商务现场口译11单元答案

Unit 11 Business Negotiation

A.English to Chinese

1.我们必须强调这些付款条件对我们很重要。

2.你能考虑接受我们的反提案吗？

3.也许我们应该先谈论完B项议题。

4.请了解这一点对我们至关重要。

5.我不得不提出一些可能比较尴尬的问题。

B. Chinese to English

1.If I were you, I would not waste my time pursuing that.

2.If you insist, I will comply with your request.

3.Would you care to answer my question on the warranty?

4.Could you please explain the proofs of your argument in more detail?

5.It will help me understand the main points you are trying to make.

Text A

谈判中人的因素可以助你一臂之力，但也可能带来灾难。达成协议的过程可以使双方在心理上支持他们满意的结果。通过一段时间再相互信任、理解、尊重和友谊基础上建立的工作关系，可以使每次谈判进行得较为顺利，也较有成效。人们追求美好的自我感觉，注意别人如何看待自己，这常常使他们对谈判对手的利益更为敏感。

人们普遍认为，鉴于东亚在经济和科技发展上的巨大进步，在未来的几十年里，经济面临的挑战和机遇将集中在太平洋周边国家地区，尤其是东亚。北美、西欧和东亚在文化和价值观方面的差距很大。因此，西方商人在和他们的东亚伙伴进行商务谈判时，应采取和以前截然不同的态度和角度。

与东亚人谈判成功的技巧主要有6点：

●对外国伙伴的产品或服务的称赞；

●耐心；

●尊重文化差异；

●建立和培育关系的需要；

●对这个市场的长期承诺；

●理解当地的制度并在其规定下行事的需要。

Text B

Jin: Welcome to our company. My name is Jeff Kim. I’m in charge of the export department. Let me give you my business card.

Smith: 这是我的名片。

Jin: How was your flight?

Smith: 还行，不过我有点累。

Jin: Here’s your schedule. After this meeting, we will visit the factory and have another meeting with the production manager. And you’ll be having dinner with our director.

Smith: 你能安排我跟你们老板开个会吗？

Jin: Of course, I’ve arranged it at 10 o’clock tomorrow morning.

Smith: 那我们开始谈正事吧。

Jin: Sure, did you receive the sample we sent last week?

Smith: 收到了，我们已进行了评估。如果价格合适，我们现在就想订货。Jin: I’m very glad to hear that.

Smith: 这种货你们最低价是多少？

Jin: The unit price is $12.50.

Smith: 我觉得这个价贵了点，你能不能减一点？

Jin: I’m afraid we can’t. $12.50 is our rock bottom price. If you purchase more than 10,000 units, we can reduce it to $12.00.

Smith: 行，我接受这个价格，第一批订10,000件。

Jin: Very good. It’s been a pleasure to do business with you, Mr. Smith.

Smith: 这是我们的荣幸才对。你们能在3月31日前发货吗？

Jin: Of course.

Text C

Tom: 我感动很高兴能有机会拜访贵公司。希望能同你们做成几笔大生意。Chen: It’s a great pleasure to see you, Mr. Tom. I believe you have seen the exhibits in the sample room. May I know what particular items you are interested?

Tom: 我对你们的小五金有兴趣。看了展品和商品目录，我想有些东西在荷兰会很好销，这是购物单，希望你们报成本加运费、保险费目的港悉尼的最低价。Chen: Thank you for your inquiry. Would you tell us the quantity you require so as to enable us to work out the offers?

Tom: 好的。同时，你可以给我一个估计价格吗？

Chen: Here are our FOB price lists. All the prices in the lists are subject to our confirmation.

Tom: 那佣金呢？从欧洲进口，我一般得到3%-5%的佣金。这是惯例。Chen: As a rule, we do not allow any commission. But if the order is large enough, we’ll consider it.

Tom: 哦，但我是靠佣金做生意的。在你们价格中收点佣金，有助于我的推销，哪怕2%或是3%也行。

Chen: We’ll discuss this when you place your order with us.

A.Sentence Interpreting

1.We’re glad to cooperate with you on this project and give necessary assistances.

2.This morning we had a technical discussion for half an hour before entering into

business discussions.

3.Since the price gap is very wide between the two parties, shall we suspend the