商務(wù)英語(yǔ)談判全套課件

1、Unit 1 Negotiation Preparations Unit 1 Negotiation Preparations I. Warm UpWork in pairs with the following situationYou are a clerk in a research firm, and now you are demonstrating your research report, which has included some of the preliminary findings, to your customer. He is very satisfied with

2、 what you have done. Then you discuss a plan for the next step.Unit 1 Negotiation Preparations II. Words and Expressionsconfidential: 秘密的，機(jī)密的commitment: 承諾，保證，義務(wù)implement: 實(shí)施，執(zhí)行profound: 深入的，深遠(yuǎn)的knowledge: 了解inspect: 調(diào)查franchise: 特許專(zhuān)營(yíng)權(quán)entrust: 信賴(lài)，委托discretionary: 隨意的，可支配的Unit 1 Negotiation Preparatio

3、ns III. Useful Sentences1. Market research is actually an analysis of a specific market for a particular product.2. We forecast that the market for this kind of product will decline rapidly in the next several years.3. To conclude, even though our target audience is clearly defined, introducing a ne

4、w product is always a gamble.4. We have to run the market test for two months.Unit 1 Negotiation Preparations 5. Im very pleased to be here to give a very brief overview of our marketing research.6. The table demonstrates the various attitudes among different age groups to our beverage.7. Our main p

5、urpose is to gather consumer attitude toward the new packaging.8. The numbers we have show that 20% said they log on to the internet every night for at least two hours.9. Who are the customers? What quantity and quality do they want?Unit 1 Negotiation Preparations 10. The firm under inquiry enjoys a

6、 high reputation in the business circles for their punctuality in meeting obligations. 11. As this is the case, we deem it rather advisable for you to refrain from having relations with that company.12. As far as we know, they are sound enough, but we have no certain knowledge of their true financia

7、l position.13. We just know little about your company. Would you mind telling us your regular bank in order that we could get acquainted with you company?Unit 1 Negotiation Preparations 14. Business negotiations are conducted in the following four phases: the preparation phase, the opening phase, th

8、e bargaining phase, and the closing phase.15. The pre-negotiation stage starts from the first contact between the two sides whose interest in doing business with each other is shown. From this stage on, both sides begin to understand each others needs, declare values and evaluate the benefits of ent

9、ering the process of this negotiation.Unit 1 Negotiation PreparationsIV. Keys to Exercises1. Translate the following sentences into Chinese 1. One of the purposes of market research is to find out whether theres a market for the product. 市場(chǎng)調(diào)研的目的之一就是了解這種產(chǎn)品是否有市場(chǎng)。2. Sometimes the companies do their own

10、 market research, and sometimes they employ specialists to do it. 有時(shí)候公司自己搞調(diào)研，有時(shí)請(qǐng)專(zhuān)家做調(diào)研。 Unit 1 Negotiation Preparations3.Marketing research is the study of all processes involved in getting goods from the producer to customers. 銷(xiāo)售調(diào)查就是研究產(chǎn)品從廠(chǎng)家到客戶(hù)之間的一切過(guò)程。 4. Are our customers satisfied with our products

11、 and services and how can they be improved? 消費(fèi)者對(duì)我們產(chǎn)品和效勞滿(mǎn)意嗎？如何提高產(chǎn)品質(zhì)量和效勞？5. Our sales reached the target and the customers reaction was good. 我們的銷(xiāo)售到達(dá)了目標(biāo)，客戶(hù)的反響很好。Unit 1 Negotiation Preparations6. They are rated as A Company. You can deal freely without risk. 他們被定為A級(jí)公司。你們可放心地與之交易毫無(wú)風(fēng)險(xiǎn)。7. Executives of th

12、e company are inexperienced in the business and extreme caution is advised in granting credits. 這家公司的管理人員缺乏業(yè)務(wù)經(jīng)驗(yàn)，建議在給予貸款上應(yīng)非常謹(jǐn)慎。8. Our reference bank is Bank of China, Tianjin branch, which, we feel sure, will supply you with any information. 我們的參考銀行是中國(guó)銀行天津分行。我方確信，該銀行將會(huì)為你方提供任何信息。 Unit 1 Negotiation Pr

13、eparations9. To be fully prepared before negotiations, negotiators will have to take into consideration the following aspects: the negotiation team, gathering of information, and the negotiation brief. 要在談判前作好充分的準(zhǔn)備，談判者應(yīng)考慮以下幾方面：談判隊(duì)伍的組成，信息的獲取以及談判方案。10. In pre-negotiation stage, both sides start to for

