商务英语阅读chapter9
《商务英语阅读》第9单元译文
第9单元全球性企业的人力资源管理塔默·卡瓦斯基尔，加里·奈特，约翰·雷森伯格区域一体化和经济集团化区域经济一体化也被称为区域一体化，是指处于同一地理区域的两个或多个国家，为减少贸易壁垒和投资壁垒而结成联盟，进而在经济方面形成的日益增强的相互依赖关系。
第二次世界大战结束后，多数国家都在寻求合作，以期实现某种程度的经济一体化。
据统计，当前全球贸易中有大约40%是在某种形式的由多国签署的特惠贸易协定下完成的。
这种趋势的前提基础是，处于同一地理区域的国家，因其历史、文化、语言、经济或政治等因素相互联系，通过合作，可以实现共赢。
经济一体化催生了自由贸易，而自由贸易又有助于各国鼓励专业化、降低价格、扩大选择、提高生产力以及更高效地使用资源，从而提高各国的生活水平。
为了更好地理解区域一体化，我们可以将国际商务活动想象成沿着一个连续体进行，在这个连续体的一端，整个世界就是一个大的自由贸易区，这里没有关税和配额，所有的国家都使用同一种货币，产品、服务、资本和劳动力可以在国家间自由流动，不受任何限制。
而在该连续体的另一端，则是一个充满贸易壁垒和投资壁垒的世界，在这里，各国使用不同种货币，彼此间几乎没有商业往来。
区域一体化是实现更加自由的经济关系的一种尝试。
体现该趋势的两个广为人知的例子是欧盟和北美自由贸易区(NAFTA)。
欧盟由地处欧洲的27个成员国组成。
北美自由贸易区由加拿大、墨西哥和美国组成。
区域一体化源于区域经济一体化集团(regional economic integration bloc)的形成，或简单地说，源于经济集团的形成。
经济集团是指在一个地理区域，两个或多个国家为实现经济一体化，同意减少关税和其他阻碍产品、服务、资本以及在更高阶段出现的劳动力的跨国流动的政策。
为什么每个国家都倾向于加入经济集团，而不是致力于建立全球自由贸易体系呢？主要原因就是经济集团只涉及少数几个国家，因此，和包括世界所有国家在内的全球自由贸易体系相比，更容易协商。
商务英语Chapter9
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The Styles of Business Negotiation
3. Social Behavior Social behavior refers to how the Chinese establish trust toward the counterpart through personal contacts and other forms of social interactions both verbal and non-verbal during the negotiation process. 4. Technical Behavior Technical behavior concerns the Chinese attitude toward technology， technical specification quality and so on. 5 .Commercial Behavior Commercial behavior refers to how the Chinese bargain about price and other economic items. 6. Strategic Behavior Strategic behavior shows how the Chinese control various negotiating strategies.
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The Styles of Business Negotiation
1 .The Style of Western Negotiators Western negotiators tend to rely on individual values，imagining themselves and others as independent and self-reliant. This does not mean that they don't discuss，but the tendency of seeing themselves as separate ones rather than as a member of a team means that more preparatory procedures may be taken. They tend to be competitive in their approach to negotiations，including coming to the table with a rear position but beginning with a realistic offer.
Chapter 9王关富 商务英语阅读 译文【最新】
这些庞大的储备违背了经济学逻辑，因为这意味着自身理应充分拥有投资机会的穷国，正向富裕国家主要是美国提供低息贷款。这类贷款通过压低美国的长期利率从而促使其突然陷入危机中。如今，随着美国人多储蓄少消费，且正值全球需求扩大的情况下，他们表现得却更为节俭。
从理论上讲，其货币体制也正变得更具灵活性。其中，约40%由官方实行浮动汇率制，较15年前的不到20%相比有所上升。但是浮动大都受到严格管制。各国不愿意令其货币自由浮动。当资金涌入时，中央银行通过买入外汇来遏制货币升值。
他们这样做部分原因的是各国ZF不愿其汇率骤然飙升抑制出口。很多国家都担心其稳定性和速度，他们希望出口导向型的增长---估值偏低的货币来刺激出口。
只有中国解释了大量全球外汇储备增加的原因（见图表3）。其行为也影响了其他国家。许多其他新兴经济体，尤其是亚洲，不愿拿其货币竞争力冒险使币值升高太多。结果世界上许多经济增长强劲的国家实际上紧盯美元，创建了被称为“布雷顿森林体系2.0版”的协定。
History lessons历史教训
这种准美元标准和原版的布雷顿森林体系之间的相似性意味着如今的许多问题都有历史相似性。加利福利亚大学（伯克利分校）的巴瑞•艾森格林在即将出版的《超级特权》中探讨了这些相似性。该书论述了国际货币体系的前世今生。
正像20世纪90年代金融危机留下的创伤所造成的重大影响一样。外资外逃引起严重衰退。许多新兴经济体的ZF得出结论在经济全球化时代，安全在于积聚大量的储备。这一逻辑在2008年的危机中得到佐证，当中国或巴西等国拥有大量储备时，要比那些储备较少的国家经济运行的更好。即使韩国的资本准备金占GDP的25%，它还是须求助于美联储，来获取最高美元应急流动资金。
商务英语阅读Chapter 9
Chapter 9 Business Communication
hoarding
n. large board used for displaying advertisements 大广告牌
Chapter 9 Business Communication
3). Goals of external business communication
instrumental
~ in doing sth being the means of bringing sth about 作为促成某事物之手段; 有帮助; 起作用
Chapter 9 Business Communication
translate v. to change sth, or to be changed, into a different form 转化成 e.g. I hope all this hard work will translate into profits.
