第一章 商务英语口译 商务谈判
商务英语口译第1章
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三、口译的特点
口译过程涉及听力理解、记忆和口头表达。
1、具有不可预测性的即席双语传言活动； 2、源语信息具有多样性； 3、综合性较强；（视、听、读、写） 4、译员责任大；
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四、口译的类型
工作形式：连续传译和同声传译； 连续传译：译员同时以两种语言为操不同语言
的交际双方进行轮回交替式口译，是一种以 句子或段落为单位传递信息的口译方式。 同声传译：译员在一方讲话的同时不停顿地将 其讲话内容传译给另一方的口译方式，通常 保持半句之差，或者比发言慢一句。
工作任务：会议口译、媒体口译、法庭口译、 研讨会口译、电话口译、公共服务口译等
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五、口译的过程
四个基本步骤：听解、记忆、转换、表达； 概括为：听、记、思、表；
听解：理解源语，进行思维建构，加工处理； 记忆：只记要点，不计细节； 转换：对源语信息进行识别、解构和重构； 表达：用音调准确、选词得当、语句通顺的目
王艳朱梅萍高等学校英语专业系列教材前言英语技能商务知识选题真实实战训练商务主题口译技能第一章口译导论一口译的历史191919471953aiic二口译的定义源语目标语交流信息创造性三口译的特点即席多样综合责任四口译的类型形式
高等学校英语专业系列教材
商务英语口译
主编：王艳 朱梅萍
2021/3/11
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前言
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二、口译的定义
口译是一种通过听取和解析源语所表达的信 息，随即将其转译为目标语的语言符号，进而 达到传递信息之目的的言语交际活动。
口译是一种积极地、始终以交流信息意义为 宗旨的、具有一定创造性的“译语”活动。
译出的“成品”，其选词、词序、句子结构 、形象使用等均不受源语的束缚。
口译商务谈判
A:欢迎贵公司的各位代表来我方进行商务洽谈。
我是xxx公司的CEOxxx.首先由我来介绍我方的谈判代表。
Im Flower,ceo of abc company. Please accept our warmest welcome. Wish all had a pleasant trip. Now, please allow me to introduce presented stuff………B:感谢贵方的热情款待，非常高兴来到中国，并有机会与贵公司合作。
我是xxx 公司的总经理，下面由我来介绍我方谈判代表。
Thanks for your hospitality. weve had a …journey and are looking forward to cooperating with your company.IM the general manager and this is …….A:欢迎来到中国，不知对这边的天气饮食是否适应？B:这边风景宜人，食物也很有特色，如果时间允许，我们一定好好参观一下这里。
We are impressed with fascinating scenery and exquisite dishes. We are hoping to have a visit if time permitted.A:我方已特地为贵方安排了本地最具代表新的晚宴,期待贵方能赴宴。
We have arranged a banquette with indigenous cuisines; we will be honored if u come .B:好的，贵公司在空调制造业上声誉良好，我们期待此次能够达成合作。
We are pleased to receive your invitation. Your company has received a favorable reputation. We hope we can settle the deal.A好的，那我们开始洽谈吧。
商务英语口译unit1 Passage 1
Passage 1I'm very pleased to have the opportunity to visit your company. Just before I left my country, I learned from a newspaper that China's foreign trade has developed remarkably and exports have increased by a big margin this year. Now china has joined the WTO, I'm sure that you have bright prospects. I'm here to discuss with you the possibility of placing your products in our market.Thank you. I think you'll stand a chance of marketing our goods profitably there. As a matter of fact, the export of our products last year reached a record high and we are trying hard to further improve the quality and design to suint the international market. I'm sure you have seen the exhibits in the showroom. What is it in particular you are interested in?Yes, I have. I'm interested in your garments and embroidered tablecloths. We had an opportunity last evening to review your well-illustrated catalogues. I've seen the exhibits and studied your catalogues. I think some of your items will find a ready market in our country. Here's a list of requirements. I'd like to have your lowest quotations.Thank you for your inquiry. But could you give us a rough idea of the quantity you require so that we can work out the offer? You know, the price varies according to the quantity.OK, I'll do that. Could you give me an indication of the price?Here's the price list.Our prices compare very favorably with those offered by other suppliers. You'll see that from the price list. All the prices are subject to our final confirmation, naturally.Do you quote CIF or FOB?All our prices in the list are on a FOB basis.To tell you the truth, we are greatly surprised at your price. We had expected much lower prices.This year's prices are higher than last year's, but our prices are still very competitive. I don't think you stand a chance of getting better price elsewhere.I'm afraid I can't agree with you there. I can show you other quotations that are lower than yours.When you compare the prices, you must take everything into consideration. Our products are of high quality, while the quotations you get from other sources are for goods of ordinary quality.I agree with you on this point. I grant that yours are of better quality. But still we don't think we can succeed in persuading our clients to buy at such high prices.If I were you, I wouldn't worry about that. Taking everything into consideration, I can assure you that the prices we offer are very favorable. I don't think you'll have any difficulty in pushing sales.Well, maybe... But it really depends on the price. Is there any commission included in your prices?As a rule, we don't allow any commission. But if the order is a sizable one, we'll consider it.You see, I do business on a commission basis. A commission on your prices would make it easier for me to promote sales. Even 1 to 2 percent would help.We'll discuss this when you place your order with us.有机会拜访贵公司，我深感荣幸。
商务英语口译Unit 1 Price,Quantity,Discount and Commission
• W: Okay, let’s make a contract as soon as possible. • L: Thank you. Wish pleasant cooperation!