14、m their strategy for face-to-face negotiation as well as try to foresee and take precautions against possible events. 在談判的準(zhǔn)備階段，雙方開(kāi)始制定面對(duì)面談判時(shí)的策略，及預(yù)測(cè)各種可能發(fā)生的事件，并對(duì)此采取積極的預(yù)防措施。Unit 1 Negotiation Preparations2. Translate the following sentences into English 1. 我們決定加強(qiáng)市場(chǎng)調(diào)研，從各種渠道收集更多的信息。 We have decided to str

15、engthen market research and gather more information from various resources.2. 大家都知道，五年來(lái)我們的市場(chǎng)發(fā)生了一些重要變化。 Everyone knows that thereve been some major changes in our market the last five years.3. 我們的主要目的是調(diào)查消費(fèi)者的消費(fèi)潛力。 Our main objective is to investigate the consumption potential in customers.Unit 1 Negot

16、iation Preparations4. 總之, 我們的銷(xiāo)售方式應(yīng)當(dāng)更加靈活。 In summary, we should introduce more flexible ways of sales.5. 消費(fèi)者在哪里？如何和他們聯(lián)系？ Where are the customers located and how can they be contacted?6. 在試銷(xiāo)階段他們的產(chǎn)品沒(méi)有問(wèn)題。 They have no problems with production during the market test phase.Unit 1 Negotiation Preparations7

17、. 我們?nèi)绾伍_(kāi)始銷(xiāo)售這種新產(chǎn)品呢？最正確銷(xiāo)售時(shí)機(jī)是什么？ How will we start selling this new product? When is the best time to sell?8. 做資信調(diào)查很難么？ Will making a status inquiry be difficult?9. 這家公司有口皆碑并很可靠。 This company is well-established and reliable. 10. 你方將能很順利地得到您所咨詢(xún)的信息。 You wont meet any difficulty in obtaining the informati

18、on you inquire for.Unit 2 Establishing Business Relations Unit 2 Establishing Business Relations I. Warm UpWork in pairs with the following situationMr. Anderson, an American businessman, is visiting an exhibition. He is rather interested in a new product, a pair of so-called “air cushioned shoes, w

19、hich are manufactured by a small business. Mr. Zhang, an exhibitor from the company, is trying his best to provide Mr. Anderson with detailed information on both his company and the new product.Unit 2 Establishing Business RelationsII.Words and Expressionsdistinguished: 高貴的，卓著的，杰出的drink/propose a to

20、ast to : 為而干杯set foot: 踏上cherish: 珍惜，珍愛(ài)enhance: 加強(qiáng)，提高integrity: 老實(shí)，正直 equality: 同等，平等benefit: 有益于，使受益; 利益Unit 2 Establishing Business RelationsIII. Useful Sentences1. There is a matter of great importance. It can only be solved by a direct meeting. When is the earliest time we can meet?2. This matte

21、r cannot be dragged on. I am willing to fly to see you just to resolve this issue. How about the end of this week? If you cannot make it, please recommend some other dates.3. As far as Im concerned, any time is all right with me.4. 8 oclock is a bit of a problem for me. Can you put it off until 10 o

22、clock？Unit 2 Establishing Business Relations5. We are willing to enter into business relation with your firm on the basis of equality and mutual benefit.6. I think that establishing long-term business relations between us will be of benefit to both of us, and will bring about closer ties between us.

23、7. This is my first visit to your company. Id appreciate your kind consideration in the coming negotiations.8. We would be very glad to promote, by joint efforts, both trade and friendship to our mutual advantage.Unit 2 Establishing Business Relations9. I have a feeling that there are bright prospec

24、ts for us to cooperate in this field.10. Where can I get some useful information about the trade fair?11. In order to let more foreign friends know about our products and to enlarge our market as well, wed like to take part in some international trade shows.12. You can get the main exhibitions sched

25、ule for this year and next year from the chamber of commerce.Unit 2 Establishing Business Relations13. In order to make the trade fair better next time, wed like to have your suggestions for improvements.14. We didnt have time to say good-bye to you because we were busy tearing down the display and

26、shipping the exhibits back. 15. How about the price? Please check the cost of attendance for us. Unit 2 Establishing Business RelationsIV. Keys to Exercises1. Translate the following sentences into Chinese 1. I believe it is best to have a face-to-face meeting as soon as possible. When are you avail

27、able? Please suggest a date of your convenience. 我想最好是盡快安排面對(duì)面的會(huì)議。不知道您什么時(shí)候比較方便?2. It seems I got the wrong number. I was trying to reach another department. Sorry for interruption. 我好似打錯(cuò) 了。我想要找的是另一個(gè)部門(mén)。抱歉打攪您了。Unit 2 Establishing Business Relations3. Could we meet and discuss the matter in a little mor

