商務(wù)談判剖析

1、詞語預(yù)習(xí)進(jìn)出口商品交易會 Import and Export Commodities Fair銷售部經(jīng)理 Sales ManagerSupply department 采購部Brochure 小冊子Scope of business 經(jīng)營范圍Machine tool 機床Workmanship/craftsmanship 工藝Make an inquiry 詢價Quotation 報價C.I.F. Seattle 西雅圖到岸價Competitive 有競爭力的Bulk 大批，大量Substantially 大大地展臺 exhibition stand口譯實踐A：歡迎光臨上海進(jìn)出口商品交易會。我

2、叫陳明。我是上海機械公司的銷售部經(jīng)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: 很高興見到您，哈德遜先生。請坐，我想向您介紹一下我公司的產(chǎn)品。B: Thank you. I have read your brochure and am very impressed by your scope of business. I believe my customer

3、s will like your new products.A: 您對我們產(chǎn)品感興趣，我很高興。不過我們的宣傳小冊子僅僅介紹了我公司生產(chǎn)的一小部分機床。您可以進(jìn)來看看我們的展品。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 your lowest q

4、uotations C.I.F. Seattle.A: 謝謝您的詢價。您單子上所列的機床我們都有。這是我方的美國太平洋沿岸城市到岸價的價目單。我們還可以根據(jù)您所想要的數(shù)量調(diào)整價格。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: 哈德遜先生，我剛才說過，我方的價格可以根據(jù)貴方的購買量進(jìn)行調(diào)整。

5、如果使您不安的只是我方的報價，那么您可以到其他展臺去看一看，然后我們還可以再坐下來討論我方的報價。B：I sure will. Nice meeting you. Ill call home about your quotations and come back tomorrow with our decision.A: 好的。明天見。 B：bye.第二篇 英漢交替口譯詞語預(yù)習(xí)經(jīng)營的新品種 new line of business汽車零部件 auto partsUpdate 調(diào)整At the cost of 以作為損失Our part 我方報/發(fā)盤 offer折扣 discountSuppli

6、es 貨物Free sample 免費樣品Inspection 檢驗Floor offer 最低報價Counter-offer 還價 還盤合同的格式 the format of the contract規(guī)格 specification單價 unit prices保險費由貴方負(fù)擔(dān) the insurance premium should be borne by your sideBusiness transaction 生意口譯實踐A：Good afternoon, may I help you?B:我對貴公司經(jīng)營的新品種頗感興趣。我可以看看貴方汽車零部件C.I.F.價目表么？A：Certain

7、ly. 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: 您這樣說我很高興。我們打算長

8、期從貴司進(jìn)口一些汽車零部件，當(dāng)然這得看貴方的價格是否比他人優(yōu)惠。坦率地講，貴方單子上的價格毫無競爭力。我希望知道貴司的最新報價。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 loss on our par

9、t.B: 但是我對從汽車零部件市場所掌握的信息來看，貴方的報盤沒有吸引力。此外我還需要時間來樹立對貴公司產(chǎn)品質(zhì)量的信心。如果您不愿給我方一些合理折扣，我還是打算等一下，先到處看看再說。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 excuse me, were

10、not prepared for any counteroffer.B: 我很欣賞新的直率。雖然貴方的低價與我方所希望得到的價格仍有距離，我還是愿意簽合同。我與您有同感，我現(xiàn)在這樣做是著眼于我們將來業(yè)務(wù)關(guān)系的發(fā)展。A： But Im not sure if your are happy with the terms in the contract.B: 我研究過你們的合同。有幾處還不是很明確，需要講清楚。還有合同的格式問題。我們希望用我公司自己準(zhǔn)備、自己打印的合同副本。您看行么？A：No problem. But everything in the contract should be bil

11、ingual, both in English and Chinese.B:是的，從品名、規(guī)格、數(shù)量、單價、總額、貨運，全都以雙語寫明。還有，我們希望貨品在6月底之前發(fā)出，我們不能接受貨運的耽擱。A：of course.B: 我們付的是到岸價，所以保險費由貴方負(fù)擔(dān)。A：certainly. We go by the contract.B: 好了，沒問題了。A：Thats wonderful. Lets leave the technical details of the contract to our assistants. Id like to invite you to a drink a

