新职业英语_经贸英语教案_Unit3

Unit 3

Business Negotiation

本单元结合国际经贸业务中的典型工作流程、工作场景概述国际货物买卖过程中商业背景调查之后的一个重要环节——“交易磋商”：

交易磋商概述：介绍交易磋商过程中典型的四个环节，主要涉及四个环节的基本含义、内容和在整个过程中的地位与作用(Reading A)，为进行实际交易磋商提供理论指导；

口头磋商：根据业务需要，向贸易伙伴询问商品报价、提供报价、磋商分歧和达成协议(Listening & Speaking)，学习实际磋商中的谈判技巧；

书面报盘与还盘：客户通过电子邮件向公司相关人员进行报盘，即商品的名称、价格和样品等信息，公司对报盘进行还盘，指出需要进一步磋商部分，并提供具体建议(Reading A)

起草询盘和介绍信件：根据所给的信息，起草一份得体的询盘和接受信函(Reading B & Writing), 熟悉交易磋商信函包括的一般内容和格式。

Unit Objectives

After studying this unit, you are able to:

Understand the four basic steps in the process of a business negotiation

Know the formats of enquiry, offer, counter-offer and acceptance

Use the bargaining skills in business negotiation

Draft and answer enquiry, offer, counter-offer and acceptance

1.Warming-up

Task 1

The following jeans picture is a sample for whole sales advertised in China Daily. Discuss with your partner what you will enquire of the seller when you plan to import them.

A price list

Specification

Quantity

Samples

Terms of payment

Shipment

Task 2

Discuss with your classmates to find out what steps might be taken to reach a deal on

importing the jeans above. Then, fill in the following boxes and explain why.

2. Reading A

Background Information

As

a key

part in international trade, business negotiation refers to the process in which a seller and a buyer negotiate the terms and conditions on trading specified products, and finally reach an agreement. It can be done orally or in writing. Normally, it comes when the company finishes its business background check on its potential business partner. The general

procedure of business negotiation is enquiry, offer, counter-offer, and acceptance. But it should be noted that in practice not all business negotiations go through the four phases.

Task 1

Before reading the passage, see how much you know about the business negotiation by answering the following questions.

1. Have you ever heard of the general steps in business negotiations If so, list them in time order; if not, guess what they are.

Suggested Answers

I’ve heard a little bit about the steps of business negotiations in Ch inese. And after discussing with Tom, we finally nail down our version of the general steps in business negotiations. The first step is to ask general information about a product. I remember it is called “enquiry”; next is to give a reply to the so -called “enquiry”, which is mainly on the product’s price; the third step is called “counter -offer”; and the last one is to reach an agreement which means one party finally accepts the other’s conditions and terms.

2. What do we need to pay close attention to in business negotiations

Suggested Answers

We think all the four steps are very important. For example, if you are a buyer and want to make an enquiry about the product you are interested in, you should state clearly the name and specifications of the product in the letter. And if you want to buy a lot, you’d better tell the seller to quote you the best price. For the seller, he should reply the enquiry as soon as possible. When quoting the price, he is strongly recommended to make it clear that the price might fluctuate, especially in a turbulent market. When receiving the seller’s offer or quotation, you might find it impossible to

accept. Don’t reject it rudely or give no reply because he might be your future business partner. When drafting a counter-offer, you should give good reasons for the part you disagree with and your new suggestions. As to the last step, “acceptance”, you’d better restate what you have agreed on to make sure there is no misunderstanding about it. It is much helpful, especially after several rounds of exchanges between you and the seller.

Text

General Steps in Business Negotiations

Generally speaking, business negotiations involve four steps: enquiry, offer, counter-offer and acceptance.

一般来说，交易磋商包括四个步骤：询盘、报盘、还盘和接受。

The first step is “enquiry”. When reading an advertisement in a newspaper, website or anywhere else, buyers may make requests for the information relating to their interested products like price lists, samples and terms of payment. Such a request is called “an enquiry”.

