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1、模塊二 商務談判口譯 Learning Objectives1. To have basic understanding of business negotiation.2. To master the strategies of interpreting Business Negotiations.3. To learn Memory and Note-taking Skills. Ability Objectives1. To familiarize students with words and expressions for business negotiations. 2. To e
2、nable students to interpret for fundamental business negotiations. 任務簡介(Task Introduction)商務談判是經(jīng)濟談判的一種,是指不同利益群體之間,以經(jīng)濟利益為目的,通過溝通、協(xié)商、妥協(xié)、合作、策略等各種方式,就雙方的商務往來關(guān)系而進行的談判。按照商務談判的地區(qū)范圍來劃分,商務談判可分為國內(nèi)商務談判和國際商務談判。國內(nèi)商務談判是國內(nèi)各種經(jīng)濟組織及個人之間所進行的有關(guān)商品、勞務和技術(shù)等的商務談判。國際商務談判是本國政府及各種經(jīng)濟組織與外國政府及各種經(jīng)濟組織之間所進行的商務談判,是國際商務活動中不同的利益主體,為了達成
3、某筆交易,而就交易的各項條件進行協(xié)商的過程。國際商務談判是對外經(jīng)濟貿(mào)易工作中不可缺少的重要環(huán)節(jié)。商務談判是集語言、知識、經(jīng)驗、素質(zhì)等為一體的交流活動,它注重政策性、技術(shù)性和藝術(shù)性,是口譯從業(yè)人員的用武之地,是口譯能力的全方位展示和對口譯者的高難度挑戰(zhàn)。一場成功的商務談判應該是:通過談判不僅使本方的需要得到滿足,也使對方的需要得到滿足,雙方的友好合作關(guān)系得到進一步的發(fā)展和加強,整個談判是高效率的。本任務采用“情境學習法” 研究“商務談判”的口譯過程, 即讓學生模擬商務談判的過程進行訓練, 使學生熟悉談判的整個流程,并訓練學生在談判中應具備的良好的心理素質(zhì)。詞匯預習(Vocabulary Warm
4、-up) Key Words回傭 return commission現(xiàn)貨 spot goods定金 down payment分期付款 payment by installment現(xiàn)金結(jié)算 cash settlement我方 on our part雙贏戰(zhàn)略 win-win strategy中止合同 terminate the contract提出索賠 lodge a claim經(jīng)營范圍 line/scope of business原樣 original sample復樣 duplicate sample對等樣品 counter sample參考樣品 reference sample代表性樣品 r
5、epresentative sample注冊資本 registered capital 信用證結(jié)算 payment by letter of credit(L/C) Useful Expressions 1. Id like to hear your quotation on a C.I. F. Los Angeles basis valid for 90 days, with an inclusion of 5% agents commission in your quotation. 請給我一個有效期為90天的C.I. F.報價,目的港為洛杉磯,報價含5%的傭金。2. While we a
6、ppreciate your cooperation, we regret to say that we cant reduce our price any further. 雖然我們感謝貴方的合作,但是很抱歉,我們不能再減價了。3. We are satisfied with the quality of your samples, so the business depends entirely on your price. 我們對樣品的質(zhì)量很滿意,因此交易的成敗就取決于你們的價格了。4. Thank you for your inquiry. Would you tell us what
7、 quantity you require so that we can work out the offer ? 謝謝你詢價。為了便于我方提出報價,能否請你談談你方需求數(shù)量?5. You are the general manager of the company and naturally you are the right man to answer all the questions related to management.你是公司的總經(jīng)理,當然你是回答所有這些管理方面問題的最佳人選了。6. I would like to put you in charge of this neg
8、otiation. You are an acknowledged expert in the field. You drive hard and always achieve your goals.我想由你來負責這次談判事項。你是這個領(lǐng)域里公認的專家。你很有魅力,而且總是能夠達到目標。7. Could I have your latest catalogues or something that tells me about your company?可以給我一些貴公司最近的商品價格目錄表或者一些有關(guān)說明資料嗎?8. You must attach great importance to t
9、hat question. It is the key to the success of our negotiation.你必須重視那個問題,那是我們談判成功的關(guān)鍵。9. If you are interested, we may consider selecting you as our partner. 如果貴公司感興趣,我們可以考慮選擇你們作為我們的合作伙伴。10. In order to conclude this transaction, we both need to make some concessions. Otherwise we might turn to other
