通用工程英語聽說教程下原文及翻譯樣本

Unit11SiteInspection(2)U11/SectionASomeTipsforSiteInspection(P67-69)Thepreviousunitreferredtothegeneraltipsforhostingsiteinspections（工地檢查），whilethisunitaimstointroducethegeneralideasofhowtoprepareinspectorsforcarryingoutsiteinspectionsmoreefficiently，especiallyhelpfulforthoseyounginspectorswhoarenotsoexperienced.上一單元提到了主持接待工地檢查某些通用技巧，而本單元旨在簡介檢查員應當如何準備，以便更有效地執(zhí)行工地檢查工作某些總體(工作)思路，這對于那些經(jīng)驗局限性年輕檢查員來說特別有協(xié)助。

Begoal-oriented目的明確Mostengineeringprojectsinvolvemanyconstructionproceduresanddifferentsites，so，inordertoimplementsupervisionandmaintaintheprojectquality，therearemanyobjectstobeinspectedonthesite，suchasthetemporaryfacilities，formworks，reinforcementworks，concreteworks，steelstructureworks，pipingandelectricalworks，roofingandwaterproofing，finishingworks，safetymanagement，andsoon.Sortouttheobjectsandstepsofinspectionsothatthecontractorcanprovidedirectassistanceandenoughinformation.

大多數(shù)工程項目涉及諸多施工程序和不同施工工地，因而，為了實行工程監(jiān)督，保證工程質(zhì)量，工地上有諸多項目需要檢查，例如暫時設施﹑（澆筑）模板﹑加固工程﹑混凝土工程﹑鋼構造工程﹑管道和電氣工程﹑屋頂和防水解決工程﹑終飾工程﹑安全管理工作等等。檢查員要分類整頓好被檢核對象，明確檢查各個環(huán)節(jié)，以便承包商可以提供直接協(xié)助和足夠信息。Schedulegoodtiming（籌劃）安排好檢查時機Timethesiteinspectionflexibly，takingthedifferences—inspectinggoals，objects，andweather—intoconsideration.靈活安排工地檢查時機，把不同檢查目的﹑檢核對象以及天氣差別狀況列入考慮范疇。Iftheinspectionneedsthepreparationandtheassistanceofthecontractor，callthereceptiondeskaheadofschedule，givingthelatterenoughtimetogetready.Iftheinspectionaimstochecktheinstantconstructionstate，asuddeninspectionisworthconsidering，withoutinformingthecontractorbeforethat.如果檢查需要承包商準備和協(xié)助，請?zhí)崆案嬷哟帲ㄇ芭_），給她們足夠時間準備。如果檢查目是要檢查即時施工狀態(tài)，那么不提前告知承包商，值得考慮進行一次突擊檢查（或“進行一次突擊檢查是值得考慮”）。It’sbettertocarryouttheinspectioninfairweatherbecausetheextremeweathermaybringaboutdowntime（停工期）oftheconstruction，especiallyforthoseoutdoorworking.最佳在好天氣時進行檢查，由于極端天氣也許會導致施工停工，特別是那些戶外施工作業(yè)。Bearmedwithtestingdevices配備測試裝置Itmaysoundlikeano-brainer，butbeingequippedwithnecessarytestingdeviceswillsaveyoufromthetroublesaskingforhelpwhenneeded.Whattotakedependsonthedifferentinspectingobjects.Butatapemeasure（卷尺）isamustnomatterwhatandwheretoinspect.Itiseasytotakebutcanworkwondersincheckingsteelbars，carpenterworkingandothersimpleworks.Whenamoreaccuratetestingisgoingon，thetotalstation，theodolite，orgradientershouldbeadopted.Undoubtedly，thecontractorwillbewillingtoprovidethosecomparativelymoresophisticateddevicesonthesitewhenaskedto.這聽起來似乎很簡樸，但是裝備這些必要測試設備，可以在你需要謀求協(xié)助時避免不必要麻煩。要配備哪些裝置取決于不同檢核對象。但是無論在哪里檢查以及檢查什么，卷尺都是必要。雖然它很容易攜帶，但它可以在檢查鋼筋，木匠工作和其她簡樸工作中會產(chǎn)生奇效。當要進行更精準測試時，應采用全站儀、經(jīng)緯儀或水平儀。毫無疑問，當被規(guī)定期，承包商樂旨在現(xiàn)場提供那些相對比較精密設備。Observesafetyregulationsonworksite遵守工地安全規(guī)章制度Thesafetyregulationsontheengineeringworksiteshouldbestrictlyobservedbyalltheengineersandworkers，letalonetheinspectors.所有工程師和工人都應嚴格遵守工程施工現(xiàn)場安全規(guī)程（規(guī)章制度）規(guī)定，更不用說檢察員們了。Beforegettingclosetotheworksite，learnaboutthespecificsafetyregulationsofthetargetinspectingzone.在接近工地之前，要理解目的檢查區(qū)域詳細安全規(guī)則。