12、nd celebrate the success of our first business transaction.B: 不勝感激。我相信我們這次合作僅僅是個開端，今后合作的機會將會更多?？谧g講評第一篇1. 上海進(jìn)出口商品交易會：英譯時口譯省略“進(jìn)出口商品”，簡譯為Shanghai Trade Fair2. 上海機械公司銷售部經(jīng)理：雖然“銷售部經(jīng)理”完整的譯文是manager of the sales department, 但一般譯作sales manager即可。3. Im in charge of the supply department of the Pacific Trading

13、 Company Ltd:既然是In charge of, 何不直截了當(dāng)?shù)刈g作“經(jīng)理”或“主任”。4. Id like to hear your lowest quotations C.I.F. Seattle: C.I.F 的全稱是Cost(成本費)加Insurance（保險費）加Freight（運輸費），即”到岸價”。給精通外貿(mào)業(yè)務(wù)知識的人士翻譯時，一般無需將C.I.F.譯成漢語。當(dāng)然譯員本身也應(yīng)該了解C.I.F.所包含的內(nèi)容。5. Your prices are not very competitive：價格何謂competitive?價格孰高孰低，在很大程度上是由市場的供需關(guān)系和買方的

14、需求所決定的，不可草率地譯作“價高”或“價低”。比較保險的譯語是“有競爭力的價格”或“好價格”。6. Ill have to substantially reduce the quantity of my intended purchase with your offer.此句翻譯的正確與否對with的理解有關(guān)。句中with的含義是because of ，也就是說，這是造成substantially reduce the quantity of my intended purchase的直接原因。7. Ill call home about your quotations: call home

15、 可以譯成“同家里聯(lián)系”，或“同國內(nèi)聯(lián)系”，或“同公司聯(lián)系”等。第二篇1. 我可以看看貴方汽車零部件C.I.F.價目表嗎：通常交易雙方都會直接使用行業(yè)專業(yè)縮略語，這樣做雖然減輕了譯員的翻譯負(fù)擔(dān)，但是作為一名稱職的譯員，理應(yīng)熟悉縮略語的含義。2. My company is willing to establish business relations with all interested Chinese parties: party泛指參與者，這里自然是指一切有意與其做生意的中國“公司”或“客商”。3. 我希望知道貴方的最新報價：“最新報價”的英譯可有如下選擇：the newest/late

16、st/updated quotations.4. We have just updated our prices:可以直譯為“我們剛調(diào)整了價格”，也可譯作“這是我方的最新價格”。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: 翻譯even at the cost of a substantial loss on our part時，有必要作添詞處

17、理，如添上“也愿意”或“也在所不惜”，使譯文更加符合漢語表達(dá)的習(xí)慣。6. This is our floor offer and youll have to excuse me, were not prepared for any counter-offer: 既然報價已低至floor的水平，自然是“最低價”了。最低價亦可叫做rock-bottom price.7. 我與您有同感，我現(xiàn)在這樣做是著眼于我們將來業(yè)務(wù)關(guān)系的發(fā)展:“我與您有同感”雖可譯成 I feel the same way as you do, 但基于后面所接的那句“這樣做是著眼于我們將來業(yè)務(wù)關(guān)系的發(fā)展”實際是在復(fù)述對方的原話，

18、若譯成I like what you said,可以起到銜接下句的作用。8. Lets leave the technical details of the contract to our assistants: the technical details of the contract指的是那些非原則性的，關(guān)于在合同中用何具體措辭等“技術(shù)性”問題。9. 我相信我們這次合作僅僅是個開端，今后合作的機會將會更多：用動詞短語lead to 來連接這兩句互相關(guān)聯(lián)的句子可以使英譯文更為簡潔，更能表達(dá)原句所包含的那種因果關(guān)系。詞語擴(kuò)展經(jīng)營范圍 line/scope of business討價還價 bar

