外事接待英语口语：会谈与谈判

　　Talks and Negotiations

　　会谈与谈判

　　Dialogue 1 Business Negotiations

　　商务谈判

　　Professional Terms

　　专业术语

　　refrigerator

　　电冰箱

　　sheet

　　片，表格

　　reputation n.

　　名誉

　　competitive a.

　　竞争的

　　homemade a.

　　自制的

　　reduce vt.

　　减少

　　realistic a.

　　现实的

　　transaction n.

　　办理

　　Good morning, Mr. Thomas.

　　早上好，托马斯先生。

　　Good morning, Mr. Jiang,Take a seat .please.

　　早上好，蒋先生。请坐。

　　We are quite interested in the refrigerators made by your company.

　　我们对贵公司生产的冰箱非常感兴趣。

　　In fact ,we're thinking of placing an order.

　　事实上，我们正在考虑订货。

　　May I have an idea of your prices?

　　能告诉我你们的价格吗?

　　Yes, Here is our price sheet.

　　可以。这是我们的报价单。

　　Thanks.

　　谢谢

　　How do you like our price?

　　你觉得我们的价格怎么样?

　　I think it's rather on the high side.

　　我认为太高了。

　　I should say that our price is reasonable.

　　我认为我们的价格是合理的。

　　As you know, our products enjoy a high reputation and are always popular abroad.

　　你知道，我们的产品享有盛誉，并畅销海外。

　　Comparing with the price of the other companies, I think our price is the most competitive.

　　与其他公司的产品相比，我认为我们的产品是最具有竞争力的。

　　No,You know now in China large quantities of homemade refrigerators have appeared on the local market in recent years.

　　不，你知道近几年在中国，大量的国产冰箱已经上市。

　　Their quality is good, but their price is much lower.

　　它们质量优良，价格却便宜得多。

　　If we import your refrigerators at your price .I'm sure few customers will buy them.

　　如果我们按照顾你们的报价进口你们的冰箱，我可以肯定不会有多和顾客买它们的。

　　Our price might be higher than your homemade refrigerators but our refrigerators are of better quality.

　　我们的价格可能比你们国产冰箱的价格要高，但是我们的质量要好一些。

　　Now more and more customers like to use homemade refrigerators because of its low price and a good quality.

　　现在越来越多的顾客喜欢用国产冰箱，因为它们价低质优，

　　and if you don't want to lose the market in China, I think you'd better reduce your price by at least 5%.

　　如果你们不想失去中国的市场，我认为你们最好让价5%。

　　To be frank with you , if we cut the price by 5% , it can barely cover our production cost.

　　坦率的说，如果我们让价5%，那几乎不够成本费。

　　I should say a cut of 3% would be more realistic.

　　我认为让价3%是比较现实的。

　　The leave a gap of 2%.

　　还有2%的差价。

　　Our purpose is to do business on the basis of eqality and mutual benefit.

　　因为我们的目的是在平等互利的基础上做生意，

　　So I suggest we meet each other halfway.

　　因此我建议我们各让一半。

　　All right ,In order to conclude the transaction, let's meet halfway.

　　好吧，为了谈成这笔交易，我们各让一半。

　　Everything seems to be in order now.

　　看来一切都办好了。

　　I'm glad we have brought this transaction to a successful conclusion.

　　我很高兴我们做成了这笔交易。

　　Me, too.

　　我也是。

　　dialogue 2 Claim on Quality

　　质量索赔

　　Professional Terms

　　专业术语

　　standard n.

　　标准

　　pardon vt.

　　原谅

　　certificate n.

　　证书

　　inspection n.

　　检查

　　bureau n.

　　局

　　investigate vt.

　　调查

　　adversely n.

　　灾祸

　　claim vt.

　　要求

　　compensate vt.

　　补偿

　　contract vt.& n.

　　承包

　　Mr. Wilson ,glad to meet you again.

　　威尔逊先生，很高兴再见到你。

　　Glad to meet you again , too, Mr. Zhang.

　　张先生，也很高兴再次见到你。

　　Let's get down to business right now. OK?

　　我们马上言归正传，行吗?

　　OK.

　　行

　　We bought 2000 watches from you last month, but we found about 200 of them are not up to standard.

　　我们上个月从贵公司买了两千块手表，但是我们却发现大约有两百块未达到标准。

　　I beh your pardon? How many?

　　请再说一遍，多少只?

　　About 200.

