前言

Part A Hosting a Business Delegation or Individual

Task 1 Receiving Guests（接待客戶） 2

1.1 Receiving Tips 2

1.2 Receiving Dialogues 2

1.2.1 Dialogue 1：At the Airport（在機場） 2

1.2.2 Dialogue 2：Checking In at the Hotel（在賓館辦理登記手續(xù)） 4

1.2.3 Dialogue 3：Seeing Off（送行） 5

1.3 Receiving Statements 8

1.4 Wisdom Phrases：Asking for an Opinion（征求意見） 9

1.5 Practice and Development 10

1.5.1 Pair Work 10

1.5.2 Situations 11

1.5.3 Sentence Translation 11

1.5.4 Dialogue Interpretation 11

Task 2 Business Dinner（商務用餐） 12

2.1 Dinner Tips 12

2.2 Dinner Dialogues 12

2.2.1 Dialogue 1：At the Banquet（在宴會上） 12

2.2.2 Dialogue 2：At the Restaurant（在餐館里） 14

2.2.3 Speech：Speech Given at the Dinner Table（宴會桌上歡迎演講辭） 14

2.3 Dinner Statements 17

2.4 Wisdom Phrases:Stating an Opinion（陳述意見） 18

2.5 Practice and Development 19

2.5.1 Pair Work 19

2.5.2 Situations 19

2.5.3 Sentence Translation 19

2.5.4 Speech Interpretation 20

Task 3 Business Tour（商務旅游） 21

3.1 Tour Tips 21

3.2 Tour Dialogues 21

3.2.1 Dialogue 1：Arranging the Time Schedule of a Visit（安排訪問日程表） 21

3.2.2 Dialogue 2：The Schedule of Business and Pleasure（業(yè)務洽談和娛樂的日程安排） 22

3.2.3 Dialogue 3：Beijing's Some Places of Historical Interest and Scenic Beauty（北京的名勝古跡和景點） 23

3.3 Tour Statements 25

3.4 Wisdom Phrases：Stating a Fact（陳述事實） 26

3.5 Practice and Development 27

3.5.1 Pair Work 27

3.5.2 Situations 27

3.5.3 Sentence Translation 27

3.5.4 Dialogue Interpretation 28

Part B Business Procedures

Task 4 Inquiry and Offer（詢盤和報盤） 30

4.1 Negotiation Awareness 30

4.2 Negotiation Dialogues 30

4.2.1 Dialogue 1：I'd Like to Have Your Lowest Quotations（我希望你們報最低價30

4.2.2 Dialogue 2：When Can I Have Your Firm CIF Prices？（我何時能得到你方到岸價報價？） 31

4.2.3 Dialogue 3：What Prices Do You Quote for These Two Items？（對這兩種商品你們報什么價格？） 32

4.3 Negotiation Statements 36

4.4 Wisdom Phrases 37

4.5 Practice and Development 38

4.5.1 Pair Work 38

4.5.2 Situations 39

4.5.3 Sentence Translation 39

4.5.4 Dialogue Interpretation 39

Task 5 Price Bargaining（還盤） 41

5.1 Negotiation Awareness 41

5.2 Negotiation Dialogues 41

5.2.1 Dialogue 1：Your Price Has Soared！（你方的價格猛漲！） 41

5.2.2 Dialogue 2：Business Depends Very Much on Your Prices（業(yè)務很大程度上取決于你方的價格） 42

5.2.3 Dialogue 3：The Prices Are Given without Engagement（所報價格沒有約束力43

5.3 Negotiation Statements 46

5.4 Wisdom Phrases：Making a Proposal（提出建議） 47

5.5 Practice and Development 48

5.5.1 Pair Work 48

5.5.2 Situations 48

5.5.3 Sentence Translation 48

5.5.4 Dialogue Interpretation 48

Task 6 Quality and Quantity（質量和數量） 50

6.1 Negotiation Awareness 50

6.2 Negotiation Dialogues 50

6.2.1 Dialogue 1：Quality and Design Not Suitable（質量和圖案不適合） 50

6.2.2 Dialogue 2：Goods Guaranteed to Be Up to Export Standards（貨物保證達到出口標準） 51

