商务现场口译11单元标准答案

Unit1１Bｕsiness 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. Ｃｈinesｅto 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.Coｕlｄyｏu pleaｓe explain the proofs of ｙouｒａrguｍｅnt ｉn

morｅｄetail?

5.It will hｅlp me undｅrsｔand tｈe main pｏiｎts ｙoｕarｅｔrying

tｏmakｅ.

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 ouｒｃｏmpany. Ｍy ｎame iｓJeff Kiｍ.I’m in ｃhaｒｇe of tｈｅｅｘpoｒt department．Let me ｇive youｍy buｓiｎesｓ

caｒd.

Smiｔh: 这是我的名片。

Jin：Hoｗwaｓyoｕｒflighｔ?

Sｍiｔｈ：还行，不过我有点累。

Jin: Herｅ’s yｏuｒschedule．Ａfｔer ｔhｉｓｍｅeting, we wｉll ｖｉsiｔt ｈe fａcｔorｙand ｈａve anothｅｒmｅeting with the prodｕction ｍanager. Aｎｄｙｏu’llｂe having diｎnｅr wｉtｈoｕr 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 ｙｏｕreｃeiｖe the samplｅwｅsｅnt 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’ｍvｅry ｇlａd tｏheａr that.

Ｓｍiｔｈ:这种货你们最低价是多少?

Jin：The unｉｔpriｃｅiｓ$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．＄12．50is our rock ｂottom pｒiｃe. If you purchasｅmｏre thaｎ１0,000 units，weｃan 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 tｏdｏｂｕｓineｓｓwit ｈｙｏu，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: Oｆcｏurse.

ＴextＣ

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’sａgreａt pｌeaｓｕre to sｅe yｏu, Ｍｒ. Toｍ．I ｂelieve yo ｕhaｖe ｓｅen thｅexhｉbｉｔs in the ｓａｍplｅroom. Ｍａy I kｎow wｈat particulａｒitｅmｓyｏu 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 ｆｏrｙouｒinquｉry. Ｗｏuld ｙouｔｅｌl ｕｓthe qｕanｔiｔy yｏｕｒeqｕire so aｓto enabｌe uｓtoｗｏrk out thｅｏｆferｓ?

Tｏｍ：好的。同时，你可以给我一个估计价格吗?

Chｅn: Herｅarｅour FOＢprice ｌｉstｓ.All the prｉces in the liｓts are suｂjecｔｔo 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 aｒｕle, we do not aｌｌow aｎｙcommｉｓsｉon. But iｆth ｅordｅr ｉｓlarge enoｕgｈ, we’lｌconｓｉdeｒit．

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 dｉｓcuｓｓthis ｗheｎyou plａｃｅyｏｕr order witｈus．

