中职教育-国际商务英语口语口译课件：Unit 3 Negotiating and Signing up a Contract.ppt
此外，注重关系文化的管理者常常希望举行一个由各自执行总裁参加 的正式签字仪式。
就后续交流（follow up）而言，美国文化强调“把人和事区分开来”， 感兴趣的主要为实质性问题，所以往往不太注重后续交流。但是在注 重个人关系的文化中，保持与大多数外国客户的后续交流被视作国际 商务谈判的重要部分。在合同签订很久以后，仍然会进行信件、图片 和互访等交流。
谈判常常由三个因素构成：谈判的当事人、谈判的标的(target)和谈判 背景(background)。由于不同文化下的商务谈判风格差异很大，所以 在国际商务谈判中，应针对不同文化背景的商业伙伴(business associate)，强化基于文化差异的谈判管理。
谈判前：了解可能出现的文化差异(cultural difference)。倾听(listening) 是商务谈判的一项重要活动。谈判者的首要任务就是收集信息，从而 增强创造力。这就意味着应指派专门成员负责“倾听”、“记笔记”。 商务谈判是一个沟通过程，单个谈判者再好的理由也可能敌不过众人 点头，而且团队式谈判要比个人式谈判更容易收集详细的信息。
另外，谈判方式也因文化而异。美国文化倾向于众人一起来“敲定一个 协议(finalize an agreement)”；而日本文化喜欢先与每个人单独谈，如果 每个人都同意的话，再安排范围更广的会谈；俄罗斯人喜欢累计的方法， 和一方先谈，达成一项协议，然后前面的两方再邀请第三方，如此进行 下去。
谈判时限的控制也很重要。不同文化具有不同的时间观念。如北美文化 的时间观念很强，对美国人来说时间就是金钱。而中东和拉丁美洲文化 的时间观念则较弱，在他们看来，时间应当是被享用的。因此，在国际 商务谈判中，对时间观念的差异应有所准备。
谈判准备工作包括：谈判背景，对人和形势的评估；谈判过程中需要核 实的事实，议事日程，最佳备选方案和让步策略。其中谈判背景又包含： 谈判地点、场地布置、谈判单位、参谈人数、听众、交流渠道和谈判时 限。所有这些准备必须考虑到可能的文化差异。例如，场地布置方面的 文化差异对合作可能会有微妙的影响。在等级观念较重的文化中，如果 房间安排不当、较随便，可能会引起对方的不安甚至恼怒。
asking. Mr. Williams: That’s not exactly what I had in mind. Mr. Thomas: But we’re about to be asking for more. What I’d like is a 25% discount.
Mr. Williams: Mr. Buyer, I don’t know how we can make a profit with those numbers. Mr. Thomas: Well, if we promise future business or volume sales, will that slash your
would you like to proceed with the negotiations? Black: I’m here at your disposal. Wang: Let’s first draw up an agenda for our discussions, shall we? Black: Fine.
Mr. Thomas: I’d like to get started with talking about prices. Mr. Williams: I’d be happy to answer any questions you may have. Mr. Thomas: Your products are very good. But I’m a little worried about the prices you’re
SCENE 1 Mr. Thomas and Mr. Williams are negotiating at the table over the ultimate prices. Mr.
Thomas is trying to place an order at the lowest price while Mr. Williams is sparing no efforts to get the most profit out of it.
国际商务谈判(international business negotiation)过程一般包含四个阶段： 一是寒暄，谈一些与工作不相干的话题；二是交流与工作相关的信息； 三是进行说服；四是作出让步并最终达成协议。进入正式商务谈判之 前，人们一般都对商务谈判的进程有一种预期。这种预期往往影响着 谈判进展的控制和谈判策略的选择。由于来自不同文化的谈判者在语 言及非语言行为、价值观和思维决策方面存在差异性，使得他们所持 有的预期也不尽相同，而不同的预期又会引起这些谈判者在谈判各阶 段所花费的时间和精力上的差异。
SCENE 2
Mr. Black came to China to have a negotiation with Mr. Wang. Now they are having a free talk before they start the discussion.
