International Negotiation

2013—2014学年第一学期

海口经济学院外国语学院2010级英语专业本科

《国际商务谈判》课程（开卷）考查试卷

2013年12月10—12日

姓名周军班级 2班成绩

考查要求：以“概述国际商务谈判”为题，写一篇2000字以上的文章，综合归纳本学期学习该课程的心得体会。

The Art of International Negotiation Time always flies. This semester is going to be end. To be honest, I really got a lot more than the textbook from Professor Yao in the course of International Negotiation. Professor Yao is not only a teacher with abundant knowledge but also a successful negotiator with ample experience. I think my knowledge and ability of international negotiation got promoted obviously.

International business negotiations are the archetype of the zero-sum game. One side’s gains are directly offset by the other side’s losses. Our counterpart is attempting to achieve the maximum concessions while leaving you just enough to keep you interested in the deal. Some business gurus may attempt to interpret this as a win-win situation, but experienced global specialists are a hardened lot. Behind all of the smiles, handshakes, and banquets lurks the reality that both sides are trying to “best”each other. It’s an accepted, if unspoken, fact. But how to “best” your counterpart in a negotiation? We need a lot of knowledge and experience of international negotiation; We need know what qualities are demanded for international business negotiation. Besides, how to cultivate these characteristics is also demanded.

International Negotiation as a course offers the basic concept, processes, and strategies of negotiation in the context of international business, as well as some other related concepts and rationales in business and cultures. In this course, why to negotiate, what is negotiation, who negotiates and how to negotiate are demonstrated and discussed. As negotiation is an activity in human communication in social life, some cases of successful and unsuccessful negotiations are presented and analyzed, through which the important principles and tactics are proved to be significant and necessary.

This course given by Profession Yao basically followed the textbook, but didn’t

not follow the order completely. Moreover, some other insights from other books and Profession Yao’s negotiation experience were presented. So during this course, some more materials wore cited in our class. The specific knowledge we learnt is in the following lists.

About the team and members of a negotiation group I got these as follows. Though large teams of global specialists may be assembled for some negotiations, the real interaction takes place between the two chief negotiators. The chief negotiator is responsible for unifying the strategy, tactics and overall style to be used by a particular company. He must exercise a high degree of self-control and keep the team on track under trying circumstances. Not everyone is cut out to be a negotiator, and the demands for international work re more stringent than for domestic work. Negotiators must possess a wide variety of technical, social, communicative, and ethical skills. The job demands not only mental acuity but also a high degree of sympathy with the party on the other side of the negotiating table. There are many reasons to keep the negotiation team as small as possible. And once a team is assembled, it should be used for both overseas and domestic negotiations related to international business.

About the styles of the negotiations I got these as follows. Each negotiator and every negotiating team must choose a style that will best serve their goal. The same style will not work in every situation, nor will every situation permit every style. Negotiators and teams must be flexible, able to change style as easily as they change locale. The same style will not work in every situation, nor will every situation permit every style. Negotiators and teams must be flexible, able to change style as easily as they change locale. The same research skills that have been focused outward should now be turned inward, as honest and thorough self-assessment will permit the most appropriate choice of both personal and team styles.

Teams must make a conscious effort to maintain a unified front. This can be accomplished through a variety of styles, with specific choices being based on member talent, cultural background, and personality type. A single style can be maintained throughout a single negotiation or turned on and off when required. Though the preservation of unity is the main concern when making a stylistic choice, that unity will flow from member compatibility. When preparing strategy for negotiations, choose the talent first and let those choices dictate the team’s eventual style. Also keep in mind that while unity is paramount, the appearance of disunity can be used to accomplish the team’s goal as well. Much of the effectiveness of any style will be the impression created upon the opposition.

About the strategies and tactics in a negotiation I got these as follows.Once a strategy has been chosen, tactics must be devised to assure that the goals are attained. While many strategy categories can also be used as tactics, they differ in that the latter is usually a temporary measure devised to achieve a specific result. As an example, a negotiator may choose a Pragmatic strategy to acquire 26 percent of a software joint venture but rely on daily tactics that are Technical, Legalistic and Financial in nature. Tactical analysis of counterparts is also very important in choosing one’s own maneuvers, and it’s at the heart of proactive negotiating. Even sellers in the weakest

position should avoid having a tactical array that’s 100percent reactive. As is true in almost all commercial endeavors, how something is accomplished has a great deal of influence on how much is accomplished. In highly publicized negotiations, the means may actually dictate the ends.

