国际商务谈判必备口译备课讲稿
会话合作原则在国际商务谈判口译中的应用
会话合作原则在国际商务谈判口译中的应用一、理解和遵循会话合作原则在口译过程中，口译员首先要理解和遵循会话合作原则。
会话合作原则是由语言学家格里斯顿（Grice）于1975年提出的，主要是指在交际过程中，参与者之间应该遵循一些默契，以便有效地完成交际任务。
这些默契包括数量原则、质量原则、关系原则和方式原则。
在口译中，口译员要根据参与者的语言表达遵循这些原则，以保证口译的准确性和流畅性。
比如在口译过程中，要遵循数量原则，尽量保持信息的完整和准确；要遵循质量原则，确保口译的真实性和合理性；要遵循关系原则，进行适当的语境衔接和语言转换；要遵循方式原则，保持文化敏感性和语言风格的转换等。
只有理解和遵循了会话合作原则，口译员才能真正达到口译的目的，有效地促进商务谈判的进行。
二、保持中立和客观在国际商务谈判口译中，口译员必须保持中立和客观的态度。
口译员不是谈判参与者，他们的职责是将一方的言论准确地传达给另一方，并不对内容进行评价或添加个人观点。
在口译过程中，口译员必须保持中立和客观的立场，不能参与到谈判的内容中，更不能对言论进行改变或扭曲。
口译员要忠实地呈现源语言的信息，尽量还原原话，以保证口译的准确性和真实性。
在口译中，口译员要尽量避免出现偏颇和情感色彩，要保持对所有参与者的尊重和公平对待，确保谈判的公正和公平性。
三、积极沟通和合作在口译过程中，口译员要积极地进行沟通和合作。
口译过程中，口译员要不断地与参与者进行沟通，解决可能出现的误会和不确定性，确保信息的准确传达。
口译员要在口译前和口译中与参与者进行积极的沟通，了解他们的需求和期望，及时调整口译策略和方法，以满足参与者的沟通要求。
口译员也要与其他口译员进行合作，共同协作完成口译任务，确保口译工作的高效和协调。
口译员要尊重参与者的意见和建议，听取双方的意见，确保在口译过程中双方都能得到满意的口译效果，促进商务谈判的进行。
四、灵活应对和及时反馈五、注重文化适应和语言表达在口译过程中，口译员要注重文化适应和语言表达。
口译商务谈判
A:欢迎贵公司的各位代表来我方进行商务洽谈。
我是xxx公司的CEOxxx.首先由我来介绍我方的谈判代表。
Im Flower,ceo of abc company. Please accept our warmest welcome. Wish all had a pleasant trip. Now, please allow me to introduce presented stuff………B:感谢贵方的热情款待，非常高兴来到中国，并有机会与贵公司合作。
我是xxx 公司的总经理，下面由我来介绍我方谈判代表。
Thanks for your hospitality. weve had a …journey and are looking forward to cooperating with your company.IM the general manager and this is …….A:欢迎来到中国，不知对这边的天气饮食是否适应？B:这边风景宜人，食物也很有特色，如果时间允许，我们一定好好参观一下这里。
We are impressed with fascinating scenery and exquisite dishes. We are hoping to have a visit if time permitted.A:我方已特地为贵方安排了本地最具代表新的晚宴,期待贵方能赴宴。
We have arranged a banquette with indigenous cuisines; we will be honored if u come .B:好的，贵公司在空调制造业上声誉良好，我们期待此次能够达成合作。
We are pleased to receive your invitation. Your company has received a favorable reputation. We hope we can settle the deal.A好的，那我们开始洽谈吧。
模块二--商务谈判口译
模块二商务谈判口译Learning Objectives1. To have basic understanding of business negotiation.2. To master the strategies of interpreting Business Negotiations.3. To learn Memory and Note-taking Skills.Ability Objectives1. To familiarize students with words and expressions for business negotiations.2. To enable students to interpret for fundamental business negotiations.任务简介（Task Introduction）商务谈判是经济谈判的一种，是指不同利益群体之间，以经济利益为目的，通过沟通、协商、妥协、合作、策略等各种方式，就双方的商务往来关系而进行的谈判。
按照商务谈判的地区范围来划分，商务谈判可分为国内商务谈判和国际商务谈判。
国内商务谈判是国内各种经济组织及个人之间所进行的有关商品、劳务和技术等的商务谈判。
国际商务谈判是本国政府及各种经济组织与外国政府及各种经济组织之间所进行的商务谈判，是国际商务活动中不同的利益主体，为了达成某笔交易，而就交易的各项条件进行协商的过程。
国际商务谈判是对外经济贸易工作中不可缺少的重要环节。
商务谈判是集语言、知识、经验、素质等为一体的交流活动，它注重政策性、技术性和艺术性，是口译从业人员的用武之地，是口译能力的全方位展示和对口译者的高难度挑战。
一场成功的商务谈判应该是：通过谈判不仅使本方的需要得到满足，也使对方的需要得到满足，双方的友好合作关系得到进一步的发展和加强，整个谈判是高效率的。
本任务采用“情境学习法”研究“商务谈判”的口译过程, 即让学生模拟商务谈判的过程进行训练, 使学生熟悉谈判的整个流程，并训练学生在谈判中应具备的良好的心理素质。
国际商务谈判（英文）教案讲义chapter7NegotiatingPowerandRelate..
