教學(xué)課件-經(jīng)貿(mào)英語(yǔ)會(huì)話

經(jīng)貿(mào)英語(yǔ)會(huì)話Unit1BusinessNegotiationSkills

Section1StartingtheNegotiationWordsandExpressions:Spoiled/sp?ilt/adj.被寵壞了 Honestly/'?nistli/adv.說(shuō)實(shí)話hospitality/,h?spi't?liti/n.好客thoughtful/'θ?:tful/adj.考慮周到的blouse/blaus,blauz/n.女式襯衫proceed/pro'sid,pr?-/vi.進(jìn)行atyourdisposal由你(們)安排simplify/'simplifai/vt.簡(jiǎn)化discretionarymoney(買完必需品后的）余錢recession/ri'se??n，ri'se?n/n.(經(jīng)濟(jì)）衰退getflatten變得更癟了commonnecessity日常必需品inelastic/ini'l?stik/adj.剛性的wellput說(shuō)得好1.熱身話題

Didyouhaveapleasantflight?旅途還愉快嗎？

Howdoyouliketheweatherhere?你覺(jué)得這的氣候怎么樣？Whatdoyouthinkofyourhotel?

你覺(jué)得你的賓館如何？DidyouhaveagoodtimeontheGreatWall?

你在長(zhǎng)城玩的愉快嗎？2.起始用語(yǔ)Shallwegetstraightdowntobusiness?我們可以開始談生意了嗎？MayIbeginbywelcomingyoutoourfactory.我可以開始了嗎？歡迎您到我們工廠來(lái)。Whatpartofthecontractshouldwediscuss?我們?cè)撚懻摵霞s中的哪個(gè)部分呢？I’vecomeheretodiscussthepointofshippingtoday.我今天來(lái)這里是要討論裝運(yùn)事宜。3.了解信息Couldyoutellmeabitaboutit?您能把這方面的一些情況告訴我嗎？Couldyoutellmehowmuchyouaregoingtoreducetheprice?您能告訴我你們打算降多少價(jià)嗎？CouldIaskwhatistheusualpracticeofpayment?請(qǐng)問(wèn)你方付款方式的習(xí)慣做法是什么？Couldwetalkaboutthetermsofpayment?我們能談?wù)劯犊顥l件嗎？Wouldyoumindtellingmehowthesegoodsshouldbepacked?您可以告訴我這些貨物該如何包裝嗎？IwonderifIcouldaskyouaboutwhenthevesselwillarrivehere.不知我是否可以問(wèn)問(wèn)船將于何時(shí)到達(dá)此地。4.給對(duì)方信息（1）如果有人向你了解信息，你可以回答：AsfarasIknow,thepresentmarketisratherfavorabletous.就我所知，目前的市場(chǎng)對(duì)我們十分有利。Well,inconfidence,Icantellyouthatwecanshipthegoodsintime.好吧，我可以很有把握地告訴你我們能及時(shí)裝運(yùn)貨物。I’mafraidIcan’ttellyouthat—it’sconfidential.恐怕我不能告訴您——因?yàn)槟鞘菣C(jī)密。（2）如果想給別人一些信息，你可以說(shuō)：I’dlikeyoutoknowthatnobodywillbuythissortofproducts.我希望您知道沒(méi)有人愿意購(gòu)買這種產(chǎn)品。Ithinkyoushouldknowthatit’sveryimportanttotackletheproblem.我想您應(yīng)該知道解決這個(gè)問(wèn)題很重要。Doyouknowthatyou’veshippedthewronggoods?您知道你方錯(cuò)裝了貨嗎？Section2NegotiationWords&Expressions1.quote/kw?ut/

vt.報(bào)(價(jià)),開(價(jià))[(+at/for)]

Theheavyoilwas

quoted

at$17perbarrel.

重油報(bào)價(jià)為每桶十七美元。

He

quoted

2,000dollarsforrepairingthedoor.

他要價(jià)兩千元修那扇門。2.unit/'ju:nit/n.

單位;單元3.order/'?:d?/n.

