unit 12 business negotiation.doc

Unit Twelve
Business Negotiation

Unit Objectives (单元目标)
After reading this unit, you should
Ø understand the difficulties and skills of figures interpreting.
Ø find ways to improve your interpreting skills and performance.
Ø master the basic words and expressions about business negotiation.
Ø know some cultural background knowledge about business negotiation.

Preparing
I. Interpreting Skills (口译技能)
Read the following presentation about figures interpreting and try to understand the difficulty and skills of figures interpreting. Then complete the following task:
1. You are going to hear a group of figures in English. Please write them down and read them out in Chinese.
2. You are going to hear a short passage, note down what you hear, pay attention to the figures and try to interpret them accurately.

Figures Interpreting（数字口译）

The Difficulties of Figures Interpreting
For an interpreter, to do a long series of figures in interpretation is by no means easy. And for an interpreter whose mother tongue is Chinese, the difficulties involved seem to be even greater. Figures interpretation is considered as an interpreter’s big headache. Following are some notable difficulties:
1. “万” vs. million and “亿” vs. billion
In Chinese, one tends to say “万” (ten thousand) and “亿” (one hundred million) of which there is no equivalent in English. In English, there are “million” (百万) and “billion” （十亿）. Yet, many trainees sometimes refer “万” to as “million” and “亿” as “billion”.
2. Comparison Expressions
The ways comparison is expressed in Chinese are, in some respect, different from those in English, especially when the questions of countable and uncountable nouns are involved. For example, “中国1995年的国民收入比1980年翻了两番。”is interpreted into “China’s national income in 1995 was four times that of 1980.”
3. Measurement Units
Quite a few units of measurement in Chinese usually have to be converted so as to facilitate understanding. For example, in Chinese, one tends to measure the mileage by “kilometers” while the English speaker usually resort to “miles”.
The Interpretation of Figures
The fundamental solution to the aforementioned difficulties lies in practice. “Practice makes perfect.” To ensure accuracy, it is always helpful and reassuring to speedily jot them down as the original speaker is uttering them. It is very risky trying to do a long series of figures in interpreting without jotting them down in a feasible way. In the case of interpreting between Chinese and English, figures do require a sufficient amount of training.
1. Two things that are considered advisable
In the course of figures interpretation training, the following two things are usually considered advisable: (1) To lay emphasis on the speedy and accurate rendering of figures involving “万” and “亿” as a first step. (2) To practice the rapid reading of 5-digit numbers, 8-digit numbers and then 10-digit numbers in both Chinese and English, then combine them with various “units of measurement” until accuracy and fluency are achieved.
2. Two possible sets of signs to jot down figures speedily.
Here, we wish to introduce two possible sets of signs to jot down figures speedily: (1) Using commas (,), each representing one group of three naughts. For example, “forty thousand” can be represented by “40,”; “seven million” can be represented by “7,,”. (2) Resorting to “th”, “m”, “b” and “tr”, respectively representing “thousand”, “million”, “billion” and “trillion”. For example, “forty thousand” can be represented by “40 th”; “seven million” can be represented by “7m”.
3. Interpreting Cardinal Numbers
It is easy to interpret numbers below one hundred because there is a regular set of numerals in English. Equivalents of the Chinese “百” and “千” can be found in English, i.e. “hundred” and “thousand”. However, since there are not equivalent cardinal numbers of “万” and “十万” in English, figures involving five and six digits must be interpreted with caution. There is an equivalent cardinal number of “百万” in English, which is “million”. But no English equivalents can be found for “千万” and “亿”. So, in interpretation, we must convert “千万” into “ten million” and “亿” into “one hundred million”. The Chinese “十亿” is “a billion” in American English. But in British English, it must be converted into “one thousand million”.
4. Interpreting Fractions
Fractions are composed of the numerator and the denominator. Cardinal numbers are used for the numerator while ordinal numbers are used for the denominator. When the numerator is one, the denominator is read in its singular form. If the numerator is not one, the plural form should be used for the denominator. In case the numerator and the denominator are big numbers, both are pronounced as cardinal numbers, but they are joined by the word “over” in between. For example, 23/75 is read as “23 over 75”. The full number in the fraction is read as a cardinal number and is connected by the word “and” with the fraction number.
5. Interpreting Decimals
The decimal point is pronounced as “point”. All the numerals after the decimal point are read one by one as ordinary cardinal numbers. For example, “3.25” is read as “ three point two five”.

II. Phrase Interpreting (短语口译)
Work on the following words and phrases. Interpret them into Chinese and English respectively.

