经贸英语口译实训教程Unit-7-Business-Negotiation.ppt

,*,单击此处编辑母版标题样式,LOGO,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,单击此处编辑母版标题样式,LOGO,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,单击此处编辑母版标题样式,*,Customer Service,Advanced Career English,高等教育出版社 高等教育电子音像出版社,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,单击此处编辑母版标题样式,LOGO,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,单击此处编辑母版标题样式,*,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,单击此处编辑母版标题样式,LOGO,*,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,单击此处编辑母版标题样式,LOGO,*,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,单击此处编辑母版标题样式,LOGO,*,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,单击此处编辑母版标题样式,LOGO,*,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,单击此处编辑母版标题样式,LOGO,*,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,单击此处编辑母版标题样式,LOGO,*,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,单击此处编辑母版标题样式,LOGO,*,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,单击此处编辑母版标题样式,LOGO,*,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,单击此处编辑母版标题样式,LOGO,*,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,单击此处编辑母版标题样式,LOGO,*,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,单击此处编辑母版标题样式,LOGO,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,单击此处编辑母版标题样式,*,Customer Service,Advanced Career English,高等教育出版社 高等教育电子音像出版社,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,单击此处编辑母版标题样式,Business Negotiation,Unit 7,Contents,Training Objectives,1,Training Steps,2,More Practice,3,Answers and Translation,4,Knowledge Objectives,You will be able to know:,The definition of business negotiation,The preconditions for negotiation,How to prepare for negotiation,？,Features of international business negotiation,Tips for a successful business negotiation,General procedures for business negotiation,Skill Objectives,You will be able to master:,Figures interpreting,Quality Objectives,You will be able to cope with:,Business negotiation interpretation,1.Training Objectives,2.Training Steps,1.Assessment on Figures Interpreting,2.Self&Peer assessment on interpreting quality,3.Self&Peer assessment on groups performance,1.Phrase Interpreting 2.Sentence Interpreting,3.Field Interpreting 4.Situational Interpreting,.Performing,1.Knowledge Linkage(Preview before the lesson),2.Interpretation Skill:Figures Interpreting,.Preparing,.Packaging,(2)Skills of interpreting figures,.Preparing,Interpretation Skill:,Figures Interpreting,（数字口译）,1.Cardinal numbers,1.1 The different expressions of numbers in English and in Chinese,（,1）英语数字分段法：,from the last,there is a comma every 3 numbers,and every comma means a unit,thousand,million,billion or trillion.,E.g.1:2894569873=2,894,569,873,第一段位：one,ten hundred,第二段位：,thousand ten thousandhundred thousand,第三段位：,million ten million hundred thousand,第四段位：,billion ten billion hundred thousand,第五段位：,trillion,（,2）汉语数字分段法：,from the last,there is an inverted comma every 4 numbers,and every inverted comma means a unit,万,亿,or兆.,E.g.2:2894569873=2894569873,第一段位：个十百千,第二段位：万十万百万千万,第三段位：亿十亿百亿千亿,第四段位：兆（万亿）,(2)Skills of interpreting