&v.訂單，訂購(gòu)4.flexible/‘fleks?bl/adj.靈活的，有彈性的5.bug

/b?g/

n.故障，毛病UsefulSentences1.表達(dá)我方意見(jiàn)（這部分按語(yǔ)氣由強(qiáng)到弱進(jìn)行排列）（1）強(qiáng)烈式I’msurethatthequalityisfine.我肯定質(zhì)量不錯(cuò)。I’mconvincedthatwecaneffectshipmentintime.我深信我們一定能及時(shí)裝運(yùn)貨物。It’sperfectlycleartomethepresentmarketisratherfavorabletous.我十分清楚目前的市場(chǎng)對(duì)我們十分有利。Don’tyouthinkthepriceistoohigh?您不認(rèn)為價(jià)格太高了嗎？Wouldn’tyousay(that)thiscolorisratherbeautiful?您不認(rèn)為這顏色很漂亮嗎？（2）一般式（最常用式）Ithink/considerthatnobodywillbuythissortofproducts.我認(rèn)為沒(méi)有人愿意購(gòu)買這種產(chǎn)品。Inmyview/opinion,yourproposalisworkable.在我看來(lái)，您的建議是可行的。WhatI’mtryingtosayisthatthecontracttermsarenolongerfair.我想要說(shuō)的是這個(gè)合同的條件不公平。Tobequitehonestwithyou,wedon’tbelievethattheproductwillsellverywellinChina.老實(shí)說(shuō)，我們不認(rèn)為那種產(chǎn)品會(huì)在中國(guó)暢銷。（3）不明確式（有些猶豫或保留）I’minclinedtothinkthatthemarketwillbefine.我傾向于認(rèn)為市場(chǎng)會(huì)好的。Myinclinationwouldbetohaveatalkthisweek.我想在本周舉行洽談。Itendtofavortheviewthatthingsaretakingagoodturn.我傾向于贊成情況正在好轉(zhuǎn)的意見(jiàn)。We’dappreciateitifyoucouldsellittousforUS$1200perunit.如果您能以每臺(tái)1200美元賣給我們的話，我們會(huì)不勝感激。2.征求對(duì)方意見(jiàn)Whatareyourviews/feelingson/aboutourprice?您覺(jué)得我們的價(jià)格怎么樣？I’dbeglad/gratefultohaveyourviewsonthisproposal.我很高興聽(tīng)聽(tīng)您對(duì)這個(gè)建議的看法。Doyouagreetothis?這個(gè)您同意嗎？Doyouhaveanycommentsonthepresentmarket?您對(duì)目前的市場(chǎng)有何評(píng)論？Letmehaveyourviewsonournewproducts.請(qǐng)讓我知道您對(duì)我們新產(chǎn)品的看法。3.不明白對(duì)方意思時(shí)Sorry,couldyousaythatagain,please?很抱歉，請(qǐng)您再說(shuō)一次好嗎？Couldyouexplainwhatyoumean?您能解釋一下您的意思嗎？Couldyoupleaseputitmorebriefly?您能說(shuō)得更簡(jiǎn)短一點(diǎn)嗎？Couldyoupleasegettothepoint?請(qǐng)您把重點(diǎn)說(shuō)清楚好嗎？Couldyougivesomeexamples?能否舉例說(shuō)明一下？4.提出建議（這部分按語(yǔ)氣由強(qiáng)到弱進(jìn)行排列）（1）強(qiáng)烈式Theonlysolutionisthatyoumustreplacethedefectiveproducts.唯一的解決方法是你們必須更換所有的瑕疵品。Wemustimprovethequalityoftheproducts.我們必須提高產(chǎn)品質(zhì)量。You’dbetteramendtheLetterofCredit.您最好修改信用證。（2）一般式Irecommend/suggest/proposethatweshouldbuyanewcomputer.我建議我們應(yīng)該買一臺(tái)新的電腦。Myrecommendation/suggestion/proposalisthatweshouldadjusttheprice.我的建議是我們應(yīng)該調(diào)整價(jià)格。Ithinkweshouldprovidethemamarketreport.我認(rèn)為我們應(yīng)該向他們提供一份市場(chǎng)報(bào)告。（3）不明確式ItmightbeagoodideatoextendtheLetterofCredit.展延信用證也許是個(gè)好主意。Ientirelyapproveofyoursuggestion.我完全贊成您的建議。Haveyouthoughtofreducingtheprice?您考慮過(guò)降價(jià)嗎？Whataboutadvertisinginthenationalpress?在國(guó)內(nèi)報(bào)紙上做廣告怎么樣？WoulditbepossibleforyoutosellittousforUS$1200perunit?您是否可能以每臺(tái)1200美元的價(jià)格賣給我們呢？5.接受建議（這部分可分為標(biāo)準(zhǔn)式和非正規(guī)式兩種方式）（1）標(biāo)準(zhǔn)式I’m(completely)infavorofthat.我（完全）贊成。I’veabsolutelynoobjections.我絕無(wú)異議。I’msurethat’sthebestsolution/idea.我確信那是最好的解決方法／主意。Isupposeyouareright.我想您是對(duì)的。（2）非正規(guī)式Great/Excellent/Wonderful/Terrific/Fantastic!好極了！Soundsfine.聽(tīng)起來(lái)不錯(cuò)。Suitsmefine.很適合我。I’llsay.對(duì)呀。Fairenough.很公平。6.拒絕對(duì)方的建議（這部分按語(yǔ)氣分為強(qiáng)烈式、一般式和外交式三類）（1）強(qiáng)烈式That’sjustnotfeasible.那行不通。Ireallycan’tacceptthat.我真的不能接受。I’mabsolutely/completelyagainstthat.我絕不贊成。（2）一般式（一般式的拒絕通常以道歉開始）I’mafraidthisdoesn’tsolveourproblem.恐怕這不能解決我們的問(wèn)題。I’mafraidwehaveconflictingviewsonthematter.恐怕我們對(duì)這件事的看法有些出入。I’msorry,butIhavereservationsaboutthat.很抱歉，我對(duì)此有所保留。（3）外交式IwouldifIcould.如我能辦到，一定盡力而為。Isthereanythingelse?還有別的辦法嗎？Well,perhapsanothertime.噢，或許下次吧。Iappreciateyourpointofview,butI’mnothappyaboutinvestinglargesumsofmoneyonit.