2019年高级口译教程经典背诵版之商务谈判.doc
国际商务谈判口译
第九周授课内容
国际商务谈判口译演练
（Interpreting for Business Negotiation) (自选教材 + 《商务谈判英语》) ● 课前准备
1. 2. 3. 4. 了解谈判的双嬴“属性”; 了解“博弈”论; 自行组织, 进行一次“博弈”模拟演习; 相关口译技巧与术语准备。
● 学习要点
谈判的流程
●课外作业、阅读与思考题
1. 学习和熟记相关术语(商务谈判之产品描述和公司介绍术语, 内容略) 2. 学习如何展示自己的产品，到以下网站“了解广交会”, 了解会展经济。 /cn/about/index.htm
3．思考题： 1/．构成一个有效协议的关键要素是什么？ 2/. 如何评价谈判的双赢模式？如何才能达建双赢的格局?
5. NO TRICKS中的I代表投资（investment）。在谈判过程中投入了多少时间和 精力？为此投入越多、对达成协议承诺越多的一方往往拥有较少的谈判力。 6. NO TRICKS中的C代表可信性（credibility）。如果潜在顾客对产品可信性也是 谈判力的 一种，如果推销人员知道你曾经使用过某种产品，而他的产品具有价格和质 量等方面的 优势时，无疑会增强卖方的可信性，但这一点并不能决定最后是否能成交。 7. NO TRICKS中的K代表知识（knowledge）。知识就是力量。如果你充分了解 顾客的问题和需求，并预测到你的产品能如何满足顾客的需求，你的知识无 疑增强了对顾客的谈判力。反之，如果顾 客对产品拥有更多的知识和经验， 顾客就有较强的谈判力。
2. 讲授方式：知识讲授、启发式互动教学、“头脑风暴”式小组讨论、 角色扮演（模拟演绎）(带口译)、案例分析、心理测验、术语口译练 习
课文n) (略 )
高级口译完整版教材答案
.外事接待inexplicable 难以言表的第一篇set foot on 踏上⋯⋯的土地制药有限公司pharmaceutical Co. 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gatewaysto the pacific加拿大通往太治学态度educational philosophy平洋的门户取精用弘的学术思想the academic ideology ofThe Panama Canal巴拿马运河extracting the best and exploiting the greatestNatural ice-free harbor天然不冻港怀抱超旷的才隽学人graduates with brilliantManufactured goods制成品scholarshipLumber and paper milling伐木、造纸高等教育发展的重中之重priority amongOil refining炼油institutions of high learningMetal fabricating金属锻造承前启后inherit fine tradition and usher in thePrinted matter印刷future missionReal estate房地产精诚团结 ,共襄盛举strive together in goodTriple增至 3倍faithQuadruple 增至 4倍文理工医科综合性大学 a comprehensiveQuintuple增至 5倍university with a complete range disciplines in liberalHigh-rise office building摩天办公楼arts, science, engineering and medicineBoutique时装礼品店全面提升知名度和影响力elevate influence andEthnic group少数民族团体visibility in all dimensionsPlanetarium天文馆社会转型时期 a period of social transitionAquarium水族馆百年传承之名校 a prestigious university with aSkating rink溜冰场century-long academic tradition and intellectualBotanical garden植物园esteemConservatory of exotic plants异国植物花房精选范本.Maple tree 枫树domestic liquidity国内流动资金Sap树液precipitous move突然变动syrup糖浆stifle葬送workable measures of transition 可行的过度措施人物访谈stance姿态第一篇：国际清算银行行长president of the Bank for第二篇international settlements新千年the new millennium宏观经济 macroeconomic新纪元 the new age浮动汇率 floating foreign exchange rate精髓essenceworld economic projection 世界经济预计陶器potteryimpetus 动力京剧戏装 Costumes of Peking Opera reassuring 让人放心莫高窟复制品 the replica of the Mogao Grottoes command economy 计划经济青铜战车 the bronze chariotfiscal policy 财政政策战国早期的礼仪乐器ritual musical instruments surplus and deficit赢余和赤字produced early in the Warring States Period deterioration 最坏；最低点八音度 a range of octavewithout precedent第一次音域宽wide rangepact公约定音tone settingcurb deficits 防止财政状况恶化瑟，笙，箫，鼓 se, sheng, xiao, drums pension commitments 养老金投入整理collateyields on nominal bonds 名义收益率骨哨bone flutedeflation 紧缩摇篮cradleexchange rate appreciation 货币升值舞台服饰 performance costumes精选范本.夸张和象征的手法exaggeration and symbolic历史性跨越 a historic breakthroughmeans底子薄 weak economic basis名模 famous model全面建设小康社会 build a moderately prosperoussociety in an all-around way大会发言科学发展观the guideline of scientific 第一篇development20 国集团g 20(group of 20)Central Bank Governor 扩大内须 expand domestic demand央行行长科技含量高high scientific and technological 生物科技bio-technologycontent科技进步日新月异science and technology haave转变经济增长方式the transformation of the been making continuous progresseconomic growth mode金融风暴financial turbulence提高自主创新能力enhance innovative ability贸易壁垒trade