figures,.Preparing,Interpretation Skill:,Figures Interpreting,（数字口译）,1.Cardinal numbers,1.1 The different expressions of numbers in English and in Chinese,(3),英汉数字对照排列,NUMBERS,ENGLISH,CHINESE,1,10,100,1,000,10,000,100,000,1,000,000,10,000,000,100,000,000,1,000,000,000,10,000,000,000,100,000,000,000,1,000,000,000,000,One,Ten,One hundred,One thousand,Ten thousand,One hundred thousand,One million,Ten million,One hundred million,One billion,Ten billion,One hundred billion,One trillion,一,十,一百,一千,一万,十万,一百万,一千万,一亿,十亿,一百亿,一千亿,一兆（万亿）,(2)Skills of interpreting figures,.Preparing,Interpretation Skill:,Figures Interpreting,（数字口译）,1.Cardinal numbers,1.1 The different expressions of numbers in English and in Chinese,Question:,How to read“1234567891234”into English or Chinese?,英（美）式英语朗读法,1,234,567,891,234,One trillion,Two hundred(and)thirty-three billion,Five hundred(and)sixty-seven million,Eight hundred(and)ninety-one thousand,Two hundred(and)thirty-four,汉语朗读法,1234,一兆,二千三百四十五亿,六千七百八十九万,一千二百三十四,(2)Skills of interpreting figures,.Preparing,Interpretation Skill:,Figures Interpreting,（数字口译）,1.Cardinal numbers,1.2 The methods of cardinal numbers interpreting,(3),缺位补零法,缺位补零法是针对数字中有空位的情况设计。,如果某些数位为零时，要及时补零。,此时要注意汉语数字是以“千”位起始的四位一节，英语是以百位起始的三位一节。,E.g.1:,汉译英,600580036,1.,汉语数字：六亿零五十八万零三十六,2.,在笔记上记下：,6,亿,58,万,36,3.,按照汉语数字每节四位的特点从右至左补零：,6,亿,0058,万,0036,4.,英语计数三位一点：,600,580,036,5.,读出英文,E.g.2:,英译汉,1,1.,听到英文数字,one hundred billion thirty-six million seven thousand and forty-one,2.,在笔记中记下：,100b7th41,3.,按照英语数字每节三位从右至左补零：,100b007th041,4.,每四位一划：,100b0/00/7th041,5.,读出汉语,(2)Skills of interpreting figures,.Preparing,Interpretation Skill:,Figures Interpreting,（数字口译）,2.Ordinal numbers,Challenges in ordinal numbers,Cultural differences,cognitive loads,E.g.1,：,这是您第几次访问中国？,Is this your first visit to China?This isnt your first visit to China,is it?How many times have you been in China?,E.g.2:,你们队得了第几名？,Did your team win the championship?Did you get/win the first place in the competition?,E.g.3:,这是你的第几个孩子？这孩子老几呀？,Is this your oldest/youngest child/son/daughter?,(2)Skills of interpreting figures,.Preparing,Interpretation Skill:,Figures Interpreting,（数字口译）,6.Trends,Trends tell about increases or decreases(fluctuation),and periods of no change(stability).,The prepositions“of”,“by”,“to”and“at”are used to express trends.,E.g.1:,An upward trend(,),An upward trend(,),To rise/increase/climb/jump,E.g.2:,A downward trend(,),A downward trend(,),To fall/drop/decline/decrease,E.g.3:,Stability,Stability,To level out/off,To stand/stay at,To remain stable at,To reach a peak,(2)Skills of interpreting figures,.Preparing,Interpretation Skill:,Figures Interpreting,（数字口译）,9.Indefinite numbers,9.1 Approximate numbers,E.g.:约，大约，大概，左右，来,around,about,roughly,approximately,some,more or less,in the neighborhood of;in the rough,or so,or thereabout,9.2 Less than/More than,E.g.1:少于，小于，低于，不到，不及，不足，以下，以内,E.g.2:多于，大于，高于，超过，多，,以上,fewer than,less than,under,below,within,more than,over,above,upwards of,and more,(and)odd,9.3Nearly,E.g.:近，快，将近，接近，几乎，差不多，差一点，不到,nearly,almost,toward,close on,9.4between,E.g.:到，至，介于,之间,from to;between and,9.5数百，数十,Tens/dozens/scores/hundreds/thousands/millions/billions of,(2)Skills of interpreting figures,.Preparing,Interpretation Skill:,Figures Interpreting,（数字口译）,10.Multiple,10.1 A是B的n倍,A is n times that of B.,A is n times as adj.as B.,A increases/rises/grows/goes up/be n times more than B.,10.2 A比B多n倍,A is n+1 times as adj.as B.,A increases/rises/grows/goes up/be n+1 times more than B.,10.3 A是原来的5倍。