Internatinal business negotiation

Negotiation:

the bargaining process in which two or more players confer with each other to resolve conflicts,coordinate relations ,meet each other 's needs and maintain self-interests.

Business negotiation:

a process of conferring in which the participants of business activities communicate,discuss and adjust their views,resolve conflicts,and finally reach an acceptable satisfying agreement in order to close a deal or achieve a proposed financial goal.

International business negotiation:

the discussion process between different interest groups from different countries or regions to compete a cross-border transaction.

3.Horizontal negotiation:

the conferring process in which all the issues concerned are presented first and the discussed one by one,and an issue which can not be settled at once may be skipped and settled later until all the issues are settled properly.

4.vertical negotiation:

the conferring process in which all the issues to be discussed are listed according to their logical relations and then settled one by one in this logical order.

5.A simulated negotiation:

It refers to a "confederation"of ideas or opinions on negotiation clauses.in which we choose some stuff good at reasoning and arguing to play the role of our counterparts and ask them to imitate the negotiation styles of our counterparts,start from the position and viewpoint of our counterparts and make various supposition and assumption in a simulated way so as to obtain some experience with practice.

4.Atmosphere:

it refers to the climate and the surroundings that one or both parties have created before the negotiation has begun,which can reflect the frankness,national characteristics,cultural attributes,choice of styles and psychological implications.

5.Frank opening:

It is refers to the way in which we convey our opinions to the other party frankly so as to begin the negotiation in a constructive way.

6.Quotation:

It is a price given to the other party at which the quoter to close a deal,It can be classified into two forms:oral quotations and written quotations.

7.Midway price changes:

It is also known as a provisional shift of price.this is a tactic used in the process of making a quotation where the trend of quoted prices suddenly changes to the opposite direction midway through the process.

8.differentiated quotations:

A way of pricing employed as a useful tool to induce more possible deals,This strategy allows a company to buy or sell the same product at different prices based on their grades,quantity,delivery

destination,shipment,method of payment and other related factors. 9.Impasse

During the negotiation process,the two parties strongly insist on their own profits and ignore whether the other party understand or accepts one's ideas or whether is harmful to another party or not,then it leads the negotiation in a dilemma .

10,Adjournment

A strategy to break an impasse by stopping the negotiation process for a period of time,which can be several minutes,several days,several weeks or even months and then restart it.

11.open-ended question

refers to questions that don't limited the answer and can't be answered with simple word"yes"or"no".

12.Body language :

also known as gesture or nonverbal language,as used in negotiations,mainly consists of facial expressions (eye,brows ,and mouth),limbs (arms and legs)language and other behaviors.

13,Etiquette:

The practices and forms prescribed by social convention or by authority. also known as the customs or rules governing behaviour regarded as correct or acceptable in social or official life.

14,cultural taboos

a taboo is something forbidden by religious, law, morals or society and it is a common social phenomenon of every nation.

15.International negotiation style

The stable negotiating character derived from the background of nation,country ,culture,education and reserved by the group within the same area or nation.

1,characteristics of international business

(1) language barrier

(2) culture differences

(3) International laws and domestic laws are in force

(4) International political factors must be taken account

(5) The difficulty and the cost are greater than that of domestic negotiations

2.Characteristic of an international business contract

1)It is an agreement between parties from different countries or regions

2) the laws of all the parties involved are binding

3)the international treaties and trade practices are binding

4)it is affected by international political relationships

3,Game principles of International Business Negotiation

1.Equal and voluntary

2.credibility first

3.Mutual reciprocity and Mutual Benefit (互利互惠)

4.Maximizing commonalities and Minimizing Differences (求同存异)

5.Speak on the good ground (Using objective criteria)

6.separate the people from the problem

7.corporating principle

Chapter 3

4.Collecting Information

1). the Qualification and credit status of the partner company(The

history and status quo,Economic and political power,corporate reputation,capital quality,operating capability产品质量，技术标准，

产品的技术服务，商标及品牌，广告的宣传作用)

2).Negotiation representatives (The composition of the Negotiation team,their Identity and status)

3).Market quotations (market prices,PLC,competitiveness)

4).Laws and cultures (环境资料，政冶法律文化，商业习惯，财稅金

融情次)

谈判有关的环境因素：政治状况，宗教信仰，法律制度，商业习惯，社会习俗，财政金融状况，基础设施与后勤供应状况，气候状况

2.谈判信息的内容可以将其分为自然环境信息，社会环境信息，市场细分化信息，竞争对手信息，购买力及投向信息，产品信息，消费需求，消费心理信息

5.Forming of the negotiation team

1)the number of the team member of your counterpart

2)the complexity of the negotiation

3).The need for technical experts

4).the number of the associates in the project

6.The Staffing of the negotiation team

1)complementary knowledge (2)complementary character

3)clearly-defined roles

7.Structure

(1) leading personnel (2)Business personnel (3)professional and technical personnel (4)Financial personnel (5)Legal personnel (6)Interpreters (7)secretaries

谈判中翻译人员的作用：（选择题）

有助于他们理解书面文件的意义，口头表达的分寸乃至判断对方对已方意见的反应等等。

谈判人员利用翻译的时间，对谈判对手察言观色，缜密地思考下一

步对策，在时间上减轻谈判人员的压力。

通过翻译进行谈判时，则可将原因推在翻译身上，万一受到对方的

攻击，自已很容易避开。

翻译以对外商务谈判中是实际的核心人员

主谈人的主要任务是领导谈判班子的工作，其具体职责是（选择题）1监督谈判程序，掌握谈判进程

2听取专业人员的说明、建议。协调谈判班子的意见

3决定谈判过程的重要事项，代表单位签约，汇报谈判工作

经济人员的职责：（选择题）

掌握该谈判项目总的财力情况

了解谈判对方在项目利益方面的期望值指数

分析、计算、修改谈判方案所带来的收益的变动

为主谈人员提供财力方面的意见、建议

在正式签约前提出对合同或协议的财务分析表

8.Process of the International Business negotiation Collecting Information -Planing for the International Business negotiation(targets,agenda,site,issue,strategies )-Forming the negotiation team-simulated negotiations-negotiation opening -