barriers促进城乡区域协调发展facilitate a balanced 保护主义protectionismdevelopent between rural and urban areas取长补短make full use of favorable condition and以人为本people-centeredpromote complementarity顺应时代潮流as a response to the trend of our 注入新的活力inject new vitality totimes关税 tariff减免债务debt relief第二篇优惠贷款concessional load in an atmosphere of learning 在学术气氛中转轨国家countries in transition incubator孵卵器灵活务实flexible and pragmatic inception涌现由温饱到小康 a period of having only basic needs undergrad大学生met to a comfortable life reengineer 调整精选范本.reduce inventory缩短开发周期principles of the UN Chartercumulative日积月累善邻之道 live together in peacewith one another compound rate 复利率as good neighborsoperating margin 营业利率划时代意义epoch-makingturnover 周转次数里程碑 milestoneoutstanding receivable 未清应收帐人类社会沧桑巨变 stupendous changes in human strategic sourcing initiative 开源节流战略societycustomer-driven以顾客为驱动力国际舞台风云变幻vicissitudes in theservice-oriented服务型international arenaput a new premium on高度重视地区热点问题 regional hot spot issuemanagerial competence管理能力民族分裂势力regional separatistsFortune 500 companies财富 500 强极端宗教势力religious extremistexpertise专门技术毒品走私 drug traffickingwin-win thinking双赢思维传染性疾病communicable diseasegroup synergy 协作精神坚持多边主义uphold multilateralismhold sb. accountable for 让⋯⋯放手做摈弃冷战思维 abandon the Cold War mentality hold a grudge against 怀恨在心标本兼治 address both symptoms and root causes裁军与军备控制 disarmament and arms control国际关系防止核扩散prevent the proliferation of nuclear 第一篇weapons纪念⋯⋯成立⋯⋯周年包容精神the spirit of inclusiveness commemorate ⋯ .anniversary of the founding of文明多样性diversity of civilization恪守承诺commitment to兼容并蓄的和谐世界harmonious world where all 联合国宪章宗旨和原则the purpose and the精选范本.coexist and accommodate each other coercion高压政治休戚与共的命运interests and destinies tackle处理第二篇旅游观光subsequent endeavor 此后的努力第一篇humanitarian 人道主义者广袤无垠的中华大地the boundless expanse of refrain 不以the Chinese territorynon-intervention 不干涉绚丽多姿的自然景观gorgeous and varied domestic jurisdiction 内部事务natural scenerythe minimum doe of conduct 最起码的行为准则如诗如画poetic and picturesquethe Security Council 安理会名胜古迹places of historic interest and scenic paralysis瘫痪beautyveto right否决权兵马俑 terra-cotta sodiers and horses incapacitate 无所作为故宫the Imperial Palacenuclear weapon proliferation 核武器扩散五岳之首the most famous of China's 5 great communicable disease 传染性疾病mountainsbuffer conflicts 缓解冲突峻拔突兀majestic and precipitous appeal enforcement 强制山外有山mountains beyond mountainsmeddle管闲事融自然与文化景观于一体embody natural manifold多种多样scenery and cultural heritagepermeate 渗透奇石 ,清瀑 ,古松 ,亭阁grotesque rock formation, practice tolerance 宽容忍让clear waterfalls,old-age pine trees and pavilions transcend differences 超越差异历代文人雅士书法家famous ancient convergence of interests 共同利益的汇合点writers,scholars and calligraphers of various dynasty精选范本.石刻碑文stone inscription caravan and cabin 汽车旅馆 ,公寓住所重峦叠嶂peaks rising one after another international cuisine 国际烹饪水准经典佳作great classics of ancient writers of ethnic restaurant 风味餐厅various dynasty departure tax stamp 离境印花税票华夏祖先Chinese ancestors American Express 美国运通信用卡吉祥之地propitious place科学报告祭祀天地offer sacrifices to Heaven and Earth第一篇联合国教科文组织UNESCO(c=cultural,其他中国古代药王神农氏Shennong, the celebrated 不必说了吧 ?)herbal master of ancient China世界自然与文化遗产World heritage中医史上的萌芽阶段the embryo stage in the Commissiondevelopment of TCM第二篇战国时期 the Warring States Periodgeological accident 地质变化黄帝内经HuangDi ’ s Classic of internal the earth's crust 地壳Medicinetemperate