A. English to Chinese
1. export subsidy 2. dumping
3. exchange dumping 4. special preferences
5. favorable balance of trade 6. price including commission
7. FOB-free on board 8. clearance of goods
9. shipments within 30 days after receipt of L/C 10. price indication

B. Chinese to English

1. 交易磋商 2. 不受约束
3. 一般交易条件 4. 累计佣金
5. 来料加工 6. 独家经营/专营权
7. 参考样品 8. 品质检验证书
9. 商品检验局 10. 直接标价

III. Sentence Interpreting（句子口译）
Work on the following sentences. Interpret them into Chinese and English respectively.

A. English to Chinese
1. We must stress that these payment terms are very important to us.

2. Would you consider accepting our counterproposal?

3. Maybe we should hold off until we have covered item B on our agenda.

4. Please be aware that this is a crucial issue to us.

5. I have to raise some issues which may be embarrassing.

B. Chinese to English
1. 如果是我的话，不会将时间浪费在这里。

2. 如果你坚持，我们会遵照你的要求。

3. 你可以回答我有关保证的问题吗？

4. 你能详细说明你们的论据吗？

5. 这会帮助我了解你们的重点。

Performing
I. Decoding--Notes Taking （笔记记录）
Listen to the recordings of Text A. Try to catch the main ideas of the speech. Note down the key points while you are listening. Then tell the main ideas of the speech with the help of your notes.

II. Memorizing--Story Retelling （故事复述）
Listen to the recordings of Text A again. Try to catch more details and improve your notes. Then retell the speech in your own words with the help of your notes.

III. Encoding--Message Reconstructing （信息重组）
Listen to the recordings of Text A paragraph by paragraph. Take notes when necessary and start interpreting during the pauses.

Text A
The human aspect of negotiation can be either helpful or disastrous. The process of working out an agreement may produce a psychological commitment to a mutually satisfactory outcome. A working relationship where trust, understanding, respect, and friendship are built up over time can make each new negotiation smoother and more efficient. And people’s desire to feel good about themselves, and their concern for what others will think of them, can often make them more sensitive to another negotiator’s interests.

Many people believe that economic challenges and opportunities in the decades ahead will emanate from the countries in the Pacific Rim Basin, particularly in East Asia, where phenomenal strides have been made in terms of economic and technological developments. The difference in cultural and value systems among North America, Western Europe and East Asia is significant. Given such difference, western business people could not approach business negotiations with East Asia partners with the same attitude and perspective they would assume for a domestic or western counterpart.

Six common denominators to success in negotiation with East Asians can be identified. These are:
l Complimentarily of product / service provided by the foreign partner;
l Patience;
l Respect for cultural difference;
l Need to build and nurture relationship;
l Long-term commitments to the market;
l Need to understand the system and work within it.

IV. Coordinating—Field Interpreting（现场口译）
Listen to the recordings of Text B. Take some notes when necessary and interpret the text with the aids of the notes.

Text B
Jin： 欢迎到我们公司来。我叫金哲夫，负责出口部。这是我的名片。
Smith: I’ll give you mine too.
Jin： 你的航行顺利吗？
Smith: Not bad, but I’m little tired.
Jin： 这是你的日程安排。开完会后，我们去参观工厂，再跟生产部经理开个会。晚上你将和我们主任共进晚餐。
Smith: Could you arrange a meeting with your boss?
Jin： 当然可以，我会安排在明天早上10点钟。
Smith: Well, shall we get down to business?
Jin： 行，你有没有收到我们上周寄给你的样品？
Smith: Yes, we finished the evaluation of it. If the price is acceptable we would like to order now.
Jin： 听到这个我真高兴。
Smith: What’s your best price for that item?
Jin： 单价是12.50美元。
Smith: I think the price is a little high, can’t you reduce it?
Jin： 恐怕不行，12.50美元是我们的底价。如果你订货超过10,000件，我们可以减到12.00美元。
Smith: Well, I’ll accept the price and place an initial order of 10,000 units.
Jin： 太好了。史密斯先生，跟你做生意真是我的荣幸。
Smith: The pleasure is ours. Can you deliver the goods by March 31?
Jin： 当然行。

Packaging
I. Interpreting and Assessment （口译与评估）
Work in groups. Listen to the recordings of Text C. Take some notes while listening. Interpret the text with the help of your notes. The other members are expected to evaluate the interpreters’ performance with the peer’s assessment form.