Chapter 9 Business Communication
hence adv. for this reason
e.g. The cost of transport is a major expense for an industry. Hence factory location is an important consideration.
商务英语阅读课件第九章
expressive behavior.（“自尊”是一种对价值的个人判断，
它通过个人对自我的态度表现出来，并通过言语和其他表 现性行为传达出来。）
大连理工大学出版社
Reading Skill Focus
Sample 2 As a larger number of women, minorities, and immigrants enter the U.S. work force, the workplace is
大连理工大学出版社
Reading Skill Focus
Definition Paragraph Frequently, in a book an entire paragraph is devoted to defining a complex term or idea. The concept is firstly defined and then further expanded with examples and restatements. Signal words for Definition Paragraphs include the following: define known as is we can state the term means we mean
about 11 percent. By the year 2050, minorities will make up
over 50 percent of the American population.
大连理工大学出版社
Reading Skill Focus
这是一个例证式段落。由于大量的女性、少数民族和
growing more diverse. It is estimated that by 2008 women
商务英语阅读课文翻译第9 课
第9 课主课文译文第九章寻找硅谷以外的投资机遇虽然他们的经历好坏参半，美国的风险投资人依然视欧洲为一个前景看好的市场。
他们面临的挑战是如何把其硅谷式投资融入欧洲当地文化。
在过去的三、四年里，愈来愈多的美国风险投资公司和私募股权投资公司在欧洲设立办事处，并筹集了数十亿美元的风险资金。
随着美国国内市场的饱和和充分开发，他们期望开拓新的市场。
对电信及生物技术的领先研究、对私募股权不断有利的环境，以及诸如法兰克福证交所新市场和伦敦证交所技术板市场的成功，所有这些都使得美国人对欧洲市场刮目相看。
在过去五年里，欧洲的商业及企业环境也发生了可观的变化：私募股权投资公司已经成为新的投资来源，它的出现提高了就业率，同时也创造了新的价值。
尤其在过去二十年中，欧洲工商界越来越认识到私募股权投资公司在美国企业改造中所发挥的作用，并对其大加赞赏。
“欧洲提供了一个既引人注目、又具挑战性的在硅谷外建立全球性公司的机遇，”伦敦的基准资本公司（Benchmark Capital）普通合伙人埃利克·阿尔尚布说，“今天，人们对风险的敌意正在消减，而更倾向放手让大公司开发自己的业务。
” 持相同看法的还有万沃克斯（Vennworks）驻欧洲的总经理提姆·达费。
他认为，欧洲的大学和研究中心提供了引人注目的机遇。
特别是，若干政府的研究机构目前面临预算拮据，渴望把他们的部分研究项目进行商业化运作。
考虑到欧洲在政治、体制和区域上的客观差异，以及其经济发展程度的不同，投资者不应仅仅要关注行业，也应考虑区域机遇。
克雷申多（Crescendo）驻欧洲部总裁罗兰德·布思道贝尔认为，从技术研发角度看，英、德、法和瑞典都是有前景的可投资国。
持相同看法的还有其他美国风险投资商，如附属于多伦多道明银行的资本通讯合伙公司（TD Capital Communications Partners）的联合总经理约瑟·布雷纳。
布雷纳还纳入了西班牙，认为西班牙具有竞争性的电信业，而且其金融工具比意大利等它国发展得更成熟。
gjswja9高级商务英语阅读
Chapter 9Looking for Investments Outside Silicon ValleyI．教学目的跨国风险投资现象可视为经济全球化进程中在资本流动领域的又一新趋势，也是我国工商经贸界在入世后急需研究的投资课题。
本课教学目的首先力求使学生了解美国风险投资公司近期在欧洲运作风险投资的背景，他们面临的跨文化的种种机遇和挑战，以及采取的不同解决对策。
目的之二是使学生准确无误地掌握有关跨国风险投资的英文术语，表达法，行文法以及他们的中文翻译。
II．教学计划拟使用六课时完成本课内容。
一课时介绍背景知识，四课时用于课文讲解及难点讨论，最后一课时可供师生共同讨论相关问题，如外国风险投资对中小企业高科技公司的作用，中国风险投资的生存，发展的外部环境和条件等议题。
III．教学方法首先介绍美国风险投资公司近年来在欧洲运作的背景和风险投资的相关术语，使学生进入风险投资的基本框架之内。
之后点出原文各章节的内容重点和他们相互关系，以期让学生抓住原文写作的逻辑和其基本结构。
随后按章节顺序详细讲解原文，讲解方法力求师生互动，包括共同确认段落的主题句，和其补充及辅助句，提出段落涉及到的问题供学生思考或寻找答案，提供关键词或语言难点的英语同义词或反义词，以利学生的理解和词汇的扩大。
IV．背景知识1. Venture Capital and Private EquityIn the early days of venture capital investment, in the 1950s and 1960s, individual investors were the archetypal venture investor. While this type of individual investment did not totally disappear, the modern venture firm emerged as the dominant venture investment vehicle. However, in the last few years, individuals have again become a potent and increasingly larger part of the early stage start-up venture life cycle. Venture capital investing has grown from a small investment pool in the1960s and early 1970s to a mainstream asset class that is a viable and significant part of the institutional and corporate investment portfolio.A tremendous boom began in the private equity industry in the early 1980s. The pool of U.S. private equity funds partnerships specializing in venture capital, leveraged buyouts, mezzanine investments, build-ups, and distressed debt grew from $5 billion in 1980 to over $125 billion in 1995. Private equity's growth outstripped that of almost every class of financial product. Despite its growth, the private equity pool remained relatively small. For every one dollar of private equity in the portfolio of U.S. institutional investors, there were about $40 of publicly traded equities in 1995.The private equity industry in the United States and international markets has been quite turbulent. If you had invested in average venture or buyout funds at a pace that tracked the U.S. market between 1980 and 1995, your returns today would be below those from investments in most public equity markets. For instance, venture-capital funds have been questioned, and even rejected by a great portion of American pension funds as they see venture-capital funds too risky, and not regulated by the US Securities and Exchange Commission.2. Venture Capital （风险资本）Venture capital refers to the money invested in a company or business for development or expansion. It may provide a considerable income, but also carries a high risk of loss. However the definition of the term differs slightly in the various business contexts. In the British-American context, venture capital is often understood as early-stage investments, such as seed and start-up financing or expansion financing. In Germany, venture capital is more comprehensive, also including late stage capital, such as buyouts. While the former types of venture capital investments are crucial for the development and implementation of business ideas by young growth companies, the latter types are important for re-capitalization of more mature, small to medium-sized companies. Venture capitalists in the United States usually target high-technology sectors of the economy, while buyout firms focus on more mature firms in a variety of industries which need to restructure or combine.Normally, an institutional investor will allocate 2% to 3% of their institutional portfolio for investment in alternative assets such as private equity or venture capital as part of their overall asset allocation. Currently, over 50% of investments in venture capital/private equity comes from institutional public and private pension funds, with the balance coming from endowments, foundations, insurance companies, banks, individuals and other entities who seek to diversify their portfolio with this investment class.3. Benchmark CapitalFounded in 1995, Benchmark Capital is an early-stage venture firm that's based on the principles of teamwork and an intense dedication to building technology companies of lasting value. We focus on providing superior service to entrepreneurs through a unique, team-oriented partnership in which every partner is equal in terms of both contribution and compensation.This team approach not only makes it more fun for us to come to work everyday, but more importantly, it benefits our portfolio companies. Instead of competing for resources, we share ideas, contacts, resources, etc.