外事接待英语 会谈与谈判

[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