Bargaining(Quotation,,Offer and counteroffer) -contract

国际商务谈判阶段：开局阶段，报价阶段，磋商阶段，成交阶段

9.strategic approach in negotiation

1)collaborating(win-win)(合作)

2).compromising (split the difference and meet each other half way)(让步)

3)Accommodation (lose-win,maintain the interpersonal relationship at all cost)(调适，降低损失)

4)controlling (win-lose，决策紧急)

5)avoiding(lose-lose，成功率低)

mediation (调解) Arbitration(仲裁) litigation(诉讼)

10.The function of atmosphere

(1) positive and friendly

(2) tense and contradictory (存在隔阂)

(3) brief and straightforward (合作基础)

(4)sedate and reserved (实力相当)

(5) cold and perfunctory (实力悬殊)

(6) dilatory and protracted (multi-lateral,cultural difference)

High-spirit atmosphere (positive and enthusiastic)

Low-spirit atmosphere(serious,depressing and down cast)

Natural atmosphere(steady mood)

11.opening strategies

Resonant opening (一致式\共鸣式) Frank opening(坦诚式)

Evasive opening(保留式) Nitpicking opening(挑剔式)

offensive opening(进攻式)

Tactic

Tag-team tactic (车轮战术)The. Ultimatum (最后通牒) Fatiguing tactic(疲劳战术)Fatiguing tactic(疲劳战术)

12.Closed question（封闭式发问指在特定的领域中能带出特定的答复（如“是”或“否”）的问句。）

1).selective questions 2).suggestive questions

3).clarifying questions 4)reference questions

Opened-ended questions 1)probing questions 2)conferring questions

3)proof-seeking questions 4)heuristic(启发式) questions 5)leading

questions

澄清式发问：澄清式发问是针对对方的答复，重新提出问题以使对方进一步澄清或补充其原先答复的一种问句。

强调式发问旨在强调自己的观点和已方的立场。

探索式发问是针对对方答复，要求引申或举例说明，以便探索新问题、找出新方法的一种发问方式。

借助式发问是一种借助第三者的意见来影响或改变对方意见的发问方式。

强迫选择式发问旨在将已方的意见抛给对方，让对方在一个规定的范围内进行选择回答

13.Tactics of making concessions

●1).keeping up until last concession (0-0-0-80)(敌弱我强)

●2).concessions by equal margin (20-20-20-20)(无经验)

●3).progressive increase in concessions (10-15-25-30)(谈判高手)

●4).progressive decrease with a middle range (40-25-10-5)(降低风险)

●5).progressive decrease with a larger range(50-20-8-2)(敌强我弱，

求胜心强)

●6).progressive decrease with a minor range(30-25-15-10)(合作为主)

●7)Decreasing regressively and increasing at the end (45-30-(-5)-

10)(僵局处于不利的一方)

●8).unstable concessions (55-3-20-2)(有经验)

●9).showing one's hand at the beginning (80-0-0-0)(合作关系密切)

14.How to handle impasse

(1)keep it fluid (2)seek easy routes (4)shift the topic (5)Adjournment strategy

15.Identifying closing signals and selecting closing approaches

(1).By transaction terms and conditions (2).By negotiation strategies

(3).By closing signal (4).By negotiation time

16.Psychological qualities of the negotiator ......

(1)rationality(理智) (2)confidence(make decisions) and optimism

1.(3)consistency and patience (4)sincerity and have the courage to

endure equivocal things (5)have the spirit of competition

1.敏捷清晰的思维推理能力和较强的自控能力,要有长远的眼光

信息表达与传递的能力

坚强的毅力、百折不挠的精神及不达目的绝不罢休的自信心和决心。敏锐的洞察力，高度的预见和应变能力

名词

Adjournment(休会)conciliation(协商)Mediation (调节)

Arbitration(仲载) 诉讼(Litigation)

Modification of the contract (合同修改)

Termination of the contract (合同解除)

Assignment of the contract (合同转让) Notarization of the contract (合

同公证) Authentication of the contract (合同认证) Open

agenda(general rule agenda) [开放日程]

Restricted agenda(detailed rule agenda)【封闭日程】

Guaranty guarantee(留置担保) Mortgage guarantee (抵押担保)

Deposit guarantee(定金担保) Lien guarantee(贷款担保)

Penalty guarantee(赔偿担保) 个体谈判(one -to-one negotiation) 集体谈判(team negotiation) 横向谈判(horizontal negotiation) 纵向，垂直(vertical negotiation) 主场谈判(host-court negotiation)

客场谈判(Guest-Court negotiation)

交叉谈判(changing-court negotiation)

第三方谈判(third-place negotiation)

