-
Lesson 3 business negotiation
Dialogue 1 Counter offer
Leslie: How are you this afternoon?
今天下午过得如何
?
Paul: Just fine. I looked over the
catalog
you gave me this
morning, and
I’d
like to discuss prices on your computer speakers.
还好。今天早上我已经详细看过你给我的目录了。我想讨论一下你们计算机扬声器的价格
。
Leslie: Very
good. Here is our price list.
好的。这是我们的价目表。
Paul: Let me
see….
I see that your listed
price for the K-two-one model is ten US dollars.
Do you offer
quantity
discounts
?
我看看。你们
K-2-1
型的标价是美金十块钱。大量订购的话，有折扣吗？
Leslie: We sure do. We give
a
five percent discount
for
orders of a hundred or more.
当然有。
100
或以上的订单我们有百分之五的折扣。
Paul: What kind of discount
could you give me if I were to place an order for
six hundred
units?
如果我下六百的订单，你们可以给我什么样的折扣？
Leslie: On an order of six
hundred, we can give you a discount of ten
percent.
六百的话，我们可以给你百分之十的折扣。
Paul: What about
lead time
?
交货时间呢
?
Leslie: We could ship your order
within
ten days of receiving
your payment.
在收到货款的十天内，我们就可以把货送出去。
Paul: So, you require
payment in advance of shipment?
那么，你们是要提前付款的
?
Leslie: Yes. You could wire transfer
the payment into our bank account or open a
letter
of
credit
in our favor.
是的。你可以汇款到我们的银行帐户，或是开一个以我们公司为抬头的信用状。
Paul:
I
’
d like to go ahead
and
place an order
for six
hundred units.
那我想就先下六百的订单。
Leslie: Great! Ill just
fill out the purchase order and have you sign it.
好极了
!
我马上写订购单并请你签名。
Dialogue 2 Order
negotiation
A: I'm sorry to
say that the price you quote is too high. It
wouldbe very difficult for us to
push any sales
if we buy it
at this price.
B: well, if you take
quality into consideration, you won't think our
price is too high.
A:
Let’s
meet each
other half way
.
-
很遗憾你们报的价格太高，如果按这种价格买进，我方实在难以推销。
-
如果你考虑一下质量，你就不会觉得我们的价格太高了。
-
那咱们就各让一步吧。
A: I'm sorry to say that
your price has
soared
. It's
almost 20% higher than last year's.
B:
That's because the price of
raw
materials
has gone up.
A: I
see. Thank you.
-
很遗憾，贵方的价格猛
长，比去年几乎高出
20%
。
-
那是因为原材料的价格上涨了。
-
我知道了，多谢。
A: How many do you intend
to order?
B: I want to order 900 dozen.
A: The most we can offer you at present
is 600 dozen.
-
这种产品你们想订多少？
-
我们想订
900
打。
-
目前我们至多只能提供
600
打。
A:
We have inspected the rice, and we're surprised to
know that the weight is short.
B: We
sell our goods on
loaded
weight
and not on
landed
weight
.
A: I see.
-
这些大米我们检验过了，重量不够，我们感到奇怪。
-
我们出售商品是以装船重量为准，不是以卸货重量为准。
-
我知道了。
Dialogue 3
A: The next thing I'd like to
bring up
for discussion is
packing.
B: Please state your opinions
about packing.
A: All right. We wish
our opinions on packing will be passed on to
your
manufacturers
-
下面我想就包装问题讨论一下。
-
请陈述你们的意见。
-
好，我们希望我们对包装的意见能传达到厂商。
A: You know, packing has a
close
bearing on
sales.
B: Yes, it also affects the reputation
of our products. Buyers always pay great attention
to
packing.
A: We wish the
new packing will
give our clients
satisfaction.
-
大家都知道，包装直接关系到产品的销售。
-
是的，它也会影响我们产品的信誉，买主总是很注意包装。
-
我们希望新包装会使我们的顾客满意。
A: How are the
shirts packed?