小飞守角制作
Part Three
Unit 1 Price，Quantity， Discount and Commission
• L: Yes, certainly, we also hope to open the Canadian market through your company. This way please, I’ll introduce you our best-sellers and new products.
小飞守角制作
Part Three
Unit 1 Price，Quantity， Discount and Commission
• W: Yes, we are also interested in the cooperation with you. This is the first time for us to do business with each other, I expect to reach agreement on everything such as price, discount commission and so on.
最新商务英语口译Unit1-Passage-2
Passage 2Mr. Liu, shall we discuss the packaging now?Sure. Since this is the first time you purchase from us, I'd like to listen to your opinion about packaging for the products.Your products should be competitive not just in price and quality, but in packaging as well. I like the packaging which is novel and attractive. Could you tell me your usual way of packaging your garments when you export them?Actually we keep making improvements in our method of packaging in order to meet the needs of keen competition in the world market. Our packaging now is wrapping each garment in a transparent plastic bag first and then packing it in a small box which is exquisitely designed. The design of packaging has our own style. Our clients from other countries respond that the packaging is very competitive in their markets. As to the blouses you would like to order, we use a polythene wrapper for each article, all ready for window display.That's good. A wrapping that catches the eye will certainly help push the sales. To get an edge over our competitors, we have to make sure the merchandise is not only of good value but also looks attractive.You have got a point here. We will see to it that the blouses appeal to the eye as well as to the purse.I'm glad to hear that. Can I have a look at a packaging model?Very sorry,.I don't have a model at hand. But you may look at the pictures of some packaging models in this catalogue.Not bad. They are really beautifully designed. But perhaps I should say that your packaging lacks a sense of expensiveness. And I think the color of your packaging really should be more eye-catching. My opinion is that the packaging should give the buyer an idea of what is packed inside.That's really a good idea. I'll pass it onto our designers and ask them to improve it.Then what about the packing for transport?For the outer packaging, we usually use corrugated cardboard boxes. They are standard export cartons. We'll pack them 10 dozen to 1 carton, gross weight around 20 kilos a carton.I'm afraid the cardboard boxes are not strong enough for such a heavy load. Could you use something stronger for the packing, say, wooden cases?If you prefer wooden cases, we shall do as you request. But a wooden case is much heavier than a carton, and you may be aware that the ocean freight is by weight but not by size. That is to say, using wooden a case will cost you more. As a matter of fact, we have improved our cartons. Our new cartons are strong enough to stand even rough handling in transit. The cartons are comparatively light and therefor easy to handle. They won't be stowed away with the heavy cargo.Maybe you are right, but the goods are to be transshipped at Chicago or New York. If the boxes are moved about on an open wharf, the dampness or rain may get into them. That would make the blouses spotted or even ruin them.No need to worry about that. The cartons lined with plastic sheets are water-proof, and as the boxes are made of cardboard, they will be handled with care.I don't want to take any chance. Besides, cartons are easy to cut open, and this increases the risk of pilferage.Tampering with cartons is easily detected. I should say that this rather discourages pilferage.Maybe so, but I'm afraid that in case of damage or pilferage, the insurance company will refuse compensation on the ground of improper packaging, or packaging unsuitable for sea voyage.But in fact, cartons are quite seaworthy. They are extensively used in our shipments to continental ports. Never are there any complaints from our clients, and such packaging has also been approved by