cllimatic zone 热带地区神农本草经Shennong ’ s herbal classic unique fauna and flora 珍禽奇兽 ,奇花异草主治、功用和毒性primary treatments, functions Great Barrier大堡礁and toxic characterAyer's Rock阿叶尔斯石柱山药典 pharmacopoeiaKakadu National Park 卡喀杜国家公园救死扶伤 healing the sick and saving the dying Sydney Opera House 悉尼歌剧院职业道德规范 professional work ethicskiing resort滑雪场食补保健food treatment approachgross domestic product(GDP) 国内生产总值延缓衰老defer senilitycamping park 野营公园相互作用、互为依存be of mutual influence and精选范本.interdependence hydrogen 氢有机的整体an organic whole oxygen氧气诊断疾病diagnose disease photosynthesis 光合作用阴阳对立制约 yin and yang are mutually opposing equilibrium平衡and constraining meteor流星互根互用be interdependent and mutually embedded埋植promoting carbon compound碳化合物消长平衡 proportionally change with the decrease hypothesis假设of one, resulting in, or from the increase of the other Antarctic南极的相互转化mutually transformational aesthetics审美观健康的要素be essential for the maintenance of the Leonid meteor showers 狮子座流星雨good health debris碎片指导思想guiding concept comet彗星临床治疗方法clinical treatment The Azores亚速尔群岛针灸疗法acupuncture and moxibustion Infrared spectrographs 红外线摄谱仪按摩推拿medical massage organic molecule有机分子气功疗法deep breathing exercises spectrographic 摄谱的赢得广泛赞誉win worldwide acclaim disseminate散布中医专业队伍TCM professionals prebiotic life前生物生命综合医院general hospital galaxy银河系第二篇礼仪祝辞astrobiology天体生物学第一篇nitrogen氮阁下your excellency...精选范本.建交 the establishment of diplomatic relations gracious hospitality友好款待近海石油勘探offshore oil exploration convey 转达积贫积弱 ,任人宰割enduring impoverishment,bosom friend 知己long-standing debility and was for a time at the mercy thriving and robust 蓬勃向上of other countries megalopolis 特大型城市落后要挨打 lagging behind leaves one vulnerable to boast 以⋯⋯为自豪attacks unequalled 不能与⋯⋯相媲美刻骨铭心的教训 never-forgotten lesson miraculous rise 奇迹般地迅速崛起中华民族伟大复兴 the rejuvenation of China financial giants 金融业的巨头不懈努力 make unremitting efforts business community商业界与时具近 keep pace with the times manufacturing industry 制造业第一要务 the primary task IPR(intellectual property rights)知识产权发展是硬道理development is of overriding joint consultancy service 合资咨询服务机构importance transnational corportation 跨国公司科学发展观 scientific outlook last but not least 最后和谐社会 harmonious society at one's earliest convenience在其方便的时候，互利共赢 win-win尽早⋯⋯本着⋯⋯的精神 it is in the spirit of cherish 珍惜一贯奉行 in the persistent pursuit of economic recession 经济不景气双边关系 bilateral relations ensure a sustained growth 确保持续增长祝酒 join sb in a toast on the occasion of 请允许我借⋯⋯的机会⋯⋯第二篇商务谈判mission 代表团第一篇精选范本.进出口商品交易会 import and export commodities发盘/报盘offerfair折扣discount销售部经理 sales manager supplies 货物supply department 采购部free sample 免费样品brochure 宣传小册子inspection检验scope of business经营范围floor offer底盘machine tool 机床counter-offer 还盘workmanship工艺合同格式format of contractmake an inquiry询价规格specificationquotation 报价单价unit priceC.I.F Seattle西雅图到岸价保险费由贵方承担 the insurance premium should (*cost,insurance.freight)be born by your side调整价格 adjust the price business transaction 生意顺利成交competitive具有竞争力bulk 很大外交政策substantially大大地第一篇展台 exhibition stand外国使节 diplomatic envoy复杂而深刻的变化complex and profound第二篇changes经营的新品 new line of business各种问题相互交织 various threats are intertwined 汽车零部件auto parts指导国际关系的准则norms governing update 调整international relationsat the cost of不惜以⋯⋯为代价切实履行implement in real earnestour part我方精选范本以强凌弱的霸权主义bully the weak and pursue amicable, secure and prosperous neighborhood