-whatever's needed to get the job done and help our portfolio companies succeed.Our focus on teamwork combined with our deep experience in company-building have attracted the industry's top entrepreneurs, including Marc Andreessen, Mike Homer, Paul Levy, Atiq Raza and Meg Whitman.Investment StrategyThe firm's strategy is to be the first investor in technology-driven companies that seek to create new markets and have significant growth potential. The firm focuses on early-stage investing and takes a labor-intensive, service-oriented approach in markets where partners have direct experience.Areas of FocusBenchmark invests in technology-driven companies in the areas of enterprise software and services, communications & security, semiconductors, mobile computing, consumer services andfinancial services. The firm's portfolio includes such franchise companies as eBay (EBAY), Handspring (HAND), Juniper Networks (JNPR) and Red Hat Software (RHAT).Global PerspectiveBenchmark currently has offices in Menlo Park, London and Tel-Aviv. As a global firm, we recognize that the partners closest to the entrepreneurs are the ones in the best position to make the day-to-day decisions concerning individual investments. That's why our funds are managed independently, with the U.S. partners making decisions concerning the U.S. funds and the London-based partners making decisions concerning investments in Europe.The Israeli fund, however, operates with teams based in both Tel Aviv and Menlo Park. This model allows us to support our early-stage companies headquartered in Israel while accelerating each company's transition to the U.S. and access to U.S. markets.Capital Under ManagementBenchmark manages more than $2 billion in committed venture capital. The bulk of the capital comes from university endowments, pension funds, charitable foundations and entrepreneurs.Investment SizeBenchmark investments range in size from as little as $100,000 to as much as $10 or $15 million. Typically, we invest $3 to $5 million initially and expect to invest $5 to $15 million over the life of a company. We invest for the long haul and look for entrepreneurs with a similar perspective.Our TeamAt Benchmark, when we think of our 'team', we think of more than just our general partners. For us, our team also includes our venture partners, our EIRs and members of our corporate network-all of whom actively contribute to the success of our portfolio companies. For more information on a partner, just click on their link below or learn more about our Corporate Network.V．课文讲解术语讲解capital 风险资本ventureequity 私募资金privatefinancial instruments 金融工具; 金融票据start-up 新兴公司spin-off 派生公司, 衍生公司company 证券投资公司portfolioindustry consolidation 产业整合sheet 资产负债表balancere-capitalization 资本重组market 股票市场stockreturn on investment 投资回报flow 现金流动cashlabor-intensive 劳动力密集型finance 股权融资equity课文注释1. venture capital firms (p.192)Venture capital and private equity firms are pools of capital, typically organized as a limited partnership, that invests in companies that represent the opportunity for a high rate of return within five to seven years. The venture capitalist may look at several hundred investment opportunities before investing in only a few selected companies with favorable investment opportunities.There are several types of venture capital firms, but most mainstream firms invest their capital through funds organized as limited partnerships in which the venture capital firm serves as the general partner. The most common type of venture firm is an independent venture firm that has no affiliations with any other financial institution. These are called "private independent firms". Venture firms may also be affiliates or subsidiaries of a commercial bank, investment bank or insurancecompany and make investments on behalf of outside investors or the parent firm’s clients. Still other firms may be subsidiaries of non-financial, industrial corporations making investments on behalf of the parent itself. These latter firms are typically called "direct investors" or "corporate venture investors."Far from being simply passive financiers, venture capitalists foster growth in companies through their involvement in the management, strategic marketing and planning of their investee companies. Venture capitalists generally:•Finance new and rapidly growing companies;•Purchase equity securities;•Assist in the development of new products or services;•Add value to the company through active participation;•Take higher risks with the expectation of higher rewards;2. private equity (p.192)（私募资金）It is a form of risk capital in the form of equity or loan capital provided by an investment institution to back a business. It covers venture capital, seed and early stage investing, mid-market deals and large leveraged buy-outs. In a broader expression, private equity can be understood as venture capital.3. the Neuer Markt (p. 192)The Neuer Markt (The New Market) was launched as a trading segment for technology companies at Frankfurt Stock Exchange in Germany on March 10, 1997. It was introduced as a subsidiary of the Deutsche Borse AG, with the objectives to attract small-to-medium-sized, young technology firms. The number of companies that have gone public in Germany or rather on the New Market, increased dramatically during the IPO boom period. However, as a consequence of the downturn of shares listed at the Neuer Markt since March 2000, the going public of companies became much more difficult. Deutsche Börse Group, based at Frankfort, is Neuer Markt's parent company. The Group provides access to capital markets for companies and investors and is currently the leading provider of infrastructure services for the securities industry, with some 2,000 customers and a focus on Europe, the Americas and Asia.4. techMARK (p.192)Since its launch in 1999 at London Stock Exchange, techMARK has established itself as a global market for shares in businesses at the cutting edge of technological