实用商务英语 修改意见

2　修改意见

你将听到的

明确目标

What are the problems on the contract?

修改方式

What would you consider reasonable?

重点探讨

Do you have any questions about this stipulation?

再次确认

Anything else you want to bring up for discussion?

你也许会说

提出观点

Don't you think we should add a sentence here like this?

表达疑惑

Why should this non-compete clause be included?

强调立场

This non-compete clause is no longer legal.

职场心经

修改合同时，应该一一陈述个人观点，然后仔细比较谁的观点更合理，然后才能进行修改。审核合同一定要吃透旨意，逐条推敲，反复斟酌，以保证合同内容符合双方的利益。修改和同时，态度必须要真诚，语气要谦恭。要明白，一份好的合同是合法、合理、平等、公正并能给双方带来最大利益的。

必备的词汇热身

●　generalize [ˈdʒenərəlaiz] v.概括

●　partial support 部分支持

●　offering a compromise 提出折中办法

●　urge [ə:dʒ] v.催促

●　grind [ɡraind] v.折磨

●　intimate [ˈintimət] adj.亲密的

当提出修改意见的时候你会听到

What are the problems on the contract?

合约上面有哪一部分还有问题呢？

What would you consider reasonable?

那你认为怎么样才算合理呢？

Do you have any questions about this stipulation ?

关于这条规定你们还有什么意见？

stipulation的意思可以使“规定；约定；条款；契约”，此处取的是“规定”的意思。

Anything else you want to bring up for discussion?

你还有什么问题要提出来供双方讨论的吗？

当提出修改意见的时候你会说

1．I suggest for consideration the following terms and conditions as the basis for a formal agreement.

我建议将下列条款作为正式协议的基础。

2．Don't you think we should add a sentence here like this ?

难道你不觉得我们应该在这儿加上这样的一句话？

like this的意思是指“像这样”，在给别人做示范的时候经常会用到这种表达。

3．Why should this non-compete clause be included?

为什么这一项非竞争条款必须包括在内？

4．This non-compete clause is no longer legal.

这一项非竞争条款已经不再合法。

5．That's international practice. We can't break it.

这是国际惯例，我们不能违背。

6．Let's make the contract more specific on that point.

关于那一点在我们拟定合约时要更明确些。

7．I think this article isn't exactly what we agreed to.

我认为这一条不符合我们的协议。

8．We want to make sure it's included.

我们要确定把它列入。

9．I am not qualified to make decisions.

我没有资格决定。

10．When can we look forward to your decision?

我们能在什么时候获得你的决定呢？

拓展学习

指出问题

A：We haven't reached a basic agreement on the problems that need to be worked out yet.

对一些需要解决的问题，我们尚未达成协议。

B：Yes, we can continue to discuss it tomorrow.

是的，我们明天可以接着讨论。

There are a few points, which I'd like to bring up concerning the contract.

关于合同我想提几点看法。

That's a questionable issue.

那是一个尚存疑问的问题。

continue to do sth.表示“继续做某事”，而continue doing sth.则表示“一直做某事”。

询问意见

A：Can you think anything better?

你有什么更好的主意吗？

B：I think we can shorten it to two years.

我想我们可以将它缩短为两年。

Can you give me some advice?

你能给我一些建议吗？

What's your view?

你对此有何看法？

Why don't you tell me what we can do?

为什么不说说我们该怎么做呢？

场景应用

双方友好地对合同的条目进行了商议，并都体现出了对对方的谅解。

A：I made a very careful study of the draft contract last afternoon. There isn't a great gulf fixed between us and I've found quite a few points I'd like to bring up.

B：I also think it is necessary for us to clarify some important clauses before they are finally included in the formal contract.

A：First, about the packing. I'm afraid the cartons are not strong enough for the long distance ocean transportation. Would you please use wooden cases instead?

B：I'm sorry. It's stipulated in the contract that the products are packed in cartons. And, what's more, they are easier to handle and cheaper in cost.

A：Well, carton is all right. But the packing must be strong enough to withstand rough handling. Then could you please take some measures to reinforce them?

B：No problem. We would strengthen the cartons with double straps.

A：Thank you. Second, I think the "Force Majeure" clause is missing. We often have floods in summer. Production might be affected and the execution of the contract would be delayed. I hope that you won't object to adding such a clause in the contract.

