[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