有谁转到其他厂商那儿去。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。B：Youre a real business negotiator, but if you hang on to the listed quotations, its impossible for us to come to terms. I dont think your offer is in line with the current market. I do hope that youll consider our counter-offer. After all, weve had a business relationship for almost ten years.A: 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，所依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。B： I really appreciate your concession, and Id like to sign our paper today.A:我很高兴我们能够圆满成交。剩下的事可简单多了。我们可以在下午解决合同文本方面的事。B： Sure.第二篇 英汉口译Ladies and gentlemen, Were aware of an emergence of a new and exciting mode of information economy driven by network 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.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.Its 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.Thanks to technology something very important is happening to 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, theres the down side. The new economy does not mean we will never have another recession of even a deflationary spiral. It does not mean inflating is dead. It does not mean stock prices will stat at their lofty levels or that there will never be another bear market. Nobody is promising you a rose garden.I anticipate dislocation, volatility and uncertainty accompanying the emergence of the new information economy. But because of what I view as high productivity, I see the possibility of sustained economic growth without the threat of inflation, more jobs and higher wages.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 companied that have been hurt by that, which is the other side of the story.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.参考译文第一篇 A： Welcome to Shanghai Import and Export Commodities Fair. My name is Ming Chen. I, Sales Manager of the Shanghai Machinery Company Inc.B:您好，陈先生。我叫肖恩.哈德逊。我来自美国西雅图，是太平洋过意有限公司的采购部主任。A： Im very pleased to meet you, Mr. Hudson. Please sit down and allow me to introduce our company and its products.B: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，也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。A：Im very glad that youre interested in our products. Actually the brochure shows just a fraction of our machine tools. Please come in and take a look at our exhibits in the show room.B: 好的。贵公司的产品颇有吸引力，当然产品的工艺还不尽如人意。我是否可以向您询价。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。A：Thank you for your inquiry. We can supply you with all the required tools on the list. Heres my C.I.F. U.S. Pacific Coastal City price list. We may adjust the prices according to the quantity you want.B: 哎，陈先生，贵方的价格没有什么竞争力。我的数量很大，当然啰，按您的报盘我只得大大削减预订的购买量。A： As I said earlier, Mr. Hudson, our prices are adjustable according to the quantity of your requirement. If our offer is the only thing that bothers you, you can look around and call again for another discussion of our quotations.B：那是一定的。能与您相会我很高兴。我要同公司联系，汇报一下贵方的报价，明天我会把我们的决定告诉您。A：Thats fine. See you tomorrow then.B: 再见。第二篇 A：下午好，我能为您做些什么么？B: Well, Im interested in your new line of business. May I look at your C.I.F. price sheet of auto parts?A:当然可以。我们最近扩大了业务范围以便更好地为我们的远东亚洲客户服务，尤其是为中国客户服务。中国是一个无人敢护士的巨大的市场。我公司愿意同一切有兴趣的中国客户建立业务关系。B: Thats very nice to hear. We would like to import auto parts from 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. Id like to hear your most recent quotations.A: 我方最近做了调价。当然我不是说我们所报是终结技。按我们的惯例，为了推动我们将来业务关系的发展，我们呢愿意给新客户以最公道的价格，即使这样做会使我方蒙受相当大的损失，我们也在所不惜。B: But my knowledge of the auto parts market tells me that your offer is not attractive. Besides, I need time to build up my confidence in the quality of your stuff. In any case, Id rather wait and hunt around, if you were unable to include any reasonable discount.A: 我们保证货物的质量。我们有免费样品供您检验。至于折扣问题，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。B: I appreciated your frankness. Though there is still a gap between your rock-bottom prices and my experiences, Im willing to sigh contracts with you. I like what you said. Im doing this for the development of our future business relations.A: 不知道你们队合同的条款满意么？B: Ive studied the contract. I thing a few places are not clearly spelt out; they need further clarification. And the format of the contract. Wed like to use copies prepared and printed by our own company. Will that be all right with you?A: 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。B: Yes, the names of the commodities, specifications, quantity, unit price, 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 can not accept any delay, you know.A: 那还用说。B：Its C.I.F., and therefore the insurance premium should be borne by your side.A:那当然啰，我们按合同办事。B： Good, no more questions.A: 太好了。让我们把合同文本的技术处理教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。B： Thank you very much. I believe this initial cooperation will lead to many more in the future.课外练习 第一篇A: I appreciate your inquiry. This is our list of quotations with a recent reduction on the original prices by 3.5%. Im sure you will find our offer the most competitive one in this rising market of today.B: 坦率对您说，这样的报价真的很难让我们在市场上打开销路，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%-6%。A： Thats impossible. We can not go as far as that. Thats ridiculous.B: 那您能减多少呢？A：Have you compared our products with theirs? We are certainly not in the same class. Besides. We have reduced our prices.B: 我同意您的额看法，贵方削价后的报盘有吸引力，但如我直言，据我所知，这无论如何还算不上是最有竞争力的价格。我最近做了一番调查研究，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。A：Im not sure if there will be a substantial price drop. You know 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 gu