10、suppliers. 為了做成交易,我們雙方都做些讓步吧。不然的話,我們可能轉(zhuǎn)向其他的供應商了。11. He blamed his inexperience for the breakdown in the negotiation. 他把談判失敗歸咎于自己經(jīng)驗不足。12. The quality of your product is fine, but the package is rather poor. We have to give up this business. 你們的產(chǎn)品質(zhì)量很好,但包裝太差,因此我們只能放棄這個業(yè)務。13. After friendly discussion w
11、e have concluded an agreement on our cooperation.經(jīng)過友好商討,我們就合作已達成協(xié)議。14. I am glad we are likely to conclude the transaction with you soon. 即將和你方達成第一筆交易,我很高興。15. The draft contract will be ready for signature this morning.今天上午就可以在草擬合同上簽字了。 情境學習 (Situated Learning)Sample Negotiation One Price Talk價格談判(
12、A foreign businessman is not satisfied about the price of the products and he wants a discount.)( 某外商對我方出口產(chǎn)品的價格不滿意,因而向得到一個折扣。) A: A Foreign Businessman (外商) B: A Chinese Sales Representative(中方銷售代表) A: Unfortunately your price appears to be higher than ever, which will leave us no margin of profit.
13、(很遺憾,你方的價格比以往都高,我方無利可圖。)B: 是的,我們知道。但原材料漲價,我們不得不相應地調(diào)整產(chǎn)品的價格。(Yes , we know. Because of the price hike in raw materials, we were forced to adjust our prices accordingly.)A: Im sorry to say we cant close business at the price. Arent we old friends? We have had a very good business relationship over the
14、past years. I think this transaction would be more promising if you could make an appropriate reduction.(我很抱歉,以這樣的價格我們無法成交。我們都是老朋友了吧?過去的這些年我們的業(yè)務關(guān)系一直都很好。如果你方能夠適當?shù)亟狄唤祪r的話,我想將更有希望成交。)B: 好吧。鑒于我們過去多年的合作,我們可以做些考慮,但僅限這批訂貨。 (Well, in view of our good cooperation over the past years, we can take some consider
15、ation, but only for this order.)A: Then how much can you go down? (那你能減多少?)B: 原價的1%。(1% of the original price.)A: 1%!Your reduction is too modest. What about 4%? (1%!您的降價幅度太小了。4%怎么樣?)B: 哇,恐怕您給的價格太低了。我頂多降2%。況且我們的價格和國際市場上同類商品的價格相比一直是偏低的。 (Oh, Im afraid the price you gave is too low. The best I can do
16、is 2%. Anyway, compared with the prices of similar products in the international market, our price has always been on the low side0A: You say 2%,I say 4%. How about splitting the difference and meeting each other half way? Lets settle at 3%. (您說 2% ,我說 4%,我們來折中一下,雙方各讓一半怎么樣?就降3%吧。)B: 不行,恐怕我還是不能接受。(No
17、. Im afraid it is still not acceptable.)A: How about 2.5%, then? If you cant satisfy our requirement for reducing the price, we have to cancel the order. (2.5%怎么樣? 如果你方不能滿足我方降價要求,我方不得不取消訂單。)B: 嗯我非常感謝您在這筆生意中的努力和誠意。為表示我們的合作,我們接受您的遞價。(Hm I appreciate your efforts and sincerity in this transaction. As a
18、 token of our cooperation, we accept your bid.)A: Thank you. Lets call it deal.( 謝謝。那么成交了。)B: 嗯,價格很有競爭力,我們雙方受益。(Well, the price is competitive and benefits both of us.)A: We couldnt agree it more. (我們非常贊同。)B: 為我們的美好未來而祝福!(Best wishes for our future.) Sample Negotiation Two 商業(yè)合作談判(Business Cooperatio
