商务谈判口译

1、精选优质文档-倾情为你奉上Passage 1Party A：我们非常高兴的告诉你们，有关部门已批准了该项目建议书。用了这么多时间，为的是做些研究调查，调查研究是很费时间的。（Party A：We are very happy to tell you that the project proposal has been approved by the relevant departments. It took such a long time for research and investigation which were really quite time-consuming.）Party

2、B：Sure. No one would commit the money without a complete picture of the scene. Now that we have the background, what are we going to paint on it? According to our pre-feasibility study, we are looking at a silk velvet joint venture of moderate scale, right?（Party B：那当然，除非对事情有一个全面的了解，否则谁也不会下本钱的。既然基本情

3、况已经了解，我们打算怎么干呢？根据双方的预可能性研究，是考虑建立一家中等规模的丝绒合资企业，对吗？）A：对，总投资为520万美元。这个项目足够一个丝绸生产项目的建设和流动资金了。（A：Yes, the total amount of the investment would be USD5.2 million. For a project producing silk velvet, this figure is large enough to provide the construction funds and circulating capital.）B：Then how much wou

4、ld the registered capital be?（B：那么注册资本要多少？）A：注册资本要260万美元。按我国有关规定，投资总额在300万到1000万美元的项目，其注册资本至少要到50%。（A：It should be USD2.6 million. As you know, its laid down the relevant state regulations that for a project with total investment of between 3 million to 10 million, the registered capitals should at

5、least account for 50%.）B：What about the investment proportion of the two parties? Is it set that 51% goes to the Chinese and 49% the oversea party？（B：双方的出资比例是多少？是否规定中方为51%，外方为49%？）A： 那是以前的做法。现在比较灵活，假如你愿意的话，你们可以出资70%或80%甚至90%。如果你们能提供先进的技术和设备，而且将产品的全部或大部分外销。你们甚至还可以办独资企业。（A：Thats the old practice. Now

6、we have made it more flexible. If you like, you can have 70% or 80% or even 90%. Or if you provide advanced technology and equipment, and if all or most of your products are sold outside China, you may even set up an individual ownership.）B：We dont want to be that ambitious. After all, this is our f

7、irst investment in China. Mr. xu, it there a lower limit for the foreign party?（B：我们野心没那么大。毕竟这是我们第一次在中国投资。徐先生，对外方有没有最低出资比例？）A：有，一般不低于25%。（A：Yes, generally not less than 25%.）B： Then we are prepared to contribute 52%, including cash, machinery and equipment.（B：那么我们准备出资52%，包括现金、机器和设备。）A：好，我们提供厂房、宅基地、部

8、分机器和设备，场地使用权也是我们出资的一部分。（A：Ok. We will provide the factory buildings, premises, some machinery and equipment. The right to use the site is also a part of our investment.）B：Well, may I know how long the term of the joint venture will be?（B：那么这合营期限有多长？）A：这是个小型企业，我们建议合营期为12年。（A：This is only a small ente

9、rprise. I suggest we limit it to 12 years.）B：The period can be extended upon expiration if both parties agree, right?（B：如双方同意，合同到期后可以延长，是吗？）A：是的，但合资企业必须在到期前6个月提出延长申请。（A：Yes, certainly, but the joint venture should apply for extension of the term 6 months before expiration.）B：The joint venture? You m

10、ean the representatives of the two parties?（B：合资企业？您是说双方的代表吗？）A：是的，如果申请获得批准，期限可以延长。（A：Yes. If the application is approved, the duration can be extended.）B：Oh. We are proceeding wonderfully. At this speed, we might be able to set up the company and make a profit by tomorrow. （B：呃，我们进展得非常顺利，照此速度到明天我们就

