商务英语谈判实训全套参考答案.docx
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商务英语谈判实训全套参考答案
商务英语谈判实训
（参考答案）
主编刘玉玲
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Contents
Unit1CompanyandProducts………………………………Unit2EnquiryandOffer………………………………………Unit3PriceHaggling…………………………………………Unit4QualityandQuantity…………………………………..Unit5PackingandLabeling………………………………….Unit6DeliveryandShipment………………………………..Unit7TermsofPayment…………………………………….Unit8Insurance………………………………………………Unit9Conclusion…………………………………………….Unit10ClaimsandSettlement………………………………..Appendix:
TradeTermsandExpressions…………………….
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Unit1CompanyandProducts
V.Practice
1.Pairwork（open）
1.TomSmith,abusinessmanfromABCCompanyLtd.,FinlandisinterestedinHomeAppliancehandledbyGuangdongHualongTradeCo.Ltd.LiMingIntroducesthebusinessactivitiesandthehistoryofhiscompanytohim.
2.SupposingyouareshowingMr.Smitharoundyoursampleroom,heisinterestedintheproductsondisplay,askingyoutogivehimageneralideaofyourcompanyandtheproducts.3.Mr.White,aCanadianbusinessmanspecializingintextile,comestotradewithTianjinCarpetsImport&ExportCompanyLtd.Mr.Liu,thesalesmanager,ishavingageneraldiscussionwithhimregardingthelineofbusinessofhiscompany.
4.Youareattendingthe2008AutumnGuangzhouFaironbehalfofGuangdongTextilesImport&ExportCorporation.Atthefair,youmeetMr.Burns,abusinessmanfromAmericanOverseasTradingCompany.Itisthefirsttimeforhimtoattendthefair,everythingisnewtohim.Bothofyouhaveatalkforthepurposeofestablishingbusinessrelations.Soyoutakethisopportunitytointroduceyourcompanyandtheproductsyoudealin.
2.Situations（open）
Situation1
YouarethesalesmanagersoftheTianjinHomeTextilesCorporation.Yourproductsincludetowels,bedclothesandcurtains.YouarenowhavingatalkwithanAmericanbusinesspersonconcerningyourcompanyandthelineofbusiness,tryingtopersuadehimtobuyyourproductsSituation2
Mr.Anderson,anAmericanbusinessman,isvisitinganexhibition.Heisratherinterestedinanewproduct,apairofso-called“aircushioned”shoes,whicharemanufacturedbyasmallbusiness.Mr.Zhang,anexhibitorfromthecompany,istryinghisbesttoprovideMr.Andersonwithdetailedinformationonbothhisnewproductandhiscompany.
Situation3
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Youareanoviceattheimportandexportbusiness.ThisisyourfirstvisittoChina.Youarenotsurewhetheryoucancloseadealornot.Thegoodsyouwanttopurchasearebedclothes.Aftergoingoverthecatalogues,youfindsomeitemsveryattractive.Soyouaskalotofquestions.Situation4
Mr.WangfromGuangzhouYUEHUAImport&ExportCorporationishavingabusinesstalkwithMrs.JenkinsfromAustraliaJohnson&SonTradingCorporation.Itisthefirsttimetheymeeteachother.Mrs.JenkinswouldliketohavemoreinformationaboutYUEHUACorporationandtheproductstheydealin.Composedialoguesregardingcompanyandproducts.
3.SentenceTranslations
1.Thismodeloftypewriterisefficientandendurable,economicalandpracticalformiddleschoolstudents.
这款打字机功效高、耐用，对中学生来说经济实用。
2.Thecomputerweproducedischaracterizedbyitshighquality.
我们生产的计算机以质量高著称。
3.Thismachinewillpaybackyourinvestmentin6month.
只需6个月这台机器就能收回你的投资。
4.Thenewtypeofsuitcasecarddesignedbyourengineersisveryingeniousandpractical.我们工程师设计的这种新型手提箱磁卡非常精致而且很实用。
5.Thiskindofbicyclecanbefoldedinhalfandhandytocarryaround,especiallyusefulduring
travellingandtrafficjams.