hegemony奔腾不息的时代潮流irresistible tide of the times文明的多样性the diversity of civilizations第二篇万物并育而不相害all living creature growdiplomacy外交手段together without harming one anothermonetary structure 货币组织道并行而人不相悖ways run parallel withoutmilitary deterrence 军事威慑interfering with one anotherutmost purpose 最高宗旨相互借鉴、取长补短learn from each other insubordinate 服从于mutual emulationovershadow黯然失色相互包容、求同存异mutual tolerance, seekinitiative主动行动agreement while shelving differencesdownright distrust不信任的传统减免债务reduce and forgive debtsutility利用军事联盟military allianceauthorization授权动辄诉诸武力resort to use or threat of forcesponsorship操办摈弃冷战思维the Cold War mentality should beintervention干预done away withtake ⋯ into account考虑到核武器扩散nucleus weapons proliferationthe IMF国际货币基金组织跨国犯罪trans-boundary crimestrade deficits贸易赤字生态恶化environmental degradationcommitment致力于永远不称霸never seek hegemonywar-torn遭受战争破坏维护国家主权和领土完整safeguard nationalelite上层人物sovereignty and territorial integritymilitary alliance 军事联盟睦邻、安邻、富邻政策the policy of creating andemobilization/remobilization 遣散军队 / 重组军精选范本队国之宝箴treasured maxim第二篇文化交流millennium千年第一篇landmark标志性民为贵people being the most importantreclusive避世隐居巨大活力the immense vitalityDanish architect Jorn Utzon丹麦设计师钧恩乌生动写照vivid reflection特松生存权subsistence rightwith media access 有机会接触媒体立国之本the foundation to build the countryarchitectural icon 建筑业偶像不懈努力make unremitting endeavorin the pantheon of在⋯⋯的万神殿中相辅相成the two are complementary to eachpluck淘汰othera complete one-off 空前绝后民族先人ancestorwas quite at odds with 相去甚远初步繁荣昌盛initial prosperityrectilinear垂直式吸收和借鉴absorb and draw upon fruits ofmaverick genius 独树一帜的奇才祖国统一reunification of the countrypromontory海角繁衍multiplybackdrop背景伟大复兴the great rejuvenationin high dudgeon一怒之下先行者forerunnermanifold difficulties各种各样的困难区域自治regional autonomyseductive beauty 有魅力的纯美宪法保障protected by the Constitutionpatron资助人崇高目标lofty goal亲仁善邻benevolence and good-neighborliness信息时代精选范本.第一篇第二篇筹备会议preliminary meetingdon穿上处理程序性问题address procedure issuescaffold框架智能化intelligence computerizationthermostat恒温计多样化diversificationEKG心电图仪信息通信技术infocom technologytelemetric system 遥测系统结构调整architecture readjustmentemulate仿效升级换代upgradingsymbiosis 共生现象融语音、数据、图像于一体integrate voice datesoftware programmer 软件编程师and imagecollaborate合作宽带高速信息网high-speed broadbanddebug调试information networkneuron神经元全方位地满足业务需求meet various servicetackle解决requirements in all dimensionsinterstellar星际制约因素reasonmicroprocessor 微型处理器宏观调控macroeconomic controlad hoc特别的市场管制market regulationcell phone手机规避市场风险avoid market risksthe heftiest desktop 最先进的台式机创新的融资机智innovative financing mechanismfight off an attacking wasp 击退发起进攻的黄蜂资金的多元投入for more financing channelssimpleton傻子911 事件September 11 terrorist attackemergent behavior 突发性的行为应急系统emergency systemmischievous and sinister 恶意数字鸿沟digital divideantithetical对立的精选范本.resilience 应变能力industryseismic activity 地震活动生物医药产业the bioengineering and geomagnetic storm 地磁风暴pharmaceutical industrya worrisome spike麻烦支柱产业pillar industryreroute traffic 改变行动路线历史文物保护单位sites of historical interest and InterPlaNet 星际网cultural relics under protectionasteroid 小行星海派文化Shanghai regional culture unmanned probe吾人驾驶探测器美食家gourmetproprietary (信息 )专有清真authentic Muslimfeel tingles on one ’感s觉spine到脊椎的震颤万国建筑博览会exhibition of the world'sarchitecture宣传介绍第一篇地势平坦的冲积平原 a soil deposit plain land 常住居民permanent residents慈悬浮列车the maglev train长江三角洲Yangtze River Delta龙头作用play a leading