our insurance company for W.P.N and T.P.N.D.If you could guarantee compensation in case the insurance company refuses to honor a claim for faulty packaging, we would be quite willing to accept cartons.I'm sorry, but we accept no responsibility for matters that are beyond our functions and powers. We will make sure the packaging is seaworthy, but we can't commit ourselves to being responsible for every kind of mishap.I can understand your position. Perhaps I'm asking too much.We will use wooden cases if you insist, but the charge for packaging will be considerably higher, and it also slows down delivery.Can I get back to you on this later? I'll phone our head office for the final confirmation on the matter.Please do. I'll be waiting for your reply.刘先生，我们现在谈谈包装吧？好的。
商务英语口译教程单元一
1．这是您第一次来广西吗?2. 很高兴见到您｡. 很高兴见到您｡我们一直期待着您的到来｡3. 我们一直期待着您的到来｡4. 在过去的几年里,广西发生了很大的变化，越来越多的外商开始来南宁投资｡5. 越来越多的外商开始来南宁投资｡6. May I introduce you to our General Manager, Mr. Zhang?7. It would be a great pleasure to make their acquaintance.8. I am John Smith from the Port Klang Authority9.It is indeed my pleasure to have received your invitation to come to Nanning at this time.10. Port Klang is situated on the west coast of Peninsular Malaysia, about 40 kilometers away from the capital city, Kuala Lumpur.1. Is this your first visit to Guangxi?2. Nice to meet you.. Glad to see you. We’ve been expecting your coming.3. We’ve been expecting y our coming.4. Over the past several years, great changes have taken place in Guangxi，. More andmore foreign businessmen began to invest in Nanning.5. More and more foreign investors have come to Nanning to invest.6. 我可以把您介绍给我们的张经理吗？7. 很高兴能认识他们。
商务英语口译Unit1 Passage 2
Passage 2Mr. Liu, shall we discuss the packaging now?Sure. Since this is the first time you purchase from us, I'd like to listen to your opinion about packaging for the products.Your products should be competitive not just in price and quality, but in packaging as well. I like the packaging which is novel and attractive. Could you tell me your usual way of packaging your garments when you export them?Actually we keep making improvements in our method of packaging in order to meet the needs of keen competition in the world market. Our packaging now is wrapping each garment in a transparent plastic bag first and then packing it in a small box which is exquisitely designed. The design of packaging has our own style. Our clients from other countries respond that the packaging is very competitive in their markets. As to the blouses you would like to order, we use a polythene wrapper for each article, all ready for window display.That's good. A wrapping that catches the eye will certainly help push the sales. To get an edge over our competitors, we have to make sure the merchandise is not only of good value but also looks attractive.You have got a point here. We will see to it that the blouses appeal to the eye as well as to the purse.I'm glad to hear that. Can I have a look at a packaging model?Very sorry,.I don't have a model at hand. But you may look at the pictures of some packaging models in this catalogue.Not bad. They are really beautifully designed. But perhaps I should say that your packaging lacks a sense of expensiveness. And I think the color of your packaging really should be more eye-catching. My opinion is that the packaging should give the buyer an idea of what is packed inside.That's really a good idea. I'll pass it onto our designers and ask them to improve it.Then what about the packing for transport?For the outer packaging, we usually use corrugated cardboard boxes. They are standard export cartons. We'll pack them 10 dozen to 1 carton, gross weight around 20 kilos a carton.I'm afraid the cardboard boxes are not strong enough for such a heavy load. Could you use something stronger for the packing, say, wooden cases?If you prefer wooden cases, we shall do as you request. But a wooden case is much heavier than a carton, and you may be aware that the ocean freight is by weight but not by size. That is to say, using wooden a case will cost you more. As a matter of fact, we have improved our