第三单元商务谈判剖析.docx

1、第三单元商务谈判剖析词语预习进出口商品交易会 Import and Export Commodities Fair销售部经理 Sales ManagerSupply department 采购部Brochure 小册子Scope of business 经营范围Machine tool 机床Workmanship/craftsmanship 工艺Make an inquiry 询价Quotation 报价C.I.F. Seattle 西雅图到岸价Competitive 有竞争力的Bulk 大批，大量Substantially 大大地展台 exhibition stand口译实践A：欢迎光临上海

2、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。B：Hi, Mr. Chen. My name is Sean Hudson. Im from Seattle, U.S.A. Im in charge of the supply department of the Pacific Trading Company Ltd.A: 很高兴见到您，哈德逊先生。请坐，我想向您介绍一下我公司的产品。B: Thank you. I have read your brochure and am very impressed by your scope of business. I believe m

3、y customers will like your new products.A: 您对我们产品感兴趣，我很高兴。不过我们的宣传小册子仅仅介绍了我公司生产的一小 部分机床。您可以进来看看我们的展品。B： Sure. Your exhibits are very attractive, though the workmanship is not so desirable. If you dont mind, Id like to make an inquiry. Heres the list of our interested machine tools. Id like to hear yo

4、ur lowest quotations C.I.F. Seattle.A: 谢谢您的询价。您单子上所列的机床我们都有。这是我方的美国太平洋沿岸城市到岸价 的价目单。我们还可以根据您所想要的数量调整价格。B：Well. Mr. Chen, your prices are not very competitive. My demand is bulk, but of course Ill have to substantially reduce the quantity of my intended purchase with your offer.A: 哈德逊先生，我刚才说过，我方的价格可以根

5、据贵方的购买量进行调整。如果使您不安 的只是我方的报价，那么您可以到其他展台去看一看，然后我们还可以再坐下来讨论我方 的报价。B：I sure will. Nice meeting you. Ill call home about your quotations and come back tomorrow with our decision.A: 好的。明天见。B：bye.第二篇 英汉交替口译词语预习经营的新品种 new line of business汽车零部件 auto partsUpdate 调整At the cost of 以作为损失Our part 我方报/发盘 offer折扣 d

6、iscountSupplies 货物Free sample 免费样品Inspection 检验Floor offer 最低报价Counter-offer 还价 还盘合同的格式 the format of the contract规格 specification单价 unit prices保险费由贵方负担 the insurance premium should be borne by your sideBusiness transaction 生意口译实践A：Good afternoon, may I help you?B:我对贵公司经营的新品种颇感兴趣。我可以看看贵方汽车零部件 C.I.F.

7、价目表么？A：Certainly. Lately we expanded our scope of business to better serve our Fast East Asian customers, Chinese customers in particular. China is such an enormous market that nobody can afford to neglect. My company is willing to establish business relations with all interested Chinese parties.B:

8、您这样说我很高兴。我们打算长期从贵司进口一些汽车零部件，当然这得看贵方的价格 是否比他人优惠。坦率地讲，贵方单子上的价格毫无竞争力。我希望知道贵司的最新报价。A: We have just updated our prices. But of course I dont mean our offer is final. As usual, wed like to quote the most reasonable price to start our business relationship for the future, even at the cost of a substantial

9、loss on our part.B: 但是我对从汽车零部件市场所掌握的信息来看，贵方的报盘没有吸引力。此外我还需要 时间来树立对贵公司产品质量的信心。如果您不愿给我方一些合理折扣，我还是打算等一 下，先到处看看再说。A：We guarantee the quality of our supplies. And we have free samples for your inspection. As for the discount, we can reduce the listed prices by 5%. This is our floor offer and youll have to

10、 excuse me, were not prepared for any counteroffer.B: 我很欣赏新的直率。虽然贵方的低价与我方所希望得到的价格仍有距离，我还是愿意签 合同。我与您有同感，我现在这样做是着眼于我们将来业务关系的发展。A： But Im not sure if your are happy with the terms in the contract.B: 我研究过你们的合同。有几处还不是很明确，需要讲清楚。还有合同的格式问题。我们 希望用我公司自己准备、自己打印的合同副本。您看行么？A：No problem. But everything in the con

11、tract should be bilingual, both in English and Chinese. B:是的，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。A：of course.B: 我们付的是到岸价，所以保险费由贵方负担。A：certainly. We go by the contract.B: 好了，没问题了。A：Thats wonderful. Lets leave the technical details of the contract to our assistants. Id like to