innovation. TechMARK succeeds in meeting both the special requirements of innovative technology businesses and of their wide variety of investors. Companies on techMARK are active across all sectors of commercial and industrial activity, range from established multinationals to small start-up businesses and share a commitment to innovation, a desire for global visibility and a London listing. Innovative companies are attracted to list in London by its deep pool of capital, unrivalled equity culture, high liquidity, advanced trading systems and sophisticated international investment community. Membership of techMARK is open to all innovative technology companies whatever their size, country of origin or currency of share trading. techMARK companies represent a broad range of industries, but all companies share a key attribute - technological innovation.5. corporate environment (p.192)The general environment that is widely dispersed and affects businesses indirectly include social, demographic, and economic factors that influence all organizations.6. general partners (p.192) 普通合伙人A limited partnership has two partners: general partners and limited partners. The general partners of an ordinary limited partnership are personally liable for the partnership’s debts. Limited partners are not personally liable except in extraordinary circumstances. Usually both the right to manage and the power to bind a limited partnership are reserved to the general partners. Limited partners are essentially passive investors and entitled to share profits and losses essentially in proportions to their respective capital contributions with the general partners.7. Benchmark Capital (p.192)基准资本Based in California, USA, this venture firm aims at helping entrepreneurs build technology companies. Its investing strategy is to be the first investor in technology-driven companies that seek to create new markets with significant growth potential. It focuses on early-stage investing and take a labor-intensive, service-oriented approach in markets including enterprise software and services, communications & security, semiconductors, mobile computing, consumer services andfinancial services. Benchmark Capital supports its portfolio companies with its experienced partners, helping them recruit an executive, facilitate a corporate partnership, or get advice on a strategic move.8. VennWorks (p.193)VennWorks creates, develops and operates market-leading healthcare and technology companies in partnership with corporations, universities and others seeking to profitably commercialize intellectual property. It does not back individual entrepreneurs. VennWorks provides its partners with its expertise and experience in venture capital, information technology, life sciences, financial services, human capital management, recruiting and branding.9. Crescendo (p.193)Crescendo is a plug-in website that plays MIDI and MP3 music off of the web. When you log on its website, you can see the player in the upper right hand corner of the page and hear music as well.10. TD Capital Communications (p.193)Founded in 1995,TD Capital Communications targets investment opportunities in the media, communications and business services sectors throughout the U.S. TD Capital Communications Partners is fully funded by TD Bank and provides access to a variety of investment structures including preferred equity, common equity and mezzanine capital. TC Capital Communications typically targets business models that generate predictable recurring revenue streams in the following sectors: wireless communications, cable television, broadcasting, publishing, data services, new media, business services, information services and outsourcing.11. financial instruments (p.193)Any stock, share, money or other financial security. 金融工具; 金融票据：The bank trades in all types of financial instruments.12. Scandinavia (p.193)A region of northern Europe consisting of Norway, Sweden, and Denmark. Finland, Iceland, and the Faeroe Islands are often included in the region.13. Anglo-Saxon practice (p. 193)The British and American habitual or customary actions or ways of doing something: 盎格鲁-撒克逊或英美式的惯例/做法14. spin-off (p.193)A divestiture by a corporation of a division or subsidiary by issuing to stockholders shares in a new company set up to continue the operations of the division or subsidiary. 衍生公司，派生公司15. Toronto Dominion Bank (p. 194)Headquartered in Toronto, Canada, with more than 51,000 employees in offices around the world, The Toronto-Dominion Bank and its subsidiaries are collectively known as TD Bank Financial Group (TDBFG). TD Bank Financial Group offers a full range of financial products and services to approximately 13 million customers worldwide. As at April 30, 2003, TD Bank Financial Group was Canada's third largest bank in terms of market capitalization and had more than CDN$322 billion in assets. TD Bank Financial Group ranks as one of the top on-line financial services providers in the world with more than 4.5 million on-line customers. The Toronto-Dominion Bank trades on the Toronto and New York stock exchanges under the symbol "TD".16. TD Capital (p. 194)TD Capital, established in 1968 by Toronto Dominion Bank, is the independent private equity arm of TD Bank Financial Group. TD Capital partners with businesses with compelling opportunities for growth by providing capital and strategic counsel and support. Headquartered in Toronto, TD Capital has offices in New York and Boston. TD Capital currently has CAD $3.0 billion (approximately US $2.2 billion) under management and a portfolio of approximately 200 companies worldwide, includingCanadian Private Equity PartnersCommunications PartnersMezzanine PartnersPrivate Equity Investors (Fund of Funds)Technology Ventures17. The Menlo Park (p.194)It is within Silicon Valley of California, USA where the Benchmark Capital is situated.18. balance sheet (p. 194)A document that shows the totals of money received (credits) and money paid out (debits) by a company and the difference between them. The bank carefully examined the company’s balance sheet before deciding to approve the loan.19. Madison