我很欣賞您的觀點(diǎn)，不過(guò)我不想在這上面投進(jìn)大筆的資金。Icanseewhyyouwanttodothis,butIdon’tintendtochangemyplan.我明白您為什么想這樣做，但是我不打算改變計(jì)劃。7.希望對(duì)方重新考慮Couldyoureconsiderourproposal?/Couldyouthinkaboutourproposalagain?您能再考慮一下我們的建議嗎？Couldyouthinkoverthematteronemoretime?您能再考慮一下這事嗎？Isn’tthereanywaytochangeyourplans?沒(méi)有辦法改變您的計(jì)劃了嗎？Iseewhatyoumean,butImoreappreciateyourreconsiderationaboutthis.我明白您的意思，但是我將更加感激您對(duì)這事的重新考慮。That’sessential.Ithinkyouneedtalkwithyourboss,forwecan’tgiveinaboutthat.那是很必要的。我想您需要和您老板談?wù)劊驗(yàn)槲覀儾荒茏尣搅恕?.不便明確回答Thatdepends.要看情況而定。Thatmaywellbeso.或許是這樣。I’mnotinapositiontosayyesorno.我無(wú)權(quán)說(shuō)“是”或“不是”。Ineedtimetoconsultwithmycolleagues.我需要時(shí)間和我同事商量一下。I’llconveyyourproposaltomybossandseewhathesays.我會(huì)把您的建議轉(zhuǎn)達(dá)給我上司，看他怎么說(shuō)。I’mafraidIcan’tgivetheanswertothatatthemoment.恐怕此時(shí)我不能答復(fù)您。We’dhavetostudythis.我們得研究一下這個(gè)問(wèn)題。TherearecertainpointsthatI’llhavetoconsiderverycarefully.有幾點(diǎn)我必須要仔細(xì)考慮。It’simpossibleformetogiveadefiniteanswernow.我現(xiàn)在不可能給您一個(gè)明確的答復(fù)。9.施壓Werefusetosignthecontract.我們拒絕簽合同。Inthatcase,Ishouldveryreluctantlyhavetoinsistonimmediatepayment.那樣的話，我就不得不堅(jiān)持立即付款。Look,ifyoudon’tsendyourengineertorepairthemachine,wewillbeforced/obligedtocancelournextorder.瞧，如果您不派工程師來(lái)修理機(jī)器，我們將被迫取消下一次的訂購(gòu)。Unlessyoucutdownthepricesyou’llloseyourmarketshare.如果不減價(jià)，您將失去您的市場(chǎng)份額。10.討價(jià)還價(jià)Couldyoucomedownabitontheprice?您能降點(diǎn)價(jià)嗎？Whatwouldbeyourlowestpriceforyourproduct?你們的產(chǎn)品的最低價(jià)是多少？Areyoupreparedtoacceptatenpercentdiscount?您準(zhǔn)備接受10%的折扣嗎？Thepricedependsonquantity.價(jià)格依數(shù)量而定。ThatisfarmorecostlythanIexpected.那比我預(yù)料的貴多了。Pricecannotbetakenseparatelyfromquality.不能拋開質(zhì)量談價(jià)格。Wewon’tmakeanyprofitatthatprice.以那個(gè)價(jià)格我們沒(méi)有任何利潤(rùn)可賺。I’llgonofurther.我不能再讓步了。Howaboutmeetingeachotherhalfway?能不能互作讓步？11.打斷別人講話MayIinterrupt?我可以打斷一下嗎？Sorrytobuttin,butwhatisyourlowestprice?很抱歉打斷一下，你們的最低價(jià)是多少？DoyoumindifIsaysomethinghere?您介意我在這里插一句嗎？Excusemeforinterruptingyou,butcouldyougivemearoughideaoftheamountneeded?請(qǐng)?jiān)彺驍嗄?，不過(guò)您能否告訴我，您大概需要多少數(shù)量？Section3ConferenceWords&Expressions1.tochairameeting主持會(huì)議2.agendan.待議事項(xiàng)，日程Today’sagendaincludesmanyimportantitems.今天的議程包括了許多重要的項(xiàng)目。3.specificadj.明確的，具體的4.visualadj.視力的，視覺(jué)的5.conveyvt.傳達(dá)，傳遞；表達(dá)6.overalladj.全面的，全部的7.accustomvt.（后常接oneself或用被動(dòng)式）使習(xí)慣（于）［（+to）］Thesepeopleareaccustomedtohardwork.這些人習(xí)慣于艱苦的工作。UsefulSentences1.開始會(huì)議（1）開始會(huì)議（主席的立場(chǎng)）I’dliketogetthingsunderway.我想開始進(jìn)行會(huì)議。underway是“進(jìn)行中”之意。Let’sgetstarted.（開始吧!）是日常生活中頗為常用且令人易懂的說(shuō)法。如果說(shuō)Ladiesandgentlemen,canIhaveyourattention,please?（各位女士先生，請(qǐng)大家注意!）的話，大家應(yīng)該會(huì)靜下來(lái)才對(duì)。（2）主席的自我介紹I’mTianmingYang,thechairmanofthismeeting.我是楊天明，是這次會(huì)議的主席。主席的自我介紹要簡(jiǎn)單明了。中國(guó)式的Iwasnominated(as)chairmanbecause...（我承蒙推舉為主席是因?yàn)椤┑鹊目吞自捠遣槐匾摹Ｒ膊槐丶由瞎久Q及頭銜。（3）闡明會(huì)議的目的及議題Let’sclarifythepurposeofthismeeting.Themaintopicoftoday’sagendaisadvertising.讓我們闡明此會(huì)議的目的。今天主要的議題是廣告。也可以用Themainobjective/purposeofthismeetingis...（這次會(huì)議的主要目的是……）。（4）指名第一位發(fā)言者M(jìn)r.Jones,wouldyoustartthingsoff?Jones先生，請(qǐng)您先開始發(fā)言好嗎？禮貌的說(shuō)法是CouldIaskyoutospeakfirst?較為隨便的說(shuō)法有Couldyoustarttheballrolling?starttheballrolling是借自足球用語(yǔ)的說(shuō)法。（5）征求意見(jiàn)What’syouropiniononthismatter?您對(duì)這件事有什么意見(jiàn)?也常用Whatdoyouthink(aboutthat),Jim?（Jim，你認(rèn)為如何?）。但不可以說(shuō)Howdoyouthink?，如果一定要用How的話，就用Howdoyoufeelaboutit?2.