在商务英语价格谈判中的英语技巧---毕业论文.doc

在商务英语价格谈判中的英语技巧 (一)It is a condition of this letter that the name of this Bank will not be disclosed in the event of our report being passed on to your clients. 译文：本函有一个条件，即在把我们的报告转交你们的客户时，请勿泄露本行的名称。 这段话是出自银行对某项咨询的回复信函。此类复信一般包括三部分: 1陈述实事； 2)表示意见； 3)提醒对方所提供的资料是绝密及不负责任的。上面的句子属于第三部分。 本句中的it是形式主语，其主语是that从句。 pass onhand or give sth to sb else to others传递；转交 ExampleWe will pass on your decision to the buyer. 其他表达方式： 1.Please note that this information is furnished without any responsibility on our part and should be held strictly confidential. 2.Please note that the information is furnished at your request without any responsibility whatsoever on the part of this Bank or on any of its officers. 3.May we ask that you treat this information as strictly confidential without responsibility on our part. (二)Should you be prepared to reduce your limit by say 10% we might come to terms. 译文：如果你方愿意减价，譬如说减10%，也许能达成交易。 这句话是在讨价还价中常用到的句子。在双方的谈判中，价格是一个很重要的环节，婉转地提出自己的意见可以使自己处于主动地位。 say 10%是let us say 10%的简化。 be prepared to准备做事 ExampleWe are not prepared to change the terms. limit n.限度(在外贸业务中有时用来指价格，即价格限度) Example:Your limit is too high to permit business. come to terms达成交易。类似说法有come to business close a bargain close a deal等等。商务英语-外贸中常见英文缩略词1 C&F (cost & freight)成本加运费价 2 T/T (telegraphic transfer)电汇3 D/P (document against payment)付款交单4 D/A (document against acceptance)承兑交单5 C.O (certificate of origin)一般原产地证6 G.S.P. (generalized system of preferences)普惠制7 CTN/CTNS (carton/cartons)纸箱8 PCE/PCS (piece/pieces)只、的个、的支等9 DL/DLS (dollar/dollars)美元10 DOZ/DZ (dozen)一打11 PKG (package)一包，一捆，一扎，一件等12 WT (weight)重量13 G.W. (gross weight)毛重14 N.W. (net weight)净重15 C/D (customs declaration)报关单16 EA (each)每个，各17 W (with)具有18 w/o (without)没有19 FAC (facsimile)传真20 IMP (import)进口21 EXP (export)出口22 MAX (maximum)最大的、的最大限度的23 MIN (minimum)最小的，最低限度24 M 或MED (medium)中等，中级的25 M/V (merchant vessel)商船26 S.S (steamship)船运27 MT或M/T (metric ton)公吨28 DOC (document)文件、的单据29 INT (international)国际的30 P/L (packing list)装箱单、的明细表31 INV (invoice)发票32 PCT (percent)百分比33 REF (reference)参考、的查价34 EMS (express mail special)特快传递35 STL. (style)式样、的款式、的类型36 T或LTX或TX(telex)电传37 RMB (renminbi)人民币38 S/M (shipping marks)装船标记39 PR或PRC (price) 价格40 PUR (purchase)购买、的购货41 S/C (sales contract)销售确认书42 L/C (letter of credit)信用证43 B/L (bill of lading)提单44 FOB (free on board)离岸价45 CIF (cost,insurance&freight)成本、的保险加运费价补充：CR=credit贷方，债主DR=debt借贷方（注意：国外常说的debt card，就是银行卡，credit card就是信誉卡。这里都是指银行和财务公司说的，你的银行卡，是你将钱放入银行，银行是“借贷方”，所以叫做debt卡。用credit卡，是你从银行或者财政公司借钱，银行或公司是“贷方”，所就叫credit。）Exp=Expense花费，费用O/H=overhead常用开支TC=total cost总费用FC=fixed cost常设费用VC=variable cost变动费用P=profit竟利润S=sales销售总额Rev=revenue利润MC=marginal cost费用差额GM=gross margin毛利MR=marginal revenue利润差额A/R=acount receivable待收款（销售后，记账以后收取。）A/P=account payable代付费（花费后记账，以后付费。）PMT=payment支付款N/I=net income纯收入AMT=amount数额DCT=discount打折流利面试英语 I：Interviewer（面试者）A：Applicant（求职者） 教育背景：简明扼要，实话实说尽管你在简历中对自己的教育背景作了介绍，但在面试时，面试官还有可能就此方面提问。还是事先做点准备吧。I: What is your major?A: My major is Business Administration. I am especially interested in Marketing.（不仅回答了问题，还顺带一句介绍了自己较为感兴趣的方面，简明扼要。）