Chapter 7 Negotiating Power and Related Factors 谈判力及相关因素I.Motivation 动机II.Dependence 依赖III.Substitutes 替代munication Skills交际练习Interest gains are the fundamental incentives for negotiators to sit at negotiating table, however how much and by what means can negotiators gain the interests will largely on comparative of the two sides.Power is a phenomenon, which endows people with over other people or events or activities.Power requires a relationship and interaction, which means that if there is no____ between two parties, it would have no control over the other party no matter how____ and mighty one party is.Influential factors on power’s diminishing or amplifying in various contexts, but the following three factors of motivation, dependence and substitutes exert utmost influence in situations.Motivation is defined as desires and for gaining interests and stakes.Motivation can be provoked and stimulated by all sorts of means, but basically by:1.Offering inducements to the other or to the other’s supporters;2.Demonstrating attractiveness of options;3.Getting external third party to endorse your inducements; and4.Placing a time limit on the availability of your offer.Offering inducementsTo offer inducements to other’s supporters is to stimulate their desires and draw their attention by presenting something so as to persuade them into of having a talk on issues you intend to.For example, in sales promotion the inducements that often apply are price discount or “buying one and taking one ”.Smart promoters can always come up with ideas to attract buyers and stimulate their interests.Demonstrating attractivenessBy demonstrating attractiveness of your options, you other people of the appealing side of your options and possible interests.The step is an extending part of the first one, by which you others to accept your options and finally your goal.“The selling points” is an expression of demonstrating attractiveness.Getting external third parties’ backWhen there are external third parties backing your inducements, you your credibility through examples to cause others to .People will their friends, colleagues, persons they are familiar with and even if they belong to the same group.A repeatedly used persuasive method by advertisements is consumers acting as examples to others or a patient telling you how he has from the ailment after taking certain medicine.Public , famous singers and actors also play a part in this persuasive game.Placing a time limitLastly, it is important to let people know that those offers are not always there, i.e., they have their lines, which is the deadline for gaining. Otherwise common feeling of wait-and-see among people will make your efforts in nothing.A relatively time limit works better than a one because people make decisions often in a rush.Longer time limit sometimes retards people’s action and diminishes their .Conclusion:A party’s power is increasing with of its motivation.Dependence is a constant and regular need that someone has for something in order to be able to survive or operate properly.In negotiation, dependence is the need one party has from its for realizing its goals.If a party can successfully the other’s dependence on itself and meanwhile____ its own dependence on the other, then the party’s power will be strengthened significantly.The most effective and often explored methods to this end are:1.Reducing, delaying or withholding services or resources the other party____to attain;2.Blocking the other party’s to work on their own;3.Convincing the other party’s to block the other party’s operation’4.Convincing the other party of the hopelessness of trying to on theirown.Reducing, delaying or withholding services or resourcesThe other party’s dependence on you will if it is resourceful and endorsed by sufficient services that it needs.Being cut off the provision and sustenance, the other party will be forced to____to you for help, thus its dependence on you .In production, when the sources of material supply are limited, the producer’s power will be in negotiation with the unless he can find some replacement.Blocking the other party’s ability to work on their ownWhen a person, a company or a nation is self-sufficient and capable of working on their own, it is of any pressure and threat form the others.However in today’s world there is no absolute economic .Generally speaking, when a country exports heavily to another country, we say the exporting country depends on the importing country for sustainable production employment and development with the that the exported commodities are nonrenewable such as oil.When inflow of foreign investment into China is accumulating at a high speed, the foreign investors’ dependence on China simultaneously.Isolating the other partyIt is difficult to increase the other party’s dependence it is deprived of supporters.In military campaign against terrorism in Afghanistan after New Y ork and Washington were attacked on September 11, 2001, US government no efforts in winning supports from its aliens, compassionate countries, its foes, as well as the traditional friends of Afghanistan like Pakistan.By this way, American successfully Ben Ladan and Taliban and destroyed the terrorist bases in Afghanistan.Convincing the other party to give upHaving split the supporters of the other party, it is time for you to convince the other party that it is continuing with its own since it is fighting in .Conclusion:A party’s negotiating power is with increasing of its dependence on the other party.Substitutes are alternatives one party can explore to reduce its on the other party.A party’s chances of gaining substitutes increase in the context that:1. One party has alternatives which allow operating the other party;2. One party is able to absorb the escalating cost of conflict;3. One party can continue despite the other party’s discouraging effects on its supporters;4. One party has ability to use expert counsel, persuasion, communication and legal, historical or moral precedents to gain to alternatives.Conclusion:One party’s negotiating power is strengthened when there are more available for preference.Negotiating power analysis is crucial to negotiation strategy decision and to a degree of assertiveness and cooperativeness in negotiation.A party standing in stronger position tends to apply tactics in negotiation for the purpose of placing on the counterpart to make concession.Such tactics often explored include:1.Time pressure----setting a for acceptance of