Wang: Will you have a cup of coffee, Mr. Black? Black: Yes, thank you. Wang: Have you got over the jet lag? Black: Yes, I’m feeling much better now. Wang: I hope you enjoyed the lunch with us. Black: Of course, I did. It was a wonderful meal. Wang: I’m very glad. I suppose we’d like to get down to business this afternoon. How
costs? Mr. Williams: Yes, but it’s hard to see how you can place such large orders. How could
you turn over so many? We’d need a guarantee of future business, not just a promise. Mr. Thomas: We said we wanted 1,000 pieces over a six-month period. What if we place orders for twelve months with a guarantee? Mr. Williams: If you can guarantee that on paper, I think we can discuss this further. Mr. Thomas: How about 60% for the first six months, and the second six months 40%, with a guarantee of 3,000 units? Mr. Williams: That’s a lot to sell, with very low profit margins. Mr. Thomas: It’s about the best we can do. ...We need to hammer something out today. Mr. Williams: OK. 60% for the first six months, 40% for the second. Mr. Thomas: That’s all right. This deal promises big returns for both sides. Let’s hope it’s the beginning of a long and prosperous relationship.
conditions and terms of the contract on the phone. Now Roger comes to Max. They are having a free talk before signing up the contract.
Max: Hi Roger, how are you? Roger: Great thanks, and you? Max: I’m good. The warm weather has finally arrived. Roger: I know what you mean. I thought winter was never going to end. Max: Look, we are going to having a small dinner for some of our clients and
Unit 3 Negotiating and Signing up a Contract/ 谈判和签订合同
商务谈判（business negotiation）是经济谈判的一种，是指不同利益的 当事人之间，以经济利益为目的，就双方的商务往来关系而进行的谈 判。一般包括：货物买卖(purchasing)、工程承包(project contracting)、 技术转让(technology transferring)、融资(fund raising)谈判等涉及群体 或个人利益的经济事务。
谈判后(post-negotiation)：需要注意做好后续交流。国际商务谈判后管 理涉及合同管理及后续交流行为。不同文化对合同的内容、合同的作 用存在不同的理解。美国文化强调客观性，注重平等观念，因此，往 往依赖界定严密的合同来保障权利和规定义务。结果，美国企业之间 的合同常常长达百页以上，包含有关协议各个方面的措辞严密的条款， 其目的是借此来保障公司不受各种争端和意外事故的伤害。此外，不 拘礼节的美国文化一般将合同签订仪式视作既浪费时间又浪费金钱的 举动，所以合同常常是通过寄发邮件来签订的。
商务英语口语第三次课-课件
attention
n 1. Tell where and how you have heard about the company to which you are writing.
n 2. Introduce your area of business, financial standing, and the potential market at your end.
n 3. State clearly what is needed. n 4. Stress the importance of competitive prices that
will lead to substantial orders in the future. n 5. Refer to discounts and other terms, such as
n A: Nice to see you, Mrs. Anderson. n B: Nice to see you too, Mr. Brown. Won’t you sit
中职教育-国际商务英语口语口译课件：Unit 11 Business Reception.ppt
译员素质和条件
<1> 扎实的语言基本功。良好的英语修养和扎实的汉语基本功是一名 优秀的译员应具备的基本素质，掌握英汉两种语言的结构和语用等特 点和语码转换规律，具有快速、准确地组织词句的能力。尤其是译员 的听力理解能力,这是口译成败的一个关键因素，也是一名译员的综合 语言和知识水平的反映。在口译过程中，影响听力理解的因素有六个： 口音、语感、词汇量、知识面、注意力以及音量与干扰。英语是世界 性的大语种，口音因地而异，不尽相同，有些连英美人自己都听不清 楚。译员不仅会接触到标准规范的英语，也会接触到非标准、非规范 的英语；译员必须在平时就注意多听一些英语的口音、方言及变体， 注意总结其特点和规律，并学会逻辑推理和判断话语的上下文关系， 正确判断说话人所要传达的意思，领会其话语隐含意义。
<2> 交替传译（consecutive interpreting）：口译员坐在会议室里，一面 听源语讲话，一面记笔记。当讲话者发言结束或停下来等候传译的时 候，口译员用清楚、自然的目的语，准确、完整地重新表达源语发言 的全部信息内容，就像自己在演讲一样。会议口译中的交替传译要求 口译员能够听取长达五至十分钟连续不断的讲话，并运用良好的演讲 技巧，完整、准确地译出全部内容。
此次访问扩大了我们之间的贸易合作，加强了我们之间的了解和友谊。我们深深 希望，我们的合作会变得更加广泛，深入到生活的各个方面，包括商业、文化、教育及 科研领域。
特点 口译要求译者具有较高的驾驭英语和汉语的能力、多学科的知识和认真
