模塊二--商務(wù)談判口譯7頁(yè)

1、模塊二 商務(wù)談判口譯 Learning Objectives1. To have basic understanding of business negotiation.2. To master the strategies of interpreting Business Negotiations.3. To learn Memory and Note-taking Skills. Ability Objectives1. To familiarize students with words and expressions for business negotiations. 2. To e

2、nable students to interpret for fundamental business negotiations. 任務(wù)簡(jiǎn)介（Task Introduction）商務(wù)談判是經(jīng)濟(jì)談判的一種，是指不同利益群體之間，以經(jīng)濟(jì)利益為目的，通過(guò)溝通、協(xié)商、妥協(xié)、合作、策略等各種方式，就雙方的商務(wù)往來(lái)關(guān)系而進(jìn)行的談判。按照商務(wù)談判的地區(qū)范圍來(lái)劃分，商務(wù)談判可分為國(guó)內(nèi)商務(wù)談判和國(guó)際商務(wù)談判。國(guó)內(nèi)商務(wù)談判是國(guó)內(nèi)各種經(jīng)濟(jì)組織及個(gè)人之間所進(jìn)行的有關(guān)商品、勞務(wù)和技術(shù)等的商務(wù)談判。國(guó)際商務(wù)談判是本國(guó)政府及各種經(jīng)濟(jì)組織與外國(guó)政府及各種經(jīng)濟(jì)組織之間所進(jìn)行的商務(wù)談判，是國(guó)際商務(wù)活動(dòng)中不同的利益主體，為了達(dá)成

3、某筆交易，而就交易的各項(xiàng)條件進(jìn)行協(xié)商的過(guò)程。國(guó)際商務(wù)談判是對(duì)外經(jīng)濟(jì)貿(mào)易工作中不可缺少的重要環(huán)節(jié)。商務(wù)談判是集語(yǔ)言、知識(shí)、經(jīng)驗(yàn)、素質(zhì)等為一體的交流活動(dòng)，它注重政策性、技術(shù)性和藝術(shù)性，是口譯從業(yè)人員的用武之地，是口譯能力的全方位展示和對(duì)口譯者的高難度挑戰(zhàn)。一場(chǎng)成功的商務(wù)談判應(yīng)該是：通過(guò)談判不僅使本方的需要得到滿足，也使對(duì)方的需要得到滿足，雙方的友好合作關(guān)系得到進(jìn)一步的發(fā)展和加強(qiáng)，整個(gè)談判是高效率的。本任務(wù)采用“情境學(xué)習(xí)法” 研究“商務(wù)談判”的口譯過(guò)程, 即讓學(xué)生模擬商務(wù)談判的過(guò)程進(jìn)行訓(xùn)練, 使學(xué)生熟悉談判的整個(gè)流程，并訓(xùn)練學(xué)生在談判中應(yīng)具備的良好的心理素質(zhì)。詞匯預(yù)習(xí)(Vocabulary Warm

4、-up) Key Words回傭 return commission現(xiàn)貨 spot goods定金 down payment分期付款 payment by installment現(xiàn)金結(jié)算 cash settlement我方 on our part雙贏戰(zhàn)略 win-win strategy中止合同 terminate the contract提出索賠 lodge a claim經(jīng)營(yíng)范圍 line/scope of business原樣 original sample復(fù)樣 duplicate sample對(duì)等樣品 counter sample參考樣品 reference sample代表性樣品 r

5、epresentative sample注冊(cè)資本 registered capital 信用證結(jié)算 payment by letter of credit(L/C) Useful Expressions 1. Id like to hear your quotation on a C.I. F. Los Angeles basis valid for 90 days, with an inclusion of 5% agents commission in your quotation. 請(qǐng)給我一個(gè)有效期為90天的C.I. F.報(bào)價(jià)，目的港為洛杉磯，報(bào)價(jià)含5%的傭金。2. While we a