——美国商人的谈判礼仪及禁忌

1、不必要过多地握手与讲客套，称呼比较随意亲切，习惯保持

一定的身体距离。

2、时间观念很强，约会要事先约定，赴会要准时。

3、喜欢谈论政治和与商业有关的旅行、时尚方面的话题，不要

涉及个人问题。

4、美国商人在接受对方名片时往往并不回赠，通常是在认为有

必要进行联系时才回赠。

5、一般性款待在饭店举行，小费通常不包括在帐单里。

（二）加拿大商人的谈判风格、礼仪与禁忌

——加拿大商人的谈判风格

1、英裔商人谨慎、保守、注重信誉；喜欢设置关卡，一般不会轻

易答应对方提出的条件和要求，因此和他们谈判不能急于求成，但

一旦协议达成，他们会严格履约。

2、法裔商人和蔼可亲，平易近人，但涉及到谈判的实质性内容往往节奏较慢、难以捉摸。他们常常签约容易，但具体执行时问题较多，——加拿大商人的谈判礼仪及禁忌

1、见面或分别时要行握手礼，对法语是母语的谈判者，要使用印有英、法两种文字的名片。

2、约会要事先约定并准时,就餐时要穿正装,一般进餐时双手要放在桌子上,私人约会要带鲜花或小礼品。

3、谈判要严格遵守时间，注重礼节，耐心温和，不可施加压力和操之过急。

4、对法裔谈判者在不弄清对方的意图与要求是切不要贸然承诺，不要在谈判时被对方牵着鼻子走。要准备法文的谈判合同和材料。

5、加拿大企业的高层管理者对谈判影响较大，应将注意力集中在他们身上。因此合同条款必须订得详细、明了、准确方可签约。

（三）南美商人的谈判风格、礼仪与禁忌

1、富于男子汉风格、开朗豪爽、个人至上、不易妥协。

2、一般不喜欢同女性谈判者进行谈判。

3、注重感情，看重朋友。

4、享受生活，工作时间较短，度假神圣不可侵犯。

5、有些南美商人对信用证付款的观念淡薄，应注意寻找可靠的贸易伙伴。

6、在南美做生意寻找合格的代理商、建立代理商网络是至关重要的，否则将寸步难行。

7、认真了解客商所在国的外汇管制方面的法规、政策，不可轻易

发货。

8、巴西人相对随意，阿根廷人相对正统，智利、哥伦比亚、巴拉

圭人相对保守，秘鲁、厄瓜多尔人时间观念较为淡薄。

（一）英国商人的谈判风格、礼仪和禁忌

1、英国商人的谈判风格

（1）冷静持重，与对方保持一定距离，但容易相处，待人温和；

（2）精明灵活，善于应变，善解人意，但决不轻易让步；

（3）举止优雅，充满自信，尊重对手，看重对手的层级和地位；

（4）讲究程序，按部就班，严格遵守双方的规定，准备工作充分。

（5）较少在夏季和圣诞及元旦期间谈生意。有些商人常不能遵

守交货时间，并经常做为对方索赔的交易条件。

2、英国商人的谈判礼仪和禁忌

（1）见面和告别时与男士握手，当女士先伸手时才能再握手；

（2）有很强的时间观念，约会要事先预约，赴约要准时，过早

过晚都是不礼貌的。正式约会男士穿正装，女士穿裙装。男士忌讳

带有条纹的领带；进餐时忌大声讲话；

（3）忌讳谈论皇家的家事，另外不要笼统地说英国人，而要具

体地说英格兰人、苏格兰人和爱尔兰人。喜欢谈论艺术、历史、足

球等体育运动话题

（二）德国商人的谈判风格、礼仪和禁忌

1、德国商人的谈判风格

（1）自信、保守、刻板、严谨，做事富有计划性。

（2）雷厉风行，注重工作效率，追求完美。谈判准备充分，工

作细致，组织严密，制定谈判计划讲究逻辑性。

（3）对自己的产品极有信心。

（4）追求公正、合理的理性精神，崇尚契约，合同条款的每一

个字都会仔细推敲。

（5）严格守时，忌讳晚上谈判。

2、德国商人的礼仪与禁忌

（1）重视礼节，无论谈判还是交往均讲究正式称呼、正式着装、正式程序；双方交谈时双手不要插在口袋里。

（2）就餐期间，要等最后一位客人用餐完毕并上过咖啡和白兰

地后才能吸烟。

（3）谈判语气严肃，直抒胸臆，不会用玩笑方式打破沉默，讲

究双方的距离感。

（三）法国人的谈判风格、礼仪和禁忌

1、法国人的谈判风格

（1）对自己悠久和灿烂的文化遗产十分自豪，是双方寒暄的最

好话题。

（2）对自己的语言十分骄傲，习惯于用法语为谈判语言。

（3）富有人情味，重视人际关系，宴会中不得参杂交易成分。

（4）性格开朗，幽默诙谐，讲究穿戴。

（5）偏爱横向式谈判，即先达成原则协议，然后再确认具体细节。在谈判不同阶段，都要求有文字记录，如“备忘录”、“纪要”、“议定书”、“协定书”等。

（6）要严格区别各种不同文件的法律效力，对“达成的协议点”、“分歧点”、“专论点”、“论及点”要有准确的定义，避免产生歧义。

（7）喜欢追求谈判结果，急于签约，但又常常要求修改合同。

（8）谈判思路灵活，手法多样，有时还常常介绍第三者出面介

入谈判。

（9）对商品质量和外包装要求都很高。

（10）法国人时间观念较淡薄，正式宴请时身份越高，来得越晚，但法国人自己总有无数理由迟到但绝不原谅别人迟到。节假日期间

勿谈工作。

2、法国人的谈判礼仪与禁忌

（1）见面时应主动握手，但不要主动向上级伸手，女士也一般

不主动向男士伸手。

（2）就餐时保持双手而不是双肘放在桌子上，宴会结束时双方

负责人应相互敬酒，受到款待后次日应电话或留言表示感谢。

（3）谈判时不能只谈问题，应适时穿插社会新闻、文化艺术等其它话题，活跃气氛，增进友谊。

（四）意大利商人的谈判风格

1、国家观念淡薄，故乡意识浓厚，重视人际关系。

2、重视个人作用，出面谈判者有较大的决定权。

3、时间观念不强，节奏较慢，有时不打招呼就擅自不赴约会。

4、善于社交，但情绪多变，喜欢争论，长于表达。

5、对合同条款的注重明显不如德国人，特别看重商品的价格，谈判时寸步不让，但对商品的质量、性能、交货日期等方面则比较灵活，不愿多花钱追求高品质。

6、追求时尚，注重着装，讲求品味，对谈判环境有较高的要求。

2、北欧人的谈判礼仪和禁忌

（1）讲究礼貌和礼仪。

（2）坦诚相待，保持理性，不能操之过急。

（3）社交场合严格守时，商业问题常常不守时，也不及时回复你的电报和信函，不要看作是严重的问题。