负责的工作态度。与笔译相比，口译还具有一些不同的特点。一方面， 说话者的声音、语调、表情及肢体语言都有助于译员理解说话内容和说 话者的感情色彩；另一方面，口译的过程是体现译者运用综合能力的过 程，主要包括口译者的听力、记忆力、口头表达力、快速反应能力、语 言能力、知识储备量等。不仅如此，由于口译速度是笔译的数倍，甚至 数十倍，且要一次成形，所以口译者还必须具备良好的心理素质。而且， 口译者必须在短时间内独立完成工作，无法求助他人或参考资料。这些 都是口译的不利因素，增加了口译工作的难度。
《高职行业英语 Unit Three》.
《高职行业英语Unit Three》2008～2009学年第2 学期《实用英语》课程单元教学设计2008～2009学年第2学期课时授课计划课题：课文学习—Self-introduction No. 17课号：03455 Tool: PPT /Blackboard 教学目标：The students are required:1. To be active in class and keep self-study out of class;2. To get acquainted with the useful words and phrases;3. To grasp the sentence;4. To understand the contents of the passage.重点与难点：1. The master of the useful words, phrases and expressions2. The understanding of the sentence structure3. The preparing steps of self-introduction4. The exercises according to the two parts.教学设计：IntroductionAnalysis of the contents and preparing steps of self-introductionDrillsSummary作业布置：1. Reading aloud Part II.2. Write a self-introduction according to your own situation时间分配授课班次：课程执行情况：Part one – reading.Self-introductionStep one (10’)Introduction to the text.Questions to be discussed：1) What is a Job Interview?2) What are indispensable component parts of a self-introduction?3) How to make your self-introduction effective?Step two (15’)Introduction to the new words.1. part-time job n.兼职工作2. full-time adj. 全职3. position / vacancy n.职位，空缺4. manager n.经理5. director n.主任6. president n.董事长7. salesperson n.推销员8. engineer n.工程师9. accountant n.会计10. degree n.学位11. introduce v.介绍12. introduction n.介绍13. graduate v.毕业14. major v.主修15. international adj.国际的16. trade n.贸易17. personality n.个性；性格18. frank adj.坦诚的19. responsibility n.责任20. candidate n.求职应聘者Introduction to the new expressions.1. mature，dynamic and honest思想成熟、精明能干、为人诚实2. a stable personality and high sense of responsibility个性稳重、具高度责任感3. highly-motivated and reliable person with excellent health and pleasant personality上进心强又可靠者，并且身体健康、性格开朗4. willing to assume responsibilities勇于挑重担5. energetic，fashion-minded person精力旺盛、思想新潮6. with a pleasant mature attitude开朗成熟7. strong determination to succeed有获得成功的坚定决心8. mature，self-motivated and strong interpersonal skills思想成熟、上进心强，并具极丰富的人际关系技巧9. helpful and caring乐于助人和关心他人10. cheerful and friendly乐观和友爱…………Step three Text –learning (25’)1.详细分析两份自我介绍的篇章结构2．总结一篇完善的自我介绍应涵盖的内容3.归纳自我介绍的基本步骤Models:Good afternoon/ morning everyone. (First, thank you for your attendance). I am of great honor to stand here and introduce myself to you. I hope I can make a good performance today. My name is***. I graduated from *** University in ***and my major is***. During my college, I studied ***and obtained ***. It is my long cherished dream to be **** and I am eager to get an opportunity to ***.Last but the least, I even have some working experience in *** and *** years ago, I worked in ***company. And I have done it well. Because I ***, I want to find a more challenging job. *** Company is ***. Furthermore, I can gain a lot from working in *** company environment. That is the reason why I come here to compete for this position. I am a responsible, honest and hard-working person, ***. And I have many hobbies, which include ***. And I like *** most. I firmly believe that my strength will contribute to the *** company if I get the job.Thank you for giving me such a good chance.Good afternoon/ morning everyone. (First, thank