Contents 前言 Part A Hosting a Business Delegation or Individual Task 1 Receiving Guests（接待客户）2 1.1 Receiving Tips2 1.2 Receiving Dialogues2 1.2.1 Dialogue 1: At the Airport（在机场）2 1.2.2 Dialogue 2: Checking In at the Hotel（在宾馆办理登记手续）4 1.2.3 Dialogue 3: Seeing Off（送行）5 1.3 Receiving Statements8 1.4 Wisdom Phrases: Asking for an Opinion（征求意见）9 1.5 Practice and Development10 1.5.1 Pair Work10 1.5.2 Situations11 1.5.3 Sentence Translation11 1.5.4 Dialogue Interpretation11 Task 2 Business Dinner（商务用餐）12 2.1 Dinner Tips12 2.2 Dinner Dialogues12 2.2.1 Dialogue 1: At the Banquet（在宴会上）12 2.2.2 Dialogue 2: At the Restaurant（在餐馆里）14 2.2.3 Speech: Speech Given at the Dinner Table（宴会桌上欢迎演讲辞）14 2.3 Dinner Statements17 2.4 Wisdom Phrases:Stating an Opinion（陈述意见）18 2.5 Practice and Development19 2.5.1 Pair Work19 2.5.2 Situations19 2.5.3 Sentence Translation19 2.5.4 Speech Interpretation20 Task 3 Business Tour（商务旅游）21 3.1 Tour Tips21 3.2 Tour Dialogues21 3.2.1 Dialogue 1: Arranging the Time Schedule of a Visit（安排访问日程表）21 3.2.2 Dialogue 2: The Schedule of Business and Pleasure（业务洽谈和娱乐的日程安排）22 3.2.3 Dialogue 3: Beijings Some Places of Historical Interest and Scenic Beauty（北京的名胜 古迹和景点）23 3.3 Tour Statements25 3.4 Wisdom Phrases: Stating a Fact（陈述事实）26 3.5 Practice and Development27 3.5.1 Pair Work27 3.5.2 Situations27 3.5.3 Sentence Translation27 3.5.4 Dialogue Interpretation28 Part B Business Procedures Task 4 Inquiry and Offer（询盘和报盘）30 4.1 Negotiation Awareness30 4.2 Negotiation Dialogues30 4.2.1 Dialogue 1: Id Like to Have Your Lowest Quotations（我希望你们报最低价）30 4.2.2 Dialogue 2: When Can I Have Your Firm CIF Prices?（我何时能得到你方到岸价 报价?）31 4.2.3 Dialogue 3: What Prices Do You Quote for These Two Items?（对这两种商品你们报什么 价格?）32 4.3 Negotiation Statements36 4.4 Wisdom Phrases37 4.5 Practice and Development38 4.5.1 Pair Work38 4.5.2 Situations39 4.5.3 Sentence Translation39 4.5.4 Dialogue Interpretation39 Task 5 Price Bargaining（还盘）41 5.1 Negotiation Awareness41 5.2 Negotiation Dialogues41 5.2.1 Dialogue 1: Your Price Has Soared!（你方的价格猛涨!）41 5.2.2 Dialogue 2: Business Depends Very Much on Your Prices（业务很大程度上取决于你方 的价格）42 5.2.3 Dialogue 3: The Prices Are Given without Engagement（所报价格没有约束力）43 5.3 Negotiation Statements46 5.4 Wisdom Phrases: Making a Proposal（提出建议）47 5.5 Practice and Development48 5.5.1 Pair Work48 5.5.2 Situations48 5.5.3 Sentence Translation48 5.5.4 Dialogue Interpretation48 Task 6 Quality and Quantity（质量和数量）50 6.1 Negotiation Awareness50 6.2 Negotiation Dialogues50 6.2.1 Dialogue 1: Quality and Design Not Suitable（质量和图案不适合）50 6.2.2 Dialogue 2: Goods Guaranteed to Be Up to Export Standards（货物保证达到出口 标准）51 6.2.3 Dialogue 3: Poultry Not Up to Our Standards（家禽制品没有达到我方质量标准）52 6.3 Negotiation Statements（谈判语句）55 6.4 Wisdom Phrases: Expressing Disagreement（表示异议）56 6.5 Practice and Development57 6.5.1 Pair Work57 6.5.2 Situations57 6.5.3 Sentence Translation57 6.5.4 Dialogue Interpretation58 Task 7 Packing（包装）59 7.1 Negotiation Awareness59 7.2 Negotiation Dialogues59 7.2.1 Dialogue 1: The Packing Attractive in Appearance（包装外观要引人注目）59 7.2.2 Dialogue 2: A Wrapping Will Help Push the Sales（包装有助于推销）61 7.2.3 Dialogue 3: To Submit to the Regulations of Our Government（必须服从我国政府的 规定）62 7.3 Negotiation Statements65 7.4 Wisdom Phrases: Interrupting and Blocking （插话和阻止插话）66 7.5 Practice And Development67 7.5.1 Pair Work67 7.5.2 Situations68 7.5.3 Sentence Translation68 7.5.4 Dialogue Interpretation68 Task 8 Commission（佣金）70 8.1 Negotiation Knowledge70 8.2 Negotiation Dialogues70 8.2.1 Dialogue 1: Consider Giving You a 3% Commission（考虑给你方3%的佣金）70 8.2.2 Dialogue 2: Lets Return to the Topic of Commission （让我们回到佣金这个 话题）71 8.2.3 Dialogue 3: Impossible to Make Any Further Concession（不可能作出更大让步）73 8.3 Negotiation Statements76 8.4 Wisdom Phrases: Expressing Confidence And Reassuring（表达信心和使人 放心）77 8.5 Practice and Development78 8.5.1 Pair Work78 8.5.2 Situations78 8.5.3 Sentence Translation78 8.5.4 Dialogue Interpretation79 Task 9 Delivery and Shipment（发货和装运）80 