第一步是“询盘”。买方在报纸、网站或者其他地方看到一则广告后，可能会向对方索取有关自己感兴趣的商品信息，如价格表、样品、付款条件等。而这种索取信息的请求就被称为“询盘”。

After sending the enquiry, it comes to “offer”. An offer is the expression of the wish of the seller to sell particular goods under stated terms, including quantity, prices, shipment, terms of payment, etc. It usually follows an enquiry that is either written or oral.

在发出询盘后，买方就会收到“报盘”。报盘表达了卖方希望出售某种商品的条件，包括数量、价格、装运、付款条件等。它通常出现在口头的或者书面的询盘之后。

Offers can be classified into two types: firm offers and non-firm offers. A firm off er is usually a seller’s promise to sell specified goods or services at specified prices, and valid for a specified period, with packing, payment, etc. described clearly. Once the firm offer is accepted by the buyer within the validity, the seller is not permitted to revise or withdraw his/her offer and is obliged to enter into a contract with the buyer. In contrast, a non-firm offer is actually an offer without engagement which often contains reservation clauses like “ We make you an offer subject to our f inal confirmation.”

报盘可以分为两大类：实盘和虚盘。实盘通常是指卖方以指定的价格、有效期、包装、付款等内容销售某种商品或服务的承诺。实盘一旦在有效期内被买方接受，卖方就不准修改或者撤回其报盘，并有义务与买方签署合同。相比之下，虚盘实际上是一个没有约言的报盘，它经常包括诸如这样的保留条款：“此发盘须经我方最终确认。”

Next step is “counter-offer”. When an offer reaches the offeree, he/she may reject it and end the negotiation if he/she finds it impossible to reach an agreement. But usually he /she will carefully study the offer, and renew the received offer by altering or adding some terms and conditions. In such a case, the reply to the offer is called “counter-offer”.

下一步是“还盘”。当报盘送达受盘人，如果发现不可能达成一致，他/她可能会拒绝，

从而终止谈判。但是通常他/她会仔细研究报盘，修改或添加一些条款和条件。在这种情况下，对报盘的回复称作“还盘”。

A counter-offer functions as both a rejection to the original offer and a new offer by the buyer. Consequently, the former offeror now becomes an offeree, and the former offeree turns to be an offeror. Normally, such exchanges might go through several rounds before a contract is signed.

还盘的作用既是对原始报盘的拒绝，又是买方提出的新报盘。因此，以前的发盘人现在变成了受盘人，而以前的受盘人变成了发盘人。通常，在最终签署合同之前，这种相互之间的交流可能要经历几个来回。

Last, we’ll discuss “acceptance”. When an offer arrives, the offeree might agree on all terms contained in the offer unconditionally, and an agreement will be reached between the two parties. In such a case, the reply to an offer is known as “acceptance”. Here, it should be noted that the word “offer” refers to both the original offer and the counter-offer in several rounds of negotiations.

最后，我们将谈谈“接受”。当报盘到达受盘人后，他可能无条件地接受报盘中的所有条款。这样，双方就达成了一致。在这种情况下，对报盘的回复被称作“接受”。这里需要指出的是，“报盘”这个词这里既指原始的报盘，也指谈判回合中的还盘。

involve

v. to include or affect someone or something

His reform involves the reorganization of several ministries in the government.

go through

to experience a particular process

You have to go through several rounds of interviews before such a big company recruits you.

agree on

to have or express the same opinion about something as someone else

They agreed on a date for next round of negotiation in this meeting.

Useful Expressions:

agree to do sth.:同意做某事

agree with sb.:同意某人

agree on/about sth.:就某事达成一致

Task 2

Read the passage, and match each step with the corresponding aspect.

Task 3

Read the passage again and tick off the facts mentioned in the passage.

□ 1. definition of business negotiations

□ 2. people ’s attitudes toward an enquiry

□ 3. legal consequence of a firm offer

□ 4. differences between a quotation and an offer

□ 5. the possibility of rejecting an offer

□ 6. how to make a counter-offer

□ 7. the effects of a counter-offer

□ 8. definite number of offer and counter-offer rounds

□ 9. format of writing an acceptance letter

Task 4

The reading passage has shown four general steps in business negotiations. Discuss with your classmates and decide which of the above steps is the most difficult and explain the reasons.