11、可以建立公司，获取利润了。）A：我们还有一些问题需要讨论，比如说技术转让、技术和管理人员的培训，以及诸如此类的问题。（A：There are still a few more points to be discussed, such as technology transfer, the training of technical and managerial personnel and things like that.）B：Mr. xu, weve been working hard enough. Lets have a break, okay?（B：徐先生，我们已经够卖力了，让我们休息

12、一下，好吗？）A：对不起，我不知道已经晚了。（A：Im sorry. I dont notice that it was so late.）B：By the way, I want to know whether you will arrange a visit to the factory for us?(B：顺便问一下，我想知道你们是否可以安排我们参观你们的工厂。)A：是的，我们已经做好了安排，明天上午怎么样？（A：Sure. We have fixed the time. What about tomorrow morning?）B：Very good. See you tomorrow

13、.（B：好，明天见。）Passage 2Party A：我们昨天就合资企业的主要内容进行了讨论。现在你们又参观了工厂，我们是不是就技术转让作简要的探讨呢？（Party A：Yesterday we went through the main points of the joint venture. Now you have seen the factory. Shall we discuss technology transfer briefly?）Party B：Ah, Im just coming to that. If you want the products to compete s

14、uccessfully on the international market, youll have to acquire advanced technology.（Party B：啊，我正想提这点。要是产品在国际市场有竞争力，就必须获得先进技术。）A：一点不错。引进的技术必须是先进的，并且适合中国的需要。（A：Certainly, the technology to be imported should be advanced and appropriate to Chinas needs.）B：Excuse me, Mr. xu, when you say imported techno

15、logy, what does the word “technology” refer to?（B：对不起，赵先生，您说的引进技术，这“技术”是指什么？）A：当然不仅仅是指工业产权，也包括专有技术。（A：Naturally it does not merely refer to industrial property. Know-how is also included.）B：We agree, but the know-how we promise to transfer to the joint venture company is what we are adopting in our

16、production at the moment, and youll pay for it in the form of royalties apart from a certain initial down payment, right?（B：这我们同意，但我们答应转让给合资企业的专有技术，是指我们现在在生产中使用的技术。而且除一笔入门费之外，你们还将以提成方式予以报酬，对吗？）A：是的，同时我们还希望你们在合资经营期内不断向我们提供新的技术。（A：Yes, and at the same time we also expect that for the duration of the j

17、oint venture, you can continue offering us your improved technological expertise.）B：As to the price of technology, the minimum generally accepted is 5 percent of the net sales price of all licensed items made and sold during the term of the agreement, in addition to an initial down payment of USD 10

18、0,000.（B：关于技术的报酬问题，我们除了要10 万美元的入门费之外，在协议有效期内，凡生产和销售的许可商品，我们至少还要按净销售价的5%提成。）A：恐怕这笔提成率和入门费的数目都太高了。我确信你们能够体会在开业的最初阶段，公司会经历一段艰难的时期-产量低，质量可能也不稳定，开销又大，怎么还能再承担这么巨大的额外负担，这肯定会毁了这公司。（A：Im afraid both the royalty rate and the initial down payment amount are too high. Im sure you can understand that the company

19、 will have a tough time in the initial stages of cooperation - low yield, possibly unstable quality, huge expenses. How could the joint venture bear such a heavy additional load each year? That would certainly bread the back of the company.）B：The initial down payment cannot be reduced, but we may co

20、nsider lowering the royalty rate a little bit. In addition, even the sum of USD 100,000 hardly covers all the expenses spent on technological information, drawings, personnel training, etc; not to mention the traveling expenses well have to pay for this job of technology transfer.（B：入门费是不可减少的，但我们可以考

21、虑略低些的提成率。况且即使10 万美元也不够技术情报、图纸、人员培训等方面所有的开销，更不用说我们为了技术转让必须开支的那些差旅费了。）A：好吧，如果头两个生产年度免提成费，而且是提成率低到净销售价的3%，那么还是可以接受的。（A：Well, it could work if the first 2 years of production were exempt from royalty and if the rate came down to 3 percent of the net sales price.）B：How long will the term of agreement be?