role清朝乾隆，嘉庆年间during the reigns of Qianlong and Jiaqing of Qing Dynasty石油化工产业the petrochemical industry精细化工产业the fine chemical家用电器产业the home electrical appliance 内环线高架道路elevated inner beltway野生动物园the Wildlife zoo迎新撞钟活动New year's Greeting Bell-striking庙会Temple Fair桂花节Sweet Osmanthus Festival海纳百川，有容乃大the sea admits hundreds of rivers for its capacity to hold乘骐骥以驰骋兮on your steed galloping来吾道夫先路on my road pioneering聪明，精明，高明bright,smart,wise第二篇British Commonwealth 英联邦精选范本.physically spread out 布局分散第一篇predominant 主导烹饪艺术 culinary artconglomeration 聚结民以食为天 food is the paramount necessity of the commute外来工作者peopleprominent landmark 显著的地貌标志推陈出新 creative effortsSaint Paul's Cathedral 圣保罗大教堂色、香、味 color, aroma and tasteWestminster Abbey威斯敏斯特教堂摆放layoutmonarchy君主政体冷盘cold dishescoronation加冕礼原料raw materialBuckingham Palace白金汉宫作料调配 the blending of seasoninghub中心调味艺术 the art of proper seasoningslum贫民窟食物质地 the texture of foodlavish豪华刀功slicing techniquephilharmonic orchestra 爱乐乐团乳猪suckling pigvenue场所点心pastriescornucopia各类黄酒yellow rice winesuccessive eras 各个阶段烈性白酒 strong white liquorchronologically 从历史上敬酒toast withrepository陈列馆小啜take a sippremier art collection最重要的美术作品馒头steamed breadstriking portraits of Britons 不列颠人逼真的肖像热卡calories主食staple food饮食文化第二篇精选范本.food style饮食习惯以人为本，执政为民put people first in solid diet丰盛的食物administrationhealth food保健餐着力搞好宏观调空concentrate on doing Little Italy小意大利城macro-regulatory work wellGermantown德国城激发创造活力stimulate creativitynative specialties 家乡特色菜实施稳健的财政政策 follow prudent fiscal policy Creole accent to the food 克里奥耳口味三农工作是重中之重work relating agriculture, physical well-being 身体健康rural areas and farmers remains top priorityironic 讽刺的加强农田水利建设intensify development of preservative防腐剂irrigation and conservancy projectcheese 奶酪多渠道转移农业富余劳动力transfer surplusrural labor to nonagricultural jobs中国改革推进产业结构优化升级optimize and upgrade the 第一篇industrial structure翻天覆地的变化earthshaking changes加强生态建设strengthen ecological improvement 面貌焕然一新 take on a brand-new look推进财税体制改革promote the reform of fiscal 出 / 入境旅游outbound/inbound travel and tax system村/ 居委会village committee/urban neighborhood加强精神文明建设promote social and ethnical committee progress解决温饱问题solve the problem of food and加强行政能力建设和政风建设improve the clothing government’administrative capacity and style of 落实科学发展观follow a scientific approach of workdevelopment建设服务型政府service-oriented government精选范本.意气风发in high spirits forerunner前驱同心同德、再接再厉united with one heart and dwarf让⋯⋯相形见绌one mind, continue our concerted and unyieldingefforts第二篇overstate 夸大turn one’ s back on对⋯⋯封闭anarchy政治混乱warlordism军阀割据make up lost ground 收复失地springboard跳板with gusto满怀热情subsistence farming 自然经济marginal productivity边际生产力tariff barrier关税壁垒bolster保持joint venture 合资企业incremental capital output ratio 资本产出比率reckon估计purchasing power parity 购买力平价capital accumulation 资本积累demographic forecasts 人口统计学上的预见hiccup磕磕碰碰精选范本。
高级口译笔记-同声传译、商务谈判
高级口译笔记-同声传译、商务谈判高级口译笔记——同声传译(undertaking simultaneous interpretation)同声传译，又称同步口译，是译员在不打断讲话者演讲的情况下，不停地将其讲话内容传译给听众的一种口译方式。
同声传译的最大优点在于效率高，可以保证讲话才作连贯发言，不影响或中断讲话者的思路，有利于听众对发言全文的通篇理解。
一、在同声传译活动中对译员的要求1、同声传译要求译员有良好的听觉解意能力。
同声传译是一种即听即译的活动，听入与译出之间只保持几秒钟的时间距离，译员在口头传译几秒钟前听到的信息的同时，还必须耳听及解译新的信息。
因此这种听觉解意能力非同一般意义的耳听会意能力，它指的是一种译员在有自我干扰的环境下及时听解信息的能力。
但是译员的听解并非完全是一种被动的行为，译中可以从大会的主题、发言者的立场、发言论题或论点的背景知识等示意因素，使自己的听译建筑在“上下文”的基础上，进而变被动听译为主动听译。
2、同声传译要求译员具备在听解的同时有迅速组织句子进行连贯流畅表达的能力。
