商務(wù)英語(yǔ)口譯第4章

1、 第四章第四章 商務(wù)談判商務(wù)談判Chapter 4 Business Negotiation 第四章第四章 商務(wù)談判（商務(wù)談判（Business Negotiation）Business Negotiation in international trade is the process in which the seller and the buyer negotiate about the trade terms to reach agreement on the sales of goods. four stages: inquiry, offer, counter-offer and a

2、cceptancefive items: 1. the subject matter of the contract; 2. the price of the goods; 3. the liabilities of the seller; 4. the liabilities of the buyer; 5. the methods a. to prevent the occurrence of disputes ; b. to settle dispute in case theres any; 第四章第四章 商務(wù)談判（商務(wù)談判（Business Negotiation）Cultural

3、factors are very important. cultural differencesInterpreter: 1. to develop a knowledge of business English and trade terminology; 2. to understand the culture;Vocabulary Workterms of payment: 支付條款；specimen contract: 合同樣本； draft sight: 見(jiàn)票即付； pay a margin: 支付保證金；D/P (document against payment): 付款交單 是跟

4、單托收方式下的一種交付單據(jù)的辦法，指出口方的交單是以進(jìn)口方的付款為條件，即進(jìn)口方付款后才能向代收銀行領(lǐng)取單據(jù)； D/A (document against acceptance): 承兌交單 是在跟單托收方式下，出口方（或代收銀行）向進(jìn)口方以承兌為條件交付單據(jù)的一種辦法； Vocabulary Workcredit status: 信用狀況；international practices: 國(guó)際慣例；make delivery: 交貨；L/C payment: 信用證付款；an irrecoverable L/C: 不可撤銷信用證；countermand our order: 取消我們的訂單；

5、remain valid: 依然有效；arrange an earlier shipment: 安排提前裝運(yùn) ；partial shipment and transshipment: 分批裝運(yùn)和轉(zhuǎn)運(yùn)； Vocabulary Work交貨期：the time of delivery; 分批裝運(yùn)：partial shipment;遵守合同：observe the contract;終止合同：cancel the contract;商業(yè)信譽(yù)：commercial integrity;重合同：honored contracts;守信用：maintain commercial integrity;約束力

6、：binding;； Vocabulary Work中國(guó)商品檢驗(yàn)局：the China Commodity Inspection Bureau;提出索賠：lodge a claim; 現(xiàn)金投標(biāo)保證金：a cash deposit;開(kāi)標(biāo)：open the bid;Sight Interpretation （Dialogue 1）the last consignment: 上一批貨；a number identical with the bill of lading: 這一數(shù)字和提單的數(shù)字相吻合；sound and intact : 完好無(wú)損；the short weight: 短重；the pr

7、ovisions of the contract: 合同條款；evaporation of the goods en route: 途中貨物蒸發(fā) 建議：注意貨物貿(mào)易中的一些慣用的表達(dá)方式，與日常表達(dá)是不一樣的。Sight Interpretation （Dialogue 2）季節(jié)性的商品：a seasonal product;貨物投放市場(chǎng)：put the goods on the market;適時(shí)交貨：a timely delivery;早點(diǎn)交貨：make an earlier delivery;分批裝運(yùn)：partial shipment 建議：注意按照國(guó)際慣例，貨物裝運(yùn)后賣(mài)方須將裝運(yùn)情況及

8、時(shí)通知買(mǎi)方。Note-taking （1）import from other exporters: 從其他出口商進(jìn)口；an advance payment: 一筆預(yù)付款；the interest rate: 利率；make concessions: 做出讓步；retract the order: 撤回訂單； 建議：注意付款方式應(yīng)該盡量掌控主動(dòng)權(quán)，可以適當(dāng)?shù)耐讌f(xié)，但是一定要堅(jiān)持必要的底線，避免后期收不回貨款的風(fēng)險(xiǎn)。 Note-taking （2）報(bào)價(jià)：selling offer;還價(jià)：counter-offer;平等互利的基礎(chǔ)：the basis of equality and mutual b

9、enefit;破例減價(jià)10% ：10 percent as a special accommodation;再加一點(diǎn)：Put it up a bit;沒(méi)有什么討價(jià)還價(jià)的余地了：no room for bargaining; 建議：有一些說(shuō)法需要理解其內(nèi)涵，而不是從字面上去理解和翻譯，比如“破例減價(jià)10%”的翻譯，沒(méi)有表示出破例，而用了“accommodation”一詞。Sentences in Focus (E-C)lose out: 輸給別人了；be in time for the seasonal period: 趕上銷售旺季；in conformity with the agreed s