Dearborn Partners (p.194)Madison Dearborn Partners(MDP), based in Chicago, is one of the largest and most experienced private equity investment firms in the United States. MDP's principals manage over $7 billion investment funds raised in the period from 1993 to 2001. MDP focuses on management buyout transactions and other private equity investments across a broad spectrum of industries. Its objective is to invest in companies in partnership with outstanding management teams to achieve significant long-term appreciation in equity value. MDP generally seeks to invest $50 million to $400 million of equity capital in a single transaction and focuses on several specific industry sectors, including basic industries, communications, health care, financial services, middle market, and consumer.20. equity financing (p.194)Any money invested by owners or by those who purchase stock in a corporation is considered equity funds. Equity financing consists of funds that are invested in exchange for ownership in the company.The fundamental difference between equity financing and debt financing is the concept of what happens to the original investment. Traditionally, a debt investor focuses on providing debt capital, and presumes that the borrower of the debt will serve the debt and interest within a fixed period. Equity, by contrast, is designed to be deployed without the intention of the capital ever actually coming back from its original borrower. Instead, the returns are calculated on a return-on-capital concept. The equity investor intends to match a long-term asset with long-term financing. But thereceiver of the equity might take it for a bridge financing.21. Several investors rushed into the deal and focused on the wrong metrics in fear of missing the boat. (p. 196)The word metrics literally means the art of metrical composition；but seen in the context of the business analysis, it refers to the measurements or criteria of investments. 【参考译文】数位投资人匆忙成交，因怕错失良机而着眼于错误的评估参数上。
Text of Chapter9
Chapter 9 Inspection, Insurance and Arbitration9.1 Introduction(1) Commodity Inspection 商检Commodity inspection is an activity, which relates closely to the two parties concerned. It refers to the fact that both imports and exports are inspected to see that the ordered goods are the same as what the importer intends to buy.The seller, as well as the buyer, pays much attention to the inspection of goods. For the seller, it has much to do with his reputation, whereas for the buyer, he has to make sure whether his interests have been well protected.Usually, the goods will be inspected at the port of shipment and reinspected at the port of destination. If the quality, quantity or weight, packing, etc. of the goods ordered by the buyer should be found no in conformity with the contracted stipulations upon reinspection by a commodity inspection department, the buyer shall have the right to lodge a claim against the seller by presenting the relative inspection certificates issued by a contracted inspection organization, within the time stipulated in the contract.(2) Insurance 保险Insurance is also a key issue in foreign trade. In international trade, the transportation of goods from the seller to the buyer is generally over a long distance and it has to go through the procedures of transit, loading and unloading, storage, etc. Undoubtedly, these goods, either for import or export, are subject to damage or loss. So it is customary to insure the goods against risks of collision, leakage, pilferage, fire and storm, etc. What’s more, they must be insured against these risks in accordance with the mode of transport used, the nature of the goods and the insurance terms stipulated in the contract.As a practice, it will make plain in a contract as to who will cover the insurance and bear the expenses. If the goods are sold on CIF terms, the seller is responsible for the insuring and the premium. For CIF transactions, the seller usually effects insurance for 110% of the insurance value against (risks) as per Ocean Marine CargoClauses of the PICC or other insurance companies. As for FOB or CFR terms, the buyer should arrange the insurance and bear the covering expenses.Insurance coverage varies in content. The People’s Insurance Company of China provides three basic types: Free form Particular Average (FPA), With Particular Average (WPA) AND All Risks. Nevertheless, the terms of insurance must clearly specify what insurance clauses are applicable, for China Insurance Clause (CIC) is different from the Institute Cargo clauses (ICC). In this way, it will avoid any possible misunderstanding with regard to the responsibility of parties concerned.The purpose of insurance of insurance is to provide compensation for those who suffer from loss or danger that may be incurred. In fact, if goods are properly insured, neither the exporter nor the importer will suffer any loss. In case of any damage or loss, the insured should claim quickly, usually within a month, by providing all the documents required.(3) Arbitration 仲裁In international business, when no amicable settlement can be made between the buyer and the seller, the disputes may be referred to a tribunal of their own choice. This method of settling disputes is called arbitration, which is regarded as a normal incident of commercial life—a civilized way of resolving the differences of opinions which are bound to arise.Arbitration is a means of settling disputes between the two parties through the medium of a third party, whose decision on the dispute is final and binding. Generally speaking, the parties concerned should pay, attention to the following main points concerning arbitration while consigning business contracts:The contents of an arbitration clause;Where to hold arbitration;The application of substantive law;The appointment of arbitrators;The writing of an arbitration clause.9.2 Situations Conversations9.2.1 Inspection(1) Key SentencesPart One: Discussing the InspectionA. Shall we go down to the point of inspection?B. What’s the time limit for the reinspection?C. Where do you wish to reinspect the goods?D. You have the right of reinspection.E. We