B: They're packed in
cardboard boxes.
A: I'm afraid the cardboard boxes are
not strong enough for
ocean
transportation.
-
衬衫怎样包装？
-
它们用纸板箱包装。
-
我担心远洋运输用纸板箱不够结实。
Dialogue 4
A:
From what I've heard, you're already well up in
shipping work.
B: Yes, we arrange
shipments to any part of the world.
-
据我所知，你方对运输工作很在行。
-
是的，我们承揽去世界各地的货物运输。
A: How do you like the
goods
dispatched
, by railway
or by sea?
B: By sea, please. Because
of the high cost of railway transportation, we
prefer sea
transportation.
A:
That’s
what we
think.
-
你方将怎样发运货物，铁路还是海运？
-
请海运发货，铁路运输费用太高，我们愿意走海运。
-
我们正是这么想的。
A: When can you effect
shipment? I'm terribly worried about late
shipment.
B: We can effect shipment in
December or early next year
at the
latest
.
A: That's fine.
-
你们什么时候能交货？我非常担心货物迟交。
-
我们最晚在今年十二月或明年初交货。
-
那很好。
Talking About Work
谈论工作
What kind of
job have you had?
你做过什么工作？
A:What kind of job have you ever
had?
A:
你做过什么工作？
B:I
used to work as a teacher.
B:
我当过教师。
A:How
did you like your job?
A:
喜欢你的工作吗？
B:Oh,if I hadn't moved here I would never thought
of changing it.
要不是搬到这儿
,
我不会考虑换工作的
.
What
sort of job would you like to take?
你想做什么样的工作？
A:What sort of job would you like to
take?
A:
你想做什么样的工作？
B:I prefer a sedentary job and I used to work as
an operator.
我
喜欢静一点的工作
,
我曾经当过接线员
.
A:We need an operator
now.
A:
我们正需要接线员。
B:It's just the job I've been searching
for.
B:
这也正是我想要找的工作。
Which job do you
prefer
...?
你喜欢
做什么工作
……
？
A:Which job do you
prefer,an accountant or a secretary?
你喜欢做什么工作，会计还是秘书？
B:Neither,I prefer an active job.
都不喜欢。我更喜欢能动的工作。
A:Then how about a salesman?
A:
那么当推销员怎么样？
B:That's better.I like
travelling.
B:
太好了，我喜欢旅行。
I have done something
like that before.
我以前干过类似的工作。
A:Are you familiar with the office
management?
你熟悉办公室的管理工作吗？
B:I have done something like that
before.
B:
以前干过类似的工作。
A:Are you still interested in it?
A:
现在还感兴趣吗？
I think I an.I left the job only
because it was too far from my home.
我想是的
,
我辞掉了这份工作只是因为离家太远
I once had a job in...
我以前在
……
< br>干过。
A:May I have your resume,please?
A:
可以看看你的简历吗？
B:Yes,I need a job that can give
full play to my skills.
<
/p>
可以
,
我需要一份能发挥我一技之长的工
作
.
A:Do you
like a job in a library,working with
books?
A:
想在图书馆工作吗？和书打交道。
B:I like a matter of fact,I once
had a job in a library.
<
/p>
我喜欢平静
.
事实上
,
我以前在图书馆干过
.
I used to work
for
...
我曾
……
A:I suppose you've had many
jobs,George.
A:
乔治，我想你干过不少工作吧。
B:Yes,I used to work for stone,preparing computer
programs;
B:
是的，我曾在四通公司搞过软件。
I was a businessman tow years
ago;
两年前经过商
;
and I even ran a small factory until
last year.
我还开过一个小型工厂，一直到去年。
I used to
hold a similar job for six years.
类似的工作我干了六年。
We need aa person who knows how to
operate and repair all kinds of office
appliances.
我们需要一位能使用、维修各种办公设备的人
B:I used to hold a similar job for
six years.