这款自行车可以对折而且可以随身携带，非常适合旅行和交通高峰时使用。
6.Themaximumspeedofthiskindofvariablespeedbicycleis30K/H.
这款自行车最高变速为30K/H.
7.Thesemachineshavefewbreakdownsandeasytomaintainbecauseoftheirsimplemechanicalstructure.
这些机器结构简单，很少出故障且容易维护保养。
8.Ourproductsareassuperbqualityaswellasthetypicalorientalmake-up.我们的产品质量超好，是典型的优质货。
9.Oursilkgarmentsaremadeofsuperpuresilkmaterialandbytraditionalskills.我们的丝绸服装是用高档纯丝制造的，采用的是传统工艺。
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10.Thegarmentsaremagnificentandtastefulandhavelongenjoyedgreatfamebothathomeand
aboard.
这些服装高贵典雅，长期在国内外享有很高的声誉。
11.Ourgoodsaregreatlyappreciatedinothermarketssimilartoyourown.
我们的商品在其它市场同在你们市场
12.Wearestate-ownedcompanyhandlingtextiles.
我们是国营公司,经营纺织品.
13.Wespecializeintheimportandexportofcottongoods.
我们专营棉织品的进出口.
14.Wearetheleadingimporterofcompleteequipment.
我们是成套设备主要的进口商.
15.Thisitemisourbestsellingline.
这是我们最畅销的商品.
4.DialogueInterpretation
L:
Pleasecallagainanytimeyoulike.It‟smypleasuretobeofanyhelp。
Hereisoursample
room.Ifyouhaveanyquestionsaboutoursamplesdisplayedhere,I‟dbegladtoanswer
themforyou.
您可随时来造访，很荣幸为您效劳。
这是我们的间。
如您对这里展出的样品有疑问，将
很高兴为您解答。
W:
谢谢。
你们这里展出的地毯样品真是种类繁多，令人眼花缭乱～
Youcertainlyhavelargecollectionofsamplecarpetshere,Whatadazzlingdisplay!
L:
Weareexportingawiderangeofcarpetstomanycountriesandthedemandisgettinggreater
andgreater.I‟msureourproductswillfindareadymarketinyourarea,too.
我们向很多国家出口各种各样的地毯，而且需求量越来越大。
我确信我们的产品在你方
市场也会很畅销。
W:
确实如此。
我认为中国的入世能使来年你们向我们国家地毯出口的数量大幅度提升，
贵国的地毯的确很吸引人。
L:
Yousaidit!
Thepointisthatthequalityofourcarpetisjustasgoodaswhatyou‟llgetfrom
othersupplierswhileourpricesarenotashighastheirs.Mr.White,thiswayplease.Hereisa
purewoolcarpet…oh,andthisoneishand-woven.
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您说的是～关键问题是我们地毯的质量同其他供货商的一样，而价格却比他们的低。
怀
特先生，这边请。
这是纯毛地毯，这块地毯是手工编织的。
W:
图案太漂亮了～而且手感也很好。
Thedesignsaresonice!
Andthematerialissoftandspringy.
L:
Thisisthewell-knownBeijingstylecarpet.Itspatternisverypopularandthestyleisunique
andantique.
这是北京最出名的一款。
图案很流行，格调独特，古色古香。
W:
你们的挂毯如何,
Whataboutyourtapetries?
L:
Thiswayplease,Mr.White.Wecansupplyyouwithvariouskindsoftapestries,suchaspure
woolandvelvet.Lookatthesetapestriesofdifferentpatterns.
怀特先生您这边请。
我们还可以向您供应各种挂毯，诸如纯毛，天鹅绒的。
来看一看这
些不同图案的挂毯。
W:
真是太漂亮了～这个图案表示什么,
Reallymagnificent!
Whatdoesthisdesignmean?
L:
Thedesignofamagpieonaplumtreebranchstandsforluckandhappiness.Yousee,all
thesearefinepiecesofart.Andthevelvettapestriesareamongthemajorexports.Theyare
wellreceivedwherevertheygo.Theyareourbestsellinglines.Whynotplaceatrialorderto
soundoutthemarketpotential?