6、ppreciate your cooperation, we regret to say that we cant reduce our price any further. 雖然我們感謝貴方的合作，但是很抱歉，我們不能再減價(jià)了。3. We are satisfied with the quality of your samples, so the business depends entirely on your price. 我們對(duì)樣品的質(zhì)量很滿意，因此交易的成敗就取決于你們的價(jià)格了。4. Thank you for your inquiry. Would you tell us what

7、 quantity you require so that we can work out the offer ? 謝謝你詢(xún)價(jià)。為了便于我方提出報(bào)價(jià)，能否請(qǐng)你談?wù)勀惴叫枨髷?shù)量?5. You are the general manager of the company and naturally you are the right man to answer all the questions related to management.你是公司的總經(jīng)理，當(dāng)然你是回答所有這些管理方面問(wèn)題的最佳人選了。6. I would like to put you in charge of this neg

8、otiation. You are an acknowledged expert in the field. You drive hard and always achieve your goals.我想由你來(lái)負(fù)責(zé)這次談判事項(xiàng)。你是這個(gè)領(lǐng)域里公認(rèn)的專(zhuān)家。你很有魅力，而且總是能夠達(dá)到目標(biāo)。7. Could I have your latest catalogues or something that tells me about your company?可以給我一些貴公司最近的商品價(jià)格目錄表或者一些有關(guān)說(shuō)明資料嗎？8. You must attach great importance to t

9、hat question. It is the key to the success of our negotiation.你必須重視那個(gè)問(wèn)題，那是我們談判成功的關(guān)鍵。9. If you are interested, we may consider selecting you as our partner. 如果貴公司感興趣，我們可以考慮選擇你們作為我們的合作伙伴。10. In order to conclude this transaction, we both need to make some concessions. Otherwise we might turn to other

10、suppliers. 為了做成交易，我們雙方都做些讓步吧。不然的話，我們可能轉(zhuǎn)向其他的供應(yīng)商了。11. He blamed his inexperience for the breakdown in the negotiation. 他把談判失敗歸咎于自己經(jīng)驗(yàn)不足。12. The quality of your product is fine, but the package is rather poor. We have to give up this business. 你們的產(chǎn)品質(zhì)量很好，但包裝太差，因此我們只能放棄這個(gè)業(yè)務(wù)。13. After friendly discussion w

11、e have concluded an agreement on our cooperation.經(jīng)過(guò)友好商討，我們就合作已達(dá)成協(xié)議。14. I am glad we are likely to conclude the transaction with you soon. 即將和你方達(dá)成第一筆交易，我很高興。15. The draft contract will be ready for signature this morning.今天上午就可以在草擬合同上簽字了。 情境學(xué)習(xí) （Situated Learning）Sample Negotiation One Price Talk價(jià)格談判（

12、A foreign businessman is not satisfied about the price of the products and he wants a discount.）（ 某外商對(duì)我方出口產(chǎn)品的價(jià)格不滿意，因而向得到一個(gè)折扣。） A: A Foreign Businessman (外商) B: A Chinese Sales Representative(中方銷(xiāo)售代表) A: Unfortunately your price appears to be higher than ever, which will leave us no margin of profit.

13、(很遺憾，你方的價(jià)格比以往都高，我方無(wú)利可圖。)B: 是的，我們知道。但原材料漲價(jià)，我們不得不相應(yīng)地調(diào)整產(chǎn)品的價(jià)格。(Yes , we know. Because of the price hike in raw materials, we were forced to adjust our prices accordingly.)A: Im sorry to say we cant close business at the price. Arent we old friends? We have had a very good business relationship over the

