世紀(jì)商務(wù)英語談判口語整套教學(xué)教程電子講義教案

MakingBusinessInvestigationTask1Leading-inQuestionsPartIDrills&ExpressionsPartIITypicalDialoguesPartIIIRolesSimulationPartIVLeading-inQuestionsPartIQ1Whatismarketresearch?Whyisitimportanttomakemarketresearchbeforeyounegotiatewithanewcustomer?Marketresearchisactuallyananalysisofaspecificmarketforaparticularproduct.Itisthestudyofallprocessesinvolvedingettinggoodsfromtheproducertocustomers.Beforedecidingtostartabusiness,oneneedstodevelopsoundbusinessideasandperformadequatemarketresearch,engageinnecessaryfinancialplanning,anddecideontheformofthebusiness.Successfulmarketresearchcanhelpyoufindoutthemarketsituationandmarketvalueofaparticularproductorservice.Leading-inQuestionsPartIQ2Howtocarryoutmarketresearch?Whatissuesdoyouneedtoconsiderwhenyouareperformingmarketresearch?Therearevarioustechniquessuchasquestionnairedesign,samplingproceduresanddataanalysis.Differenttechniquefunctionsdifferently.Youshouldthinkofmarketresearchinthecontextofmakingabusinessdecisionandgoontoexaminewhatobjectivescanbemetbydoingmarketresearchandtheexpectedpayoffs.Leading-inQuestionsPartIQ3Whatarethemaincontentsofcreditinvestigations?Throughwhatchannelscanweobtainthenecessaryinformation?Usually,creditinvestigationsincludethreeCs,i.e.capital(financialcondition),capacity(businessactivity),andcharacter(honestyintegrity,therecordofhonoringordishonoringcontractsandotherobligations).Therelatedcreditinformationismainlyobtainedfrombank,organizationsforcreditinquiriesorotherorganizations.Leading-inQuestionsPartIQ4Whatistheimportanceofknowingrelatedbusinessculturesorcustomsbeforenegotiating?Globalizationhaschangedthewaytheworlddoesbusiness.TheGlobalizationofeconomieshascreatedaconfluenceofcultureswhenitcomestobusinesspractices.Therearesomecasesinwhichculturaldifferenceshaveledtomisunderstandingsinbusiness.Somepeopleoftenfailedinbusinessnegotiationbecauseofthelackofculturalknowledge.Soknowingrelatedbusinessculturesorcustomsbeforenegotiatingisoneofthekeyissuesforsuccessfulnegotiation.Drills&ExpressionsPartIIDrill1A: Iwentoverthesalesfiguresinthemarketresearch.Itseemsthere’sonlyoneconclusion...B: What’sthat?A: Itseemsthismarketissensitivetoprice.B: So,weshouldstartatalowintroductoryprice?A: Ithinkthatwouldbeagoodidea.Priceisanimportantvariableinourmarket,sowecanuseittobuildourcustomerbase.Wecanbringthepriceupafterourcustomerbaseisconsolidated.Notes:“wentover”這里指“通讀，瀏覽”；“marketresearch”這里可以翻譯為“市場調(diào)查”，與之意思大致相同的表達(dá)還有“marketsurvey”；“introductoryprice”可譯作“推廣價”；“variable”這里用作名詞，意為“變量”。翻譯PartIIDrills&ExpressionsA: 我看過市場調(diào)查報告中的銷售數(shù)字了。看起來結(jié)論似乎只有一個。B: 是什么呢？A: 市場似乎對價格很敏感。B: 那我們開始時是不是要定一個比較低的市場推廣價呢？A: 我想這個主意不錯。價格在我們的市場上是一個重要的變量，所以我們可以利用價格建立我們的顧客基礎(chǔ)。我們可以在顧客基礎(chǔ)穩(wěn)固之后再把價格提高。