you for your attendance). I am of great honor to stand here and introduce myself to you. I hope I can make a good performance today. My Chinese name is***. I am currently a senior student at *** University and I major in ***. During my college , I have studied ***. I learned *** well and obtained ***. It is my long cherished dream to be *** and I am eager to get an opportunity to ***.During the school time I have taken active part in such social activities as ***, I even have some part-time working experience in *** and *** years ago, I took a part-time job in ***company, which provided me a good chance to know about the society in advance. And I fully believe that this working experience will help me to adapt to the new environment more easily. I am a responsible, honest and hard-working person, ***. And I have many hobbies, which include ***. And I like *** most.I am confident that I am qualified for *** in ***company. I firmly believe that my strength will contribute to the *** company if I get the ***.Thank you for giving me such a good chance.The Outline of Self-introduction第一步：问候开头。
中职教育-国际商务英语口语口译课件：Unit 7 Handling Problems.ppt
goods were short-weighted. The total short weight is 1,000 kilos which amounts to a loss of US $950. Lin: How could that be? Did you consult the shipping company for an explanation? It must be their responsibility because of their rough handling in loading and unloading the goods.
SCENE 3 Mr. Collins is making a phone to ABC Company because the goods
delivered to him are seriously damaged. Miss Yu, a customer service clerk for ABC Company, is answering the phone.
Lin: China Foods Import and Export Corporation, may I help you? Grant: Yes, this is Grant. May I speak to Mr. Lin Hui? Lin: Speaking. Grant: Mr. Lin, I’d like to talk with you about the goods we received this
中职教育-国际商务英语口语口译课件：Unit 6 Money Matters(2).ppt
6.2 International Ocean Shipping Costs 国际海运费用
bank clerk receives and serves her.
Reading and Discussing Read the script of the conversation and think over these questions: 1. What is the service charge of cashing a traveler’s check in the same
Unit 6 Money Matters (2)/ 货款（二）
外币现钞的兑换
收兑币种: 英镑、美元、瑞士法郎、新加坡元、瑞典克郎、丹麦克郎、挪威克郎、日圆、 加拿大元、澳大利亚元、芬兰马克、菲律宾比索、泰国币及港币、新台币、 澳元货币。另外，以欧元和西班牙比塞塔为面值的支票也可兑付。从2002年1 月起，欧元已正式流通。
Client: Here you are. Bank clerk: And please sign again on the exchange memo. Client: OK. Is that all? Bank clerk: And I need your passport. Client: Here it is. Bank clerk: Wait a moment please. (After a few minutes) Sorry to have kept
中职教育-国际经济英语课件：Unit 3 Consumption.ppt
On Demand ——Determinants of Demand
Demand is then a function of these five categories. Let's look more closely at each of the determinants of demand.
Elastic Demand
Elastic demand, which is when the quantity demanded changes more than the price does.
Inelastic Demand
The quantity demanded by buyers doesn't change as much as the price does.
Determinants of Demand
• 6.Number of buyers as a determinant of market demand
Utility
Utility is the economist's way of measuring pleasure or happiness and how it relates to the decisions that people make. Utility measures the benefits (or drawbacks) from consuming a good or service or from working. Although utility is not directly measurable, it can be inferred from the decisions that people make.