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P23页 1.我在上午说过，今天我们各国面临一个机会，可以分别和共同作出具体承诺和采取明确措施，确保核材料的安全，防止核材料落入那些无疑会利用它们的恐怖主义分子手中。 2.今晚，我可以这么说，我们成功地把握了这一机遇，作为具体的国家和国际社会，我们已经采取了措施，美国人民将因此更安全，世界将更稳定。 3.我谨在此感谢出席这一具有历史意义的峰会的全体代表，来自世界各地区的49位领导人。今天之所以能取得进展，是因为这些领导人不仅与会发言，而且采取行动；不是含糊地承诺在未来采取行动，而是承诺他们准备立即实施的有意义的步骤。 4.我还要感谢各位同仁在讨论中所表现的坦率与合作精神。今天并无冗长的讲话，亦无要求别国如何是从的训诫。我们互相倾听、互相尊重。我们认识到，虽然不同国家面临不同的挑战，但我们有着共同的利益，即确保这些危险核材料的安全。 P52页 1.在二十一世纪，你们必须承担不分国界的国际金融系统的重任。当香港和雅加达的股票市场下跌时，其影响再也不是局部性，而是全球性的。因此，贵国充满生机的经济成长同整个亚太地区恢复稳定和经济发展紧密相连。 2.在最近一次的金融危机中，中国坚定不移地承担了对本地区和全世界的责任，帮助避免了又一个危险的货币贬值周期。我们必须继续携手合作，对付全球金融系统面临的威胁以及对整个亚太地区本应有的发展和繁荣的威胁。 3.在我以上列举的每一个关键领域，显然，只要我们相互合作而不是互不往来，我们就能取得更大的成就。因此，我们应该努力，确保双方之间目前的建设性关系在下个世纪结出圆满的协作果实。 4.要做到这一点，我们就必须更好地相互了解，了解各自的共同利益、共有的期望和真诚的分歧。我相信这种公开直接的交流有助于澄清和缩小我们的分歧。更为重要的是，允许人们理解、辩论和探讨这些问题，能使他们对我们建设美好的未来更加充满信心。 P69页 1. Presenting gifts is one of the important contents of modern business activities, in order to establish friendly relations, progress friendship, and also can be applied to advertising and promoting. It’s important to select a gift, because it transmits the information of culture, economy, status, knowledge and other aspects. It’s probably both may improve the image of the company and may damage it. 2. Presenting gifts in business activities can generally divide into several conditions as following: (1) Presenting gifts for employees and rewarding their hard work. (2) Presenting gifts for enhancing the business connection with customers. (3) Presenting gifts for each other to build relationships with business counterparts. 3. Therefore, more and more companies realize that presenting gifts in business activities is not only advertising, but also a important tool to exchange and improve affection of business and customers. 4. Internationally, presenting gifts is best produced at home. In order to avoid

商务英语口译教程Unite1-Unite4课后习题答案和青少版新概念1B16-25习题

Unit1 P8 1.我们认为你方的格力空调在这里会很畅销，希望很快收到你们的样品。 2．贵方若能报优惠价并保证收到订单后四周内交货，我方将定期订购。 3.如能报到岸价，折扣以及发货日期等详细情况，将不胜感激。 4.随函附上我方最新的产品目录及CIF 纽约报价单。 5.关于贵方9月29日的询价信，我方就如下产品报价，以我方最后确认为准。 6. 此盘5天内不接受就作撤销论。 7. 很遗憾，我们的价格和你方还盘之间差距太大，所以恐怕我方不能接受你方还盘。 8. 考虑到我们长期以来的贸易关系和友好合作，我方建议你方能接受保兑，不可撤销即期信用证。 9. 石油价格将在未来一段时间内继续下降。 10. 我们还想指出我们主要以承兑交单方式结账。 Unit1 P9 1.（我们正打算订购）We are thinking of placing an order for your Flying Pigeon Brand bicycles. We would be very grateful if you could make us an offer for 200 ones with details. 2. （上述询价已于）The above inquiry was forwarded to you on Oct. 10, but we haven’t received your reply yet. Your early offer will be highly appreciated. 3. （我方的冷冻食品）Our frozen foods have been shipped to many countries where they are received favorably. It would be to your advantage to try out a shipment. 4. （很抱歉，贵方）We are sorry to say that the goods required by you are out of stock for the time being. Therefore we are unable to make you an offer at present. 5. （我方于两个月前）We sent you our Quotation No. 44 two months ago, but we haven’t received any news from you. It would be advisable if you could make an early decision on this matter. 6. （所有报盘都以）All quotations, except firm offers, are subject to our final confirmation. Unless otherwise stated or agreed upon, all prices are without any discount. 7.（许多外国电讯）Many foreign telecommunications companies wish to come into the Chinese market such as AT &T, etc. the competition is very keen. I understand some companies are lowering their prices and offering technical assistance and after-sale services. 8.（很高兴我们）I’m glad that we have settled the price. 9. （我们至多只能再减）The best we can do will be a reduction of another 30 pounds. That’ll be definitely rock-bottom. 10. （我们正在仔细研究）We’re now studying your offer carefully, so we hope that you can keep it open till the end of this month. Unit1 P10