喜鹊登梅图案意味着好运与福气。
您瞧，所有这些挂毯工艺都很精致。
天鹅绒挂毯是我
们的主要出口产品。
到处都受欢迎。
是最畅销的产品。
干嘛不试订一批来探测一下市场
潜力,
W:
是的，我也这么认为。
顺便问一下，通常你们多长时间能交货,
L:
It‟shardtosay.Itdependsonwhatyouchooseandthequantityyouwant.Anywaywealways
honorwhatwepromiseinthecontract.It‟sourprincipleinbusinesstocarryoutthetermsof
ourcontracttotheletterandstandbywhatwesay.
这很难说。
还要取决于您选哪一款及您需要的数量。
总之，我们一向信守合同，从不食
言。
W:
谢谢，通常你们对出口产品付多少佣金,我们进口商品是为收佣金的。
Thankyou,whatcommissiondoyouusuallyallowforexports?
Weimportoncommission
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basis.
L:
Thatcanbediscussed.We‟llconsideritwhenwecometotheconcretebusiness.
这可以商量。
具体谈业务时我们会考虑
W:
确实不错。
既然已经看过你们的展品了，我认为有些商品在加拿大会很畅销。
我打算试
销一下，但是你们交的货必须与样品一致。
推销新产品不是件简单的事。
刘先生什么时
间我们再详细谈谈,
Theyarereallyverynice.Sincewehaveseenyourexhibits,manyofwhichIthinkwillfinda
readymarketinCanada.Wewouldliketogiveyourproductsatry,butyourdeliverymustbe
instrictaccordancewiththesamples.Promotingnewproductsisnotaeasything.Mr.Liu,
whenshallwehaveafurtherdiscussionindetail?
L:
Callmeanytimeyoulike.It‟smypleasuretobeofanyhelptoyou.
您可随时来电。
很高兴为您效劳。
W:
That‟sverykindofyou.
万分感谢
5.ReadingComprehension
AGuidetoSuccessfulNegotiations
1.Formulateaclearsetofgoalsatthebeginning.
Committingtoacleartargetbeforenegotiatingmayseemlikestatingtheobvious,butmanyfactorscomplicatethesituation.
JV（JointVenture）negotiationstakemonths,oftenyears.Duringthistime,bothcorporateprioritiesandmanagerswhomustunderstandandimplementtheagreementmaychange.Also,negotiationsareoftenbegunbypeoplewhoarenotpartofthefinalnegotiationteam.Withoutaclearsetofgoalsfromtheoutset,theforeignfirmcouldchangeitsobjectives–leavingthe
negotiatorsinvulnerableposition.
Rememberthelinksbetweenthestateandcommercialorproductionenterprisesaretight.Virtuallyeverynegotiationiswiththestate,inoneguiseoranother.Whilecounterpartobjectivesmayshiftwithgovernmentpolicy,itismorelikelythatChineseobjectivesfortheJVwillbesetatthebeginningandanychangeswillbetacticalthanfundamentalmovementinobjectives.Foreignfirmswithambiguousorshiftinggoalswillalwaysfindthemselvesatthedisadvantage.
Aclearsetofgoalsmakesiteasiertowalkawayfromnegotiationsifitseemsthecompanyisbeingforcedtocompromiseonbasicobjectives.
2.Maintaincontinuityinthenegotiationteam.
Negotiations,especiallyforJVs,oftenoccurinmultiplestagesoveranextendedperiodoftimeandwithhighturnoverinWesternnegotiatingteammembers.Thiscreatesanumberof
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problems.
Withturnover,thereisoftenincompletecommunicationbetweendepartingandarrivingmembers.Knowledgeaboutissuesandcounterpartpersonalities,aswellasinformationaboutwhyapparentlyinsignificantissuesarestallingdiscussions,islost.
Ideally,theexpatriatemanagershouldbechosenearlyinthenegotiatingprocessandmadeapartoftheteam.Thereisatendencytocompromiseonissues（suchasdisciplineofworkers）thatmightnotseemimportanttocorporateheadquarters,butcanprovecriticaltoactualoperations.
1.ConsidertheJVfeasibilitystudyaspartofthenegotiations.
Duringthefeasibilitystudystage,theforeignfirmisinalessadversarialposition（andatleastofanegotiatingstage）,soitiseasiertoobtai
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