6.2.3 Dialogue 3：Poultry Not Up to Our Standards（家禽制品沒有達到我方質量標準52

6.3 Negotiation Statements（談判語句） 55

6.4 Wisdom Phrases：Expressing Disagreement（表示異議） 56

6.5 Practice and Development 57

6.5.1 Pair Work 57

6.5.2 Situations 57

6.5.3 Sentence Translation 57

6.5.4 Dialogue Interpretation 58

Task 7 Packing（包裝） 59

7.1 Negotiation Awareness 59

7.2 Negotiation Dialogues 59

7.2.1 Dialogue 1：The Packing Attractive in Appearance（包裝外觀要引人注目） 59

7.2.2 Dialogue 2：A Wrapping Will Help Push the Sales（包裝有助于推銷） 61

7.2.3 Dialogue 3：To Submit to the Regulations of Our Government（必須服從我國政府的規(guī)定） 62

7.3 Negotiation Statements 65

7.4 Wisdom Phrases：Interrupting and Blocking （插話和阻止插話） 66

7.5 Practice And Development 67

7.5.1 Pair Work 67

7.5.2 Situations 68

7.5.3 Sentence Translation 68

7.5.4 Dialogue Interpretation 68

Task 8 Commission（傭金） 70

8.1 Negotiation Knowledge 70

8.2 Negotiation Dialogues 70

8.2.1 Dialogue 1：Consider Giving You a 3% Commission（考慮給你方3%的傭金） 70

8.2.2 Dialogue 2：Let's Return to the Topic of Commission （讓我們回到傭金這個話題） 71

8.2.3 Dialogue 3：Impossible to Make Any Further Concession（不可能作出更大讓步73

8.3 Negotiation Statements 76

8.4 Wisdom Phrases：Expressing Confidence And Reassuring（表達信心和使人放心） 77

8.5 Practice and Development 78

8.5.1 Pair Work 78

8.5.2 Situations 78

8.5.3 Sentence Translation 78

8.5.4 Dialogue Interpretation 79

Task 9 Delivery and Shipment（發(fā)貨和裝運） 80

9.1 Negotiation Awareness 80

9.2 Negotiation Dialogues 80

9.2.1 Dialogue 1：To Get Round Producers for an Earlier Delivery （說服廠家早日交貨） 80

9.2.2 Dialogue 2：To Ensure a Prompt Delivery of the Goods（確保即期交貨） 82

9.2.3 Dialogue 3：To Advance Your Time of Shipment（提前交貨） 83

9.3 Negotiation Statements 86

9.4 Wisdom Phrases：Expressing Agreement（表示同意） 87

9.5 Practice and Development 88

9.5.1 Pair Work 88

9.5.2 Situations 88

9.5.3 Sentence Translation 88

9.5.4 Dialogue Interpretation 89

Task 10 Terms of Payment（付款條件） 90

10.1 Negotiation Awareness 90

10.2 Negotiation Dialogues 90

10.2.1 Dialogue 1：We Insist On a Letter of Credit（我們堅持信用證付款） 90

10.2.2 Dialogue 2：I'll Arrange for the L/C to Be Opened in Your Favour （我將安排開立以你方為受益人的信用證） 91

10.2.3 Diouogue 3：We Have Never Done Business on Such Terms （我們從來沒有按這種條件成交過） 93

10.3 Negotiation Statements 95

10.4 Wisdom Phrases：Responding to a Proposal（回應建議） 97

10.5 Practice and Development 97

10.5.1 Pair Work 97

10.5.2 Situations 98

10.5.3 Sentence Translation 98

10.5.4 Dialogue Interpretation 98

Task 11 Insurance（保險） 100

11.1 Negotiation Awareness 100

11.2 Negotiation Dialogues 100

11.2.1 Dialogue 1：What Do Your Insurance Clauses Cover？ （你方的保險條款有哪些險別？） 100

11.2.2 Dialogue 2：Only Coverage for 'All Marine Risks' Requested in the L/C（信用證只要求投保'海運一切險'） 102