I: Which university are you attending?A:I am attendingUniversity.I: Have you received any degrees?A: Yes. First, I received my Bachelor degree in English Literature, and then an MBA degree.I: What course did you like best?A: Project Management. I was very interested in this course when I was a student. And I think its very useful for my present work.I: Do you feel that you have received a good general training?A: Yes, I have studied in an English training program and a computer-training program since I graduated from university.I am currently studying Finance at a training school.工作经验：显露实力，避免炫耀I: Have you ever been employed?I: Your resume says you have had one-year experience working in a foreign representative office in Shanghai, may I ask why you center?A:I worked in a foreign rep. office for one year. However, I center there two years ago because the work they gave me was rather dull. I found another job that is more interesting.I: Have you done any work in this field?I: What qualifications do you have that make you feel you will be successful in your field?I: What have you learned from the jobs you have had?A:I have learned a lot about business know how and basic office skills. In addition, I learned at my previous job show to cooperate with my colleagues.I: Whats you major weak point?A:I havent been involved in international business, so I dont have any experience, but I have studied this course In the International Business Training Center of the Company.I: What are your greatest strengths? （实话实说好了，不必客气，但应注意语气和表情，不要给人炫耀之感。）I: Please tell me about your working experience.I: Does your present employer know you are looking for another job?A: No, I havent discussed my career plans with my present employer, but I am sure he will understand.性格爱好：表现积极、合作的一面I: How do you spend your spare time?I: Are you interested in sports?I :Do you think you are introverted or extroverted?I: What kind of personality do you think you have?A:I always approach things very enthusiastically. When I beginsomething, I dont like to leave it halfdone. I cantconcentrateon something new until the first thing is finished.I:What is the most important thing for you to be happy?A:Different people have different ideas. I think themostimportant thing for me is having a good relationship with myfamilymrs and my friends. My family has always been very closeknit,andmy friend sand I spend a lot of time together. Without that Iwouldbe much less happy than I am.I:What makes you angry?A:Dishonesty. Its unacceptable.I:What are your personal weaknesses?A:Im afraid Im a poor talker. Im not comfortable talkingwiththe people whom I have just met for the first time. That isnotvery good for business, so I have been studyingpublicspeaking.I:Are you more of a leader or a follower?A:I dont try to lead people. Id rather cooperate witheverybody,and get the job done by working together.工作要求：我能胜任I:Do you think you can make yourself easily understoodinEnglish?A:Yes, in most circumstances.I:Are you available for travel?A:Yes, I like traveling. I am young, and unmarried. Itsnoproblem for me to travel frequently.I:How about overtime work?A:Overtime work is very common in companies. I can workovertimeif its necessary, but I dont think we will workovertimeeveryday.I:How long do you think we can depend on your working here?I:Do you like regular work?A:No, I dont like regular work. I am interested indifferentprojects with new opport unities and new challenge, but Ican doregular work if the company needs me to do so.I:What salary do you expectA:Shall we discuss my responsibilities with your companyfirst?Ithink salary is closely related to the responsibilities ofthejob.I:Do you work well under pressureA:Working under pressure is exciting and challenging. I dontmindworking under pressure. I work well under the secircumstances.People can, I Can.I:Do you have any particular conditions that you would likethecompany to take into consideration?A:No,nothing in particular.I:How soon can you begin working for us?A:I need about two to three weeks for necessary formalities.Iwill quit then transfer to your company.