Key to Unit 12秘书英语高职高专 王毅主编.docx
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KeytoUnit12秘书英语高职高专王毅主编
KeytoUnit12HowDoesaSecretaryInterpretinNegotiations?
Section1ActingasanInterpreterinNegotiations
Part1
1.I’vegotgoodnews2.youproposed.3.withaneye
4.mutualunderstanding5.yourcounteroffer6.youincreased
7.7%8.cuttingouroffer9.付款方式10.互相让步11.我完全同意12.很快回顾一下13.第一次还盘14.所以下面一步该你们走了
Part2
1.ourowninterest2.rockbottom3.standinourway4.whatwedid5.split6.makeanyprofit7.competitiveblouses8.anagreement
9.twoconsignments10.我把价格涨到14.90美元11.不能再加了12.对半分13.我怀疑我们还能否赚到利润14.按你说的办
Notes:
1.L/C,letterofcredit
Adocumentaryletterofcreditisdefinedasaninstrumentbywhichabankpromisestopaythesellerforhisgoodsprovidingthesellerconformsexactlytotheconditionslaiddownintheletterofcredit.Apartfromrequiring‘cashwithorder’,themostsatisfactorymethodofobtainingpaymentisbymeansofadocumentaryletterofcredit.Itprovidessecurityofpaymenttotheexporterandenablesthebuyertoensurethathereceivesthegoodsasorderedanddeliveredinthewayherequires.Specifically,itisanarrangementwherebythebuyerrequireshisbanktoestablishacreditinfavoroftheseller.Thebuyer’sbankundertakes,orauthorizesitscorrespondentbankintheexporter’scountry,topaytheexporterasumofmoney（normallytheinvoicevalueofthegoods）againstpresentationofspecifiedshippingdocuments.
跟单信用证指如果卖方完全遵从信用证上所列各项条件,银行便保证向卖方支付货款的信用证。
跟单信用证是除‘随订单付款’外最令人满意的获取货款的方式。
它在保证出口人收到款项的同时，也保证进口人获得所定的按自己要求所运交的货物。
具体来讲，在信用证方式下，买方要求其所在地银行提供以卖方为受益人的信用保证。
买方地银行承诺或委托其在出口地的代理行在运输单据被出示时向出口方支付一定金额（通常为货物的发票金额）的款项。
Lettersofcreditcanbeclassifiedintodifferenttypes:
（1）revocableL/CandIrrevocableL/C可撤销信用证和不可撤销信用证
（2）ConfirmedandUnconfirmedL/C保兑信用证和不保兑信用证
（3）SightL/CandUsanceL/C即期信用证和远期信用证
2.Therearetwotypesofthedocumentarycollection:
DocumentsAgainstPayment（D/P）andDocumentsAgainstAcceptance.（D/A）.跟单托收有两种方式：
付款交单和承兑交单。
DocumentsAgainstPayment（D/P）meansdocumentscanonlybehandedovertothebuyerwhenhehaspaidtheamountonthedraft.ItcanbefurtherdividedintoDocumentsAgainstPaymentAtSightandDocumentsAgainstPaymentafterSight.付款交单指只有当买方支付了汇票金额时，才能获得单据的付款方式。
这种方式可进一步分为即期付款交单和远期付款交单两种。
D/Patsightmeansthatthebuyershouldpaythedraftamountassoonasheispresentedthesightdraftbythebank.即期付款交单是指即期汇票通过银行向进口人提示，进口人见票立即付款的支付方式。
D/Paftersightmeansthebuyerwillpaythedraftamountinaspecifiednumberofdaysafterthetimedraftdrawnbythesellerispresentedandaccepted.Stillthedocumentscanonlybereleasedtothebuyerwhenpaymentismade.远期付款交单是指出口人开具的远期汇票通过银行向进口人提示并经过承兑后，进口人于规定的若干天内付款。
买方仍然必须在付款后才能获得单据。
DocumentsAgainstAcceptance（D/A）meansthatthetitledocumentswillbehandedovertothebuyeroncethebuyerhasacceptedtheusancedraftdrawnbytheseller.Paymentwillbemadewhentheusanceperiodisdue.Underthisterm,astheimportergetsthegoodsbeforemakingpayment,theimporter’screditstandingisimportanttotheexporter.ItisthereforenotassecureasD/Psincethesellermightnotbepaidatall.