AsktheH.S.E.departmenttoprovidethesafetyhelmets，reflectivegear，protectiveshoesandsoon.Andthespecialinsulatingprotectivegearincludinggloves，bootsandovershoesareneededwheninspectingtheelectricalworks.規(guī)定健康安全環(huán)保部門（HS.E部門）提供安全頭盔、反光裝置、防護鞋等等。此外，在檢查電氣工程時，規(guī)定提供特殊絕緣保護裝置，涉及手套、靴子和絕緣套鞋等。Keepadistancefromtheworkingtruckcranes，wheelcranes，towercranes，gantrycranes，etc.，toavoidunexpectedinjuryfromfallingobjects.要注意與正在工作中卡車起重機、輪式起重機、塔式起重機、龍門起重機等等保持一定距離，以避免因墜落物體而導致意外傷害。Asktheprofessionaltechnicianstooperatethemechanicalorelectricalequipment.規(guī)定專業(yè)技術人員來操作機械或電氣設備。Becautiousaboutthegroundonthesite，preventingfromfallingdownwhenitistooslipperyandfrombeinghurtbythewood，nails，steelbarsandsoon.所傷要當心工地地面，防止因地面太滑而摔倒，也要避免被木頭、釘子、鋼筋等所傷。Askdirectquestionsandbeobjective直接提問，保持客觀Oncetheleadpersonfromthecontractorisidentified，keeptheoverallcontactwithhimduringtheinspection.Itisnotnecessarytobeatroundthebushbuttocuttothechase.一旦承包商擬定了項目負責人，在檢查期間，應與她保持全面聯(lián)系。沒必要說話時拐彎抹角兜圈子，而是要開門見山直入正題。Bestraightforwardtotheleadpersonwhenaskingfordesigndrawings，constructionrecords，testingreports，andotherdocumentsnotinvolvingconfidentialinformation.需要看設計圖紙、施工記錄、測試報告和其他未涉及機密信息文獻時，應直接坦率地告訴項目負責人。Asktheengineersorworkersdirectlyabouttheconstructionprogress，procedures，technicalrequirements，materialstandard，etc.，togetinformationinamoreefficientway.直接詢問工程師或工人們關于施工進度，施工程序，技術規(guī)定和材料原則等等問題，從而更高效地獲得信息。Pointouttheproblems，ifexisting，andsetthedeadlineanddemandsofrectification.Itmaybealittlecallousbutitwillturnouttobethemosthelpfulwayforbothsides.如果項目存在問題話，指出存在問題，并擬定整治期限和規(guī)定。這看上去顯得有點不近人情，但它將會是對雙方最有協(xié)助方式。Keeprecords保存記錄Inordertorecordtheinspectionfindingsonthesite，theinspectorcannotedownthedetailsinvariousforms.Itisagoodideatoprepareasheetcoveringallthoseobjectstobeinspectedbeforegoingtothesite.Inaddition，onthisinspectionsheet，manyissuescanalsobeincluded，suchastheevaluationcriteria，evaluationgrades，problemsexisting，factorscontributingtotheproblems，rectificationinstructions，andrectificationdeadlines，etc.Acarefully-designedandcomprehensiveinspectionsheetcanbehelpfulfortheinspectortocarryouttheworkonthesiteandreporttheinspectionwhenfinished.為了記錄在現(xiàn)場檢查發(fā)現(xiàn)，檢查員可以用各種方式記錄細節(jié)。在去現(xiàn)場之前，準備一種涵蓋所有被檢核對象表格是一種好主意。此外，在這個檢查表中，也包括了許多問題，例如評估原則﹑評估級別﹑存在問題﹑導致問題因素﹑整治批示﹑和整治期限等等。一種精心設計﹑全面綜合檢查表，對于檢查員在現(xiàn)場展開工作和檢查結束后報告檢查狀況，是有協(xié)助。Takingphotosisanotherwaytokeeptheinspectionrecords.Butmakesureitisallowedbecauseeverycompanyhasitsownconfidentialpolicies.Soitispolitetoaskthepermissionbeforetakingphotosandnottousethephotosforunrelatedpurposes.拍照是保存檢查記錄另一種辦法。但是要保證這個是通過容許，由于每個公司均有自己保密政策。因此，拍照之前征得允許，以及不為某些不有關目去使用這些照片，是很有禮貌做法。Alwaysfollowup隨時跟進Conductingperiodicsiteinspectionsisanexcellentwaytoensurebothsides’commitment.Qualityshouldalwaysbethemainconcerninsiteinspection.Howcantheinspectorensurethecontractorhasdonetherectificationproperly?Certainlyfollow-upinspectionsarequitenecessary.定期進行現(xiàn)場檢查是保證雙方承諾一種極佳辦法。質(zhì)量問題應當始終是現(xiàn)場檢查關注焦點。檢查員如何保證承包商妥善地完畢了整治工作？顯然，進行后續(xù)跟蹤檢查是非常必要。