邹勇《新编实用商务英语》第二版课后翻译答案

III. Translate the following sentences into English

1. Negotiation plays a basic part in conclusion of a contract and has direct influence on the conclusion and implementation of a contract, and also has a great bearing on the economic interest of the parties concerned.

2. Both parties must change as required of them by situations, if either of them fails to find out which type of negotiation is necessary in a particular situation, the odds are he will fail.

3. How to mak e both “sides” meet in negotiations without causing much loss to either, which may bring both out of the win-lose mix and help accomplish their objectives, requires creativity.

4. Every party must be aware of the danger of relying mainly on the competitive approach if a long-term relationship is to be developed and maintained.

5. Establishing credibility from the outset is essential if the discussions are to progress towards agreements.

6. One of the advantages of using conditional questions is that they do not bind either side to a specific offer and do not require unilateral concessions by one party.

7. With a growing number of countries are becoming actively engaged in world trade, business executives are faced with such a demanding environment for their commercial negotiations that they need to master negotiation skills in a global setting.

IV. Translate the following passages into Chinese

1.任何一位团队成员都不可能具有使公司战略获得成功所需要的所有才能。首席谈判必须选拔那些具有综合专业技能以及个人素质的人才形成一支精干的队伍。一名成员的弱点必须能被另一名成员的优点所弥补。他们的人不仅要懂专业技术知识，而且还须具有交流和应用这些知识的能力。团队的组织与玩拼图游戏类似，只有将所有的拼板与其相应的位置进行对应，游戏才能成功。

2.要想获得一个理想的协议，谈判者需要懂得谈判原则和谈判技巧。在国际商务谈判中有两条原则：谈判初期，谈判者对自己的预期目标要心中有数，不受对方任意操纵；谈判者需要提出要求，表明态度并坚持立场。

3.随着越来越多的国家积极地从事国际贸易，商务谈判环境对企业经理提出了更高的要求，所以他们需要掌握在国际环境下的谈判技巧。

III. Translate the following sentences into English

1．The export sales contract should contain the following essentials: name and address of the parties involved, product, standards, specifications, quantity and total value, terms of delivery, terms of payments and signature of the parties.

2．Financial instruments mainly refer to bills of exchange, promissory notes and cheques. And methods of payment mainly refer to remittance, collection, factoring, letter of credit and letter of guarantee.

3．Commercial documents, which contains commercial invoice, packing list, bill of lading, insurance policy, inspection certificate and certificate of origin, etc.

4．a bill of lading is an receipt issued by a carrier (a transporter of goods) to a shipper （or consignor）with whom the carrier has entered into a contract for the carriage of goods, which states that certain goods have been shipped on a particular ship or have been received for shipment.

5．A bill of exchange or draft is a negotiable instrument, signed and issued by the drawer, who authorizes the drawee to pay unconditionally a certain sum of money to the payee or the holder at sight or at a fixed or determinable future time.

6．a promissory note is a written promise to repay a loan or debt under specific terms - usually at a stated time, through a specified series of payments, or upon demand. 7．A letter of credit (L/C) is a document issued by a bank (the issuing bank), promising that it will effect the payment of the contract to the seller on the condition that the seller presents certain documents, such as commercial invoice, bill of lading, and any other documents required by the contract.

IV. Translate the following passages into Chinese:

1．双方在互惠互利的原则上经过友好协商后，同意按照适用法律和本合同条款签定销售合同。双方现同意以下条款：

2．在见票后30天内支付成都长信有限公司两万五千美元整（付一不付二）。款已收讫，双方共同承诺支付成都长信有限公司两万美元整以及未付金额在5%的年利率基础上的利息。

3．上述金额，包括利息，需以每[月/周]一千美元按揭支付，第一笔按揭金额在七月五日到期，直至所有金额和利息在每月同一时间支付完毕为止。

4．我们在此以你方为受益人开立总额不超过两万美元($25,000)的不可撤消信用证，在你方要求见票付款并提交汇票时付款。