14、past years. I think this transaction would be more promising if you could make an appropriate reduction.(我很抱歉，以這樣的價(jià)格我們無(wú)法成交。我們都是老朋友了吧？過(guò)去的這些年我們的業(yè)務(wù)關(guān)系一直都很好。如果你方能夠適當(dāng)?shù)亟狄唤祪r(jià)的話，我想將更有希望成交。)B: 好吧。鑒于我們過(guò)去多年的合作，我們可以做些考慮，但僅限這批訂貨。 (Well, in view of our good cooperation over the past years, we can take some consider

15、ation, but only for this order.)A: Then how much can you go down? (那你能減多少?)B: 原價(jià)的1%。(1% of the original price.)A: 1%！Your reduction is too modest. What about 4%? (1%！您的降價(jià)幅度太小了。4%怎么樣?)B: 哇，恐怕您給的價(jià)格太低了。我頂多降2%。況且我們的價(jià)格和國(guó)際市場(chǎng)上同類(lèi)商品的價(jià)格相比一直是偏低的。 (Oh, Im afraid the price you gave is too low. The best I can do

16、is 2%. Anyway, compared with the prices of similar products in the international market, our price has always been on the low side0A: You say 2%，I say 4%. How about splitting the difference and meeting each other half way? Lets settle at 3%. (您說(shuō) 2% ，我說(shuō) 4%，我們來(lái)折中一下，雙方各讓一半怎么樣？就降3%吧。)B: 不行，恐怕我還是不能接受。(No

17、. Im afraid it is still not acceptable.)A: How about 2.5%, then? If you cant satisfy our requirement for reducing the price, we have to cancel the order. (2.5%怎么樣? 如果你方不能滿足我方降價(jià)要求，我方不得不取消訂單。)B: 嗯我非常感謝您在這筆生意中的努力和誠(chéng)意。為表示我們的合作，我們接受您的遞價(jià)。(Hm I appreciate your efforts and sincerity in this transaction. As a

18、 token of our cooperation, we accept your bid.)A: Thank you. Lets call it deal.( 謝謝。那么成交了。)B: 嗯，價(jià)格很有競(jìng)爭(zhēng)力，我們雙方受益。(Well, the price is competitive and benefits both of us.)A: We couldnt agree it more. (我們非常贊同。)B: 為我們的美好未來(lái)而祝福！(Best wishes for our future.) Sample Negotiation Two 商業(yè)合作談判（Business Cooperatio

19、n Negotiation）【(在一個(gè)商務(wù)宴會(huì)上，一家計(jì)算機(jī)制造商的代表Mark Davidson和一家大型IT企業(yè)的采購(gòu)部經(jīng)理 Vicki Carmichael在討論一個(gè)商業(yè)建議。)】Mark: 你好，Carmichael女士。請(qǐng)坐。來(lái)杯雞尾酒嗎？ （Hello, Ms Carmichael. Please sit down. Would you like a cocktail?）Vicki: 我要一杯干馬提尼酒，謝謝。你可以叫我Vanessa。我可以叫你 Mark嗎？ （A dry martini, please. You can call me Vanessa. May I call y

20、ou Mark?）Mark: 當(dāng)然。Vanessa，如果你不介意的話，我想在宴會(huì)開(kāi)始前和你討論一下我們的合作事宜。就像我在建議書(shū)的大綱中所提到的那樣，我們新的一系列制圖工作站正是你們所需要的。事實(shí)上，它們比你們所要求的更便宜，更先進(jìn)。 (Of course. Now, if you don't mind, Vanessa, I'd like to discuss some business before dinner. As the executive summary in my proposal shows, I think our new line of graphics

21、workstations are exactly what you need. In fact, they're less expensive and more powerful than your stated requirements.) Vicki: 這個(gè)沒(méi)有問(wèn)題，Mark。但我對(duì)你在目標(biāo)一欄中所說(shuō)的使用一套新的操作系統(tǒng)不太理解。你所說(shuō)的也就意味著我們需要使用新的軟件和進(jìn)行人員再培訓(xùn)。(No problem with that, Mark, but I question your objective of using a new operating system. That me