want the goods to be inspected at the port of destination.F. We agree to reinspect the equipment at the site.G. You can dispatch your representative to join the open-package inspection, if you like.Part Two: About the Inspection AuthoritiesA. We have the best surveyor.B. Inspections is to be done by the China Commodity Inspection and Testing Bureau.C. It’s best to choose the inspection agency with both sides’approval in the contract.D. The certificate will be issued by China Import and Export Commodity Inspection Bureau or by any of its branches.F. The reinspection Certificates shall be issued by an inspection organization acceptable to the seller.Part Three: The Standards and Methods of InspectionA. When the quality, safety and acceptability of food products can be routinely assured through an effective export inspection system, importers will develop confidence in such products.B. Inspection of commodities shall cover: quality, specifications, quantity, weight, packing and requirements for safety and sanitation.C. The inspection should be complete within half a month after the arrival of the goods.D. The export commodities which are judged substandard after random inspection shall not be permitted to be exported.(2) Situational ConversationsA. Specifying the Inspection RightK: Shall we go down to the issue of inspection now, Mr. Yu?Y: All right. Careful and proper inspection is an indispensable part to ensure the quality of the goods to be purchased.K: Let’s first specify the inspection right, OK?Y: OK. What are your inspection stipulations for your imports and exports, then?K: According to the inspection clauses, inspection must be conducted before shipment by recognized surveyors, who then issue certificates concerning the quality, quantity, etc. These certificates may be taken as the basis for negotiating payment. Upon arrival of the imported goods, the Administration for quality Supervision and Inspection and Quarantine at the port of destination should reinspect the goods. Should the quality, specifications, quantity or weight be found not in conformity with the stipulation of the order, due to causes other than those for which the insurance company, shipping company, airlines or post office are liable, the buyer shall have the right to lodge a claim against the seller on the strength of a survey report or inspection certificate issued by the Administration for Quality Supervision and Inspection and Quarantine at the port of destination. Such a survey report shall be final and shall as the basis for filing a claim.Y: What you mean is that the exported goods should be inspected before shipment, and the imported goods should be reinspected after their arrival, right?K: You are right. It is quite common in international trade today.Y: Very reasonable. The interests of both the buyer and the seller are taken into account.B. Talking about ReinspectionK: As for inspection, our practice has proved to be quite reasonable and it has been accepted by our foreign customers.Y: Yes, I think so, too. When exactly should the reinspection be made?K: For this item, it’s international practice that the reinspection should be made within 10 days upon the arrival and if any discrepancy is found, claim must be raised within 30 days. However, as I said before, claims that fall within the responsibility of shipping company and underwriter shall not be entertained.Y: Thank you, Mr. Kinch. I’ve got another question. As regards reinspection, can we appoint any authentic surveyor without your approval?K: In order to carry out the contract smoothly and avoid unnecessary disputes, it’s best for us to name the inspection organization that shall be approved by both sides and be stipulated in the contract.Y: I see what you mean. But what shall we do if the results from the two inspections do not coincide with each other?K: We’ll have a seminar of specialists and surveyors from both sides to clarify which is correct.Y: If we do like this, I’m sure we can resolve the differences through friendly consultations, and no case under dispute shall then be submitted for arbitration.K: I hope so.9.2.2 Insurance(1) Key SentencesPart One: Various CoverageA. The goods are to be insured FPA.B. WPA coverage is too narrow for a shipment of this nature.C. Not every breakage is a particular average.D. We generally cover insurance WPA and War Risks in the absence of instruction from our clients.Part Two: Terms of InsuranceA. Please inform us on what terms you can provide cover for the risks mentioned.B. You can find the extent of insurance in the basic policy form and the variousrisk clauses.C. All the terms and conditions of the insurance contract suit us.D. Please consider the terms of the insurance policy.F. Are there any other clauses in marine policies?(2) Situational ConversationsA. Taking about the CoverageY: What kind of insurance coverage have you got in mind for this batch of computers, Mr. Kinch?K: Considering our deal is based on CIF terms, we’d like to have it covered under WPA.Y: Is the damage of the goods included in WPA?K: No, not yet, it belongs to the Risk of Breakage.Y: Could you cover the Risk of Breakage for us, then?K: Sure. But as you know, the Risk of Breakage is an additional insurance coverage. If it is required, the extra premium incurred will be for the buyer’s account.Y: I see. What about All Risks, then? Do we still have to pay the extra premium?K: You don’t really have to. As a matter of fact, All Risks covers the insurance against all risks of loss or damage to the insured goods arising from sea perils, and some external forces.Y: Do you mean that risks such as breakage, leakage, TPND, hook and contamination damage are all included?K: Yes, absolutely.Y: By the way, Mr. Kinch, how shall we calculate the premium?K: That we’ll do according to conventions. It’s only a percentage of the total value of your goods. It’s very low.Y: Thank you, Mr. Kinch. So, with regard to insurance, let’s put the following clause down in the contract: “Insurance is to be effected by the seller for 110% of invoice value against All Risks as per Ocean Marine Cargo Clauses of the