B:
类似的工作我干了六年。
A:So you're quite confident in your experience and
skill
A:
那么你很自信自己的经验的技术了？
B:I think so.
B:
我想是的。
Actually,I received that
kind of training.
事实上，我接受过这种训练。
A:We need to know whether you have
the special training.
我们想知道你是不是接受地专门的训练
B:Actually,I received that kind of
training when I was in college.
事实上，我大学时就接受了这种训练。
A:How about your
experience?
A:
你的经历怎么样？
B:I
worked as a PR clerk for one year
and
then as manager of PR department for three years.
我做过一年公关职员，三年公关部经理
I am thinking about changing my job.
我在考虑换换工作。
A:I'm really tired of my
job in the bank. I'm thinking about changing it.
A:
银行的工作我厌烦了
.
我在考虑换换工作
B:Have you
any definite idea?
B:
有确定的想法了吗？
A:Not yet,what's your opinion?
A:
还没有，我想听听你的意见？
B:I think you'd better try an active
job.
B:
我觉得你最好做经常动的工作。
beginner
A
：
Hi. Could you
give me a hand with this report?
B
：
Sure.
I’d
be happy to give you
some hints and advice.
A
：
Thanks. Would
you mind taking a look at the layout? Do you think
it’s
appropriate? I want it
tobe formal, but not b
oring to look
at.
B
：
It looks good
to me. I would suggest that you put the
client’s
logo and our logo
on each bosses seem to li
ke
that.
A
：
That’s
an excellent suggestion. I can
easily do it on the computer.
B
：
Why
don’t
you use a different
font the headings?
They’ll
be more distinct.
A
：
I’ll
take that suggestion too. How about the
content?
B
：
I think
you’ve
included all the
essential things. You might want to make the
conclusion a littlelonger. Restate your
r
easons clearly.
A
：
Is it OK to
include the pictures?
B
：
Definitely! I
would include one or two on each page if possible.
Remember that you shouldmake the report as
eye-
catching as possible.
A
：
Thanks for
those ideas.
I’ll
get to
work on them right away.
A:
你能帮帮我完成这份报告吗？
<
/p>
B:
当然。我将很高兴给你一些提示和建议。
A:
谢谢。看一下布局好吗？你认为它是合适的吗？
我想要考虑是正式的，但不是令人厌烦的。
< br>B:
在我看来还不错。我建议你把客户的标识和我们标志加到每一页。老板似乎喜
欢这一点。
A:
这是一个很好的建议
。我用电脑可以很容易做到。
B:
你
为什么不使用不同的字体的标题？他们将变得更加明显。
A:
我会考虑这一建议。对报告内容又如何？
B:
我想你已经包括了所有重要的东西。你也许要作出结论稍微长了。重申你的理由
清楚。
A:
里面加进图片好不好？
B:
肯定好！我想可能的话在每一页有一两张图片。记住，你应该把报告
作得尽可能引人注目。
A:
感谢你给
我那些建议。我将立刻着手办理他们。
Intermediate
A:
hello. How was the marketing meeting?
B: hi. It was awful. I think I put
forward some great ideas, but none of them were
accepted.
A:
I’m
surprised to hear that.
I thought you had some very good
suggestions.
B: So did I. I
ran the ideas by a few people before the meeting
and the ideas seemed to have thesupports of some
people.
A: So
what happened in the meeting?
B: One or two people
didn’t
take to my ideas very
well. That was to be expected. The worst thingwas
that the peo
ple who said the ideas were
good before the meeting
didn’t
support me duringthe
meeting.
A: I wonder why
not. We could always revise the suggestions, to
take into account anyobjections.
B:
That’s
good
advice, but
I’m
not
confident that even revised proposals will be
accepted.
A: may I make a
suggestion?
B: sure.
I’m
open to any reasonable
suggestions.
A: Is there a
chance you could contact the client confidentially
and see what they think? If they likeyour ideas,
per
haps they could put them forward as
their own proposals. You
won’t
get credit forthe
ideas, but the client will kno
w they
were yours.