10、pecifications: 與雙方所商定的規(guī)格相符；commercial reputation：商業(yè)信譽(yù)；建議：翻譯的時(shí)候就要一定注意，可以破句重組，化繁雜的英語(yǔ)長(zhǎng)句為多個(gè)意義緊密相連的漢語(yǔ)短句，而不必拘泥于原文的層次結(jié)構(gòu)。Sentences in Focus (C-E)保持有效：remain valid;質(zhì)量和重量證明書(shū)：a certificate of quality and a certificate of weight; 開(kāi)始招標(biāo)的時(shí)間：the time of your invitation for bid;出具保證書(shū)：hand in a letter of guarantee;建議

11、：英語(yǔ)多被動(dòng)，漢語(yǔ)多主動(dòng)。如The goods will be inspected by the China Commodity Inspection Bureau. 譯為“貨物由中國(guó)商品檢驗(yàn)局進(jìn)行檢驗(yàn)”，而不是譯為“被檢驗(yàn)”。 Text Interpreting (E-C Interpretation) conclude the first transaction : 達(dá)成第一筆交易；require payment by confirmed: 要求貨款以保兌的； tie up my money: 限制我的資金； reduce the margin to a minimum: 把保證金減到最低

12、；favorable terms: 優(yōu)惠條件； have no alternative: 沒(méi)有選擇余地；have the L/C opened by fax: 用傳真開(kāi)信用證； E-C Interpretation As youve seen from specimen contract，we require payment by confirmed, irrevocable L/C allowing partial shipment and transshipment, available by draft sight. 從我們的合同樣本中，你可以知道，我們要求貨款以保兌的、不可撤銷的、允許

13、分裝和轉(zhuǎn)船、見(jiàn)票即付的信用證支付。 建議：句中的專業(yè)術(shù)語(yǔ)比較多，這些都是商業(yè)談判中的常用語(yǔ)，所以需要記憶。E-C Interpretationn You can draw on me just as if there were a letter of credit.n draw on在這句話里可理解為相信或信任，翻譯時(shí)要注意句中出現(xiàn)的虛擬語(yǔ)氣there were , 全句的意思是: “你可以相信我，就跟開(kāi)了信用證一樣?！眓 建議：翻譯時(shí)注意虛擬語(yǔ)氣的翻譯。E-C Interpretation If we make an exception here, we dont know where to

14、 stop. 如果我們?cè)谶@兒開(kāi)了先例，就不知道在哪兒剎車。 建議：注意“ exception”和“ stop”的翻譯，要符合漢語(yǔ)習(xí)慣表達(dá)。 E-C Interpretation That will not only tie up my money but also increase my cost. 這會(huì)限制了我的資金并提高成本。 建議：注意“tie up”的翻譯，原意為“捆住”，此處引申翻譯為“限制了資金”。E-C Interpretation As this is our first transaction concluded at a time when the world compet

15、ition is rather keen，I would suggest that you give me more favorable terms so as to promote trade between our two parties. 由于這是我們的第一筆交易，加上當(dāng)前國(guó)際競(jìng)爭(zhēng)相當(dāng)由于這是我們的第一筆交易，加上當(dāng)前國(guó)際競(jìng)爭(zhēng)相當(dāng)激烈，為了促進(jìn)我們之間的貿(mào)易，我建議你方給我一些優(yōu)激烈，為了促進(jìn)我們之間的貿(mào)易，我建議你方給我一些優(yōu)惠條件?；輻l件。n 建議：拆分成四個(gè)部分翻譯，建議：拆分成四個(gè)部分翻譯，翻譯詞序調(diào)整。在翻譯時(shí)，翻譯詞序調(diào)整。在翻譯時(shí)，對(duì)于長(zhǎng)句的處理要靈活。對(duì)于長(zhǎng)句的處理要靈活

16、。Alternative Interpretation terms of shipment: 裝運(yùn)條款；the time of delivery: 交貨日期；effect shipment: 裝船；advance the time of shipment to : 將裝運(yùn)提前到；sell at profitable prices: 以盈利的價(jià)格銷售；be fully/heavily committed: 訂貨過(guò)多；be compelled to: 不得不；work three shifts: 三班倒地工作；the balance: 余貨；背景補(bǔ)充：分批裝運(yùn)（背景補(bǔ)充：分批裝運(yùn)（Partial