People’s Insurance Company of China.” OK?K: OK.B. Talking about the PremiumY: I’m sorry I have to mention this again. After a second thought I think we’d better have the insurance of the goods covered at 130% of the invoice value. Do you think that can be done?K: I think so, but please not that our insurance coverage is for 110% of the invoice value only. Therefore, the premium for the difference between 130% and 110% should be for your account.Y: I see. Then, how about your covering All Risks and War Risk for 130% of the invoice value with the PICC?K: I’ll do that. You can rest assured that we will have the goods insured as soon as they are shipped.9.2.3 Arbitration(1) Key SentencesA. If you don’t agree to accept our proposal, we would like to settle by arbitration.B. Arbitration can be conducted either in China or in other countries.C. In spite of this arbitration clause, I think disputes between parties can usually be settled through consultations instead of resorting to arbitration.D. Arbitration is generally the last resort if there is no alternative.E. The decision of the Commission shall be final and the arbitration fee shall be borne by the losing party.F. Arbitration will be carried out in compliance with the commercial law of China.G. What documents must we furnish to arbitration?H. If arbitration is to take place in China, which substantive law will apply?I. We wish to settle this dispute fairly and suggest that we submit it to arbitration.J. It is not necessary to submit a case to arbitration as long as our two parties can discuss the matter in a friendly manner.K. We agree arbitration be held in a third country in Sweden, for instance.(2) Situational Conversations: About ArbitrationY: Oh, Mr. Kinch, the arbitration clause suddenly occurred to me just now. This transaction is rather different from usual. Besides the large quantity, the computers we have ordered are very valuable. In case disputes arise, we should include an arbitration clause in the contract.K: Arbitration clause? Mr. Yu, I think it doesn’t matter whether there is any arbitration or not. If any disputes arise, I’m sure that they can be settled through an amicable negotiation.Y: Yes, that sounds fine. But the provision of arbitration is really of primary importance and a matter of great concern to both of us. It will be generally the last resort if there is no alternative.K: OK, we have no objection then. But I wonder where to hold the arbitration?Y: Is it agreeable to you to adopt our usual practice that the arbitration is conducted in China?K: Mr. Yu, we’d better not regulate the location for arbitration and the arbitral organization now. We may discuss to agree upon a temporary arbitral body when needed. As for the place of arbitration, maybe in a third country in order to seek a fair and equitable solution to the problems.Y: Oh, yes, Mr. Kinch. I agree with you. But the clause should be like this: “Any disputes arising from the execution of this contract shall be settled in a friendly way. If no settlement can be reached through consultation and conciliation, the disputes shall be submitted for arbitration by a mutually nominated arbitrator. The arbitrator’s decision on the disputes is final and binding.K: That’s fine. Only one thing is not mentioned. How is the cost of the arbitration to be divided?Y: Generally speaking, all the fees for arbitration shall be borne by the losing party.K: I t’s acceptable, Mr. Yu.Task One: Translate the following sentences into English:（1）一般情况下，在未收到我方客户的明确指示时，我们则投保水渍险和战争险。
商务英语阅读(下册)(第二版) unit 9 保险-文档资料
Coverage is another word for insurance. Insurers use the term coverage to mean either the currency amounts of insurance purchased (e.g. $20, 000 of liability coverage) or the type of loss covered (e.g. coverage of theft).
Insurance premium is a sum of money ascertained according to the value of the property insured and the scope of the insurance coverage desired. In exchange for payments from the insured, the insurer agrees to pay the policy holder a sum of money upon the occurrence of a specific event. In most cases, the policy holder pays part of the loss (called the deductible), and the insurer pays the rest.
商务英语阅读(基础篇)Unit 9 Business dealings
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Unit 9 5
Business Dealings
译文
在介绍某人时，你所描述的信息内容应该是中性的， 或带有赞扬之意，例如：“这是史密斯先生，你的电脑不 好用时，你就可以找他----无论文件跑哪儿去了，他都能 够找到。”
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Unit 9 7
Business Dealings
ambiguous [æm’biɡjuəs] adj. having more than one meaning, so that it is not clear
which is intended 含糊不清的;不明确的;模棱两可的
feel a little nervous 安适，自在
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译文
如果在介绍某人时提供含糊不清的信息，如“比尔就 是我昨天跟你说过的那个人”，会令比尔不自在。他会忍 不住想知道“你说了我些什么呀？”不妨这样说：“比尔 就是我昨天向你提及那个从洛杉矶来参加会议的人。”这 样大家都会感到轻松自在。
• II. Reading Skill
• Recognizing Sentence Patterns(了解句子结
构)
2
3
Unit 9 4
Business Dealings
What Should You Say and Respond in an Introduction?
The information that you provide about the person being introduced should be either neutral or positive. For example, “Mr. Smith is the one to see when your computer won’t co-operate – he can find files no matter where they hide.” 译文
商务英语阅读Unit 9 Economic globalization and_48
• Facebook: is a social network service and website launched in February 2004 that is operated and privately owned by Facebook, Inc. Users may create a personal profile, add other users as friends and exchange messages, including automatic notifications when they update their profile. Additionally, users may join common interest user groups, organized by workplace, school, or college, or other characteristics. The name of the service stems from the colloquial name for the book given to students at the start of the academic year by university administrations in the US with the intention of helping students to get to know each other better.
• Gross Domestic Product (GDP): is a measure of a country's overall economic output. It is the market value of all final goods and services made within the borders of a country in a year. It is often positively correlated with the standard of living, alternative measures to GDP for that purpose.
