口语谈判答案

Lesson oneKey to Exercise:
Exercise 2
1)
a. Excuse me, are you Mr. Steven Hendry from Britain?
b. Excuse me, are you Mr. Pierre from France?
c. Excuse me, but are you Miss Alexandra from Italy?
d. Excuse me, but are you Mr. Park from Korea?
2)
a. I am Zhang Shan, the Purchasing Manager of Lanzhou Foodstuffs Company.
b. I am Ted Miller, Chairman of the board of Safe Software In
c.
c. I am Ian Schroeder, the Production Manager of Volkswagen.
d. I am Pete Williams, the After-sales Manager of Exxon.
3)
a. It is very kind of you to help me with the luggage.
b. It is very kind of you to remind me of the time.
c. It is very kind of you to call a taxi for me.
d. It is very kind of you to take me to the hospital.
4)
a. May I introduce Mr. Robert Kukoc to you? Mr. Kukoc is the Finance Manager of Fiat.
b. May I introduce Miss Lilian Wang to you? Miss Wang is the R&D manager of Shell.
c. Please allow me to introduce Miss Barbara Bryant, the HR manager of Philip Morris.
d. Please allow me to introduce Mr. Roger O’Neal, CEO of .
Exercise 3:
1. How do you do, Mr. Wilson. I am Lin Hua, the salesman of Arm-Strong Machinery Imp. & Exp. Co. Our manager Mr. Li sent me to meet you here at the airport.
2. I hope you’ll enjoy your stay here.
3. Our manager Mr. Li has come to meet you. Please allow me to introduce him to you.
4. This is my first trip to China. Thank you for coming to meet me at the airport.
5. Have you gone through all the airport formalities?
6. Did you enjoy the journey? You must feel tired after a long flight. Shall I take you to the hotel now?
7. Our car is waiting outside. Let me help you with the luggage.
Oh, thanks. I can manage it all right.
8. I always feel excited whenever I go to a new place.
9. We all have a jet lag. So, we haven’t adapted to the new time yet.
10. Is there anything I can do for you?
11. I’ve heard so much about you. It’s my great honor to meet you today.
12. Please allow me to introduce you to Mr. Zhang.
Lesson two
Exercise II
a. The hotel is located by the Li River.
b. This Holiday Inn is located in the suburbs of Nanjing.
c. This five-star hotel is located in the commercial centre of the city.
d. The hospital will be located in your town.
a.I’ll pick you up at the gate of the hotel at 8 a.m. , if that's all right.
b.You’ll me et our general manager in the morning, and visit our factories in the afternoon, if
that's all right.
c.Let me book the rooms, and you arrange the vehicles please, if that's all right.
d.Let’s talk about the agenda this afternoon, if that's all right.
I look forward to your good news.
a.I look forward to seeing you soon.
b.I look forward to your reply as soon as possible.
c.I look forward to dining with you in the evening.
a.I believe Nokia has reserved a suite for me. The name is Roger Moore.
b.I believe Daimler has reserved a double room for us. The name is Demi Muller.
c.I believe Fiat has reserved a single for me. The name is Julia Lee.
d.I believe Esso has reserved a presidential suite for m
e. The name is Ian Roberts.
Exercise III
1 Do you have two single rooms? For two nights.
2 Check-out is anytime before noon.
3 Since china carried out the opening up policy, everything has taken on a new look.
4 The hotel is well-appointed, well-located and easily accessible .
5 This is a typical subtropical city.
6 I would like to show you our tentative itinerary.
7 Your schedule is very flexible. The only arranged activities are staying in the factory for a
day the day after tomorrow and stay in the company for half a day on Thursday.
8 We have reserved a single room in your name.
9 You must want a good rest after the long flight. So please excuse my disturbing you.
10 If you have any trouble, please don’t hesitate to tell me. I’ll be more than happy to be of any
help.
Lesson three
Exercise 2
1)
a.On behalf of all the members of our company, I would like to express our sincere congratulations to you on your 52nd birthday.
b. I would like to express our satisfactions to you on behalf of all the students in our class.
c. On behalf of my parents I’d like to express our heartfelt thanks to your help.
d. I come here to receive you on behalf of our director.
2)
a.As far as I am concerned, the pay does not need to be too high, but the work must be
enjoyable.
b.As far as you are concerned, which one is more important ,money or happiness?
c.As far as our company is concerned, retrenchment is the top priority.
d.As far as he is concerned, nothing is impossible as long as he makes up his mind.
3)
a.If you have interest, please don’t hesitate to make an order.
b.If there is anything inconvenient, please don’t hesitate to let me know.
c.If there is something I can do for you , please don’t hesitate to tell me.
d.If you like, please don’t hesitate to buy, I’ll pay for that.
