商务现场口译11单元答案

Unit 11 Business Negotiation

A. English to Chinese

1. 我们必须强调这些付款条件对我们很重要。

2. 你能考虑接受我们的反提案吗？

3. 也许我们应该先谈论完B项议题。

4. 请了解这一点对我们至关重要。

5. 我不得不提出一些可能比较尴尬的问题。

B. Chinese to English

1. If I were you, I would not waste my time pursuing that.

2. If you insist, I will comply with your request.

3. Would you care to answer my question on the warranty?

4. Could you please explain the proofs of your argument in more

detail?

5. It will help me understand the main points you are trying to make. Text A

谈判中人的因素可以助你一臂之力，但也可能带来灾难。达成协议的过程可以使双方在心理上支持他们满意的结果。通过一段时间再相互信任、理解、尊重和友谊基础上建立的工作关系，可以使每次谈判进行得较为顺利，也较有成效。人们追求美好的自我感觉，注意别人如何看待自己，这常常使他们对谈判对手的利益更为敏感。

人们普遍认为，鉴于东亚在经济和科技发展上的巨大进步，在未来的几十年里，经济面临的挑战和机遇将集中在太平洋周边国家地区，尤其是东亚。北美、西欧和东亚在文化和价值观方面的差距很大。因此，西方商人在和他们的东亚伙伴进行商务谈判时，应采取和以前截然不同的态度和角度。

与东亚人谈判成功的技巧主要有6点：

对外国伙伴的产品或服务的称赞；

耐心；

尊重文化差异；

建立和培育关系的需要；

对这个市场的长期承诺；

理解当地的制度并在其规定下行事的需要。

Text B

Jin: Welcome to our company. My name is Jeff Kim. I’m in charge of the export department. Let me give you my business card.

Smith: 这是我的名片。

Jin: How was your flight?

Smith: 还行，不过我有点累。

Jin: Here’s your schedule. After this meeting, we will visit the factory and have another meeting with the production manager. And you’ll be having dinner with our director.

Smith: 你能安排我跟你们老板开个会吗？

Jin: Of course, I’ve arranged it at 10 o’clock tomorrow morning.

Smith: 那我们开始谈正事吧。

Jin: Sure, did you receive the sample we sent last week?

Smith: 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。

Jin: I’m very glad to hear that.

Smith: 这种货你们最低价是多少？

Jin: The unit price is $12.50.

Smith: 我觉得这个价贵了点，你能不能减一点？

Jin: I’m afraid we can’t. $12.50 is our rock bottom price. If you purchase more than 10,000 units, we can reduce it to $12.00.

Smith: 行，我接受这个价格，第一批订10,000件。

Jin: Very good. It’s been a pleasure to do business with you, Mr. Smith. Smith: 这是我们的荣幸才对。你们能在3月31日前发货吗？

Jin: Of course.

Text C

Tom: 我感动很高兴能有机会拜访贵公司。希望能同你们做成几笔大生意。

Chen: It’s a great pleasure to see you, Mr. Tom. I believe you have seen the exhibits in the sample room. May I know what particular items you are interested?

Tom: 我对你们的小五金有兴趣。看了展品和商品目录，我想有些东西在荷兰会很好销，这是购物单，希望你们报成本加运费、保险费目的港悉尼的最低价。

Chen: Thank you for your inquiry. Would you tell us the quantity you

require so as to enable us to work out the offers?

Tom: 好的。同时，你可以给我一个估计价格吗？

Chen: Here are our FOB price lists. All the prices in the lists are subject to our confirmation.

Tom: 那佣金呢？从欧洲进口，我一般得到3%-5%的佣金。这是惯例。Chen: As a rule, we do not allow any commission. But if the order is large enough, we’ll consider it.

Tom: 哦，但我是靠佣金做生意的。在你们价格中收点佣金，有助于我的推销，哪怕2%或是3%也行。

Chen: We’ll discuss this when you place your order with us.

A. Sentence Interpreting

1. We’re glad to cooperate with you on this project and give necessary

assistances.

2. This morning we had a technical discussion for half an hour before

entering into business discussions.

3. Since the price gap is very wide between the two parties, shall we

suspend the discussion?

4. How can we convince users of the competitiveness of your offer?

5. The price should be fixed according to the world market situation, so

we take this transaction as a special case.

Text D

Qiao: So Mr. White, before we get started, may I ask if you are in a position to conduct this negotiation.