28、e detail? 我們能不能碰個(gè)面,再討論一下這件事的細(xì)節(jié)？4. Im afraid I have to postpone the appointment with you, for something unexpected happened. 我恐怕要延遲和您的約會(huì)了，我這里出了點(diǎn)意外情況。5. On behalf of our company, Id like to say how delighted we are to receive you here. 我代表我們公司對(duì)您的光臨表示熱烈的歡送。Unit 2 Establishing Business Relations6. We ha

29、ve obtained your name and address from China Council for the Promotion of i、International Trade. 我們是從中國(guó)國(guó)際貿(mào)易促進(jìn)委員會(huì)那里得知貴公司名稱(chēng)和地址的。7. The purpose of my visit is to inquiry about the possibilities of establishing trade relations with your company. 我來(lái)訪(fǎng)的目的是詢(xún)問(wèn)與你公司建立貿(mào)易關(guān)系的可能性。8. Here is my business card. These

30、 are the samples of our newly-developed products. Please have a look. 這是我的名片。這些是我們新研發(fā)的產(chǎn)品，請(qǐng)過(guò)來(lái)看一下。Unit 2 Establishing Business Relations9. You can find our telephone number and e-mail address in the brochure I give you or from the business directory. We hope well keep in touch. 您可從我給您的小冊(cè)子里或企業(yè)名目上找到我們的

31、和電子郵箱地址。希望我們能保持聯(lián)絡(luò)。10. Im ready to answer the questions you asked at the trade show. 我隨時(shí)準(zhǔn)備答復(fù)您在商展上提出的問(wèn)題。Unit 2 Establishing Business Relations2. Translate the following sentences into English 1. 我們好似從來(lái)沒(méi)有過(guò)業(yè)務(wù)往來(lái)。您是剛剛從事這一行業(yè)嗎？ It seems that weve never done business with each other before. Are you new in th

32、is line of business?2. 我想借此時(shí)機(jī)向熱情的主人表示衷心的感謝。 Id like to take the opportunity to extend our sincere thanks to our kind host.3. 如果您能來(lái)，我們將不勝榮幸。 It will be a great pleasure to have the presence of you. Unit 2 Establishing Business Relations4. 我希望交易會(huì)之前一切都能準(zhǔn)備就緒。 I want everything in good order before the F

33、air.5. 在展覽廳內(nèi)，請(qǐng)保管好您的貴重物品。 Please look after your valuable properties at the Exhibition Hall.6. 為了讓更多的人了解我們的新產(chǎn)品和我們的國(guó)家，我們來(lái)參加這個(gè)展會(huì)。 We have come to this show in order to let more people know about our new products as well as our country.7. 您對(duì)展廳有特別的要求么？ Do you have any special requirements for the exhibit

34、ion hall?Unit 2 Establishing Business Relations8. 如果方便的話(huà)，我想盡早去見(jiàn)你。 Id like to see you at your earliest possible convenience.9. 最好能夠盡早見(jiàn)面，我們不能再拖延了。 It is imperative for us to meet as soon as possible. It cannot be put off any longer.10.我們重新安排一下見(jiàn)面時(shí)間好嗎？下周同一時(shí)間怎么樣？ Is there any chance that we could rearran

35、ge for the same time next week? Unit 3 Receiving Guests Unit 3 Receiving Guests I. Warm UpWork in pairs with the following situationMr. Martin, an importer from USA, is going to purchase Chinese raw silk. Mr. Zhang, sales manager of Shanghai Textiles Imp & Exp Corp. Make up a talk on receiving guest

36、s at the airport or having dinner party.Unit 3 Receiving GuestsII. Words and Expressionsraw 生的；未加工的; 處于自然狀態(tài)的textiles 紡織品；織物；紡織業(yè)privilege 特權(quán); 優(yōu)特gracious 親切的; 和藹的; 殷勤的distinguished 卓越的; 著名的make an all-out effort to do 竭盡全力accommodate 能容納; 能提供tonights reception party 晚宴be amazed to do 使大為驚奇main courses

37、 主菜Unit 3 Receiving GuestsIII. Useful Sentences1. It is very happy for us to respect each other and seek the common ground while putting aside difference.2. It is a great pleasure for me to enjoy equality and mutual benefits.3. I sincere1y hope that we complement each others advantages and learn eac

