模块二--商务谈判口译

模块二 商务谈判口译 Learning Objectives1. To have basic understanding of business negotiation.2. To master the strategies of interpreting Business Negotiations.3. To learn Memory and Note-taking Skills. Ability Objectives1. To familiarize students with words and expressions for business negotiations. 2. To enable students to interpret for fundamental business negotiations. 任务简介（Task Introduction）商务谈判是经济谈判的一种，是指不同利益群体之间，以经济利益为目的，通过沟通、协商、妥协、合作、策略等各种方式，就双方的商务往来关系而进行的谈判。按照商务谈判的地区范围来划分，商务谈判可分为国内商务谈判和国际商务谈判。国内商务谈判是国内各种经济组织及个人之间所进行的有关商品、劳务和技术等的商务谈判。国际商务谈判是本国政府及各种经济组织与外国政府及各种经济组织之间所进行的商务谈判，是国际商务活动中不同的利益主体，为了达成某笔交易，而就交易的各项条件进行协商的过程。国际商务谈判是对外经济贸易工作中不可缺少的重要环节。商务谈判是集语言、知识、经验、素质等为一体的交流活动，它注重政策性、技术性和艺术性，是口译从业人员的用武之地，是口译能力的全方位展示和对口译者的高难度挑战。一场成功的商务谈判应该是：通过谈判不仅使本方的需要得到满足，也使对方的需要得到满足，双方的友好合作关系得到进一步的发展和加强，整个谈判是高效率的。本任务采用“情境学习法” 研究“商务谈判”的口译过程, 即让学生模拟商务谈判的过程进行训练, 使学生熟悉谈判的整个流程，并训练学生在谈判中应具备的良好的心理素质。词汇预习(Vocabulary Warm-up) Key Words回佣 return commission现货 spot goods定金 down payment分期付款 payment by installment现金结算 cash settlement我方 on our part双赢战略 win-win strategy中止合同 terminate the contract提出索赔 lodge a claim经营范围 line/scope of business原样 original sample复样 duplicate sample对等样品 counter sample参考样品 reference sample代表性样品 representative sample注册资本 registered capital 信用证结算 payment by letter of credit(L/C) Useful Expressions 1. Id like to hear your quotation on a C.I. F. Los Angeles basis valid for 90 days, with an inclusion of 5% agents commission in your quotation. 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5%的佣金。2. While we appreciate your cooperation, we regret to say that we cant reduce our price any further. 虽然我们感谢贵方的合作，但是很抱歉，我们不能再减价了。3. We are satisfied with the quality of your samples, so the business depends entirely on your price. 我们对样品的质量很满意，因此交易的成败就取决于你们的价格了。4. Thank you for your inquiry. Would you tell us what quantity you require so that we can work out the offer ? 谢谢你询价。为了便于我方提出报价，能否请你谈谈你方需求数量?5. You are the general manager of the company and naturally you are the right man to answer all the questions related to management.你是公司的总经理，当然你是回答所有这些管理方面问题的最佳人选了。6. I would like to put you in charge of this negotiation. You are an acknowledged expert in the field. You drive hard and always achieve your goals.我想由你来负责这次谈判事项。你是这个领域里公认的专家。你很有魅力，而且总是能够达到目标。7. Could I have your latest catalogues or something that tells me about your company?可以给我一些贵公司最近的商品价格目录表或者一些有关说明资料吗？8. You must attach great importance to that question. It is the key to the success of our negotiation.你必须重视那个问题，那是我们谈判成功的关键。9. If you are interested, we may consider selecting you as our partner. 如果贵公司感兴趣，我们可以考虑选择你们作为我们的合作伙伴。10. In order to conclude this transaction, we both need to make some concessions. Otherwise we might turn to other suppliers. 为了做成交易，我们双方都做些让步吧。不然的话，我们可能转向其他的供应商了。11. He blamed his inexperience for the breakdown in the negotiation. 他把谈判失败归咎于自己经验不足。12. The quality of your product is fine, but the package is rather poor. We have to give up this business. 你们的产品质量很好，但包装太差，因此我们只能放弃这个业务。13. After friendly discussion we have concluded an agreement on our cooperation.经过友好商讨，我们就合作已达成协议。14. I am glad we are likely to conclude the transaction with you soon. 即将和你方达成第一笔交易，我很高兴。15. The draft contract will be ready for signature this morning.今天上午就可以在草拟合同上签字了。 情境学习 （Situated Learning）Sample Negotiation One Price Talk价格谈判（A foreign businessman is not satisfied about the price of the products and he wants a discount.）（ 某外商对我方出口产品的价格不满意，因而向得到一个折扣。） A: A Foreign Businessman (外商) B: A Chinese Sales Representative(中方销售代表) A: Unfortunately your price appears to be higher than ever, which will leave us no margin of profit. (很遗憾，你方的价格比以往都高，我方无利可图。)