11.2.3 Dialogue 3：What If We Change to 'All Risks' （我們改投'一切險'如何？） 104

11.3 Negotiation Statements 108

11.4 Wisdom Phrases:Explanation and Correcting Misunderstanding（解釋和消除誤解） 109

11.5 Practice and Development 110

11.5.1 Pair Work 110

11.5.2 Situations 110

11.5.3 Sentence Translation 110

11.5.4 Dialogue Interpretation 111

Task 12 Signing the Contract（簽訂合同） 112

12.1 Negotiation Awareness 112

12.2 Negotiation Dialogues 112

12.2.1 Dialogue 1：Last Night I Worked Out This Draft Contract （昨天晚上我草擬了這份合同） 112

12.2.2 Dialogue 2：We've Made This Deal Together（我們一起達成了這筆交易） 114

12.2.3 Dialogue 3：On the Whole the Contract Seems Perfectly in Order（合同總體上無懈可擊） 115

12.3 Negotiation Statements 119

12.4 Wisdom Phrases：Asking for Clarification or Further Information（要求給予更多解釋或更多信息） 120

12.5 Practice and Development 121

12.5.1 Pair Work 121

12.5.2 Situations 121

12.5.3 Sentence Translation 121

12.5.4 Dialogue Interpretation 122

Task 13 Claims and Settlement（索賠與解決） 123

13.1 Negotiation Awareness 123

13.2 Negotiation Dialogues 123

13.2.1 Dialogue 1：We Have No Choice But to Lodge a Claim against You（我們沒有辦法只好向你方提出索賠） 123

13.2.2 Dialogue 2：I'm Afraid We Cannot Entertain Your Claim（恐怕我們不能接受你方索賠） 125

13.2.3 Dialogue 3：The Case Is Too Serious to Be Overlooked（情況嚴重不容忽視126

13.3 Negotiation Statements 129

13.4 Wisdom Phrases：Asking for Confirmation（要求確認） 130

13.5 Practice and Development 131

13.5.1 Pair Work 131

13.5.2 Situations 131

13.5.3 Sentence Translation 131

13.5.4 Dialogue Interpretation 132

Task 14 Arbitration（仲裁） 133

14.1 Negotiation Awareness 133

14.2 Negotiation Dialogues 133

14.2.1 Dialogue 1：No Objection to Arbitration Conducted in China（不反對在中國執(zhí)行仲裁） 133

14.2.2 Dialogue 2：To Include an Arbitration Clause in the Contract（必須在合同中寫入仲裁條款） 134

14.2.3 Dialogue 3：We Should Try to Iron Out Differences（我們應該努力消除分歧136

14.3 Negotiation Statements 138

14.4 Wisdom Phrases：Closing a Negotiation（結束談判） 139

14.5 Practice and Development 140

14.5.1 Pair Work 140

14.5.2 Situations 140

14.5.3 Sentence Translation 141

14.5.4 Dialogue Interpretation 141

Task 15 Agency（代理） 142

15.1 Negotiation Awareness 142

15.2 Negotiation Dialogues 142

15.2.1 Dialogue 1：To Work Out the Sole Agency Agreement（擬定獨家代理協議） 142

15.2.2 Dialogue 2：To Sign a Sole Agency Agreement with You（與你方簽署一份獨家代理協議） 143

15.2.3 Dialogue 3：We Are Still at the Get-Acquainted Stage（我們仍然處在相互了解階段） 144

15.3 Negotiation Statements 147

15.4 Wisdom Phrases：Identifying and Analyzing Obstacles（確定和分析障礙） 149

15.5 Practice and Development 149

15.5.1 Pair Work 149

15.5.2 Situations 149

15.5.3 Sentence Translation 150

15.5.4 Dialogue Interpretation 150

Appendix Useful Abbreviations for Foreign Trade 152

References 161