Exercise 3:
1. On behalf of our company, I’m glad to receive you in Beijing.
2. We are proud and honored to have such a distinguished guest visit our company.
3. As far as our two firms are concerned, the trade relations between us have become more consolidated.
4. I’d like to take this opportunity to express our sincer e thanks to all our hosts.
5. I'd like to propose a toast to our hosts, to your good health, and, to our friendship and mutual cooperation.
6. It has been a long cherished hope of mine to visit China someday. I am fortunate to have this rare chance today. I feel especially honored.
7. May everything about your day be just the way you want.
8. We wish you the very best of luck in your future.
9. All our best wishes for your future happiness.
10. From today, let's begin to work together.
Lesson four
•Would you like to have some coffee?
•Would you like to have a look at our exhibits?
•Would you like to join the party tonight?
•Would you like to listen to the introduction of our factory?
a. Our annual capacity is 500,000 tons.
b. We are capable of selling 1 million sets washing machines every year.
c. Our daily capacity for a shift is 10,000 bottles of juice.
d. Our monthly capacity can fully meet the demand of our customers.
a. We are fully committed in the third quarter.
b. We have heavy commitments for Art.No.89, so we are not able to make shipment before January.
c. We have received many bookings for tapestry recently, so we are unable to make delivery before spring next year.
d. Having been fully committed, we have to withdraw your order.
a. By the way, it only takes 5 minutes to the nearest port from our factory.
b. By the way, all the equipments are imported from Germany.
c. By the way, did your Manager Wang take part in this exhibition?
d. By the way, what is your floor area?
Exercise III
1. I wonder if you’d like to have a look around our factory?
2. Our factory was built in 1980 with a floor area of 5,000 square meters and is conveniently
located on the outskirts of Yantai.
3. Our factory has 5 work shops with about 1,000 worker.
4. We have four factories in China, and this is the second largest one with the annual output of
about 24,000 tons.
5. We’d like to welcome you to visit our factory on behalf of all our staff.
6. We are working over time to step up production.
7. All the orders , including yours, will make up before the end of this month.
8. Quality control is an essential factor, so our quality control department was established for
this.
9. We hope you could give us your sincere comments and suggestions so as to enable us to
improve.
10. We are entirely satisfied with this visit, which gave us further understanding to your factory.
Lesson five:
Exercise 2
1)
a. Our company is a wholly foreign-funded enterprise.
b. Our company is a joint venture.
c. Our company is a private enterprise.
d. Our company is an export-oriented enterpris
e.
2)
a. We mainly deal in agricultural by-products.
b. We mainly deal in native produce and animal by-products.
c. We mainly deal in the import and export of medicine and health products.
d. We mainly deal in the import and export of metals and minerals
3)
a. We specialize in software development.
b. We specialize in marketing research.
c. We specialize in auto parts.
d. We specialize in household appliances.
Exercise 3:
1. Our company was established in 1979, and now we have more than 30 branch offices overseas.
2. I work in a tea import-export company and we have more than 80 employees.
3. Our products are mainly exported to South American and Asian markets.
4. Our office is located on the 15th floor in the Foreign Trade Building.
5. We are a German-owned enterprise with registered capital of 5 million euros.
6. Our company was listed on the New York Stock Exchange in 1986.
7. We have 36 domestic retail outlets with 16% of the furniture market shares.
8. We also deal in jade carvings other than handicrafts.
9. We are one of the biggest importers of light industrial products in Europe.
10.We can provide first-class bank reference.
Lesson six
Exercise II
a. I can assure you that our products are very competitive.
b. He assures us that this products will find a good sale in the market.
c. I can assure you that we will go through all the necessary formalities.
d. She assures us that she can get the goods we need ready within three months.
a. Our products have been certified by the most prestigious international institute.
b. This brand has been certified by famous state-authorized certification institution and gained the certificate.
c. This new type of product has been certified and established a good credit standing.
d. The agricultural products have been certified by quality authentication of the relevant institution before import.
a. If it’s under warranty, any damaged components could be replaced free of charge.
b. If it’s und er warranty, cleaning and maintenance is provided free of charge.
c. If it’s under warranty, we provide free door-to-door service.
d. If it’s under warranty, you can enjoy a full refund against the invoic
e.
a. This selection of tires has various specifications for you to choose from.
b. The energy-saving washing machines are available in various models.
c. We have sports shoes of different colors for you to choose from.
d. The company has products of different price levels for you to choose from.