Drills&ExpressionsPartIIDrill2A: FromwhatI’veread,thetrendofeatingoutinsteadofathomecontinuestoincreaseeveryyear.B: You’reright.Thatbusinesswouldprobablybeamoneymakerifyou’reintherightlocation.A: Doyoureallythinkso?B: Yes.Haveyoudoneanyresearchonlocationorwhichkindoffastfoodismorepopular?A: Ihavedonesome,butIneedmoreinformationbeforeImakeafinaldecision.B: Thereareprofessionalsyoucangotoforhelp.Notes:“moneymaker”這里指掙錢的工具或途徑，可以翻譯為“搖錢樹”或“印鈔機”之類的表達(dá)；“professionals”這里指“專業(yè)人員”，所以“gotoprofessionalsforhelp”意思是“向?qū)I(yè)人員求助”翻譯PartIIDrills&ExpressionsA: 根據(jù)我得到的消息，不在家里吃飯而是外出就餐的趨勢每年都在增長。B: 說得對。如果您選到適當(dāng)?shù)牡攸c，這門生意可能會掙大錢的。A: 您真的這么認(rèn)為嗎？B: 是的。您對地點或者哪種快餐最受歡迎做過調(diào)查沒有？A: 我初步調(diào)查了一下，但我需要更多的信息才能做最后決定。B: 您可以求助專業(yè)人員。Drills&ExpressionsPartIIDrill3A: Areyouusinganyproductsofthiscompanyatpresent?B: Yes,Iamusingtheirlaptop.A: Good.Thenwhatdoyouthinkabouttheirproducts?B: Well,generallyspeaking,it’snotbad.A: Wouldyoupleasebemorespecific?B: Thecolourandthedesignaregood.ButIthinkthereisstillroomforimprovementinperformance.Notes:“l(fā)aptop”指“手提電腦”，又稱“便攜式電腦”或“膝上電腦”。這個詞主要見于英式英語中，而美國人則常用notebook；“bemorespecific”指“（說得）更具體一些”。翻譯PartIIDrills&ExpressionsA: 您現(xiàn)在使用該公司的產(chǎn)品嗎？B: 是的，我在用他們的手提電腦。A: 太好了！那您對他們的產(chǎn)品有什么意見嗎？B: 總體來說，還不錯。A: 您可否說得具體一點？B: 顏色和設(shè)計都不錯，但是我認(rèn)為性能上還有改進(jìn)的空間。Drills&ExpressionsPartIIDrill4A: Wejustknowlittleaboutyourcompany.Doyoumindtellingusyourregularbanksothatwecouldgetacquaintedwithyourcompany?B: Noproblem.OurregularbankisBankofCanada.Youwon’tmeetanydifficultyinobtainingtheinformationyouinquirefor.A: Reallygladtohearthat,andthatwillexpediteourfuturetrade.B: Er.Inreturn,canyoufurnishuswithyourreferencebank?A: Yes,ofcourse.OurreferencebankisBankofChina,GuangzhouBranch.Wefeelsurethatthebankwillsupplyyouwithanyinformationyouneed.B: Thanks.Hopeeverythinggoeswellasourexpectations.A: Itwillbe.Wewishtocooperatewithyouassoonaspossible.Notes:“knowlittle”這里表示否定的意思，意為“知之甚少”;“regularbank”這里可以翻譯為“往來銀行”，與之意思大致相同的表達(dá)還有“referencebank”（譯為“參考銀行”），兩者都是指業(yè)務(wù)往來較多、可提供相關(guān)資料的銀行；“getacquaintedwithsb.”表示“了解或熟悉某人”；“inreturn”這里指“作為交換”；“furnishsb.with...”表示“向某人提供……”,用法與“supplysb.with...”相同。翻譯PartIIDrills&ExpressionsA: 只是我們對貴公司知之甚少。不知您是否介意把你們的往來銀行告訴我方，以便我方能更多地了解貴公司呢？B: 沒問題。我們的往來銀行是加拿大銀行。相信你們一定會很順利地得到您們所咨詢的信息。A: 很高興聽到這個消息。這將加快我們將來的貿(mào)易進(jìn)程。B: 呃，作為交換，貴方能否也向我方提供你們的往來銀行信息呢？A: 當(dāng)然可以。我們的往來銀行是中國銀行廣州分行。相信該銀行一定會向你方提供你們所需要的任何消息的。B: 謝謝。希望一切能如我們所愿。A: 會的。但愿我方能盡快與你們合作。Drills&ExpressionsPartIIDrill5A: CouldyoupleasetellmesomethingaboutABCcompany？Wearegoingtonegotiatewiththemaboutanexportcontract.B: Asfarasweknow,theexecutivesofthecompanyareveryinexperiencedinthebusiness.A: Really?B: Yes.SoIadviseyoutobecautiousindealingwiththem.A: Asthisisthecase,Ithinkitisadvisableforustorefrainfromhavingrelationswiththatcompany.B: Whattodoisuptoyou.A: Ofcourse.Thankyou,anyway.Notes:“Asfarasweknow”和“Asthisisthecase”可分別譯為“據(jù)我們所知”和“既然情況是這樣”，這兩個表達(dá)在談判口語中用得很多，往往用來引出一個自己將要陳述的事實和將要做出的決定;“executives”是指“管理人員”；“refrainfromdoingsth.”是個固定表達(dá)，指“避免做某事”。翻譯PartIIDrills&ExpressionsA: 我們將要和ABC公司就一宗出口合同進(jìn)行磋商。能否請您跟我說說該公司的情況呢？B: 據(jù)我們所知，這家公司的管理人員在業(yè)務(wù)經(jīng)驗方面非常缺乏。A: 真的？B: 是的。所以我建議你們在跟他們做生意時要非常謹(jǐn)慎。A: 既然情況如此，我認(rèn)為避免和那家公司往來還是明智的。