　　大约两百只

　　It's hard for me to believe that.

　　我很难相信。

　　As you know, our watches are the best in the world and our company's policy is always quality first.

　　你是知道的，我们的手表是世界上最好的，并且我们公司的一惯方针是“质量第一”。

　　Yes, but here is the quality certificate from the China National Import and Export Commodities Inspection Bureau.

　　是的，但是这是中国进出口商品检验局的质量检验证书。

　　I can't really believe it May I see the watches?

　　我真的不能相信这件事，我能看看这些手表吗?

　　Yes, of course, I've brought some with me, You can inspect them by youself.

　　当然可以，我带了一些来了，你可以自已检查。

　　What's wrong with them?

　　有哪些毛病?

　　Some of them are fast; Some are slow, Some are now fast. but then slow; Others simply stop working.,

　　有的走得快;有的走得慢;有的时快时慢;有的则干脆不走。

　　We'll investigate into the cause for the quality problem of the watches after I come back to our company.

　　我一回公司就去调查这起手表质量事故的原因。

　　I'm sure we'll send you our technicians to repair them as soon as possible.

　　我保证我们会尽快派技术工人来修理这些手表。

　　But as there are so many defective watches and the poor quality has adversely affected our sales.

　　但是有这么多手表质量不合格，质量不好已经影响了我们的销售。

　　I think you ought to compensate us for the loss we have suffered.

　　我想你们应该赔偿我们的损失。

　　Do you have any specific idea how to settle the claim?

　　你们有什么具体的索赔意见吗?

　　I'm afraid you should compensate us by 7% of the total amount of the contract , as well as the inspection fee.

　　恐怕你们得赔偿我们合同的全部金额的7%，另加检验费。

　　I'm afraid you are asking too much.

　　恐怕你们要价太高了。

　　What's your suggestion?

　　你有什么建议

　　I suggest we compensate you by 5% of the total value, as well as the inspection fee.

　　我建议我们赔偿全部金额的5%，以及检验费。

　　We'll send you our technician to repair the faulty watches.

　　我们再派技术人员来修理这些质量有问题的手表。

　　All right I'll take it.

　　那行。就这样吧。

　　I think we can still do business with you if you can guarantee the quality of your watches in the future.

　　我想只要你们今后能保证你们手表的质量，我们还会继续跟你们做生意的。

　　Thanks .We'll certainly pay more attention to our qulity. I hope we'lll continue our cooperation.

　　谢谢。我们当然会更加注重质量的。我希望我们将继续我们的合作。

　　I hope so. too.

　　我也是这样想的。

　　Notes

　　笔记

　　get down to business

　　言归正传

　　up to standard

　　达到标准

　　quality first

　　质量第一

　　the quality certificate

　　质量检验证明

　　I'll take it

　　我同意，这这样吧

　　Professional Terms

　　专业术语

　　university n.

　　大学

　　attendant n.

　　值班员

　　comfortabl a.

　　舒服的

　　obliging a,

　　亲切的

　　oral a.

　　口试

　　junior a.& n.

　　初级的

　　accommodation n.

　　住所

　　signature n.

　　签名

　　delegation n.

　　代表团

　　exchange vt.

　　交换

　　Good morning , Professor Smith, Welcome to our University .

　　早上好，史密斯先生。欢迎来到我们大学。

　　Good morning , professor Liu.

　　早上好，刘教授。

　　I was told that this is the first time for you to come to our University . I hope you'll enjoy your stay here.

　　听说这是你第一次来到我们大学，我希望你在这儿过得愉快。

　　Thanks .I'm sure I'll.

　　谢谢，我想我会的。

　　Sit down .please.

　　请坐

　　Thanks.

　　谢谢

　　How do you find your room in the hotel?

　　你觉得宾馆里的住房怎么样?

　　Very comfortable, The attendants are quite obliging.

　　非常舒服。服务非常周到。

　　I'm glad to hear that .Shall we get down to business right now?

　　我很高兴听到这些。我们开始言归正传，行吗?

　　Yes.

　　行

　　Professor Smith, we have 20 freshmen in our department this year.

　　史密斯教授，今年我们系有二十名新生。

　　I wonder if you can assign one teacher to teach their oral English next year.

　　下一年不知贵校能否派一名教师来给他们上口语课?

　　May I ask how many oral classes will be taught each week?

　　我可以问每周有几节口语课吗?

　　Five each day one class.

　　每周五节，每天一节

　　What other courses might you expect him to teach?