19、gain季節(jié)性折扣 seasonal discount離岸加運費價 CFR（即Cost and Freight）目的港船邊交貨價 F.O.S（即Free Over Side）實/虛盤 firm/non-firm offer開/收盤價 opening/closing price凈/毛利潤 net/gross profit庫存有限 limited stock現(xiàn)金結(jié)算 cash settlement到貨付款 cash on delivery (COD)獨家經(jīng)銷代理 exclusive selling agency回傭 return commission離岸價 F.O.B. （即 Free on Bo

20、ard）裝運港船邊交貨價 F.A.S.（即Free Alongside Ship）到岸加傭金價C.I.F.C. (即Cost, Insurance, Freight and Commission)現(xiàn)/期貨價 spot/forward price批發(fā)/零售價 wholesale/retail price現(xiàn)貨 spot goods嘗試性訂購trial/try-out order信用證結(jié)算payment by letter of credit(L/C)定金；首付 down payment分期付款 payment by installments貿(mào)易索賠 business claim易貨貿(mào)易 barte

21、r trade市場準(zhǔn)入 market access多贏/共贏戰(zhàn)略 all-win strategy電子商務(wù) e-commerce; e-business違約 breach of the contract/agreement要求賠償損失 claim for a compensation of the loss/damage補償貿(mào)易 compensation trade雙贏戰(zhàn)略 win-win strategy股東 shareholder; stockholder外匯儲備 foreign exchange reserve我們愿意與貴司建立業(yè)務(wù)關(guān)系。 We wish to enter busines

22、s relation with your company.本報價隨行就市。 This offer is subject to market fluctuation.能否給我一些最新的含詳細(xì)價格單的商品目錄？我想回去仔細(xì)研究一下。Can I have your latest catalogs with detailed prices to take home for a closer examination?感謝您對我方的詢盤迅速做出答復(fù)。Thank you for your quick response to our inquiry.請給我一個有效期為90天的C.I.F.報價，目的港為洛杉磯，

23、報價含6%的傭金。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.我方的報盤自今日起一周內(nèi)有效，以后可按每日市價變動/隨行就市。Our offer is valid for seven days from today, and will then be subject to change according to the market price of the

24、day.我方的報價是優(yōu)惠的，我們的調(diào)價是有限的，目前我們無法接受您的還盤。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.我們討論一下付款方式吧。 I would like to discuss the terms of payment with you.如果貴方到期未能按時付款，我方將中止合同，并提出索賠。Should you fail honor your

25、 payment in due time, we would terminate the contract and lodge a claim against you.如果貨運耽擱，你會得到全額退款。You would get a full refund if there should be a delay in the shipment.在我們結(jié)束談判之前我想在合同里加一個條款，我對口頭約定不放心。Before we wrap up everything, Id like to add a clause to the contract. Im not comfortable with the

26、 verbal agreement.根據(jù)我們這些天來的會談，我希望今天能與你們草簽一份協(xié)定，然后定下正式簽約的日期。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.我認(rèn)為這是一個雙贏的協(xié)議。I consider this a win-win agreement.課外練習(xí)第一篇 漢英交替口譯A: 感謝您的詢價。這是我方在原價的基礎(chǔ)上削減了3.5%以后的報價單。您

27、一定會感到我們的報價在今天這個需求量上升的市場上有競爭力。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:那不可能，我們不可能出那樣低的報價，那是荒唐的。B： What do your have in your mind?A: 您把我們的產(chǎn)品同他們的做過比較么？不是一個

28、檔次的產(chǎn)品啊，再說，我們已經(jīng)調(diào)過價了。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 sure youll agree with me that a growing number of suppliers in other Southeast Asia

29、 countries have to joined this market. I foresee a substant8ial drop in price next year.A:對您所說的大幅度降價，我不敢認(rèn)同。您知道我們的產(chǎn)品是享譽全球的名牌產(chǎn)品，而且我們絕對保證質(zhì)量。雖然我們的周邊國家和地區(qū)或許會以較低的價格吸引客戶，但是我們保證質(zhì)量的做法，加上這次大幅度的價格下調(diào)，一定會在市場上取勝。實話對您說，我們的老客戶，我相信也包括您在內(nèi)，沒有誰轉(zhuǎn)到其他廠商那兒去。相反，我們還接到許多新客戶的訂單。我們的報盤是合情合理的。B：Youre a real business negotiator, b