Numberofinspectionsalsodependsonthecontractor’sreputation，whichisalsooneoftheobjectstobeinspected.Thebetterthereputation，thelessinspectionsareneeded.Thecontractor’sreputationcanbefoundintheircompletedprojectsandtheonesinprogress.Andthecapitalfunds，management，personnel，temporaryfacilities，constructionproceduresandcrafts，safetyregulationsandsooncanalsoshedalightonthecontractor’sreputationandstrength.檢查次數(shù)也取決于承包商名譽，這也是要檢查目的之一。信譽越好，需要檢查次數(shù)就越少。人們可以從承包商已竣工項目和在建項目中看出她們名譽。并且資本資金、管理、施工人員、暫時設施、施工程序和工藝、安全規(guī)章制度等等也可以體現(xiàn)（或顯示）出承包商名譽和實力。Nodoubt，theabovetipsarefarfromcomprehensiveforeachspecificinspection，whichmayvarygreatlyunderdifferentcircumstances.Buttheycanbegeneralguidelinesfortheyounginspectors.毫無疑問，以上建議對于每種詳細檢查工作來說遠遠不夠全面，它也許會隨不同狀況變化很大。但對于年輕檢查員們來說，上述建議可以作為通用指南使用。U11SectionCOrganizationofSafetyWork（P74）Generally，attheverybeginningofaproject，asuitablyqualifiedandexperiencedpersonwillbeappointedassafetyofficer，whowillbegivensufficienttime，authorityandresponsibilitytoensurethesafetyprogram.Hisdutiesmainlyincludeseveralaspects：toinspecttheworksitesafetyregularly，toensuresafetymethodsarebeingadopted，andallthesafetyandhealthrequirementsarebeingobserved，tomakedetailedinvestigationsifanysafetyaccidentoccurs，andtotakecountermeasurestopreventtherecurrenceofsimilaraccidents.Thesafetyofficeisalsoauthorizedbytheprojectmanagertherighttoissuesafetyinstructionsforwarning，givingpenalties，uptofiringanypersonwhobreaksthesafetyregulations.Inaddition，thesafetyofficeralsohasthedutytotakechargeofthesafetyandhealthtrainingprogram.普通，在一種項目剛開始時候，一種具備資格和經(jīng)驗人會被任命為安全員，她將被予以充分時間、權利和責任去保證項目安全籌劃。她職責重要涉及如下幾種方面：定期檢查工地安全；保證安全辦法得到采納；所有安全及健康規(guī)定得以遵守；如有任何安全事故發(fā)生，都要進行詳細調(diào)查，并制定對策以避免類似事故重演。安全員也會得到項目經(jīng)理授權，有權發(fā)布安全操作指令作為警告、予以懲罰、甚至有權開除任何違背安全條例人。除此之外，安全員也有職責負責安全和健康培訓籌劃。Thesafetyandhealthprogramisusuallydividedintotwoparts：oneisfortrainingworkersandtheotherfortrainingforemenandsupervisors.Thecontentsincludebut，arenotlimitedto，thefollowingitems：worksitesafetypolicy，employeeresponsibility，company’ssafetyregulations，constructionaccidentsandreporting，electricalsafety，personalsafetyequipment，scaffolding，trenchingandexcavation，cranesafety，respiratoryprotection，fireprotectionandprevention，toxicsubstances，firstaidandemergencyaidprocedure，andsoon.安全和健康培訓項目普通提成兩個某些：一方面是培訓工人，另一方面是培訓工頭與監(jiān)管員。內(nèi)容包括但不但限于如下項目：工地安全政策、員工職責、公司安全制度條例、施工事故及報告、用電安全、個人安全設備、腳手架、開溝和挖掘、起重機安全、呼吸保護、消防和火災防止、有毒物質(zhì)、急救和緊急救援程序等等。

Unit12Negotiation(1)U12/SectionASomeIssuesinNegotiation(P75)Inaninternationalconstructionprojectafterbidding，acertaincontractorissuccessful.Andtheownerisoftenunabletoacceptallcontentsinthetenderofthecontractor.Thisrequiresnegotiationsbywhichthetwosidesultimatelyreachanagreement.Incontracting，negotiationplaysavitalrole.一種國際建設項目，通過招標，某一承包商競標成功。但業(yè)主普通不會接受承包商標書中所有內(nèi)容。這就需要雙方進行談判，通過談判最后達到合同。在締約過程中，談判起著至關重要作用。Therearesomekeyissuesinthenegotiation.Theyare：在談判中，有某些核心問題需要注意，它們分別是:Theissueofworkingrange工作范疇問題Itreferstothescopeofworkundertakenbythecontractor，includingconstruction，materials，equipmentsupply，theprovisionofconstructionpersonnel，theamountofworktodetermine，qualityrequirementsandotherresponsibilitiesandobligations.Thescopeofworkistheprerequisitefortheestablishmentofthecontractandalsothebasisofnegotiations.Therefore，itcanbesaidthatthescopeofworkisaveryimportantissueincontractnegotiations.Intheprovisionsofthescopeofworkthefollowingthreecasesshouldbepaidattentionto：它指是承包商承擔工作范疇，這涉及建筑施工、材料、設備供應、關于施工人員條款、要擬定工作量、質(zhì)量規(guī)定和其她責任與義務。