12、invite you to a drink and celebrate the success of our first business transaction.B: 不胜感激。我相信我们这次合作仅仅是个开端，今后合作的机会将会更多。口译讲评第一篇1. 上海进出口商品交易会：英译时口译省略“进出口商品”，简译为 Shanghai Trade Fair 2. 上海机械公司销售部经理：虽然“销售部经理”完整的译文是 manager of the salesdepartment, 但一般译作 sales manager 即可。3. Im in charge of the supply depart

13、ment of the Pacific Trading Company Ltd:既然是 In charge of, 何不直截了当地译作“经理”或“主任”。4. Id like to hear your lowest quotations C.I.F. Seattle: C.I.F 的全称是 Cost(成本费)加Insurance（保险费）加 Freight（运输费），即”到岸价”。给精通外贸业务知识的人士翻 译时，一般无需将 C.I.F.译成汉语。当然译员本身也应该了解 C.I.F.所包含的内容。5. Your prices are not very competitive：价格何谓 comp

14、etitive?价格孰高孰低，在很大程度 上是由市场的供需关系和买方的需求所决定的，不可草率地译作“价高”或“价低”。 比较保险的译语是“有竞争力的价格”或“好价格”。6. Ill have to substantially reduce the quantity of my intended purchase with your offer.此句翻 译的正确与否对 with 的理解有关。句中 with 的含义是 because of ，也就是说，这是造 成 substantially reduce the quantity of my intended purchase 的直接原因。7. I

15、ll call home about your quotations: call home 可以译成“同家里联系”，或“同国内联 系”，或“同公司联系”等。第二篇1. 我可以看看贵方汽车零部件 C.I.F.价目表吗：通常交易双方都会直接使用行业专业缩略 语，这样做虽然减轻了译员的翻译负担，但是作为一名称职的译员，理应熟悉缩略语 的含义。2. My company is willing to establish business relations with all interested Chinese parties:party 泛指参与者，这里自然是指一切有意与其做生意的中国“公司”或“客商

16、”。3. 我希望知道贵方的最新报价：“最新报价”的英译可有如下选择：the newest/latest/updated quotations.4. We have just updated our prices:可以直译为“我们刚调整了价格”，也可译作“这是我 方的最新价格”。5. Wed like to quote the most reasonable price to start our business relationship for the future, even at the cost of a substantial loss on our part: 翻译 even at

17、the cost of a substantial loss on our part 时，有必要作添词处理，如添上“也愿意”或“也在所不惜”，使译文更加 符合汉语表达的习惯。6. This is our floor offer and youll have to excuse me, were not prepared for any counter-offer: 既然报价已低至 floor 的水平，自然是“最低价”了。最低价亦可叫做 rock-bottom price.7. 我与您有同感，我现在这样做是着眼于我们将来业务关系的发展:“我与您有同感”虽 可译成 I feel the same

18、way as you do, 但基于后面所接的那句“这样做是着眼于我们将 来业务关系的发展”实际是在复述对方的原话，若译成 I like what you said,可以起到衔 接下句的作用。8. Lets leave the technical details of the contract to our assistants: the technical details of the contract 指的是那些非原则性的，关于在合同中用何具体措辞等“技术性”问题。9. 我相信我们这次合作仅仅是个开端，今后合作的机会将会更多：用动词短语 lead to 来 连接这两句互相关联的句子可以使英

19、译文更为简洁，更能表达原句所包含的那种因果 关系。词语扩展经营范围 line/scope of business讨价还价 bargain季节性折扣 seasonal discount离岸加运费价 CFR（即 Cost and Freight）目的港船边交货价 F.O.S（即 Free Over Side）实/虚盘 firm/non-firm offer开/收盘价 opening/closing price净/毛利润 net/gross profit库存有限 limited stock现金结算 cash settlement到货付款 cash on delivery (COD)独家经销代理 ex

20、clusive selling agency回佣 return commission离岸价 F.O.B. （即 Free on Board）装运港船边交货价 F.A.S.（即 Free Alongside Ship）到岸加佣金价 C.I.F.C. (即 Cost, Insurance, Freight and Commission)现/期货价 spot/forward price批发/零售价 wholesale/retail price现货 spot goods尝试性订购 trial/try-out order信用证结算 payment by letter of credit(L/C)定金；首