也许有人会认为，汉语是我们的母语，因此英译汉的困难在于能否及时听懂英语内容，不在于如何有汉语来组句和表达。
这完全是对口译工作的一种误解。
组句表达，无论是以外语还是以母语进行，都是一门学问，一种才能，尤其是在需要顾及听的内容的情况下。
二、同声传译的一些基本方法和技巧1、意译同声传译即听即译的特点，迫使译员不得不“一心二用”，使译员在翻译过程中难以做到“形”“意”两全。
此外，译员在同步传译时迫于时间压力，也无法对目标语的表达形式斟词酌句一番。
在“形”“意”难以两全的情况下，译员应采用意译的方法，以简洁的语言迅速将来源语所包含的概念和命题传达给听众。
2、顺译顺译是指一种顺着来源语的词序，按部就班地选择目标语的对应词进行传译的方法。
这里所讲的顺译仅限于顺结构、顺词序的传译，不包括词词对应的顺译。
汉语和英语的基本句子结构均为“主—动—宾”结构，限定词（如数词和所有格代词）和形容词一般也都出现在名词前面，这为英汉顺译或汉英顺译提供了必要的条件。
《高级口译》词汇短语大全
《高级口译》词汇短语大全第一篇：《高级口译》词汇短语大全高级口译笔记——文化交流（Cultural Exchange）一、词汇汉字的四声（平声、上声、仄声和去声）the four tones of Chinese characters, namely, the level tone, the rising tone, the falling-rising tone, and the falling tone 笔画 stroke 部首 radical 偏旁 basic character component 象形文字 pictograph独角戏 monodrama/one-man play 皮影戏 shadow play 折子戏opera highlights 单口相声monologue comic talk 对口相声comic cross talk 说书 monologue story-telling 传说 legend 神话mythology 寓言 fable 武术 martial art 气功 controlled breathing exercise 气功疗法breathing technique therapy 春联spring couplet 剪纸 paper-cut 戏剧脸谱 theatrical mask 草药的四气：寒、热、温、凉 four properties of medicinal herb: cold, hot, warm and cool 草药的五味：酸、苦、甘、辛、咸 five tastes of medicinal herb: sour, bitter, sweet, hot and salty 二十四节气 the twenty-four solar terms 天干地支 the heavenly stems and earthly branches 清明节the Pure Brightness Day 端午节 the Dragon Boat Festival 中秋节the Mid-Autumn Festival 文化事业 cultural undertaking 民族文化national culture 民间文化folk culture 乡土文化native/country culture 跨文化交流 cross-cultural communication 文化冲击 culture shock 表演艺术performing art 舞台艺术stage art 流行艺术popular/pop art 高雅艺术elegant/high art 电影艺术cinematographic art 十四行诗 sonnet 三幕六场剧 a three-act and six-scene play 音乐舞台剧 musical 复活节 Easter 万圣节 Halloween 内容与形式的统一 unity of content and form 古为今用，洋为中用。
商务谈判复习资料
商务谈判复习资料第一篇：商务谈判复习资料1.商务谈判：参与谈判各方为了满足各自经济利益的需要，通过沟通与磋商，谋求取得一致和达成协议的经济交往活动。
2.双赢原则：在谈判中，谈判中所有参与者都各取所需，各偿所愿，既平等互利，互利互惠。
3.合法原则：是指谈判的内容及其所签订的契约要符合法律的要求，涉外谈判必须符合国际法则并尊重双方国家的有关法规。
4.报价：是指谈判的一方对另一方提出自己的所有的要求。
5.还价：是指谈判的一方根据对方的报价，提出自己的价格等交易条件。
6.原则型谈判：是以人为本，尊重对方，坚持公平、公正的原则，双方尊重对方的基本需求，寻求双方合作的共同特点。
友好而高效地取得谈判各方均满意的结果。
7.商务谈判的基本原则：（一）自愿原则，这是商务谈判的前提，违背自愿原则表现强买强卖。
（二）公平原则，是谈判协议的基本要求。
（三）诚实守信原则（四）双赢原则（五）对人不对事原则（六）合法原则8..客场谈判应注意的问题：（一）入境问俗，入国问禁。
（二）审时度势，争取主动。
（三）要配备好自己的翻译，代理人。
9.（一）组织谈判人员1、谈判组织构成2、谈判人员配备（二）搜集信息资料1、谈判环境2、市场信息（三）谈定各方势力1、有关谈判对手的情报2、竞争者的情况3、己方情况（四）制定谈判方案，模拟谈判。
（一）谈判组织的构成原则：规模适度，知识互补，性格协调，分工明确（二）谈判人员的配备：1、对团队结构的要求①知识结构：业务熟练的经济人员、技术精湛的专业人员、精通经济法的法律人员、熟悉业务的翻译人员②能力结构基本功：能说会写③年龄结构：老中青相结合④性别结构：男女搭配2、谈判人员配备①第一层次人员—首席代表②第二层次人员—专家和专业人员③第三层次人员—工作人员。
11.成功商人应具备的条件：㈠谈判个体素质①坚强的政治素质，遵纪守法，廉洁奉公，忠于国家，具有强烈的责任心和进取心。
②良好的职业道德，礼---礼貌待人，与人为善；诚---光明正大，诚心诚意；信---言而有信，决不食言。
中级口译教程_5商务谈判
1
Objectives
Words and phrases.
Content Sentence structures. Practices.
2
Review
Words and Phrases
Ontario （加拿大）安大略省 Niagara Falls 尼亚加拉瀑布
24
我们付的是到岸价，所以保险费由贵方负 担。 It’s C.I.F., and therefore the insurance premium should be borne by your side.
25
Business Negotiation (3)
1. Words and Phrases 需求量上升的市场 rising market 档次 (n) quality; level; grade 名牌产品 famousbrand products 合情合理的 well-grounded
3
4
Goat Island 山羊岛
Horseshoe Falls 加拿大瀑布=马蹄瀑布
5
Lake Erie （加拿大）伊利湖
curve 弧度
世界五大湖： 苏必利尔湖
Lake Superior 休伦湖
Lake Huron 密歇根湖
Lake Michigan 伊利湖 安大略湖
Lake Ontario
bulk 大批
substantially 大量的（强调程度）
11
2. Difficult Sentences
不过我们的宣传小册子仅仅介绍了我公司生 产产的一小部分机床。您可以进来看看我们 的展品。 However, the brochure shows just a fraction of our machine tools. Please come in and take a look at our exhibits in the show room.