19、n Negotiation)【(在一個商務宴會上,一家計算機制造商的代表Mark Davidson和一家大型IT企業(yè)的采購部經(jīng)理 Vicki Carmichael在討論一個商業(yè)建議。)】Mark: 你好,Carmichael女士。請坐。來杯雞尾酒嗎? (Hello, Ms Carmichael. Please sit down. Would you like a cocktail?)Vicki: 我要一杯干馬提尼酒,謝謝。你可以叫我Vanessa。我可以叫你 Mark嗎? (A dry martini, please. You can call me Vanessa. May I call y
20、ou Mark?)Mark: 當然。Vanessa,如果你不介意的話,我想在宴會開始前和你討論一下我們的合作事宜。就像我在建議書的大綱中所提到的那樣,我們新的一系列制圖工作站正是你們所需要的。事實上,它們比你們所要求的更便宜,更先進。 (Of course. Now, if you don't mind, Vanessa, I'd like to discuss some business before dinner. As the executive summary in my proposal shows, I think our new line of graphics
21、workstations are exactly what you need. In fact, they're less expensive and more powerful than your stated requirements.) Vicki: 這個沒有問題,Mark。但我對你在目標一欄中所說的使用一套新的操作系統(tǒng)不太理解。你所說的也就意味著我們需要使用新的軟件和進行人員再培訓。(No problem with that, Mark, but I question your objective of using a new operating system. That me
22、ans new software and retraining. ) Mark: 你們現(xiàn)有的大多數(shù)軟件都可以在我們的系統(tǒng)上使用。新的軟件充分利用了我們的硬件和操作系統(tǒng)組合,可以為你們的用戶提供提高工作效率所需的工具。 (Most of your existing software will work on the new system. The new software takes full advantage of our hardware and operating system combination, and will give your users the tools they ne
23、ed to increase productivity.)Vicki: 我非常喜歡你提出的分三個階段實行的方法。這對于減輕對我們用戶的沖擊很重要。根據(jù)你們的設想,用戶在幾年后會需要更有效的工具,所以我們需要擁有很大的擴展力。我們的軟硬件資本開支在過去的五年中迅速增長,所以我們的CEO要求我們控制我們的開銷。(I do like your proposed methodology of implementing in three phases. That's important for easing the impact to our users. Now, based on the a
24、ssumption that they will need more power again in a few years, I need lots of expansion capability. Our capital expenditures on hardware and software have mushroomed over the last 5 years, and my CEO wants me to rein in our costs. ) Mark: 用我們的產(chǎn)品,你們可以在將來以低成本進行升級,以滿足你們的需求。我們的硬件非??煽浚?,在三年內(nèi)我們還提供24小時的上門
25、服務。我們對經(jīng)濟增長影響的研究顯示五年內(nèi)的資金流動支出將是35%,低于市場上其他的高級終端工作站的花費。 (You'll be able to upgrade at relatively low cost to cover all your needs for the foreseeable future. Our hardware is very reliable, and the service contract gives you 24-hour on-location service for a full 3 years. Our growth impact studies s
26、how that cash flow expenditures over a 5-year period should be 35% less than other high-end workstations on the market.)Vicki: 聽起來很不錯,Mark。看來我們可以合作。干杯! (Thats music to my ears, Mark. Looks like we can do business together. Cheers!)實戰(zhàn)演練(Practical Task). Sentence Interpreting .1. 我們是否能保證有充足的時間來談判?(Is
27、there any way of ensuring well have enough time for our talks?)2. 好的,我們會注意這一點。價格也會因數(shù)量而有所不同,貴公司預計在第一年銷售多少數(shù)量呢?(Yes, we take note of your comment. Prices depend also on volume. How much quantity do you forecast to sell in the first year?)3. 如果價格合適,我們準備訂一大批貨。請報現(xiàn)貨。(We would be prepared to place a large o
