《国际商务英语-商务英语谈判》商务,英语,书籍.doc

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商务英语参考书籍

商务英语参考书籍以下是商务英语的参考书籍：1. 《商务英语实用教程》（A Course in Business English）：作者梁宏达，是一本常用的商务英语教材，涵盖了商务日常用语、商务信函写作、商务谈判技巧等内容。

2. 《商务英语口语从入门到精通》（Business English Spoken Master）：作者李川，通过对商务英语口语的分析和提炼，帮助学习者掌握商务英语对话的技巧和常用词汇。

3. 《商务英语应用技巧与策略》（Mastering Business English）：作者布莱尔·尼科尔森，深入介绍了商务英语的应用技巧和策略，包括跨文化交际、商务会议、商务演讲等方面。

4. 《商务英语写作与沟通技巧》（Business English Writing and Communication Skills）：作者伊莲·格什，重点介绍了商务英语写作的规范、技巧和沟通技巧，是一本很好的商务英语写作指南。

5. 《国际商务英语》（International Business English）：作者彼得·史特林，介绍了国际商务交流的要点、技巧和习惯用语，适合有一定商务英语基础的学习者。

6. 《商务英语口译实战》（Business English Interpretation Practice）：作者张红梅，通过大量商务英语口译练习，提高学习者的口译技巧和理解能力。

7. 《商务英语应用书信写作》（Business English Correspondence Writing）：作者拉里·布雷德利，主要介绍了商务英语书信的写作格式、常用表达和礼仪，适合需要提升商务英语书信写作能力的学习者。

以上是一些建议的商务英语参考书籍，希望对你有所帮助。

商务英语谈判教材

Offer and counter--offer
It is also called negotiating prices About currencies Australian Dollar Canadian Dollar Hong Kong Dollar US Dollar Euro Dollar Swiss Franc German Marks Japanese Yen RMB
Firm offer
Sales volume销量
50% off 25% discount Buy one, get one
We can offer you a quotation based upon the international market.
我们可以按国际市场价格给您报价。
We think your offer is too high, which is difficult for us to accept.
货到付款和凭单付款信用证lettercreditlc国际贸易中常用的一种支付和结算方式即由银行开证行根据买方申请人的要求和指示向卖方受益人开立的一定金额在一定期限内按规定条件付款的凭证
商务英语谈判 Business Negotiation
商务谈判的外延很广，包括贸易谈判、招标与投标谈判、引资和投资、工程承包、技术转让等方面的谈判。中国加入世界贸易组织以来，对外贸易呈现出一片崭新的面貌，进出口贸易往来日益增多。贸易谈判作为商务活动中的一个重要环节，对国内外企业间的合作、进出口贸易的成败起着举足轻重的作用。首先我们主要学习贸易谈判及其口译。
Usually an offer will include the following:
1. name of the goods. 2.quality and specifications. 3. quantity. 4.details of prices. 5. discount. 6. terms of payment. 7. time of shipment. 8. packing

国际商务英语课文电子版lesson (17)

Lesson 17 The International Monetary System and ExchangeRateThe earliest internationalchange their paper currencies into gold when requested to do so. The gold standard created a fixed exchange rate system as each country pegged (fix挂钩) the value of its currency to gold to establish its par value (平价/票面价值) (face value). For most of the 19th century till the end of the First World War,major trading countries followed this system and the British Pound was the most important currency in international business as a result of the economic, political and military power of the United Kingdom, hence the term sterling-based gold standard. (pound sterling)The pressure caused by the First World War on economy coupled with(together with连同) the impact of the Great Depression (大萧条)put an end to(结束)the fixed exchange rate system. The Bank of England was no longer able to redeem (赎回，兑换)itspaper currency for gold at par value(以面值) (无力将其纸币以平价兑换成黄金) and allowed its value to be determined by supply and demand (market). With Britain abandoning (放弃)the gold standard, there appeared different areas in the world. Some countries pegged their currencies to the sterling(英镑), some countries to the US dollar and some to the French Franc, forming the “sterling area”, “dollar area” and “franc area”. This period witnessed the degeneration(衰落)of the international monetary system as some major countries vied(vie -compete)to(竞相)devaluate their currencies to make their export goods more competitive.(竞争性贬值) (这一时期，世界货币体系不断恶化，各主要贸易国家竞相将其货币贬值以提高他们出口物品的竞争力) The be nefits brought about by their devaluation were, needless to say (不用说), offset(抵消)by what their competitors did. International trade con t racted (shrink收缩) and economic conflict finally led to the Second World War.Towards the end of the Second World War (1944) representativesof 44 countries gathered at Bretton Woods (布雷顿森林)to renew(更新)the gold standard on a greatly modified basis(在修改较大的基础上). One important fruit of the conference is the creation (establishment创立) of the International Bank for Reconstruction and Development (IBRD)and the International Monetary Fund. (1944)The Bretton Woods Conference established a US dollar based gold standard. Because of the dominating (主导性的) economic and political influenceof the United States, the dollar replaced the sterling(英镑)as the major vehicle(工具)for international settlement(国际结算). 由于美国在国际经济、政治中的统治性影响，美元替代英镑成了国际结算中的主要工具。

国际商务谈判英语口语书本

国际商务谈判英语口语书本国际商务谈判英语口语是从事跨国商务活动必备的技能之一，因此相关的书籍在市场上颇受欢迎。

以下是一些关于国际商务谈判英语口语的经典书籍，供您参考：1、《国际商务谈判英语口语大全》：这本书由国内知名商务英语专家编写，内容涵盖了国际商务谈判的各个方面，包括谈判技巧、语言表达、实用范例等，对于想要提高商务英语口语水平的读者来说非常实用。

2、《商务英语谈判实战指南》：这本书从实用的角度出发，详细介绍了商务谈判的基本原则、技巧和方法，同时提供了大量的实例和案例分析，有助于读者更好地掌握商务谈判的精髓。

3、《商务英语谈判口语教程》：这本书以商务谈判的实际场景为基础，通过模拟对话、案例分析等形式，帮助读者掌握商务谈判中的语言表达和沟通技巧，同时提高商务英语口语水平。

4、《国际商务谈判理论与实践》：这本书从理论和实践两个角度出发，系统介绍了国际商务谈判的基本概念、原则和方法，同时结合案例分析，深入探讨了国际商务谈判中的策略和技巧。

5、《实用商务英语谈判》：这本书以实用为宗旨，详细介绍了商务英语谈判的各个环节和技巧，包括商务礼仪、沟通技巧、报价还价等方面的内容，非常适合想要提高商务英语谈判实战能力的读者。

以上书籍从不同的角度介绍了国际商务谈判英语口语的相关知识，对于想要在这个领域有所建树的读者来说，选择一本适合自己的书籍，认真学习和实践，相信会有很大的收获。

当然，除了以上书籍之外，还有很多其他优秀的国际商务谈判英语口语书籍可供选择，读者可以根据自己的需求和兴趣进行选择。

在阅读这些书籍时，可以结合实际情况进行实践和应用。

例如，可以模拟实际的商务谈判场景进行对话练习，或者在实际的商务场合中尝试运用所学的语言表达和谈判技巧。

同时，还可以通过参加相关的商务英语培训课程、加入商务英语交流群组等方式，与志同道合的人一起学习和分享经验，进一步提高自己的国际商务谈判英语口语水平。

国际商务英语Chapter 2 Business Negotiation

Technical: responsible for the area concerning specification, program and methods of works;
Financial: responsible for terms of payment, credit insurance, bonds and financial guarantees;
Enquiry
Inquiry upon the terms of trade Can be made by either the seller or the
buyer Not binding upon either party Can be made to more than one client A sales opportunity to foster a potential
Usually, a negotiating team should include members in each of the following areas:
Commercial: responsible for the negotiation on price, delivery terms, and commercial policy of risk taking;
long-term relationship
An enquiry includes the commodity’s name, quality, mode, the desired quantity and delivery date etc.
Ensure that the appropriate administrative arrangements have been made.