B：All right, we'll add it to the contract. In case of "Force Majeure", you should notify us as soon as possible.

A：I will. Thank you for your friendly cooperation.

A：昨天下午，我仔细研究了合同草稿，我们之间并没有什么根本分歧，但有几点问题我还是得提出来。

B：我也认为有必要在正式签订合同之前，澄清一些重要条款。

A：首先是包装问题。这种纸板箱用于长途海运，恐怕不够结实，你们能否改为木箱？

B：抱歉。合同规定产品用纸板箱来包装，况且，纸板箱更容易搬运，成本更低。

A：好吧，就用纸箱吧。但是包装必有经得起野蛮搬运。那么，你们能采取一些加固措施吗？

B：没问题。我们会用两根打包带加固纸板箱。

A：谢谢。其次我认为漏掉了“不可抗力”这一条。夏天，我们经常遭遇水灾，生产可能受到影响，合同的执行可能被耽搁。我希望贵方不反对在合同中加入这一条。

B：好的，我们就加上这一条。如果发生了“不可抗力”，你方要尽快通知我方。

A：我会的，谢谢你方的友好合作。

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a great gulf fixed鸿沟：根本分歧

这句成语起源于耶稣讲道时常用的比喻。当他讲到“法律权威”时，通常以“财主和乞丐”的故事作比喻。

有位衣着华丽，平时过惯了奢侈生活的财主，死后来到了地狱受苦；另一位平时满身脓疮、生活贫困的乞丐，死后却上了天堂。当财主在地狱被火烧身时，因为忍受不住，而向亚伯拉罕（Abraham）求情，希望能让乞丐用指尖点水好让他润滑舌头与双唇。亚伯拉罕不愿意，并且告诉他，在生前，财主享受的是荣华富贵、锦衣玉食；乞丐则是穷困潦倒，三餐不保，现在所得到的是他们个人应有的回报，两者之间隔着一条固定的（fixed）鸿沟（gulf），谁也无法跨越。

由于这个故事，“a great gulf fixed”便用用来形容“不可逾越的障碍或是根本分歧”。例如：To Amy's parents, there is a great gulf fixed between her and Tony and they should never be together.（对于艾米的父母而言，她和托尼之间有着不可超越的障碍，不应该在一起。）

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李先生对合同中的条款表达了自己的意见，杰克逊先生向李先生进行了解释，并表达了自己的难处。

A：We've negotiated about the agreement for several days. I hope we can sign it today.

B：Mr. Jackson, I am sorry to say we are still not satisfied with Item 7 in your proposed agreement and I hope we can spend some time on it and see what we can do for our mutual benefits.

A：Let me see. Yes, here it is. What is your opinion on it?

B：According to Item 7, the quality of the equipment you lease us will only be guaranteed for three years, which we think is too short.

A：Mr. Li, I hope you understand that this proposed agreement is based on our letter of intent signed last year when I came to China for this project.

B：Yes, that's why I think you did not fully accept our proposal of last year. We talked about the guarantee period and we agreed that we would further discuss the period, but now you still insist on three years.

A：I am sorry, Mr. Li. I don't mean that I want to insist on that. The manufacturer is unwilling to give us a guarantee period of more than three years.

A：我们对协议已经商议了几天了。我希望今天我们能签约。

B：杰克逊先生，很对不起，我们对你们协议草案中的第7条仍然不满意，我希望我们可以就此花些时间，看看能不能为我们双方的利益合理安排。

A：让我看看。找到了，在这里。对此您有什么意见？

B：根据第七条，贵方将对租赁给我方的设备提供三年的质量保证期，我们认为太短了。

A：李先生，我希望您能够理解，这个协议草案的根据是我去年来中国谈这个项目时我们所签署的意向书。

B：不错，那也就是为什么我认为你们没有完全接受我们去年的建议。我们曾谈到过保证期，而且我们曾同意将进一步讨论这个期限，但现在你们仍然坚持三年。

A：对不起，李先生，并不是我要坚持，而是制造商不愿给我们提供三年以上的保证期。

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proposed agreement在对话中的意思是“合同草案”，类似的表达还有preliminary draft

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