Mr. White: 是的，我有授权来和贵方谈判。

Qiao: OK, thank you. Well, yesterday we went through some points of quality control, shall we move to price and payment term?

Mr. White: 好的。贵方的质量监控给我们留下了深刻的印象，非常规范，并且我们愿意有更深层次的合作。

Qiao: I’m so glad to hear that. Time and tide wait for no man. I’m sure you’ve received our price list. Our price is very competitive and reasonable, I believe. What do you think of it?

Mr. White: 这恐怕让我们难以接受。你们的报价要比你们的竞争对手高一些。

Qiao: Every company set their price based on the quality, right? Please think

about our quotations.

Mr. White: 很抱歉，我没看出你们的报价有什么优势。能否再给一些折扣呢？

Qiao: If your order is big enough, yes, we can make discount for you. But it’s only for you.

Mr. White: 我知道，很感谢贵公司的友好态度。让我考虑一下数量吧…….嗯，1700打怎样？

Qiao: We have an order of 21,000 dozen without discount last month. Please, Mr. White, these are hot sales.

Mr. White: 哦，真的吗？那如果你能提供5%的折扣，我没就订2500打。Qiao: It seems our relationship will be a long one, as long as you agree on CIF Liverpool, 2,500 dozen with 5% discount will be no problem.

Mr. White: 很好，我接受你们的意见。我没已经谈妥了价格，那付款方式讲如何定呢？我觉得信用证付款将是一种很好的方式。

Qiao: We generally pay by remittance, T/T and D/D will do.

Mr. White: 可是我们坚持希望能用信用证支付，事实上我们的合作伙伴中没一个是用汇付方式的。

Qiao: Mr. White, I think we are going a little bit fast. Should we take a break?

Mr. White: 噢，我没注意已经这么晚了，抱歉！

Qiao: Thank you for your understanding, Mr. White, we will meet you here tomorrow morning.

Mr. White: 好的，明早见。

商务现场口译问题详解1—18单元

商务现场口译答案1—18单元( 全) Unit1 Phrase Interpreting A 1. to recover from the jet lag 2. thoughtful arrangement 3. hospitality 4. souvenir 5. accommodations 6. to claim baggage 7. to proceed through the Customs 8. itinerary 9. farewell speech 10. to adjust to the time difference 1．倒时差2．周到的安排3．热情好客4．纪念品5．食宿 6．提取行7．进行海关检查8．活动安排9．告别词10．适应时差 B 1．为……设宴洗尘2．向……告别3．不远万里来到…4．很荣幸…… 5．久仰大名6．欢迎词7．赞美8．回顾过去9．展望未来 10．美好回忆 1. to hold a banquet in honor of... 2. to bid farewell to... 3. to come all the way to... 4. to be/feel honored... 5. I have long been looking forward to meeting you. 6. a welcoming address 7. to pay tribute to 8. to look back 9. to look ahead 10. happy memory Distinguished Guests, Ladies and Gentlemen, Thank you very much for your gracious welcoming speech. China is one of the earliest cradles of civilization and the visit to this ancient nation has long been my dream. This visit will give me an excellent opportunity to meet old friends and establish new contacts. I wish to say again that I am so delighted and privileged to visit your great country and this lovely town. I am deeply grateful for everything you have done for me since my arrival in China. As an American manager of a Sino-American joint venture for two years, I have to say that there are differences in business management practice between Chinese and Americans. We are more direct and straightforward than most Chinese colleagues due to our different cultural traditions. I can't say our way of doing business is absolutely superior. After all, there are strong points and weak points in both types of management. In recent years, more and more American business executives have recognized the strong points of the more humane way of Chinese management. It is a great pleasure that I can exchange views and information with you, and reach common ground here. And I wish to share with you my thoughts on this topic in the days to come. Thank you!