承兑交单是指出口人的交单以进口人在卖方开出的远期汇票上承兑为条件的支付方式。
进口人在汇票到期时才履行付款义务。
按此付款方式，进口人在付款之前便获得货物，因而进口人的信用对出口人是很重要的。
对于卖方来说，承兑交单不如付款交单安全，因为按此付款方式出口人可能根本得不到货款。
III.
4.Translation
1）Webelievethatourrelationshipcannotlastlongwithoutmutualunderstandingandmutualconcessions.
2）Perhapsweneedaquickreviewofwhatwe’vegonethroughsofar.
3）That’sa7%increase
4）Ifwehadonlythoughtofourowninterest,wewouldn’thaveacceptedthetermsofpaymentyouproposed.Right?
5）Ican’tsellourblousesundertheirrealvalue.
6）Let’snothavethisonedollardifferencestandinourwaytothenewcontract.
7）Isuggestwerepeatwhatwedidforthetermsofpaymentandmeeteachotherhalfway.Inotherwards,let’ssplitthedifference.
8）Theblouseswillbedeliveredintwoconsignmentsof60,000pieceseach.
5.Interpretation
A:
I’mgladwearelikelytoconcludethefirsttransactionwithyousoon.We’vesettledallthequestionsaboutprice,insurance,packingandshipment.Nowwhataboutyourtermsofpayment?
A:
即将与你方达成第一笔交易，我很高兴。
我们已经谈妥了价格、保险、包装和运输等问题。
付款条件怎么样呢？
B:
你知道，我们要求货款以保兑的、不可撤销的、见票即付的信用证支付。
B:
Asyouknow,werequirepaymentbyconfirmed,irrevocableL/Cavailablebydraftatsight.
A:
I’msorrythatyouinsistonpaymentbyL/C.CouldyoumakeanexceptioninourcaseandacceptD/PorD/A?
A:
你坚持用信用证方式支付，我感到很遗憾。
你是否能破例接受付款交单或承兑交单的支付方式呢？
B:
恐怕不行。
只接受信用证付款是我们的惯例。
B:
I’mafraidnot.It’sourusualpracticetoacceptpaymentbyL/Conly.
A:
ButIhearyouwouldacceptdifferentkindsofpaymentasChinahasadoptedthe“OpenPolicy”andyouarefollowinginternationalpractices.
A:
但是我听说由于中国实行了开放政策，你们遵照国际惯例会采用不同的付款条件。
B:
不错，但随具体情况而定。
B:
Quiteright.Butitalldependsonspecificcircumstances.
6.
A:
Asthisisthefirsttransactionconcludedatatimewhentheworldcompetitionisratherkeen,Iwouldsuggestthatyougiveusmorefavorabletermssoastopromotetradebetweentwocountries.WhataboutD/A?
由于这是我们的第一笔交易，加上当前国际竞争相当激烈，为了促进我们两国之间的贸易，我建议你方给我们一些优惠条件。
承兑交单怎么样？
B:
对不起，我们不能这么做。
Sorry,itcan’tbedone.
A:
Ifthat’sthecase,I’llhavenoalternativebuttoacceptyourtermsofpayment.Bytheway,whenmustIopentheL/CifIwantthegoodstobedeliveredbeforeChristmasseason?
既然这样，我也没有选择的余地了,只好接受你们的支付条件。
顺便问一下，如果我想在圣诞销售季节前拿到货物，应何时开立信用证？
B:
在规定装船前一个月开立信用证。
Amonthbeforedateofshipment.
A:
Allright.I’llhavetheL/Copenedbyfaxearlynextweek.
好吧。
下周初，我会用传真开给你们信用证。
B:
好，谢谢你的合作。
That’llbefine.Thankyouforyourcooperation.
A:
I’mgladwe’veconcludedthetransaction.Ilookforwardtoyourshippingadvicebyfax.
很高兴我们达成了交易。
我期待你们用传真发给我装船通知。
B:
一定，谢谢你的光临，再见。
SureIwill.Thankyouforcoming.Good-bye.
A:
Bye.
再见。
Section2InterpretingEffectively
I.
1.to2.should3.politics,4.natural5as6.fingertips7.D/A,8.knowing9.same10.first11.speaker12.motive.13.familiar14.more15.said16.ensuring17.gist18.speaker’s19.talks20.memory21.note-taking22.varies23.points24.target25.formula26.show27.initials28.institutions.29.e.g.30.quarter31.abbreviations
III.