提出問(wèn)題點(diǎn)（1）列舉問(wèn)題點(diǎn)I’lltellyouwhat(Ithink)thetroublespotis.我要告訴您（我認(rèn)為）有問(wèn)題的地方。在談判中，明確表達(dá)自己的論點(diǎn)讓對(duì)方明白是非常重要的。上句中的thetroublespot改用theproblem也可以。如果要想表達(dá)得有學(xué)問(wèn)，也可以用thepointunderdebate“爭(zhēng)論點(diǎn)”或thepointofdisagreement“不一致之處”等詞句。（2）提出問(wèn)題Ithinkthecauseofourpoorsalesperformanceisouradvertisingstrategy.我認(rèn)為銷售額下降的原因在于我們的廣告策略。上句看來(lái)是長(zhǎng)句子，其實(shí)不過(guò)是thecauseof...is…“……的原因是……”的單純句法。poorsalesperformance也可以改用problemofstagnatingsales。（3）提案Iproposemoreadvertisingforthisproject.我提議對(duì)這個(gè)項(xiàng)目多做廣告。propose是“（積極的）提案”。如果改用suggest的話，在語(yǔ)氣上就變得有點(diǎn)消極。美語(yǔ)在口語(yǔ)上常用comeupwith...，如I’dliketocomeupwithastrongadcampaign.（我提議要有一個(gè)強(qiáng)有力的廣告活動(dòng)）。（4）說(shuō)明提案的依據(jù)Thisisbecausethequalityofadvertisingdeterminestherateofsales.這是因?yàn)閺V告的品質(zhì)左右銷售額。在because之前加上mainly/chiefly/partly/only等的情況很多。如Thatwasmainlybecausetheseniormembersofthecommitteerejectedit.（主要是因?yàn)橘Y深委員們否決了它）。（5）說(shuō)明狀況Theresponsetotheadinthenewspaperwas30%lowerthanatthistimelastyear.報(bào)紙上的廣告反應(yīng)與去年這個(gè)時(shí)期相比降低了30%。response是“反應(yīng)”的意思，也可以說(shuō)We’regettingastrongresponsetotheadfromreaders.（讀者們對(duì)廣告的反應(yīng)很強(qiáng)烈）。3.詢問(wèn)及確認(rèn)（1）開口詢問(wèn)I’dliketoaskyouaquestion.我想問(wèn)您一個(gè)問(wèn)題。類似的說(shuō)法還有：Ihaveaquestion(toaskyou/toputtoyou).Letmeaskaquestion.（2）再確認(rèn)一次議題I’dliketoconfirmthepurposeofthismeeting.我想再確認(rèn)一下這次會(huì)議的目的。I’dliketobrieflygoover/reviewthesituation.我想再確認(rèn)一下大致情況。（3）確認(rèn)發(fā)言的內(nèi)容Ibegyourpardon?請(qǐng)您再說(shuō)一次好嗎？也可以說(shuō)Whatdidyousay?/Excuseme?/Sorry?另外，因?yàn)镻ardonme?是較為粗魯?shù)恼f(shuō)法，盡量避免使用為宜。Idon’tunderstandwhatyou’resaying.（我不明白您說(shuō)什么。）則是語(yǔ)氣較強(qiáng)的說(shuō)法。（4）確認(rèn)對(duì)方的意圖Whatdoyoumeanbythat?您那樣說(shuō)的意思是？進(jìn)一步詢問(wèn)說(shuō)Doyoumeanthatthesameadvertisingstrategyisnotgood?（您是說(shuō)用相同廣告的策略不好，是嗎?）也可以。也常用Areyousaying/suggestingthat...?的說(shuō)法。Isthatright?是用來(lái)再次確認(rèn)的詞句。（5）把重點(diǎn)記在心里Weshouldkeepinmindthathigh-qualityadvertisingimprovessales.我們要記在心里，高品質(zhì)的廣告會(huì)促進(jìn)銷路。PleasekeepinmindthatI’monyourside.請(qǐng)不要忘記我是站在你這一邊的。4.回歸正題（1）指出對(duì)方脫離主題Thathasnothingtodowiththemainissue.那跟正題沒(méi)有關(guān)系。havesomethingtodowith...跟……有關(guān)系將something改為nothing表示“與……無(wú)關(guān)”。用irrelevant“無(wú)關(guān)系的”，如Thisisirrelevanttothemainissue.（這跟主題沒(méi)有關(guān)系）則有生硬的感覺(jué)。（2）暗示對(duì)方脫離主題Youseemtobegettingoffthepoint.您似乎脫離主題了。Wouldyoupleasekeep/sticktothepoint?請(qǐng)不要離開重點(diǎn)好嗎？Wouldyouconfineyourremarkstothesubjectofnewspaperadvertising?您能在報(bào)紙的廣告上集中論點(diǎn)嗎?（3）要求明確地說(shuō)明要點(diǎn)Couldyoupleasegettothepoint?請(qǐng)您把重點(diǎn)說(shuō)清楚好嗎?（4）要求回到正題上Let’sgetbacktothemainissue.讓我們回到正題上。getbackto...也可以改用returnto...，要說(shuō)上句之前，加一句That’sallverywell,butwe’renotdiscussingadvertisingpolicynow.（您講得都很好，但是我們現(xiàn)在不是在討論廣告的政策）來(lái)勸告對(duì)方比較有效。（5）確認(rèn)議論進(jìn)展的情形Goingbacktowhatweweretalkingabout...well,wherewerewe?回到我們剛才談到的地方……嗯，我們說(shuō)到哪兒了？Well,weweretalkingabout...嗯，我們?cè)谡動(dòng)嘘P(guān)……5.會(huì)議的運(yùn)作（1）中途退席，自行單獨(dú)討論Excuseusforamoment.We’dliketodiscussitamongourselves.抱歉，我們要中途退席一會(huì)兒來(lái)單獨(dú)討論一下。（2）確認(rèn)下一次會(huì)議的主題Atthenextmeeting,wewilldiscusstheadvertisingexpenses.下次的會(huì)議，我們將討論有關(guān)廣告費(fèi)用的問(wèn)題。Let’scarrythatovertoournextmeeting.讓我們下次會(huì)議繼續(xù)討論。Let’sleavetheremainingdetailsforthenextmeeting.其余部分留到我們下次會(huì)議繼續(xù)討論。（3）決定下次的會(huì)議HowaboutabusinesslunchonThursdayofnextweek?下周四舉行商務(wù)餐如何？