conditions putforward, otherwise punishment of either or military actions wouldbe taken;2.Appearing firm----keeping high assertiveness in expectation ofother’s ;3.Ridiculing other’s position----making others give up their stance by____or showing disrespect to their position;4.Building prominence of your offer----augmenting significance of youroffer to the other to make yielding; and5.Threatening the relationship----warning possibility of relationshipbreaking down, a pressure on the other who has a high degree of ____onyou.Conclusion:Consequences of power tactics depend on application of heavy or light tactics. The former often evokes counter power. The latter, light tactics often lead negotiation to collaboration and relation building, which may necessary compromises.1. To make a polite suggestion, use the word should. Make the sentence as a polite suggestion.1) We ought to negotiate the problem.2) He’d better know her n ame.3) I’d better finish the report.4) Mrs. Billings ought to call right now.5) The manager ought to write an agenda.2. Use opposite adjectives to soften the following remarks1)This is a very unproductive meeting.2)This is the worst food I’ve ever tast ed.3)Don’t be so late tomorrow.4)Y ou really are very inexperienced.5)Y our quotation is much too expensive.6)Y our financial position is insecure.3. How do you see yourself?Use the questionnaire below to find out. Tick one or the other of the following state ments. If you can’t decide, tick neither.a. I start the day with a list of things to do.b. I start the day by having a chat with my colleagues.a. I don’t let personal feelings influence decisions.b. When making decisions, I look at the human angle first.a. If colleagues do a good job, it does not matter if I like them or not.b. It’s important for me to like the people I work with.a. I see meetings only as a means to get business done.b. I see meetings partly as an opportunity to develop team relationships.a. At the end of the day, I am frustrated if I haven’t achieved what I set out to.b. At the end of the day, I feel “low” if I haven’t got on with my colleagues. Scoring: Score 2 points for every a sentence you ticked.Score 0 points for every b sentence you ticked.Score 1 point for every time you ticked neither.4. Read the following statements and tell which is True or false?1). We must always aspire high in our strategic thinking.2). For a quick deal, we don’t need to hav e very precise targets, and very clear views about the extent to which we could compromise.3). The first thing you need to do in dealing with a difficult person is to control thatperson’s behavior but not to control your own.4). It is imperative that good negotiators know how to both manage and express angerappropriately.5)．Conflict can provide us with new information about a situation.6). In the middle of a negotiation it is sometimes ineffective to substitute a new team leader.7). In the strategy of reversal, you act in opposition to what may be considered to be the popular trend or goal.8). It is desirable that each negotiator should negotiate in a style foreign to him which reflects his strengths.9). Core values are powerful because they generate feelings, thoughts and behavior.They are deeply held values that govern how you behave across a great many situations.10) Effective negotiators accept that they are human----not perfect----and they turntheir mistakes into learning opportunities. Therefore, they have a longer recoverytime before returning to full effectiveness.5. Put the following situational dialogue into English.(支付方式Terms of payment) （two days later）Please see chapter 6。
国际商务谈判口译
1．政治性强
2．以国际商法为准则
3．要坚持平等互利的双赢原则
1．阅读《国际商法》，深入解
商务谈判的特点与原则。
2．阅读一份合同的中英文文
本，弄懂其中各项条款，以及相应的术语与规范的语言表达。
第三周
主题：如何在谈判中旗开得胜
（用相关谈判实例训练英汉交互口译）
1．开局：为成功布局
2．中局：保持优势
3．终局：赢得忠诚
1．模拟一次完整的谈判过程，虚拟谈判双方，用中英文谈判，口译员参与其中。
2．获得谈判的现场感和实战感。
第四周
主题：国际商务谈判中利益冲突的预防与解决
（用相关谈判实例训练英汉交互口译）
1．了解各国商人的特点是国际商务谈判必备的常识
2．做好谈判前的准备工作是预防冲突激化的有效手段
3．谈判策略的恰当运用也可以在一定程度上避免冲突
2．模拟谈判现场。演示由于基本功不够而造成谈判失误或失败的情景。
3．口译训练。
第十三周
主题：与日本人谈判--日本特色的谈判风格
（用相关谈判实例训练英汉交互口译）
1．初次接触的慎重与合规性；
2．谈判前群体决策
3．谈判中表态非常谨慎
4．谈风含蓄，冲突不公开化
5．谈判者耐久力惊人
6．绝对守时
1．了解日本整体文化，历史，
用“learn in English”的新理念取代“Learn English”的旧观念，要求学生将口译训练落到“实处”，即与国际商务谈判的知识、技巧、能力等结合起来，其中包括：
1.明确商务谈判的模式、艺术与特点
2.熟悉商务谈判的流程、知识与内容
3.规范商务谈判的行为、语言与仪表
4.了解东西方文化影响下的谈判风格
国际商务谈判必备口译 ppt课件
● 教学重点国际商务谈判必备口译
1. 在理论指导下，以小组为单位，模拟一次广交会上的招商谈判（带口译），以 “放大”的形式，展示上述每一个步骤（以口译部分为主）。
国际商务谈判必备口译
●课文的具体处理
1. 1. 要求或鼓励学生用替代法更换成相似场景, 灵活地用适当方式适应不
2.
同的情景内容。
2. 阅读一文（文略）： 双赢谈判“金三角”，了解双赢谈判“金三角”，并按 照文中
提示，设计一场双赢谈判并进行英汉交替口译。
●课外作业、阅读与思考题
1. 在网上下载并略读 《谈判无输家》 一书 [作者：（美）昂特] 【内容提要】 本书是为那些参加谈判或指导谈判的人写的。虽然主要着眼于买方和卖方的角度，但对 与谈判有关的其他人，如部门经理、项目总裁、某个领域的专业人员等，也是大有益处 的。在更广泛的不同职业领域，谈判通常也是重要任务之一。
●部分课文国内容际与商授课务方式谈判必备口译
1. 结合不断更新的经济与市场动态，在讲解课文和在课文内容基础上， 适当地“借题发挥”，并随时回答学生提问;
2. 启发学生了解课文所涉及到的经济现象与运动规律，了解最新的经贸 动态，培养经济和商业意识。
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
● 课前准备
1. 1. 熟悉谈判流程中每一个步骤; 2. 演习“讨价还价”谈判过程;
3. 了解签署协议/合同的相关要求与规定。
.
● 学习要点 国际商务谈判必备口译
1. 了解和学习商务谈判流程以及其中的四步曲 1. 2. 模拟一场现场谈判，演绎各个步骤及整个流程 3. 了解谈判前准备的重要性
国际商务谈判(英文)教案讲义chapter1InternationalBusinessNegotia
国际商务谈判International Business NegotiationA negotiation is a meeting or a series of meetings in which the parties need each other ' s agreement to reach a specific objective.The fundamental principles of negotiation1. Negotiation is an element of human behavior.2. Negotiation takes place only over issues that are negotiable.3. Negotiation takes place only between people who have the same interest.4. Negotiation takes place only when negotiators are interested not only in taking but also in giving.5. Negotiation takes place only when negotiating parties trust each other to some extent.Chapter 1 Negotiation motives and key terminology 谈判动机与关键词语Negotiation 谈判Conflicts 冲突Stakes利益Case study: Matsushita Electric Corporation 松下电器公司NEGOTIATION 谈判A successful negotiation must satisfy at least the following conditions:1. The outcome of negotiation is a result of mutual giving and taking. One sided concession or compromise can not be called a successful negotiation.2. Negotiations happen due to the existence of conflicts, however, no negotiations can proceed smoothly and come to a satisfactory solution without collaboration between the participants.3. Negotiation is a behavioral process, not a game; in a good negotiation, everybody winssomething. Success isn ' t winning everything; it ' s winning enough.CONFLICTS 冲突The definition of conflicts states three points:1. Parties in conflicts are interdependent, which means there