（A增加了4倍）,A increases(by)fivefold.,A increases(by)five times.,A increases by a factor of five.,A increases by 400%.,10.4 A是原来的1/5。（A减少了4/5）,A decreases(by)fivefold.,A decreases(by)five times.,A decreases by a factor of five.,A decreases by 80%.,There is fivefold decrease in A.,A is five times as small as before.,A is five times smaller than before.,Phrase Interpreting,Study and interpret the following words or phrases into Chinese or English respectively.,.Performing,substantial,catalogs,a ready market,lowest quotation,CIF,an indication of,margin,concession,get no where,询价,报价,船上交货价,价格单,以,为准,确认,各让一步,一分都不能少,承诺,1.,短语口译,参考译文,实质性的,商品目录,好销,最低价,成本加运费保险费,大概的,利润空间,让步,谈不出什么结果,inquiry,offer,FOB,price lists,be subject to,confirmation,meet each other halfway,not a penny less,commit to,.Performing,2.Sentence Interpreting,.Performing,1,）,Before we begin,are you sure you are in a position to conduct this negotiation?,2,）,OK,lets talk about unit price rather than discount.,3,）,Frankly,we have 2 major suspicions,and we hope you could help us to understand and clarify.,4,）,Our principle is any deal should be mutually beneficial.,5,）,We insist that you effect the shipment before July 8.,6,）,To clinch/close the deal,，,shall we both make some concessions/meet each other halfway/bend the rules a little?,7,）,But no matter how great the difference is,youll have to move.You cant expect me to make the move alone.,8,）,Im afraid the gap between us is too great.,9,）,I think weve settled all the points under dispute.,10,）,I feel that our points of view are totally in line with each other/that,in fact,we are not contradicted.,2.,句子口译,参考译文,1,）这笔大交易的谈判您能做主吗？,2,）让我们不要纠结折扣了，来谈谈单价吧。,3,）坦白说，我们有两个疑问，希望能帮忙解释下。,4,）我们的原则是任何交易都必须是互利的。,5,）我们坚持七月八日前装运。,6,）我们双方作点让步来成交吧。,7,）感谢您的让步，但离我们的目标还是有距离，您就步子跨大一点儿吧。,8,）我觉得差距太大了。,9,）我想我们解决了所有争议。,10,）我觉得我们的观点一致了,/,事实上，我们的观点不冲突。,.Performing,Role Play,(1)Situation lead-in,After visiting the factory,Mr.Zhang,the general manager,is,negotiating with Mr.Smith on the price of the digital camera.,After a series of counter-offers,the two parties finally,reach consensus on the order price,amount and discount.,3.Field Interpreting,Group 1 Group 2,Group 3,Competition,Evaluation,Evaluation,.Performing,How to add zero when interpreting figures?,.Performing,3.Field Interpreting,(2)Group discussion,Question 2,根据“点三杠四”断位法，由于英文数字是三位一节，汉语数字是四位一节。因此数字口译时，英文数字以逗号从右至左每三位一点，汉语数字以斜杠从右至左每四位一划，不足的数位应以零补足。,Question 3,.Performing,3.Field Interpreting,(2)Group discussion,How to move decimal point when interpreting figures?,根据“点三杠四”断位法，就近找中,/,英文最近的断位点，移动小数点同时加上对应的数位。