21、付 down payment分期付款 payment by installments贸易索赔 business claim易货贸易 barter trade市场准入 market access多赢/共赢战略 all-win strategy电子商务 e-commerce; e-business违约 breach of the contract/agreement要求赔偿损失 claim for a compensation of the loss/damage补偿贸易 compensation trade双赢战略 win-win strategy股东 shareholder; stockhol

22、der外汇储备 foreign exchange reserve我们愿意与贵司建立业务关系。 We wish to enter business relation with your company. 本报价随行就市。 This offer is subject to market fluctuation.能否给我一些最新的含详细价格单的商品目录？我想回去仔细研究一下。Can I have your latest catalogs with detailed prices to take home for a closer examination?感谢您对我方的询盘迅速做出答复。Thank y

23、ou for your quick response to our inquiry. 请给我一个有效期为 90 天的 C.I.F.报价，目的港为洛杉矶，报价含 6%的佣金。Id like to hear your quotation on a C.I.F. Los Angles basis valid for 90 days, with an inclusion of a 6% agents commission ion your quotation.我方的报盘自今日起一周内有效，以后可按每日市价变动/随行就市。Our offer is valid for seven days from to

24、day, and will then be subject to change according to the market price of the day.我方的报价是优惠的，我们的调价是有限的，目前我们无法接受您的还盘。Our quotation is favorable in your interest, and there is a limit to our price adjustment. Currently we just can not accept your counter-offer.我们讨论一下付款方式吧。 I would like to discuss the te

25、rms of payment with you. 如果贵方到期未能按时付款，我方将中止合同，并提出索赔。Should you fail honor your payment in due time, we would terminate the contract and lodge a claim against you. 如果货运耽搁，你会得到全额退款。You would get a full refund if there should be a delay in the shipment.在我们结束谈判之前我想在合同里加一个条款，我对口头约定不放心。Before we wrap up e

26、verything, Id like to add a clause to the contract. Im not comfortable with the verbal agreement.根据我们这些天来的会谈，我希望今天能与你们草签一份协定，然后定下正式签约的 日期。Today I would like to sign a protocol with you based on our meetings during the last few days, and set a date for an official signing ceremony.我认为这是一个双赢的协议。I cons

27、ider this a win-win agreement.课外练习第一篇 汉英交替口译A: 感谢您的询价。这是我方在原价的基础上削减了 3.5%以后的报价单。您一定会感到 我们的报价在今天这个需求量上升的市场上有竞争力。B: To be frank with you, it is really difficult for us to market your products at the price offered. Ive been approached by other suppliers with much lower offers, yes, much lower, 5%- 6%.A

28、:那不可能，我们不可能出那样低的报价，那是荒唐的。B： What do your have in your mind?A:您把我们的产品同他们的做过比较么？不是一个档次的产品啊，再说，我们已经调过价了。B：I agree your offer this reduction is attractive but excuse my frankness, in any case it is by no means the most competitive one to the beats of my knowledge. I did a lot of research lately and Im s

29、ure youll agree with me that a growing number of suppliers in other Southeast Asia countries have to joined this market. I foresee a substant8ial drop in price next year.A:对您所说的大幅度降价，我不敢认同。您知道我们的产品是享誉全球的名牌产品，而 且我们绝对保证质量。虽然我们的周边国家和地区或许会以较低的价格吸引客户，但 是我们保证质量的做法，加上这次大幅度的价格下调，一定会在市场上取胜。实话对 您说，我们的老客户，我相信也

30、包括您在内，没有谁转到其他厂商那儿去。相反，我 们还接到许多新客户的订单。我们的报盘是合情合理的。B：Youre a real business negotiator, but if you hang on to the listed quotations, its impossible for us to come to terms. I dont think your offer is in line with the current market. I do hope that youll consider our counter-offer. After all, weve had a

31、 business relationship for almost ten years.A: 好吧， 为了庆祝我们 10 年来在生意上的合作，也为了继续推进我们的商务关系， 我乐意给您破例追加 1.5%的特别折扣。这已远远低于我方的最低价了，所依我再也不 能接受还价了。我希望您理解我的处境，我可不想丢了自己的饭碗啊。B： I really appreciate your concession, and Id like to sign our paper today.A:我很高兴我们能够圆满成交。剩下的事可简单多了。我们可以在下午解决合同文本方 面的事。B： Sure.第二篇 英汉口译Ladie

32、s and gentlemen,Were aware of an emergence of a new and exciting mode of information economy driven by network technology. What I want to say is that the computer Internet is transforming business operation patterns and contributing to what is called the new information economy. An immediate consequence of this profound change is the simplification of busines