3. Listening

Task 1

Miss Chen of Pioneer Garment Factory, is talking with Mr. Addison, a potential customer from the US. Listen to the conversation and match the people with the correct information.

Script

Miss Chen: Good morning, sir. Can I help you

Mr. Addison: Good morning. I’d like to know something about your latest blouses. Oh, by the way, I’m Tom Addison from Rocky Mountain Import & Export Co. Here’s my card.

Miss Chen: Glad to meet you, Mr. Addison. This is my card. I’m Chen Hong, sales manager of Pioneer Garment Factory. Have a seat, please!

Mr. Addison: Thank you.

Miss Chen: I think you might be interested in the embroidered ones which are the newest models. Here are the samples. In fact, it sells well in Canada.

Mr. Addison: Yes, they look really nice and fashionable.

Miss Chen: I’m quite sure they’ll find a ready market in your country.

Mr. Addison: I hope so. But I need to study them further. Could you give me your catalog and price list

Miss Chen: Of course. Here you are.

Mr. Addison: I’ll contact you

later. Thank you!

Rocky Mountain Import & Export Show the newest models of blouses Ask for the catalog and pricelist Sales manager

Miss Chen: My pleasure! I’m looking forward to your further enquiry. Bye!

Mr. Addison: Bye!

Task 2

Miss Liu is answering a phone from a man whom she met at Chinese Export

Script

Liu: Hello! Sunlight Bicycle Company.

Mr. Smith: Hi, could I speak to Liu Heng in Sales Department

Liu: Speaking!

Mr. Smith: This is Tom Smith, Purchasing Manager of Chicago Sports Import and Export. We met at Chinese Export Commodities Fair about one month ago.

Liu: Oh, glad to receive your call. What can I do for you

Mr. Smith: Having seen your exhibits at the fair, I’d like to tell that we have great interest in your latest model Bike TGBI and Bike TGGI.

Liu: Wonderful! Have you got the price list

Mr. Smith: Yes, but I’m wondering whether you can give a special discount on our initial order.

Liu: Well, it depends on the size of your order. I’ll give you our policy on discount in the

quotation letter.

Mr. Smith: Thank you. I’ll call you later when receiving your latest quotation. Bye! Liu: Bye.

Task 3

Mr. Clark, a purchasing manager of an Australian company, is negotiating with Miss Yang who works for a major supplier of household appliances in China. Listen to the conversation and answer the following questions.

1. How does the report impress Alice at her first sight

In Miss Yang’s company.

2. What does Miss Yang say to show that she’d like to discuss abou t the offer

She said, “Sure. I appreciate your straightforwardness”.

3. How much higher is the price of T-2009 Model than that of other similar products according to Mr. Clark

4%.

4. How many refrigerators does Mr. Clark’s company plan to buy

500.

5. Does Mr. Clark accept the newest offer And why

Unlikely. He thinks it’s too high and said, “I’m afraid I’ll choose other suppliers”Script

Yang: Hello, Mr. Clark. Welcome to our company!

Mr. Clark: Thanks. It’s my great honor to be here. Shall we discu ss your offer sent to me two days ago right now

Yang: Sure. I appreciate your straightforwardness.

Mr. Clark: The refrigerator T-2009 is still expensive compared with the similar products from other suppliers. Your price is about 4% higher.

Yang: Really But the T-2009 has taken advantage of the latest technology. I’m quite sure it’s the most energy-efficient and the least noisy one. It is the newest model for the coming season.

Mr. Clark: Of course, it’s new. So we risk buying 500 pieces for trial sale, but your price will leave little profit for me.

Yang: I assure you there will be a great demand in your market, and if you can order more than 1,500 pieces, we’ll give you a % discount.

Mr. Clark: Only % I’m afraid I’ll choose other suppliers.