During the negotiation, sellers and buyers have the same motive-profit-but opposing means of achieving it. The same can be said of companies looking for capital and those looking to invest. Each side needs the other, although the degree of need varies from project to project. First impressions are a big part of society and business a whole, and they’re even more significant in international business. Starting off“on the wrong foot”seriously damage negotiations before they’ve even started. It does not take long to create a good impression and even less time to create a bad one. The following tips can spell the difference between a negotiation success and a lengthy, expensive failure.

Cultural biases can be both a weapon to avoid and a shield to hide behind. The dividing line between weapon and shield is that between unfavorable and favorable stereotypes. Negotiators must learn to use their counterparts’ biases to achieve the most favorable result.

At the end of the negotiation, the difference between a successful negotiator and a failure is the ability to close a deal when it has reached its maximum level of distributing “enough”among all participants. It’s not that unusual for one side to achieve all of its goals relatively early in the discussions. In other cases, experienced negotiators will“front load”the agenda with their main needs so that they don’t waste time on lengthy discussions that end in deadlock. Visitors with travel budget concerns do this quite often. In either case, closing the deal at this early stage leaves counterparts with many unresolved issues and may reveal the closer’s true motives. Because of this, the deal is best closed when the agenda has been exhausted.

How Much Do I Know about International Business Negotiation? With the advent of economic globalization, international economic and trading contacts are continuously increasing and negotiation has become an essential part of business activities. International business negotiation is not only communication and cooperation in economic field, but also exchanges and communication between different cultures. Corporations and units are faced with more and more business negotiations after our accession to the WTO.

International business negotiation is actions and process performed by the parties who strive for reaching consensus through information exchange and consultation in order to meet respective needs. The main negotiation parties belong to two or more countries or regions. The negotiators represented the interests of different countries or regions. At the same time, international business negotiation is cross cultural. Negotiators from different countries or regions possess different cultural backgrounds, values, ways of thinking, behaviors, communication modes, languages and customs, which will directly determine whether the international business negotiation is successful.

What characteristics do we need to be one of eligible members of international negotiation? According to the text book, shrewdness heads the list for desirable

characteristics. Patience is an indispensable attribute. Because negotiations are concerned with each sides getting the other to change positions, the negotiator must be highly adaptable. Besides, Physical fitness, endurance, and a reasonably abstemious nature are highly desirable, and bankable, attributes in a negotiator. In addition, A competent negotiator is gregarious by disposition and excels in social settings. Just as many deals are mad across the dinner table as are made across the conference table. The ability to hold a good, off-business-topic conversation with a counterpart, even in translation, will only advance the negotiator’s position. Concessions must be extracted from adversaries but they’re given by friends. International business can make substantial demands on its practitioners. International business can make substantial demands on its practitioners. Time zone changes, language problems, and legal wrangling can all be major distractions from the goals set for the in the strategy. So, the negotiator must be able to maintain the team’s(and his own) focus at all times. People who can’ communicate their ideas or understand those put for the by counterparts are of little use around the negotiating table. Good negotiator must be practiced listeners as well as articulate speakers. Finally, Negotiating can be a very stressful affair, and there will be moments when it hardly seems worth the effort, A good negotiator must be equipped with a highly developed sense of humor in order to weather persistent storms.

Though those characteristics above are decrypted as chief negotiators’necessary qualities in our textbook. I think these characteristics are also demanded by every negotiator if he want to be a successful one. Of course, these characteristics cannot represent all demands for negotiators. Professor Yao told us the most important thing to be an international negotiator in his idea is the English level. Many people overlook this point. But it is really the most fundamental point. If you can’t speak English fluently with others, you can’t be an eligible international negotiator even if you possess all of these characteristics above. Besides, the knowledge of international business and finance is also needed. The skills and abilities of language and communication are all at the service of business activities. As an international business negotiator, one should also realize the influence of cultural differences on the negotiation and the differences on ways of thinking, negotiating methods and style. One should also overcome the cultural barrier in international business negotiation and take relevant countermeasures.