cartons. Our new cartons are strong enough to stand even rough handling in transit. The cartons are comparatively light and therefor easy to handle. They won't be stowed away with the heavy cargo.Maybe you are right, but the goods are to be transshipped at Chicago or New York. If the boxes are moved about on an open wharf, the dampness or rain may get into them. That would make the blouses spotted or even ruin them.No need to worry about that. The cartons lined with plastic sheets are water-proof, and as the boxes are made of cardboard, they will be handled with care.I don't want to take any chance. Besides, cartons are easy to cut open, and this increases the risk of pilferage.Tampering with cartons is easily detected. I should say that this rather discourages pilferage.Maybe so, but I'm afraid that in case of damage or pilferage, the insurance company will refuse compensation on the ground of improper packaging, or packaging unsuitable for sea voyage.But in fact, cartons are quite seaworthy. They are extensively used in our shipments to continental ports. Never are there any complaints from our clients, and such packaging has also been approved by our insurance company for W.P.N and T.P.N.D.If you could guarantee compensation in case the insurance company refuses to honor a claim for faulty packaging, we would be quite willing to accept cartons.I'm sorry, but we accept no responsibility for matters that are beyond our functions and powers. We will make sure the packaging is seaworthy, but we can't commit ourselves to being responsible for every kind of mishap.I can understand your position. Perhaps I'm asking too much.We will use wooden cases if you insist, but the charge for packaging will be considerably higher, and it also slows down delivery.Can I get back to you on this later? I'll phone our head office for the final confirmation on the matter.Please do. I'll be waiting for your reply.刘先生，我们现在谈谈包装吧？好的。
商务谈判口译
Passage 1Party A：我们非常高兴的告诉你们，有关部门已批准了该项目建议书。
用了这么多时间，为的是做些研究调查，调查研究是很费时间的。
（Party A：We are very happy to tell you that the project proposal has been approved by the relevant departments. It took such a long time for research and investigation which were really quite time-consuming.）Party B：Sure. No one would commit the money without a complete picture of the scene. Now that we have the background, what are we going to paint on it? According to our pre-feasibility study, we are looking at a silk velvet joint venture of moderate scale, right?（Party B：那当然，除非对事情有一个全面的了解，否则谁也不会下本钱的。
既然基本情况已经了解，我们打算怎么干呢？根据双方的预可能性研究，是考虑建立一家中等规模的丝绒合资企业，对吗？）A：对，总投资为520万美元。
这个项目足够一个丝绸生产项目的建设和流动资金了。
（A：Yes, the total amount of the investment would be USD5.2 million. For a project producing silk velvet, this figure is large enough to provide the construction funds and circulating capital.）B：Then how much would the registered capital be?（B：那么注册资本要多少？）A：注册资本要260万美元。
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保持有效：remain valid; 质量和重量证明书：a certificate of quality and a certificate of weight; 开始招标的时间：the time of your invitation for bid; 出具保证书：hand in a letter of guarantee;
the last consignment: 上一批货； a number identical with the bill of lading: 这一数字和 提单的数字相吻合； sound and intact : 完好无损； the short weight: 短重； the provisions of the contract: 合同条款； evaporation of the goods en route: 途中货物蒸发 建议：注意货物贸易中的一些惯用的表达方式， 与日常表达是不一样的。
由于这是我们的第一笔交易，加上当前国际竞争相当 激烈，为了促进我们之间的贸易，我建议你方给我一些优 惠条件。 建议：拆分成四个部分翻译，翻译词序调整。在翻译时， 对于长句的处理要灵活。
Alternative Interpretation
terms of shipment: 装运条款； the time of delivery: 交货日期； effect shipment: 装船； advance the time of shipment to : 将装运提前到； sell at profitable prices: 以盈利的价格销售； be fully/heavily committed: 订货过多； be compelled to: 不得不； work three shifts: 三班倒地工作； the balance: 余货；
第一章
商务谈判（Business Negotiation）
Cultural factors are very important. cultural differences Interpreter: 1. to develop a knowledge of business English and trade terminology; 2. to understand the culture;
As this is our first transaction concluded at a time when the world competition is rather keen，I would suggest that you give me more favorable terms so as to promote trade between our two parties.