Task 4

After reading the quotation of Karl & King Electrical Appliance Co., Jack Smith is phoning sales woman Anna. Listen to the conversation and decide whether the following statements are true (T) or false (F).

□ 1. Universal Electrical Appliance Import & Export Co. sells electrical hair dryer.

□ 2. Generally, each set of HD-1500B is $60 on CFR Vancouver basis.

□ 3. The discount depends on the quality and time of shipment.

□ 4. Jack wants 400 sets of electrical hair dryer HD-1500B.

□ 5. Jack orders two models of hair dryer from Anna.

□ 6. The offered price of hair straightener JO-074 is still very expensive.

□7. Jack wants to have 3% discount altogether.

□8. They finally reach an agreement on the price.

Script

Anna: Karl & King Electrical Appliance Co. Can I help you

Jack: This is Jack Smith, Purchasing Manager of Universal Electrical Appliance Import & Export Co. I’ve just browsed your company’s online quotation and I’m interested in your electrical hairdryer.

Anna: Great! Which model

Jack: HD-1500B. Please quote us your lowest price on CIF Vancouver basis.

Anna: The price is $60 per set. But it depends on the quantity and the time of shipment.

Jack: We would like to have 200 sets in red and blue respectively before July 30th. So

could you give me a discount of 5%

Anna: Frankly speaking, your order is not large enough. But if you order our other products, we’ll consider giving you a special discount.

Jack: Good. We also intend to place an order for 500 sets of hair straightener JO-074. Anna: Our quotation for that model is $30. As you’ve ordered both hair straighteners and hairdryers, we can give you a special discount of % altogether.

Jack: Only % But we expect more. How about 4%

Anna: The two models you want are the latest models and their quality is the best among similar products on the market. So we can give you 3% at most.

Jack: OK, done!

Task 5

Mr. Zhu, Sales Manger of a company in Guangdong, is talking with his customer Ellen Rice, an American importer, on the phone. Listen to the conversation and fill in the blanks with what you hear.

Mrs. Rice’s notebook

Interested Products: 1 Washing machine WSB and WST Supplier: 2_____________ Liangxing Corporation

Quantity: 3____________ 500 sets for each model

Agreed Discount: 4___________ 2%

Payment: 5______________ 30% by T/T in advance and the rest by

irrevocable L/C at sight

Script

Mr. Zhu: Lianxing Corporation. What can I do for you

Mrs. Rice: Hello, this is Ellen Rice. I sent you an enquiry for a price list of your washing

machines a week ago.

Mr. Zhu: I remember that. I quoted you our latest price list two days ago. So, which model do you have interest in

Mrs. Rice: I’m impressed with WSB and WST and planning to place a n order of 500 sets for each model. Can you give us a special discount, say, 3%

Mr. Zhu: 3% is too high. But it depends on shipment time and the way of payment. Mrs. Rice: We prefer the washing machines will arrive in New York before July 30th. As

to the payment, we can give 30% by T/T in advance and the rest will be paid by irrevocable L/C at sight.

Mr. Zhu: In that case, we can give at most 2% discount. We do this only to show we will continue to do business with you in the future.

Mrs. Rice: 2% is OK. I’ll send you an order later by fax.

4.Speaking

Task 1

Make sentences by choosing relevant information in

Task 2

Work in pairs. Practice making short conversations with the words provided according to the example below.

Task 3

Purchasing Manager of Bluesky Industrial Company

Introduce yourself properly.

Indicate what parts of the offer are unacceptable to you and need to be modified. Provide solutions for solving the disagreement.

Reach a compromise.

Sales Manager of Huaxia Company

Show your pity on the differences.

State your reasons for your original offer and indicate how far you can give up to reach a deal.

Show your excitement when reaching a compromise.

Sample

A: Everlight Corporation! What can I do for you

B: This is Liu Xue from Xinghua Company. Could I speak to your sales manager.

A: Speaking!

B: I’ve read your offer about the TSB bulb. The payment by L/C at sight is OK. But the price is still very high, even higher than last month.

B: yes, it is rising mainly because the production cost continues to rise.