remains a kind of relationship developed by interrelated interests and concerns. There would be no conflict if two parties were not interrelated and had nothing to do with each other.2. Con tradictio ns and in terests coexist. If there are on ly con tradictio ns and no shari ngof com mon in terests, n egotiati ons become groun dless and unn ecessary.3. Two parties in a conflict will naturally fight for each other ' s own interests and nevery effort to gain more from the other side, as a result it will reduce gain of interestsexpected in itially.STAKES利益Stakes are the value of ben efits that may be gained or lost, and costs that may bein curred or avoided. Four points n eed to be clarified:1. Negotiation parties will either gain the interests they expect to win from then egotiati on or lose what they hope to attai n, which in dicates that the talks are pert inent to releva nt parties ' own affairs and in terests. Only whe n a party has stakes conn ected with the issues to be talked, can it become actively engaged in the negotiation.2. Free lunch is not provided at the n egotiati on table, in ano ther word, to get what is desired, both parties have to pay for the gaining at either high cost or low cost depe nding on how well n egotiators man age the situati on.3. The n egotiators will have to decide how much of stakes can be gained and whether a particular gain is the one that a party desires for. They will also have to decide how much they may gain if they choose opti on A in stead of opti on B.4. Negotiators will have to compare and bala nee the relati on betwee n the curre nt in terests and long term in terests or un derly ing desires in order to make decisi on on satisfy ing long term interests at the cost of current interests.Effective negotiati ng (VCD)成功谈判Who s who in Effective NegotiationThe compa niesLevien SA , based in Brussels, Belgium.It is an intern ati onal compa ny which manu factures specialist paints and dyes.In its head office it has a small IT function which the company has decided to outsource.Okus IT, based in Swindon, in the South of En gla nd.They specialize in managing IT projects and taking over the IT departments of theirclie nt compa ni es.The n egotiati onOkus have sent a detailed writte n proposal to Levie n.The meet ing has bee n arran ged to n egotiate the terms of any agreeme nt.In particular the following two issues are likely to be sticking points:1. StaffingLevien would like to protect the jobs of their current IT team.They want Okus to employ the four members of the team, and are under pressure from the unions to make sure outsourcing contracts like this do not lead to redundancies.Okus, on the other hand, will not want totake on Levien ' s whole team.They already have project engineers based in Swindon.2. PricingOkus have proposed two levels of IT support: Level AA fixed monthly price which will cover all support work (daily maintenance and customer support) and specified project work (hardware and software upgrades, training. Etc.) Level BA lower monthly invoice based on just support work. Any additional project work will be logged and then added to the invoice the following month.1. Preparing the groundThe peopleAndrew Carter is Export Sales Manager for Okus IT. He has made the initial contact with Levien. He has met one of the Levien team, Sean, before.Karen Black is a Project Manager at Okus IT. She has prepared the specifications for this contract. This is the first time she has been involved in negotiating an overseas outsourcing contract. She is anxious about the meeting.Francoise Quantin is the current IT Manger at Levien. She is about to be promoted to Head of Logistics. She is keen that her IT team are protected.Sean Morrissey is from Levien ' s main subsidiary in Chicago. He has been sent to the Brussels Office to develop Levien ' s procurement policy.The negotiationAs the VCD begins, Andrew and Karen have arrived at Levien 'osffices and are waiting to meet Francoise and Sean.Script 1Karen Black and Andre Carter fail to communicate before they meet the Levin team.A =Andrew K =Karen F =Fran?oise S =SeanA: You sure you don ' t want one, Karen?K: Not for me.A: Of course, I don ' t know Francoise at all, but you ___ 'wviethgSoetyou about negotiating with him in Dallas two years ago, didn ' t I?K: I ' m sure you did, An drew. Can we just focus on the final package? We mustn . ' t They' re going to __ , but we ___ .A: That' s right. Sean was Head of Procurement at TEC in Atlanta.K: What we must keep in mind is _____ if they push us on staff cuts.A: Oh, we don ' t need to worry about that, Karen. We ________ . Se^hjjulsow are you?S: Good to see you aga in, An drew. Atla nta, was n ' t it?A: Dallas, actually.S: Right, three years ago.A: Two.S: Yeah, sure. You two know each other, right?F: You must be Karen Black. I ' m Francoise Quantin. Welcome to Lebvien.K: we ve spoken on the phone, haven ' t we? This is Andrew Carter, ourA: Sorry, I thought you two already knew each other.S: Well, ____ . Can we …?F: Before we start, would you like a coffee?K: That would be ni ce.F: Milk?K: Yes, please.Script 2Kare n Black and Andre Carter are better prepared for their meeti ng with the Lev in team.A: There you go.K: tha nks.A: So, we ' ll wait fdJielm to respond to our proposal.K: Yes, we know that the staff cuts and the price are __ ut we ' d better .A: And you ' d still like me to do the presentation?K: That ' s what hesad-h un ted you for, An drew.A: And you ' ll watch for their react ions and …K: And deal with any questio ns. Yes.A: Be careful with Sea n, Karen. He drives a hard barga in.K: I ' m sure I can handle him. Wen for a long day, aren ' t we?A: Well, you did pack a toothbrush, didn ' t you?F: Sorry to have kept you waiting. You must be Karen Black. I ' m Francoise Quantin and this is Sea n Morrissey.S: Good to meet you, Karen. Fran coise, this is my old sparri ng part ner, An drew Carter.F: Nice to meet you, An drew. How was your flight?K: Excelle nt. Less tha n an hour.A: Hardly time for the breakfast ___ .F: What about a coffee the n, before we start?S: Yeah, you can ___ .F: There ' s no need to hurry. Karen.S: An drew, you ' ll have ano ther one?A: Please. Milk, three sugars.F: Sit down, please.A: Are you ___ , Sean?S: Yeah, I ' m misshiengkitds and my wife. Andre and I _ in Dallas two years ago.A: Yes, __ ---thirty-six hours, wasn ' t it?S: Andrew, if a job ' s worth_d_o_i_n_g.,F: Perhaps we had better start now.。
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.