商务现场口译答案 (全部)

Unit 7 I. Listen to a short passage "Shopping for Clothes" carefully and note down what you hear. Try to use some symbols and abbreviations when you are taking notes. Then interpret your notes in the target language. Shopping for Clothes Shopping for clothes is not the same experience for a man as it is for a woman. A man goes shopping because he needs something. His purpose is settled and decided in advance. He knows what he wants, and his objective is to find it and buy it; the price is a secondary consideration. All men simply walk into a shop and ask the assistant for what they want. If the shop has it in stock, the salesman promptly produces it, and the business of trying it on proceeds at once. All being well, the deal can be and often is completed in less than five minutes, with hardly any chat and to everyone's satisfaction. For a man, slight problems may begin when the shop does not have what he wants, or does not have exactly what he wants. Now how does a woman go about buying clothes? In almost every respect she does so in the opposite way. Her shopping is not often based on needs. She has never fully made up her mind what she wants, and she is only "having a look round". She is always open to persuasion; indeed she sets great store by what the saleswoman tells her, even by what companions tell her. She will try on any number of things. Uppermost in her mind is the thought of finding something that everyone thinks suits her. Contrary to a lot of jokes, most women have an excellent sense of value when they buy clothes. They are always on the lookout for the unexpected bargain. Faced with a roomful of dresses, a woman may easily spend an hour going from one rail to another, to and fro, often retracing her steps before selecting the dresses she wants to try on. It is a laborious process, but apparently an enjoyable one. Most dress shops provide chairs for the waiting husbands. II. Phrase Interpreting A 1. screen 2. diagram 3. vertical axis 4. column 5. in summary 6. consequently 7. furthermore 8. to run out of time 9. in a word 10. in addition 1．屏幕 2．图表 3．纵轴 4．圆柱 5．总之 6．因此 7．此外 8．没时间 9．总而言之 10．另外 B． 1．商品特性 2．顺序 3．订单 4．垄断 5．质量监控 6．利润 7．制造业 8．服务业 9．运作 10．顾客满意度 1. commodity features 2. sequence 3. order 4. monopoly 5. quality control 6. profit

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marketing research 市场调查professional petence 专业技能 a sales point 卖点product design 产品设计 potential consumer 潜在顾客business disaster 商业灾难 chapter4 mobility of people 人口流动supplier works 供应商网络standardized items 标准零配件specialist manufacturing technology 特殊制造技术 plementary economies 互补经济体anti-japanese sentiment 反日情绪 foreign affiliates外方合伙人，外国附属公司go public 上市二、汉翻英 chapter1 经济双赢economic win-win关税壁垒tariff barrier 收入不平等 wage inequality劳动生产率labor productivity 解雇工人lay off works 生产要素factor of production 双边协议bilateral deal 回归分析regression analysis 市场准入market access 世界经济复苏world economic recovery chapter2 价格溢价price premium 基线销售base-line sales 减价price reductions广告支出advertising spending 营销组合marketing mix 销量溢价quantity premium

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B 1 enterprise culture helped the transformation of our company from one based on manufacturing to a post-industrial company based on service. 2 to stimulate our employmees,serve our customers and creat a bright future,we build a distinctive culture of ABC and promote four core values base on it. 3 we understand the real potential of these core value,as it help us bring happiness and quality to the life of our clients. 4 we are on the cutting-edge od our field,as we initiate innovative proposals and seek innovating solution in our work. 5 our enterprise value: create more value to the enterprise and the society continuously. TEXT A /P157 Ever since its establishment in 1984, rainbow has develop from a single store into the leading chain enterprise in shenzhen’s retailing industry. Now rainbow is in the top 100 of retailing giants in China. In its 20 years of development ,rainbow has won the trust from the government,business partners,suppliers and customers,by maintaining its corporate philiosophy of “Authenticity,in tegrity,Enthusiasm and C rediblity ’’. It has attained the support from the society and achieved excellcent eonomic effects and social effects.

商务英语口译教程.doc

商务英语口译教程 下面是整理的商务英语口译教程，希望对大家有帮助。 基本信息 中文名称：商务英语口译教程 作者：李鸿杰 出版社：机械工业出版社 出版时间：2010年02月 ISBN：978*********17 开本：16开 内容简介 《商务英语口译教程》共分4个部分，包括口译理论与技巧、一般商务往来、商务谈判以及英语口译考试介绍;以理论做支撑，围绕商务活动的各个环节展开，同时兼顾口译考试的需要;各个部分相辅相成，互相关联。《商务英语口译教程》可作为高职高专商务英语、国际贸易等专业的英语口译教材及口译考试参考书，也可供从事国际商务工作的人员参考使用。 图书目录 前言 Part 1 Theories and Skills of Interpretation口译理论与技巧1 Unit 1 An Overview of Interpretation口译概述1 Unit 2 Business Interpretation Skills商务口译技巧4 Part 2 General Business Relations一般商务往来20

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商务英语口译 Unit 1 Passage 3

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