国际商务英语课文电子版

Lesson 1 International Business（国际商务）★International business refers to transaction between parties（当事人、参与者）from different countries.Sometimes business across the borders of different customs areas （关税区）of the same country is also regarded as import and export, such as business between Hong Kong and Taiwan.International business involves more factors and thus is more complicated than domestic business. The followings(下列各项) are some major differences between the two:★ 1. The countries involved often have different legal systems（不同的法律体系）, and one or more parties will have to adjust themselves to operate in compliance with（遵照、遵从） the foreign law.2. Different countries usually use different currencies（不同的货币） and the parties will have to decide which currency to use and do everything necessary as regards（关于） conversion （兑换） etc. Uncertainties and even risks are often involved in the use of a foreign currency.3.including language, customs,traditions, religion, value, behavior etc. often constitute challenges and even traps for people engaged in international business. 4. Countries vary in natural and economic conditions and may have different policies towards foreign trade and investment, making international business more complex than domestic business.With the development ofeconomic globalization（经济全球化）,few people or companies can completely stay away from（置身于外）international business. Some knowledge in this respect（方面） is necessary both for the benefit of enterprises and personal advancement（个人进步）.International business first took the form of commodity trade（商品贸易）,.（即）exporting andimporting goods produced or manufactured in one country for consumption or resale(消费或转售) in another. This form of trade is also referred to as（被称为）visible trade（有形贸易）. Later a different kind of trade in the form of transportation, communication, banking, insurance, consulting（咨询）, information（信息业） etc. gradually became more andmore important. This type of trade is called invisible trade（无形贸易）. Today, the contribution of service industries(服务业) of the developed countries constitutes over 60% of their gross domestic products（国内生产总值）and account for(占…) an increasing proportion of world trade. ★Another important form of international business is supplying capital byresidents of one country to another, known ascan be classified into two categories. The first kind of investments, foreign direct investments（外国直接投资）or FDI for short is made for returns（回报）through controlling the enterprises or assets invested in in a host country(东道国).The host country is a foreigncountry where the investor operates, while the country where the headquarters of investor is located is called the home country（投资国）. The second kind of investment, portfolio investment（证券投资）, refers to purchases of foreign financial assets（金融资产） for a purpose other than controlling.Such financial assets may be stocks（股票）, bonds（债券）or certificate of deposit（大额存单）. Stocks are also called capital stocks or bonds（股本或股份）.★Bonds are papers issued by a government or a firm with promise to pay back the money lent or invested together with interest. The maturity period（到期时间）of a bond is at least one year, often longer, for example five, or even ten years. Certificates of deposit generally involve large amounts, say 25thousand US dollars.★Besides trade and investment, international licensing（国际许可）and franchising（特许经营） are sometimes taken as a means of entering a foreign market. In licensing, a firm leases（出租）the right to use its intellectual property（知识产权） to a firm in another country. Such intellectual property may be trademarks （商标）, brand names（品牌）,patents（专利）, copyrights （版权） or technology（技术）. Firms choose licensing is because they don’t have to make cash payment to start business, and can simply receive income in the form of royalty（知识产权/专利使用费）. Besides, they can benefit from locational advantages of foreign operation(当地经营优势) without any obligation in ownership or management. Theuse of licensing is particularly encouraged by high customs duty（关税） and non-tariff barriers（非关税壁垒） on the part of the host country. However it is not advisable to use licensing agreement in countries with weak intellectual property protection（知识产权保护）since the licensor（许可方）may have difficulty in enforcing licensing agreement（执行许可协议）.Franchising can be regarded as a special form of licensing. Under franchising, a firm, called the franchisee （特许使用方）, is allowed to operate in the name of another, called the franchiser（特许授予方） who provides the former with trademarks, brand names, logos（公司标志）, and operating techniques（经营技巧） for royalty（特许使用费）. In comparison with therelation between the licenser（许可授予方） and the licensee（许可使用方）, the franchiser has more control over and provides more support for the franchisee.★The franchiser can develop internationally and gain access to useful information about the local market with little risk and cost, and the franchisee can easily get into a businesswith established（已获认可的）products or services. Franchising is fairly popular especially in hotel and restaurant business. Other forms for participating in international business are management contract（管理合同）, contract manufacturing （生产合同）, and turnkey project（“交钥匙”工程）. Under a management contract, one company offersmanagerial or other specialized services to another within a particular period for a flat payment（固定费用） or a percentage of the relevant business volume(相关业务总价值). ★Sometimes bonuses（分红）based on profitability or sales growth are also specialized (注明) in management contracts. When a government forbids foreign ownership in certainindustries it considers to be of strategic importance but lacks the expertise for operation, management contracts may be a practical （切实可行的）choices enabling a foreign company to operate in the industry without owning the assets. By contract manufacturing, a firm can concentrate on their strongest part in the value chain（价值链）, e. g. marketing, while contractingwith foreign companies for the manufacture of their products. Such firms can reduce the amount of their resources devoted to manufacture and benefit from location advantages(当地优势) from production in host counties. ★However, loss of control over the producing process may give rise to（产生） problems in respect of quality and time of delivery （交货期）.For an international turnkey project, a firm signs a contract with a foreign purchaser and undertakes all the designing, contracting and facility equipping before handing it over to the latter upon completion.Such projects are often large and complex and take a long period to complete. Payment for a turnkey project may be made at a fixed total price or on a cost plus basis（在实际成本之外收取一定费用）. The latter way of payment shifts the burden of possible additional cost over the original budget onto the purchaser.★BOT（建设、经营、移交）is a popular variant of the turnkey project where B stands for build, O for operate and T for transfer. For a BOT project, a firm operates a facility for a period of time after buildingit up before finally transferring it to a foreign company. Making profit from operating the project for a period is the major difference between BOT and the common turnkey project. Needless to say, the contractor has to bear the financial and other risks that may occur in the period of operation.。

国际商务英语课文电子版lesson（10）

国际商务英语课⽂电⼦版lesson（10）Lesson10 International Payment Generally speaking, it is not very difficult for buyers and sellers in domestic trade to get to know each other’s financial status and other information, and payment is likely to be made in a straightforward manner,say（for example）by remittance or by debiting the debtor’s account. In international trade, however, things are far more complicated. Purchase and sale of goods and services are carried out beyond national boundaries, which make it ratherdifficult for the parties concerned in the transaction to get adequate information about each other’s financial standing and creditworthiness (资信；信誉). Therefore, mutual trust is hard to build. Both the exporter and importer face risks as there is always the possibility that the other party may not fulfill the contract.For the exporter there is the risk of buyer default（不按期付款）. The importer might fail to pay in full for the goods. He might go bankrupt.His government might, for various reasons, ban（禁⽌）trade with the exporting country or ban imports of certain commodities. The buyer might run into difficulties getting the foreign exchange to pay for the goods. It is even possible that the buyer is not reliable and simply refuses to pay the agreed amount on various excuses.On the part of the importer, there is the risk that the shipment will be delayed, and he might only receive them long after payment.The delay may be caused by problems in production or transportation, and such delays may lead to loss of business. There is also a risk that wrong goods might be sent as a result of negligence（疏忽⼤意）of the exporter or simply because of his lack of integrity （honesty）.Political risks such as war, quotas, foreign exchange control; commercial risks like market change and exchange rate fluctuations(波动); and even language barriers all add upto（increase）the problems in international trade. Because of these problems and risks, exporters are hesitant to release their goods before receiving payment, while importers prefer to have control over the goods before parting with their money. Various methods of payment have been developed to cope with different situations in international trade. When the political and economic situation in the importing country makes payment uncertain or when the buyer’s credit standing isdubious (doubtful), the exporter may prefer cash in advance or partial cash in advance. In this case, the importer has no guarantee that the exporter will fulfill his obligations once he has made payment by cash. If the buyer and the seller know each other well, they may decide to trade on open account. This means that no documents are involved and that legally (in terms of law) the buyer can pay anytime. The seller loses all control over the goods once they have been shipped. Sales on thisbasis are usually paid for by periodic payment, and obviously the exporter must have sufficient financial strength经济实⼒to carry the cost of the goods until receiving payment. If the exporter wishes to retain（保留）title or ownership（所有权）to the goods, he can enter into consignment transactions. This means the exporter has to send his goods abroad and will not get payment until the goods are sold. If not sold, the goods can be shipped back. Therefore, this arrangementshould only be made with full understanding of the risks involved and is preferably to be limited to stable countries where the exporter has a trusted agent to look after his interest.A lot of international transactions are paid for by means of the draft（汇票）, which, also referred to as the bill of exchange, is an unconditional（⽆条件的）order to a bank or a customer to pay a sum of money to someone on demand（⽴即）or at a fixed time in the future.The person who draws（开⽴）the draft,usually the exporter, is called the drawer（出票⼈）, and the person to whom the draft is drawn is called the drawee（受票⼈）. There is yet another party payee（收款⼈）, i.e. the person receiving the payment, who and the drawer are generally but not necessarily the same person, as the drawer can instruct the drawee either to pay “to the order of ourselves” or to the order of someone else, for instance, the bank.A draft is either a sight draft ora usance draft (also called tenor draft or term draft). The former calls for （needs）immediate payment on presentation(提⽰) to the drawee while the latter is payable at a later date, e.g. 30, 45, 60, or 90 days after sight or date. A draft is either clean (clean draft 光票) (without documents) or documentary (documentary draft跟单汇票). In the latter case, the draft is accompanied （attached）by the relevant documents such as the bill of lading, the invoice, the insurance policy etc.In documentary collection ( 跟单托收), the exporter sends the draft and the shipping documents运输单据representing title tothe goods to his bank, which forwards (sends)them to another bank in the importer’s country, which in turn contacts the customer (importer). In the case of documents against payment (D/P)付款交单, documents will not be released to the importer until payment is effected执⾏. There are D/P at sight and D/P after sight. The former requires immediate paymentby the importer to get hold of the documents. The latter gives the importer a certain period after presentation of the documents, but documents are not released to him until he actually pays for the merchandise货物. In the case of documents against acceptance (D/A)承兑交单, documents are handed over to the importer upon his acceptance（承兑）of the bill of exchange drawn by the exporter. Payment will not be made until a later date. D/A is always after sight.So far as the exporter’s interest is concerned, D/P at sight is more favorable than D/P after sight, and D/P is more favorable than D/A. In actual trade, payment by collection should be accepted with discretion （⼩⼼）. It is usually used when the financial standing of the importer is sound（良好的）, or when the exporter wishes to push the sale of his goods, or when the transaction involves only a small quantity. Otherwise, the letter of credit is generally preferred.。

商务英语谈判教材(PPT 54页)

请告知你有关商品的最低价。
If your prices are favorable, I can place the order right away. 如果你们的价格优惠，我们可以马上订货。
We'd rather have you quote us FOB prices. 我们希望你们报离岸价格。
3. 还盘（counteroffer）在这个环节中经常用的句子有:
Your price sounds a bit too high. / Your price is much higher than we expected ./ Will you reduce your price by…%? / In order to conclude the transaction, I hope you will
Would you tell us your best prices C.I.F. Humburg for the chairs.
请告诉你方椅子到汉堡到岸价的最低价格。
Offer and counter--offer
An offer is a promise to supply goods on the terms and conditions stated. It can be a firm offer which is a promise to sell goods at the stated price, usually within a stated period of time. It also can be a non—firm offer which is made without engagement and is subject to the seller’s confirmation.