会话合作原则在国际商务谈判口译中的应用
会话合作原则在国际商务谈判口译中的应用1. 引言1.1 国际商务谈判口译的重要性国际商务谈判口译在全球化的商业环境中扮演着至关重要的角色。
随着跨国公司之间的合作和交流不断增加，口译成为了沟通的桥梁，促进了商务谈判的顺利进行。
通过口译，不同语言和文化背景的商务人士可以进行有效的沟通，避免了误解和沟通障碍。
口译不仅仅是简单的语言转换，更重要的是传达双方的意图和情感，确保谈判的顺利进行。
国际商务谈判口译的重要性还体现在其能够促进双方谈判的公平和透明。
通过口译，双方可以在谈判中平等地表达自己的意见和立场，避免了信息不对等的情况。
口译人员的存在可以确保谈判的公正性，避免一方在语言上占据优势的情况发生。
口译也可以帮助双方更好地理解对方的文化背景和习惯，促进双方的理解和合作。
国际商务谈判口译是国际商务活动中不可或缺的一部分，其重要性不言而喻。
口译人员的专业素养和能力将直接影响到谈判的结果和双方的合作关系。
在国际商务谈判中，口译人员的角色至关重要，他们需要具备良好的语言能力、文化背景和沟通技巧，才能胜任这一重要的工作。
1.2 会话合作原则的意义会话合作原则在国际商务谈判口译中的应用至关重要，它代表了口译员在谈判过程中应该遵循的基本原则和准则。
这些原则不仅有助于确保口译工作的顺利进行，还能够促进谈判双方之间的沟通和理解。
在国际商务谈判口译中，会话合作原则的意义体现在以下几个方面：1. 促进跨文化交流：在国际商务谈判中，双方往往来自不同的文化背景，有着不同的语言习惯和沟通方式。
口译员需要遵循会话合作原则，以促进双方之间的有效沟通和理解。
2. 保持中立和客观：口译员在谈判过程中必须保持中立和客观，不加入任何对话中的个人情感或立场。
会话合作原则要求口译员在传达信息时要尽量保持客观，确保双方能够理解对方的立场和意图。
3. 确保信息传达准确：口译员必须准确传达双方的言论和意思，避免出现误解或歧义。
会话合作原则要求口译员在口译过程中要准确理解双方的意图，并将其表达清晰地传达给对方。
国际商务谈判（英文）教案讲义Chapter8LawofTrust信任法则
Chapter 8 Law o f Trust 信任法则I.How to decide a person trusts and is trusted? 如何决定信任与被信任II.Determinations affecting a person’s trustful or mistrustful behavior 决定信任与非信任的因素III.Effects of trust信任的效应munication Skills交际练习In a negotiation, trust between group leader and group members as well as trust between two negotiating parties is a decisive element of shaping relationship of all sides.trust leads to poor relationship and thus low degree of cooperation, on the other hand, trust leads to good relationship and high degree of cooperation.When people trust one another, relationship and are enhanced and when they each other, relationship and cooperation suffer.To enhance mutual trust and set up good relationship, negotiators should understand the meaning and pervasive effects of .Many people say trust means belief, , reliability, a good of a person, or a feeling of affection.These explanations are quite different.American professor Dale E. Zand elaborates the meaning of trust in his publication of Trust and Decision Process and points out:Trust consists of:1.Increasing your vulnerability2.To another person whose behavior is not under your control;3.In a situation in which the penalty, loss or deprivation you would suffer if theother person abuses or fails to protect your vulnerability;4.Is substantially greater than the benefit, reward or satisfaction you wouldgain if the other person fulfills or protects your vulnerability.The following simple example explains the meaning of the definition.Parents show trust when they hire a baby-sitter to take care of their baby so they do not have to their job or they may home to pay a visit to a friend or go for an entertainment.Leaving their baby to someone they do not know very well or have no affection to their vulnerability significantly because they cannot the baby-sitter’s behavior after leaving home.If the baby-sitter their vulnerability and hijack the baby, the tragedy will surely adversely the rest of their lives.But if the baby-sitter their vulnerability and take good care of the baby, then the parents can keep their mind on their work or enjoy their meeting with their friend or a party.There are three fundamental elements: information, influence and control.A person shows trust when he reveals he need not disclose.He increases his by telling others his goals, purpose, plans, alternatives or his problems.Others may make use of the information to impede or undermine his efforts.For example,A designer struck on a brilliant idea which he told a colleague working in the same office. The colleague used the idea to advance his own interests and was promoted soon.So a person who does not others will conceal or distort relevant information.He will facts, his purpose and his feelings.A person show trust when he shows others to his decisions since he increases his by asking for others’ advice which may deliberately him.For example,As a China’s famous story of Fighting in Chibi in Tale of Three States depicts Caocao (premier of East Han Dynasty) asked for Pangtong’s (a counselor secretly working for Dongwu, Caocao’s enemy) advice for defeating Dongwu. Pangtong offered him a seemingly clever advice, which turned out to be a part of fatal plot inducing him and his troops into a trap.Therefore, a person who shows will resist others’influence, deny and reject their suggestions and advice.A person shows when he delegates and permits others to act on their own on his behalf.By this way he increases his because he has to rely on others to make a judgment and to implement his plan and others may serious errors, ____ implementation and his plan.So if a person does not trust, he will try to impose over others and ____ his dependence on others.For example,The principal of a middle school had peep holes installed in all the doors of classrooms in order for the administrative to have a tighter over students.However the device produced skeptical atmosphere among staff members as wellbecause anyone teaching or staying in the classroom feels he is being watched over and he is not .In negotiation or in people’s daily life, elements affecting a person’s trustful or mistrustful behavior come form main sources: which is inalterable and grown-up experiences, which are changeable.Childhood educationStudies on childhood education on trust began in the 1950s, with the publication of Erik Erikon’s Childhood and Society. Since then many developmental psychologists have viewed trust and; mistrust as the cornerstones of human development.A child’s understanding of trust is from his own and the environment he is up.When a child’s desires and reliability are fulfilled in most cases, he tends to conclude that people are , otherwise, he may