工作范疇是合同成立（訂立合同）先決條件，也是談判基本。因而，可以說，工作范疇是合同談判中一種非常重要問題，在工作范疇規(guī)定中，應注意如下三種狀況:Thescopeofworkandcontentisnotclearorthecontractordoesnotcorrectlyunderstand，whichresultsfromleakageandwilldirectlyaffectthecostoftheproject.工作范疇和內(nèi)容表述不清晰，或者承包商沒有對的理解，導致了內(nèi)容泄露，都將會直接影響工程造價。(B)Thetextintheprovisionsofthescopeoftheworkisnotclear.關于工作范疇條款文本表述不清晰。(C)InaccuracycasesinChinesetranslationoftendersinforeignlanguages.Thequotationbasedonsuchincorrecttranslationwillaffectthecontractprice.外文標書翻譯成中文時，存在不精確狀況。基于這樣錯誤翻譯報價將會影響合同價格。Allofthesecasesinthenegotiationsmustbeveryclear.Thekeyequipmenttranslationmustbeprofessional.Itneedstechnicalpersonnelandinterpreterstoreviewandstrivetoavoidbigmistakes.所有這些浮現(xiàn)狀況在談判中都必要非常清晰。核心設備翻譯必要是專業(yè)。需要技術人員和口譯員去認真審查，竭力避免大錯誤。Theissueofcontractprice合同價格問題Contractpriceisthemostimportantcontentofthecontract，whichisthekeytothediscussion，includingunitprice，totalprice，salary，overtimeandothercosts，aswellaspaymentmethodsandpaymentconditions.Contractpricesareaffectedbythescopeofwork，contractdurationandotherobligations.合同價格是合同當中最重要內(nèi)容，它是談判核心。涉及單價、總價、薪水、加班費和其她費用，以及付款方式和付款條件。合同價格受工作范疇、合同工期和其她義務影響。Theowneraskedthecontractortouseafixedpricetobid，orallowedsomepriceflexibilityclauses.Forexample，intheeventofadevaluationofthecurrency，couldthecontractpricebeincreased?Ifnotallowed，thenthecontractorshouldmakejudgmentsonthepricebyconsideringfullfactorssuchasthecountry’spoliticalsituation，economicconditionsandsoon.業(yè)重規(guī)定承包商使用固定價格來投標，或容許某些彈性價格條款。例如，在貨幣貶值狀況下，合同價格與否可以增長？如果不容許，則承包商應充分考慮如該國政治狀況、經(jīng)濟條件等諸多因素，對價格產(chǎn)生影響作出判斷。(B)Inthecontractperiod，theownercanorcannotguaranteeacertainorseveralcommoditiespricesstable.Forexample，theowneraskedthecontractortouseafixedpricetobid，butcanguaranteethepricesofasmallnumberofothercommoditiessuchascementstable.Ifthesecommoditypriceswereraised，thecontractpricecouldbeincreased.在合同有效期內(nèi)，業(yè)主不一定能保證某種或幾種商品價格穩(wěn)定。例如，業(yè)重規(guī)定承包商使用固定價格進行投標，但可以保證其她少數(shù)商品，如水泥價格穩(wěn)定。如果這些商品價格上漲，合同價格也許會提高。Theissueofcontractprojecttime合同項目時間問題Thecontractdurationindicatesthatthecontractor’sworkmustbecompletedwithinaspecifiedperiodoftime.Itisthedefaultbasisfordefaultingfine，butalsoanimportantfactoraffectingthecontractprice.Thecontractdurationrequirementsshouldbestatedasfollows：合同工期表白，承包商工作必要在規(guī)定期間內(nèi)完畢。這是違約罰款默認基本，也是影響合同價格一種重要因素。合同期限規(guī)定如下:Ifthestartconditionscannotbeguaranteed，thedurationshouldbeextended.Toensurethecompletionofschedule，firstofall，itisnecessarytoprotectthestartontime.Thefactorswhichmayaffectthestartshouldbewrittenintothetermsofthecontract，suchastoprovideconstructiondrawingsontime，todeliverconstructionsitestimely.如果不能保證（項目）開始條件，則應延長工期。為保證按籌劃竣工，一方面有必要保護準時開工。應把也許影響施工開始因素都寫進合同條款中，例如：應準時提供施工圖紙，及時交付施工地點。