B:
I’m
not sure
that’s
a good
idea.
A: Go on. Take a
chance. You could just hint at your idea. The
client should be smart enough totake a
hint.
A:
你好！
销售会议开得怎样？
B:
糟糕极了。我认为我提出一些极妙的想法，但是他们都不被接受。
A:
我吃惊地听到那。我认为你有一些非常好的建议。
B:
我也是。在会议之前我对一些人叙说我的想法，
而且好像有一些人支持这些想法。
A:
那么在会议上发生了什么？
B:
一个或两个人，
没有考虑到我的想法很
好。
那是预料之中的事。
最糟糕的是会前说这些想法好的人在开
会
时并不支持我。
A:
我想知道为什么不。我们总是能修正建议考虑到任何异议。
B:
那是个好建议，不过即使修订建议能否被接受我还是没有信心。
A:
我可以提个建议吗
?
B:
当然可以。我欢迎任何合理的
建议。
A:
你有机会私下接触客户看
他们会怎么想吗？如果他们对你的想法有兴趣，
也许会把你的想法作为他们自己
的建议。你不会把这个建议归功于己，可客户会知道是你的。
B:
我不能确信那是一个好主意。
<
/p>
A:
试试吧。抓住机会。你可以暗示你的想法。客户应该是聪明人
。
Talking About Feeling
谈论情感
I like...
我喜欢
……
A:I like the design of the coat.
A:
我喜欢这件衣服的款式
.
B:But I like its color.
B:
我看好了它的颜色
.
Anyway,it's my ideal coat.I'll take it.
A:
我喜欢这件衣服的款式
.
B:I'll take one,too.
B:
我也要买一件
.
I prefer...
我喜欢
……
A:I prefer potatoes to eggplants.
A:
我喜欢土豆，不喜欢茄子。
B:I feel eggplants are more
nutritious.
B:
我学得茄子更有营养。
A:But as a matter of fact,potatoes taste better.
A:
可实际上是土豆更好吃。
B:Oh,that's how you see it.
B:
是吗，那是你的观点。
On balance,dress
designing appeals to me most.
大体上说，我最喜欢服装设计。
A:On balance,dress designing appeals
to me most.
A:
大体上说，我最喜欢服装设计。
B:Yes,it's to my liking,too.
B:
是的，我也喜欢。
A:Say,how would you like to be a dress designer?
A:
你想不想当服装设计师？
B:It's my dream.
B:
那是我的理想。
I've had enough of
that!
我受够了！
A:I've had enough of
that!
A:
我受够了！
B:Why ,this is the most interesting
film!
B:
为什么，这部电影很有意思嘛！
A:I hate the 's too cruel.
A:
我不喜欢男主角，他太残忍了。
B:But it's only a film.
B:
这只不过是电影嘛。
I don't think the
lecture is very interesting.
A:
我觉得这个讲座没意思。
A:I don't think the lecture is very
interesting.
A:
我觉得这个讲座没意思。
B:The lecturer is dull,too.
B:
那演讲人也太呆板了。
A:I feel he's like a talking machine.
A:
我觉得他像个会说话的机器。
B:I feel the same way.
B:
我也有同感。
To be frank,I find...rather boring.
老实说，这觉得
……
太枯燥了。
A:To be frank,I find philosophy rather boring.
A:
老实说，我觉得哲学太枯燥了。
To tell you the truth,it's the most tedious course
I'ever had.
A:
老实说，我觉得哲学太枯燥了。
How could you manage to pass the exam?
A:
那你怎么考过去的？
B:It is still a mystery to me.
B:
我也不知道。
I'm afraid of...
我怕
……
A:I'm afraid of the darkness.
A:
我怕黑。
B:Don't worry.I'll drive you back.
B:
别担心，我开车送你回去。
A:Thank you.
A:
谢谢。
I'm scared of cats.
我怕猫。
A:Do you keep any
pets,such as cats,dogs?