17、Shipment）n 分批裝運(yùn)分批裝運(yùn)是一個(gè)合同項(xiàng)下的貨物先后分若干期或若干次裝運(yùn)。在國(guó)際貿(mào)易中，凡數(shù)量較大，或受貨源、運(yùn)輸條件、市場(chǎng)銷售或資金的條件所限，有必要分期分批裝運(yùn)、到貨者，均應(yīng)在買(mǎi)賣(mài)合同中規(guī)定分批裝運(yùn)條款。如為減少提貨手續(xù)，節(jié)省費(fèi)用，在進(jìn)口業(yè)務(wù)中要求國(guó)外出口人一次裝運(yùn)貨物的，則應(yīng)在進(jìn)口合同中規(guī)定不準(zhǔn)分批裝運(yùn)（partial shipment，not allowed）條款。 n 允許分批裝運(yùn)的方法主要有兩種：一為只原則規(guī)定允許分批裝運(yùn)，對(duì)于分批的時(shí)間、批次和數(shù)量均不作規(guī)定；二是在規(guī)定分批裝運(yùn)條款時(shí)具體列名分批的期限和數(shù)量。前者對(duì)賣(mài)方比較主動(dòng)，可根據(jù)客觀條件和業(yè)務(wù)需要靈活掌握；后者對(duì)賣(mài)

18、方的約束較大。Alternative InterpretationI shall be compelled to purchase elsewhere and may have to countermand our order.這里的be compelled to表示“不得不”，countermand意為“取消，撤回”，在談判中通常表示“取消生意”的意思。I would prefer to have the goods shipped in one lotlot表示（商品）一批。Alternative Interpretation If we place our goods on the ma

19、rket at a time when all other importers have already sold theirs at profitable prices, we shall lose out.句式：條件狀語(yǔ)從句 時(shí)間狀語(yǔ)從句place翻譯成“投放”；建議：翻譯要流暢，不必拘泥于單詞的具體意思。 C-E Interpretation (Dialogue 1)過(guò)目：go through;統(tǒng)一的認(rèn)識(shí)：unanimous agreement; 加上這句：insert this sentence;為了交朋友：for the sake of friendship;商業(yè)信譽(yù)：the com

20、mercial integrity;有口皆碑：speak highly of ;商檢局：the Inspection Bureau;向保險(xiǎn)公司索賠：lodge a claim with the insurance company有道理：stand to reason;合同執(zhí)行過(guò)程：the execution of the contract;C-E Interpretation (Passage 1)n 我向你們保證不會(huì)發(fā)生這種情況。我們的貨物只有在符合標(biāo)準(zhǔn)后，商檢局才會(huì)放行。n I assure you that this is not likely to happen. Our goods

21、must be up to export standards before the Inspection Bureau allows them to pass.C-E Interpretation (Dialogue 1)n 我們應(yīng)該對(duì)所有的條款有個(gè)統(tǒng)一的認(rèn)識(shí)。n 這里不便用主動(dòng)語(yǔ)態(tài)表示“對(duì)有一個(gè)統(tǒng)一的認(rèn)識(shí)”，可以用被動(dòng)語(yǔ)態(tài)be met with表達(dá)，即all the terms should be met with unanimous agreement,這樣表達(dá)更得體。n 萬(wàn)一發(fā)生缺重或質(zhì)量不合格怎么辦？what if是what will or would happen if的簡(jiǎn)略表達(dá)方式

22、。這里可用該句型表達(dá)，即What if this were to happen?C-E Interpretation (Dialogue 1)n 那就應(yīng)該向保險(xiǎn)公司提出索賠。 這是商務(wù)談判中的常用句型。 可用lodge with 表達(dá)，即A main claim would then be lodged with the insurance company.n 建議：有一短語(yǔ)有固定的表達(dá)，要注意記憶。如lodge a complaint（提出申訴），lodge an appeal（提出上訴）。C-E Interpretation (Dialogue 2)輕軌：light railway;招標(biāo)：

23、call for a bid;投標(biāo)：submit the bids;交納保證金：make a cash deposit; 國(guó)際慣例：international practice;監(jiān)督開(kāi)標(biāo)：supervise the opening;投資環(huán)境：investment climate;在價(jià)格和質(zhì)量上很有競(jìng)爭(zhēng)力：be competitive in price and in quality;C-E Interpretation (Dialogue 2)n 我們是美國(guó)最大的機(jī)械設(shè)備制造商之一。我今天來(lái)的目的是想咨詢一下有關(guān)貴公司購(gòu)買(mǎi)輕軌設(shè)備的事情。最大的：leading一詞代替；增詞技巧：here;n 建

24、議：有一些經(jīng)常用到的詞或詞組要作為重點(diǎn)來(lái)記憶，比如這句話中的“輕軌設(shè)備”等。C-E Interpretation (Dialogue 2)n 你的消息真靈通。確實(shí)我們正準(zhǔn)備為上海輕軌項(xiàng)目進(jìn)行招標(biāo)。n Oh，youre very well informed. Its true that we are prepared to call for a bid for a railroad project in Shanghai.n 建議：注意選擇適當(dāng)?shù)挠⒄Z(yǔ)句式來(lái)表達(dá)。C-E Interpretation (Dialogue 2)n 按照國(guó)際慣例，投標(biāo)人要交納保證金或商業(yè)銀行出具的保證書(shū)。如果沒(méi)有中標(biāo)，