（4）不喜欢讨价还价，不愿争论细枝末节的问题，追求保住合同而不是更换方案。

（5）应注意表述的逻辑性、条理性，谈判前应作充分准备。

（6）代理商的地位很高。

（7）力戒铺张，视俭朴为美德，款待和私下聚会都十分简单。酒

是相当昂贵的礼品。

十一）俄罗斯人的谈判风格、礼仪和禁忌

1、俄罗斯人的谈判风格

（1）待人谦恭，但缺乏信任感。

（2）求成心切，对交易条件要求苛刻，缺乏灵活性。

（3）工作节奏较慢，谈判队伍庞大。

（4）看重价格，精于算计，常常欲擒故纵。

（5）情绪容易激动，举止随意。

2、俄罗斯人的谈判礼仪与禁忌

（1）要注意了解俄国内的各种法规政策的变化情况，与其合作要

有强烈的风险意识。

（2）注意礼仪均衡，讲求实效。

（3）重视仪表、整洁，无论天气如何都要西装笔挺，鄙视不修边

幅之人，而且不能将手插在口袋里或袖子里

（4）地位意识较强，称呼其要带头衔。

（5）对俄古老灿烂的文化遗产、杰出的体育成就有很强的自豪感。

（6）典型的款待使观看文艺表演或在酒店进餐，适当的礼物是必

要的。

（7）对谈判的准备要充分，主谈人应对产品的技术性能有比较充

分的了解。

1、日本商人的谈判风格

（1）重视个人关系，初次交往喜欢面谈，不喜欢书信。偏爱熟人

介绍，并先行进行礼节性拜访，不能直接进行生意洽谈。

（2）喜欢深入探讨中国历史、哲学，如果有较好的儒家文化素养，会给谈判营造良好气氛。

（3）注重团队精神，讲究相互配合，谈判人员较多，并希望双方

派员相等。

（4）等级观念严重，尊老倾向明显，不愿与年轻对手谈判。

5）女性一般不直接参与谈判。

（6）彬彬有礼，深藏不露，坚毅固执，决不轻易妥协。

（7）谈判态度圆滑，不直接表示相反意见，模棱两可，善打蘑菇战。

（8）长于以小利软化对方立场，以小恩小惠换取对方好感，以便

获取大利。常常在谈判打折扣之前先行提价，在谈判中给自己留出

降价的余地。

（9）刻苦耐劳，善于连续作战、废寝忘食。

（10）对合同文本的审查高度重视、仔细，履约信誉较好

2、日本商人的谈判礼仪和禁忌

（1）看重贸易活动中的礼尚往来，礼不在贵，而要有特色和纪念

意义。对不同地位的人送礼的差别明显。

（2）重视交换名片，在场所有人都会交换名片，年长者先出示，

礼貌用语十分频繁和周到。

（3）有较强时间观念，切勿迟到。

（4）不要随意改变谈判队伍构成和增减谈判人数。忌讳在谈判团

队中有律师、会计和其它职业顾问。

（5）谈判团队中尽可能不包括青年人和妇女

（6）语言表达尽可能婉转含蓄，要不慌不忙，有足够的耐心，要

认真做好谈判前的准备工作。要仔细揣摩对方的意思，不能简单理解。

（7）日方长长提供水平不很高的英文翻译，为避免沟通出现障碍，我方最好自带英语翻译。要提前将术语交代好译员，以免双方出现

歧异。

（8）报价通常不高，也不希望对方出价太高，不喜欢讨价还价。

对双方合作诚意和标准的一致性看法看得很重。

（9）不能当面批评日本商人，不要直接拒绝日方的请求，表达要

委婉。如果有棘手问题最好请中间人传达。对于日方的频繁点头和“哈依”的表示，仅仅是礼貌的含义，绝不代表日方同意的意思。

四）阿拉伯商人的谈判风格、礼仪和禁忌

1、以宗教划派，以部族为群；家庭观念较强，固执保守，脾气倔强，避免谈论宗教话题和信仰；

Internatinal business negotiation

Negotiation: the bargaining process in which two or more players confer with each other to resolve conflicts,coordinate relations ,meet each other 's needs and maintain self-interests. Business negotiation: a process of conferring in which the participants of business activities communicate,discuss and adjust their views,resolve conflicts,and finally reach an acceptable satisfying agreement in order to close a deal or achieve a proposed financial goal. International business negotiation: the discussion process between different interest groups from different countries or regions to compete a cross-border transaction. 3.Horizontal negotiation: the conferring process in which all the issues concerned are presented first and the discussed one by one,and an issue which can not be settled at once may be skipped and settled later until all the issues are settled properly. 4.vertical negotiation: the conferring process in which all the issues to be discussed are listed according to their logical relations and then settled one by one in this logical order. 5.A simulated negotiation:

口译对话

C=Carrence H=Harrison C: How time flies! You’ve been in Wuhan for one week. How’s your feeling about the trip here? H: Fabulous! The beauty of Wuhan is really more than words could describe. C: Glad to hear that. By the way, what impresses you most in this metropolis during your trip here? H: I ‘d like to say Hubei Provincial Museum has created an indelible impression on me. Because I can have easy access to the magnificent history of Hubei here, thus substantially helping me understand the people, the custom and other aspects of the culture here. C: Surely! Hubei is an abundant land full of luminaries. As the capital of Hubei Province, Wuhan really enjoys an unbroken history and a splendid culture. H: Yup, It seems that much more attention has been paid to the tertiary education in your province. I do appreciate the universities here. C: Great! Of all the universities you have visited here, which do you love best? H: Honestly speaking, Hubei University has won my heart because this university has a very strong academic atmosphere and the students here are spectacularly conscientious and fastidious. C: Thank you! We really don’t deserve it.. As for our trip to the Red Chamber, how do you like that place? H: Marvelous place! It’s quite a sym bolic building that manifests a lot about the 1911 Revolution. Having visit this historic site, I really find that my admiration towards Sun Yat-sen, the founding father of China, has enormously strengthened. C: Wow, hoe knowledgeable you are! It’s really amazing that you know so much about the history of China. H: Thank you so much! To be quite honest, I’ve done a lot of preliminary work before my trip here. What’s more, I show tremendous interest in the Chinese history. C: Perfect! So next time when you come here, remember to call me and I will show you around more historical spots here. H: Amazing! Oh, time pressing, I’ve got to catch the plane. C: OK. Looking forward to seeing you next time soon! Byebye! H: Bye! 朱：时间过得真快啊，黄金周都要结束了。你对这次的行程感觉怎么样呢？ 徐：好极了！武汉美得简直用言语难以形容！ 朱：很高兴你很享受这次行程。问一句，这个城市给你印象最深的地方是什么呢？ 徐：我想湖北省博物馆给我留下了很深的印象。在这里我可以感受到湖北省的庄严历史，这大大的帮助我了解这里的人，这里的习俗，和这里文化的其他一些方面。 朱：确实是，湖北这个地方人杰地灵，作为其省会的武汉尤其具有深厚的历史文化底蕴。徐：是的。似乎你们政府对武汉高等教育的投入很大，我很欣赏这里的大学。 朱：在这些大学中你最喜欢那一个呢？ 徐：老实说，我最喜欢湖北大学。因为这所学校有很浓的学术氛围，而且这里的学生都很勤奋都很认真。 朱：哪里哪里，谢谢你的抬举。你还记得我们参观过的红楼吗？你觉得那里怎么样？ 徐：那是一个令人惊奇的地方，那是见证了辛亥革命的标志性建筑。参观完那里后，我对孙中山先生，新中国的奠基人，更加崇敬。

关于英语秘书求职信

关于英语秘书求职信 第一段：表明写作目的/求职目的，获取信息的来源 I am writing to response to your advertisement in China Daily of Oct 30th for a secretary. I should be grateful if you consider me favorably as a candidate for the position. I am writing this letter to apply for the position of secretary which you have advertised in China Daily of Oct. 30th. Your advertised position of secretary interests me and I would like to apply for a chance to take a personal interview. I am interested in working with you. I wonder if there is any open vacancy for me. I am writing to express my interest in your recently advertised position as a secretary. I am writing to recommend myself as a qualified candidate for the open position advertised in China Daily of Oct 30th. 第二部分告诉对方与这份工作相关的教育背景，工作经历，甚至是以此有关的个人兴趣爱好等。为了字面的整洁和排版的清晰，通常分2-4段。

negotiation skills 谈判技巧

Negotiation Skills 1. Never negotiate if it’s not necessary Bargaining is not negotiating, nor complaining. Sometimes customers just want to express their feelings to us, we shouldn’t treat them as the beginning of negotiation. Try to solve the problem, but needn’t to negotiate. New salesmen tend to negotiate everything with the customers, but neglect some of them is not necessary. 2. Never negotiate with yourself Before negotiation, we should set up clear objectives in our minds. The target could be divided into several levels, but we shouldn’t hesitate or change them during the negotiation. If we find something wrong, then stop the negotiation or seek for a new round in future. “No deal” can mean a very good negotiation. If we need to go away from the table, just do it. 3. Never accept the first offer , and 4. Always ask for more People are used to keep some space to turn around. Both purchasers and sales will make some compromise during negotiation. The first offer usually gives a limit oranticipation for both sides to start with. For our sales, it is very important to provide the first offer higher than what we want. 5. Try not to be the one with the opening position