B: 你們自己看著辦吧。A: 那當(dāng)然了。不管怎么說，謝謝您了。Drills&ExpressionsPartIIDrill6A: OurbosswasangrywithJasoninthemeeting,youknow,theKoreansalesrepresentative.B: Whywasthat?Whathappened?A: WhenourbossaskedhimwhetherArticleNo.F15soldwellinthenortheastmarket,Jasonsaid“yes”.Asamatteroffact,ourbossknewthatthisproductwasnotatallcompetitive.B: Whatanembarrassingcase!Youknow,whenaKoreansays“yes”,hesimplymeans“Iunderstandyourquestions”.A: Ohyeah?B: IthinkyourbossshouldlearnsomerelatedKoreanculturebeforeattendingthemeeting.A: Yes,Iagreewithyou.Notes:“competitive”是指“(價格、品質(zhì)等)經(jīng)得起競爭，有競爭力”的意思，所以“wasnotatallcompetitive”指在市場上一點競爭力都沒有；“embarrassing”指“尷尬的，令人困窘為難的”。翻譯PartIIDrills&ExpressionsA: 我們老板在會上對杰森發(fā)脾氣了。你知道的，就是那個韓國銷售代表。B: 為什么？怎么回事？A: 當(dāng)我們老板問杰森F15號產(chǎn)品在東北市場是否暢銷時，他說“是的”。事實上，我們老板已經(jīng)知道，這款產(chǎn)品一點競爭力都沒有。B: 這真是個讓人尷尬的情形。要知道，當(dāng)韓國人說“是的”的時候，他的意思是“我明白你的問題了”。A: 哦，是嗎?B: 我覺得你們老板應(yīng)該在開會前先了解一下相關(guān)的韓國文化。A: 是的。我同意你的觀點。Drills&ExpressionsPartIIDrill7A: WhatgiftsshouldItaketothehostwhenIgotodinnerathishouse?B: Butit’sunnecessarytodothat.A: Why?Wecouldn’tgotothereempty-handed,couldwe?Iwouldn’tfeelright.B: Perhapsthat’syourChinesecustom.Well,ifyoureallywanttogivethehostapresent,whynotgivesomethingChinese?A: That’sagoodidea.Notes:“feelright”在這里的意思是“覺得自在”，所以這一句可以翻譯為“我會覺得不好意思”；“Chinese”指“中國特有的，有中國特色的”翻譯PartIIDrills&ExpressionsA: 我到別人家里去赴宴應(yīng)該帶些什么禮物給主人呢？B: 不過，沒有必要送什么禮物呀。A: 為什么，我們總不能空著手去吧？那多不好意思。B: 也許這是你們中國人的習(xí)慣。如果你真的想給主人一件禮品，干嘛不給他帶點中國的東西？A: 這個主意不錯。Drills&ExpressionsPartIIDrill8A: IthoughtatfirstthattheAmericanandtheBritisharealmostalike.AndIalsotrustedaBritishgentlemanIgotalongwellwithonthetelephoneuntil...B: Untilwhen?A: UntilItraveledtoLondontomeetface-to-facewithhimtosignacontract.Therewassomethingthatdidn’tseemright.B: Whathappenedthen?A: ThroughoutthepresentationnoneoftheBritish,noteventhemanIhaddevelopedaphonerelationshipwith,wouldlookatusintheeye.Itwasliketheywerehidingsomething.B: Youhavetounderstandthis,myfriend.WhereasAmericansbelievethatlookingatsomeonedirectlyintheeyeduringnegotiationsindicateshonestyandsincerity,theBritishbelievesuchagesturetobeamarkofrudeness.A:Iunderstanditnow.IguessIshouldn’thavetakenitsopersonally.翻譯Drills&ExpressionsPartIIDrill8翻譯Notes:“thought”是“think”的過去時，很多時候用來表達(dá)那些后來被證明是不正確的想法，所以往往翻譯成中文的“原以為”，那么，這里的“Ithoughtatfirst”就可以翻譯為“開始我以為”；“Igotalongwellwithonthetelephone”這里作定語修飾“aBritishgentleman”，整句可譯為“一個我通過電話建立了良好關(guān)系的英國人”；在一個復(fù)合句中，如果“whereas”放在主句句首，就有“然而，反之”之意，如果放在從句句首則可以理解為“在……的時候(從句)，……卻會(主句)”，所以本操練中的這句話應(yīng)譯為“在美國人認(rèn)為……的時候，英國人卻覺得……”；最后一個詞“personally”原意為“親自地、個人地”，在這里可譯為“主觀地、自以為是地”。PartIIDrills&ExpressionsA: 開始我以為美國人和英國人都是差不多的，而且我還曾經(jīng)很信任一個我通過電話建立了良好關(guān)系的英國人，直到……B: 到什么時候覺得不對了呢?A: 直到我去倫敦與他面對面簽合同的時候?？偤孟裼悬c什么不對勁。B: 出什么事了？A: 在整個陳述的過程中，所有英國人，甚至包括那個我通過電話建立了良好關(guān)系的英國人，都不愿意直視我們的眼睛?？雌饋砗孟袼麄冊陔[瞞著什么。B: 你必須明白這一點，我的朋友。美國人認(rèn)為談判時直視對方的眼睛是表示誠實、真摯，而英國人卻把這種行為視為粗魯。A: 現(xiàn)在我明白了。我想在這件事上我是不應(yīng)該這么自以為是的。Drills&ExpressionsPartIIEnglishforChineseTypicalBusinessExpressions1. 