实用职场英文口译教程Chapter Four Business Negotiation
让步，妥协 make a concession
向……投诉 appeal to
达成协议 reach an agreement
遵守，信守 abide by
精品文档
B. 句子精炼 Sentence in Focus 1. 您可以给我目录和价格表吗？ Would you please leave your catalogue and price list?
票汇
(D/D）demand draft
电汇
(T/T) telegraphic transfer
预先付款
advance payment
现金结算
cash settlement
自动转账支付 auto-pay
自动转账收款 automatic credit transfer
有效期限
time of validity
精品文档
It is important that you approach the other party directly to make an appointment to negotiate, as this will allow you to set the agenda in advance, and improve the prospects of the other party preparing sufficiently enough to make a decision on the day. Try to be fairly open about your reason for contact or they may lose interest instantly and not follow up the appointment. Save all your comments for the actual appointment——don’t give away anything that will give them a chance to prepare too thoroughly. So, it’s time to negotiate and you’ve prepared well. What else must you have? Two things: confidence and power. Your power will come from your ability to influence.
商务谈判范文(实用4篇)
商务谈判范文第1篇中国某公司与美国公司谈判投资项目。
其间双方对原工厂的财务帐目反映的原资产总值有分歧。
美方：中方财务报表上有模糊之处。
中方：美方可以核查。
美方：核查也难，因为被查的依据就比可靠。
中方：美方不应该空口讲话，应有凭据证明查帐依据不可靠。
美方：所有财务证均系中方工厂所造，我作为我国人无法一一核查。
中方：那贵方可以请信得过的中国机构协助核查。
美方：目前尚未找到可以信任的中国机构帮助核查。
中方：那贵方的断言只能是主观的不令人信服的。
美方：虽然我方没有法律上的证据证明贵力帐面数字不合理，但我们有经验，贵方的现有资产不值帐面价值。
中方：尊敬的先生，我承认经验的宝贵，但财务数据不是经验，而是事实如果贵方诚意合作，我愿意配合贵方查帐，到现场一一核对物与帐。
美方：不必贵方做这么多工作，请贵方自己纠正后再谈。
中方：贵方不想讲理?我奉陪!美方：不是我方不想讲理，而是与贵方的帐没法说理。
中方：贵方是什么意思，我没听明白，什么“不是、不想;而是、没法”?美方：请原凉我方的直率，我方感到贵方欲利用帐面值来扩大贵方所占股份。
中方：感谢贵方终于说出了真心话，给我指明了思考方向。
美方：贵方应理解—个投资者的顾虑，尤其像我公司与贵方诚心合作的情况下，若让我们感到贵方帐目有虚占股份之嫌，实在会使我方却步不前，还会产生下愉快的感觉。
中方：我理解贵方的顾虑。
但在贵方心里恐惧面前，我方不能只申辩这不是“老虎帐”，来说它“不吃肉”。
但愿听贵方有何“安神”的要求。
美方：我通过与贵方的谈判，深感贵方代表的人品，由于帐面值让人生畏，不能不请贵方考虑修改问题，或许会给贵方带来麻烦。
中方;为了合作，为了让贵方安心，我方可以考虑帐面总值的问题.至于怎么做帐是我方的事。
如果找出没有错的话，我们双方将就中方现有资产的作价进行谈判。
美方：是的。
(以上是中方现有资产的作价谈判)问题：1.上述谈判中，双方均运用了哪些语言?2.双方的语言运用有何不妥之处?3.如果你作为美方或中方代表会怎么谈?分析：1.商业法律语言，外交语言，军事用语和文学用语。
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英汉双向交互译：1．欢迎光临上海进出口商品交易会。
我叫陈明。
我是上海机械公司的销售部经理。
Welcome to Shanghai Import and Export Commodities Fair. My name is Ming Chen. I am Sales manager of the Shanghai Machinery Company Inc..2．Hi, Mr. Chen. My name is Sean Hudson. I am from Seattle, USA. I am in charge of the supply department of the Pacific Trading Company Ltd.您好，陈先生！我叫肖恩·哈德逊，来自美国西雅图，是太平洋贸易有限公司的采购部主任。
3．很高兴见到您，哈德逊先生！请坐！我向您介绍一下我公司的情况及产品。
I am very pleased to meet you, Mr. Hudson. Please sit down and allow me to introduce our company and its products.4．Thank you! I have read your brochure and am very impressed by your scope of business, especially the machinery tools you manufacture. I believe my customers will like your new products.谢谢。
我已看过贵公司的宣传小册子，贵公司的经营范围，特别是贵公司生产的机床品种，已给我留下了极为深刻的印象。
我相信我的顾客一定会喜欢你们的新产品。
5．您对我们产品感兴趣，我很高兴。
不过我们的宣传小册子仅仅介绍了我公司生产的一小部分机床。
您可以进来看看我们的展品。
I am glad that you are interested in our products. Actually our brochure shows just a fraction of our machine tools. You may come in and take a look at our exhibits in the show-room, if you please.6．Sure. Your exhibits are very attractive, though the workmanship is not so desirable. If you don’t mind, I’d like to make an inquiry. Here’s my list of interested machine tools. I'd like to hear your lowest quotations C.I.f. Seattle.好的。
贵公司的产品颇有吸引力，当然产品的工艺还是不尽如人意。
我是否可以向你询价。
这份单子上列出了我感兴趣的机床。
我希望您报一下西雅图到岸价的最低报价。
7．谢谢您的询价。
您单子上所列的机床我们都有。
这是我方的美国太平洋沿岸城市到岸价的价目单。