中职教育-国际商务英语口语口译课件：Unit 13 Culinary Culture.ppt
中式 （１１：３０～22：３０）
价 格 (RMB) 7. 水晶虾仁—————————————————— ９８.００ 8. 鱼香肉丝—————————————————— ３８.００ 9. 糟溜鱼片—————————————————— ６８.００ 10. 双椒牛柳—————————————————— ４８.００ 11. 时鲜蔬菜—————————————————— １８.００ 12. 雪菜肉丝面（碗）—————————————— ２２.００ 13. 虾仁海鲜面（碗）—————————————— ３２.００ 14. 什锦炒饭—————————————————— ２６.００ 15. 番茄泡蛋汤————————————————— １６.００
饪特色。
Nelson: I’d like to try different types of Chinese cooking. Wang: 下次如果你十月来中国，我带你去品尝上海的特色大闸蟹。 Nelson: Oh, great! I’m really looking forward to it.
13.2 Interpretation of Menu 菜单口译
13.1 Business Meals 商务会餐 SCENE 1 Mr. Zhao invites Mr. James to a dinner. They are at the restaurant.
Zhao: 欢迎，詹姆斯先生！很高兴您能来与我们共进晚餐。 James: Thank you for your invitation, Mr. Zhao. Zhao: 请坐。 James: Thank you. It is so beautiful here. Zhao: 是啊，很多人都喜欢这家餐厅，从这里能看到漂亮的外滩风景。看
中职教育-国际商务英语口语口译课件：Unit 8 Production and Dealing with Orders.ppt
Samuel: We’ll order some next time, I think. At first, we should make a market research in our home country so as to obtain the information of demand.
styles. Bernard: You almost convinced me to make another purchase with you.
However, I want to see some samples beforehand. Lu: No problem. I will send you a catalog with some sample cuttings. Bernard: Thank you.
and western styles with legendary figures. Bernard: Sounds good! Do you have wall carpets? Lu: Sure we do. We have different colors, which will go with different home
Lu: Hello, Mr. Bernard? This is Lu Ping. Bernard: Hi, Mr. Lu, How are you? Lu: I’m good, thank you. How is your business goingestablished market here. Our carpets and rugs
还有在产品的生产过程中,要经常到车间了解生产的情况,把好产品的 质量关,因为客户注重的是结果,也就是产品的质量,而作为外贸及工厂, 不仅要注重结果,更要注重过程,没有对产品的生产各环节认真细致地 进行检查,就很难生产出符合客户要求的产品质量。
商务英语口译Unit 3 Terms of Payment
Unit 3 Terms of Payment
• This unit will be focused on one of the important sections in business negotiation process—payment. In this unit, the students should master the relevant knowledge of payment, and learn to use the knowledge in real business negotiation.
小飞守角制作
Part Three
Unit 3 Terms of Payment
•
支付是指货款在交易双方之间的转移。在国际贸易中，
货物的支付必定是卖方最关注的问题。支付货币和支付方
式的正确抉择能够保证卖方避免不必要的坏账。而支付条
款在国际销售合同中也十分重要，因为它规定了交易双方
的支付金额，支付时间、地点，支付货币，支付方式等重
• L: That’s great! Is that an irrevocable Letter of Credit?
• J: Yes, we did as your requirement.
• L: Good, it’s advisable for you to open the covering Letter of Credit as early as possible so as to enable us to effect shipment in due time.
arrange that. • L: To be sure, we only accept confirmed irrevocable L/C.
国际商务英语口语实训Module 3 Business Meetings-PPT文档资料
Module 3.1 Meeting Arrangement Warming up
Pair work B
Module 3 Business Meetings Learning Objectives
●Learn how to make arrangements for business meetings ●Learn how to make business appointments in appropriate ways and appropriate language and manners ●Learn how to conduct market researches and analyze market figures
Workshop of International Business Spoken English
Module 3 Business Meetings Module 3.1 Meeting Arrangement Module 3.2 Making Business Appointments
Module 3.3 Market Research
Module 3.1 Meeting Arrangement Warming up
Pair work A
fix a time prepare materials decide the theme make the budget choose the venue draw up a seating plans invite the delegates work out an agenda prepare a buffet lunch set up the conference room prepare some audio-visual facilities