Iftheownercannotchecktimelybeforeacceptance，thedurationshouldbeextended.Someowners，subjectivelyinordertodelaypaymentorobjectivelyduetoincreasingtheamountofengineeringormodifyingthedesigncontentandotherfactors，donotchecktheprojectbeforeacceptance，whichhasbeencompletedbythecontractor.（某些業(yè)主，由于有想推遲付款主觀因素，或由于增長了工程量或修改了設計內(nèi)容或其他因素等客觀因素，驗收前不檢查承包商已竣工項目）.Itwillforcethecontractortointerrupttheconstruction.Therefore，theworkwhichneedstheownertoconfirmtheapprovalshouldbedeterminedadoublelimitedtimelimit.Iftheconfirmationtimeoftheownerexceedsthetimelimit，thecontractorhastherighttorequiretheownertoextendthecontractduration.如果業(yè)主在驗收前不能及時檢查，應當延長工期。某些業(yè)主，主觀上為了推遲付款，或者，客觀上由于增長了工程量或修改了設計內(nèi)容或其他因素，驗收前不檢查承包商已竣工項目。這將迫使承包商中斷施工建設。因而，所有需要業(yè)主確認批準工作應當規(guī)定雙限定期限（即甲方驗收確認時間和乙方施工工期）。如果業(yè)主確認時間超過了規(guī)定期限（時間限制），承包商有權規(guī)定業(yè)主延長合同期限。Hereitisnecessarytomentionthedifferencebetweenthecontractdurationandthecontractperiod.Thecontractdurationisthetimestipulatedbythecontractortocompleteitswork.Andthecontractperiodisthevalidperiodofacontract.Inthecontractofconstruction，thecontractperiodisgenerallylongerthanthecontractduration.Thatis，thecontractdurationmaynothavebegunandthecontractperiodisnotterminatedattheendofthecontractduration，suchasmaintenanceperiodexisting.在這里，有必要提及合同工期和合同有效期區(qū)別。合同工期是指承包商完畢工作所規(guī)定期間；合同有效期是合同有效期限。在施工合同中，合同有效期普通比工期要長。也就是說，工期也許還沒開始，（合同已經(jīng)生效）；而工期已結束，但合同有效期還沒結束，例如尚有保修期存在。Theissueofinspectionandacceptance驗收事項Theownersformallyacceptthecontentsoftheworkcompletedbythecontractorinaccordancewiththecontractandthenewrequirements.Thisworkwilldirectlyaffectthecontractdurationandconstructioncosts.Payattentiontotheacceptancerange，acceptancetime，acceptancequalitystandardsandotherissues.Inspectionandacceptancecanbedividedintothreeforms.Thefirstisinspectionandacceptanceoftheconstructionofasinglework(oraprocess)，suchastheconcealedprojectacceptance.Thesecondistheinspectionandacceptanceofcompletionoftheentireproject，includingissuingtheacceptancecertificateofcompletion.Thethirdisinspectionandacceptancefortheconstructionofmaterialsandequipment.業(yè)主依照合同和新規(guī)定，正式驗收承包商完畢工作內(nèi)容，這項工作將直接影響合同工期和施工成本。這個工作會直接影響工期和工程有關費用。要注意驗收范疇﹑驗收時間，驗收質(zhì)量原則和其她問題。驗收可以被提成三種形式。第一種就是單一工作(或者某一過程)施工驗收，例如隱蔽工程驗收。第二種是對整個項目竣工驗收，涉及簽發(fā)竣工驗收證書。第三種是對建材和設備驗收。U12/SECTIONCHowtoNegotiateforInternationalProjectContract(P82-83)Inthenegotiationprocessofinternationalprojectcontract，thenegotiatorofthebiddershouldusedifferentnegotiationskillsasthenegotiationsituationandthenegotiationintensitycontrast.在國際工程項目合同談判過程中，競標方談判官，在不同談判情景與談判強度對照之下，應當采用不同談判技巧。Tofindouttheintentionoftheowners.Bidders’negotiationteamshouldhaveapersonresponsibleforrecording.Thewordsofeachotherallshouldberecorded.Ithelpscarefulanalysisofeachother’sintentionstodeterminebidder’snextstepinthenegotiations.弄清晰業(yè)主意圖。投標方談判小組應由一專人負責記錄。雙方所有話都應記錄下來。這有助于仔細分析對方意圖，利于投標方擬定談判中下一步要采用方略。Totesteachother’sbottomline.Biddersinthenegotiationsshouldpayattentiontothebottomline，understandwhatotherside’sbottomlineisanddeterminewhichconditionstheothersidereallywantstoadheretoandwhichconditionisafeint.