Sowe’llmeetat12:30p.m.atLaiLaiRestaurantonThursday,June17.那么我們可以6月17日（星期四）中午12點(diǎn)30分在來(lái)來(lái)餐廳見(jiàn)面。Section4ContinuingandClosingtheNegotiationWords&Expressions1.amicablyadv.友善的，友好的；溫和的2.rationaladj.理性的；合理的3.standstilln.停滯不前4.todrawaconclusion得出結(jié)論UsefulSentences1.強(qiáng)調(diào)互相合作We’dlikeyoutohaveconfidenceinus.我們希望您能信任我們。We’lldoourbesttomeetyourdemands.我們會(huì)盡力滿足您的需求。Weknowwecancountonyou.我們知道我們可以信賴您。Iknowwebothwantthebestpossiblearrangement.我知道我們雙方都希望有最好的安排。Wecanbeflexible.我們有讓步的余地。2.延后訂立Dependingonourlawyers’advice,wemayneedtomeetagain.根據(jù)我方律師的意見(jiàn)，我們需要再商議。Ifwe’regoingtobeworkingtogether,Idon’twanttomakeyoufeelrushed.Talktoyourlawyer,too.如果我們即將合作，我就不想讓您感覺(jué)匆忙，您也應(yīng)和您的律師商量。I’llneedtogooverthiswithmystaffbeforeIcanfinalizethis.在我作最后決定前，我需要和我的工作人員審閱一下。3.達(dá)成協(xié)議Ithinkwe’vecoveredallthemainpointsandareprettymuchinagreement.我認(rèn)為我們已把全部重點(diǎn)列入了，并且協(xié)議非常完美。Sinceweagreegenerally,Ibelievewecanleavetheresttothelegalexperts.因?yàn)槲覀兓径纪饬?，我想其余的我們可交給法律專家來(lái)處理。Now,let’scallinthelawyerstodrawupthecontract.現(xiàn)在我們把律師找來(lái)草擬合約。4.確認(rèn)已商定的內(nèi)容Let’sreconfirmwhereweagree.讓我們?cè)俅_定一下我們已經(jīng)同意的地方。Let’sreviewwhat’sbeendecidedonsofar.讓我們回顧一下目前已經(jīng)決定的事。We’veagreedontheprice,butwehaven’tagreedonthetermsofpaymentyet.價(jià)格我們已經(jīng)同意，但在付款條件上我們尚未同意。You’vepromisedtodeliverwithin6weeksafterwesignthecontract.Isthatcorrect?您答應(yīng)在簽約后的6個(gè)星期內(nèi)發(fā)貨，對(duì)嗎？Beforetheformalcontractisdrawnupwe’dliketorestatethemainpointsoftheagreement.在草擬正式合同之前，我們?cè)僦厥鲆淮挝覀儏f(xié)議的主要項(xiàng)目。5.結(jié)束用語(yǔ)Let’swrapupthediscussion.讓我們結(jié)束這次討論吧！Let’scallitadaytoday.今天到此為止吧！I’mgladwe’vebroughtthistransactiontoasuccessfulconclusion.很高興，我們已成功地達(dá)成了交易。Ithinkwecangointomoredetailatournextmeeting.我想下次的會(huì)議，我們可以討論得更詳細(xì)。I’llbelookingforwardtoyourreplytomorrow.我期待您明天能給我答復(fù)。I’llbeexpectingyournextvisit.我期待您的下一次來(lái)訪。Unit2RangeofBusinessWords&Expressions1.toyrobots玩具機(jī)器人2.remotecontrolelectrictoys遙控電動(dòng)玩具3.greatestpopularity最受歡迎4.average/'avrid/adj.一般的5.plushtoys長(zhǎng)毛絨玩具6.balance/'balns/vt.平衡7.foreignexchangereceiptsandpayments外匯收支8.break/breik/n.休息9.initial/i'nil/adj.初始的，首次的，開始的，最初的Theinitialtalkswerethebaseofthelateragreement.最初的會(huì)談是后來(lái)達(dá)成協(xié)議的基礎(chǔ)。10.manufacture/7manju'fakt/vt.制造，加工n.（機(jī)械）制造，（大量）生產(chǎn)制造業(yè)，工業(yè)thegoodsofhome/foreignmanufacture本國(guó)/外國(guó)制造的貨物Youwillbegrantedrightsofbothmanufactureandsaleofourproducts.你方可獲得生產(chǎn)和銷售我們產(chǎn)品的權(quán)利。Todevelopthemanufacturingindustriestotheutmost,Chinamusthavenewmarketsforherproducts.中國(guó)若要最大限度地發(fā)展制造業(yè)，就必須擁有銷售其產(chǎn)品的新市場(chǎng)。11.appliance/'plains/n.用具，器具kitchenappliances廚房用具anapplianceforcooking烹調(diào)用具、炊具officeappliances辦公用具h(yuǎn)omeappliances/householdappliances家用電器12.range/reind/vi.（在范圍內(nèi)）變動(dòng)Pricesrangefrom5dollarsto10dollars.價(jià)格自五美元至十美元不等。n.變動(dòng)的范圍，變化的數(shù)量或程度abroadrangeof大范圍的awidepricerange極大的價(jià)格變化范圍atalowrangeofprices以低檔的價(jià)格13.impressive/im'presiv/adj.給人印象深刻的，不平常的animpressivepromotion大幅度的提升14.expand/iks'pand/v.擴(kuò)大，拓展toexpandone’sbusiness/operation拓展業(yè)務(wù)／經(jīng)營(yíng)范圍Hisbusinessisexpandingrapidly.他的公司發(fā)展迅速。ThecompanyhasexpandeditsoperationsinAmericabyopeningtwonewbranchofficesthere.這家公司在美國(guó)開辟了兩家分理處，擴(kuò)大了在那兒的經(jīng)營(yíng)。15.access/'akses/n.通路，入口；進(jìn)入vt.存取，（數(shù)據(jù)信息）選取Internetaccessdevice互聯(lián)網(wǎng)接入設(shè)備16.globalization/'lublai'zein/n.