22、(B：这个协议的期限有多长？)A：一般不超过十年。(A：Generally not longer than 10 years.)B：We will accept your proposal to begin royalty payments in the third production year to show that we want to cooperate.（B：我们将接受你们关于在第三个生产年度开始支付提成费的建议，以表示我们有合作的愿望。）A：我们中国有句话：“以德报德”，我们愿意出十万美元的入门费。这是我们真诚愿意和你们共同冒险合资的一个表示。那这3%的提成率呢？（A：“To r

23、ender good for good”, as the Chinese saying goes, we agree to the amount of USD 100,000 as the initial down payment. Thats a sign of our sincere desire to venture jointly. And what do you say about the 3% royalty rate？）B：All right. Well accept it. Mr. xu, you see we have been trying to do whatever w

24、e can to work closely with you, not only in words but in deeds. Now one more word, since you mentioned quality, we want to have the samples of the first production sent to us in Seoul. Our technical division will make sure the silk velvet meets the necessary specifications.（B：好，我们接受。徐先生，您瞧，我们不仅在口头上，

25、而且在行动上，一直在尽力密切地配合你们。还有一件事，既然您提到了质量，我们希望你们能将第一批产品的样品寄往首尔，由我们技术部来鉴定丝绒是否达到必要的规格。）A：我们会做的。好，我们现在已经谈妥了。（A：We will do that. Ok, I think things are quite clear now.）Passage 3Zhou（Deputy Director General）：我想你一定知道，有许多机床我们已经在出口；所以我们现在感兴趣的，只是高技术精密机床。我手头有些询价。（周副局长：I presume you certainly know that we have been

26、exporting a large number of machine tools. So what interest us now are high-tech precision machine tools. We have got some inquires on hand.）Morse（Managing Director）：Good news really. We can supply all kinds of high-tech machine tools. Our products are much admired in the world market, and enjoy a w

27、ide acceptance in modern industry. Here are some catalogues and technical data, which will show you our latest development. You may select whichever you need, sir.（摩尔斯总经理：这可是个好消息。我们能供应各种高科技精密机床。我们的产品在世界市场上很受称赞的，在现代工业中也被广泛采用。这些是样本目录和技术资料，介绍了我们最新的技术发展情况。从中可选择你需要的产品。）Z：能再给几份吗？我想，用户愿祥细研究你们的产品。（周：Could I

28、 have a few spare copies? I think our users would like to look into your products in detail.）M：Why, of course. Hers are some. You can have them all. Ive got a video-tap, showing the construction and operation of our latest models. If possible, my engineer and I would like to have a chat with your te

29、chnical staff, to get an all-round understanding of your present requirements. And also Ill let them have a fuller picture of the products we are able to supply. (摩：当然可以，这里有几份，你可以全拿去。我还带来了一部录音带，记录了我们最新型号产品的结构和操作方法。如果可能，我和我的工程师，想同你们的技术人员谈谈，以便全面了解你们目前的需要，并且向他们介绍我们能供应的产品。)Z（浏览了价目表之后）：摩尔斯先生，我们的顾客觉得，你们的价

30、格和其他国家的供货商所报的价格比较，例如同法国相比，总是偏高。我希望- （周：(Glancing over the list) Mr. Morse. Our customers have the impression that your prices are always much too high, compared with those of other suppliers the French, for instance. I hope）M：Excuse me, if I interrupt, but really I dont think that is the case. Our p

31、roducts do cost slightly more than other makers, but its only due to our technological superiority. As to the French products, its another matters, their export is being subsided by their government. （摩：对不起，我打断你一句，我认为情况不是像你讲的那样。我们的产品，由于具有高技术性能，是比别家产品贵些。至于说到法国产品，那时另一回事，他们的出口是得到政府津贴的。）Z：你们的产品同法国产品相比，可

