高级口译教程 笔记 unit 3

UNIT THREE BUSINESS NEGOCIATION
第一篇
进出口商品交易会import and export commodities fair 销售部经理sales manager
supply department 采购部
brochure 宣传小册子
scope of business 经营范围
machine tool 机床
workmanship 工艺
make an inquiry 询价
quotation 报价
C.I.F Seattle 西雅图到岸价(*cost, insurance. freight) 调整价格adjust the price
competitive 具有竞争力
bulk 很大
substantially 大大地
展台exhibition stand
第二篇
经营的新品new line of business 汽车零部件auto parts
update 调整
at the cost of 不惜以……为代价
our part 我方
发盘/报盘offer
折扣discount
supplies 货物
free sample 免费样品
inspection 检验
floor offer 底盘
counter-offer 还盘
合同格式format of contract
规格specification
单价unit price
保险费由贵方承担the insurance premium should be borne by your side
business transaction 生意顺利成交
TEXT
PASSAGE ONE
英汉双向交互译：
1．欢迎光临上海进出口商品交易会。

我叫陈明。

我是上海机械公司的销售部经理。

Welcome to Shanghai Import and Export Commodities Fair. My name is Ming Chen. I am Sales manager of the Shanghai Machinery Company Inc..
2．Hi, Mr. Chen. My name is Sean Hudson. I am from Seattle, USA. I am in charge of the supply department of the Pacific Trading Company Ltd.
您好，陈先生！我叫肖恩•哈德逊，来自美国西雅图，是太平洋贸易有限公司的采购部主任。

3．很高兴见到您，哈德逊先生！请坐！我向您介绍一下我公司的情况及产品。

I am very pleased to meet you, Mr. Hudson. Please sit down and allow me to introduce our company and its products.
4．Thank you! I have read your brochure and am very impressed by your scope of business, especially the machinery tools you manufacture. I believe my customers will like your new products.
谢谢。

我已看过贵公司的宣传小册子，贵公司的经营范围，特别是贵公司生产的机床品种，已给我留下了极为深刻的印象。

我相信我的顾客一定会喜欢你们的新产品。

5．您对我们产品感兴趣，我很高兴。

不过我们的宣传小册子仅仅介绍了我公司生产的一小部分机床。

您可以进来看看我们的展品。

I am glad that you are interested in our products. Actually our brochure shows just a fraction of our machine tools. You may come in and take a look at our exhibits in the show-room, if you please.
6．Sure. Your exhibits are very attractive, though the workmanship is not so desirable. If you don't mind, I'd like to make an inquiry. Here's my list of interested machine tools. I'd like to hear your lowest quotations C.I.f. Seattle.
好的。

贵公司的产品颇有吸引力，当然产品的工艺还是不尽如人意。

我是否可以向你询价。

这份单子上列出了我感兴趣的机床。

我希望您报一下西雅图到岸价的最低报价。

7．谢谢您的询价。

您单子上所列的机床我们都有。

这是我方的美国太平洋沿岸城市到岸价的价目单。

我们还可以根据您所想要的数量调整价格。

Thank you for your inquiry. We can supply you with all the required tools on the list. Here's my C.I.F US Pacific Coastal City price list. We may adjust the prices according to the quantity you want.
8．Well, Mr. Chen, your prices are not competitive. My demand is bulk, but of course I'll have to reduce the quantity of my intended purchase substantially with your offer.
好的，陈先生。

您的价格没有竞争力。

我的需求量是很大的，当然罗，按您的报盘我只得削减预定的购买量。

9．哈德孙先生，我刚才说过，我方的价格可以根据贵方的购买量进行调整。

如果使您不安的只是我方的报价，那么您可以先到其他地方转一圈，看一看，然后我们还可以再讨论我方的报价。

As I said earlier, Mr. Hudson, our prices can be adjustable according to your quantity of your requirement. If our offer is the only thing that bothers you, you may look around and call again for another discussion of our quotations.
10．i sure will. Nice meeting you. I'll call home about your quotations and come back tomorrow with our decision.
那是一定的。

能与您想回我很高兴。

我要通公司联系，汇报一下贵方的报价，明天我会把我们的决定告诉您。

PASSAGE TWO
英汉双向交互译：
1．噢，我对贵方经营的新品种颇感兴趣。

我可以看一下贵方汽车零部件的C.I.F.价目表吗？
Oh, I am interested in your new line of business. May I look at your CIF price sheet of auto parts?
2．Certainly. Lately we expanded our scope of business to better serve our Far East Asian customers, Chinese customers in particular. China is such an enormous market that nobody can afford to neglect. My company is willing to establish business relations with all interested Chinese parties.
当然可以。