InternationalBusinessEnglish国际商务英语（英文版）

InternationalBusinessEnglish国际商务英语（英文版）International Business English国际商务英语Lesson 1 International Business第一课国际商务*International business refers to transaction between parties from different countries. Sometimes business across the borders of different customs areas of the same country is also regarded as import and export, such as business between Hong Kong and Taiwan.*International business involves more factors and thus is more complicated than domestic business. The following are some major differences between the two.1). The countries involved often have different legal systems, and one or more parties will have to adjust themselves to operate in compliance with the foreign law.2). Different counties usually use different currencies and the parties concerned will have to decide which currency to use and do everything necessary as regards conversion etc. Uncertainties and even risks are often involved in the use of a foreign currency.3).Cultural differences including language, customs, traditions, religion, value, behaviour etc. often constitute challenges and even traps for people engaged in international business.4). Countries vary in natural and economic conditions and may have different policies towards foreign trade and investment, making international business more complex than domestic business.*With the development of economic globalisation, fewpeople or companies can completely stay away from international business. Some knowledge in this respect is necessary both for the benefit of enterprises and personal advancement.*International business first took the form of commodity trade, i.e. exporting and importing goods produced or manufactured in one country for consumption or resale in another. This form of trade is also referred to as visible trade. Later a different kind of trade in the form of transportation, communication, banking, insurance, consulting, information etc. gradually became more and more important. This type of trade is called invisible trade. Today, the contribution of service industries of the developed countries constitutes over 60% of their gross domestic products and account for an increasing proportion of world trade. *Another important form of international business is supplying capital by residents of one country to another, known as international investments.Such investments can be classified into two categories. The first kind of investments, foreign direct investments or FDI for short is made for returns through controlling the enterprises or assets invested in in a host country.*The host country is a foreign country where the investor operates, while the country where the headquarters of the investor is located is called the home country. The second kind of investment, portfolio investment, refers to purchases of foreign financial assets for a purpose other than controlling. Such financial assets may be stocks, bonds or certificates of deposit.Stocks are also called capital stocks or bonds. Bonds are papers issued by a government or a firm with promise to pay back the money lent or invested together with interest. Thematurity period of a bond is at least one year, often longer, for example five, or even ten years. Certificates of deposit generally involve large amounts, say 25 thousand US dollars *Besides trade and investment, international licensing and franchising are sometimes taken as a means of entering a foreign market. In licensing, a firm leases the right to use its intellectual property to a firm in another country. Such intellectual property may be trademarks, brand names, patents, copyrights or technology. Firms choose licensing because they do not have to make cash payments to start business, and can simply receive income in the form of royaltyBesides, they can benefit from locational advantages of foreign operation without any obligations in ownership or management. The use of licensing is particularly encouraged by high customs duty and non-tariff barriers on the part of the host country. However it is not advisable to use licensing in countries with weak intellectual property protection since the licensor may have difficulty in enforcing licensing agreement.*Franchising can be regarded as a special form of licensing. Under franchising, a firm, called the franchisee, is allowed to operate in the name of another, called the franchiser who provides the former with trademarks, brand names, logos, and operating techniques for royalty. In comparison with the relation between the licenser and the licensee, the franchiser has more control over and provides more support for the franchisee.*The franchiser can develop internationally and gain access to useful information about the local market with little risk and cost, and the franchisee can easily get into a business with established products or services. Franchising is fairly popular especially in hotel and restaurant business.*Other forms for participating in international business are management contract, contract manufacturing, and turnkey project.*Under a management contract, one company offers managerial or other specialized services to another within a particular period for a flatpayment or a percentage of the relevant business volume. Sometimes bonuses based on profitability or sales growth are also specified in management contracts.Government policies often have a lot to do with management contracts. When a government forbids foreign ownership in certain industries it considers to be of strategic importance but lacks the expertise for operation, management contracts may be a practical choice enabling a foreign company to operate in the industry without owning the assets *By contract manufacturing, a firm can concentrate on their strongest part in the value chain, e.g. marketing, while contracting with foreign companies for the manufacture of their products. Such firms can reduce the amount of their resources devoted to manufacture and benefit from location advantages from production in host countries. However, loss of control over the production process may give rise to problems in respect of quality and time of delivery.*For an international turnkey project, a firm signs a contract with a foreign purchaser and undertakes all the designing, contracting and facility equipping before handing it over to the latter upon completion. Such projects are often large and complex and take a long period to complete. Payment for a turnkey project may be made at fixed total price or on a cost plus basis. The latter way of payment shifts the burden of possibleadditional cost over the original budget onto the purchaser *BOT is a popular variant of the turnkey project where B stands for Build, O for operate and T for transfer. For a BOT project, a firm operate a facility for a period of time after building it up before finally transferring it to a foreign company. Making profit from operating the project for a period is the major difference between BOT and the common turnkey project. Needless to say, the contractor has to bear the financial and other risks that may occur in the period of operation.*Some Words and Expressionscustoms area 关税区in compliance with 遵从，遵照conversion n.货币兑换visible trade 有形贸易resale n.转售invisible trade 无形贸易gross domestic product 国内生产总值for short 缩写为account for 占……比例headquarters n.总部trap n.陷阱，圈套portfolio investment 证券投资stocks n.股票bonds n.债券maturity n.（票据等）到期，到期日certificate of deposit 大额存单other than 而不是licensing n.许可经营franchising n.特许经营n.商标advisable adj.可行的，适当的patent n.专利royalty n.专利使用费，许可使用费，版税copyright n.版权licensor n.给予许可的人licensee n.接受许可的人franchiser n.给予特许的人franchisee n.接受特许的人logo n.标识，标记management contract 管理合同expertise n.专门知识bonus n.红利，奖金，津贴flat adj.一律的，无变动的contract manufacturing 承包生产value chain 价值链turnkey project 交钥匙工程BOT(Build, Operate, Transfer）建设，经营，移交Stand for 表示，代表variant n.变形，变体Lesson twoIncome Level and the World Market第二课收入水平和世界市场This lesson discusses the relation between the income level and the market potential, and the features of high income, middle income and low income markets.Special analyses are made on Triad, i.e. the markets of North America, European Union and Japan, as well as other markets that are closely related with China.The first two paragraphs mainly deal with GNP and GDP, two important concepts usedto indicate the total size of an economy. GDP, Gross Domestic Product, stresses the place of production while GNP, Gross National Product, on the ownership of production factors.GDP is used by most countries now where as GNP was morepopular before the 1990s. The actual figures of a country’s GNP and GDP are, however, quite similar in most cases and we can use whichever figure that is available.TEXT:In assessing the potential of a market, people often look at its income level since it provides clues about the purchasing power of its residents. The concepts national income and national product have roughly the same value and can be used interchangeably if our interest is in their sum total which is measured as the market value of the total output of goods and services of an economy in a given period, usually a year. The differenceis only in their emphasis. The former stresses the income generated by turning out the products while the latter, the value of the product s themselves. Gross National Product, GNP, and Gross Domestic Product, GDP, are two important concepts used to indicate a country’s total income. GNP refers to the market value of goods and services produced by the property and labor owned by the residents of an economy. This term was used by most governments before the 1990s国民生产总值(GNP)是最重要的宏观经济指标,它是指一个国家地区的国民经济在一定时期（一般1年）内以货币表现的全部最终产品（含货物和服务）价值的总和。

国际商务英语课文电子版lesson (21)

Lesson 21WTO and ChinaAfter 15 long years of hard negotiations, China became a formal member of the World Trade Organization on Dec. 11, 2001. People may wonder whether it pays(值得be worthwhile) for China to devote such a lot of time and efforts for accession to加入the organization. So some knowledge about the WTO as well as the opportunities it provides and the challenges it poses to China is quite necessary.The origin of the WTO can be traced back to(date back) the early post World War II years. To guard against the threat of trade wars, major trading nations sent their representatives to Havana in 1947 to create an International Trade Organization for the promotion of international trade. That objective was, however, not realized for controversy（争议）over the extensiveness of the powers of the proposed ITO（拟成立的ITO）（这一目标由于对拟成立的ITO 的权力广泛性有争议而没能实现）, mainly for the refusal by the UnitedStates to ratify（批准approve by signing）the charter of the stillborn organization. Nevertheless,the General Agreement on Tariffs and Trade(GATT) was formed as a conduit（channel渠道）for multilateral negotiations on a variety of international trade issues.Headquartered in Geneva, GATT provides a framework within which international negotiations are conducted toward creating global trade rules and a consultative mechanism for resolving differences and settling disputes under those rules. It alsoprovides technical assistance to developing countries in the form of seminars and training courses on trade policy issues.T he general aims of GATT are the improvement of standards of living, full employment, a large and steadily growing volume of real income and effective demand, the full use of the world’s resources, and the expansion of production and international trade. It is the specific task of GATT to contribute to the attainment of these objectives through arrangements directed to the substantial reduction of tariffsand other trade barriers and to the elimination of discrimination.Initially, GATT consisted of only three basic parts. In part 1 the basic obligations which are to be fulfilled by the contracting parties are laid down —the most-favored nation clause and the schedules of tariff concessions.In the years followed, the text of the General Agreement was revised, numerous amendments were reached relating mainly to the expansion of exports of less-developed countries and a part 4 was added. In the new part, thecontracting parties agree that the attainment of the general aims is particularly urgent where less-developed countries are concerned. In the interest of the less-developed countries, endeavors (efforts) must also be made to ensure the stabilization of commodity prices, better access to the markets of the developed countries, and the diminution 减少of the burdens which the developing countries assume承担in the interest of their economic development.The Generalized System ofPreferences (GSP) is meant to assist developing countries in their economic development efforts. It was established in 1968 after years of endeavors by developing countries in the UNCTAD and the GATT. Under the system, developed countries grant (give) developing countries favorable lower tariffs without granting them to developed members. And the developing countries do not have to reciprocate (exchange; give in return) such favorable treatment to the developed countries. So the GSP is an important exception tothe non-discriminate principle of MFN.A number of tariff negotiating conferences were held under the auspices of GATT during the course of the years GATT was functioning. Altogether 8 rounds of protracted yet fruitful multilateral trade negotiations were held since GATT entered into force in 1947 till the end of 1993 when the last round, the Uruguay Round finally concluded. The cumulative effect of the 8 rounds realized substantial reduction of tariffs. Tariff rate by the developed countries fell from anaverage of over 40 percent to about 3 percent in 1995.Despite GATT’s success in coordinating international trade policy, it is only an interim body without a fully defined institutional structure and with little legal enforcement power. So a big decision was made at the last Round to establish a permanent organization, the World Trade organization, to take the place of GATT.On January 1, 1995 the WTO established on the basis of the document signed before theconclusion (完成) of the Uruguay Round by the ministers of 97 countries started its operation and began its administrative work, taking over all the unfinished work left by GATT and continuing to carry out the agreements reached during the Uruguay Round. Being a new, improved replacement of GATT, the WTO is a permanent international organization to which all the members of GATT automatically become members. It is the organization’s aim to facilitate the creation of an optimal environment for international tradeand further strengthen the multilateral trading system.The WTO has three major objectives: 1. To promote free trade by encouraging members to adopt nondiscriminatory歧视, predictable trade polices; 2. To further reduce trade barriers through multilateral negotiations; 3. To establish more effective trade dispute settlement procedures.Instead of being a mere replacement of GATT, the WTO differs from its predecessor/ successor in several prominent dimensions (aspects). Firstly, as thename suggests (indicates), the GATT is only an agreement, or more exactly an interim secretariat, rather than an organizational entity in the true sense, while the WTO is a full-fledged (机构完善的) permanent organization, with the biennial ministerial meeting as its supreme decision-making body, affording it more political clout (influence) and a higher international profile (image). And its subsidiary bodies specialize in different areas. Secondly, the WTO has a much broader mandate. In addition to promoting commoditytrade which used to be the focus of GATT, the WTO is also responsible for service trade, international intellectual property protection a nd trade-related investment. Thirdly, the WTO has far greater enforcement powers. Unlike GATT，the new organization has a clearly defined dispute settlement mechanism. Its verdict is binding （有约束力的）on all its members. In this respect, the WTO is akin to （similar to）an international court of justice for world trade with the institutional strength and legal mandate (power) to implement itsdecisions.China’s efforts to gain accession to the WTO can be divided into two periods. During the GATT days, China made strenuous endeavors for the restoration (恢复) of its status as a contracting party. Though the goal was not realized, the work laid some foundation for negotiations in the second period after the WTO came into being. At the turn of the century when China was on the threshold of the WTO, the pros and cons of entry into the organization was a subject of topical interest.There were worries as well as great expectations. Now that three years have passed since China’s accession to the WTO, it is time to review China’s performance as a WTO member.As a responsible large nation, China has been doing a lot in honoring its commitments兑承诺for entering the WTO. In a short span of three years, China amended over 2300 laws and regulations of which over 800 were abolished. The overall tariff level was lowered from about 40% to 10.5%. Non-tariff measures including quotaand import license were removed step by step. The sector of service trade has been opened further and protection of intellectual property right considerably strengthened. All these efforts have produced positive results both for the other members of the WTO and for China itself who has made good use of the opportunities offered by the organization.China’s total volume of import and export doubled from 500 billion US dollars in 2001 to over 1.1 trillion US dollars in 2004, ranking the third in the world, onlyafter the United States and Germany. For three consecutive years, the country remained the largest recipient（destination）of foreign direct investment with the average yearly figure exceeding 50 billion US dollars, showing the improvement of its investment environment in line with 符合the requirement of the WTO. Contrary to the worry of some people that there would be trade deficit after entry into the WTO, China still enjoys a favorable balance of trade of 12 billion US dollars. And China’s foreign exchange reserveincreased to 550 billion US dollars, being the second largest foreign exchange reserve next only to that of Japan. The sensitive industries liable (likely) to the impact of the WTO entry such as agriculture, automobile, retail business, banking, insurance, and telecommunication all registered (获得) encouraging development.Despite all the achievements, China still faces big challenges. The first is the protectionist measures prevalent in some countries that place various barriers to trade. They intensified 加剧的anti-dumpingand countervailing measures to restrict the export expansion of other countries. Among the anti-dumping investigations, as many as 380 are directed（targeted）against China, constituting about one seventh of the total, making China the largest victim of such investigations. With the complete removal of textile quotas from January 1st 2005, antidumping investigations against China will be further intensified, and we must get mentally prepared and endeavor to reduce the negative effects.The second is the increasingcompetition faced by commercial banks and insurance enterprises from their foreign counterparts. The foreign banks already enjoy national treatment in China and they have offered over 100 items of services, tripling those by domestic banks. From Dec. 1st 2004, the number of cities where foreign banks are allowed to handle Reminbi business for enterprises increased from 13 to 18. And from 2006 Reminbi business for individuals will also be open to foreign banks. As for foreign insurance companies, all thoseentering the Chinese market are well-known enterprises with a long history and rich experience, constituting formidable competition against domestic insurance companies.The third is the challenge faced by agriculture. China committed itself for entry into the WTO not to provide any export subsidy for its agricultural produce, and ultimately lower its import tariff for farm produce to about 15%. Tariff quota will be applicable to the import of bulk produce, but the quotas are fairly large and thetariff rates within the quotas are as low as 1% to 10%. All those form great pressure on China’s agricultural production and market.。