商务英语阅读(基础篇)Unit 9 Business dealings
Unit 9 16
Business Dealings
accomplishment [ə'kɔmpliʃmənt] n. something successful or impressive that is achieved
after a lot of effort and hard work: achievement 成就，成绩
Unit 9 Business Dealings
• I. Reading Practice
• Text A What Should You Say and Respond in an Introduction?
• Text B Imports and Exports • Text C No Deal, But Still Friends
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Unit 9 12
Business Dealings
译文
当你介绍别人时，你实际上是给他们设定了一个临时 的身份角色，礼仪上要求随后的谈话至少应暂时围绕这一 定位而继续。例如，比尔会解释他为什么从洛杉矶来开会 。你应确保你给被介绍人的定位恰如其分。如果你在介绍 同事时说:“杰克每个周末都进行滑翔运动，”你并没有突 出他事业上的成就。如果你是在第一次把他介绍给一位未 来客户时说这番话，你就忽略了他的职业技能和资格---除非该客户是滑翔机的生产商。
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Los Angeles 洛杉矶 位于美国西岸加州西南部，是美国的第二大城，仅次于纽约
，美国最大的海港。
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Unit 9 9
Business Dealings
at ease feeling relaxed in a situation in which most people might
商务英语阅读unit9保险课件
Content
❖ Text ❖ Fast Reading I ❖ Fast Reading II
TEXT General Introduction to Insurance
Pre-reading questions
1. How is insurance related to each individual? 2. What is the status quo of insurance industry in China?
Insurance is defined as a promise of compensation for specific potential future losses in exchange for a periodic payment. The goal of insurance is to protect the financial wellbeing of an individual, company or other entity in the case of unexpected loss from death, accidents, sicknesses, damage to property, and injury caused to others. .
One important point is that the client must have an insurable interest. An insurance contract is legally binding only if the insured has an interest in the subject matter of the insurance and this interest is in fact insurable. In most cases, an insurable interest exists only if the insured would suffer a financial loss in the event of damage to, or destruction of, the subject matter of the insurance.
商务英语阅读(上册)unit 9
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Environment, trade, and investment are fundamentally linked as the environment provides many basic inputs of economic activity – forests, fisheries, metals, minerals – as well as the energy used to process those materials. Trade and investment, in turn, are affected by environmental concerns, as producers and investors must comply with environmental regulations and markets must address the consumer demand for greener goods. Aside from these physical and economic connections, there are legal institutions governing trade, investment and the environment. Institutions such as the World Trade Organization and regional and bilateral trade agreements include trade and investment rules. Multilateral Environmental Agreements, regional agreements, and national and sub-national regulations
商务英语阅读写作unit 9
Yours truly,
共二十页
III. Read and Explain Sample Letters
theft
共二十页
Exercise
1. Fill in the blanks with suitable prepositions:
Dear Sirs
We thank you
offering our range
you.
your letter luxury foods
20 May, 1999 and can confirm that we are still
To practice using different conventionalities used for writing letters concerning shipment
To do exercises
共二十页
I. How to Persuade Others into Accepting Your Ideas
We sincerely hope that you will take this matter into consideration and make necessary improvements to avoid future troubles arising from faulty packing.
customers all over the world prime condition.
your information, “Ariel” caviar is packed as follows:
商务英语阅读(专业篇) Unit 9
Text A
• Stock market
Stock market investment gives you the unique opportunity to take a direct part in the growth and success of companies. When you buy shares in a company，it means that you actually own a portion of that company. ①As part owner, you benefit by receiving part of the profits or dividends and sharing in the growth of the value of the company.
In general, share investments produce better returns than fixed interest investments， particularly when money is invested long term.
Text A
Although there are rises and falls in the stock market， history shows that over the long term，the value of the stock market rises. ③In the US， which has a long history of deregulated stock market，the average real return per annum after inflation is approximately 10%.
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3. phrase translation
1.E-C
Public awareness 公众意识
Regulatory changes 政策变动
International assignment 海外任务
Global recruitment 全球招聘
Economic downturn 经济下滑
Advisory advice 咨询服务
Reward scheme 奖励机制
Talent management 英才管理
2. C-E
员工离职staff turnover
薪水增加pay rises
安然丑闻the Enron Scandal
甄别程序selection procedure
新员工raw recruits
职业阶梯career ladder
董事会董事board director
公司结构organizational structure
4. sentence translation
1. due to the strong opposition of all the staff members, the decision concerning the relocation of the company to the suburban area was set aside.
2. as a CEO with more than 15 years or working experience, his judgment in this matter was by no means infallible.
3. the two companies have been on good terms with each other ever since they started cooperation 6 years ago.
4. ever since Glodman Sachs announced its plan to recruit 1500 new employees in Greater China, applications flooded in to it HR office.
5. to produce use-friendly software is a tradition passed on between the several generations of designers in this IT company.
6. Petrochemicals today account for one fourth of all the chemicals made, and in ten years this amount is expected to double.
7. he’s never engaged in any international assignments before; I’m not sure whether o not he’ll fit in(with the local employees)
8. to ensure returns on their investment, CVs will usually keep an eye on the operations of the start-ups although they may not interfere in its management..
9. I don’t think it’s a high time to buy shares at the moment. The stock market will continue to ebb and flow as usual.
10. generally speaking, to be able to get capital from a renowned venture capital company adds to the credibility of the start-up company.
5. cloze
1-5 retaining turnover roughly exodus certified
6-10 competition job-hopping retention prioritizing over。