B: 是的，我们知道。但原材料涨价，我们不得不相应地调整产品的价格。(Yes , we know. Because of the price hike in raw materials, we were forced to adjust our prices accordingly.)A: Im sorry to say we cant close business at the price. Arent we old friends? We have had a very good business relationship over the past years. I think this transaction would be more promising if you could make an appropriate reduction.(我很抱歉，以这样的价格我们无法成交。我们都是老朋友了吧？过去的这些年我们的业务关系一直都很好。如果你方能够适当地降一降价的话，我想将更有希望成交。)B: 好吧。鉴于我们过去多年的合作，我们可以做些考虑，但仅限这批订货。 (Well, in view of our good cooperation over the past years, we can take some consideration, but only for this order.)A: Then how much can you go down? (那你能减多少?)B: 原价的1%。(1% of the original price.)A: 1%！Your reduction is too modest. What about 4%? (1%！您的降价幅度太小了。4%怎么样?)B: 哇，恐怕您给的价格太低了。我顶多降2%。况且我们的价格和国际市场上同类商品的价格相比一直是偏低的。 (Oh, Im afraid the price you gave is too low. The best I can do is 2%. Anyway, compared with the prices of similar products in the international market, our price has always been on the low side0A: You say 2%，I say 4%. How about splitting the difference and meeting each other half way? Lets settle at 3%. (您说 2% ，我说 4%，我们来折中一下，双方各让一半怎么样？就降3%吧。)B: 不行，恐怕我还是不能接受。(No. Im afraid it is still not acceptable.)A: How about 2.5%, then? If you cant satisfy our requirement for reducing the price, we have to cancel the order. (2.5%怎么样? 如果你方不能满足我方降价要求，我方不得不取消订单。)B: 嗯我非常感谢您在这笔生意中的努力和诚意。为表示我们的合作，我们接受您的递价。(Hm I appreciate your efforts and sincerity in this transaction. As a token of our cooperation, we accept your bid.)A: Thank you. Lets call it deal.( 谢谢。那么成交了。)B: 嗯，价格很有竞争力，我们双方受益。(Well, the price is competitive and benefits both of us.)A: We couldnt agree it more. (我们非常赞同。)B: 为我们的美好未来而祝福！(Best wishes for our future.) Sample Negotiation Two 商业合作谈判（Business Cooperation Negotiation）【(在一个商务宴会上，一家计算机制造商的代表Mark Davidson和一家大型IT企业的采购部经理 Vicki Carmichael在讨论一个商业建议。)】Mark: 你好，Carmichael女士。请坐。来杯鸡尾酒吗？ （Hello, Ms Carmichael. Please sit down. Would you like a cocktail?）Vicki: 我要一杯干马提尼酒，谢谢。你可以叫我Vanessa。我可以叫你 Mark吗？ （A dry martini, please. You can call me Vanessa. May I call you Mark?）Mark: 当然。Vanessa，如果你不介意的话，我想在宴会开始前和你讨论一下我们的合作事宜。就像我在建议书的大纲中所提到的那样，我们新的一系列制图工作站正是你们所需要的。事实上，它们比你们所要求的更便宜，更先进。 (Of course. Now, if you dont mind, Vanessa, Id like to discuss some business before dinner. As the executive summary in my proposal shows, I think our new line of graphics workstations are exactly what you need. In fact, theyre less expensive and more powerful than your stated requirements.) Vicki: 这个没有问题，Mark。但我对你在目标一栏中所说的使用一套新的操作系统不太理解。你所说的也就意味着我们需要使用新的软件和进行人员再培训。(No problem with that, Mark, but I question your objective of using a new operating system. That means new software and retraining. ) Mark: 你们现有的大多数软件都可以在我们的系统上使用。新的软件充分利用了我们的硬件和操作系统组合，可以为你们的用户提供提高工作效率所需的工具。 (Most of your existing software will work on the new system. The new software takes full advantage of our hardware and operating system combination, and will give your users the tools they need to increase productivity.)Vicki: 我非常喜欢你提出的分三个阶段实行的方法。这对于减轻对我们用户的冲击很重要。根据你们的设想，用户在几年后会需要更有效的工具，所以我们需要拥有很大的扩展力。我们的软硬件资本开支在过去的五年中迅速增长，所以我们的CEO要求我们控制我们的开销。(I do like your proposed methodology of implementing in three phases. Thats important for easing the impact to our users. Now, based on the assumption that they will need more power again in a few years, I need lots of expansion capability. Our capital expenditures on hardware and software have mushroomed over the last 5 years, and my CEO wants me to rein in our costs. ) Mark: 用我们的产品，你们可以在将来以低成本进行升级，以满足你们的需求。我们的硬件非常可靠，而且，在三年内我们还提供24小时的上门服务。我们对经济增长影响的研究显示五年内的资金流动支出将是35%，低于市场上其他的高级终端工作站的花费。 (Youll be able to upgrade at relatively low cost to cover all your needs for the foreseeable future. Our hardware is very reliable, and the service contract gives you 24-hour on-location service for a full 3 years. Our growth impact studies show that cash flow expenditures over a 5-year period should be 35% less than other high-end workstations on the market.)Vicki: 听起来很不错，Mark。看来我们可以合作。干杯！ (Thats music to my ears, Mark. Looks like we can do business together. Cheers!)实战演练（Practical Task）. Sentence Interpreting .1. 我们是否能保证有充足的时间来谈判？(Is there any way of ensuring well have enough time for our talks?)2. 好的，我们会注意这一点。价格也会因数量而有所不同，贵公司预计在第一年销售多少数量呢？(Yes, we take note of your comment. Prices depend also on volume. How much quantity do you forecast to sell in the first year?)3. 如果价格合适，我们准备订一大批货。请报现货。(We would be prepared to place a large order if the price is right. We would ask you to supply us from stock.)4. 我们想了解一下你们在这方面的供货能力以及付款方式、装运、折扣等销售条件。(Wed like to know what you can offer in this trade as well as your sales terms, such as modes of payment, delivery, discount, etc.)5. 我们认为质量是一个企业的灵魂。(. We believe that the quality is the soul of an enterprise.)6. We are one of the largest importers of Electric Goods in this city. We see that your firm specializes in Electric Industrial Goods, and we are willing to explore the possibilities of developing trade with you. We are willing to enter into business relationship with your company on the basis of equality and mutual benefit and we wish to establish business relationship with you.( 我们是此地最大的电器进口商之一。得知贵公司专门经营电器工业品，我们想和你们探讨一下发展贸易的可能性。我们愿在平等互利的基础上与贵公司建立业务关系。)7. This offer is based on an expanding market and is competitive. Im afraid I dont find your price competitive at all. We cant accept your offer unless the price is reduced by 5%. (报盘应该着眼于扩大销路而且很有竞争性。我看你们的报价毫无任何竞争性。除非你们减价5%，否则我们无法接受报盘。)8. Wed have to compare notes on what weve discussed during the day. (我们想用点时间来研究讨论一下白天谈判的情况。)9. This product is now in great demand and we have on hand many enquiries from other countries. (这种产品现在需求量很大，我们手头上来自其他国家的很多询盘。)10. I am glad we have bought this transaction to a successful conclusion.(我很高兴我们已成功地达成了交易。). Conversation interpreting 金： 欢迎到我们公司来。我叫金哲夫，负责出口部。这是我的名片。（Welcome to our company. My name is Jeff Kim. Im in charge of the export department. Let me give you my business card.）史密斯：这是我的名片。（Ill give you mine too.）金： 你的航行顺利吗？（How was your flight?）史密斯：还行，不过我有点累。（Not bad, but Im little tired.）金： 这是你的日程安排。开完会后，我们去参观工厂，再跟生产部经理开个会。晚上你将和我们主任共进晚餐。（Heres your schedule. After this meeting, we will visit the factory and have another meeting with the production manager. And youll be having dinner with our director.）史密斯：你能安排我跟你们老板开个会吗？（Could you arrange a meeting with your boss?）金： 当然可以，我会安排在明天早上10点钟。（Of course, Ive arranged it at 10 oclock tomorrow morning.）史密斯：那我们开始谈正事吧。（Well, shall we get down to business?）金： 行，你有没有收到我们上周寄给你的样品？（Sure, did you receive the sample we sent last week?）史密斯：收到了，我们已进行了评估。如果价格合适，我们现在就想订货。（Yes, we finished the evaluation of it. If the price is acceptable we would like to order now.）金： 听到这个我真高兴。（Im very glad to hear that.）史密斯：这种货你们最低价是多少？（Whats your best price for that item?）金： 单价是12.50美元。（The unit price is $12.50.）史密斯：我觉得这个价贵了点，你能不能减一点？（I think the price is a little high, cant you reduce it?）金： 恐怕不行，12.50美元是我们的底价。如果你订货超过10,000件，我们可以减到12.00美元。（Im afraid we cant. $12.50 is our rock bottom price. If you purchase more than 10,000 units we can reduce it to $12.00.）史密斯：行，我接受这个价格，第一批订10,000件。（Well, Ill accept the price and place an initial order of 10,000 units.）金： 太好了。史密斯先生，跟你做生意真是我的荣幸。（Very good. Its been a pleasure to do business with you, Mr. Smith.）史密斯：是我们的荣幸才对。你们能在3月31号前发货吗？（The pl