商务英语谈判课本

Chapter Four Content of Negotiation (I) Anyone engaged in foreign trade knows that negotiation is a very important component in international business activities. As far as international investment, import and export of products, machinery and equipment are concerned, negotiation on international business and economy is a consultative process between governments, trade organizations, multinational enterprises or private firms. In short, it is a process between the buyers and the sellers, so negotiation is one of the important steps taken toward completing import and export trade agreements.4.1 Inquiry and ReplyIn international business activities, making inquiry is the initial stage of business negotiation between the buyers and sellers, the purpose of which is to seek a supply of products, service or relative information.Usually, the buyers make inquiries without any engagement to get information about the goods to be ordered. The sellers, however, can also make inquiries to get information about the goods to sold, without any engagement, too.The information wanted by the buyers or the sellers usually includes the following elements:The supply of commodities;The price;The catalogue;The packaging;The delivery date;Terms of payment and other terms concerned.Inquiry can be made orally or in written form.If the written form is adopted, the person who makes inquiries should remember to consider carefully to which the inquiries are to be sent and how many supplies or purchases are to be approached in one and the same region. Failure to take into consideration the relevant situation would lead to adverse effect on future transactions.When writing enquiry letters to your counterpart, there is on need to choose words and phrases carefully to draw th e readers’attention. A request for a price list or catalogue can be made in a single sentence. A request for a quotation of price and other trade terms may need a little longer description, which should be clear and exact. But remember there is no need for long, over-polite phrases and still less humbleness.If it is the first transaction between the parties concerned, the first enquiry letter should begin by telling the receiver how his name and address is known. Then, some generally information about your own business, such as the kind of goods handled, quantities needed or to be sold, usual terms of trade and any information likely to enable the suppliers or the buyers to decide what they can do for you, should begiven.Having received the enquiry letter, the receiver should study it with caution and reply the enquiry letter as soon as possible, telling them whether you could sell or buy.If in oral form, especially when the business relations have been established between the buyers and sellers, the inquiries and replies will be very easy and simple. What should be paid attention to is that both of them may have a friendly and cordial discussion according to what has been mentioned.4.2 Offer and Counter-offerIn many types of business, it has always been the practice for the supplier to make an offer directly to his regular customers and to others who may be interested in his goods, without waiting for an enquiry. But when the supplier has received an enquiry from the buyer and decide to sell the goods, he should make an offer to him.It should be pointed out that offer is different from quotation. Quotation is just an indication of price without contractual obligation, and it is subject to change without previous notice. We have learned that a proposal for concluding a contract addressed to one or more specific persons constitutes an offer if it is sufficiently definite and indicates the intention of the offerer to be bound in case of acceptance. So offer is a definite commitment on the part of the supplier.In business activities, when making an offer, orally or in written form, the following elements are usually included:The name, price, quality and quantity of the goods;The date of delivery and/or time of shipment;The terms of payment;The validity of the offer;Other terms concerned, such as packing, discount, insurance, etc.When a supplier promises to sell the goods at a stated price within a stated period of time, the offer made by him is called a firm offer. In making a firm offer, mention should be made of the time of shipment and the date of delivery, the mode of payment desired and the period for which the offer is valid. In addition, an exact description of the goods should be given. If possible, pattern or sample should be shown or sent.It should be noted that a firm offer, although not legally binding, is capable of acceptance, and once it has been acceptable it cannot be withdrawn and the offerer should perform the obligations stipulated in it.It is known that a reply to an offer which purports to be an acceptance but contains additions, limitations or other modifications is a rejection of the offer and constitutes a counter-offer. So, a counter-offer means a partial rejection of the original offer, and it also means a counter proposal put forward by the buyers or the offeree.In practical business negotiations, the buyers may not agree on theprice, packing, shipment or payment, etc. He may state his own terms instead. Such alterations indicate that business has to be negotiated on a renewed basis. Such being the case, the original offerer or the seller now becomes the offeree and is entitled to accept of refuse. In the latter case, he may make another counter-offer of his own. This process can go on for many a round until the transaction is concluded or called off.Sometimes, the sentence “Accept your offer subject to the following alterations……” may be used in answering an offer. Although the word “accept”is used, in fact, the offer is still rejected, because the offeree does not agree to the whole offer.In making a counter-offer, the party concerned should express regret at inability to accept, explain reasons for non-acceptance and suggest that there may be other opportunities to do business together in the future.4.3 Price and Placing ordersIt is known to all of us that price, which should be carefully considered, is one of the most important factors in the international business activities.Price is the money of other considerations exchanged for the ownership or use of a product or service. The products’price includes fixed cost, variable cost and expected profit. The fixed cost and variable cost of export products, however, means the total figure of production cost, selling cost, delivery cost, taxes and tariffs and some other unknowncosts.In any transactions, the buyer wants to buy cheap and the seller wants to sell dear. In order to get the expected target, the buyer or the seller should know the pricing strategies and other factors which can influence the price.As to the pricing strategies, there are three basic techniques of pricing export products, which can be indicated as follows:Cost-plus pricing;Marginal cost pricing;Break even pricing;Besides what have been mentioned above, the international and external factors which can affect pricing should be noted.International factors include:Marketing objectives;Marketing mix strategies;Costs;External factors include:The market and demand;Competitors’ prices and offers;In international business negotiation, because haggling is a common occurrence, the buyer or the seller should not ignore the following items, which can also affect pricing:Fluctuations of the currency used in the transaction;Terms of payment;Date of delivery;Packaging, etc;Everyone knows that negotiating price is a skill needing nerves of calm.Once given the factors affecting prices, the buyer or the seller is now ready to select a workable price. In any case, the price will have to be somewhere between one that is too low to produce a profit and one that is too high to result in any demand.In business discussion, even when the buyer has an advantage over the seller, because of overproduction, etc., and is accordingly able to dictate terms, such as lowering the price, quickening delivery date and so on, he should consider everything on the “you”attitude and give the reasonable price. Of course, when the seller has an advantage over the buyer, the same attitude should be adopted.Having finished negotiation price between the buyer and the seller, the former may place an order to the latter for goods needed on the price agreed upon between them. Once the order has been accepted by the seller, a purchase contract should be singed. After that, both parties are legally bound to carry out their agreement.When the binding agreement comes into force, the buyer’s obligations are:to accept the goods supplied, provided that they comply with the terms of order;to pay for them according to the terms agreed upon;to check the goods as soon as possible (failure to give prompt notice of faults to the seller will be taken as acceptance of the goods);When the binding agreement comes into force, the seller’s obligations are:to deliver the goods exactly of the kind ordered, and at the agreed time;to guarantee that the goods to be supplied are free from faults, of which the buyer could not be aware at the time of purchase.According to commercial law, if faulty goods are delivered, the buyer can demand either a reduction in price, or replacement of the goods, or cancellation of the order. He may also be able to claim damages.Chapter Five Content of Negotiation (Ⅱ)5.1 Packaging 包装It is known that packing is another important element which should be pay attention to by the buyers and the seller when negotiating any transactions, because neither of them like to have the goods shipped or received in a damaged condition. It is appropriate packing that could prevent or minimize the damage of the goods and could promote the sales. Therefore, in modern days, more and more people have come to realize the importance of packing.When discussing packing, the seller should keep the following in mind: ﹙1﹚T he buyers are under certain conditions entitled to reject the goods if they are not packed in accordance with his instruction or with the provisions agreed upon.﹙2﹚P acking should be designed to suit shipment requirements. In case of anomalies in packing, the master of the ship has authority to refuse to sign a clean B/L.Likewise, the buyer is empowered to refuse the acceptance of a B/L which refers to goods marked and branded not in strict conformity with the contract.﹙3﹚P acking should tally with the regulations in the country of destination, because some countries levy very heavy import duties on particular kinds of packing material.Besides what have been mentioned above, the seller should showsolicitude for the appearance and packaging of packing.The features of the packing should be:●Beautiful and durable;●Easy to handle;●Well suited for long distance shipment;●Proof against damage;●Waterproof /shake-proof;●Standardized.The appearance and packaging of packing should be:●Modern and attractive;●Small and exquisite;●Suitable for window display;●Facilitate marketing;In practical business activities, as far as the benefit of the buyer and the seller concerned, both of them should be familiar with the following items.