面试结束：礼貌道别I:Any questions?A:When will I know your decision?I:How can we get in touch with you?I:We will not if you of our decision by mail, is thisconvenientfor you?I:Thank you for your interest in our company.A:Thank you, Mr.Smith. Goodbye.(Thank you for your time.)I:You will be hearing from us very soon. Please send thenextapplicantin on your way out.A:OK.Thank you very much.此外，面试官还可能问及你的家庭情况，如家人对你的影响等，也应事先有所准备。说明工作经历 说明工作经历 (Stating Your Work Experience) 1.Held a post concurrently in Zhongxing CPA. from December,1998 to May,1999. and mainly worked on evaluating project finance and made up cash flow tables.1998年11月至1999年5月在中兴会计师事务所兼职，主要从事财务评价 、现金流量表的编制分析和产业的市场调查与跟踪研究等。2. Assistant to the General Manager of Shenzhen Petrochemical Industrial Corporation Ltd.Handled the itinerary schedule of the general manager. Met clients as a representative of the corporation. Helped to negotiate a $5,000,000 deal for the corporation. 深圳石油化工集团股份有限公司总经理助理。安排总经理的出差旅行计划时间表。作为公司代表接见客户。协助公司谈成了一笔五百万美圆的交易。 3. Secretary to president of Silverlion group Corporation Ltd. Responsibilities: Receiving visitors, scheduling meetings, taking and typing dictation, writing routine letters and reports. 银利来集团有限公司董事长秘书。职责：接待访客、安排会议、笔录并打字、书写日常信函及报告。 4. Public relations girl at Guangzhou Holiday Inn. Full-time in summers, part-time during school. 在广州文化假日酒店当公关小姐。暑期全职，上课时间兼职。 5. Assistant to manager of accounting department of a joint venture enterprise. Analyzed data and relevant financial statistics, and produced monthly financial statements. 一家合资企业会计部门经理的助理。分析数据及相关财务统计数字，而且提出每月的财务报告。 6. Worked 21 hours weekly as a salesgirl at the bookstore of Shenzhen University. Earned 45% of college expenses. 在深圳大学书店当售货员，每周工作21小时，砖了大学费用的45%。 7. Production manager: Initiated quality control resulting in a reduction in working hours by 20% while increasing productivity by 25%. 生产部经理：引入质量控制，使工作时数减少了20%，而生产力则提高了25%。 8.Practical summer experience. Clerked at One-and-One clothes Store in charge of sales, 1992. Employed at Guangzhou Restaurant as waitress, 1993. 暑期的实际经验。1992年，在一加一服装店当店员，负责销售。1993年，在广州酒家当侍应小姐。 9. Staff member of Shanxi Textiles Import and Export Company. Handled import of textiles from Hong Kong, Macao, Taiwan. Increased sales by 25% from 1990 to 1993. Made frequent business trips to these places to negotiate with textile mills. 山西纺织品进出口公司职员。处理从香港、澳门、台湾进口纺织品事宜。从1990年到1993年增加了25%的销售额。经常出差到这些地方跟纺织厂商洽谈。 10. Tourist guide during the summer vacation for Beijing International Travel Service. Conducted tours for foreign tourists on trip around the city. 暑假期间为北京国际旅行社当导游。负责外国旅客在城区的观光旅游。11. Sales manager. In addition to ordinary sales activities and management of department, responsible for recruiting and training of sales staff members. 销售部经理。除了正常销售活动和部门管理之外，还负责招聘与训练销售人员。12.Editor (part-time),at R,R is one of the well-known ICP in China.Hosting a special column of MBA Case Study.Reporting campus activities and social news about MBA students.