(完整word版)口译基础教程对话练习答案--仲伟合

Unit 1 ?李颖：We are going to ascend the great wall tomorrow morning. So I’d like to go to bed early and have a good sleep this evening. You know climbing the great wall is not an easy job. ?明天早上我们计划去爬长城，所以我想今晚早点休息，好好睡一觉。你知道爬长城可不是一件简单的事情。 ?Jack: Great. The Great Wall is very famous and becomes a must for tourist in Beijing. Would you tell me something about it? ?好啊。长城那么有名，是游客来北京必去的景点。你能和我说一说长城么？ ?李颖：OK. The construction of the great wall took altogether over 2000years.it started in the Zhou dynasty in the 7th century. B.C. And continued until Ming Dynasty in the 15th century A.D. The existing wall was built in the Ming Dynasty. ?好。长城的整个建筑过程持续了总共两千多年，始于公元七世纪的周朝，后来一直延续到公元后十五世纪的明朝。现存的城墙都是明朝修建的。 ?Jack: The Great Wall is indeed the crystallization of the industry and wisdom of the Chinese people and also a symbol of ancient Chinese culture. Then why the ancient people built the wall? ?长城的确是中国人民勤劳智慧的结晶，同时也是中国古代文化的象征.那么为什么古代人民要修建长城呢？ ?李颖：It was constructed to guard against the invasion by nomadic tribes from the north. When enemy troops approached, guards on watch would send smoke signals from the beacon-fire towers as an alarm. ?修建长城是为了抵御来自北方游牧民族的入侵。敌军逼近时，放哨的警卫就会在烽火台上发送烟雾信号作为警报。 ?Jack: How did they manage to do so? Can you be more specific? ?他们怎么发送烟雾信号作为警报呢？你能说的具体点么？ ?李颖：Those towers on the wall are spaced at equal distances from each other. When guards in a tower saw the signals from its neighbor, they immediately did the same thing .In this way; the signals would be relayed to the capital. ?长城上的烽火台是均匀分布的。如果烽火台上的警卫看到相邻烽火台上发出的信号，他们就会立刻跟着发出信号。这样一个接一个信号就传到了都城。 ?Jack: what the smart idea the ancient people had! I was told that in china. People usually call the Great Wall “Ten Thousand Li Long Wall”. Does it really mean that long? ?古代人民的想法真是巧妙啊！我听说在中国人们通常把长城称作“万里长城”。真的有那么长么？ ?李颖：Yes, exactly. It runs all the way across the eastern half of china with a length of about 6 000 kilometers. 是的，正是这样。长城绵延约6 000公里，穿越了中国的东半部。 ?Jack: 6 000 kilometers! It is unbelievable. 6 000公里！难以置信。 ?李颖：The Great Wall is said to be the only building on the earth that can be seen from the outer space. 据说万里长城是从外太空可以看到的地球上唯一的建筑。

文秘英语情景对话

文秘英语情景对话 Scene one:Office reception Character:Mary(ABC company’s secretary) Cherry( XYZ company’s Deputy General Manager ) Place：Secretary's Office ,ABC company C：Hi,I 'm Cherry Stark, from China XYZ Company. We have an appointment with Mr. Thomas. M：Welcome to ABC Company. We have been expecting you, please have a seat. I will call him. C: Thank you. M: I 'm sorry . Mr. Thomas is making a long distance call. Please wait for a few minutes. C: OK. I would like to wait here. M：In the meantime, may I ask all of you to sign in so that I can issue your passes? C：Should each of us write separately? M: Yes, please. Please print your name and company name, and the person you are going to see. Mr. Thomas will be here very soon. Would you like some coffee or tea? C: Coffee would be fine. M: How would you like your coffee? C: I like it black.

口译谈判对话

Sales and business talk Negotiating price A 很遗憾你们报的价格太高，如果按这种价格买进，我方实在难以推销。 B 如果你考虑一下质量，你就不会觉得我们的价格太高了。 A 那咱们就各让一步吧。 A: I'm sorry to say that the price you quote is too high. It would be very difficult for us to push any sales if we buy it at this price. B: well, if you take quality into consideration, you won't think our price is too high. A: Let's meet each other half way. A 很遗憾，贵方的价格猛长，比去年几乎高出20%。 B 那是因为原材料的价格上涨了。 A 我知道了，多谢。 A: I'm sorry to say that your price has soared. It's almost 20% higher than last year's. B: That's because the price of raw materials has gone up. A: I see. Thank you. A 这种产品你们想订多少 B 我们想订900打。 A 目前我们至多只能提供600打。 A: How many do you intend to order B: I want to order 900 dozen. A: The most we can offer you at present is 600 dozen. Quantity A 这些大米我们检验过了，重量不够，我们感到奇怪。 B 我们出售商品是以装船重量为准，不是以卸货重量为准。 A 我知道了。 A: We have inspected the rice, and we're surprised to know that the weight is short. B: We sell our goods on loaded weight and not on landed weight. A: I see. Packing A 下面我想就包装问题讨论一下。 B 请陈述你们的意见。 A 好，我们希望我们对包装的意见能传达到厂商。 A: The next thing I'd like to bring up for discussion is packing.

文秘英语教学大纲7【精选资料】

四川财经职业学院 《文秘英语》课程教学大纲 一、课程性质与任务 《文秘英语》是专科英语的选修课程，教学对象为我院08级各专业学生。本课程从培养岗位应用型人才的总体目标出发，结合学生毕业后的工作实际，力求向学生提供其工作岗位所需要的基本的英语知识和技能，培养学生使用涉外业务英语的能力, 提高文秘从业人员熟悉办公室中常见的涉外活动。 通过本课程的学习,学生应掌握相关行业实用写作文体、实用口语，提高和掌握文秘英语交流的基本技能和涉外英语交际能力等，其中包括专业文献阅读、翻译、写作和口头交际的能力，成为适应社会需要的应用型涉外工作者。 二、教学要求 通过本课程的教学，使学生能够掌握一定的相关行业实用写作文体、实用口语，提高和掌握文秘英语交流的基本技能和涉外英语交际能力。 1、听力能力要求：能基本听懂正常语速的一般旅游活动中的电话、对话等，并能结合具体语言环境，理解所听内容的深层含义。 2、阅读能力要求：能读懂一般难度的英语文章能够承担办公室中常见的涉外活动中的英语阅读和翻译工作。 3、口语能力要求：能够应付日常工作中的交流。语音、语调正确，语流基本连贯顺畅，表达基本得体。 4、英汉互译能力要求：能够翻译一般性办公室文秘方面的各种材料。能够承担办公室中常见的涉外活动中的英语翻译工作。 5、词汇要求：认知词汇达到3,000左右单词。 6、能够正确写出一般性办公室常见的涉外活动的材料。学习使用涉外业务英语的能力。 7、综合素质要求：要求学生具有乐观、积极、向上的心理素质和勇于创新、不断更新自身知识体系的精神。 三、教学内容 《文秘英语》课程共由5个章节组成： 第1章 第1节商务电话Business Calls 第2节留言Leaving and Taking Messages 第3节留言机留言Leaving Answering Machine Messages 第4节接待访客Dealing With Visitors 第5节约见客人Making Appointments 第6节拒见客人Declining Visitors 第2章 第1节鸡尾酒会Cocktail Party