⒈Packing ParametersThe main parameters that affect packing include the following:1)Value of the GoodsPacking depends on the value of the goods, that is, high value consignment usually needs more expensive than low value merchandise. Therefore, packing for valuable goods must be done professional to avoidany damage caused by transactions.2)Nature of the GoodsGenerally speaking, packing depends upon the nature of a products as well as the mode of transportation. For instance, cargo shipped in bulk requires little or no packing at all; small products are usually packed in standard-sized wooden or cardboard boxes; machinery or some heavy goods may need to be shipped in crates; commodities like sugar and coffee are usually packed in bags; and fragile goods should be done professionally.3) Rulers and RegulationsThis has particular relevance to dangerous cargo whose very nature calls for adequate and safe packing in line with strict regulations applicable both to sea and air transportation. Besides, in some countries, straw, wood and some other material are unacceptable forms of packing owing to the risk of insects being imported.4) Temperature VariationTemperature variation is another important factor which should be considered when packing, because some kinds of cargo that will have to undergo the temperature variation will face the danger of deterioration. 5)Cost of packagingWith the overseas markets becoming ever more competitive, the exporter is compelled to explore new methods of packing. The basic principle ofpackaging is to make packaging as light and compact as possible so as to keep freight cost down.⒉Marking of GoodsWhen packing is finished according to the packing instructions from the buyers, marking should be done on the export packages, which mainly include:●The consignees’own distinctive marks, which should include the name of the port of destination;●Any official marks required by authorities concerned, because some countries require the name of the country, there the goods are produced, the weight and dimensions, to be marked on every package.●Special directions or warning which should be stenciled on the package foe the benefit of the owner and the carrier.5.2 Delivery of GoodsWhen discussion the delivery of the goods, the negotiator should be familiar with the following contents:●Modes of the transportation;●Time of shipment;●Place of shipment and place of destination;●Partial shipment and transference;●Shipping advice;●Shipping documents.1.Modes of TransportationAlthough there are many modes of transportation in international trade, ocean transportation is still the most important mode at present.When the buyer and the seller negotiate the ocean transportation, the following items should be paid attention to: regular shipping liner transportation and charter transportation.(1)Regular shipping transportation: it involves the standard forcalculating premium, the liner’s freight tariff, the basic rate, the surcharge, the time of premium payment and the special discount for freight.(2)Charter transportation: it can be divided into voyage charter, timecharter and empty ship charter. Charter transportation cover charter party, rent or freight and the good shipped.2.Time of ShipmentWhen talking about the time of shipment, we should distinguish “shipment” from “delivery”. Under FOB, CFR, CPT and CIP, the time of shipment corresponds to the time of delivery, bur under DES, DEQ, DDU and DDP, the two are quite different, because FOB, CFR, CIF and so on belong to the constructive delivery, and DES, DEQ and so on belong to the actual delivery.When negotiating the time of shipment, the party concerned should know something about the stipulations of shipment time.(1)“Time shipment”means that an actual time of shipment should begiven, such as “Shipment during April and May”(2)“Shipment in the near future”refers to “prompt shipment”,“immediate shipment”, and “shipment as soon as possible”. Because these terms have different explanations in different countries and lines, the negotiators should refrain from using them so as to avoid misunderstanding.(3)“shipment without fixed time”means that the seller will ship thegoods with a certain time only after the payment of the L/C. under this stipulation, the following phrases are usually used:●Shipment within 30 days after receipt of L/C;●Shipment within 15days after receipt of remittance;●Shipment by first available vessel;●Shipment within 20 days after receipt of L/C, which must reachthe seller not later than 30th April.Besides what have been mentioned above, the parties concerned should pay much attention to the canceling date, the demurrage and the dispatch rate, which are also very important in negotiating shipping contract.3.Place of Shipment and Place of DestinationUnder CIF and CFR terms, the port of shipment and the port of destination should be stipulated in the contract. Under CPT and CIP terms, however, the place of destination and the place of the departure should be stipulated in the contract.But under FAS and FOB terms, the port of shipment should be stipulated in the contract, and FCA term, the place of departure should be stipulated in the contract. Although the terms mentioned above only refer to the port of shipment and the place of the departure, it is better to stipulate the port of destination or the place of destination in the contract respectively.4.Partial Shipment and TransportationBesides the time of shipment, the place of shipment, the place of destination, and the mode of transportation in the delivery clause of the contract, there are partial shipment and transshipment in it.(1)Partial shipment usually has the following three forms:●Not specify lots and quantity---the phrase “partial shipments to beallowed” can be used;●Specify lots but not specify quantity---the phrase “shipmentduring May, Jun and July in three installments” can be used;●Specify lots and quantity---the phrase “shipment during May andJune in two equal lots” can be used.(2)Transshipment should be clearly specified in the contract if it isnecessary, such as “transshipment to be allowed”, “transshipment atHong Kong to be allowed”, etc.(3)When partial shipment and transshipment are needed, they should bewritten down in the contract, such as “shipment on of before May 31st from Shanghai to Wellington, allowing partial shipment and transshipment”5.Shipping AdviceAfter making shipment, the seller is required to advise the buyer its effectuation(usually within 24 hours) no matter the transportation is concluded on FOB, CFR or CIF basis, so that the buyer can take necessary measures to take the goods and take out insurance. The required shipping advice usually includes:(1)the contract number and the L/C number;(2)the name of the commodity;(3)the quantity loaded;(4)the invoice value;(5)the name of the vessel;(6)the port of loading and the port of destination;(7)the date of B/L;(8)the date of departure;(9)The expected time of arrival at the port of destination.6.Shipping DocumentShipping document is a kind of main certificate, by which the sellerproves that he has completed his obligation of delivering goods, and on the other hand, the buyer pays for the shipment. If the shipping documents do not strictly conform with the terms of the L/C, the bank will reject them and refuse to pay, so great care is required on the part of export in preparing the shipping documents.The shipment documents required in shipment usually include:(1)bill of landing (B/L);(2)commercial invoice;(3)insurance policy or insurance certificate;(4)inspection certificate or survey report;(5)weight memo (note) and packing list;When discussing shipping documents, the person concerned should know something about the B/L, especially the Ocean B/L.The bill of landing is a document given by a shipping company, representing both a receipt for the goods shipped and a contract for shipment between the shipping company and the shipper. It is also a document of entitlement to the goods, giving the holder or the assignee the right to possess the goods.The ocean B/L usually includes:●shipped B/L or on board B/L;●clean B/L, unclean B/L;●straight B/L;●order B/L;●direct B/L;●transshipment B/L;●through B/L;●Freight prepaid B/L, etc.In a word, when shipping goods by ocean freight, the negotiators must take into account the following:(1) Arranging the port of shipment and the port of destination. Commonly, the seller chooses the port of shipment whereas the buyer decides the port of destination on the basis of mutual agreement.(2) Settling the time of shipment. To avoid future disputes in international trade, the time of shipment must be settled clearly between the buyer and the seller. When settling the time of shipment, the exporters should take every possibility into consideration, such as the supply of goods, international transportation, and external market quotations. The time of shipment should be made suitable to both the seller and the buyer.5.3 InsuranceWhen negotiation the marine cargo insurance, the parties concerned should be first familiar with the following content:●Perils Insured Against;●Marine Transportation Loss;●Types of Insurance.1. Perils Insured AgainstEach shipment in transit may run into various types of dangers. Generally speaking, the risks covered by insurance can be basically divided into two types---“perils of the sea” and “extraneous risks”.The perils of the sea include not only natural calamities such as storms, floods, earthquakes, lighting, etc. but also fortuitous accidents like fire, collision, explosion, stranding and sinking of the carrying vessels, and so on.The extraneous perils are usually caused by external factors, which can be divided into two---the ordinary and the special. The ordinary perils include the theft,pillage,leakage,shortage, rusting, contamination,and so on. But the special perils refer to war, strikes, import duty, rejection and failure to deliver, and so on.2. Marine Transportation LossGenerally speaking, losses on the high seas fall into two categories: total loss and partial loss.⑴Total losses: Actual total loss & constructive total loss;⑵Partial losses: Generally average & particular average;3. Types of InsuranceThe principle perils which the basic marine policy of the PICC insurance against under its Ocean Marine Cargo Clause are:⑴free from particular average (F.P.A.);⑵with particular average (W.P.A.);⑶all risks.These three perils are usually called “basic risks”, which are granted according to institute cargo clauses.Besides the “basic risks”mentioned above, there is another type of risk---additional risk, which can be divided into two---general risks and special additional risks.Generally speaking, general additional risks include:theft, pillage and non-delivery( T.P.N.D.);Fresh water and/or rain damage;Shortage;Intermixture and contamination;Leakage;Clash and breakage;Taint of odor;Sweat and heating;Hook damage;Breakage of packing;Special additional risks, however, include:war risk;Strikes;On deck;Import duty; Rejection;Failure to deliver; Survey at jetty risk;Fire risk extension clause.。

国际商务英语Chapter 2 Business Negotiation

General Procedure in Business Negotiation
Generally, the business negotiation will usually go through five steps, namely, enquiry, offer, counter-offer, acceptance and conclusion of a contract.
Chapter 2
Business Negotiation
Overview of Negotiation
What is negotiation? A negotiation is a process of communication between parties to manage conflicts in order for them to come to an agreement, solve a problem or make arrangements.
reaches the offeree before or at the same time as the offer. Until a contract is concluded an offer may be revoked if the revocation
reaches the offeree before he has dispatched an acceptance. However, an offer cannot be revoked: (a) if it indicates, whether by stating a fixed time for acceptance or
new offer
A reply to an offer which purports to be an acceptance but contains additions, limitations or other modifications is a rejection of the offer and constitutes a counter-offer.