Text C
Tom: I'm glad to have the chance to visit your corporation. I hope to conclude some substantial business with you.
Chen: 汤姆先生，有机会见到你很高兴。相信你已在样品间参观了展品，对哪几种产品感兴趣啊？
Tom: I'm interested in your hardware. I have seen the exhibits and studied your catalogs. I think some of the items will find a ready market in Holland. Here is a list of my requirements, for which I'd like to have your lowest quotations, CIF Sydney.
Chen: 多谢你们询价。为方便我们报价，告诉我们你所要的数量好吗？
Tom: I'll do that. Meanwhile, would you give me an indication of price?
Chen: 这是我们的装运港船上交货价的价格单，所有价格以我们最后确认为准。
Tom: What about the commission: From European suppliers I usually get a 3 to 5 percent commission for my imports. It's the general practice.
Chen: 我们通常是不给佣金的。但是订货如果数量大，我们可以考虑。
Tom: You see, I do business on commission basis. A commission on your prices would make it easier for me to promote sales. Even a 2 or 3 percent would help.
Chen: 到你们订货时，再讨论这个问题吧。
Peer's Assessment Form
1. Delivery A B C D
1.1 Is the articulation or intonation unnatural? □ □ □ □
1.2 Are there any irritating outburst or exaggerated fillers? □ □ □ □
1.3 Are there any excessive repairs or unfinished sentences? □ □ □ □
1.4 Is the voice unpleasant or unconvincing? □ □ □ □
2. Language
2.1 Are there any irritating mispronunciations? □ □ □ □
2.2 Are there any irritating grammatical mistakes? □ □ □ □
2.3 Are there any unidiomatic expressions? □ □ □ □
3. Coherence
3.1 Are there any abrupt beginnings or endings? □ □ □ □
3.2 Is the performance incoherent? □ □ □ □
3.3 Is the message implausible or illogical? □ □ □ □
4. Loyalty
4.1 Are there any significant omissions? □ □ □ □
4.2 Are there any unjustified changes? □ □ □ □
4.3 Are there any unjustified additions? □ □ □ □

II. Feedback and Comments （反馈与评论）
After you finish the interpretation, tell your classmates and teacher how you feel about your performance. Then the teacher will make an overall comment on your performance and give you some suggestion.

Aims of this Unit

Student’s Feedback

Teacher’s Comments

The candidate has met the standard, knowledge and skill requirements.
Candidates: _____________________ Date ______________________
Assessor: ______________________ Date ______________________

Supplementary Exercises (补充练习)
Task I Simulation Exercises （模拟练习）
Role-play the following situations with your partners, acting as the Chinese speaker, English speaker and the interpreter respectively. One group will be invited to perform in class.
Situation A
Suppose you are buyer and your partner the seller. You require a 5% reduction on the price and your partner requires the minimum quantity of the order to be 1.000 dozen. After bargaining, you and your partner both make some concessions and the deal is concluded.

Situation B
Suppose you are the buyer and your partner the seller. After settling payment terms, you move on to the next item on the agenda – delivery terms.

Task 2 Vocabulary Development （词汇扩展）
Read the following words and expressions. Try to keep them in mind and find more to enrich your language bank.

A. Useful Words & Expressions
1、 出口方面的词汇
商品倾销 dumping
外汇倾销 exchange dumping
优惠关税 special preferences
贸易顺差 favorable balance of trade
贸易逆差 unfavorable balance of trade
进口配额制 import quotas
自由贸易区 free trade zone
最惠国待遇 most-favored nation treatment-MFNT
2、 价格条件
运费 freight
卸货费 landing charges
关税 customs duty
净价 net price
港口税 port dues
装运港 port of shipment
折扣 discount, allowance
卸货港 port of discharge
零售价 retail price
离岸价（船上交货价） FOB-free on board
成本加运费价（离岸加运费价） C&F-cost and freight
到岸价（成本加运费.保险费价） CIF-cost, insurance and freight
3、 交货条件
交货 delivery
托运人 shipper, consignor
收货人 consignee
报关 clearance of goods
选择港（任意港） optional port
一/二月份装船 shipment during Jan./Feb.或 Jan./Feb. shipment
在......(时间)分两批装船 shipment during....in two lots
在......(时间)平均分两批装船 shipment during....in two equal lots
分三个月装运 in three monthly shipments
收到信用证后30天内装运 shipments within 30 days after receipt of L/C
4、 交易磋商.合同签订
订单 indent
订货 book
电复 cable reply
实盘 firm offer
还盘 counter offer
发盘 offer
询盘（询价） inquiry; enquiry
5、 交易磋商.合同签订
指示性价格 price indication
习惯做法 usual practice
不受约束 without engagement
有效期限 time of validity
购货合同 purchase contract
销售合同 sales contract
购货确认书 purchase confirmation
销售确认书 sales confirmation
一般交易条件 general terms and conditions
6、 贸易方式
拍卖 auction
寄售 consignment
招标 invitation of tender
投标 submission of tender
一般代理人 agent
补偿贸易 compensation trade
来料加工 processing on giving materials
来料装配 assembling on provided parts
独家经营/专营权 exclusive right
独家经营/包销/代理协议 exclusivity agreement
独家代理 sole/exclusive agency/agent
7、 品质条件
品质 quality
原样 original sample
规格 specifications
复样 duplicate sample
大路货（良好平均品质） fair average quality
8、 商检仲裁
索赔 claim
争议 disputes
罚金条款 penalty
仲裁 arbitration
不可抗力 force Majeure
9、 数量条件
个数 number