38、h others experience.Unit 3 Receiving Guests4. Im sure that we can expand the cooperation, stand from the present and look forward to the future.5. Our cooperation is seeking the best instead of the largest.6. Im very happy that you have come all the way from America.7. You must be very tired after a

39、 long flight, Mr. Johnson.Unit 3 Receiving Guests8. Chinese meal is really very delicious.9. Glad you could make it today.10. They toasted the signing of the new agreement.11. Lets drink to our friendships.12. We have pleasure in inviting you to our tonights reception party.Unit 3 Receiving Guests13

40、. Its real gourmet dishreally melts in your mouth.14. For your convenience and comfort, we accommodate you in Shanghai Hotel.15. He called the hotel for accommodations.Unit 3 Receiving GuestsIV. Keys to Exercises1. Translate the following sentences into Chinese 1. I sincerely hope that your visit wi

41、ll be worthwhile and meaningful. 我真誠(chéng)地希望您的來(lái)訪(fǎng)有價(jià)值、有意義。2. It is indeed my pleasure and privilege to have received your gracious invitation 我深感愉快和榮幸，受到您們友好的邀請(qǐng)。3. Im very glad that you have so high expectations for this business trip in Beijing. 我很快樂(lè)您對(duì)此次來(lái)京短期工作有如此高的期望。Unit 3 Receiving Guests4. We will make

42、 an allout effort to make your stay comfortable and pleasant. 我們會(huì)盡力使您在此期間過(guò)得舒適愉快。5. Youll need a rest for tonights reception party. 您需要休息一下，今晚還有招待宴請(qǐng)。6. Im amazed to see many families having a big dinner here. 我驚奇地看見(jiàn)許多家庭在這里享用大餐。Unit 3 Receiving Guests7. The round moon is a symbol for completeness, and

43、 by extension, family reunion. 圓圓的月亮象征著圓滿(mǎn)，進(jìn)而象征著家庭團(tuán)聚。8. It tastes like shrimp and some kind of fruit. 這道菜有某種水果和蝦的口感。9. Its real gourmet dishreally melts in your mouth. 地道的美味，入口即化。10. Whats in it on earth? 這里面到底放些什么？Unit 3 Receiving Guests2. Translate the following sentences into English 1. 我很快樂(lè)您專(zhuān)程從美國(guó)

44、趕來(lái)，也我真誠(chéng)地希望您的來(lái)訪(fǎng)有價(jià)值、有意義。 I am very happy that you have come all the way from America. I sincerely hope that your visit will be worthwhile and meaningful.2. 考慮到您的方便和舒適，我們?yōu)槟才帕斯就赓e專(zhuān)用別墅。 For your convenience and comfort, we accommodate you in one of the companys villas for overseas visitors.Unit 3 Receiv

45、ing Guests3. 我深感愉快和榮幸，能與劉主任這樣杰出的人士一起工作。 It is indeed my pleasure and privilege to work with a distinguished group of people like Director Liu. 4. 我很快樂(lè)有時(shí)機(jī)向各位介紹中國(guó)的主要傳統(tǒng)節(jié)日。 I am very happy to have the opportunity to talk to you about major traditional Chinese holidays.5. 圓圓的月亮象征著圓滿(mǎn)，進(jìn)而象征著家庭團(tuán)聚。 The round

46、moon is a symbol for completeness, and by extension, family reunion.Unit 3 Receiving Guests6. 今天，人們?cè)诙宋鐣r(shí)節(jié)舉行龍舟比賽。 Today, dragon boat races are held during the Dragon Boat Festival.7. 您用筷子，這是一頓真正的中國(guó)餐！ It is a real Chinese meal, using chopsticks!8. 吃中國(guó)餐時(shí)先上冷盤(pán)，主菜和湯隨后上。 Cold dishes are starters at a Chines

47、e dinner. Main courses and soup come later.Unit 3 Receiving Guests9. 您能告訴我這是什么菜嗎？這是烤鴨，是本地的特色菜。 Could you tell what this is ? It is roast duck, specialty of this region.10. 我們都應(yīng)該成認(rèn)這些文化差異，尊重這些差異，以免產(chǎn)生以解，這很重要。 It is important for all of us to acknowledge and respect these cultural differences in order t

48、o avoid misunderstanding.Unit 4 Companies and ProductsUnit 4 Companies and Products I. Warm UpWork in pairs with the following situationMr. Green, the chief manager of an Indian firm, is visiting the sample room of Tianjin Garments Imp. & Exp. Corporation. Mr. Zhang, sales manager of the company is