兼职编辑，在人人网站任兼职编辑， 是国内较为有名的ICP网站之一。负责MBA案例栏目的采编，校园动态及MBA实事新闻的采编。说明离职原因离职原因 (Reasons for leaving) 1. My reason for leaving my present employment is that I am desirous of getting broader experience in trading.本人离职的理由：希望在贸易方面，能获得更广泛的经验。2. my reason for leaving the company is that I wish to get into the advertising business.本人去职原因，是希望在广告业方面发展。3. I am leaving our office to be with my mother and care for my aged mother in a distant city.我为照顾住在远地的年老母亲，而申请辞职。4. My reason for leaving my present emplyment is simple because I see no chance of advancement.本人离职的理由是这样：本人深知无升迁的机会。5. I am desirous of leaving the office in order to gain more experience in an exporters office.本人希望在出口公司能获得更多的经验，故愿转职。6. I am desirous of leaving the employment in order to improve my position and have more responsiblility.由于希望获得更高的职位负更多的责任，而离开现职。7. I left them a fortnight ago, owing to a disagreement with the president Mr. Lau.由于本人与董事长刘先生意见不合，两星期前去职。8. I left the position with the sesire of improving my position.我为了找更高之职位，而请求去职。9. I left the office on acount of the discontinuance of the business.由于所服务的公司解散，只好去职。10. I left the company because I found a full-time job after graduation.毕业后因找到工作辞去兼职。11. The only reason why I am leaving the present position is I want an object to better myself.本人所准备离开目前的工作岗位，唯一理由是为谋求更高的职位。12. Unfortunately I have had to leave my position, as my employers have been forced to liquidate their business due to the worldwide economic adversity.很不幸地，本人不得不离职，因这一次世界性的经济不景气，使我的雇主不得不结束业务。 13.The only reason why I am leaving the present position is to gain more experience in a trading office.本人之所以离开目前的工作岗位，唯一的理由是希望能在一家贸易公司获得更多的经验。 14. My reason for leaving the company is that I wish to get into the advertising business. 本人离职的原因是希望在广告业方面有所发展。15. I left the office on account of the discontinuance of the business. 本人离职的原因，系因该公司即将倒闭。 16. I now wish to enter an office where the work requires greater individual responsibility and judgment than here,and where there is more opportunity for advancement. 目前，本人希望进入一家可以担负较大责任的公司，并希望能提供升迁机会。 17. One reason that I would like to be employed with your firm is that you are dealing with import and export trade.I would look forward to dealing with oversea companies and at the same time having a chance to use English more. 贵公司主要做进出口贸易是本人欲在贵公司工作的原因之一，我渴望能同外国公司做生意，并借机锻炼英文。 英文面试过关三招 很多毕业生都有这样的经历，当进入面试阶段有可能会遭遇英文面试，不过这也预示着你梦想的职位正向你招手，这轮面试的分量可想而知，所以你应该确保在面试中发挥最佳状态。其实，英文交流无障碍的应聘者为数不多，大多数人都处于有一定交流基础、但经验不足的水平，本周周刊介绍一些面试中的注意事项，希望帮助英文水平并不是特别出众的你规避硬伤。介绍最忌面面俱到尽管有人认为面试时做自我介绍不流行了，但是准备一份正常语速下3分钟长度的英文自我简介是必要的。首先，自我简介是自我介绍的总纲，是保证你在面对任何问题时都能够应对自如的前提；其次，也是有备无患。如果试图在短短几分钟内吸引面试官的注意力，你的简介当然要是浓缩的精品。所以，前奏一般用一句话陈述自己的基本特征即可。然后迅速进入正题，或选择自己最引以为傲的经历叙述，或介绍自己的长处。面试官一般会承接你的自我介绍发问，所以在做自我介绍时最好不要提特别难于讲清楚的事情和比较抽象的概念，因为你的英文水平只够应付普通会话，更何况身处高度紧张的面试氛围中，哪里还能够应对自如。简介不需要面面俱到，因为在你曾经提交的资料中，已有详细的介绍，所以力求在面试中突出重点。回答语速切莫过快很多应聘者认为只要在外国面试官前把英文说“溜”即可，其他的无所谓，于是语速狂飙。我们经常看到这种情形，在你口吐莲花之后，满场静寂，老外目瞪口呆，因为他们没有听懂你赶火车似的中式英文。其实，英文面试的第一目的是让国外主管了解你，甚至对你感兴趣，最重要的是展示你的综合素质，绝非单单的语言能力，所以应该首先力求表达清晰。另外语速过快容易给人不自信、不稳重的错觉。剑桥大学的一项调查显示，语速快一般体现具备两种不同特质的人，一种是思维和语言反应能力强且协调的人，一种是处事急躁的人，万一人家把你理解为第二种怎么办？自由讨论应当直白用简单直白的语言表现最具魅力的自我，才是英文面试的至高境界。习惯于堆砌华丽词藻的很多人恨不得在面试中用大气磅礴的英文演讲征服面试官，其实又犯了舍本逐末的错误。不要不屑于用therebe句型，不要不屑于用第一人称，不要想着那些一辈子也用不上几次的虚拟语气、倒装句和长词冗句，如果你能保证说英文如行云流水那么你尽情用，但万一紧张得忘了词怎么办？万一面试官和你展开辩论怎么办？用平实的语言直切正题是最讨巧的方式。如果你凭实力进入了free talk阶段，接下来要做的就是坦率的与面试官讨论大到企业未来，小到穿着打扮的话题，当然坦率也要聪明。那时候面试官有可能思维如野马，你很