全球化operationglobalizationandmanagementlocalization全球化經(jīng)營(yíng)和本地化管理Economicglobalizationisadouble-edgesword,bringingopportunitiesforandpressuresonbusinessorganizationsandexecutives.經(jīng)濟(jì)全球化是一把“雙刃劍”，帶給企業(yè)及管理人員機(jī)遇與壓力。17.essential/i'senl/adj.必需的，必要的tobeessentialto/for對(duì)……至關(guān)重要essentialingredients基本成分Thefollowingelementsareessentialfortheattainmentofanidealorganizationbudget.以下幾個(gè)因素對(duì)成功編制一個(gè)理想的企業(yè)預(yù)算至關(guān)重要。Puretasteisanessentialrequirementinfoodprocessing.味道純正是食品制造加工的重要要求。Itisessentialthatyouarrivepunctually./Itisessentialtogetthisprojectfinishedontime.你有必要準(zhǔn)時(shí)到達(dá)。／有必要按時(shí)完成這個(gè)項(xiàng)目。18.leading/'lidi?/adj.領(lǐng)導(dǎo)的，最主要的；在前的，第一位的After7years’development,thecompanyhasbecomealeadingentityinthisfield.歷經(jīng)七年的成長(zhǎng)，該公司現(xiàn)已發(fā)展成為業(yè)內(nèi)領(lǐng)先的龍頭企業(yè)。19.sector/'sekt/n.區(qū)段；部門；行業(yè)，產(chǎn)業(yè)ITsector信息技術(shù)產(chǎn)業(yè)themanufacturingsector制造業(yè)Weshouldacceleratethedevelopmentofthemodernservicesectorandraisetheproportionofthetertiaryindustryinthenationaleconomy.我國(guó)應(yīng)加快發(fā)展現(xiàn)代服務(wù)業(yè)，提高第三產(chǎn)業(yè)在國(guó)民經(jīng)濟(jì)中的比重。20.domestically/d'mestikli/adv.在國(guó)內(nèi)tomarketdomestically內(nèi)銷domesticallyassociatedenterprise內(nèi)聯(lián)企業(yè)21.plant/plnt/n.工廠，車間；設(shè)備apowerplant發(fā)電廠22.overseas/7uv'siz/adv.在海外adj.外國(guó)的，海外的toproduceoverseas在國(guó)外生產(chǎn)overseastrade海外貿(mào)易23.share//n.一份，部分，份額；股份Thesalesmanageristoleadasalesteamtoachievesalesrevenueandmarketsharetargets,andincreasebrandawareness.銷售經(jīng)理要領(lǐng)導(dǎo)銷售隊(duì)伍達(dá)到銷售額及市場(chǎng)份額目標(biāo)并增加品牌知名度。lion’sshare最大的一份；最好的一份Thelion’sshareofthemuseum’sbudgetgoesonspecialexhibitions.該博物館最大的一部分預(yù)算開支用于開設(shè)專門展覽。Asaresultofnegotiations,PartyBagreestoinvestUS$1millioninthenewly-establishedjointventureandtakeashareof48%.根據(jù)洽談結(jié)果，乙方愿向該新建合資企業(yè)投資100萬(wàn)美金，并獲得企業(yè)股份的48%。UsefulSentences1.公司業(yè)務(wù)Weareamanufacturerofhouseholdappliances.我們是一家家用電器制造商。Wearedealingexclusivelyinsportinggoods.我們專營(yíng)體育用品。We’vebeenspecializingintheexportofmiscellaneousgoods.我們專門從事小雜貨出口業(yè)務(wù)。Weareaspecializedcorporation,handlingtheexportofanimalby-products.我們是經(jīng)營(yíng)畜產(chǎn)品出口的專業(yè)公司。Therehasbeenaslowdowninthewooltradewithyou.和你們的羊毛貿(mào)易已有所減少。Tradeinleatherhasgoneup/down3%.皮革貿(mào)易上升／下降了百分之三。Ourcompanymainlytradesinartsandcrafts.我們公司主要經(jīng)營(yíng)手工藝品。2.介紹和宣傳產(chǎn)品Ourproductsarelessexpensivebuthigherinquality.我們公司的產(chǎn)品價(jià)格更便宜，質(zhì)量更好。Thisisournewest/best-sellingproduct/ourmajorproductthisyear.這是我們的最新／賣得最好的產(chǎn)品／我們今年的主要產(chǎn)品。Thismodelhasbeenoneofourlongtimesellers.這種款式是銷路一直很好的產(chǎn)品之一。ThisproductisabighitinJapan.這種商品在日本取得了很大的成功。Thissystemismoreeconomical/efficientthanthepreviousone.這種新系統(tǒng)比以前的更經(jīng)濟(jì)實(shí)惠／更具效率。Themachineisdurable/smallandlight/easiertouse.這種機(jī)器很耐用／小巧輕便／易使用。Thisissuperiortotheoldone.這比老機(jī)型好。3.詢問(wèn)印象，征求感想Whatdoyouthink(ofit)?您認(rèn)為（這個(gè)）怎樣？What’syourimpressionofthisproduct?您認(rèn)為這一產(chǎn)品怎樣？Couldyoutellmewhatyouthink?能不能談?wù)勀南敕ǎ縄’dliketohearwhatyouthink.我想聽(tīng)聽(tīng)您的看法。Whatinterestsyoumost?什么讓您最感興趣？Whatisyourmainconcern?什么是您最關(guān)心的？4.咨詢和提供信息I’dliketoknowmoreabout/getmoreinformationonyourproducts.我想進(jìn)一步了解一下貴公司的產(chǎn)品。I’dliketohavefurtherdetails.我想進(jìn)一步詳細(xì)了解一下。Couldyouexplainthenewfeatures?請(qǐng)您說(shuō)明一下它的新特色／新功能，好嗎？Here’resomehandoutsthatgiveabriefintroductiontoourproducts.Pleasetakealook.這是些產(chǎn)品介紹，請(qǐng)看一下。Couldyoushowmeacatalog/somesamples?您能給我看一下產(chǎn)品目錄／一些樣品嗎？