How do we cultivate ourselves to possess these abilities and characteristics? Personally, the first and most important thing is keeping learning even if we have leave college. Keep reading books and remember English words are basic step to improve ourselves. Then, create more chances for ourselves to communicate with those who have abundant knowledge and experience. Learn from your predecessors and overcome those shortcomings. Mastering the ability and characteristics of international negotiation need accumulation of time and experience. We should apply the theory into practice consistently. In daily life, We should also try our best to improve our shrewdness, patience, adaptability, endurance, gregariousness, concentration, the ability to articulate and sense of humor. We can take attention on other’s behaviors and think about others’ psychology. Read more. Learn more.

Practice more.

All in all, the course of International Negotiation is very useful for me. It expand my horizon and improve my ability of negotiation. I really get a lot from Professor Yao. Those various experiences and negotiation cases he told to us inspired me. And my attitude to English and college got changed because of his words. For business negotiation, choose which kinds of negotiation means, method and principle to achieve mutual benefits, this is the virtual chase for business negotiation. But during the business negotiation, both parties' contact, communicate and cooperate all through repeating asking, answering etc language express to achieve. Ingenious using language arts offer reactionary solution, not only satisfy both parties benefit's requirements, but also relieve ponderous negotiation atmosphere, make both parties feel relaxing, be good for negotiation's go on wheels. Therefore to master the art of business negotiation is the key point of the two parties to reach an agreement and help you easy to enhance the success of business.

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。

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。

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。

中级口译教程梅德明第四版 句子精炼 单元全

句子精炼( Sentences in Focus ) Unit 2 接待口译（机场迎宾、宾馆入住、宴会招待、参观访问） 1. This is a fantastic airport, absolutely one of the top-notch international airports.（这个机场太美了，绝对是一个顶尖的国际机场。） 2. I’m very bad with a jet-lag. But I will be all right in a couple of days.（我倒时差很慢，但两天后自然就回复了。） 3. I’d like to have a 7 o’clock morning call, breakfast sent up to my room, laundry done, some documents photocopied, an express mail sent out, and something like that.（我要早上7点钟叫醒，早餐送到我房间，衣服要熨，文件要复印，邮件要快递，诸如此类的事情需要服务。） 4. We all maneuvered successfully to get our job done, so to speak.（可以说我们每个人都成功的使我们的使命得以完成。） 5. Let’s delight ourselves completely in the foods that Mother Nature grants us.（让我们尽情享受大自然赋予我们的食物吧。） 6. 我要是没认错的话，您一定是从伦敦来的泰莱科教授吧。(You must be Prof. Tallack from London, if I’m not mistaken.) 7. 我是海通集团人力资源部经理。(I’m manager of Human Resources, the Haitong Group.) 8. 感激您不辞辛劳，从百忙之中抽空来我公司指导。(We are very grateful that you took time from your busy schedule and came to our company to give us advice.) 9. 今晚我们设宴为您洗尘。(We will host a reception dinner in your honor this evening.) 10. 我在你们的酒店预订了一间双人间，有确认函。(I have made a reservation for a double room with your hotel. And here is the confirmation letter.) 11. 提前10天预定房间可以享受8折优惠价。(You will have a good rate with 20％off when you make a reservation 10 days in advance.) 12. 我们有许多现代化的健身设备可以满足客人的不同需求。(We have many modern fitness facilities catering to the different needs of our guests.) 13. 没有凯兰女士的最后努力，现在还不知道怎样呢，恐怕我们还在谈判之中呢。(Without Ms. K eland’s last-minute effort, we would still be in the middle of nowhere, probably in the middle of negotiations, I’m afraid.) 14. 同中国其他菜系一样，“本帮菜”具有“色、香、味”三大要素，特点是注重调料的使用、食物的质地和菜的原汁原味。(Like all other Chinese regional cuisines, Ben bang cuisine takes “color, aroma and taste” as its essential quality elements. It emphasizes in particular the expert use of seasonings, the selection of raw materials with quality texture, and original flavors.) 15. 这些菜绝对是首选，你一定喜欢。别客气，请随意。(These dishes are absolutely tasters′ choice. I bet you will like them. Please help yourself to the dishes.) 16. 各位能够赏光来此共度一年中的这个美好时光，我感到非常荣幸，让我们共同举杯，祝各位身体健康，事业有成，阖家幸福。(I consider it a great honor to have you all here for this wonderful time of the year. Let us drink to the health, great career and happy family of everybody present.) 17. 我们先来鸟瞰一下整个园区吧，然后在园区内各处转悠一下，用我们的话来说就是“走马观花”。(First of all, we will take a bird’s-eye view of the Park. And then we will look around in the Park and, to use a Chinese metaphor, we will “cast a passing glance at flowers while riding on a horseback”.) 18. 高科技园区享有国家授予的项目审批权和优惠政策，是一个与国际管理体质接轨的经济区域。(The high-tech Park is authorized by the state government to approve projects with preferential policies, operating under the management system of international standards.)