背景补充：分批装运（Partial Shipment）
分批装运是一个合同项下的货物先后分若干期或若干次装 运。在国际贸易中，凡数量较大，或受货源、运输条件、 市场销售或资金的条件所限，有必要分期分批装运、到货 者，均应在买卖合同中规定分批装运条款。如为减少提货 手续，节省费用，在进口业务中要求国外出口人一次装运 货物的，则应在进口合同中规定不准分批装运（partial shipment，not allowed）条款。 允许分批装运的方法主要有两种：一为只原则规定允许分 批装运，对于分批的时间、批次和数量均不作规定；二是 在规定分批装运条款时具体列名分批的期限和数量。前者 对卖方比较主动，可根据客观条件和业务需要灵活掌握； 后者对卖方的约束较大。
建议：翻译时注意虚拟语气的翻译。
E-C Interpretation If we make an exception here, we don’t know where to stop. 如果我们在这儿开了先例，就不知道在 哪儿刹车。 建议：注意“ exception”和“ stop”的翻译， 要符合汉语习惯表达。
第一章
商务谈判
Chapter 1 Business Negotiation
第一章
商务谈判（Business Negotiation）
Business Negotiation in international trade is the process in which the seller and the buyer negotiate about the trade terms to reach agreement on the sales of goods. four stages: inquiry, offer, counter-offer and acceptance five items: 1. the subject matter of the contract; 2. the price of the goods; 3. the liabilities of the seller; 4. the liabilities of the buyer; 5. the methods a. to prevent the occurrence of disputes ; b. to settle dispute in case there’s any;
E-C Interpretation
As you’ve seen from specimen contract，we require payment by confirmed, irrevocable L/C allowing partial shipment and transshipment, available by draft sight. 从我们的合同样本中，你可以知道，我们要求货款以 保兑的、不可撤销的、允许分装和转船、见票即付的信用 证支付。
Alternative Interpretation
I shall be compelled to purchase elsewhere and may have to countermand our order. 这里的be compelled to表示“不得不”，countermand 意为“取消，撤回”，在谈判中通常表示“取消 生意”的意思。 I would prefer to have the goods shipped in one lot… lot表示（商品）一批。
Sentences in Focus (E-C)
lose out: 输给别人了； be in time for the seasonal period: 赶上销售旺季； in conformity with the agreed specifications: 与双方所 商定的规格相符； commercial reputation：商业信誉； 建议：翻译的时候就要一定注意，可以破句重组， 化繁杂的英语长句为多个意义紧密相连的汉语短 句，而不必拘泥于原文的层次结构。
Vocabulary Work
交货期：the time of delivery; 分批装运：partial shipment; 遵守合同：observe the contract; 终止合同：cancel the contract; 商业信誉：commercial integrity; 守信用：maintain commercial integrity; 约束力：binding;
Vocabulary Work
terms of payment: 支付条款； specimen contract: 合同样本； draft sight: 见票即付； pay a margin: 支付保证金；
Vocabulary Work
credit status: 信用状况； international practices: 国际惯例； make delivery: 交货； L/C payment: 信用证付款； an irrecoverable L/C: 不可撤销信用证； countermand our order: 取消我们的订单； remain valid: 依然有效； arrange an earlier shipment: 安排提前装运 ； partial shipment and transshipment: 分批装运和转运；
建议：英语多被动，汉语多主动。如The goods will be inspected by the China Commodity Inspection Bureau. 译为“货物由中国商品检验局进行检验” ，而不是译为“被检验”。
Text Interpreting (E-C Interpretation)
Sight Interpretation （Dialogue 2）
季节性的商品：a seasonal product; 货物投放市场：put the goods on the market; 适时交货：a timely delivery; 早点交货：make an earlier delivery; 分批装运：partial shipment 建议：注意按照国际惯例，货物装运后卖方须将 装运情况及时通知买方。
conclude the first transaction : 达成第一笔交易； require payment by confirmed: 要求货款以保兑的； tie up my money: 限制我的资金； reduce the margin to a minimum: 把保证金减到最低； favorable terms: 优惠条件； have no alternative: 没有选择余地； have the L/C opened by fax: 用传真开信用证；
Note-taking （2）
报价：selling offer; 还价：counter-offer; 平等互利的基础：the basis of equality and mutual benefit; 破例减价10% ：10 percent as a special accommodation; 再加一点：Put it up a bit; 没有什么讨价还价的余地了：no room for bargaining; 建议：有一些说法需要理解其内涵，而不是从字面上去理 解和翻译，比如“破例减价10%”的翻译，没有表示出破 例，而用了“accommodation”一词。