A: but could you give us a special discount, say, 2% We plan to order 100,000.

B: Done!

A: Great! I’ll send you the order this afternoon.

Task 4

Situational Practice. Make conversations with your partner according to the following situations.

5. Reading B

Task

Rocky Mountain Co. is a big company located in San Francisco, whose business covers buying and selling clothes, toys, etc. Now, it is seeking an alternative supplier of jeans in China and sends an enquiry to Win-win Clothing Factory that is located in Qingdao, China. The following is the correspondence between them.

落基山公司是一家坐落于旧金山的大型公司，其业务涉及衣服、玩具等的买卖。目前，它正在中国寻求一家牛仔裤替代供应商。它向位于中国青岛的双赢服装厂发去了询盘。下面就是它们之间的信件往来。

Dear Mr. Smith,

Thanks for your enquiry

of February 5th, 2009. We are glad to know your interest in the jeans we produce. Our company is the second largest manufacturer in China with favorable comments from home and abroad. The jeans you enquired about are specially designed for the Americans and in rising demand.

We wish to inform you that the samples you asked for in your last letter have

been sent to you by EMS and we expect your favorable feedbacks.

Your terms of payment by L/C are acceptable to us. To make sure the shipment of the jeans on time, please ensure that the L/C reaches us at least 60 days before the time of shipment.

For the quantities you mentioned, we are pleased to quote as follows:

If you want to have any further information, please contact us by telephone. Our phone number is 0532-8888xxxx.

We are looking forward to receiving your order.

Yours sincerely,

Zheng Zhi

Sales Manager 史密斯先生：

非常感谢您2009 年2 月5 日的询盘。我们非常高兴地获悉您对我们生产的牛仔裤感兴趣。我公司是中国第二大生产商，产品倍受国内外好评。您所询问的牛仔裤是专门为美国人体型所设计的，需求量持续增长。

我们希望告知您，您在上封信中要求的样品已经通过特快专递发送给您，期待着您的好评。

我公司接受贵方提出的信用证付款方式。为确保牛仔裤及时发运，请确保信用证至少在发运前60 天开到我方。

我们非常高兴地根据您提到的需求量报价如下：

如果您想要获知其他信息，请通过电话联系我们。我公司电话号码是0086-0532-8888xxxx。

盼望早日收到贵公司订单。

销售经理

郑智

（谨上）

郑先生：

非常感谢您给我公司发来的男款牛仔裤样品。

我们非常欣赏贵公司牛仔裤的质量和款式。但是，在仔细研究您的报价和目前市场后，我们发现您的价格似乎偏高。如果接受贵公司的报价，我们将几乎没有利润。因此，我们建议您给我公司10% 的折扣，这样就可以为我们打开您的产品销路铺平道路。

关于付款，您要求我们最少在装运前60 天开出信用证，坦率的说，那样会占用资金。因此，我可否建议我们在装运前30 天将信用证开到贵处我们热切地期望您肯定的回复。

采购部经理

汤姆·史密斯

（谨上）Task 1

Choose the best answer to each of the following questions according to the above correspondence.

B 1. Which of the following topics has not been stated in the first email

A. The position of Win-win Clothing Factory.

B. Feedbacks to the samples.

C. The terms of payment.

D. The quotations for jeans.

A 2. It can be inferred from the first email that .

A. it is the first time for the two companies to do business with each other

B. the samples were sent to the business partner before February 5th, 2009

C. Win-win Clothing is only dedicated to American market

D. Rocky Mountain hates women’s jeans

C 3. What is the price of small blue jeans for men

A. $11.

B. $.

C. $10.

D. $50.

D 4. What have the two companies agreed on according to the second email A. The amount of profit. B. The price of the jeans.

C. Time of payment.

D. The quality of the jeans.

Task 2

Match the following terms with their Chinese meaning.