貴國的市場狀況如何？ Howisthemarketsituationinyourcountry?2. 您認(rèn)為我們的產(chǎn)品在國際市場上有足夠的競爭力嗎？ Doyouthinkourproductsarecompetitiveenoughinaninternationalmarket?Drills&ExpressionsPartIIEnglishforChineseTypicalBusinessExpressions3. 你們有海外工廠嗎？ Doyouhaveoverseasplantsaswell?4. 我們最新型號的產(chǎn)品銷售情況如何？ Howhasourlatestmodelbeenaccepted?Drills&ExpressionsPartIIEnglishforChineseTypicalBusinessExpressions5. 這家公司有口皆碑，很可靠。 Thiscompanyiswell-establishedandreliable.6. 據(jù)我們所知，他們非?？煽?，但對其真實的財務(wù)情況我們不甚了解。 Asfarasweknow,theyaresoundenough,butwehavenocertainknowledgeoftheirtruefinancialposition.Drills&ExpressionsPartIIEnglishforChineseTypicalBusinessExpressions7. 該被調(diào)查公司在商界享有很高的聲望，他們總能很及時地履行其義務(wù)。 Thefirmunderinquiryenjoysahighreputationinthebusinesscirclesfortheirpunctualityinfulfillingobligations.8. 他們被定為A1級公司。你們可放心地與之交易，沒有什么風(fēng)險。 TheyareratedasA1company.Youcandealfreelywithlittlerisk.Drills&ExpressionsPartIIEnglishforChineseTypicalBusinessExpressions9. 很抱歉，我無意中犯忌了。在我國，人們經(jīng)常問這樣的問題。 IamverysorryIhaveunconsciouslyviolatedthetaboo.Inmyculture,peopleasksuchquestionsallthetime.10.有時我們需要時間適應(yīng)文化上的差異以便順利地達(dá)成交易。 Sometimesweneedtimetobridgetheculturalgapsothatwecanconcludetransactionssmoothly.TypicalDialoguesPartIII1.(Davidisdoingamarketresearchforanewbusiness.)D: Excuseme.I’mdoingamarketsurveyforanewbusiness.I’dliketoaskyouafewquestionsifyoudon’tmind.I: That’sfine,askanyway1.D: Thisbusinesswillbe“fastfood”,sothequestionswillberelatedto2that.I: OK.Goahead.D: Whichofthemajorfastfoodhamburgersdoyouprefer?I: IlikeBurgerKing.Ithinkyougetmoreforyourmoney3.D: Whichsoftdrink4doyouprefer,CocaColaorPepsiproducts?I: I’dratherhaveaPepsi.翻譯TypicalDialoguesPartIII1.(Davidisdoingamarketresearchforanewbusiness)D: Wouldthatpreferencebeadecidingfactorinwhichplaceyouchoose?5I: Notusually.D: Areyouconcernedaboutthefatcontentofthefood?I: I’mnot,butIknowmysisteris.D: Doyouknowwhy?I: I’mnotsure.Maybeitisbecausesheisalady.D: Thankyouforyourcooperation.I: Youarewelcome.翻譯TypicalDialoguesPartIIINotes1．“askanyway”這里的意思是“怎么問都行”，所以可譯為“隨便問”。2．“berelatedto”意為“與……有關(guān)的”。3．此句意為“(在漢堡王這個地方，)你的錢可以買到更多的東西”，也就是說這里的東西更便宜。4．“softdrink”可直譯為“軟飲料”，指不含酒精的飲料。5．整句意思是:這個偏愛是不是您選擇餐館的決定性因素呢？PartIIITypicalDialoguesD: 打擾一下，我在為一家新店做市場調(diào)查，要是您不介意的話，我想問您幾個問題。I: 好，隨便問。D: 這家店將搞“快餐”，所以問題都與快餐有關(guān)。I: 行，問吧。D: 在主要的快餐漢堡店中，您最喜歡哪一家？I: 我喜歡漢堡王，因為在那買漢堡更劃算。D: 您最喜歡哪一種軟飲料，可口可樂還是百事可樂？I: 我愛喝百事可樂。PartIIITypicalDialoguesD: 這個偏愛是不是您選擇餐館的決定性因素呢？I: 一般不是。D: 您在不在乎食物里的脂肪含量呢？I: 我倒不在乎，但我知道我姐姐很在乎。D: 您知道這是為什么嗎？I: 我不太確定?？赡苁且驗樗莻€女士吧。D: 謝謝您合作！I: 不客氣。TypicalDialoguesPartIII2.(HismakingaCreditInvestigationwiththehelpofC,aclerkfromBankofChina,ShanghaiBranch.)C: Goodmorning,thisisConsultantDepartmentofBankofChina,ShanghaiBranch.WhatcanIdoforyou?H: Well,wehavegotanewpartnerinabigtransaction,andplannedtosignacontractattheendofthismonth.SoI’dliketoknowmoreaboutthatcompany.C: Youmeanyouwantustomakeastatusinquiry1?H: Yes,Iwanttogetthecreditinformationaboutourcooperativepartner.C: OK.I’llseewhatIcandoforyou.H: Willmakingacreditinvestigationbedifficult？