30、ut 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 business relationship for almost ten years.A: 好吧， 為了慶祝我們10年來在生意上的合作，也為了繼續(xù)推進(jìn)我們的商務(wù)關(guān)系，我樂

31、意給您破例追加1.5%的特別折扣。這已遠(yuǎn)遠(yuǎn)低于我方的最低價了，所依我再也不能接受還價了。我希望您理解我的處境，我可不想丟了自己的飯碗啊。B： I really appreciate your concession, and Id like to sign our paper today.A:我很高興我們能夠圓滿成交。剩下的事可簡單多了。我們可以在下午解決合同文本方面的事。B： Sure.第二篇 英漢口譯Ladies and gentlemen, Were aware of an emergence of a new and exciting mode of information econom

32、y 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 business transaction.Take, for exampl

33、e, the way that I recently bought my car. First, I went to an Internet site listing cars, their features and their prices, both wholesale and retail. I did all my research. And then I went to an auto dealership and asked for this particular price. The transaction lasted less than 30 minutes. No hass

34、le. Easy. Simple. I was informed. I went in. I was an informed buyer.Its not that none of these things are happening. It s the importance of these things compared to what we have been used to for the last 200 years.Thanks to technology something very important is happening to U.S. economy. Indeed, s

35、omething new and different is happening around us. We are able to grow faster without triggering inflation than we thought possible. Of course, theres the down side. The new economy does not mean we will never have another recession of even a deflationary spiral. It does not mean inflating is dead.

36、It does not mean stock prices will stat at their lofty levels or that there will never be another bear market. Nobody is promising you a rose garden.I anticipate dislocation, volatility and uncertainty accompanying the emergence of the new information economy. But because of what I view as high prod

37、uctivity, I see the possibility of sustained economic growth without the threat of inflation, more jobs and higher wages.I would challenge many people to tell me where it has not brought about greater efficiency in markets. We as consumers have benefited from that. Of course, there are companied tha

38、t have been hurt by that, which is the other side of the story.In any case, the Internet will transform the way companies do business. And those companies that do not address that issue will not be the market winners.參考譯文第一篇 A： Welcome to Shanghai Import and Export Commodities Fair. My name is Ming

39、Chen. I, Sales Manager of the Shanghai Machinery Company Inc.B:您好，陳先生。我叫肖恩.哈德遜。我來自美國西雅圖，是太平洋過意有限公司的采購部主任。A： Im very pleased to meet you, Mr. Hudson. Please sit down and allow me to introduce our company and its products.B:謝謝。我已看過貴公司的宣傳小冊子，貴公司的經(jīng)營范圍，特別是貴公司生產(chǎn)的機床品種，也給我留下了極為深刻的印象。我相信我的顧客一定會喜歡你們的新產(chǎn)品。A：Im

40、very glad that youre interested in our products. Actually the brochure shows just a fraction of our machine tools. Please come in and take a look at our exhibits in the show room.B: 好的。貴公司的產(chǎn)品頗有吸引力，當(dāng)然產(chǎn)品的工藝還不盡如人意。我是否可以向您詢價。這份單子上列出了我感興趣的機床。我希望您報一下西雅圖到岸價的最低報價。A：Thank you for your inquiry. We can supply

41、you with all the required tools on the list. Heres my C.I.F. U.S. Pacific Coastal City price list. We may adjust the prices according to the quantity you want.B: 哎，陳先生，貴方的價格沒有什么競爭力。我的數(shù)量很大，當(dāng)然啰，按您的報盤我只得大大削減預(yù)訂的購買量。A： As I said earlier, Mr. Hudson, our prices are adjustable according to the quantity of