9.1 Negotiation Awareness80 9.2 Negotiation Dialogues80 9.2.1 Dialogue 1: To Get Round Producers for an Earlier Delivery （说服厂家早日 交货）80 9.2.2 Dialogue 2: To Ensure a Prompt Delivery of the Goods（确保即期交货）82 9.2.3 Dialogue 3: To Advance Your Time of Shipment（提前交货）83 9.3 Negotiation Statements86 9.4 Wisdom Phrases: Expressing Agreement（表示同意）87 9.5 Practice and Development88 9.5.1 Pair Work88 9.5.2 Situations88 9.5.3 Sentence Translation88 9.5.4 Dialogue Interpretation89 Task 10 Terms of Payment（付款条件）90 10.1 Negotiation Awareness90 10.2 Negotiation Dialogues90 10.2.1 Dialogue 1: We Insist On a Letter of Credit（我们坚持信用证付款）90 10.2.2 Dialogue 2: Ill Arrange for the L/C to Be Opened in Your Favour （我将安排开立以 你方为受益人的信用证）91 10.2.3 Diouogue 3: We Have Never Done Business on Such Terms （我们从来没有按这种 条件成交过）93 10.3 Negotiation Statements95 10.4 Wisdom Phrases: Responding to a Proposal（回应建议）97 10.5 Practice and Development97 10.5.1 Pair Work97 10.5.2 Situations 98 10.5.3 Sentence Translation98 10.5.4 Dialogue Interpretation98 Task 11 Insurance（保险）100 11.1 Negotiation Awareness100 11.2 Negotiation Dialogues100 11.2.1 Dialogue 1: What Do Your Insurance Clauses Cover? （你方的保险条款有哪些 险别？）100 11.2.2 Dialogue 2: Only Coverage for "All Marine Risks" Requested in the L/C（信用证只要求 投保"海运一切险"）102 11.2.3 Dialogue 3: What If We Change to "All Risks" （我们改投"一切险"如何？）104 11.3 Negotiation Statements108 11.4 Wisdom Phrases:Explanation and Correcting Misunderstanding（解释和消除 误解）109 11.5 Practice and Development110 11.5.1 Pair Work110 11.5.2 Situations 110 11.5.3 Sentence Translation110 11.5.4 Dialogue Interpretation111 Task 12 Signing the Contract（签订合同）112 12.1 Negotiation Awareness112 12.2 Negotiation Dialogues112 12.2.1 Dialogue 1: Last Night I Worked Out This Draft Contract （昨天晚上我草拟了这份 合同）112 12.2.2 Dialogue 2: Weve Made This Deal Together（我们一起达成了这笔交易）114 12.2.3 Dialogue 3: On the Whole the Contract Seems Perfectly in Order（合同总体上无懈 可击）115 12.3 Negotiation Statements119 12.4 Wisdom Phrases: Asking for Clarification or Further Information（要求给予 更多解释或更多信息）120 12.5 Practice and Development121 12.5.1 Pair Work121 12.5.2 Situations 121 12.5.3 Sentence Translation121 12.5.4 Dialogue Interpretation122 Task 13 Claims and Settlement（索赔与解决）123 13.1 Negotiation Awareness123 13.2 Negotiation Dialogues123 13.2.1 Dialogue 1: We Have No Choice But to Lodge a Claim against You（我们没有办法只好 向你方提出索赔）123 13.2.2 Dialogue 2: Im Afraid We Cannot Entertain Your Claim（恐怕我们不能接受你方 索赔）125 13.2.3 Dialogue 3: The Case Is Too Serious to Be Overlooked（情况严重不容忽视）126 13.3 Negotiation Statements129 13.4 Wisdom Phrases: Asking for Confirmation（要求确认）130 13.5 Practice and Development131 13.5.1 Pair Work131 13.5.2 Situations 131 13.5.3 Sentence Translation131 13.5.4 Dialogue Interpretation132 Task 14 Arbitration（仲裁）133 14.1 Negotiation Awareness133 14.2 Negotiation Dialogues133 14.2.1 Dialogue 1: No Objection to Arbitration Conducted in China（不反对在中国执行 仲裁）133 14.2.2 Dialogue 2: To Include an Arbitration Clause in the Contract（必须在合同中写入仲裁 条款）134 14.2.3 Dialogue 3: We Should Try to Iron Out Differences（我们应该努力消除分歧）136 14.3 Negotiation Statements138 14.4 Wisdom Phrases: Closing a Negotiation（结束谈判）139 14.5 Practice and Development140 14.5.1 Pair Work140 14.5.2 Situations 140 14.5.3 Sentence Translation141 14.5.4 Dialogue Interpretation141 Task 15 Agency（代理）142 15.1 Negotiation Awareness142 15.2 Negotiation Dialogues142 15.2.1 Dialogue 1: To Work Out the Sole Agency Agreement（拟定独家代理协议）142 15.2.2 Dialogue 2: To Sign a Sole Agency Agreement with You（与你方签署一份独家代理 协议）143 15.2.3 Dialogue 3: We Are Still at the Get-Acquainted Stage（我们仍然处在相互了解 阶段）144 15.3 Negotiation Statements147 15.4 Wisdom Phrases: Identifying and Analyzing Obstacles（确定和分析障碍）149 15.5 Practice and Development149 15.5.1 Pair Work149 15.5.2 Situations 149 15.5.3 Sentence Translation150 15.5.4 Dialogue Interpretation150 Appendix Useful Abbreviations for Foreign Trade152 References161
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