C: No，it’snotcomplicated2.Theonlythingforyoutodoisfilloutaformandsignit.H: Andthen?3C: ThenwewillsendittoourbranchofficeoragentinCanadabythefastestway.Theywilldoasyourrequest,thensendthereportback.Ofcourseitisdoneinaconfidential4way,andwehopeyouwillkeepitconfidential.H: Yes,ofcoursewewill.Well,whatabouttheservicefee?C: Forourlong-termclientswechargeonlydirectfeesliketelephoneorfaxfee.H: Thankyou.翻譯TypicalDialoguesPartIII2.(HismakingaCreditInvestigationwiththehelpofC,aclerkfromBankofChina,ShanghaiBranch)(aweeklater)H: Hello,C.DoyouhavethestatusreportaboutImperialTradingCo.?C: Yes.Wehavejustcompletedourinquiriesconcerning5thefirmmentionedinyourtrustform6.H: Anytroubles?C: No,thisisafavorablereply.It’saprivatefirmandenjoysgoodreputationinitsarea.Asthecreditreportshows,it’salwayspunctualtomeetitscommitments7.Itseemstobesafetodobusinesswiththem.H: Great.Nowwecannegotiatewiththemwithassurance.C: Besides,accordingtothereport,thetechniqueofthiscompanyisamongthebestintheworld.Wehavenodoubtabouttheirtechnique.H: Thankyouforyourinformation.翻譯TypicalDialoguesPartIIINotes1. “statusinquiry”這里可以譯為“信用狀況咨詢”。與之意思大致相同的表達(dá)還有“creditinvestigation”，譯作“資信調(diào)查”。2. “complicated”是指程序上的復(fù)雜或難以理解，而“difficult”是指完成的難度。3. “Andthen?”可譯為“然后呢？”。這個表達(dá)在口語中往往用來引導(dǎo)跟進(jìn)性的問題。4. “confidential”意思是“秘密的，保密的”。5. “concerning”這里用作介詞，意為“關(guān)于，有關(guān)”。6.

“trustform”這里可譯為“委托表”。7. “meetitscommitments”這里可理解為“信守承諾，履行諾言”。PartIIITypicalDialoguesC: 早上好，這里是中行上海分行咨詢部。有事嗎？H: 是這樣的，我們與一個新的貿(mào)易伙伴要做一筆大買賣，并計劃在月底簽約，因此我想更多地了解一下這家公司。C: 您的意思是讓我們?yōu)槟鰝€資信調(diào)查？H: 是的，我想知道合作伙伴的信譽情況。C: 好吧，我來看看能為您做些什么。H: 做資信調(diào)查很難嗎？C: 不，這并不復(fù)雜。您唯一要做的就是填張表并簽上自己的名字。H: 然后呢？C: 然后我們將以最快的速度將表格傳給加拿大的辦事處或代理，他們將依據(jù)您的要求辦理，然后將報告返還。當(dāng)然這會是在保密狀態(tài)下進(jìn)行的，還希望你們可以保密。H: 我們當(dāng)然會保密的。那么要付多少手續(xù)費呢？C: 對長期客戶，我們只收取電話、傳真等直接費用。H: 謝謝!PartIIITypicalDialogues（一個星期以后）H: 您好，陳先生。有關(guān)于帝國貿(mào)易公司的資信報告了嗎？C: 有。我們剛剛完成你們委托表中所提到公司的資信調(diào)查。H: 有什么麻煩嗎？C: 沒有，結(jié)果很有利。這是一家私人企業(yè)，在其所在地區(qū)享有良好的聲譽。資信報告顯示，他們總是能及時履行義務(wù)?？磥砗退麄冏錾鈶?yīng)該是安全的。H: 太好了！現(xiàn)在我們可以放心地和他們洽談了。C: 另外，據(jù)調(diào)查，這家公司的技術(shù)水平是世界一流的。我們并不懷疑該公司的技術(shù)水平。H: 謝謝您提供的信息。RolesSimulationPartIVSituationalInformation:Mr.ParkerworksasamanageroftheSalesDepartmentforAAALightIndustryImportandExportCorporationinAmerica.Rightnowthecorporationisexpandingitsimporttrade.Phimselfisfirmlybehindtheidea.HebelievesthatthefutureoftheircorporationdependslargelyuponitsdevelopingtradewiththeThirdWorld,especially,China.Asamatteroffact,heisplanninganegotiationwithGuangzhouForeignTradeDevelopmentCompany(GFTD)aboutanimportcontractofman’sshirts.Beforenegotiating,hewouldliketodosomemarketresearchinAmericaandmakeacreditinvestigationaboutGFTDthroughBankofChina,GuangzhouBranch.翻譯PartIVRolesSimulation帕克先生是美國AAA輕工進(jìn)出口公司的銷售經(jīng)理。目前該公司正在拓展其進(jìn)口貿(mào)易。帕克先生本人很支持這樣做。他認(rèn)為公司的前途在很大程度上取決于發(fā)展與第三世界尤其是與中國的貿(mào)易往來。