《商务英语谈判》课程简介5篇

《商务英语谈判》课程简介5篇第一篇：《商务英语谈判》课程简介《商务英语谈判》课程简介课程名称：商务英语谈判英文名称：Business English Negotiation总学时（含授课学时和实验学时）：36先修课程：《国际贸易理论与实务》、《外贸函电》、《商务英语写作》、……。

内容简介：《商务英语谈判》是一门主要研究国际商务谈判具体过程及实务的课程，是一门实践性很强的综合性应用课程，是国际商务学科体系中的一门基础课程，也是商务英语专业的骨干支撑课程。

该课程针对国际商务谈判的特点和要求，从实践的角度，分析研究国际商务谈判相关的国际惯例和国际商品交换过程的各种实际运作，以从事国际商务谈判的主要业务环节为主线，系统介绍各环节的操作规程和国际惯例。

本课程科学地把商务知识、谈判知识、现代沟通的内容及形式与英语语言综合技能融为一体，目的在于帮助更多的学习者通过系统的商务英语谈判的学习，掌握商务谈判的基本理论知识，借助于灵活多变的谈判技巧，熟悉各种谈判活动，了解不同商务活动的人文背景、规范以及具体操作程序，从而提高商务谈判中分析问题和处理问题的能力，并使得学习者在英语应用能力的同时掌握商务英语专业知识，从而实现培养复合型人才的目标。

适用专业及层次：高等学校经济管理类和商务英语专业高年级学生必修专业课。

考核方式：模式商务谈判选用教材：蒋磊，《国际商务英语谈判与沟通》，高等教育出版社, 2007参考书目：1.余慕鸿等，《商务英语谈判》，外语教学与研究出版社, 20052.徐宪光，《商务沟通》，外语教学与研究出版社, 20013.金英，肖云南，《国际商务谈判》，清华大学出版社，20034.秦川，《商务英语谈判》，中国对外经济贸易出版社，2004第二篇：商务英语谈判Chapter 1 :1.Negotiation is the process we use to satisfy our needs when someone else control what we want.2.Different types in Theory and Practice:a)Competitive style: To try to gain all there is to gainb)Accommodative style(通融式谈判): To be willing to yield all there is to yieldc)Avoidance style: To try to stay out of negotiationd)Compromising style(妥协谈判): To try to split the difference or find an intermediatepoint according to someone principlee)Collaborative style(合作谈判): To try to find maximum possible gain for bothpartiesf)Vengeful style(报复谈判): harm the otherg)Self-inflicting style(自损谈判): harm oneselfh)Vengeful and self-inflicting style: harm the other and also oneself3.The goal of collaborative negotiation is to manage the dispute so that the outcome is more constructive than destructive.4.Principled negotiation is centered around four consideration(PIOC):a)People: separate the people from the problemb)Interests: focus on interests, not positionc)Options(选择): invent options for mutual gainsd)Criteria(条件): insist on using objective criteria5.Personal interests are interests of individuals whoparticipate in anizational interests are of collective bodies such as private or state-owned enterprises, institutions and other kinds of entities(实体)6.Case study: During the Cold War......against it.2)They followed the “National interests go before organizational interests.” principle第三篇：商务英语谈判Business NegotiationA: The seller Miss su representingKai ya Chocolate Manufacturing Co.LtdB: The buyer Mr.zhou representing zhong shang supermarket.A: Good morning, Mr.Zhou.Glad to meet you.B: Good morning, Miss su.It’s very nice to see you in person.A: How are things going?B: Everything is nice.A: So, what’s the topic of today’s meeting?B: Ok, after the last talk, we appreciate you price very much.Now let’s talk about the terms of payment.Would you accept D/P? I hope it will be acceptable to you.A: The terms of payment we usually adopt are sight L/C.B: But I think it would be beneficial to both of us to adopt more flexible payment terms such as D/P term.A: Payment by L/C is our usual practice of doing business with all customers for such commodities.I’m sorry we can’t accept D/P terms.B: As for regular orders in future, couldn’t you agree to D/P?A: Sure.After several smooth transactions, we can try D/P terms.B: Well, as for shipment, the soon the better.A: Yes, shipment is to be made in April, not allowing partial shipment.B: can you make it earlier? May be in March, our customer is eager for them.A: All right.Let me have a check, oh!There are somesteam vessels available to your port, so we can make it in March.B: Good!By the way, when can I expect to sign the S/C?A: Mr.Zhou, would it be convenient for you to come again tomorrow morning.I’ll get the S/C ready tomorrow for your signature.B: That’s fine.See you tomorrow.Goodbye.Miss Su.A: See you and thanks for coming, Mr.Zhou.第四篇：《剑桥商务英语》课程简介《剑桥商务英语（中级）》课程简介剑桥商务英语（中级）是一门以语言技能为主，商务技能为辅的融实践性、交际性为一体的语言课程。

国际商务原书英文版MGH版教学课件geringer_ModC

Copyright © 2017 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the
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prior written consent of McGraw-Hill Education.
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prior written consent of McGraw-Hill Education.
Design of Products and Services
Alternative approaches – cross-functional participation in each stage of design, identifying and avoiding many potential sourcing, manufacturing
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prior written consent of McGraw-Hill Education.
Design of Products and Services
Design of a company’s products and services has a fundamental relationship with the types of inputs a company will reqSupply Chains
Operations in each step of the supply chain must be synchronized Measurement of supply chain performance varies by industry and company, because the way success is defined also tends to vary and performance assessment should be aligned with a company’s strategic objectives and the key factors for success

实用国际商务英语谈判与沟通9

上一页下ion of the Price in International Business Negotiations
• In the second group, the point of delivery and the place to which the goods are carried are both ports, hence the label “sea and inland waterway冶rules.In the terms FOB, CFR and CIF, the ship’s rail as the point of delivery has been replaced for the goods being delivered when they are “on board”the vessel, which avoids the rather dated image of the risk swinging to and fro across an imaginary perpendicular line.
understand the price from their own perspectives.For example, in our daily life, young adults will accept a fashionable dress with attractive designs despite its high price while senior people tend to offer a price with consideration of its material and texture.In the international business negotiation, when a company imports a batch of goods from a foreign manufacturer, both parties will arrive at three sharply different negotiation results if they weigh different interest demands: ①if the foreign manufacturer wants to maximize their profit while the company is eager to fill the domestic void in this regard, a high price is possible;