Exercise III
1. The brand we recommend is an ideal replacement.
2. I am very glad to have the opportunity to recommend our newly-developed products to your company.
3. Our selections include machine tools and household appliances.
4. Our silk garments sell well and sell fast every year.
5. One of the superiority of the machine is the low malfunction rate.
6. Now I’d like to explain the functions and operations of the e-book.
7. This is a multi-functional player, which can play all formats of music such as CD, mp3 etc.
8. The product is guaranteed for three years, during which we provide free after-sales services.
9. Our products has won great popularity due to the superior quality, competitive price and our honest dealings.
10. Our silk garments has fine workmanship and novel design, and sells well in many markets.
Lesson 10
Exercise II
a. This offer is subject to our reconfirmation.
b. This offer is subject to the acceptance within 3 days.
c. This offer is subject to your reply reaching us before June 30.
d. This offer is subject to the goods remaining unsold.
a. We are offering you 1,000 cases of Christmas Candles at USD40 per case CIF Los Angeles for Oct. shipment.
b. We are offering you 5,000 pairs of Nike Basketball shoes at USD35 per pair FOB San Francisco for June shipment.
c. We can deliver to you 10,000 pieces Sony Compact Disks at JPY 60 per piece FOB Kobe for March shipment.
d. We can supply you with 5 Santana cars Model 2000 at ￡25, 000 per unit CFR Bangkok.
a. As you know, we are one of the leading textiles Imp. & Exp.Corp.
b. As he predicted, the market is declining.
c. As I just said, we can not conclude this deal on such terms and conditions.
d. As you said, the profits don’t just depend on the sales volumes.
a. To be frank , this product will not sell well at our end.
b. Frankly speaking, I don’t care for seafood.
c. To tell you the truth, this city doesn’t leave me good expression.
d. Honestly speaking, this trip, I think, is the most meaningful for m
e.
Exercise III
1. Here is our enquiry sheet.
2. I wonder if you could supply Art.No.16 from stock.
3. Please quote your lowest price CFR London.
4. If your specification is what we need, we intend to place an order with you.
5. We can’t make you a firm offer at such low price without our longstand ing cooperation.
6. As our stock is rather limited, please place an order with us without any delay.
7. We have already quoted our lowest price for you.
8. Could you please extend this offer for 2 days?
9. We are offering you 10,000 tons of Fertilizers at USD 205 per ton FOB Sydney including
stowage fee.
10. We can accept special order according to your demand if you need.
Lesson 11
Exercise IV
a. The best we can do is to meet you half way.
b. The best we can do is to increase the price to 50 dollars.
c. The best we can do is to give you a reply the day after tomorrow.
d. The best we can do is to make shipment in Jun
e.
a. Then what do you say to a discount of 5%?
b. Then what do you say to my increasing the quantity to 1000 dozen?
c. What do you say to comparing our products with other similar products?
d. What do you say to having a rest tomorrow and going on our negotiation the day after tomorrow?
a. We really don’t see why your quotation is that high.
b. We really don’t see how competitive your price is!
c. We really don’t see how to meet your requirements
d. We really don’t see how to push the sales of your products.
Exercise V
1. Since we signed the last contract, the price of natural gas has increased by 3%.
2. Our price is on the basis of reasonable profit.
3. Recently we have received some quotations, most of which are under USD100.
4. The best we can do is to increase the price to GBP124.
5. The best we can do is to grant you a 2% commission.
6. As you know, it is a dull season and the market demand is not great.
7. The market is steady with an upward tendency.
8. When supply exceeds demand, the more you buy ,the more competitive the price you will get.
9. The major manufacturers are reducing their outputs greatly.
10. Owing to the increasing demand, the price of cotton has increased by 10% over the past year.
11. Because of the extra promotion expenses, I wonder if you can reduce the price a little.
12. Normally, we don’t grant any discount for small orders.
13. Our price is in line with the ruling world market.
14. In view of our good cooperation over the past years, we’re willing to reduce the price by 2%.
15. The price has gone up 3% since last July.
16. I am afraid that there is not much room for further reduction.
Lesson 12
Exercise II
a. This point is what I want to know.
b. What attract foreign capital are the opportunities and investment environment here.
c. What is hard is to do good all one's life without doing evil.
d. What interests foreign tourist s is China’s long and splendid cultur
e.
a. He enjoys very good health.
b. She enjoys a great income.
c. Your company enjoys a good reputation.
d. We enjoy good mutually beneficial and cooperative relationships.
a. What a shame! He cheated in the exam.
b. What a pity! You missed the trip.
c. What a good idea! We can try some local delicacies.
d. What a beautiful city!I’ve never been to such beautiful places.
a. No wonder you like Chinese culture so much.
b. No wonder Chinese people are proud of this.
c. No wonder Chinese cooking is well-known all over the worl
d.
d. No wonder she won the gam
e.
Exercise Ⅲ
1.There are plenty of worthwhile places for you to see.
2.I prefer to visit some historic sites and scenic spots.
3.This is a typical Victorian garden.
4.This city enjoys a long history and splendid culture.
5.The Great Wall is a man-made wonder.
6.This is the busiest street and center of business and culture of the city.
7.This is a good place for sightseeing and shopping.
8.This path winds it way through this forest.
9.The four great inventions of ancient China is the crystallization of the industry and
wisdom of the Chinese people.
10.The view of Shanghai from the top of the Oriental Pearl Tower is more magnificent.。