draw the from his unfulfillment that people are trustful.A child will tend to trust others if he is brought up in a simple, warm and _____ environment, and he is told the stories of help and trust.However in other context, a child’s parents and other people intentionally inform him of examples of mistrust to drive the that “Y ou can’t trust people”.Understandably, such child inclines not to others when he grows up.Professional or special trainingA person’s professional or special training can incline him a different orientation to .For instance, accountants and financial workers are oriented to be of financial statements full of identical numbers and how much they may differ from the real data.People working in human resources department appear to more the accuracy of a person’s description of his educational and working background, and it is an important reason that the application documents should be, at the request, _____by official certificates.Past credit recordA person’s willingness to trust another person on his knowledge of the other’s past record.We will not rust someone who to perform his duty or is to complete a task or fails to keep his .The reason for the failure may differ from time to time, however, if there isrepeated record of the person’s failure, is the natural results.Surely, a person can do better to improve his record and thus win others’trust.Competence of others to perform a taskA person’s willingness to trust another person depends on his estimation of the other’s ability to complete a task .At this point, there should be a distinction between capability and affection.For instance, you will not trust a teenager to send a large sum of money to a far away place although you him very much.When is confused with capability in one’s trust decision, more often than ____his plan will be undermined.Intentions of othersOur willingness to trust another person is determined by our interpretation of the other’s intentions. i.e. We will not trust those we believe who have intention, and who will exploit our resources and take of our trust to advance his own interests.We will not trust such kind of person even though he is and he has a good _____record.People’s interpretation of others’intentions and motives can be different from time to time depending on their understanding of others.Reward systemIn win-lose reward system, when competition is rewarded, i.e., our gain is the other’s loss and our loss is the other’s gain, trust the other is clearly not in our self-interest.Companies selling the same products are rivals in business and understandably they will conceal or information, withhold facts and their ideas.Things will be different in joint reward system in which is encouraged because in such reward system things won’t be done without joint efforts, so it is all natural that the two sides will each other, information, each other’s advice and reach common conclusion.Of course, in today’s world there are neither competitors nor cooperators. Where will things be directed depends on our efforts. It is hoped that trustful relationship among people should be on account of positive effects of trust.Trust is a decisive element in people’s relationship. We need trust between peers, superiors and , between producers and , teachers and .Studies show that trust intellectual development and originality, and leadsto emotional stability and self-control.Trust acceptance and openness of expression.Trust cooperation and mutual understanding, and it is fundamental for establishing sound relationship among negotiating team as well as between negotiating .People working in a team high in trust signal of trust to each other and _____trust form each other, which will increase level of trust among the members. Negotiations based on high level of trust can increase of double win results.Conversely, mistrust rejection and defensiveness, collaboration and relationship of team members and negotiating parties.The striking contrast of trust and mistrust between negotiating parties tells us that it is worthwhile we take great pains to find out ways to mutual trust.Some tentative suggestions are made here for consideration:1.Encourage mutual trust by establishing trust-rewarded system in_____education, in training and in .2.Buildup people’s confidence in trust bit by bit through giving ,influence, self-control and concessions, and seek reciprocation from theother.3.Discuss frankly with the other party what is generating innegotiation.4.Be sincere and honest to your negotiating team members andyour .1. What comment would you make in the following situations?1)Y ou’ve just heard news of a train crash.2)One of your colleagues is always chatting to everybody.3)One of your colleagues regularly works a twelve-hour day.4)Y ou’ve just had a very good meal.5)One of your colleagues keeps himself to himself.6)Y ou’ve just seen an exhibition you expected to be good; in fact it was not.7) A person you’ve just met says he is a film director.8)One of your colleagues looks very smart today.2. Answer the following questions1)How many means are needed for the sellers to inform the buyers of the quality? What are they?2)When selling some mechanical and electrical products, what means are generally used to express their quality?3)When negotiating on the packing, what aspect should the buyers pay attention to besides the right type of packing?4)When goods are sold on a CIF basis, who is under obligation to present a marine insurance policy or an insurance certificate at the time of negotiation, the seller or the buyer?5)Which method is safer and better for the seller, D/P or D/A?6)Why is commodity inspection indispensable in international trade?7)What’s the first step in a successful sales negotiation?8)Is it necessary for the seller to make an equal concession when the buyer grants him or her a concession?9)At the beginning of the negotiation, should the sellers open high or modest?10)When you meet with negotiators who harshly bargain with you, will you cancel the negotiation or continue?11) If a negotiator s ays: “I don’t have the authority to grant you that concession”, does it really mean that he or she hasn’t such authority or is it only negotiating tactics?5. Translate the following situational dialogue into English（交货Delivery）贺先生，我很高兴我们就价格和付款方式问题达成了协议。