3.1）a2）the3）_*__4）the5）the
4.
1）worksparticipate
2）goes
3）todotolisten
4）shared
5）toshowlistening.
6.
1）Concerninginternationaltrade,aninterpretershouldhaveathisfingertipssuchexpressionsasfloorprice,D/PorD/A,FOB,CIF,L/C,tariffbarrier,WTOandthelike.
2）Graspeverychancetotalktothespeakerbeforehandsoastogetfamiliarwithhisaccentandgetmoreinformation.
3）Memoryalwaysplaysthemajorroleinensuringaccurateinterpretation.
4）Toraisehismemoryefficiency,aninterpretershouldmakehismemorygohandinhandwithnote-taking.
5）Usetheconventionalabbreviationsandinitialsofthementionedpropernamesofsomeinternationalorganizationsandinstitutions.
7.Dictation
Note-takingservesasanaidtomemoryonthespot,soyoudonothavetotakedowneverywordbeingspoken.Youonlyneedtotakedownthekeywordsthatrepresentthemainideasandnumbersandfigures.Yournotemusthaveaclearpresentationorpatternwhichindicatesthelogicaldevelopmentofthespeaker’sideas.Thiswillhelpyourinterpretationsensibleandcoherent.Besides,symbols,abbreviationsanddiagramsmayalsobeusedtomakeyournote-takingfaster.
Section3WritingaLetterofCondolence
I．
1.challenge2.sympathy3.difficult4.condolence5.warm6.directly7.sensitively8.reaction9.positive10.praise11.assistance12.reassuring13.encourage
III．
2．
1）希望我们的关怀能减轻你的悲痛。
2）我们希望能表达我们最深切的同情。
3）获悉布莱克先生逝世，深感悲痛。
4）他是一位受所有员工爱戴的杰出的领导。
5）我们很荣幸能与他共事多年，我们将永远不会忘记他的体贴和亲切。
Section4SpeakingEnglish
withCorrectPronunciationandIntonation
（1）
I.
1.However2.sound3.role4.it5.misunderstood6.various
7.secretary8.poorly9.seat10.angry11.river12.ship
13.paper14.nothing15.representing16.business
III.
3.
1）true2）true3）false4）true5）false6）true
Tapescripts
Unit12HowDoesaSecretaryInterpretinNegotiations?
Section1ActingasanInterpreterinNegotiations
（C:
ZhangYiisinterpretingforA:
Mr.LingYunwhileheisnegotiatingwithB:
Mr.Jones.）
Part1
C:
Goodafternoon,Mr.Jones.I’vegotgoodnewsforyou.
B:
Yes?
C:
Thismorningweagreetoacceptthetermsofpaymentyouproposed.
B:
Thankyousomuch,Mr.Ling.
C:
Weacceptyourproposalwithaneyeonourfuturerelationship.Webelievethatourrelationshipcannotlastlongwithoutmutualunderstandingandmutualconcessions.
B:
Icouldn’tagreemore.
C:
Well,maybeit’stimetogobacktotheissueofprice.
B:
Okay.
C:
Perhapsweneedaquickreviewofwhatwe’vegonethroughsofar.Ourofferwas$16.80eachblouse,andyourcounterofferwas$14.40.
B:
I’msorry,butourfirstcounterofferwas$13.50.
C:
Well,ifthatwasyourfirstcounteroffer,thenyouincreaseditto$14.40.
B:
That’sa7%increase.
C:
Okay.Thenwerespondedbycuttingourofferalso90centsandmadeit$15.90.Sothenextstep,naturally,shouldbetakenbyyou.
B:
I’vetoldyouthatwecouldn’tmoveanymore.
Part2
C:
Look,Mr.Jones.Ifwehadonlythoughtofourowninterest,wewouldn’thaveacceptedthetermsofpaymentyouproposed.Right?
B:
Allright.Letmemakeit$14.90.
C:
$15.90ismyrockbottomprice.Ican’tsellourblousesundertheirrealvalue.
B:
$14.90,Ican’tgoanyfurther.
C:
Well,don’tbesosureaboutthat.Let’snothavethisonedollardifferencestandinourwaytothenewcontract.
B:
That’strue.
C:
SoIsuggestwerepeatwhatwedidforthetermsofpaymentandmeeteachotherhalfway.Inotherwards,let’ssplitthedifference.
B:
T
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