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.

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.

《口译教程》参考译文-10

Lesson 10 10.3 中与欧盟的关系 女士们、先生们、朋友们： 今天，我很荣幸给大家介绍欧盟的一些情况以及欧盟与中国的关系。 欧盟全称为欧洲联盟，是在欧洲共同体基础上由25个（27）独立的国家组成的，目的是为了加强政治、经济和社会合作。原来称“欧共体”或“欧洲经济共同体”。 目前的25个成员国是奥地利、比利时、丹麦、芬兰、法国、希腊、爱尔兰、意大利、卢森堡、荷兰、葡萄牙、西班牙、瑞典、英国、塞浦路斯（希腊部分）、捷克共和国、爱沙尼亚、匈牙利、拉脱维亚、立陶宛、马耳他、欧兰、斯洛伐克、斯洛文尼亚。 欧盟25国总面积400万平方公里，接近半个中国的面积。总人口数为4.544亿，排行第三，仅次于中国和印度，约占世界总人口的7%。 欧盟统一货币为欧元，2002年1月1日正式启用。到目前为止，已经有12个欧盟成员国用欧元取代其本国货币。统一货币使人们出门旅行、对比价格更为容易，它还为欧洲的商业往来、刺激增长与竞争创造了一个稳定的环境。 到目前为止，欧盟的国内生产总值逾10万亿美元。作为一个整体，这个规模与它的主要竞争对手美国差不多。经济总量和贸易总额分别占全球25%和35%。 欧盟与中国关系十分友好。今年5月欧盟与中国就建交30周年了。去年，欧盟与中国的进出口贸易总额达到2，000亿欧元。德国是中国最大的贸易伙伴，英国、荷兰名列第二和第三。 欧盟正抓住当前大好的历史机遇——团结曾经分裂的欧洲大陆，创造一个和平、稳定、民主的欧洲。*** 这次欧盟的扩大还将创造一个几乎拥有5亿消费者的统一市场，这个市场饱含经济增长和不断繁荣的极大潜力。 我的话讲完了，谢谢大家！

10.4 中国与东盟的关系 A: Excuse me, could you tell me when ASEAN was established? And how many member countries does it have now? B: 东盟于1967年8月8日成立，目前有10个成员国，它们是：文莱、柬埔寨、印度尼西亚、老挝、马来西亚、缅甸、菲律宾、泰国、新加坡和越南。 A: Besides these 10 member countries, ASEAN also always holds the 10+1, 10+3 meetings. Does it mean that ASEAN has some dialogue partners? B: 是的。东盟有10个对话伙伴，它们是澳大利亚、加拿大、中国、欧盟、印度、日本、俄罗斯、新西兰、韩国和美国。 A：What is the area that ASEAN covers? How man languages are spoken in this region? What is the total population? B: 东盟地区面积大约有450万平方公里，有14中官方语言和7种宗教。人口总数在2000年有5.12亿。 A: 4.5 million square kilometers is about half of China’s territory, such a big regional organization neighboring China. How is the relationship between ASEAN and China now? B：东盟不仅在区域上面积广大，在经济、政治、科技上也是一个举足轻重的地区。所有的东盟成员国都是中国的友好近邻。自从上世纪90年代以来，中国与东盟的关系一直很好，政治联系日益密切。 A：Can you give some data? B: 在中国与东盟的关系中，经贸、科技方面的合作是基本的组成部分。1994年的贸易总额从120亿增加到235亿美元，其中中国出口额109.2亿美元，进口123.6亿美元。双方的相互投资过去几年也不断增加。东盟在劳务合作和项目建设方面已经成为中国的重要市场。中国和东盟已经同意用8年的时间创建世界人口最密集的自由贸易区。 A：The relationship is very good economically, but how about

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？

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.