1. manufacturer

2. favorable

3. L/C

4. freight

5. insurance

6. alternative supplier

7. correspondence

8. quotation

9. pave the way for…

10. tie up a. 信用证

b. 信件

c. 制造商

d. 占用

e. 为……铺平道路

f. 有利的

g. 运费

h. 报价

i. 保险费

j. 交替供应商

Task 3

6.Writing

Task 1

Fill in the following letter according to the given information.

Mr. Smith wanted to find an alternative supplier of clothes. He sent a seller a letter to ask for samples and the latest pricelists. He might place orders if the price is

Task 2

Read the second email in Reading B again, and send an acceptance with the help of the following tips.

◆Express your acceptance directly and clearly and restate the terms and conditions you have agreed upon;

◆Remind the reader to countersign;

◆Show your confidence in carrying out the deal.

Suggested Answers

Dear Mr. Smith,

We accept your counter-offer of February 8th, 2009 and are pleased to confirm having concluded the transaction of the jeans you ordered. The 1,000 pairs of men’s jeans in Size L, M and S respectively will be manufactured as soon as your L/C reaches us and be ready before the shipping time. You can rest assured that your order will be fulfilled as contracted upon.

To make sure that the shipment is on time, we’d like to reiterate that your L/C must reach us 30 days before the shipping time.

We are now enclosing here with our Sales Contract No. 09T4321 in duplicate. Please counter-sign and return us one copy for our records.

We appreciate your cooperation and are confident that our products will turn out to your satisfaction.

Yours sincerely,

Zheng Zhi

7.Project

Project Guidelines

This project aims at performing the process of business negotiation. The whole task is divided into three steps. Step one involves sending an enquiry and giving an offer. Step two focus es on two sides’ arguing over the terms and conditions of the offer. Step three bears upon the confirmation of what have been agreed on.

Please follow the Task Description to complete the project.

Task Description

Step One

Organize a small group with 4-6 people in your class;

Divide your group into two sides: purchasing side and sales side;

Take turns to play each role by writing emails to each other: Purchasing side compose enquiries and send them to the sales side; sales side draft an offer to reply to the enquiry.

Step Two

The representative from the purchasing side phones the sales side;

The two sides argue over the price, payment, shipment and other terms and conditions;

The two sides reach a compromise and the purchasing side agrees to place an initial order.

Step Three

The purchasing side sends an acceptance letter which states clearly what they have agreed by email;

The sales side sends a confirmation letter.

8.Vocabulary and Structure

Task 1

Fill in the blanks with the words or phrases from Reading A and Reading B that match r enew to state a new amount after changing your opinion or judgment

s pecify to state or identify something in detail or explicitly

w ithdraw to deny the validity of something that was previously stated

a lter to make changes to something

a lternative something that you can choose instead of something else

o ffer a statement of the current price of particular products to specific persons

c onfirm to make a formal agreement complete an

d fixed

f reight a charge paid for the transportation of goods

Task 2

Fill in each blank with the appropriate form of the word given in the brackets.

1.(honest) Hnoestly speaking, your quotation is still on the high side. I’m afraid we can not accept it.

2. Please reconsider your payment conditions and let us have your (revise) revision of the offer.

3. The school building was construc ted according to the contract’s (specify)specifications .

4. Quantity and price stated in this letter are subject to our final (confirm)confirmaiton.

5. The apples that are uploaded to the ship do not (ripe)ripen.

6. The insurance company requires (quote) quotation for repair to the car.

7. The (manufacture) manufacturer distributes its products to local wholesaler.

8. According to our business check, the company receives all (favor) favorable comments from its customers.

9. It is before June 4th that the seller must effect (ship) shipment of the

contracted goods.

10. Do you have an (alter) alternative suggestion on transporting the goods

Task 3

Complete the following sentence with the words or phrases given below. Change the

offers unconditionally.

2.OK! I’ll send you our latest catalog and price list in two days.

https://www.wendangku.net/doc/474398365.html,promise used to mean that half a loaf is better than no bread.

4.This company should abandon its old adversary role and adopt an advocacy

strategy in their dealings with government.

5.Most companies revised their estimates of sales growth because of the financial

crisis.

6.All changes in the contract are subject to the confirmation by both parties.