,Work in groups and take turns to act as the interpreter,Mr.Chen;and the other students as Leon.While interpreting,the interpreter shouldnt look at the material.After six-minute preparation for it,you will be invited to act out the dialogue and interpret in the front of the classroom.Your performance will be evaluated by yourself,your teacher and other groups and recorded as your regular grade.,.Performing,3.Field Interpreting,(3)Role play&interpreting,史密斯,：好的。同时，你可以给我一个,大概的,价格吗？,Zhang:,No problem.Here are our,FOB,Zhuhai,price lists,.The price in the list,is subject to,our,confirmation,.,史密斯,：,300,美元一台？离我想要的价格太远了。,Zhang:,How about$290?,史密斯,：我出,200,美元一台。,Zhang,:All right,let us,meet each other halfway,$260,but,not a penny less,.Is that acceptable?,史密斯,：好吧，我同意。那我们谈谈折扣问题吧。,Zhang:,Can you indicate to me the quantity youd like to order first?,史密斯,：挺多的。你们给,1000,台的订单折扣多少？,.Performing,参考译文,3.,口译实战,Zhang:,For an order of that size,I can give you a discount of 10%.,史密斯,：,2000,台呢？,Zhang:,Well,if you,commit to,buy 2,000 sets then I could consider a larger discount.,史密斯,：有多低,?,Zhang,:If you order 2,000 sets,I can offer you a 20%discount.,史密斯,：我要更低的折扣。我的订货量很大，我的生意,利润空间,很小的，您明白吗？,Zhang:,If you want a big discount then you much make the order a large one.,史密斯,：难道,2000,台数量还不大吗？除非您愿意做出,让步,，否则我们,谈不出什么结果,。,Zhang:,Well,we can meet each other halfway.You increase you order to 3,000 sets and I increase the discount to 25%.Is that agreeable?,史密斯,：我接受。,3000,台，,7.5,折。,.Performing,参考译文,3.,口译实战,5.船上交货价FOB,装运港船上交货价简写,FOB(Free on Board)是国际,贸易中常用的价格术语之一。卖方承担的基本义务是在合同规定的装运港和规定的期限内，将,货物装上买方指派的船只，并及时通知买方。,货物在装船时越过船舷，风险即由卖方转移至买方。买方要负责租船订舱，支付运费，并将船期、船名及时通知卖方。货物在装运港越过船舷后的其他责任、费用也都由买方负担，包括取得进口许可证或其他官方证件，以及办理货物入境手续和费用。,6.各让一步meet each other halfway,讲解“,meet each other halfway,”，各让一步的形象说法，此处采取的直译法；,例句：,Sorry.Can we meet each other half way?,对不起，我们双方各让一点好不好,?,7.一分都不能少了not a penny less,讲解此处采取直译法，斩钉截铁，通俗易懂。,8.承诺commit to,讲解把,送交，托付给；对作出承诺，承担义务、责任；,例句：,You dont have to commit to anything over the phone.,你不用在电话里承诺什么。,9.Were getting nowhere.我们谈不出什么结果,讲解此处采取意译法，也是通俗讲法。,例句：,Were getting nowherelets come at it from another angle.,我们这样会毫无进展，还是换个角度考虑一下吧。,.Performing,口译重难点解析,3.,口译实战,4.Situational Interpreting,3 students,in a group,(refer to,P277),3 students,in a group,(refer to,P277),Situation 1,After negotiation on price,Mr.Smith is now bargaining with the general manager Mr.Zhang for the commission,delivery time and methods.Please do two-way interpretation for them.,Situation 2,Mr.Smith is now reaching consensus on the payment methods.Please do two-way interpretation for them.,.Performing,4.,情景口译参考译文,史密斯,：那佣金呢？从欧洲进口，我一般得到,3%,5%,的佣金。这是惯例。,Zhang:,As a rule we do not allow any commission.But if the order is large enough,well consider it.,史密斯,：哦，我是靠佣金做生意的。在你们价格中收点佣金，有助于我的推销，哪怕,2%,或是,3%,也行。,Zhang:,OK.In order to encourage future business and as a gesture of friendship we are prepared to make this an exception by offering 2%commission.And there is no room for further bargain.,史密斯,：好的。但是我要求在,6,月之前就要收到货。,Zhang:,Well,Mr.Smith,that will be difficult.It is April now.,情景,1,.Performing,4.,情景口译参考译文,史密斯,：那最快什么时候可以发货？