A:
你养宠物吗，猫狗之类的？
B:No,I'm scared of cats.
B:
不养，我怕猫。
A:Oh,but why?
A:
噢，为什么？
B:I
feel they're dirty.
B:
我觉得它们很脏。
That's a great relief.
那我就放心了。
A:I hear little Bob
has recovered.
A:
我听说小鲍伯好了。
B:That's a great relief.I was worried about him.
B:
那我就放心了，我挺担心的。
A:The operation was very successful.
A:
手术非常成功。
B:His parents must feel very happy.
B:
他父母一定很高兴。
On a Trip
在旅中
Is this the right
counter to check in for this flight?
这次班机是在这个柜台办理登机手续吗？
A: Is this the right
counter to check in for this flight?
这次班机是在这个柜台办理登机手续吗？
B: Yes,it is. Put your luggage on the
scale,please.
B:
是的，请把行李放在磅秤上称一称。
A: OK. Is the plane on schedule?
A:
好的，飞机准时吗？
B: many pieces of hand luggage do you
have?
B:
是的。您有几件行李？
A:
Two.
A:
两件。
What's the time difference between....and...?
....
和
....
的时差是多少？
A:
Excuse 's the time difference betweeen Beijing and
London?
A:
请问北京和伦敦的时差是多少？
B: Eight g is eight hours ahead.
B:
八小时。北京早八个钟头。
A: Are we gaining or losing a day on
the way to Britain?
A:
到英国我们是早一天还是晚一天？
B: We're losing a we're arriving on the same
day.
晚一天。所以我们会在同一天日期抵达。
I'm a transit passenger
for this flight.
我是这次班机的过境旅客
.
A: May I help you?
A:
需要帮忙吗？
B: Yes,I'm a transit passenger for
this flight.
是的，我是这次班机的过境旅客，
Can you tell me where to go?
您能告诉我怎么走吗？
A: Oh,you're at the wrong plane
leaves from Gate 8.
呀
,
您走错门了
.
您的飞机在八号门登机起飞
.
B: Really?I hope it hasn't left
without me.
B:
是吗？希望不会丢下我飞走吧。
A: No,don't follow me.
A:
不会的。跟我来。
Excuse me,may I have a bus
map,please?
请卖给我一份公共汽车线路图好吗？
A: Excuse me,may I have a bus
map,please?
对不起<
/p>
,
请卖给我一份公共汽车路线图吧
.
B: You mean one for the
city?
B:
是要本市的吗？
A:
Yes,within Washington.
A:
是的，华盛顿市区。
B: I'm
afraid we don't have any but you can try one of
the newpaper stands.
恐怕没有
,
不过您可以去报摊试一试
.
If you
like further information on this,...
如果想进一步了解这方面的情况，
...
A: If you like further
information on this,
A:
如果想进一步了解这方面的情况，
there's a guidebook in several languages on sale
at the infomation desk.
在咨询台可以买到几种语言的旅游指南
.
B: Do you have a Chinese
edition?
B:
有中文版的吗？
A: I'm
afraid we don''t an English edition do?
A:
恐怕没有。英文版的不行吗？
B: I'll try to read it.
B:
试着看吧。
Excuse me,can
I deposit some valuables here?
请问，这儿能存贵重物品吗？
A: Excuse me,can I deposit some
valuables here?
请问，这儿能存贵重物品吗？
B:
Yes,you put your articles in this envelope and
seal it.
可以，请把东西放在纸袋里封好。
A: OK.
A:
好的。
B: How long
would you like us to keep it?
B:
您希望我们存多久？
A: Till next Monday.
A:
存到下周一。
B: All right,ma'am.
B:
好的，夫人。
..is a great attraction
for visitors.
……
对游客来说最有吸引力。
A:The Great Wall is a
great attraction for visitors.
A:
长城对游客来说很有吸引力。
B:It's a man-made wonder.
B:
它是人工的奇迹。
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