42、your requirement. If our offer is the only thing that bothers you, you can look around and call again for another discussion of our quotations.B：那是一定的。能與您相會我很高興。我要同公司聯(lián)系，匯報一下貴方的報價，明天我會把我們的決定告訴您。A：Thats fine. See you tomorrow then.B: 再見。第二篇 A：下午好，我能為您做些什么么？B: Well, Im interested in your new line of bu

43、siness. May I look at your C.I.F. price sheet of auto parts?A:當(dāng)然可以。我們最近擴(kuò)大了業(yè)務(wù)范圍以便更好地為我們的遠(yuǎn)東亞洲客戶服務(wù)，尤其是為中國客戶服務(wù)。中國是一個無人敢護(hù)士的巨大的市場。我公司愿意同一切有興趣的中國客戶建立業(yè)務(wù)關(guān)系。B: Thats very nice to hear. We would like to import auto parts from your company on a regular basis, provided your prices compare favorably with those of

44、 others. To be frank with you, your listed prices are indeed among the least competitive. Id like to hear your most recent quotations.A: 我方最近做了調(diào)價。當(dāng)然我不是說我們所報是終結(jié)技。按我們的慣例，為了推動我們將來業(yè)務(wù)關(guān)系的發(fā)展，我們呢愿意給新客戶以最公道的價格，即使這樣做會使我方蒙受相當(dāng)大的損失，我們也在所不惜。B: But my knowledge of the auto parts market tells me that your offer is

45、not attractive. Besides, I need time to build up my confidence in the quality of your stuff. In any case, Id rather wait and hunt around, if you were unable to include any reasonable discount.A: 我們保證貨物的質(zhì)量。我們有免費樣品供您檢驗。至于折扣問題，我們可以將價目單上的開價再減去5%。這是我方的底盤，對不起，我們不準(zhǔn)備接受還盤。B: I appreciated your frankness. Tho

46、ugh there is still a gap between your rock-bottom prices and my experiences, Im willing to sigh contracts with you. I like what you said. Im doing this for the development of our future business relations.A: 不知道你們隊合同的條款滿意么？B: Ive studied the contract. I thing a few places are not clearly spelt out;

47、they need further clarification. And the format of the contract. Wed like to use copies prepared and printed by our own company. Will that be all right with you?A: 沒問題。但是合同中所有的內(nèi)容都必須用中文和英文兩種文字寫明。B: Yes, the names of the commodities, specifications, quantity, unit price, the total payment, and the shi

48、pment, all to be written bilingually. By the way, we hope the shipment will be made before the end of June. We can not accept any delay, you know.A: 那還用說。B：Its C.I.F., and therefore the insurance premium should be borne by your side.A:那當(dāng)然啰，我們按合同辦事。B： Good, no more questions.A: 太好了。讓我們把合同文本的技術(shù)處理教給我們的

49、助手去辦吧。我想請您去喝一杯，慶祝我們第一筆生意的順利成交。B： Thank you very much. I believe this initial cooperation will lead to many more in the future.課外練習(xí) 第一篇A: I appreciate your inquiry. This is our list of quotations with a recent reduction on the original prices by 3.5%. Im sure you will find our offer the most competit

50、ive one in this rising market of today.B: 坦率對您說，這樣的報價真的很難讓我們在市場上打開銷路，我和其他供貨商也打過交道，他們的報價要低得多，真的，低得多，低5%-6%。A： Thats impossible. We can not go as far as that. Thats ridiculous.B: 那您能減多少呢？A：Have you compared our products with theirs? We are certainly not in the same class. Besides. We have reduced our

51、prices.B: 我同意您的額看法，貴方削價后的報盤有吸引力，但如我直言，據(jù)我所知，這無論如何還算不上是最有競爭力的價格。我最近做了一番調(diào)查研究，我發(fā)現(xiàn)越來越多的東南亞國家的廠商也加入了這個市場，我想您一定會同意我的看法。我預(yù)測明年的價格會大幅度下跌。A：Im not sure if there will be a substantial price drop. You know importantly, we guarantee the quality of our products whatsoever. Although, some new manufacturers from our surrounding countries and regions may attract their customers with lower prices, our quality gu