国际商务英语unit.doc

New International Business EnglishUnit 8 Dealing with problems8.1What seems to be the problem? B You'll hear eight short phone calls. Match the NUMBER of each call to one of these sentences in your book.The first two examples1. The agreement was that you'd let us have three sets of documentation, but we only seem to have been sent one. Could you do something about this right away, please?2. We asked you to send us all the necessary documentation, but we've been invoiced for three sets. As far as I can tell we only need one set, and there should be no charge for this, according to your letter.3. Hello. Listen I'm terribly sorry, but I thought I'd be able to make it in good time for our meeting this afternoon. The trouble is that there's been a terrible hold-up on the motorway. I've been sitting in a queue for two hours, so I don't think I'll be able to get to you till quarter to two. Will you still be available then?4. Sorry about this, but, there's been a problem with air traffic control and my flight has been re-timed to quarter to This means that it won't arrive in time for our lunch appointment. I'm terribly sorry about this. Will you still be in the office later in the afternoon say about quarter to five? I know this is very late, but I won't be able to make it till then.5. The thing is that there are some scratches on the front panel of 15 of the consignment. Now I realize this won't affect the operation of the units but obviously we can't sell them to our customers unless they're in perfect condition, so what we want you to do is to include an extra 15 in next month's order and we'll send the faulty ones back to you. Is that agreeable? Oh, and if in the meantime we discover any more with the same fault, we'll let you Know and perhaps we can have our money back on those.6. We examined the packages when they were delivered and they seemed to be in good order, but when we opened the packages, we discovered that 15 out of 20 packages were water-stained on the inside. Some of this water seems to have soaked through the inner packaging and the contents are wet inside. They've obviously been left out in the rain in transit and your inner packaging was... was inadequate. Anyway, I've been asked to tell you that we'll be withholding payment on the entire consignment until you arrange to have the faulty items collected and replaced.7. Look, the blessed thing has broken down again. And yes, we have switched it off so that it can cool down. Yes, I suppose it is a quite warm day, but this machine is supposed to be capable of operating 24 hours a day. No, I want you to get someoneout here today to look at it and put things right. Assuming it's not a design fault, there must be something an engineer can do to stop this happening every time the temperature rises over 25 degrees!8. Yes, it's happened again. The feed roller mechanism has jammed again. I called the service engineer, but he says we've been using the wrong grade of paper and that we should be using 60 gram. Well, we can't replace our entire stock of 85 gram just to make it work in one machine. Now I'd like you to Know that we want the complete feed and transport mechanism replaced straight away The last time the engineer serviced it he informed us that the problem was caused by a faulty circuit board, even though this was obviously not what was wrong with it. Anyway, he replaced it and we were charged for this, and by the way, we'd like a refund for this charge, too.8.2 We all make mistakes-sometimes! B You'll hear telephone message that was recorded on your answering machine yesterday.Lucia Donato: This is Lucia Donato at UNIFLEX in La Spezia. We've been expecting your order this month and it hasn't arrived yet. And... Um... I must admit that I'm a bit surprised by this but... er...I'm assuming that you want to repeat last month's quantities. If you want to make any changes, you'd better let me know. We'll be loading tomorrow afternoon, so could you contact me first thing tomorrow, please?8.3 Complaining and apologizing A You will hear four phone calls so conversations. 1. Customer: Er...good morning. Er... I bought this box of computer paper last week but it's not the right size -it should be A4.Assistant: Oh, sorry about that. Um...it says A4 on the box.Customer: Oh, yes I know but...here. if you look inside you'll see: it's a smaller size. Assistant: Oh, yeah, so it is. I'm very sorry...er... I'll get you another box. Customer: Oh ,right, thanks.Assistant: Er. I'm very sorry but we haven't got another box in stock. Customer: Oh, no!Assistant: Yeah, I am sorry about that. Er. if you like, I'll just call our other branch to see if they have any.Customer: Oh, no.. er. don't bother. Um.. I'd prefer a refund.Assistant: of course. That's 11.95... Here you are. Sorry about that. Customer: Oh, that's all right, thanks anyway. Bye.Assistant: Bye.2. M.r South: I'm...er... I'm sorry to bother you, Mrs. West.Mrs. West: Yes, Mr. South?Mr. South: Er.. it may have slipped your mind, but you told me last week that. that you'd send in the orders to Compass International.Mrs. West: Yes, that's right, yes, I did send in the order. Er... on Friday afternoon. Mr. South: Well, the…the thing is, did. Did you realize there were two separate orders: one...one for northern region and another for eastern region?Mrs. West: Oh dear! Jeez, I'm sorry. I didn't realize the eastern region had ...had to be done too.Mr. South: Oh, it really doesn't matter, there's still just time.Mrs. West: Well, I'll phone Compass and explain, shall I?Mr. South: Er...no, no, I think it'd be best to send the order by telex, don't...don't you?Mrs. West: Yeah, yeah, all right. I'll do that right away. Sorry againMr. South: Oh... oh, that's all right.3. Mr. Joiner: Good morning. Carpenter and Sons, can I help you?Miss Zimmermann: Hello, this is Heidi Zimmermann of Schreiner International. Mr. Joiner: Hello, Miss Zimmermann. This is Ted Joiner. What can I do for you? Miss Zimmermann: Well, I think there may have been some...a misunderstanding about our last order.Mr. Joiner: Oh dear, what seems to be the problem?Miss Zimmermann: We've just started unloading the truck and the quality of the goods doesn't appear to be Class A1, which is what we ordered.Mr. Joiner: Oh dear, I'm very sorry. Let me just check this on the computer. ...Er...oh dear, yes, I'm afraid there has been a slip-up in our shipping department. I'm very sorry, it's certainly our fault. Wh...what would you like us to do about itMiss Zimmermann: Well, we can keep the goods and...and use them for another order of ours, if you will charge us 20% less for the load and ship us a load of Class Al right away.Mr. Joiner: That sounds fair enough. Let me just check the stock position. Yes, we can ship tomorrow morning, if that's all right?Miss Zimmermann: Oh yes, that will be fine.Mr. Joiner: Oh, good. Er...thank you very much, Miss Zimmermann. I'm very sorry that this happened.Miss Zimmermann: That's quite all right. Goodbye.4. Telephonist: Good afternoon. Windsor Products.Mr. Wong: May I speak with Tina Castle in marketing please?Telephonist: Tina Castle, certainly. One moment, please.Miss Castle: Tina Castle.Mr. Wong: Hello, this is Henry Wong of ArrowPrint.Miss Castle: Hi,Mr. Wong: What can I do for you?Mr. Wong: It's about the order for your new packaging. I think you may have forgotten to send us the color negatives.Miss Castle: I sent the complete set of negatives by airmail on the 14th, I remember packing them up myself. They should have arrived by now.Mr. Wong: Yes, well we did get a package from you on the 18th, but the problem is that the colour negatives were missing.Miss Castle: Are you sure?Mr. Wong: Yes, we only got the black and white ones.Miss Castle:...Oh dear I've just been through my out-tray and I've found them here.I'm very sorry, it's my fault. I'll send them by courier at once.Mr. Wong: No, no, no, that's not necessary. My assistant, Mr. Patel is coming to your office tomorrow, so you can give them to him and he can bring them back.Miss Castle: Right. I'll make sure he gets them. I'm sorry this happened.Mr. Wong: it's perfectly all right, Miss Castle. Goodbye.8.4 Friday afternoon: Delivery problems A1 You will hear a telephone message left for you by your production manager Mr. Robinson.Ted Robinson: This is Ted Robinson. Um... it's about these new alloy components. Now, when the components were unpacked and inspected, we found that although most of the parts are OK, the screw adaptors don't meet our specifications. Now, the...the ones that you sent us are GJ501s and we need JG 507s. I'll say that again-JG507s. Now I've checked your order and that was correct and so was the proforma the suppliers sent, so it seems to be the fault of the supplier's packing department. Now, the problem is: if the right parts don't arrive by next Wednesday, part of the production line will have to stop. And in all 5,000 screw adaptors have to be replaced, of which 500 are needed for next week's production. So, can you do something about this and let me know what you propose to do? OK? Goodbye.8.5 Only the best is good enough... B You will hear an interview with manager consultant.Interviewer: Sarah Lockhart is the Quality Director of AP Management Consultants Sarah, how is Quality with a capital Q different from what's always been known as 'quality control'?Ms. Lockhart: The idea of Quality is a concept that is coming to be the driving force of many parts of industry today. The interesting thing is that it can be applied to both the service sector and the manufacturing sector. We can talk about Quality of manufacturing and quality of service. Quality is something that affects all the functions of the company and all the staff from board level down to line managers and employees.Interviewer: So how would this be applied to manufacturing?Ms. Lockhart: Well, the Key idea here is 'Zero Defects'-the company should be aiming to produce goods that are perfect. So that customers are entirely satisfied and they don't discover any faults at all after delivery has taken place. Interviewer: Yes, but surely nobody's perfect. We all make mistakes sometimes. Ms. Lockhart: Well, yes, people make mistakes but we believe that everybody wants to be perfect and they want their product to be perfect and to have no eff...defects. Interviewer: Ah, I see.Ms. Lockhart: In the past it was considered impossible to mass-produce goods to a very high standard. There would always be rejects and some faulty goods would inevitably get through to the customer, because carrying out a quality control of every manufactured item would be too expensive and therefore unprofitable. Quality control usually consisted of random checks-operating rather like Customs officers in the green channel at an airport. Customers came to expect there to be some faults in the goods -and it was just a fact of life in manufacturing. Anything that was wrong could always be put right later by complaining to the supplier and getting him to repairor replace the faulty goods.Well, the Quality revolution, if I can call it that, turns these views on their head. There are several reasons for this. First, putting mistakes right -fixing a faulty machine or collecting it and replacing it -are labour-intensive and costly and it's more cost -effective to eliminate the need for this by producing a perfect product with zero defects in the first place. Second, if your competitors are able to produce goods with zero defects, then clearly customers will prefer those. So in order to survive you have to keep ahead of your competitors. Obviously this applies to devices too-your service has to be so good that there is no dissatisfaction and hence no complaints from clients. Complaints usually mean that there are defects in your product or in your service-and even your accounts department is providing a service to you and your suppliers and customers.Interviewer: The big problem about all this is the other links in the chain. I mean, you're dependent on the quality of materials supplied to you as a manufacturer that you will then transform in your factory. How does this fit in?Ms. Lockhart: Yes, I agree, this is one of the problems. You normally don't have a direct control over your supplier's processes but you can change suppliers in order to obtain the materials of the highest quality This will normally mean paying more, but the extra cost can be easily justified if your own production quality improves. If, however, you're obtaining poor quality materials from a single source you may have to start looking for alternative suppliers, or impose your own quality control on all incoming supplies before you accept them.Interviewer: All right, suppose a company wants to introduce Quality as part of its business philosophy, how easy is it to set about doing this?Ms. Lockhart: First of all you have to sell the concept to everyone in the company: at board level, to senior management, to line managers and to the employees. Everyone has to believe in quality for it to succeed -it won't work if you have a group of people somewhere in the company who are working against you-that may mean production staff careless or office staff who don't provide a good service to customers and to other members of their own company. New staff can be trained relatively easily, but established staff tend to be much harder to persuade about new ideas. The major arguments we use in our seminars are to do with taking a pride in your work.