Wouldyouliketohaveapricelist,too?您還需要一份價(jià)格表嗎？WhatelsecanItellyou?還需要我再介紹些什么嗎？AdditionalWords&Expressions:1.foreigntrade對(duì)外貿(mào)易2.overseastrade海外貿(mào)易3.internationaltrade國(guó)際貿(mào)易4.totradewith和...進(jìn)行貿(mào)易5.todobusinessinamoderateway做生意穩(wěn)重6.tomakeadeal做一筆交易7.tradecircles貿(mào)易界8.tohandle/totradein經(jīng)營(yíng)某商品9.businessscope/frame經(jīng)營(yíng)范圍10.tradingfirm/house貿(mào)易行，商行Unit3QualityandQuantityWords&Expressions1.popularityn.流行，普及，受歡迎2.salableadj.有銷路的，適于出售的3.capsulen.膠囊4.sizableadj.相當(dāng)大的5.minimumquantity最小量6.topassonto轉(zhuǎn)交7.indetail詳細(xì)地8.satisfactoryadj.令人滿意的，稱心如意的9.appeal(to)/'pil/v.對(duì)……有吸引力Thesepicturesdonotappealtome.這些畫不合我意／我不欣賞。10.provide/pr'vaid/v.提供，供應(yīng)ABCcompanyprovidedthesegoodsforus./ABCcompanyprovideduswiththesegoods.ABC公司為我們供應(yīng)了這些貨物。11.tofindareadymarket找到銷路類似短語(yǔ)有：tobereadilysalable,tomeetwithfavorablereception,tobewidelysold,toenjoygreatpopularity12.totakeaspecialorder接受特殊訂單（也就是根據(jù)來(lái)樣生產(chǎn)）Wealsotakespecialorders.Thatis,wecandesignmachinetoolsforspecialpurposes.我們也接受特殊訂單，即我們可以為顧客設(shè)計(jì)特殊用途的機(jī)床。Doyoutakespecialorders?Imean,doyoumakefurnitureaccordingtothespecificationswesetforth?你們是否接受特殊訂單？我的意思是你們是否可以根據(jù)我們提供的規(guī)格制造家具？Notes:returnsample回樣,又稱對(duì)等樣,即countersample,一般說(shuō)來(lái),國(guó)際貨物買賣中的樣品,大多由賣方提供,稱為“憑賣方樣品買賣”(salebyseller’ssample),但憑買方樣品成交的也不少,稱為“憑買方樣品成交”(salebybuyerssample)。實(shí)際操作中,賣方通常根據(jù)買方的來(lái)樣仿制或選擇質(zhì)量相近的樣品提交買方,即提交回樣或?qū)Φ葮诱?qǐng)買方確認(rèn),而并不按買方樣品成交。在以買方來(lái)樣作為交接貨物的質(zhì)量依據(jù)時(shí),為避免發(fā)生意外糾紛,一般應(yīng)在合同中明確規(guī)定:如發(fā)生由買方來(lái)樣引起的工業(yè)知識(shí)產(chǎn)權(quán)等問(wèn)題時(shí),與賣方無(wú)關(guān),概由買方負(fù)責(zé)。UsefulSentences1.關(guān)于質(zhì)量Ournecessitiesareofsuperior/excellent/fair/high/best/supremequality.本公司的日常用品質(zhì)量都十分優(yōu)良。Ourgoodsareproducedunderrigidqualitycontrol.本公司的產(chǎn)品制造有極嚴(yán)格的質(zhì)量管制。Ifthegoodsofinferior/bad/poorqualityaredelivered,wewillnotplaceourorderwithyouagain.如有劣質(zhì)貨物交達(dá)，本公司就永遠(yuǎn)不會(huì)再下訂單了。Pleasebesuretoattachaqualityinspectioncertificate.請(qǐng)務(wù)必附上品質(zhì)檢驗(yàn)證書。Werequireaguaranteeofqualityforaperiodofoneyearonallthegoodsyousell.本公司要求貴方銷售的所有產(chǎn)品，要有為期一年的品質(zhì)保證。Thegoodssuppliedshallbemarkedwith“passed-quality”bysomeauthorizedexportinspector.所供應(yīng)的貨物必須有經(jīng)由權(quán)威出口檢驗(yàn)者所標(biāo)示的“品質(zhì)合格”。2.關(guān)于數(shù)量Pleasegiveusyourquantityavailable.請(qǐng)告知你方可供的現(xiàn)貨數(shù)量。Wewillhaveanadditionalquantityof10setsforthisorder.這筆訂單我們打算追加10臺(tái)。Thereisashortageofquantityof10dozenfromthecontract.比合同上的數(shù)量少10打。Concerningthisorder,we’dlikeyoutograntustheoptionofshipping10%moreorlessonthecontractquantitieswiththedifferencetobesettledatcontractprices.對(duì)于此訂單，希望能給予合同數(shù)量10%的裝運(yùn)誤差，差額按合同價(jià)格處理。3.根據(jù)客戶要求生產(chǎn)Thearticlescanbemadeespeciallyaccordingtoyourownspecifications.我們可以根據(jù)你們提供的規(guī)格定做產(chǎn)品。Wecanproduceshoesmodeledafterthefashionsofdifferentmarketsoraccordingtobuyer’ssamples.我們能根據(jù)不同市場(chǎng)的流行款式或客戶來(lái)樣，制作不同款式的鞋子。Wealwaysmakeourproductsaccordingtowhatourcustomersneed,wantandlike.我們總是根據(jù)客戶的需求和愛(ài)好組織生產(chǎn)。Pleasesubmitspecifications,preferablywithillustrations.請(qǐng)告規(guī)格，最好附有圖樣說(shuō)明。Additionalwords&expressions:1.standardtype標(biāo)準(zhǔn)2.referencesample參考樣品3.fairaveragequality大路貨（良好平均品質(zhì)）4.representativesample代表性樣品5.originalsample原樣6.sealedsample封樣7.duplicatesample復(fù)樣8.tolerance公差9.assortment花色（搭配）10.articleNo.