22、ans new software and retraining. ) Mark: 你們現(xiàn)有的大多數(shù)軟件都可以在我們的系統(tǒng)上使用。新的軟件充分利用了我們的硬件和操作系統(tǒng)組合，可以為你們的用戶提供提高工作效率所需的工具。 (Most of your existing software will work on the new system. The new software takes full advantage of our hardware and operating system combination, and will give your users the tools they ne

23、ed to increase productivity.)Vicki: 我非常喜歡你提出的分三個(gè)階段實(shí)行的方法。這對(duì)于減輕對(duì)我們用戶的沖擊很重要。根據(jù)你們的設(shè)想，用戶在幾年后會(huì)需要更有效的工具，所以我們需要擁有很大的擴(kuò)展力。我們的軟硬件資本開(kāi)支在過(guò)去的五年中迅速增長(zhǎng)，所以我們的CEO要求我們控制我們的開(kāi)銷(xiāo)。(I do like your proposed methodology of implementing in three phases. That's important for easing the impact to our users. Now, based on the a

24、ssumption that they will need more power again in a few years, I need lots of expansion capability. Our capital expenditures on hardware and software have mushroomed over the last 5 years, and my CEO wants me to rein in our costs. ) Mark: 用我們的產(chǎn)品，你們可以在將來(lái)以低成本進(jìn)行升級(jí)，以滿足你們的需求。我們的硬件非?？煽?，而且，在三年內(nèi)我們還提供24小時(shí)的上門(mén)

25、服務(wù)。我們對(duì)經(jīng)濟(jì)增長(zhǎng)影響的研究顯示五年內(nèi)的資金流動(dòng)支出將是35%，低于市場(chǎng)上其他的高級(jí)終端工作站的花費(fèi)。 (You'll be able to upgrade at relatively low cost to cover all your needs for the foreseeable future. Our hardware is very reliable, and the service contract gives you 24-hour on-location service for a full 3 years. Our growth impact studies s

26、how that cash flow expenditures over a 5-year period should be 35% less than other high-end workstations on the market.)Vicki: 聽(tīng)起來(lái)很不錯(cuò)，Mark?？磥?lái)我們可以合作。干杯！ (Thats music to my ears, Mark. Looks like we can do business together. Cheers!)實(shí)戰(zhàn)演練（Practical Task）. Sentence Interpreting .1. 我們是否能保證有充足的時(shí)間來(lái)談判？(Is

27、there any way of ensuring well have enough time for our talks?)2. 好的，我們會(huì)注意這一點(diǎn)。價(jià)格也會(huì)因數(shù)量而有所不同，貴公司預(yù)計(jì)在第一年銷(xiāo)售多少數(shù)量呢？(Yes, we take note of your comment. Prices depend also on volume. How much quantity do you forecast to sell in the first year?)3. 如果價(jià)格合適，我們準(zhǔn)備訂一大批貨。請(qǐng)報(bào)現(xiàn)貨。(We would be prepared to place a large o

28、rder if the price is right. We would ask you to supply us from stock.)4. 我們想了解一下你們?cè)谶@方面的供貨能力以及付款方式、裝運(yùn)、折扣等銷(xiāo)售條件。(Wed like to know what you can offer in this trade as well as your sales terms, such as modes of payment, delivery, discount, etc.)5. 我們認(rèn)為質(zhì)量是一個(gè)企業(yè)的靈魂。(. We believe that the quality is the soul

29、 of an enterprise.)6. We are one of the largest importers of Electric Goods in this city. We see that your firm specializes in Electric Industrial Goods, and we are willing to explore the possibilities of developing trade with you. We are willing to enter into business relationship with your company