对话口译部分

Unit1句子口译 第一部分 1. 这是您第一次来广西吗? 1. Is this your first visit to Guangxi﹖ 2. 很高兴见到您?我们一直期待着您的到来? 2. Glad to see you. We’ve been expecting your coming. 3. 在过去的几年里,广西发生了很大的变化?越来越多的外商开始来南宁投资? 3. Over the past several years, Guangxi has witnessed great changes. More and more foreign businessmen began to invest in Nanning. 第二部分 1. 这是一家五星级酒店,地理位置优越?交通方便? 1. This is a five-star hotel with an ideal location and convenient transportation. 2. 希望你们对这里的住宿和服务感到满意? 2. I hope you can find the accommodation and services here satisfactory. 3. 所有费用由公司报销/负担? 3. All the expenses will be borne by the company.

4. 如果您在这里遇到不便之处,或需要帮助,请立即与我联系? 4. If any inconveniences occur or you need any help, please do not hesitate to contact me. 第三部分 1. 防城港位于广西南部北部湾北岸西端,是中国沿海24个主要港口之一? 1. Fangcheng Port is situated at the west end to the north coast of the Beibu Gulf in south Guangxi. It is one of the 24 major ports in coastal China. 2. 规划的港口岸线长50.3公里,可规划建设深水泊位200多个? 2. The planned port line is 50.3 kilometers. More than 200 deep-water berths can be built along the line. 3. 港口始建于1968年3月22日,1983年7月国务院批准对外开放? 3. The port was initially built on March 22, 1968 and was opened in July, 1983 with approval from the State Council. 4. 防城港地处华南经济圈?西南经济圈与东盟经济圈的结合部,是我国内陆进入东盟国家最便捷的出海门户? 4. Located at the conjuncture of South China Economic Rim, Southwest China Economic Rim and ASEAN Economic Rim, Fangcheng Port serves as the most convenient access of China’s mainland to ASEAN countries.

口译对话练习

情景：外国客户协同翻译来中国和一家外贸公司谈生意，中方公司派人接机。意外连连，外国客户行李丢失，心急如焚，在接待处向机场工作人员询问。 角色：A外国客户Miss.Brown B外国客户翻译C中方代表(会一点英语) D机场工作人员 A: Where can I get my baggage? I can'find my baggage. B我在何处可取得行李?我找不到我的行李。 D:我们正在调查，请稍等一下。 B: Please wait for a moment while we are investigating. A:Here is my claim tag. B :这是我的行李票。 A:We may have lost some baggage so we'd like to make a lost baggage report. B:我们可能遗失了几件行李，所以必须填份行李遗失报告。 D:请和我到办公室。 B: Would you come with me to the office? A: Could you please check it urgently? B:是否可麻烦紧急查询? A: How soon will I find out? B:多快可找到? D:你总共遗失了几件行李?请描述你的行李。 B : How many pieces of baggage have you lost? Can you describe

your baggage? A:I have two pieces of luggage missing. One is a medium-sized Samsonite, and it's gray,and the other is a large leather suitcase with my name tag. It's dark blue. How can you help me if you can't find my baggage today? B:一个是中型的灰色绅耐特皮箱。另外一个是上面系有我名牌的大型皮制黑蓝色行李箱。 A: Please deliver the baggage to my hotel as soon as you've located it. B:一旦找到行李，请立即送到我停留的饭店。 A : I'd like to purchase what I need for the night. B:我想要购买过夜所需的用品。 D :我们会尽快处理好，把行李送到你的住处 B :they’ll try their best to find your luggage and send them to your hotel as soon as possible . A :OK .thanks！ B :非常感谢！ 突然，老外手中的电话响了 C:你好！我是代表我们公司来接你们的 A: oh,m y god ! I can’t understand what she is saying把电话给翻译 B喂，你好！我是Miss.Brown的翻译有什么事情跟我说好了我向Miss.Brown 转达。 C你好，我是公司派来接你们的，我已经在机场了，你们在哪里？

09级课程设计

2009级课程设计 任务：09级学生在12周内，完成一篇与自身专业方向相关的全英文作文。 要求： 1.选择与自身专业方向（如国际商务英语方向、旅游与酒店管理、 文秘方向）相关的话题，完成一篇作文。可以从自身的实践谈，但必须与英语相关。全文主要分成三部分：字数: 800-1200（即3-5页） a.介绍选题的原因，目的和意义。 b.正文部分进行详细阐述。 c.对全文进行总结，并得出相应的结论。 2.封面填写要求： a.字体：中文和数字三号宋体，不加粗；英文小三号Times New Roman b.系别专业: 外语系英语专业 c.实验课程：课程设计 d.班级: 填写方式与论文填写方式一样， 即：2009级英语（旅游与酒店方向）* 班 2009级英语（国际商务方向）* 班 2009级英语（文秘方向） e.可在模版上根据自己的信息进行修改，但注意下划线长度一致。 3．成绩填写： a. 百分制：100%

b. 成绩分布： 4．导师指导修改及评分参考： a. 是否出现语法错误。 b. 全文结构安排是否合理，衔接过渡是否合乎逻辑。 c. 是否具有实践经验总结或指导意义。 5．正文格式如下： a.题目：Times New Roman小二，加粗，居中。 b.空一行开始正文，段首缩进2个字符 c.全文分成三部分，每一部分不用小标题。正文字体为Times New Roman小四。 1.5倍行距。不加粗。 d.范文如下：