-well, you know, everyone likes to feel they're doing a good job, and we say 'If your competitors are successfully doing this, can you afford not to? If we can't sell our service or product, we'll lose business and people will lose jobs.Interviewer: Sarah, thanks very much.Ms. Lockhart: Thank you.Unit 9 Visitors and travellers9.1 Did you have a good journey? You'll hear conversation in which visitor being met at the airport.Sandra: Hello, are...are you Mr. Brown?Mr. Brown: Yeah.Sandra: Oh, I'm Sandra EllisMr. Brown: Hi, Sandra.Sandra: I...er...welcome to Manchester.Mr. Brown: Well, I'm sorry I'm so late, You see, there was fog at Amsterdam and we were delayed there. I hope you haven't been waiting too long.Sandra: No, no, it's OK. I was able to catch up on some of my notes.Mr. Brown: Oh, good.Sandra: Well, it's a great pleasure to meet you, Mr. Brown.Mr. Brown: Yeah, I've been looking forward to meeting you too, Sandra. Sandra: How was your flight?Mr. Brown: Well, not too bad, thanks.Sandra: Oh, good, well I think the best thing is we'll go to your hotel first if that's Ok. My car's just outside.Mr. Brown: Terrific.Sandra: Can I take one of your bags?Mr. Brown: Oh thanks, yeah, here you are Sandra.Sandra: Right now, is there anything you'd like to do before we set off?Mr. Brown: Well, I'd just like to make a quick phone call, if...er...that's all right, Sandra: Yes, sure. Look, there are some phone booths over there. Um...would you like to have a drink or something to eat before we go into town or...?Mr. Brown: Well, er...maybe just a coffee if we've got time.9.2 Hotels and accommodation A You'll hear Ms. Muller phoning the Hotel Concorde on behalf of Mr. Meier.Receptionist: Hotel Concorde.Vera Muller: Good morning. My name's Vera Muller. I'd like to book some accommodation for tomorrow for five nights.Receptionist: April 1st to 5th.Just one moment, madam. We are rather full at the moment, because of the trade fair. What kind of rooms would you like?Vera Muller: I'd like three single rooms, all on the same floor.Receptionist: I have three double rooms but not three singles available, sorry. Vera Muller: What's the difference in price?Receptionist: Single rooms are 400 francs, doubles are 700 francs.Vera Muller: I see, um...what kind of rooms are the double rooms? Receptionist: Very nice rooms, madam. I can give you three doubles on the sixth floor overlooking the city. They have balconies and bathrooms.Vera Muller: Mow, one of the guests is in a wheelchair. Are these rooms accessible by wheelchair?Receptionist: Ah, no madam. The lift goes to the fifth floor only. In this case youcould have three rooms on the ground floor. One single and two doubles. No view of the city, but close to the garden.Vera Muller: And do you have a small conference room I can reserve for April 3rd all day?Receptionist: Er...yes, we have a nice quiet room that will take about 12 people, would that be suitable?Vera Muller: Yes, that will be fine. And... um...are the public rooms all accessible without having to go up or down steps?Receptionist: Yes, madam. The restaurant is on the first floor-there's a lift. Otherwise everything, including the conference room is on the ground floor.Vera Muller: All right, fine. Um... then I'd like to book the three rooms on the ground floor for Acme International. The guests' names are: Mr. H. Meier, Miss A. Schwarz and Mr. D. Negri.Receptionist: Thank you, so that's three rooms on the ground floor arriving on April 1st and departing on April 6th. And the conference room all day on April 3rd.Vera Muller: Right.Receptionist: OK. Can I have your telephone number, Please.Vera Muller: Yes, it's 41 (that's Switzerland 22 34 89 23. And I'm Vera Muller. Receptionist: Fine, thank you, Ms. Muller. Goodbye.Vera Muller: Goodbye...it's OK, Mr. Meier. I've booked the rooms in Toulouse. Mr. Meier: Great. Thanks, Vera.9.3 Local knowledge: You are the expert! A You'll hear three conversations in which people are giving directions.Man: Um, can you tell me how to get to the restaurant for the meal tonight? Woman: Well, it's a bit complicated... um... I'd better show you on the map. It'll take about 20 minutes on foot.Man: Oh, that's OK, I've got enough time and it's a lovely evening.Woman: Right then. Now let's see, um... well, first of all you go to the right as you leave this building, OK? And then you turn left when you get to the town hall. Man: Right.Woman: Mm, then you keep straight on and you just cross the river. Er... oh, you'll see the railway station on your right, got it?Man: Yeah.Woman: OK, now you continue along that road for about three blocks till you come to a church. Um... and opposite the church there's a big square. Now, the restaurant is down a little back street on the other side of the square. It's called the Black Bear- it's just there on the map.Man: Oh, I see. Yes.Woman: Do you see?Man: Yes, that's fine, no problem. Thanks very much.Woman: You're very welcome. Enjoy your evening.Man: Thanks.Woman: Can you tell me how to get to the restaurant where the lunch is being held?Man: Oh, yes, sure. Well, er... you can take a taxi or you can take the tram, that's the best idea, yes.Woman: Oh, wow, yeah!Man: it's the number 89 which says 'Zoo' on the front.Woman: 89-'Zoo'.Mmm.Man: Right, you'll need to get a ticket from the machine before you get on. Right now, at the fifth stop you get off, cross the road, walk on for about 100 metres. Woman: OK.Man: OK, now... now, the restaurant on the left. And you can't miss it because it's called the Black Eagle.Woman: Black Eagle. OK fine, thanks very much.Man: That's all right, not at all. Enjoy your lunch!Woman: Thanks.Woman: Can you tell me how to get to the restaurant where we're meeting tomorrow? Man: Certainly. When you come out of the car park, turn left, OK?Woman: Left. Right, fine.Man: Drive straight on until you see the blue signs that say 'City'. Now, follow these signs as far as the lake and then turn right and drive along the lake for about five kilometers. Now, the restaurant is on the right just after the first village, you can't miss it. It's called the White Swan.Woman: Oh, fine. OK, I'll see you there tomorrow at about 11 then.Man: At 11,fine.9.4 Eating, socializing and telling stories A(1) You'll two people looking this menu in your book.Man: Mmm, that was delicious!Woman: Mmm, would you like a dessert?Man: Yes, please. Can you... um... help me with the menu?Woman: Yes, certainly. These are starters, and these are main courses and these are desserts. See?Man: Ah, yes, um...hmm, can you tell me that Boston Indian Pudding is? Woman: Yes, it's a specialty of this region. It's a sort of...mm... dark cake which contains dried fruit soaked in tea.Man: Tea?Woman: it's hot and you have it with ice cream. Very nice.Man: I see. And... um... what's Hot Fudge Sundae?Woman: That's something rather special. It's a kind of ice cream with a hot sticky sauce over the top—very sweet and fattening!Man: I don't really like the sound of that. What about Zabaglione?Woman: Well, that's difficult to explain, it's a bit like a warm mousse. It's made of egg yolks, sugar and Marsala wine. It's an Italian specialty.Man: That sounds very nice, I'll have that, please.Waitress: Are you ready to order your desserts?Woman: Yes, John?Man: I'd like to have the Zabaglione and a large black coffee, please.Woman: Just an iced tea for me, please.C You'll hear two people talking about travel experiences.Man:...anyway, I felt pretty upset, I can tell you!Woman: Haha. Well, something even worse happened to some friends of a colleague of mine in New York. The husband was on... on an extended business trip and the idea was that his wife would come over in the middle of it to spend a long weekend with him. He was flying in from Boston, and the wife from Europe and they were going to meet up on the Friday evening and stay the weekend together at one of those very big hotels near Central Park. Well, the hotel computer had got the first letter of their name wrong- their name began with a B (I think it was Berry) but it was spelt on the computer with a P. So the wife arrived at the hotel gave her name and asked 'Has my husband arrived yet and the reception clerk looked her up on the computer and said 'No, not yet' and so she said she'd wait in their room and she was shown to the room. So she turned on the TV and, you know, started waiting. Well, then about half an hour later the husband arrived and gave his name and spelt it out very carefully to the reception clerk and asked 'Has my wife arrived yet? and she looked up the name on the computer and said 'No, not yet', so he said he'd wait in the room and theclerk promised to send his wife up to him when she arrived and he was shown up to a different room. So he turned on the TV and started Waiting. Well, they Both waited for a couple of hours and then the wife called reception, was told her husband still hadn't arrived so she went down to the restaurant and had a meal and then, being tired, you know, she went to bed. The husband was now quite hungry so, after calling reception and being told his wife still hadn't arrived, he went down to have his dinner, and then went to bed. Well, the next day, they narrowly missed each other at breakfast, so they decided there was no point in sitting around waiting so they both went out shopping or sightseeing, missed each other again that evening and didn't finally meet up again till the next afternoon, By this time the husband had to fly off to Washington for a meeting first thingon Monday!Man: Oh, that's amazing! ※※※it's always strange in a new city. I...I remember once I was going to a conference in Norway. I landed at Oslo Airport and as I didn't Know the city I picked up a whole lot of leaflets and a street map at the airport before catching the bus into town, Well, one of the leaflets was quite fat, about 100 pages long and it was called 'Where to eat in Oslo', So I started looking at it to find a nice restaurant to go to that evening- I always prefer to eat out rather than in my hotel. And I soon realized that the same restaurant was being described again, looked all the way through the leaflet and every page was a description of the same restaurant! There were no others in there! 100 pages all about the same restaurant. Woman: What was the name of the restaurant?Man: I can't remember!Woman: Haha!※※※Oh, that reminds me. Ha! A colleague of mine was in Sweden. He was at the end of a tough series of meetings in Stockholm and about to fly back home to London. Well, he checked his suitcase in and went through to the departurelounge, had a drink and caught his plane back to Heathrow. Unfortunately, the check-in clerk had put the wrong label on his case and it had the tag for a different flight on it.Man: So he went to London and his luggage went somewhere else?Woman: No, no, no, no, worse than that. They did a security check on all the luggage that was being loaded onto the other flight and found that there was no passenger name with that manifesto to match the particular suitcase. So they very carefully took the case off to the far corner of the airport and security police BLEW IT UP! Haha. Luckily it only contained dirty clothes and a toothbrush and stuff like that And he got fully compensated by the airline.※※※Man: I remember my boss telling me about something that happened a few years ago. There was a long delay at the airport, which apparently was quite common then, and then there came an announcement over the loudspeaker: 'We are sorry but the plane is sick, we will find a new one', So they all settled down for a long wait, feeling reassured that they weren't having to fly in a faulty plane. Two hours later there was another announcement: We have found a new plane, But the new plane is more sick than the first one, so we will take the first one. And they were all escorted to the first plane and it took off but they all felt very nervous and everyone started knocking back the gin and the whisky. Anyway eventually they arrived at their destination and by this time everyone had managed to forget that the plane was 'sick' but instead of landing the plane kept circling round and round and round. Everyone started to get worried again Mhm. And then a man in uniform came out of the little door leading to the flight deck with a screwdriver. He walked half way down the aisle, stopped and lifted up the carpet. Then he raised a metal flap and reached inside with the screwdriver. There was a loud click and then they heard the landing ear going down. The man in uniform went back to the flight deck. The plane made its final approach and landed safely. As they all came down the steps he said you could literally see everyone still shaking with fear.9.5 Organizing a conference March 30 You'll hear a recorded message from Madeleine Tennant, one of the four speakers.Speaker: Er...this is Madeleine Tennant. Um... I'm calling about the conference in May. Um... I'd like to have my expenses paid in cash in dollars, not by cheque in your currency. Um... I haven't had time to book a flight yet so I don't know how much the tickets'll cost, but. um... I'll let you know the amount when I arrive for the conference.。

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《国际商务英语－商务英语谈判》-商务,英语,书籍-商务指南- 国际－商务英语谈判
作: 秦川
：中国对外经济贸易出版社
简介：
本书分三大部分.第一部分为商务谈判各种场合一般性用语,细分为14项.第二部分为与外商的业务洽淡.业务环节分为17个单元,从外商入境直至机场送行,包括了外贸工作各个主要方面.第三部分为附录,精选了一些最基本,最常用的资料,供业务人员业务谈判时参考. 本书采用中英对照形式,省去前后翻阅注释,使用时更加直观方便.。

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