外事接待英语8 文娱活动

[00:00.00]Chapter 8 Talks and Negotiations [00:02.57]会谈与谈判 [00:05.15]Dialogue 1 Business Negotiations [00:06.74]商务谈判 [00:08.33]Professional Terms [00:09.09]专业术语 [00:09.85]refrigerator [00:10.49]电冰箱 [00:11.13]sheet [00:11.81]片，表格 [00:12.49]reputation n. [00:13.35]名誉 [00:14.21]competitive a. [00:15.07]竞争的 [00:15.93]homemade a. [00:16.52]自制的 [00:17.11]reduce vt. [00:17.70]减少 [00:18.29]realistic a. [00:18.85]现实的 [00:19.41]transaction n. [00:20.13]办理 [00:20.85]Good morning, Mr. Thomas. [00:21.92]早上好，托马斯先生。 [00:22.99]Good morning, Mr. Jiang,Take a seat .please. [00:24.54]早上好，蒋先生。请坐。 [00:26.10]We are quite interested in the refrigerators made by your company. [00:28.16]我们对贵公司生产的冰箱非常感兴趣。 [00:30.22]In fact ,we're thinking of placing an order. [00:31.96]事实上，我们正在考虑订货。 [00:33.70]May I have an idea of your prices? [00:35.19]能告诉我你们的价格吗？ [00:36.68]Yes, Here is our price sheet. [00:37.77]可以。这是我们的报价单。 [00:38.87]Thanks. [00:39.37]谢谢 [00:39.86]How do you like our price? [00:40.63]你觉得我们的价格怎么样？ [00:41.40]I think it's rather on the high side. [00:42.97]我认为太高了。 [00:44.54]I should say that our price is reasonable. [00:46.13]我认为我们的价格是合理的。 [00:47.73]As you know, our products enjoy a high reputation and are always popular abroad. [00:50.81]你知道，我们的产品享有盛誉，并畅销海外。 [00:53.89]Comparing with the price of the other companies, I think our price is the most competitive. [00:56.97]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。 [01:00.06]No,You know now in China large quantities of homemade refrigerators have appeared on the local market in recent years. [01:05.54]不，你知道近几年在中国，大量的国产冰箱已经上市。 [01:11.03]Their quality is good, but their price is much lower. [01:13.10]它们质量优良，价格却便宜得多。 [01:15.18]If we import your refrigerators at your price .I'm sure few customers will buy them. [01:18.98]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。 [01:22.78]Our price might be higher than your homemade refrigerators but our refrigerators are of better quality. [01:27.18]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。 [01:31.59]Now more and more customers like to use homemade refrigerators because of its low price and a good quality. [01:35.79]现在越来越多的顾客喜欢用国产冰箱，因为它们价低质优， [01:40.00]and if you don't want to lose the market in China, I think you'd better reduce your price by at least 5%. [01:44.78]如果你们不想失去中国的市场，我认为你们最好让价5％。 [01:49.56]To be frank with you , if we cut the price by 5% , it can barely cover our production cost. [01:53.06]坦率的说，如果我们让价5％，那几乎不够成本费。 [01:56.56]I should say a cut of 3% would be more realistic. [01:58.95]我认为让价3％是比较现实的。 [02:01.34]The leave a gap of 2%. [02:02.67]还有2％的差价。 [02:04.00]Our purpose is to do business on the basis of eqality and mutual benefit. [02:07.06]因为我们的目的是在平等互利的基础上做生意， [02:10.12]So I suggest we meet each other halfway. [02:12.19]因此我建议我们各让一半。 [02:14.27]All right ,In order to conclude the transaction, let's meet halfway. [02:16.52]好吧，为了谈成这笔交易，我们各让一半。 [02:18.76]Everything seems to be in order now. [02:20.53]看来一切都办好了。 [02:22.29]I'm glad we have brought this transaction to a successful conclusion. [02:24.68]我很高兴我们做成了这笔交易。 [02:27.07]Me, too. [02:27.54]我也是。 [02:28.01]dialogue 2 Claim on Quality [02:30.05]质量索赔 [02:32.08]Professional Terms [02:32.89]专业术语 [02:33.70]standard n. [02:34.32]标准 [02:34.93]pardon vt. [02:35.51]原谅 [02:36.08]certificate n. [02:36.70]证书 [02:37.31]inspection n. [02:38.05]检查 [02:38.80]bureau n. [02:39.35]局 [02:39.90]investigate vt. [02:40.63]调查 [02:41.36]adversely n. [02:41.95]灾祸 [02:42.53]claim vt. [02:43.11]要求 [02:43.68]compensate vt. [02:44.53]补偿 [02:45.38]contract vt.& n. [02:46.15]承包 [02:46.92]Mr. Wilson ,glad to meet you again. [02:48.50]威尔逊先生，很高兴再见到你。 [02:50.08]Glad to meet you again , too, Mr. Zhang. [02:51.89]张先生，也很高兴再次见到你。 [02:53.69]Let's get down to business right now. OK? [02:54.98]我们马上言归正传，行吗？ [02:56.27]OK. [02:56.78]行 [02:57.29]We bought 2000 watches from you last month, but we found about 200 of them are not up to standard. [03:02.14]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。 [03:06.98]I beh your pardon? How many? [03:07.94]请再说一遍，多少只？ [03:08.89]About 200. [03:09.84]大约两百只 [03:10.80]It's hard for me to believe that. [03:11.82]我很难相信。 [03:12.84]As you know, our watches are the best in the world and our company's policy is always quality first. [03:17.90]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”。 [03:22.97]Yes, but here is the quality certificate from the China National Import and Export Commodities Inspection Bureau. [03:28.52]是的，但是这是中国进出口商品检验局的质量检验证书。 [03:34.07]I can't really believe it May I see the watches? [03:35.69]我真的不能相信这件事，我能看看这些手表吗？ [03:37.31]Yes, of course, I've brought some with me, You can inspect them by youself. [03:40.59]当然可以，我带了一些来了，你可以自已检查。 [03:43.87]What's wrong with them? [03:44.56]有哪些毛病？ [03:45.25]Some of them are fast; Some are slow, Some are now fast. but then slow; Others simply stop working., [03:49.59]有的走得快；有的走得慢；有的时快时慢；有的则干脆不走。 [03:53.93]We'll investigate into the cause for the quality problem of the watches after I come back to our company. [03:57.02]我一回公司就去调查这起手表质量事故的原因。 [04:00.12]I'm sure we'll send you our technicians to repair them as soon as possible. [04:02.16]我保证我们会尽快派技术工人来修理这些手表。 [04:04.19]But as there are so many defective watches and the poor quality has adversely affected our sales. [04:07.92]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。 [04:11.64]I think you ought to compensate us for the loss we have suffered. [04:13.99]我想你们应该赔偿我们的损失。 [04:16.34]Do you have any specific idea how to settle the claim? [04:17.93]你们有什么具体的索赔意见吗？ [04:19.53]I'm afraid you should compensate us by 7% of the total amount of the contract , as well as the inspection fee. [04:24.58]恐怕你们得赔偿我们合同的全部金额的7％，另加检验费。 [04:29.64]I'm afraid you are asking too much. [04:30.97]恐怕你们要价太高了。 [04:32.30]What's your suggestion? [04:33.11]你有什么建议 [04:33.92]I suggest we compensate you by 5% of the total value, as well as the inspection fee. [04:36.75]我建议我们赔偿全部金额的5％，以及检验费。 [04:39.59]We'll send you our technician to repair the faulty watches. [04:41.65]我们再派技术人员来修理这些质量有问题的手表。 [04:43.72]All right I'll take it. [04:44.79]那行。就这样吧。 [04:45.86]I think we can still do business with you if you can guarantee the quality of your watches in the future. [04:49.93]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。 [04:54.01]Thanks .We'll certainly pay more attention to our qulity. I hope we'lll continue our cooperation. [04:58.07]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。 [05:02.13]I hope so. too. [05:03.23]我也是这样想的。 [05:04.33]Notes [05:05.42]笔记 [05:06.52]get down to business [05:07.21]言归正传 [05:07.91]up to standard [05:08.75]达到标准 [05:09.60]quality first [05:10.66]质量第一 [05:11.72]the quality certificate [05:12.79]质量检验证明 [05:13.86]I'll take it [05:14.45]我同意，这这样吧 [05:15.04]Professional Terms [05:16.13]专业术语 [05:17.23]university n. [05:17.90]大学 [05:18.56]attendant n. [05:19.67]值班员 [05:20.78]comfortabl a. [05:21.45]舒服的 [05:22.12]obliging a, [05:23.13]亲切的 [05:24.15]oral a. [05:25.21]口试 [05:26.27]junior a.& n. [05:26.96]初级的 [05:27.65]accommodation n. [05:28.75]住所 [05:29.85]signature n. [05:30.66]签名 [05:31.47]delegation n. [05:32.34]代表团 [05:33.22]exchange vt. [05:34.29]交换 [05:35.36]Good morning , Professor Smith, Welcome to our University . [05:37.42]早上好，史密斯先生。欢迎来到我们大学。 [05:39.49]Good morning , professor Liu. [05:40.70]早上好，刘教授。 [05:41.92]I was told that this is the first time for you to come to our University . I hope you'll enjoy your stay here. [05:46.27]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。 [05:50.62]Thanks .I'm sure I'll. [05:51.53]谢谢，我想我会的。 [05:52.44]Sit down .please. [05:53.32]请坐 [05:54.19]Thanks. [05:54.64]谢谢 [05:55.08]How do you find your room in the hotel? [05:56.69]你觉得宾馆里的住房怎么样？ [05:58.30]Very comfortable, The attendants are quite obliging. [06:00.87]非常舒服。服务非常周到。 [06:03.44]I'm glad to hear that .Shall we get down to business right now? [06:05.87]我很高兴听到这些。我们开始言归正传，行吗？ [06:08.30]Yes. [06:08.97]行 [06:09.63]Professor Smith, we have 20 freshmen in our department this year. [06:12.43]史密斯教授，今年我们系有二十名新生。 [06:15.22]I wonder if you can assign one teacher to teach their oral English next year. [06:18.29]下一年不知贵校能否派一名教师来给他们上口语课？ [06:21.36]May I ask how many oral classes will be taught each week? [06:23.28]我可以问每周有几节口语课吗？ [06:25.20]Five each day one class. [06:26.68]每周五节，每天一节 [06:28.15]What other courses might you expect him to teach? [06:29.99]你们还准备让他上什么课？ [06:31.84]advanced writing for juniors, two classes each week. [06:34.25]给三年级学生上高级写作课，每周两节。 [06:36.67]How much does your University want to pay him? [06:38.29]那么你们给他付多少工资 [06:39.91]3000 Yuan ( approximately $ 370) each month. [06:43.70]每月三千元（大约三百七十美元） [06:47.48]His hotel accommodation and air fare will be borne by us.but we won't pay for his meal. [06:52.30]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。 [06:57.12]I should say the salary is a bit low. [06:58.91]我想这个工资低了点吧？ [07:00.70]Yes, We admit it is a bit low, but comparing with the salaries of our Chinese teachers ,3000. yuan is rather high. [07:06.31]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。 [07:11.91]In fact it is about 6 times as much as that of our Chinese teachers [07:14.99]事实上，它几乎是我们中国教师工资的六倍。 [07:18.07]Besides your University will still pay out his wage am I right> [07:20.62]并且，你们大学还会给他发工资，对吗？ [07:23.17]Yes, You are right .OK. [07:24.29]是的，你说得对。 [07:25.41]When will he come? [07:26.26]好吧，他什么时候来这儿？ [07:27.11]Our next term begins at the end of August. [07:28.90]我们下学期八月底开学， [07:30.69]So I think, he'd better come on August 25 or so. [07:33.30]所以我想，他最好八月二十五日左右来这儿。 [07:35.91]We can book a ticket for him. [07:37.21]我们可以为他订机票。 [07:38.50]That's good. [07:39.57]那好。 [07:40.64]Everything seems to be ready now. [07:42.25]一切好像都准备好了。 [07:43.86]My secretary can prepare the agreement soon. [07:45.44]我的秘书马上就去准备协议 [07:47.02]so I believe ,it will be for our signature sometime tomorrow morning. [07:49.85]我想，明天上午我们就可以签字了。 [07:52.69]What do you think? [07:53.50]你觉得怎么样？ [07:54.31]That's very nice. [07:55.38]好极了。 [07:56.45]May I say again how much we enjoy having you visit our University. [07:59.53]请允许我再次表示，我们非常高兴你们到我校来参观。 [08:02.61]We feel honored to have begun an exchang program with you and look forward to our continuing relaionship with high hopes and great expectations [08:09.76]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。 [08:16.90]On behalf of the entire delegation from our University, I want to thank you all for your kind hospitality during our visit your University. [08:22.49]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。。 [08:28.08]We look forward to the further development of a successful exchange program. [08:30.65]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。 [08:33.23]Dialohue 4 Let's Sign the Contract [08:35.02]让我们签合同吧！ [08:36.81]Professional Terms [08:37.69]专业术语 [08:38.58]briefcase n. [08:39.34]公事包 [08:40.10]sign vi & n. [08:40.71]签字 [08:41.33]clause n. [08:41.98]条款 [08:42.63]unclear a. [08:43.18]不清楚的 [08:43.73]shipment n [08:44.58]装船 [08:45.43]stipulate vt. [08:46.04]规定 [08:46.65]correction n. [08:47.39]改正 [08:48.12]initial a. [08:48.87]初始 [08:49.63]congratulate vt. [08:50.44]祝贺 [08:51.25]Mr. Adams .I have the contract right here in my briefcase. [08:53.63]亚当斯先生，合同就在我的公文包里。 [08:56.01]Shall we sign it right away? [08:56.82]我们马上签吗？ [08:57.63]Although everything seems to be clear. [08:59.17]尽管问题似乎都谈清楚了， [09:00.71]it is better for us to have another check on all clauses one by one to see if there is anything unclear or missing. [09:05.72]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。 [09:10.74]Here is a copy for you to check. [09:12.08]给你一份来核对。 [09:13.43]Good,I'll read it over and consider it. [09:14.71]好吧，我们仔细阅读好好考虑的。 [09:15.99]I have one quesion about Clause Ten [09:17.64]关于第十个条款，我有个问题。 [09:19.28]OK.,Let's have a look at it. [09:20.34]好，让我们来看看。 [09:21.40]Is it the term that we agreed on? [09:22.83]这是我们同意的条件吗？ [09:24.27]Twenty percent down and the balance at the time of shipment ? [09:26.62]20％付现金，余额在装运时付清吗？ [09:28.97]Yes, I think that's what we have stipulated . [09:30.37]是的。我想这是我们所谈定的。 [09:31.77]I'll need a few minutes to check over my notes. [09:33.49]我得需要几分钟来查看我的笔记。 [09:35.22]Oh, no,it is not what we agreed on.Look it should be ten percent down and the balance at the time of shipment. [09:39.79]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。 [09:44.36]Let me check on it. [09:44.93]我来查查 [09:45.51]Right it should be ten percent. [09:46.38]是的，应该是10％的现金。 [09:47.26]When will you make the correction? [09:48.11]何时把它更正？ [09:48.96]I'll have my secretary take care of it right away. [09:50.65]我马上叫我的秘书把它更正过来。 [09:52.35]Please wait for a few minutes. [09:53.42]请稍等几分钟。 [09:54.49]I think we should add one sentence to it. [09:55.81]我想合同里应该加上这么一句。 [09:57.13]In case one party fails to carry out the contract , the other party is entitled to cancel the contract. [10:00.71]如果一方未履行合同，另一方有权终止本合同。 [10:04.29]Yes, this clause must be added. [10:05.87]是的，这个条款应该加上。 [10:07.45]Have you any more questions? [10:08.57]你还有其他问题吗？ [10:09.70]No more questions, I think. [10:10.83]我想，没其它问题了 [10:11.97]We can sign the contract now. [10:13.26]我们现在可以签订合同了 [10:14.56]All right .Where should I sign? [10:15.63]好吧，我签在哪儿？ [10:16.70]Here near the bottom of the last page? [10:18.50]在这儿，最后一页的下面。 [10:20.30]Is that all? [10:21.06]没事了吗？ [10:21.82]No, please intial this change on Page 23. [10:24.39]不，还得在第二十三页更正处也签上姓名的第一个字母。 [10:26.96]OK. [10:27.59]好的 [10:28.22]I'll intial it ,too. [10:29.34]我也要签上我姓名的头一个字母 [10:30.47]Anything more? [10:31.22]还有其他的事吗？ [10:31.98]Yes, one more thing. [10:33.08]是的。还有一件事 [10:34.17]What's that ? I thought we have wrapped everything up/. [10:35.94]什么事？我以为我们每件事都做完了。 [10:37.70]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. [10:44.53]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。 [10:51.36]Thanks for your invitation. [10:52.76]谢谢你的邀请 [10:54.16]I'll certainly attend and congratulate ourselves. [10:55.80]我一定出席并为我们自己庆祝 [10:57.45]See you then. [10:58.18]到时见 [10:58.91]See you then. [10:59.64]到时见 [11:00.38]Tips On Reception of Foreigners [11:01.98]外事接待注意事项 [11:03.59]how to Hold Business Negotiations? [11:05.13]如何进行商务谈判 [11:06.67]When holding business negotiations ,you should take the following elements into consideration. [11:10.24]在进行商务谈判时，你应该考虑以下几个因素 [11:13.80]Firstly ,you have to make careful preparations for the negotiation. [11:16.88]第一，你得仔细准备好谈判 [11:19.97]As the saying goes, Know the enemy and know yourself ,you can fight a hundred battles with no danger of defeat. [11:24.26]俗话说，“知已知彼，百战不殆” [11:28.56]The same is true of the prepartions for business negotiations. [11:30.86]商务谈判的准备工作也是如此 [11:33.16]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... [11:39.48]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。 [11:45.80]You should prepare a draft of contract ,so when negotiating, you can be flexible in some minor aspects. [11:50.40]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。 [11:55.00]but you should not give in when it comes to the key issues [11:56.93]但在关键问题上却不能让步。 [11:58.86]Remember your ultimate goal is to gain the maximum profit. [12:01.24]你得记住，你的最终目的是获得最大程度的利润。 [12:03.62]During the negotiation, you should stay calm ,speak clearly and directly. [12:06.88]在谈判中，你得保持冷静，说话清楚，直截了当。 [12:10.15]Don't use ambiguous words, such as perhaps or maybe. [12:12.45]不要使用诸如“或许”、“可能”等模棱两可的词汇。 [12:14.75]Secondly, choosing the proper site for negotiations in also very important . [12:17.83]第二，选择适当的谈判地点也非常重要。 [12:20.91]You had better hold the negotiations somewhere you are familiar with, or in a neutral location. [12:24.52]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 [12:28.12]but you should always avoid holding the negotiation in a place, which is familiar to your opponent but new to you. [12:32.18]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 [12:36.24]Lastly , you should choose a good interpreter, [12:38.30]最后，你应该选择一个好的翻译， [12:40.35]who not only has a good command of the foreign language, but also ,is very familiar with the subjects being discussed. [12:44.90]他不仅要精通外语，而且要对所谈的内容非常熟。 [12:49.46]The interpreter must be able to express your ideas accurately and clearly. [12:52.57]翻译必须准确、清楚地表达你的意思。 [12:55.68]notes [12:56.45]笔记 [12:57.22]take into consideration [12:58.58]把……也考虑在内 [12:59.94]as the saying goes [13:00.84]俗话说 [13:01.74]know the enemy and know yourself, you can fight a hundred battles with no danger of defeat. [13:04.86]知已知彼，百战不殆 [13:07.98]Have a good command of. [13:09.26]精通

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