成都信息工程学院银杏酒店管理学院 实验报告 系别专业外语系英语专业 实验课程课程设计 指导教师谢璐 学生姓名陈宾力 班级2009级英语（旅游酒店与管理方向）1班学号2009511210

商务谈判 business negotiation

Business Negotiation Plan 课程代码 04C12 课程名称 商务谈判 专 业 商务英语 时 间 2016年6月 组 员崔梦瑶 0134286 杨霞 0134290 肖招兰 0134288 徐云娟 0136228 Business Negotiation Plan Party A (seller): Gree Electric Appliances Inc. Of Zhuhai Party B (buyer): Happiness Household Appliances Inc. of New York Date: June 6th,2016 Venue : meeting room of our company Negotiation team: Cui Mengyao Xiao Zhaolan Yang Ming Xu Feng Li Tian

Division of work: Member Position Cui Mengyao The main negotiator the main representative of our negotiation team, who is this negotiation. Xiao Zhaolan The vice negotiator She’s responsible for giving suggestions to the main neg Yang Ming The recorder His task is to make written records during negotiation. Xu Feng The legal advise He is in charge of negotiation disciplines and legal code Li Tian The financial person He is in charge of clause on price and financial problem and purposes of the other party. Theme of negotiation : Party B would like to buy air conditioners from our company ,we will negotiate around the two main questions as following : 1. The price and the discount of air conditioners 2. The way of payment and the time for goods delivery Background: 1. It is the first time for us to cooperate with Happiness Household Appliances Inc. of New York which is a startup and want to buy 3000 sets of air conditioner from company , our party should not only sell our products and expand our market with reasonable price, but also build up long-time relationship with them. 2.Current market is buyer’s market, and competition on air conditioners are fierce ,which means that Happiness Household Appliances Inc. of New York enjoy more advantage during negotiation. 3. Both of two sides have relatively strong intention to cooperate with each other.

公选口译补充对话

迎来送往 Interpret the following dialogue alternatively into English and Chinese: A: 先生，请问您是从美国来的约翰逊先生吗？ B: Yes, I am David Johnson. And you must be Mr.Zhang. A: 是的，我叫张明。约翰逊先生，我一直在此恭候您的来到。 B: Thank you for coming to meet me. Just call me David. First name is more friendly than last name. A: 好的，欢迎您到上海来，旅途可好？ B: Not too bad. But we were later than expected. Our plane delayed taking off as we ran into a storm. We were held up for several hours at the airport, waiting for the storm to clear up. But on the whole, we had good flying weather. A: 嗯，您也安全无恙到达了，经过这么久的旅行肯定很累了，我们直接开车回宾馆吧。 B: Yes, I am rather tired. But I’ll be all right by tomorrow. A: 但愿如此，我们明天晚上为您安排了一个宴会。 B: You’re very kind, indeed. I’ll be glad to come. A: 好的，我们王总要我想您问好，遗憾的是他不能亲自来接你。: B: It doesn’t matter at all. A: 我祝您能在此过得愉快。有什么需要，请跟我说。我去推行李车，您到行李台那里等我 吧。 B: Thank you so much. You take the traveling-bag and I can manage the cases A: 都齐了，我们的车等在外面，我们走吧。 B: Yes. Let’s go. 宾馆入住 A: 晚上好，欢迎光临富平饭店。能为您效劳吗？ B: Yes, I’d like to check-in, please. A: 好的，请问您的姓名？ B: Y es, it’s Robert Smith. A: 先生，您有没有预约？ B: Yes, for tonight. A: 请稍等，我查一下预约纪录……让您久等了，我们恐怕没有你们的预约纪录。您在哪里 预约的？ B: That’s very strange. It was made about two weeks ago through our travel agents at home, Orient Tours, California. A: 请稍等，我再查一下预约纪录……让你久等了，我们恐怕没有东方旅行社以您的名义所 做的预约纪录，你有确认函吗？ B: No, we don’t, we only have a copy of our itinerary.

秘书英语 Key to Unit 1

Key to Unit 1 How Does One Become a Secretary? Section 1 Being Interviewed I. 1.personnel 2.manager 3. in 4.answer 5.to 6. qualifications 7.personal 8.interview 9. graduated 10.from 11. Secretarial 12.Management 13. office 14.work 15. main 16.duty 17. typing 18. bilingual 19. apply 20.for 21. enjoys 22. challenging 23. deal 24.with 25. position 26. routine 27. teaming 28.up 29.with 30. confident 31. maximize 32. folk 33.songs 34. be 35.married 36. salary 37. assignment 38. benefits 39. insurance 40. opportunity III. 2. (1)what has made you decide to apply for a position here? (2) My responsibilities include typing, filing, and answering telephone (3) you’re looking for an executive secretary (4) assist me in my daily routine, dealing with correspondence (5) I am more confident that I am able to handle the office routine. 5. 1)I am very happy that I have the chance for this personal interview. 2)I had a part-time job for three months at Far East Trade Company as a personnel assistant. 3)As a secretary I usually need to deal with people from other cultures. 4)My plan is to become a successful secretary because I have been well trained for this. 5)A secretary must team up with other colleagues for a smooth operation to maximize working efficiency. 6)I want to ask about the salary and benefits in the company. Section 2 Preparing an Interview I. 1.affair 2.employer 3.that 4.as 5.who 6.it 7.themselves 8.sector 9.ahead 10.advantage 11.capabilities 12.and 13.you 14.arrive 15.understand 16.and 17.Smile 18.or 19.remember 20.the 21.light 22.out 23.nature