測試對方底線。在談判中，投標方應注意底線問題，理解對方底線是什么，并擬定對方真正想要堅守條件是什么，哪些條件是對方偽裝。(C)Biddersshouldfullyanalyzethesituation，maketherightjudgments，takeadvantageoftheotherside’sweaknessesandforcetheothersidetomakecompromises.Asforone’sownweaknesses，thebiddershouldtrytoavoid.投標方應當全面分析談判局勢，作出對的判斷，運用對方弱點，迫使對方作出妥協(xié)。至于自身弱點，投標方應當竭力避免。（D）Ifthenegotiationsstalled，thebiddersmaywishtocall“pause”andtelleachother：theywanttofindtheboss’orexpert’sconsultation.Thisallowsbothpartiestohavetimetoreconsidertheirpositionandtogivethemtheopportunitytostudycountermeasuresortoreturntothenegotiatingtablewithalittleconcession.如果談判陷入僵局，投標方也許但愿叫“暫?！保⒏嬷獙Ψ剑核齻兿胫\求老板或?qū)＜艺髟?。這樣雙方就有時間重新考慮自己立場，有機會研究對策，或在作出稍許讓步狀況下，重新回到談判桌上。Thepriceshouldbepreparedforconcessions.Thepriceisthefocuswhichtheownersareconcernedabout.Becausethepriceofaprojectisveryeasytobeseenandconcerned，inthenegotiations，ifnecessary，thebiddersshouldmakesomeconcessionsontheprice.Butthetermsofthecontractisnoteasytoseeclearly，whichalsohidesahugeinterestandcanfindsomeback.價格應當準備好做出讓步。價格是業(yè)主們關注焦點。由于一種項目價格總是顯而易見又讓人關注。在談判中，如有必要，投標方需要在價格上做些讓步。但合同中條款并不容易看明白，其中也隱藏了巨大利益，可以找回某些利益（或損失）。(F)Compromisestrategy.Inordertospeedupthesettlementoftheproblemsencounteredinthenegotiations，acompromiseisagoodway.Iftheownerputforwardacompromise，thebiddercouldtaketheinitiative，andthenbargain.Soassoonaspossiblethetwopartieswouldreachanagreement.妥協(xié)方略。為了加快解決談判中遇到問題，妥協(xié)是一種好辦法。如果業(yè)主提出了妥協(xié)，投標方就可以采用積極，然后進行議價，這樣合伙雙方才有也許盡快達到一致。Unit13Negotiation(2)U13/SectionASomeTipsforNegotiation(P84-85)Thefollowingaresomeissuesthatshouldbenegotiatedininternationalengineeringcontracts.如下是在國際工程合同談判中需要注意問題：(1)Theissueregardingguarantee關于擔保問題Provisionsrelatingtoguaranteeininternationalengineeringincludethefollowing：國際工程中關于擔保條款涉及如下：Warrantiesontimelimitfortheproject項目期限擔保WarrantiesontimelimitfortheprojectmeantheOWNERortheCONTRACTORshallberesponsibleforanycostincurredforthesuspensionofprojectduetothefaultontheirownpart.項目期限擔保意味著，業(yè)主或者承包商應當，對任何因她們己方過錯導致項目暫停，從而遭受任何損失要肩負負責。Paymentguarantee支付擔保ThepaymentguaranteeisawritteninstrumentinwhichthebankortheprofessionalguaranteecorporationprovidestotheCONTRACTORfortheOWNER’shonoring(兌現(xiàn))thepaymentengineeringsum(progressclaim)attheconfirmationoftheworkquantity.支付擔保是由銀行或者專業(yè)擔保公司在確認工作量時，向承包商提供，由業(yè)主兌現(xiàn)工程款項（工程進度款）一種書面文據(jù)。Performanceguarantee履約擔保TheperformanceguaranteeisawritteninstrumentinwhichthebankortheprofessionalguaranteecorporationprovidestotheOWNERfortheCONTRACTOR’sperformance(履約)ofcontract，pledging(承諾)theCONTRACTORtoimplement(履行)theobligationsofitsowninthecontract.履約擔保是由銀行或?qū)I(yè)擔保公司，向業(yè)主提供，由承包商履約合同，承諾由承包商履行自己在合同中義務一種書面文據(jù)。Insurances保險Forexample，priortothecommencementoftheconstructionwork，theOWNERshallcompleteinsurancefortheconstructionengineering，thelifeandpropertyofthepeopleengagedintheconstructionworkinthesiteandthethirdpersonandpaytheinsurancepremiumforthem.例如，在施工建設開始之前，業(yè)主應當為施工工程、施工現(xiàn)場工程人員生命財產(chǎn)和第三人上保險，并為其支付保險費。Varioustypesofguaranteeinthebiddingdocumentsaregenerallyaccompaniedbyafixedform.投標文獻里，各種類型擔保（文據(jù)），普通都附有固定表格。