28、rder if the price is right. We would ask you to supply us from stock.)4. 我們想了解一下你們在這方面的供貨能力以及付款方式、裝運、折扣等銷售條件。(Wed like to know what you can offer in this trade as well as your sales terms, such as modes of payment, delivery, discount, etc.)5. 我們認為質(zhì)量是一個企業(yè)的靈魂。(. We believe that the quality is the soul
29、 of an enterprise.)6. We are one of the largest importers of Electric Goods in this city. We see that your firm specializes in Electric Industrial Goods, and we are willing to explore the possibilities of developing trade with you. We are willing to enter into business relationship with your company
30、 on the basis of equality and mutual benefit and we wish to establish business relationship with you.( 我們是此地最大的電器進口商之一。得知貴公司專門經(jīng)營電器工業(yè)品,我們想和你們探討一下發(fā)展貿(mào)易的可能性。我們愿在平等互利的基礎上與貴公司建立業(yè)務關(guān)系。)7. This offer is based on an expanding market and is competitive. I'm afraid I don't find your price competitive at
31、 all. We can't accept your offer unless the price is reduced by 5%. (報盤應該著眼于擴大銷路而且很有競爭性。我看你們的報價毫無任何競爭性。除非你們減價5%,否則我們無法接受報盤。)8. Wed have to compare notes on what weve discussed during the day. (我們想用點時間來研究討論一下白天談判的情況。)9. This product is now in great demand and we have on hand many enquiries from o
32、ther countries. (這種產(chǎn)品現(xiàn)在需求量很大,我們手頭上來自其他國家的很多詢盤。)10. I am glad we have bought this transaction to a successful conclusion.(我很高興我們已成功地達成了交易。). Conversation interpreting 金: 歡迎到我們公司來。我叫金哲夫,負責出口部。這是我的名片。(Welcome to our company. My name is Jeff Kim. Im in charge of the export department. Let me give you my
33、 business card.)史密斯:這是我的名片。(Ill give you mine too.)金: 你的航行順利嗎?(How was your flight?)史密斯:還行,不過我有點累。(Not bad, but Im little tired.)金: 這是你的日程安排。開完會后,我們?nèi)⒂^工廠,再跟生產(chǎn)部經(jīng)理開個會。晚上你將和我們主任共進晚餐。(Heres your schedule. After this meeting, we will visit the factory and have another meeting with the production manager.
34、 And youll be having dinner with our director.)史密斯:你能安排我跟你們老板開個會嗎?(Could you arrange a meeting with your boss?)金: 當然可以,我會安排在明天早上10點鐘。(Of course, Ive arranged it at 10 oclock tomorrow morning.)史密斯:那我們開始談正事吧。(Well, shall we get down to business?)金: 行,你有沒有收到我們上周寄給你的樣品?(Sure, did you receive the sample
35、we sent last week?)史密斯:收到了,我們已進行了評估。如果價格合適,我們現(xiàn)在就想訂貨。(Yes, we finished the evaluation of it. If the price is acceptable we would like to order now.)金: 聽到這個我真高興。(Im very glad to hear that.)史密斯:這種貨你們最低價是多少?(Whats your best price for that item?)金: 單價是12.50美元。(The unit price is $12.50.)史密斯:我覺得這個價貴了點,你能不能
36、減一點?(I think the price is a little high, cant you reduce it?)金: 恐怕不行,12.50美元是我們的底價。如果你訂貨超過10,000件,我們可以減到12.00美元。(Im afraid we cant. $12.50 is our rock bottom price. If you purchase more than 10,000 units we can reduce it to $12.00.)史密斯:行,我接受這個價格,第一批訂10,000件。(Well, Ill accept the price and place an initial order of 10,000 units.)金: 太好了。史密斯先生,跟你做生意真是我的榮幸。(Very good. Its been a pleasure to do business with you, Mr. Smith.)史密斯:是我們的榮幸才對。你們能在3月31號前發(fā)貨嗎?(Th
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