49、showing Mr. Green around and giving a brief introduction of their company and products.Unit 4 Companies and ProductsII.Words and Expressionsenquiry 詢(xún)盤(pán) net profit 凈利潤(rùn)brochure 商品小冊(cè)子 rich assortment 品種繁多in stock 存貨 be well received 深受歡送be heavily committed 承約過(guò)多 superiority 優(yōu)勢(shì)height-adjustable 高度可調(diào)節(jié)assu

50、re 保證Unit 4 Companies and ProductsIII. Useful Sentences1. We are glad to have the opportunity to introduce to you our newly developed products. 2. We have been in this line of business for more than 20 years. 3. Our ceramics have met with great favor in the US market. 4. We are very experienced in t

51、he manufacture of machine tools. Unit 4 Companies and Products5. We are supplying a full range of silk products to many countries. 6. We are one of the leading importers of sportswear in Canada.7. We always keep an eye on customers preferences and make our products according to what our customers ne

52、ed, want and like. 8. We specialize in the export of textiles. Unit 4 Companies and Products9. Our garments have a ready market in your region. 10. Chinese silks are well-known for their top quality. 11. Could I keep the catalogue so that I can do a close study of your products?12. May I ask what li

53、ne of business you are in? Unit 4 Companies and Products13. Would you like to have a look at our exhibits and see what may interest you? 14. What commodities do you think might have a chance in your market? 15. Digital cameras are enjoying fast sales these days. Unit 4 Companies and ProductsIV. Keys

54、 to Exercises1. Translate the following sentences into Chinese 1. We are exporting a wide range of carpets to many countries. 我們向許多國(guó)家出口各種款式的地毯。2. Id like to give your products a try, but your delivery must maintain the quality standard of your samples. 我愿意試銷(xiāo)你們的產(chǎn)品，但是你們的交貨必須符合樣品的質(zhì)量標(biāo)準(zhǔn)。Unit 4 Companies

55、and Products3. I am sure these commodities will find a ready market in your area. 我相信這些商品在你們地區(qū)將會(huì)有銷(xiāo)路。4. There are nine departments in our company: Administration, Accounts, Production, Sales, Research and Development, Legal, Personnel, Transport and Purchasing. 我們公司有九個(gè)部門(mén)：行政管理部、財(cái)務(wù)部、生產(chǎn)部、銷(xiāo)售部、研發(fā)部、法律事務(wù)部、人

56、事部和采購(gòu)部。5. This is our latest model. Its been well received by our end-users. 這是我們最新的式樣，深受我們最終用戶(hù)的歡送。Unit 4 Companies and Products6. We mainly handle television sets. Whats your line of business? 我們主要經(jīng)營(yíng)電視機(jī)。你們的經(jīng)營(yíng)范圍是什么？7. Id appreciate it if you could arrange for me to visit your show room. 如果你能安排我參觀你們的

57、樣品間，我將非常感謝。8. We are a Sino-US joint venture with a registered capital of USD10 million. 我們是一家中美合資企業(yè)，注冊(cè)資金為1000萬(wàn)美元。Unit 4 Companies and Products9. We can provide first class bank reference. 我們可以提供一流的銀行資信證明。10. We are one of the largest importers of building materials in East Asia. 我們是東亞最大的建筑材料進(jìn)口商之一。

58、Unit 4 Companies and Products2. Translate the following sentences into English 1. 我們的產(chǎn)品主要出口歐洲市場(chǎng)。 We export our goods mainly to the European market. 2. 我們經(jīng)營(yíng)化工品有10年了。 We have been in Chemical line for ten years. 3. 您認(rèn)為哪種產(chǎn)品可能在您的市場(chǎng)上有銷(xiāo)路？ Which product do you think probably enjoy fast sales in your market

59、? Unit 4 Companies and Products4. 我們?cè)敢庠囦N(xiāo)您的新產(chǎn)品，不過(guò)交貨必須和樣品一致。 We wish to place a trial order for your new products, however the delivery should be in compliance with the sample. 5. 因?yàn)閷?duì)健康有益，它越來(lái)越受歡送。 It has become more and more popular as its good for peoples health. 6. 我們一直在改善我們產(chǎn)品的設(shè)計(jì)和圖案，以符合世界市場(chǎng)的需求。 We h

60、ave been improving the designs and patterns of our products to conform to the world market. Unit 4 Companies and Products7. 我們工廠(chǎng)收到了大量訂單，既有國(guó)內(nèi)的也有國(guó)外的。請(qǐng)看我們的宣傳手冊(cè)。 Our manufacturers have received a crowd of orders from home and abroad. May I show you our brochure?8. 我們公司始建于1964年，現(xiàn)在國(guó)外有二十幾個(gè)分公司。 Our corporat