,Zhang:,Would it be possible to deliver your order in separate consignments?We can deliver the first 2,000 sets by the end of May.,史密斯,：那剩余,1000,台呢？,Zhang:,I promise you could get it before the end of June.,史密斯,：既然这样，那我只有接受了。,Zhang:,Thank you for your consideration,and I hope that we shall do more business in the future.,情景,1,.Performing,4.,情景口译参考译文,史密斯,：那我用什么方式付款呢？,Zhang:,Generally our payment term is T/T.,史密斯,：可以用信用证吗？,Zhang:,Sorry,we only accept T/T at present.,史密斯,：为什么不能用信用证呢？信用证对双方都安全、公平。,Zhang:,If we open L/C,the bank charge will increase our cost.Since our price is very low,so we use T/T and its faster and costs less.,史密斯,：我知道了，那根据电汇我们怎么付呢？,Zhang:,20%as deposits by T/T,balance(80%)before delivery.,史密斯,：为什么要付押金呢？,Zhang:,Because some buyers cancel the order before the delivery,20%deposit just avoids this risk.,情景,2,.Performing,4.,情景口译参考译文,史密斯,：噢，那倒也是。那如果我要样本订单的话，需要押金吗？,Zhang:,Theres no need,just pay 100%payment before delivery.,史密斯,：噢，我明白了，那我什么时候才能享受此待遇呢？,Zhang:,Mr.Smith,I know you are a creditable person,so after you placed three orders,I will apply to our finance department for permission to cancel the deposit payment.,史密斯,：我们接受您的建议，谢谢。,Zhang:,However,it needs your support for the first three orders.There should not any delay for the deposit and balance payment.Of course,you cant cancel the orders.,史密斯,：是的，我知道了。我们会严格遵照形式发票和销售合同来支付押金和余额。,Zhang:,Good,thanks for your support.,情景,2,.Performing,Self&Peer,assessment,on figures,interpreting,1.Note down figures correctly ,2.Interpret figures correctly ,3.Note down the quantifier at the same time,4.Note down the trend of figures correctly,5.Other aspects _ ,1.Faithfulness ,2.Smoothness ,3.Timeliness ,Assessments,.Packaging,Self&Peer,assessment on,interpreting,quality,Self&Peer,assessment,whole groups performance ,Study and interpret the following words or phrases into Chinese or English respectively.,.Phrase Interpreting,exclusive selling agency,trial/try-out order,return commission,seasonal discount,wholesale/retail price,cash settlement,down payment,payment by installments,freight,表明立场,报价,讨价还价,折扣,底价,保本价,利润（率）,不再让步,达成协议,3.More Practice,口译以下词汇短语。,.,词汇短语口译,独家经销代理,试订单,回佣,季节性折扣,批发,/零售价,现金结算,定金，首付,分期付款,运费,seat ones stand,quotation,bargain/price haggling,discount,floor/lowest/rock-bottom/minimum price,break-even price,profit margin,cannot make any further concession,reach an agreement,参考译文,Interpret the following sentences into English or Chinese.,.Sentence Interpreting,3.More Practice,English to Chinese:,1)I am afraid there is not much room for further reduction.Actually,our price is already narrowly calculated and it leaves us only a small profit margin.,2)If your order is large enough,we are ready to reduce our price by 5%.,3)In order to encourage future business and as a gesture of friendship we are prepared to make this an exception by reducing our price by 5%,will this satisfy you?,4)Lets meet each other halfway so as to conclude the business.,5)We want to get the goods before the end of May in order to be in time for the seasonal period.,.,句子口译,参考译文,英译中：,1,）我恐怕没有多大的余地进一步降价了。事实上，我们的价格是精确计算过的，赚头很小。,2,）若你方订购数量足够大的话，我方愿降价,5%,