(2)Theissueofresponsibilityofcontractbreach合同違約責任問題Ifanyofthepartiestothecontractisunabletoperformorfailstoperformthecontractduetoitsfault，itshallcompensatetheotherpartyforthelossarisingfromitsbreachofthecontractinaccordancewiththecontractandpayacertainamountofliquidateddamages.Inthenegotiation，thepartiesmustclearlyspecify((詳細闡明；詳細指明)somespecific(明確；特定；詳細)responsibilities.合同當事人，因其過錯，不能履約或者無法履行合同，應當按照合同商定，補償對方因違約所引起損失，并支付一定金額違約補償金。談判中，各方必要明確規(guī)定某些詳細責任。Liability(責任；債務；負債)forbreachofcontract（違約）shouldbeconsideredfromthefollowingthreeaspects：違約責任應從當如下三個方面考慮：Toclearthenonperformanceofthecontract明確合同不履約狀況Forexample，we(astheCONTRACTOR)，failstocompleteprojectwithintheconstructionperiodorwe(astheOWNER)failstopaytheengineeringsum，whendeterminingourliability(責任)forbreachofcontract，weshouldspecify(規(guī)定；詳細闡明)certainactsoftheotherpartywhichareaprerequisitefortheperformanceofourpartyatthesametime.Iftheotherpartyfailstoimplementtheseobligationssetinthecontract，weshallnotconstitutethebreachofcontract，like“theconstructionworkcannotbecarriedoutbecauseoftheOWNERnotpayingtheengineeringsumassetinthiscontract.”例如，我方（作為承包商）在施工期內(nèi)未能完畢工程，或者我方（作為業(yè)主）未能支付工程款項，在擬定違約責任時，咱們應當詳細闡明(或規(guī)定)，對方某些行為是我方同步履行合同先決條件。如果另一方不履行合同中規(guī)定義務，我方則不構成違約，例如“因業(yè)主未能支付本合同中所規(guī)定工程款項，從而施工工作無法進行，(不屬于違約狀況)”。Toclearthekeyright明確重要權利Asforourkeyright，itisnecessarytostipulate(規(guī)定)theliabilityforbreachofcontractoftheotherpartyinordertoguaranteeitsperformanceoftheobligations.Forexample，we(astheCONTRACTOR)shouldspecify(詳細闡明；詳細指明)theobligationsandliabilities(責任；債務；負債)forbreachofcontractastotheOWNER’shonoringthepaymentengineeringsum.對于我方重要權利，有必要規(guī)定對方違約責任，以保證履行義務。例如，我方（作為承包商）應當規(guī)定(或詳細闡明)關于業(yè)主兌現(xiàn)工程款項義務和違約責任。Toclearthedisputeresolution明確爭議解決辦法Ifthedisputeabouttheliabilityforbreachofcontractandthelosscausedbythebreachofcontractcannotbesettledthroughconsultation(協(xié)商)，itwillbebettertobesettledbyconsultingengineersthanthroughlitigation(訴訟，起訴)whichusuallydoesharmtothecooperationbetweenparties.如果發(fā)生了違約責任導致了爭議，和違約導致?lián)p失(糾紛)，不能通過協(xié)商解決，最佳征詢工程師來解決，而不是通過會對雙方合伙導致?lián)p害訴訟方式來解決。(3)Theissueofthesourceofconstructors施工人員來源問題Itisanimportantissuetobediscussedininternationalengineeringcontractnegotiations.Itdirectlyaffectsthecostandconstructionefficiency.這是一種在國際工程合同談判中討論重要議題。它直接影響到工程造價和施工效率。Lotsofthingsshouldbetakenintoaccount：thetotalnumberofconstructionpersonnelrequiredfortheproject，thenumberofforeignworkersallowedtorecruit，therequirementsofthegovernmentfortheuseoflocalworkers，thepossibilityofhiringenoughskilledworkersfromthelocal，theprovisionsofthelocalgovernmentonthewagesandwelfareoflocalworkers，restrictionsonforeignworkersapplyingforentryvisas，residencepermitsandworkpermits，andwhethertheserestrictionspossiblyresultinginforeignworkersfailingtoentertheconstructionsiteonscheduleandsoon.有許多問題需要考慮：項目規(guī)定施工人員總人數(shù)；容許招募外籍工人數(shù)目、政府對本地用工規(guī)定、從地方雇傭足夠技術工人也許性、本地政府規(guī)定本地工人工資與福利原則(或法規(guī)條款)、對外籍工人申請入境簽證、居住允許和工作允許限制條件，尚有與否這些限制條件，也許會導致外籍工人不能準時進入施工現(xiàn)場等等問題。