25、那么在宣布中標(biāo)結(jié)果后一周內(nèi)，我們將把保證金或保證書(shū)退回給投標(biāo)人。 增詞：decision; on award;n 建議：在翻譯過(guò)程中，可以增詞或者是減詞，只要保證表達(dá)了原意即可。C-E Interpretation (Dialogue 2)n 如果你們的投標(biāo)條件是最合適的，我們當(dāng)然很愿意接受你們的投標(biāo)。n If the conditions of your bid turn out to be the most suitable， of course well accept your bid.Vocabulary Development （1）商品目錄: catalog； 運(yùn)費(fèi): freigh

26、t；保險(xiǎn)費(fèi): premium； 折扣: discount，allowance；含傭價(jià): price including commission； 零售價(jià):retail price； 批發(fā)價(jià): wholesale price； 現(xiàn)貨價(jià)格: spot price；期貨價(jià)格: forward price； 信用證: （L/C）letter of credit;付款交單: (D/P) document against payment；即期付款交單：document against payment at sight；承兌交單: (D/A) document against acceptance；離岸價(jià)（船

27、上交貨價(jià)）：（FOB）free on board；成本加運(yùn)費(fèi)價(jià)（離岸加運(yùn)費(fèi)價(jià)）： （C&F）cost and freight到岸價(jià)（成本加運(yùn)費(fèi)、保險(xiǎn)費(fèi)價(jià)）： （CIF）cost，insurance and freightVocabulary Development （2）time of delivery：交貨時(shí)間; remittance：匯付;demand draft：票匯; telegraphic transfer：電匯;Advance payment：預(yù)先付款; Shipping documents：裝運(yùn)單據(jù);Counter offer：還盤(pán); Inquiry，enquiry：詢盤(pán)

28、(詢價(jià));Cash settlement：現(xiàn)金結(jié)算; time of validity：有效期限;Irrevocable L/C payable against draft at sight：見(jiàn)票即付的不可撤銷信用證;transferable L/C and divisible L/C：可轉(zhuǎn)讓與可分割的信用證;Extend shipment ：延期裝運(yùn);Partial shipment ：分批裝運(yùn)Effect/make shipment ：裝運(yùn)tenderer ：投標(biāo)者口譯技巧口譯技巧數(shù)字口譯數(shù)字口譯口譯中，數(shù)字的翻譯是一項(xiàng)較難的技巧。英語(yǔ)和漢語(yǔ)在數(shù)字的表達(dá)方式上有所不同，這就更容易造成數(shù)字翻

29、譯的錯(cuò)誤。一、英漢基數(shù)數(shù)字的不同表達(dá)方法。二、提高數(shù)字口譯的準(zhǔn)確性和速度的方法。1.利用阿拉伯?dāng)?shù)字和漢字結(jié)合。2.利用阿拉伯?dāng)?shù)字、小數(shù)點(diǎn)和英文單詞縮寫(xiě)記錄。3.預(yù)制表單，填空記數(shù)。4.不用表格，用腦熟記“關(guān)鍵點(diǎn)”。5.分節(jié)號(hào)記錄法。三、需要注意的幾類數(shù)字翻譯。1.籠統(tǒng)的數(shù)字2.倍數(shù)的翻譯 1）增加倍。 2）翻番。 Interpretation Skills Practice total import and export volume: 進(jìn)出口總額；absorb foreign funds: 吸收外資；handling capacity of Chinese ports: 港口吞吐量；hous

30、eholds with high and medium income: 中高收入家庭；Household savings have exceeded : 居民儲(chǔ)蓄已超過(guò);Supplementary Exercise 1 (E-C)come straight to the point: 開(kāi)門(mén)見(jiàn)山；understand your position: 理解你們的處境；encourage more future business: 促進(jìn)未來(lái)的生意；exchange quota: 兌換定額；Could you give us more favorable terms of payment as a ge

31、sture encouraging more future business.你能給我們提供更優(yōu)惠的付款條件嗎？以便促進(jìn)我們未來(lái)的生意往來(lái)。Supplementary Exercise 1 (E-C)You know，the financial market is fluctuating, and the economic situation is going down. So it is necessary for us to do business on L/C basis so as to get the bankers guarantee.你知道金融市場(chǎng)波動(dòng)很大，經(jīng)濟(jì)形勢(shì)不景氣，所以我們必須以開(kāi)立信用證的方式付款，以便能得到銀行的擔(dān)保。As you just said, the market is fluctuate, and our exchange quota is insufficient. To open