商务英语谈判口译策略阐述
商务英语谈判口译策略阐述1 面子理论及其在商务英语谈判口译中的运用“面子理论”(Face-Management View)是英国语言学家Brown和Levinson(1987)在研究语言使用的普遍现象时提出来的。
他们认为社交中具有正常交际能力的“典型人”所具有的“面子”(Face)是每个社会成员意图为自己赢得的那种在公众中的“个人形象”。
Brown和Levinson将“面子”分为正面面子(positive face)和负面面子(negative Face)两种类型,负面面子是人们在社交中有自主的自由,即人们不希望别人强加于自己,或自己的行为受到干涉或阻碍；正面面子指的是人们在社交中希望得到别人的认同和赞许。
鉴于许多言语行为本质上是威胁面子的,根据面子保全论(Face-saving Theory),社交中的交际双方应在保留面子的基础上进行合作,尽量避免损害面子行为(face-threatening act)的出现,既要尊重对方的正面面子,又要照顾到对方的负面面子。
商务英语谈判在国际企业之间起着桥梁和纽带的作用。
由于谈判双方的利益是对抗性的,出现损害面子的行为是难免的；作为一方的参与谈判人员,口译员除了担任谈判双方的语言媒介之外,有义务和责任为商务谈判双方顺利谈判作出努力,当损害面子的行为即将影响谈判进程或结果时,口译员应在面子理论的指导下作出适当调整。
口译员应平衡正负面子,灵活运用正负礼貌策略,在翻译时要做到既不为维护己方正面面子而损害对方的负面面子,又不为对方的负面面子而损害己方的正面面子。
在商务谈判口译的即席性、专业性、复杂性和准确灵活性等特点之上再顾及谈判双方的面子,会给口译员的工作带来更大的难度和挑战。
所以,口译员在商务谈判中必须熟练运用以面子理论为指导的翻译策略。
2 面子理论指导下的口译策略实例分析及应对策略2.1 使用模糊限制语在国际商务谈判中,对于涉及双方利益的敏感话题,使用模糊限制语,用委婉方式译出己方观点,可以维护双方的面子,使谈判和合作顺利进行下去。
国际商务谈判讲稿
国际商务谈判讲稿International Business Negotiation国际商务谈判课程综述Introduction of the Course课程教学的基本内容与要求理论部分内容第一章国际商务谈判概述第二章国际商务谈判程序与结构第三章国际商务谈判的准备第四章国际商务谈判的理念与法则第五章国际商务谈判中的谈判力及影响因素第六章国际商务谈判各阶段的策略及技巧第七章国际商谈判礼仪及文化差异理论部分基本知识点基本概念(basic concept)特点(characteristics)种类(types)流程(procedures)基本原则(basic principles)策略和技巧(strategies and skills)礼仪与礼节(amenities and etiquettes)文化差异(culture differences)实践部分基本知识点这是我们要学习的重点部分，这部分也是我们对我们专业知识的一个综合学习和应用，形式为模拟谈判。
模拟谈判主要是以国际贸易合同的谈判为背景，以我们学过的国际贸易合同的各个条款为谈判内容，用英语进行模拟谈判，以期达到对所学专业知识的全面应用。
模拟谈判的目的除了强化外贸英语的应用，还使每位学生通过实际操练体会谈判理论的指导意义，提前获得比较接近实际的生动、具体的真实体验。
模拟部分Section 1 Inquiry（4课时）1. General discussion2. Sales promotionSection 2 On price（4课时）1. A new offer2. BargainingSection 3 Payment terms（4课时）1. Payment by letter of credit2.For better termsSection 4 Packing and marking（2课时）1. Inner and outer packing2.Marking and labelingSection 5 Insurance（2课时）1. Risks covered2. Open coverSection 6 Shipment（1课时）1. Mode of shipment2. Container transportSection 7 Delivery（1课时）1. Late delivery2. Non deliverySection 8 Claims and adjustments（2课时）1. Causes of damages2. Defective goodsSection 9 Consultancy（1课时）1. Processing trade2. Compensation tradeSection 10 Agency（1课时）1. A proposal2. Sole agent第一章国际商务谈判概述General introduction of international business negotiation1.教学目的及要求通过本章学习，要求学生掌握国际商务谈判的基本要素、概念、特点、国际商务谈判的种类以及原则等基础知识。
国际商务谈判串讲资料
《国际商务谈判》串讲资料〔课程代码：00186〕第一章国际商务谈判概述一、学习目的与要求作为国际经济活动的关键环节之一，国际商务谈判对企业的微观利益和国家的宏观利益都起着举足轻重的作用。
本章介绍了国际商务谈判的基本概念、特点、种类和基本流程，以及我国开展国际商务谈判的基本原则。
在此基础上，还深入探讨了国际商务谈判的主要模式。
应考者应牢记国际商务活动的特殊性，严格遵守国际管理和相关法律，切实领会国家利益高于一切的真正内涵。
二、考核内容〔一〕国际商务谈判的定义〔二〕国际商务谈判的特点〔三〕按参加谈判的人数规模来划分谈判的种类〔四〕按参加谈判的利益主体的数量的不同来划分谈判的种类〔五〕按谈判双方接触的方式来划分谈判的种类〔六〕按谈判进行的地点不同来划分谈判的种类〔七〕按谈判中双方所采取的态度与方针来划分〔八〕按谈判的内容不同来划分谈判的种类〔九〕我国国际商务谈判的基本原则〔十〕国际商务谈判的基本程序〔十一〕国际商务谈判的PRAM模式三、重点难点〔一〕国际商务谈判的内涵和特点〔二〕国际商务谈判的基本流程〔三〕国际商务谈判的主要类型四、知识点串讲第一节国际商务谈判的概念及特点〔一〕国际商务谈判的定义1. 谈判〔negotiation〕所谓谈判是指参与各方基于某种需要，彼此进行信息交流，磋商协议，旨在协调器相互关系，赢得或维护各自利益的行为过程。
2. 商务谈判〔business negotiation〕商务谈判主要集中在经济领域，指参与各方为了协调、改善彼此的经济关系，满足贸易的需求，围绕标的物的交易条件，彼此通过信息交流、磋商协议到达交易目的的行为过程。
3. 国际商务谈判〔international business negotiation〕国际商务谈判是指在国际商务活动中，处于不同国家或不同地区的商务活动当事人为了达成某笔交易，彼此通过信息交流，就交易的各项要件进行协商的行为过程。
〔二〕国际商务谈判的特点1. 国际商务谈判具有一般贸易谈判的共性〔1〕以经济利益为谈判的目的〔2〕以经济利益作为谈判的主要评价指标〔3〕以价格作为谈判的核心2. 国际商务谈判的特殊性〔1〕国际商务谈判既是一笔交易的商洽，也是一项涉外活动，具有较强的政策性〔2〕应按国际惯例办事〔3〕国际商务谈判内容广泛〔4〕影响谈判的因素复杂多样第二节国际商务谈判的种类〔一〕国际商务谈判的种类1. 按参加谈判的人数规模来划分，可以将谈判分为谈判双方各只有一人参加的一对一的个体谈判，以及各方都有多人参加的集体谈判。
会话合作原则在国际商务谈判口译中的应用
会话合作原则在国际商务谈判口译中的应用【摘要】国际商务谈判口译在跨文化交流中扮演着重要角色，而会话合作原则则是口译过程中的关键。
本文首先介绍了会话合作原则的定义和基本原则，强调了口译中的准备工作对于成功口译的重要性。
其次探讨了口译中的主动沟通与信息交流，以及注意事项和技巧的应用。
同时提出了在口译中的跨文化交流策略，帮助口译员更好地应对各种情况。
结论部分总结了会话合作原则在国际商务谈判口译中的应用价值，并展望了口译行业的发展前景。
通过本文的研究，可以更好地理解和应用会话合作原则，在国际商务谈判口译中取得更好的效果，促进各国间的商务合作和交流。
【关键词】国际商务谈判口译、会话合作原则、合作原则定义、口译准备工作、主动沟通、信息交流、注意事项、技巧、跨文化交流、口译应用价值、口译行业发展前景。
1. 引言1.1 介绍国际商务谈判口译的重要性在国际商务谈判中，口译扮演着至关重要的角色。
随着全球化程度的不断提高，各国企业之间的商务谈判和合作也日益频繁。
而口译作为信息传递的桥梁，承担着将双方语言和文化的差异转化为沟通的桥梁的责任，为谈判的顺利进行提供了重要保障。
在国际商务谈判中，口译能够帮助双方有效传递信息，减少误解和沟通障碍，从而促进双方达成共识和协议。
口译员不仅需要具备优秀的语言能力，还需要在谈判过程中保持专业、中立和高效，确保双方的利益得到最大程度的保障。
国际商务谈判口译的重要性不仅体现在信息传递上，更体现在文化交流和信任建立上。
通过口译的有效配合和沟通，双方在谈判中能够更好地理解对方的立场和意图，避免因为文化差异导致的误解和冲突，从而增进合作关系和建立长期的商业伙伴关系。
国际商务谈判口译的重要性不容忽视，只有通过高效的口译工作，才能真正实现双方的合作共赢。
1.2 阐述会话合作原则在口译中的作用在国际商务谈判口译中，会话合作原则是十分重要的，它可以有效地帮助口译人员进行准确、流畅的口译工作。
在口译过程中，会话合作原则可以帮助口译人员更好地理解并表达对话双方的意思，有效地促进对话双方之间的沟通与合作。
口译之商务谈判.ppt
Vocabulary Work
terms of payment: 支付条款； specimen contract: 合同样本； draft sight: 见票即付； pay a margin: 支付保证金； D/P (document against payment): 付款交单 是跟单托
收方式下的一种交付单据的办法，指出口方的交 单是以进口方的付款为条件，即进口方付款后才 能向代收银行领取单据； D/A (document against acceptance): 承兑交单 是在跟 单托收方式下，出口方（或代收银行）向进口方 以承兑为条件交付单据的一种办法；
Vocabulary Work
four stages: inquiry, offer, counter-offer and acceptance five items:
1. the subject matter of the contract; 2. the price of the goods; 3. the liabilities of the seller; 4. the liabilities of the buyer; 5. the methods
a. to prevent the occurrence of disputes ; b. to settle dispute in case there’s any;
商务谈判（Business Negotiation）
Cultural factors are very important. cultural differences Interpreter:
中级口译教程5商务谈判
PPT文档演模板
中级口译教程5商务谈判
演讲完毕，谢谢听讲!