事實上，他正在籌劃著一次與廣州對外貿(mào)易發(fā)展公司(GFTD)就進(jìn)口男士襯衣合同的磋商。不過在正式磋商前，他想先在美國做一個市場調(diào)查，并且還打算通過中國銀行廣州分行對GFTD的資信情況做一個調(diào)查。RolesSimulationPartIVRolePlay1.SupposeyouareMr.Parker.YouaregoingtodosomemarketresearchinAmerica.TrytocompletethefollowingdialoguewithsomeofthedrillsandexpressionsinpartIIandIII.TheChineseexpressionsinthebracketsareforyourreferenceonly.P-Mr.ParkerI-IntervieweeP: Excuseme.(我正在做一個市場調(diào)查).Doyoumindmyaskingyousomequestions?I: No,Idon’tmind.Askanyway.P:（調(diào)查是關(guān)于男士襯衣的）,sothequestionswillbeaboutthat.I: OK.Noproblem.P: (在主要的男士襯衣牌子里，您最喜歡哪一個？)I: Idon’tcareofthebrand.WhatIcareisthemaximumcomfortofcloths.P: (您最喜歡哪一種材料)，cottonorsilkorfiber(纖維)?I: I’dratherhavecotton.P: (這個偏愛是不是您選擇襯衣的決定性因素呢？)I: Almost.P: (您在不在乎產(chǎn)品的價格或者原產(chǎn)地(origin)呢？)翻譯RolesSimulationPartIVRolePlay1.SupposeyouareMr.Parker.YouaregoingtodosomemarketresearchinAmerica.TrytocompletethefollowingdialoguewithsomeofthedrillsandexpressionsinpartIIandIII.TheChineseexpressionsinthebracketsareforyourreferenceonly.P-Mr.ParkerI-IntervieweeI: Abouttheprice,yes.Youknow,everybodywantstogetmoreforhismoney.Astotheorigin,Idon’tthinkitmatters.P: Doyoumind“madeinChina”?I: Ofcoursenot.Youknow,Chinaisfamousforitstextiles.P: (謝謝合作).I: Youarewelcome.翻譯PartIVRolesSimulationP: Excuseme.(I’mdoingamarketresearch).Doyoumindmyaskingyousomequestions?I: No,Idon’tmind.Askanyway.P: (TheresearchisrelatedtoMen’sshirts),sothequestionswillbeaboutthat.I: OK.Noproblem.P: (Whichofthemajormen’sshirtbrandsdoyouprefer?)I: Idon’tcareofthebrand.WhatIcareisthemaximumcomfortofcloths.P: (Whichmaterialdoyouprefer),cottonorsilkorfiber?I: I’dratherhavecotton.P: (Wouldthatpreferencebeadecidingfactorinwhichshirtyouchoose?)I: Almost.P: (Areyouconcernedaboutthepriceororiginoftheproduct?)PartIVRolesSimulationI: Abouttheprice,yes.Youknow,everybodywantstogetmoreforhismoney.Astotheorigin,Idon’tthinkitmatters.P: Doyoumind“madeinChina”?I: Ofcoursenot.Youknow,Chinaisfamousforitstextiles.P: (Thankyouforyourcooperation).I: Youarewelcome.RolesSimulationPartIVB: Goodmorning,thisisConsultantDepartmentofBankofChina,GuangzhouBranch.AnythingIcandoforyou?P: Yes,weareplanningtonegotiatewithGuangzhouForeignTradeDevelopmentCompany(GFTD)aboutanimportcontractofmen’sshirts.CanyoupleasetellmesomethingaboutGFTD?B: YoumeanyouwantustomakeacreditinvestigationaboutGFTDCompany?P: Yes,Iwanttogetthecreditinformationaboutourcooperativepartner.B: Wecancarryouttheinvestigationforyou.Butwehopeyouwillkeeptheinformationconfidential.P: Yes,ofcoursewewill.B: OK.Nowwouldyoupleasefilloutthisformandsignit?P: Isittheonlythingformetodo?/Isthatall?RolePlay2.SupposeyouareMr.Parker.YouaregoingtomakeacreditinvestigationthroughBankofChina,GuangzhouBranch.Trytoreadaloudandpracticetheunderlinedsentencesinthefollowingdialogue.B-BankClerkP-Mr.ParkerRolesSimulationPartIVB: Yes.Youdon’tneedtodoanythingelseexceptwaitfortheresults.Waitaminuteplease…OK,Ithinkwe’vegotthecreditreportnow.P: Anytroubles?/Anyproblem?