30、 on the basis of equality and mutual benefit and we wish to establish business relationship with you.( 我們是此地最大的電器進(jìn)口商之一。得知貴公司專(zhuān)門(mén)經(jīng)營(yíng)電器工業(yè)品，我們想和你們探討一下發(fā)展貿(mào)易的可能性。我們?cè)冈谄降然ダ幕A(chǔ)上與貴公司建立業(yè)務(wù)關(guān)系。)7. This offer is based on an expanding market and is competitive. I'm afraid I don't find your price competitive at

31、 all. We can't accept your offer unless the price is reduced by 5%. (報(bào)盤(pán)應(yīng)該著眼于擴(kuò)大銷(xiāo)路而且很有競(jìng)爭(zhēng)性。我看你們的報(bào)價(jià)毫無(wú)任何競(jìng)爭(zhēng)性。除非你們減價(jià)5%，否則我們無(wú)法接受報(bào)盤(pán)。)8. Wed have to compare notes on what weve discussed during the day. (我們想用點(diǎn)時(shí)間來(lái)研究討論一下白天談判的情況。)9. This product is now in great demand and we have on hand many enquiries from o

32、ther countries. (這種產(chǎn)品現(xiàn)在需求量很大，我們手頭上來(lái)自其他國(guó)家的很多詢(xún)盤(pán)。)10. I am glad we have bought this transaction to a successful conclusion.(我很高興我們已成功地達(dá)成了交易。). Conversation interpreting 金： 歡迎到我們公司來(lái)。我叫金哲夫，負(fù)責(zé)出口部。這是我的名片。（Welcome to our company. My name is Jeff Kim. Im in charge of the export department. Let me give you my

33、 business card.）史密斯：這是我的名片。（Ill give you mine too.）金： 你的航行順利嗎？（How was your flight?）史密斯：還行，不過(guò)我有點(diǎn)累。（Not bad, but Im little tired.）金： 這是你的日程安排。開(kāi)完會(huì)后，我們?nèi)⒂^工廠，再跟生產(chǎn)部經(jīng)理開(kāi)個(gè)會(huì)。晚上你將和我們主任共進(jìn)晚餐。（Heres your schedule. After this meeting, we will visit the factory and have another meeting with the production manager.

34、 And youll be having dinner with our director.）史密斯：你能安排我跟你們老板開(kāi)個(gè)會(huì)嗎？（Could you arrange a meeting with your boss?）金： 當(dāng)然可以，我會(huì)安排在明天早上10點(diǎn)鐘。（Of course, Ive arranged it at 10 oclock tomorrow morning.）史密斯：那我們開(kāi)始談?wù)掳伞＃╓ell, shall we get down to business?）金： 行，你有沒(méi)有收到我們上周寄給你的樣品？（Sure, did you receive the sample

35、we sent last week?）史密斯：收到了，我們已進(jìn)行了評(píng)估。如果價(jià)格合適，我們現(xiàn)在就想訂貨。（Yes, we finished the evaluation of it. If the price is acceptable we would like to order now.）金： 聽(tīng)到這個(gè)我真高興。（Im very glad to hear that.）史密斯：這種貨你們最低價(jià)是多少？（Whats your best price for that item?）金： 單價(jià)是12.50美元。（The unit price is $12.50.）史密斯：我覺(jué)得這個(gè)價(jià)貴了點(diǎn)，你能不能

36、減一點(diǎn)？（I think the price is a little high, cant you reduce it?）金： 恐怕不行，12.50美元是我們的底價(jià)。如果你訂貨超過(guò)10,000件，我們可以減到12.00美元。（Im afraid we cant. $12.50 is our rock bottom price. If you purchase more than 10,000 units we can reduce it to $12.00.）史密斯：行，我接受這個(gè)價(jià)格，第一批訂10,000件。（Well, Ill accept the price and place an initial order of 10,000 units.）金： 太好了。史密斯先生，跟你做生意真是我的榮幸。（Very good. Its been a pleasure to do business with you, Mr. Smith.）史密斯：是我們的榮幸才對(duì)。你們能在3月31號(hào)前發(fā)貨嗎？（Th