我们还可以根据您所想要的数量调整价格。
Thank you for your inquiry. We can supply you with all the required tools on the list. Here’s my C.I.F US Pacific Coastal City price list. We may adjust the prices according to the quantity you want.8．Well, Mr. Chen, your prices are not competitive. My demand is bulk, but of course I’ll have to reduce the quantity of my intended purchase substantially with your offer.好的，陈先生。
您的价格没有竞争力。
我的需求量是很大的，当然罗，按您的报盘我只得削减预定的购买量。
9．哈德孙先生，我刚才说过，我方的价格可以根据贵方的购买量进行调整。
如果使您不安的只是我方的报价，那么您可以先到其他地方转一圈，看一看，然后我们还可以再讨论我方的报价。
As I said earlier, Mr. Hudson, our prices can be adjustable according to your quantity of your requirement. If our offer is the only thing that bothers you, you may look around and call again for another discussion of our quotations.10．i sure will. Nice meeting you. I’ll call home about your quotations and come back tomorrow with our decision.那是一定的。
能与您想回我很高兴。
我要通公司联系，汇报一下贵方的报价，明天我会把我们的决定告诉您。
11．好的。
明天见。
That’s fine. See you tomorrow then.12．Bye.再见！PASSAGE TWO英汉双向交互译：1．噢，我对贵方经营的新品种颇感兴趣。
我可以看一下贵方汽车零部件的C.I.F.价目表吗？Oh, I am interested in your new line of business. May I look at your CIF price sheet of auto parts? 2．Certainly. Lately we expanded our scope of business to better serve our Far East Asian customers, Chinese customers in particular. China is such an enormous market that nobody can afford to neglect. My company is willing to establish business relations with all interested Chinese parties.当然可以。
近来我们扩大了业务范围来更好地为远东亚洲客户服务，特别是中国客户。
中国是一个没有人愿意忽视巨大的市场。
我们公司愿意和所有有兴趣的中国伙伴建立业务关系。
3．听您这么说很高兴。
我们打算长期从贵公司进口一些汽车零部件，当然这得看贵方的价格是否比他人优惠。
坦率地讲，贵方单子上的价格毫无竞争力。
我希望知道贵方的最新报价。
That’s very nice to hear. We should like to import auto pa rts form your company on a regular basis, provided your prices compare favorably with those of others. To be frank with you, your listed prices are indeed among the least competitive. I’d like to hear your most recent quotation.4．We have just updated our prices. But of course I don’t mean our offer is final. As a result, we’d like to quote our new customers the most reasonable price to start our business relationship for the future, even at the cost of a substantial loss on our part.我方最近作了调价。
当然并不是说这是我们的最终报价。
按照我们的惯例，为了推动我们将来的业务关系的发展，我们会给我们的新客户一个合理的价格，即使这样做会使我方蒙受相当大的损失，我们也在所不惜。
5．但是从我对汽车零部件市场所掌握的信息来看，贵方的报盘没有吸引力。
此外我还需要时间来树立对贵方产品质量的信心。
如果您不愿给我方一些合理折扣，我打算等一下，先到别处看看再说。
But my knowledge of the auto parts market tells me that your offer is very unattractive. Besides, I need time to build up my confidence in the quality of your stuff. In any case, I’d rather wait and hunt around, if you were unable to include any reasonable discount.6．We guarantee the quality of our supplies. And we have free samples for your inspection. As for the discount, we can reduce the listed prices by 5%. This is our floor offer and you’ll have to excuse me, we’re not prepared for any counter-offer.我们保证产品质量。
并且可以提供免费的样品给你们检验。
至于折扣，我们可以将价目单上的开价再减去5%。
这是我方的底盘，对不起，我们不准备接受还盘。
7．我很欣赏您的直率。
虽然贵方的底价与我方所希望得到的价格仍有距离，我还是愿意签合同。
我与您有同感，我现在这样做是着眼于我们将来业务关系的发展。
I appreciate your frankness. Though there is still a gap between your rock-bottom prices and my expectations, I am willing to sign contracts with you. I like what you said, I am doing this for the development of our future business relations.8．That’s wonderful. Let’s leave the technical details of the contract to our assistants. I’d like to invite you to a drink and celebrate the success of your first business transaction.太好了。