再见，see you again
PPT文档演模板
2020/11/7
中级口译教程5商务谈判
PPT文档演模板
中级口译教程5商务谈判
•从品名、规格、数量、单价、总额、货运，全 都以双语写明。还有，我们希望货品在6月底之 前发出，我们不能接受货运的耽搁。
•The names of the commodities, specifications, quantity, unit prices, the total payment, and the shipment, all to be written bilingually. By the way, we hope the shipment will be made before the end of June. We cannot accept any delay, you know.
折扣 discount supplies 供货 free sample 免费样品 inspection 检验 floor offer 底盘
PPT文档演模板
中级口译教程5商务谈判
•counter-offer •还盘 •合同的格式 •the format of the contract •规格 •specifications •单价 •unit prices
PPT文档演模板
中级口译教程5商务谈判
•This is our floor offer and you’ll
have to excuse me, we’re not
prepared for any counter-offer. •这是我方的底盘，对不起，我们不准备 接受还盘。
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◆《国际商务谈判口译》参考教材介绍
1. 教材名称
《商务谈判英语：语言技巧与商业习俗》 English for Business Negotiation
作者：丁衡祁 张静 编 出版社：对外经济贸易大学出版社
2. 教程主要内容及其框架结构
● 在涉外商务谈判中，一定的谈判知识和技巧加上较强的英语表达能力将为你增 加稳操胜券的机会。准确、地道、流利的英语表达将为你带来“三效”，即效 果
第八周授课内容
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. 熟悉谈判流程中每一个步骤; 2. 演习“讨价还价”谈判过程;
3. 了解签署协议/合同的相关要求与规定。
.
● 学习要点
1. 了解和学习商务谈判流程以及其中的四步曲 2. 模拟一场现场谈判，演绎各个步骤及整个流程 3. 了解谈判前准备的重要性
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。
8. NO TRICKS中的S代表的是技能（skill）。这可能是增强谈判力最重要的内容 了，不过，谈判技巧是综合的学问，需要广博的知识、雄辩的口才、灵敏的 思维。
1. NO TRICKS中的“N”代表需求（need）。对于买卖双方来说，谁的需求更强 烈一些？如果买方的需要较多，卖方就拥有相对较强的谈判力，你越希望卖 出你的产品，买方就拥有较强的谈判力。
2. NO TRICKS中的“O”代表选择（options）。如果谈判不能最后达成协议，那 么双方会有什么选择？如果你可选择的机会越多，对方认为你的产品或服务 是唯一的或者没有太多选择余地，你就拥有较强的谈判资本。
● 训练内容
1. 谈判流程与进程（用相关谈判实例训练英汉交互口译） 2. 谈判前准备和制定谈判计划 3. 产品与技术展示 4. 讨价还价(谈判中重要一环) 5. 签署协议和取胜
● 教学重点
1. 在理论指导下，以小组为单位，模拟一次广交会上的招商谈判（带口译），以 “放大”的形式，展示上述每一个步骤（以口译部分为主）。
● 谈判英语包括汇编的数百条谈判用的句子。谈判对话中还有200多条谈判用语， 其中大部分是从网上下载的。名国商业习俗涉及数十个国家的商业习俗、礼 仪和经济概况，内容详尽，既是学习英语的语言材料，又具有很大的实用参 考价值。
◆《国际商务谈判口译》教学实施方案
1. 讲授有关的经贸背景知识； 2. 课内主要教学内容：以每一单元的“商务谈判对话”为基础，分组进行模拟谈 判
并带口译（这是本课程的基础模式）； 3. 学习和掌握常用英语表达、以及各国商业习俗等； 4. 注重跨国经贸交流中的文化的异同以及应当遵守的惯例； 5. 课外大量（系统与非系统地）阅读所指定的经贸读物，不断更新信息与知识； 6. 在实践基础上，学习商务谈判理论（作为次要的教学内容）。
NO TRICKS -- 谈判中的八种“力”
四川外语学院英语系
《国际商务谈判口译》
授课教案
（2002级全年级第7学期）
授课教师： 陶丽霞
授课时间：2005 – 2006学年第一学期 （共18周）
第一周授课内容
◆《国际商务谈判口译》课程综述
● 商务谈判是集语言、知识、经验、素质等为一体的交流活动，它注重政策 性、技术性和艺术性，是口译从业人员的用武之地，是口译能力的全方位展 示和高难度挑战。
2. 操练讨价还价（强迫性和说服性）和签约成交时的习惯用语和表达。
3. NO TRICKS中的T代表时间（time）。是指谈判中可能出现的有时间限制的紧 急事件，如果买方受时间的压力，自然会增强卖方的的谈判力。
4. NO TRICKS中的“R”代表关系（relationship）。如果与顾客之间建立强有力 的关系，在同潜在顾客谈判时就会拥有关系力。但是，也许有的顾客觉得卖 方只是为了推销，因而不愿建立深入的关系，这样。在谈判过程中将会比较 吃力。
（增可你的信心，给对方以能者的印象）、效率（谈判顺利进行，节省时间、 精力和开支）和效益（达成协议，签订合同）。
● 本书的突出特点是通过谈判的内容来学习英语，而且强调英语语言的运用和 对外国文化的了解。
● 全书内容涉及对外商务谈判和各种场合， 每个单元包括以下几个方面：商务 谈判对话、常用英语表达、以及各国商业习俗等。谈判对话共有23课，内容 广泛、实用，语言地道，大多是根据一些英文原作改编的。
训练落到“实处”，即与国际商务谈判的知识、技巧、能力等结合起来.
其中包括：
1. 明确商务谈判的模式、艺术与特点 2. 熟悉商务谈判的流程、知识与内容 3. 规范商务谈判的行为、语言与仪表 4. 了解东西方文化影响下的谈判风格 5. 学习与不同对象谈判的礼仪与技巧 ● 学习和运用国际商务谈判的双语表达，力求做到行家言行(business-like)并
5. NO TRICKS中的I代表投资（investm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。
● 本课程旨在引导学生朝专业化发展，培养学生的职场实战能力，提高就业水 准，拓宽职业范围，学以致用，学而有用。
● 本课程作为英语专业学生的必修课，是口译教学上的一次改革，对师生都是 一种新的挑战。相信它能在一定程度上突破外语院校英语专业学生“只有语 言 没有专业”的瓶颈。
● 用“learn in English”的新理念取代“Learn English”的旧观念，要求学生将口 译