(4)Theissueofbuildingmaterialsandmechanicalequipment建材和機械設施問題Buildingmaterialsandmechanicalequipmentarealsoanimportantissueinnegotiations.Somepointsshouldbeconfirmedinthediscussion：whetherthematerialsandmechanicalequipmentusedintheprojectcanbeimportedduty-freeorpartlyduty-freethroughconsultationandtaxesandtaxrates(應收稅和稅率)ontaxablegoods；whethergoodsexemptfromcustomsdutiescanbere-exportedorsoldlocally；whetherthelocalgovernmentrequiresthecontractortousesomelocalmaterialandsoon.建材和機械設備也是談判中一種重要議題。在討論中應當確認某些要點：項目使用材料和機械設備與否可以通過協(xié)商、應稅貨品應收稅和稅率，獲得進口免關稅或某些免關稅；免關稅貨品與否可以再出口或在本地出售；本地政府與否規(guī)定承包商使用本地材料等。U13/SectionCHowtoRefuseinNegotiations(P90)Intheprocessofcontractnegotiation，itisinevitabletorejecttheotherside’srequirements.Ittakescourageandwisdomtorefuseandthisrequiresnegotiatorsnottoagreewiththerequirementsoftheothersideeasilyandattherighttimetofightforhisownfavorableconditionsinawayneitherservile(卑躬；諂媚)noroverbearing(專橫；傲慢；盛氣凌人).Aclevernegotiatorwillbereasonablewhenherefusesandachieveshisgoalswithoutprovokingtheotherside.Thetechniquesofrejectionshouldbeweighedandchosenbyeffect.在合同談判過程中，回絕對方規(guī)定是不可避免?；亟^需要勇氣和智慧，這規(guī)定談判者不能容易批準對方規(guī)定，在恰當時候要以不卑不亢方式來爭取對自己有利條件。一種聰穎談判者會合情合理地回絕對方，并且在不激怒對方狀況下達到她目?；亟^技巧應當依照談判效果來權衡和選取。Humorisalwaysoneofthemosteffectiveskillsusedtorejecttheotherside.Whentheothersideresolutelyrefusedtocutpricesorreducingconditions，usewordswithhumorandeaseortellawonderfulstorytomaketheothersideunderstandtherejectionbyreadingbetweenthelinessoastoavoidtheembarrassmentoftheotherside，andtotransfertheunhappinessofbeingrejected.Forexample，“Ifyouinsistonthisprice，pleaseprepareforourwinterclothesandfood.Youneverwantourstafftoworkforyouinhungerandcold.”幽默始終是用來回絕對方最有效技巧之一。當另一方堅決回絕降價或減少條件時，你可以用輕松幽默語言，或者講一種精彩故事方式，讓對方從話里句間明白你回絕意思。這樣可以避免對方尷尬(或化解尷尬)，也轉(zhuǎn)移被回絕后不快。舉個例子，“如果你方堅持這個價格，請準備好咱們冬裝和食物。你永遠不但愿咱們員工在饑寒交迫中為你工作?！盨ettinganimpossibleprerequisite(先決條件；前提，必備條件)fortheothersidetorejecthisunreasonablerequesteuphemisticallyisalsoausualmeanstoreject，suchas：“Unlessweuseinferiorrawmaterialstoreduceproductioncostsby50percent，couldwemeetyourprice.”Becauseitisimpossiblefortheothersidetoaccepttheprerequisite，itiscomparatively(比較地；相本地)easyforhimtounderstandtherejection.設定一種不也許先決條件，委婉地回絕對方不合理祈求，也是一種慣用回絕手段。例如：“除非我方使用劣質(zhì)原材料來減少50%生產(chǎn)成本，否則我方不也許滿足你方價格”。由于對方不也許接受這一先決條件，因此她們會很容易明白遭到回絕了。Whenthenegotiationsweredeadlocked，bothsidesinsistedonnotgivingin，wisenegotiatorsalwaysavoidthefocusofrecentproblemorgiveappropriate，preferentialconditionsorcompensationwithincapacity.Toachievethepurposeofrefusal，negotiatorsusuallyattempttodelayoravoidtalkingabouttherecentproblemssincelongtermgoalsarenotspecific，andthechangeofrelatedfactorsisdifficulttopredict.Infact，notmakingcommitmenttotherecentproblemsisanimportantskilltoachievethepurposeofrefusalinthenegotiations.當談判陷入僵局時，雙方都堅持不讓步，明智談判者總是避開近來問題焦點，或者在能力范疇之內(nèi)予以對方恰當、優(yōu)惠條件或補償。為了達到回絕目，談判者普通會嘗試遲延或者是避免談論近來問題，由于長期目的并不明確，且有關因素變化很難預測。事實上，不對近來問題作出承諾，是在談判中達到回絕目一項重要技巧。Sometimesthereisnowaybuttogiveaflatrefusal，butnegotiatorsshouldhedgeagainst(避免損失辦法)thepossiblebadconsequencesandpreparewellinadvance.Forexample，theOWNERmakesuseofhisadvantageouspositiontomakeunreasonabledemandsorholddownthebidprice.有時，如果真沒有辦法，只能斷然回絕對。但是談判者應當未雨綢繆以防范也許不良后果。并提前做好準備。例如，業(yè)主運用自己優(yōu)勢地位，提出不合理規(guī)定或者壓低投標價格。

Unit14TechnicalDiscussion(1)SectionACommonCausesofConstructionDisputes施工爭議(糾紛)共因(P91-93)