近来我们扩大了业务范围来更好地为远东亚洲客户服务，特别是中国客户。

中国是一个没有人愿意忽视巨大的市场。

我们公司愿意和所有有兴趣的中国伙伴建立业务关系。

3．听您这么说很高兴。

我们打算长期从贵公司进口一些汽车零部件，当然这得看贵方的价格是否比他人优惠。

坦率地讲，贵方单子上的价格毫无竞争力。

我希望知道贵方的最新报价。

That's very nice to hear. We should like to import auto parts form your company on a regular basis, provided your prices compare favorably with those of others. To be frank with you, your listed prices are indeed among the least competitive. I'd like to hear your most recent quotation.
4．We have just updated our prices. But of course I don't mean our offer is final. As a result, we'd like to quote our new customers the most reasonable price to start our business relationship for the future, even at the cost of a substantial loss on our part.
我方最近作了调价。

当然并不是说这是我们的最终报价。

按照我们的惯例，为了推动我们将来的业务关系的发展，我们会给我们的新客户一个合理的价格，即使这样做会使我方蒙受相当大的损失，我们也在所不惜。

5．但是从我对汽车零部件市场所掌握的信息来看，贵方的报盘没有吸引力。

此外我还需要时间来树立对贵方产品质量的信心。

如果您不愿给我方一些合理折扣，我打算等一下，先到别处看看再说。

But my knowledge of the auto parts market tells me that your offer is very unattractive. Besides, I need time to build up my confidence in the quality of your stuff. In any case, I'd rather wait and hunt around, if you were unable to include any reasonable discount.
6．We guarantee the quality of our supplies. And we have free samples for your inspection. As for the discount, we can reduce the listed prices by 5%. This is our floor offer and you'll have to excuse me, we're not prepared for any counter-offer.
我们保证产品质量。

并且可以提供免费的样品给你们检验。

至于折扣，我们可以将价目单上的开价再减去5%。

这是我方的底盘，对不起，我们不准备接受还盘。

7．我很欣赏您的直率。

虽然贵方的底价与我方所希望得到的价格仍有距离，我还是愿意签合同。

我与您有同感，我现在这样做是着眼于我们将来业务关系的发展。

I appreciate your frankness. Though there is still a gap between your rock-bottom prices and my expectations, I am willing to sign contracts with you. I like what you said, I am doing this for the development of our future business relations. 8．That's wonderful. Let's leave the technical details of the contract to our assistants. I'd like to invite you to a drink and celebrate the success of your first business transaction.
太好了。

让我们把合同文本的技术处理交给我们的助手去办吧。

我想请您去喝一杯，庆祝我们第一笔生意的顺利成交。

9．不胜感激。

我相信我们这次合作仅仅是个开端，今后合作的机会将更多。

Thank you very much. I believe this initial cooperation will lead to many more in the future.
TEXT FOR PRACTICE
PASSAGE ONE
英汉双向交互译：
1．感谢您的询价。

这是我方在原价基础上削减了3.5%以后的报价单。

您一定会感到我们的报价在今天这个需求量上升的市场上最有竞争力。

I appreciate your inquiry. This is our list of quotations with a recent reduction on the original prices by 3.5%. I'm sure you will find our offer the most competitive one in this rising market of today.
2．I agree your offer after this reduction is attractive but excuse my frankness, in any case it is by no means the most competitive one to the best of my knowledge. I did a lot of research lately and I'm sure you'll agree with me that a growing number of suppliers in other Southeast Asian countries have joined this market. I foresee a substantial drop in price next year.
我同意您的看法，贵方削价后的报价有吸引力，但恕我直言，据我所知，这无论如何还算不上是最有竞争力的价格。