32、能有一定的优点，法国政府的津贴也可能是价格有些差距的原因。但是，即使这样，你们要的价格还是太厉害了些。（周：Your products may have certain advantages over the French ones, and the government subsidy may account for some of the price gap, but even then your prices are too stiff.）M：Lets try this way, Mr. D-G. If you give us your inquiry, I shall go very

33、carefully into the price and try my best to put you on the best of the terms.（摩：局长先生，这样说吧。假如你把询价给我们，我们愿意把价格好好算一算，尽最大努力给你们最优惠的条件。）Z：可以，等我国用户研究了你们的样本和价目表以后，再谈一次。（周：I will. Lets have another session after the Chinese users have studied your catalogues and price list.）M：Yes, surely. Now, Mr. D-G, could

34、I ask you a question?(摩：好的，局长先生。我是否可以问一个问题)Z：请。（周：Go ahead, please.）M：One of your colleagues told me casually yesterday that China has interested in the transfer of advanced technology to her. Could you tell me Chinas policy in this connection?(摩：昨天你的一位同事偶尔向我谈起，对于把先进技术转让给中国一事，中国是感兴趣的。请告诉我中国在这方面的政策如何

35、。)Z：我们主张，对中国或其他发展中国家的技术转让，应当实用、有效、廉价、方便。派往受援国家的专家和人员，有责任向受援国家人民认真传授技术，尊重受援国家的法令和民族习俗。对于认真传授技术的外国专家和人员，中国政府和人民是尊重的。（周：We hold that technology transferred to China or other developing countries must be practical, efficient, economical and convenient for use. The experts and other personnel dispatched

36、to the recipient countries have the obligation to pass on conscientiously technological know-how to the people there and to respect the laws and national custom of the countries concerned. The Chinese government and people have always held in esteem those foreign experts and technicians who are cons

37、cientious in their work.）M：Thank you , Mr. D-G. Well, at the diner party last night, one Deputy-director of a local coal-fired power plant told my vice-manager that this plant was interested in environmentally sound technologies. What does that exactly mean? You might be aware that ours are by and l

38、arge environmentally friendly technologies.（摩：谢谢您，局长先生。啊，昨晚宴会上，本地火力电发厂的一位副厂长向我的副经理谈起，该厂对有益于环境的技术感兴趣。那指的是什么？也许您知道，我们的技术大体上都是对环境友善的技术。）Z：我们不采用对环境友善这种提法。这个问题还得从1992年联合国环境与发展大会的国际共识谈起。你也许明白，环发大会的重要成果之一，就是经过全体联合国成员的充分讨论及两年实质性准备，最后通过了21世纪议程，作为下一个世纪开展国际合作以实现全球可持续发展的行动框架。参照该重要文件，中国政府根据自己的国情，制定了中国21世纪议程，把经济、

39、人口、资源、环境及社会发展诸要素结合起来，旨在实行中国的可持续发展。顺便补充一点，我局的法律处长告诉我，你的助手提交给他的合同草案中关于买方违反合同的补救办法一节的条文，不太合理，要求过多；应当按照1980年联合国国际货物销售合同公约中的第三章的第三节的精神，加以改写。这件事，等待我国有关用户研究了你们的样品及价格问题后，如果你们能在价格方面做出合理的下调时，我局的法律处长会与你的助手商谈合同草案问题。（周：We do not use the termenvironmentally friendly technologies. This question might be traced bac

40、k to the international consensus reached at the 1992 UN Conference on Environment and Development（UNCED）. It might be known to you that one of the important results of the UNCED is the adoption, by all Member States of the UN, the document entitled Agenda 21 following the two-year substantive prepar

41、ations and extensive deliberations by all the Member States. Agenda 21 finally adopted as an important framework of action for enhancing international cooperation in the 21st century, for the realization of global sustainable development. Taking into account that important document, and in the light of the specific conditions of China, the Chinese government has formulated Chinas Agenda 21, int