实用经贸英语口译Unit (3)
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Unit 3 商务会谈与谈判 Business Interviews and Negotiations
Background Reading
New Words & Expressions: 1.divergent ,adj. 相异的，分歧的；散 开的 2.detach ,vt. 分离；派遣；使超然 3.espionage ,n. 间谍；间谍活动；刺探 4.scrutinize ,vi. 细阅；作详细检查 vt. 详细检查；细看 5.intuition, n. 直觉；直觉力；直觉的 知识
balance of powers(权力制衡原则) BATNA or the best alternative to a negotiated agreement (达成谈判协议的最佳选择方案)
重点词汇 Vocabulary preview
进出口商品交易会 Import and Export Commodities Fair 销售部经理 Sales manager scope of business 经营范围 machine tools 机床 make an inquiry 询价 quotation 报价
Negotiating Techniques
When they deal with negotiations, business schools emphasize on the quality of the relationship between the two parties. The negotiation is mainly described as a conversation between polite persons. The two parties explore their common interests and try to reach the win-win option.
End of the Negotiation
Thanks if you have survived. If the result is too bad, you always can ask for a delay. Anyway, when you have given your agreement, you have to respect it. A person who does not respect his parole is "burned" on the market place.
Preparation
Preparation is a must. Firstly you should carefully examine the case.Negotiating file are often complex and in specific matter, you have better to call a consultant. It can be the best and less expansive way to prepare your negotiation.
写 障
6.coincide , vi. 一致，符合；同时发生 7.dictate , vt. 命令；口述；使听写vi. 口述；听 8.tactic ,n. 策略，战略 9.indemnities n. 赔偿（indemnity的复数）；保
10.destabilize,vt. 使动摇 11.appease,vt. 使平息；使满足；使和缓；对… 让步 12.envisage , vt. 正视，面对；想像 13.at stake 危如累卵；处于危险中；在紧要关 头 14.menace ,n. 威胁；恐吓vi. 恐吓；进行威胁
A Quick Lesson to be Good at Business Negotiation
General Principles Business is negotiation. You will negotiate to buy, to sell, to conclude contracts with suppliers, to fix the staff salaries and so on. What is more, you have to negotiate with regulators, banks, insurances. It means that the business life is a permanent negotiation with others people who are defending their own interests.
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. 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。
来自百度文库
C.I.f. Seattle 调整价格 bulk
西雅图 到岸价 adjust the prices （需求量)很大
句子精炼 Sentence in Focus
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. 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。
Background Reading
New Words & Expressions: 1.divergent ,adj. 相异的，分歧的；散 开的 2.detach ,vt. 分离；派遣；使超然 3.espionage ,n. 间谍；间谍活动；刺探 4.scrutinize ,vi. 细阅；作详细检查 vt. 详细检查；细看 5.intuition, n. 直觉；直觉力；直觉的 知识
balance of powers(权力制衡原则) BATNA or the best alternative to a negotiated agreement (达成谈判协议的最佳选择方案)
重点词汇 Vocabulary preview
进出口商品交易会 Import and Export Commodities Fair 销售部经理 Sales manager scope of business 经营范围 machine tools 机床 make an inquiry 询价 quotation 报价
Negotiating Techniques
When they deal with negotiations, business schools emphasize on the quality of the relationship between the two parties. The negotiation is mainly described as a conversation between polite persons. The two parties explore their common interests and try to reach the win-win option.
End of the Negotiation
Thanks if you have survived. If the result is too bad, you always can ask for a delay. Anyway, when you have given your agreement, you have to respect it. A person who does not respect his parole is "burned" on the market place.
Preparation
Preparation is a must. Firstly you should carefully examine the case.Negotiating file are often complex and in specific matter, you have better to call a consultant. It can be the best and less expansive way to prepare your negotiation.
写 障
6.coincide , vi. 一致，符合；同时发生 7.dictate , vt. 命令；口述；使听写vi. 口述；听 8.tactic ,n. 策略，战略 9.indemnities n. 赔偿（indemnity的复数）；保
10.destabilize,vt. 使动摇 11.appease,vt. 使平息；使满足；使和缓；对… 让步 12.envisage , vt. 正视，面对；想像 13.at stake 危如累卵；处于危险中；在紧要关 头 14.menace ,n. 威胁；恐吓vi. 恐吓；进行威胁
A Quick Lesson to be Good at Business Negotiation
General Principles Business is negotiation. You will negotiate to buy, to sell, to conclude contracts with suppliers, to fix the staff salaries and so on. What is more, you have to negotiate with regulators, banks, insurances. It means that the business life is a permanent negotiation with others people who are defending their own interests.
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. 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。
来自百度文库
C.I.f. Seattle 调整价格 bulk
西雅图 到岸价 adjust the prices （需求量)很大
句子精炼 Sentence in Focus
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. 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。