/Anythingwrong?B: No,thisisafavorablereply.ThecompanyenjoysagoodreputationinChina.Asthecreditreportshows,thiscompanyiswell-establishedandreliable.It’salwayspunctualtomeetitscommitments.P: Great.Itseemstobesafetodobusinesswiththem.Thankyouforyourinformation.B: Youarewelcome.Wishyouasuccessfultransaction.RolePlay2.SupposeyouareMr.Parker.YouaregoingtomakeacreditinvestigationthroughBankofChina,GuangzhouBranch.Trytoreadaloudandpracticetheunderlinedsentencesinthefollowingdialogue.B-BankClerkP-Mr.ParkerRolesSimulationPartIVP: Ithinkthereissomerelationshipbetweenbusinessandculture.Whatdoyouthink?H: 是的，確實有關(guān)系。我覺得文化差異在商業(yè)上可表現(xiàn)為三個層面。P: Threelevels?Goahead.H: 第一個層面表現(xiàn)在禮節(jié)上；第二個層面表現(xiàn)在行為舉止上；第三個層面則表現(xiàn)在核心道德、信仰以及價值觀(coremorals,beliefsandvalues)上面。P: Great,deep-goinganalysis.H: 有些人習(xí)慣于以自己的文化標(biāo)準(zhǔn)來看待外國文化，因而經(jīng)常犯錯誤。RolePlay3.Mr.ParkeristalkingwithMr.Huang,oneofhisChinesecustomers,abouttheimportanceofculturalknowledgeforbusiness.Supposeyouareaninterpreter.Trytointerpretforthem.P-Mr.ParkerH-Mr.Huang翻譯RolesSimulationPartIVP: Yes.Inmyprofessionalcareer,therearesomecasesinwhichculturaldifferenceshaveledtomisunderstandingsinbusiness.H: 哦，是嗎？請往下說。P: Koreans,forexample,liketohavetimetothinkabouttheirresponseandthustheygaintimebynoddingorsimplysaying“yes”.Soifsomeonesays“yes”inKorea,itoftenmeans“Ihearyou”ratherthanagreement.H: 這么說，您曾經(jīng)經(jīng)歷過這樣的誤解？P: Yes,youknow,itisquiteanembarrassingsituation.Bothofthem:(LaughOutLoud)RolePlay3.Mr.ParkeristalkingwithMr.Huang,oneofhisChinesecustomers,abouttheimportanceofculturalknowledgeforbusiness.Supposeyouareaninterpreter.Trytointerpretforthem.P-Mr.ParkerH-Mr.Huang翻譯PartIVRolesSimulationP: 我想做生意和文化是有關(guān)系的，你看呢？H: Yes,thereisindeed.Ithinkculturaldifferencesoccurinbusinessonthreelevels.P: 三個層面？愿聽其詳。H: Thefirstlevelisetiquette;thesecondlevelisbehaviorsandactions;andthethirdisthelevelofcoremorals,beliefsandvalues.P: 好，分析得很深刻。H: Somepeopleoftenmakethemistakeofseeingforeignculturesthroughtheirownhabitualculturalstandard.B:(LaughOutLoud)PartIVRolesSimulationP: 是的。在我的職業(yè)生涯中，就有過因文化差異而導(dǎo)致生意上出現(xiàn)誤解的情況。H: Oh,arethere?Goaheadplease.P: 比如說，韓國人。您知道，他們總喜歡花點時間來考慮他們要做出的反應(yīng)，因此，他們交談時會用點頭或者說“是”來爭取時間。因此，如果在韓國有人說“是”，這常常表示“我聽見了”而不是表示同意。H: So,youonceexperiencedthismisunderstanding?P: 是啊，您知道，那情形真是太尷尬了。B:(LaughOutLoud)RolesSimulationPartIVRolePlay4.Workinsmallgroups.SupposeyouareMr.Parkerandhiscolleaguesorpartners.Trytoworkoutadialoguerelatedtothethemeofthisunitandthenperformitinclass.ArrangingAppointmentsTask2Leading-inQuestionsPartIDrills&ExpressionsPartIITypicalDialoguesPartIIIRolesSimulationPartIVLeading-inQuestionsPartIQ1Whatissuesshouldbeinvolvedinarrangingappointments?Arrangingappointmentsusuallyinvolvesmaking,confirming,delaying,changingorevencancelinganappointmentbywritingortelephone.Inthisbook,ofcourse,whatwearegoingtodiscussishowtoarrangeappointmentsorally,i.e.mainlybyphone.Leading-inQuestionsPartIQ2Canyounamesomeofthetelephoneetiquette? Thefollowingaresomeofthecommontelephoneetiquette:(1) Answercallspromptly,bythesecondorthirdring.