貨號(hào)11.netweight凈重12.grossweight毛重13.grossfornet毛作凈14.tare皮重15.capacity容積16.catalogue商品目錄17.description說(shuō)明18.volume體積19.pamphlet宣傳小冊(cè)20.5%plusorminus5%增減21.moreorlessclause溢短裝條款Unit4SpecificationsWords&Expressions1.tobe/gooutofdate不再流行的；過(guò)時(shí)的Thestyleoftheconstructionshereisoutofdate.這地方的建筑物的風(fēng)格有點(diǎn)過(guò)時(shí)了。out-of-date/outdated/old-fashioned過(guò)時(shí)的2.accordingtoone’srequirements按照……的要求3.totakethisopportunity利用此機(jī)會(huì)I’dliketotakethisopportunitytothankallthepeoplewhohavehelpedme.我愿借此機(jī)會(huì)感謝曾經(jīng)幫助過(guò)我的人們。4.tobeinneedof需要Duetoaheavycommitment,weareingreatneedofrawmaterials.由于承約過(guò)多，我們現(xiàn)在急需原材料。5.reputation/7repju'tein/n.名譽(yù)，名聲Thishighschoolhasagoodreputationforitsworkwithtroubledyoungsters.這所中學(xué)在教育問(wèn)題少年方面享有盛譽(yù)。toenjoyagoodreputation享有盛譽(yù)towinagoodreputation贏得盛譽(yù)6.launder/'lnd/vt.洗滌，清洗7.stitching/'stiti?/n.針腳top-stitching正面壓線，間面線8.decoration/7dek'rein/n.裝飾；裝飾品ChristmasdecorationsareanessentialpartoftheChristmasfestival.圣誕裝飾是圣誕節(jié)的重要組成部分。9.durable/'djurbl/adj.持久的，耐用的Wecanassureyouthatourgoodsarereliableanddurable.我們保證我方產(chǎn)品安全可靠，經(jīng)久耐用。durability/7djur'bilti/n.經(jīng)久，耐久力Ourshoesarewellknownfortheirfinecraftsmanshipanddurability.我們的鞋因其良好的工藝及經(jīng)久耐穿而遠(yuǎn)近聞名。10.superb/sju'pb/adj.華麗的，極好的Althoughhewasbornwithpartofonefootmissing,TomDempseylaterbecameasuperbfootballplayer.盡管湯姆·丹普西天生一只腳有殘疾，他后來(lái)還是成為一名非常出色的足球運(yùn)動(dòng)員。11.craftsmanship/'krftsmnip/n.技藝，手藝Ourproductsarefamousforselectedmaterials,noveldesigns,delightfulcoloursandexquisitecraftsmanship.我們的產(chǎn)品以用料講究、圖案新穎、色澤秀麗、工藝精湛而著稱。12.style-conscious/stail'kns/adj.講究式樣的，注意流行風(fēng)尚的Shewasverystyle-conscious,andshereadeveryfashionmagazineshecouldfind.她非常注重打扮，每一本時(shí)尚雜志她都看。price/cost/quality-conscious講究?jī)r(jià)格／成本／質(zhì)量13.tomodelafter仿造，模仿14.logo/'luu/n.徽標(biāo)，標(biāo)識(shí)Ihearthatyourcompanyhaschangedthelogo.Whatareyourmainaimsinchangingthelogo?聽(tīng)說(shuō)你公司換了標(biāo)識(shí)，你們換標(biāo)識(shí)的目的是什么呢？15.polyester/7pli'est/n.聚酯16.minimum/'minimm/adj.最小的，最低的n.最小量，最低限度minimumqualityrequirement最低質(zhì)量要求minimumsalesvolume最低銷售額17.embroider/im'brid/v.刺繡，鑲邊，裝飾toembroideradesignonabedspread在床罩上繡出一個(gè)圖案18.toattachimportancetosomething重視Weattachgreatimportancetothegoodrelationsbetweenourtwocountries.我們高度重視我們兩國(guó)之間的良好關(guān)系。19.transaction/tran'zakn/n.交易，事務(wù)Bothsidesfacerisksinanexporttransaction.在出口交易中買賣雙方都有風(fēng)險(xiǎn)。aprofitabletransaction有利可圖的交易acredittransaction賒購(gòu)交易cashtransaction現(xiàn)金交易toconcludeatransaction達(dá)成交易Toconcludethistransaction,youneedtoloweryourpriceatleastby5%,Ibelieve.我認(rèn)為要做成這筆交易，您至少要降價(jià)5%。20.lifelike/'laiflaik/adj.栩栩如生的，逼真的，酷像實(shí)物的Theanimalshepaintedareextremelylifelike.他畫的動(dòng)物栩栩如生。21.accessory/ak'sesri/n.附件，服裝搭配物22.inaccordancewith與……一致Wearerequiredtoactinaccordancewithhisinstructions.我們被要求依照他的指示辦事。23.removable/ri'muvbl/adj.可移去的，抽取式的，可移動(dòng)的Iwanttopurchasesomepillowswithremovablecovers.我想買一些可以拆下枕套的枕頭。24.torunoutof用完I’verunoutofgas,soIneedtohaveitrefilled.汽油已用完了，我需要重新加一些。25.domestic/d'mestik/adj.家庭的；國(guó)內(nèi)的Fivemajormeasureswillbeadoptedtoexpanddomesticdemand.將采取五大措施擴(kuò)大內(nèi)需。26.tostandfor代表，象征WTOstandsfor“WorldTradeOrganization.WTO代表“世界貿(mào)易組織”。27.todistinguishfrom區(qū)別，識(shí)別Uniformshelptodistinguishusfromotherpeoplewhenwearepolicemen.制服可以幫助我們區(qū)分警察與他人。28.stain/stein/v.染污，沾污Thiscarpetstainseasily,sotrynottospillanythingonit.這塊地毯很容易沾污，所以請(qǐng)盡量避免把東西濺到上面。29.torestassuredthat...對(duì)……盡可放心Youmayrestassuredthat