我
最近作了一番调查研究，我发现越来越多的东南亚国家的厂商也加入了这个市场，我向您一定会同意我的看法。

我预测明年的价格会大幅度下跌。

3．对您所说的大幅度降价，我不敢恭维。

您知道我们的产品是享誉全球的名牌产品，而且我们绝对保证质量。

虽然我们的周边国家和地区或许会以较低地的价格吸引客户，但是我们保证质量的做法，加上这次大幅度价格下调，一定会在市场上取胜。

实话对您说，我们的老客户，我相信也包括您在内，没有谁转到其他厂商哪儿去。

相反，我们还接到许多新客户的订单。

我们的报盘是合情合理的。

I am not sure if there will be a substantial price drop. You know our products have established fame in the world and more importantly, we guarantee the quality of our products whatsoever. Although some new manufacturers from our surrounding countries and regions may attract their customers with lower prices, our quality guarantee policy plus this latest substantial price reduction is sure to prevail. To tell you the truth, none of our old customers, including you I believe, has ever turned to any other suppliers. On the contrary, we have received orders form quite a few new customers. Our offer is indeed well-grounded.
4．You're a real business negotiator, but if you hang on to the listed quotations, it's impossible for us to come to terms. I don't think your offer is in line with the current market. I do hope you'll consider our counter-offer. After all, we've had a business relationship for almost ten years. 您真是个商务谈判高手，不过您若坚持原来的报价，那么我们不可能成交。

我认为您的报价不符合市场行情。

我希望您考虑一下我方的还盘。

我们毕竟是做了近10 年生意的老主顾了。

5．好吧！为了庆祝我们10 年来在省以上的合作，也为了继续推进我们的商务关系，我乐意给您追加1.5%的特别折扣。

这已远远低于我方的最低价了，所以我再也不能接受还价了。

我希望您理解我的处境，我可不想丢了自己的饭碗啊！All right, I'm willing to grant you a special reduction of an additional 1.5% discount in honor of our ten years' business cooperation and to promote our business relation into the future. This is far below my floor offer and therefore, I'm not prepared for any counter-bid. I hope you understand my situation. I don't want to lose my job, you know.
6．I really appreciate your concession, and I'd like to sign our papers today.
我很感谢您所作出的让步，我打算今天签合同。

7．我很高兴我们能够圆满成交。

剩下的事可简单的多了。

我们可以在下午解决合同文本方面的事情。

I am very glad we have brought our business talk to a successful conclusion. The rest is easy. We'll take care of the paper work this afternoon.
PASSAGE TWO
英译汉：
1．US apple exporters cracked the Chinese market, ending a 13-year ban, as shanghai retailers received a shipment of Red Delicious apples from Washington State.
随着上海零售商拿到了来自美国华盛顿州的"美味红"蛇果，美国苹果出口上终于敲开了中国市场的大门，自此结束了长达13 年之久的禁止美国苹果进口的做法。

自1981 年以来，中国一直声称美国的水果受到了地中海水果蝇的侵蚀，进口这种水果会摧毁中国这个世界上最大的水果产地。

4．China bans fruit from 73 other countries that it considers a fruit-fly risk.
中国禁止从其他73 个被视作水果蝇危机的国家进口水果。

5．It dropped that objection under the pressure to liberalize trade with the U.S. and to meet the rules and regulations of the World Trade Organization, a global body that China is eager to join.
迫于同美国进行自由贸易的压力，同时也是为了遵循中国很想参加的世界贸易组织作出的规定，中国放弃了原来的禁令。

6．Chinese officials lifted the curb on apples after prolonged negotiations with US officials, and particularly after Chinese inspectors visited Washington fruit farms and examined all 48 boxes of the first shipment.
2．China hasn't authorized any other US fruit imports.
中国没有准许美国其它水果进口。

3．It has claimed since 1981 that US fruit was infested with Mediterranean fruit flies and could devastate China's own production, which is the world's largest.
中国官员在同美方进行了旷日持久的谈判之后，特别在中国检察人员参观了华盛顿州的果园并检查了作为第一批运货的所有48 箱苹果之后，才解除了这项禁令。

7．The Washington Apple Commission said its sales in China could reach 500,000 boxes a year, compared with 11 million boxes in East and Southeast Asia.
华盛顿州苹果委员会表示，销往中国的苹果每年可达50 万箱，而销往东亚以及东南亚的苹果每年以多达1,100 万箱。

8．Still, US apples won't become a Chinese staple soon; with a 40% tariff and a 17% value-added tax on US fruit, its price will be at least five times that of local varieties.
当然，美国苹果还不会很快成为中国人的主要水果。

由于从美国进口的水果含40%的关税和17%的增值税，所以其价格至少是当地产的各类水果的五倍。