(2) Greetthecallerandidentifyyourselfandyourcompany/department/unit.Ask“howmayIhelpyou?”O(jiān)r“Who’scalling,please?”(3) Assumeyour“telephone”voice,controlyourvolumeandspeed,smileasyoupickupthephone.—Theotherpersoncan’tseeyou,sotheirimpressionofyoudependsonthewayyousound.That’swhyyoushouldalwaysputasmileinyourtelephonevoiceandprojectatonethatisenthusiastic,natural,attentiveandrespectful.(4) Speakclearlyanddistinctly.Alwaysspeakcalmlyandchooseyourwordsnaturally.Trytousethecaller’snameduringtheconversation.(5) Nevereat,drinkorchewgumwhileonthephone.(6) ThankthecallerforcallingDrills&ExpressionsPartIIDrill1A: Ihavejustgotafaxfrommyheadofficeabouttheagencyagreement.Iwouldliketotalkwithyouaboutthat.Woulditbepossibleforustomeetsometimetomorrowmorning?B: I’mafraidIwon’tbeavailabletomorrowmorning.Howabout2o’clocktomorrowafternoon?A: Well,letmesee…Ohyes,IthinkIcanmanageto.CanIvisityourofficethen?B: Yes,pleasecomeby.I’llbeexpectingyouthenat2:00tomorrowafternooninmyoffice.A: Allright.Seeyouthen.Good-bye.Notes:“headoffice”指“總部”；“agencyagreement”意為“代理協(xié)議”；“available”意思很多，一般指“可得到的，可獲得的”，這里表示“可接見的，可取得聯(lián)系的，有時間的”；“Howabout”與“Whatabout”同義，在口語中經(jīng)常用來引出某個建議，可以翻譯為“……怎么樣?”或“……如何?”等；“manageto”指“設(shè)法成功做成某事”，這里可以理解為“我可以安排好”；“comeby”一般指“從旁邊走過，(走)過來”，美語里有“來訪，路過”的意思，這里可以直譯為“過來吧”。翻譯PartIIDrills&ExpressionsA: 我剛剛收到一份總公司有關(guān)代理協(xié)議的傳真，想約您談?wù)劇Ｃ魈焐衔缥覀円娨淮蚊婧脝?？B: 恐怕明天上午我沒空。明天下午2點怎么樣？A: 哦，我查一下我的時間安排……啊，行，我想我可以安排得過來。那屆時我去您辦公室，可以嗎？B: 行，你過來吧。明天下午兩點我在辦公室等你。A: 好，明天見。再見。Drills&ExpressionsPartIIDrill2A: I’mcallingtoseeifyoucouldarrangeformeameetingwithyourdelegationleaders.Yousee,it’soursinceredesiretoestablishbusinessrelationswiththesecorporations.B: Certainly.Ithinkit’salsotheirhopetostartbusinesswithyou.A: Thatsoundsencouraging.Whendoyouthinkyoucouldarrangethemeeting?B: Don’tworry.Ishallcertainlydoittoyoursatisfaction.A: Iappreciateit.B: I’llfirstletthemknowofyourintention.AndthenI’llmakearrangementsforyoutogettogetherwitheachofthemseparately.A:Thatwouldbeterrific.翻譯Drills&ExpressionsPartIIDrill2Notes:“I’mcallingtodosth.”和“I’mcallingaboutsth.”這兩個句型往往用來引出打電話的目的，是常用的電話用語，在美國人的日常生活中使用頻率非常高?！癐’mcallingabout...”這一句的意思是“我打電話是為了講……事”，“about”之后可以接名詞或相當(dāng)于名詞的短語與句子，如“I’mcallingaboutourappointmentforthisFriday.”?！癐’mcallingto...”意思相同，只不過句中的“to”之后要接動詞原形，如“I’mcallingtodiscussournextorder.”“;delegation”指“代表團”；“startbusiness”可以理解為“開展業(yè)務(wù)往來”；“toyoursatisfaction”意思是“使你們滿意”。PartIIDrills&ExpressionsA: 我打電話來是想看看您能否安排我和你們代表團的領(lǐng)導(dǎo)們見個面。您知 道，我們是真誠地希望和這些公司建立貿(mào)易關(guān)系。B: 當(dāng)然可以。我想他們也一定希望和你們開展業(yè)務(wù)往來的。A: 這聽起來真讓人感到鼓舞。您什么時候能安排呢？B: 別擔(dān)心。我肯定會安排得讓你們滿意的。A: 非常感激。B: 我會先把您的意圖告訴他們，然后我會安排您和他們分別會晤。A: 那太好了！Drills&ExpressionsPartIIDrill3A: Thereisanimportantthing.IwouldliketomakeanappointmentwithMr.Brown.Couldyouarrangeitforme?B: Whendoyouwanttomeetwithhim?A: Whenwillbeconvenientforhim?IstomorrowmorningOK?B: Heisusuallybusyinthemorning.Soyou’dbet