　　你们还准备让他上什么课?

　　advanced writing for juniors, two classes each week.

　　给三年级学生上高级写作课，每周两节。

　　How much does your University want to pay him?

　　那么你们给他付多少工资

　　3000 Yuan ( approximately $ 370) each month.

　　每月三千元(大约三百七十美元)

　　His hotel accommodation and air fare will be borne by us.but we won't pay for his meal.

　　我们将承担他的住宿费，以及他的机票，但我们不付他的生活费。

　　I should say the salary is a bit low.

　　我想这个工资低了点吧?

　　Yes, We admit it is a bit low, but comparing with the salaries of our Chinese teachers ,3000. yuan is rather high.

　　是的，我们承认这个工资较低，但是与我们中国教师的工资相比，这就高得多。

　　In fact it is about 6 times as much as that of our Chinese teachers

　　事实上，它几乎是我们中国教师工资的六倍。

　　Besides your University will still pay out his wage am I right>

　　并且，你们大学还会给他发工资，对吗?

　　Yes, You are right .OK.

　　是的，你说得对。

　　When will he come?

　　好吧，他什么时候来这儿?

　　Our next term begins at the end of August.

　　我们下学期八月底开学，

　　So I think, he'd better come on August 25 or so.

　　所以我想，他最好八月二十五日左右来这儿。

　　We can book a ticket for him.

　　我们可以为他订机票。

　　That's good.

　　那好。

　　Everything seems to be ready now.

　　一切好像都准备好了。

　　My secretary can prepare the agreement soon.

　　我的秘书马上就去准备协议

　　so I believe ,it will be for our signature sometime tomorrow morning.

　　我想，明天上午我们就可以签字了。

　　What do you think?

　　你觉得怎么样?

　　That's very nice.

　　好极了。

　　May I say again how much we enjoy having you visit our University.

　　请允许我再次表示，我们非常高兴你们到我校来参观。

　　We feel honored to have begun an exchang program with you and look forward to our continuing relaionship with high hopes and great expectations

　　我们与贵校在交流项目上已有了开始，对此，我们深感荣幸，并热切盼望加强这种关系。

　　On behalf of the entire delegation from our University, I want to thank you all for your kind hospitality during our visit your University.

　　我代表我校代表团的全体成员，向你们大家对我们在贵校参观时所给予的热情款待表示谢意。。

　　We look forward to the further development of a successful exchange program.

　　我们盼望一个卓有成效的学术交流项目取得进一步的发展。

　　Dialohue 4 Let's Sign the Contract

　　让我们签合同吧!

　　Professional Terms

　　专业术语

　　briefcase n.

　　公事包

　　sign vi & n.

　　签字

　　clause n.

　　条款

　　unclear a.

　　不清楚的

　　shipment n

　　装船

　　stipulate vt.

　　规定

　　correction n.

　　改正

　　initial a.

　　初始

　　congratulate vt.

　　祝贺

　　Mr. Adams .I have the contract right here in my briefcase.

　　亚当斯先生，合同就在我的公文包里。

　　Shall we sign it right away?

　　我们马上签吗?

　　Although everything seems to be clear.

　　尽管问题似乎都谈清楚了，

　　it is better for us to have another check on all clauses one by one to see if there is anything unclear or missing.

　　但是我们最好还是把每个条款再仔细核对一下，看看有没有不清楚或遗漏的地方。

　　Here is a copy for you to check.

　　给你一份来核对。

　　Good,I'll read it over and consider it.

　　好吧，我们仔细阅读好好考虑的。

　　I have one quesion about Clause Ten

　　关于第十个条款，我有个问题。

　　OK.,Let's have a look at it.

　　好，让我们来看看。

　　Is it the term that we agreed on?

　　这是我们同意的条件吗?

　　Twenty percent down and the balance at the time of shipment ?

　　20%付现金，余额在装运时付清吗?

　　Yes, I think that's what we have stipulated .

　　是的。我想这是我们所谈定的。

　　I'll need a few minutes to check over my notes.

　　我得需要几分钟来查看我的笔记。

　　Oh, no,it is not what we agreed on.Look it should be ten percent down and the balance at the time of shipment.

　　噢，不是的，这不是我们所谈定的。看，应该是10%付现金，余额在装运时付清。

　　Let me check on it.

　　我来查查

　　Right it should be ten percent.

　　是的，应该是10%的现金。

　　When will you make the correction?

　　何时把它更正?

　　I'll have my secretary take care of it right away.

　　我马上叫我的秘书把它更正过来。

　　Please wait for a few minutes.

　　请稍等几分钟。

　　I think we should add one sentence to it.

　　我想合同里应该加上这么一句。

　　In case one party fails to carry out the contract , the other party is entitled to cancel the contract.

　　如果一方未履行合同，另一方有权终止本合同。

　　Yes, this clause must be added.

　　是的，这个条款应该加上。

　　Have you any more questions?

　　你还有其他问题吗?

　　No more questions, I think.

　　我想，没其它问题了

　　We can sign the contract now.

　　我们现在可以签订合同了

　　All right .Where should I sign?

　　好吧，我签在哪儿?

　　Here near the bottom of the last page?

　　在这儿，最后一页的下面。

　　Is that all?

　　没事了吗?

　　No, please intial this change on Page 23.

　　不，还得在第二十三页更正处也签上姓名的第一个字母。

　　OK.

　　好的

　　I'll intial it ,too.

　　我也要签上我姓名的头一个字母

　　Anything more?

　　还有其他的事吗?

　　Yes, one more thing.

　　是的。还有一件事

　　What's that ? I thought we have wrapped everything up/.

　　什么事?我以为我们每件事都做完了。

　　To celebrate the success and the signing of the contract a dinner will be given by us at 6:00 p.m this evening ,you are cordially invited to attend.

　　为了庆祝我们成功的签订了合同，今天晚上六点我们要举行一个宴会，敬请你光临。

　　Thanks for your invitation.

　　谢谢你的邀请

　　I'll certainly attend and congratulate ourselves.

　　我一定出席并为我们自己庆祝

　　See you then.

　　到时见

　　See you then.

　　到时见

　　Tips On Reception of Foreigners

　　外事接待注意事项

　　how to Hold Business Negotiations?

　　如何进行商务谈判

　　When holding business negotiations ,you should take the following elements into consideration.

　　在进行商务谈判时，你应该考虑以下几个因素

　　Firstly ,you have to make careful preparations for the negotiation.

　　第一，你得仔细准备好谈判

　　As the saying goes, Know the enemy and know yourself ,you can fight a hundred battles with no danger of defeat.

　　俗话说，“知已知彼，百战不殆”

　　The same is true of the prepartions for business negotiations.

　　商务谈判的准备工作也是如此

　　Before you go to the conference table, it is vitally important for you to investigate your opponent-the company ,its staff, capital and ,reputation etc...

　　在你走到谈判桌之前，仔细调查你的对手，包括其公司、员工、资本、信誉等等，是非常重要的。

　　You should prepare a draft of contract ,so when negotiating, you can be flexible in some minor aspects.

　　你应该先准备一份合同草案，这样，在谈判时，你就可以在一些小的问题上放灵活些。

　　but you should not give in when it comes to the key issues

　　但在关键问题上却不能让步。

　　Remember your ultimate goal is to gain the maximum profit.

　　你得记住，你的最终目的是获得最大程度的利润。

　　During the negotiation, you should stay calm ,speak clearly and directly.

　　在谈判中，你得保持冷静，说话清楚，直截了当。

　　Don't use ambiguous words, such as perhaps or maybe.

　　不要使用诸如“或许”、“可能”等模棱两可的词汇。

　　Secondly, choosing the proper site for negotiations in also very important .

　　第二，选择适当的谈判地点也非常重要。

　　You had better hold the negotiations somewhere you are familiar with, or in a neutral location.

　　你最好在一个你非常熟悉的地方或一个中立地点进行谈判

　　but you should always avoid holding the negotiation in a place, which is familiar to your opponent but new to you.

　　一定要避免在一个你对手十分熟悉、而你又十分陌生的地方进行谈判

　　Lastly , you should choose a good interpreter,

　　最后，你应该选择一个好的翻译，

　　who not only has a good command of the foreign language, but also ,is very familiar with the subjects being discussed.

　　他不仅要精通外语，而且要对所谈的内容非常熟。

　　The interpreter must be able to express your ideas accurately and clearly.

　　翻译必须准确、清楚地表达你的意思。

　　notes

　　笔记

　　take into consideration

　　把……也考虑在内

　　as the saying goes

　　俗话说

　　know the enemy and know yourself, you can fight a hundred battles with no danger of defeat.

　　知已知彼，百战不殆

　　Have a good command of.

　　精通