7.After the fire, they were able to rebuild their house with the insurance .

8.Extension of validity of bid shall normally not be requested.

9. A secretary came in twice a day to deal with her business correspondence .

10.Feedback from their customers is one of the key factors in deciding whether we

will do business with them.

Task 4

Use the given prompts to produce sentences with the same patterns as are shown in

the models.

1. Model 1: legally/the offeror/bind/keep his promise/in case of/acceptance Legally, the offeror is bound to keep his promise in case of acceptance.

a. you/bind/report/the accident/happen/last night

You are bound to report the accident that happened last night.

b. most international trade/bind/convention

Most international trade is bound by the convention.

2. Model 2: once/the firm offer/accept/the seller/not/permit/revise/it Once the firm offer is accepted, the seller is not permitted to revise it.

a. once/he/find/a job/he/get married/Lucy

Once he finds a job, he will get married with Lucy.

b. once/in bed/his son/fall asleep/immediately

Once in bed, his son will fall asleep immediately.

c. once/the ship/set off/send/us/a fax

Once the ship sets off, please send us a fax.

3. Model 3: According to law, it indicates the intention of the offeror to be bound in case of acceptance. Legally, it indicates the intention of the offeror to be bound in case of acceptance.

a. In normal cases, Chinese table tennis team would win the gold medal. But yesterday they were defeated.

Normally, the Chinese table tennis team would win the gold medal. But yesterday they were defeated.

b. The financial crisis is worsening. As a consequence of that, more and more people is being laid off.

The financial crisis is worsening. Consequently, more and more people are being laid off.

经济贸易翻译常见的一些特点

经济贸易翻译常见的一些特点 外贸翻译是指为一个国家或地区与另一个国家或地区之间的商品、劳务和技术的交换活动发生的翻译行为。经济贸易活动必然会涉及语言问题，翻译作为纽带要对双方进行沟通。一般情况下，经济贸易交易的金额比较大，在语言交流中出现问题可能会损害一方或双方经济利益，所以对翻译有高素质的要求。经济贸易翻译常见的特点有哪些？阳光创译翻译简单为您分析一下： 1、经济贸易翻译要做到专业性 经济贸易翻译的译员一般都是经济贸易行业的从事人员，即便不是业内工作人员；也必须对经济贸易法典有相当程度的认识，才能灵活运用，做到恰如其分地翻译。这一点医学翻译很类似，专业性相当强。 2、经济贸易翻译要做到准确性 经济贸易翻译对准确性要求是高于其他任何一个专业翻译领域的，没有准确性；就完全失去了翻译的意义，所以准确性是经济贸易翻译的灵魂，也是最基本的要求。 3、经济贸易翻译要做到公正性 公正性是经济贸易专业人员要遵守的最为基本的原则。经济贸易翻译是经济贸易行业工作的一部分，因此公正性也应是经济贸易翻译的最为基本的原则。 4、经济贸易文件翻译标准 经济贸易文件涉及的各种文书，包括商业书信、合同、文件、产品说明书和各种单据；所以对经济贸易文件的翻译就也必须要求译者在翻译经济贸易文件时做到字字准确，句句意思平等。特别是对英文经济贸易文件中的一些介词，译者更要把其中所隐含的意思给表达出来。

译者更应该明白的是，经济贸易翻译的准确性标准，是指一种中英文经济贸易语言真实含义之间的等同，而不是一种表面上的一种意思对等。即使中英文经济贸易语言之间的表面意思完全一样，但如果真实意思不完全等同；则对于这样的翻译，译者应当完全予以舍弃，而应寻求表达其中的真实含义。 5、经济贸易翻译要做到经济贸易特点与含义 在全球经济一体化的今天，经贸英语在世界经济交往中的使用越来越广泛。了解经贸翻译的特点，熟练掌握经贸英语翻译的基本原则和翻译技巧，并在实践中不断总结经验，必将大大提高经贸英语翻译质量。在经济贸易翻译过程中，译员要特别注意英文经济贸易文件中的一些介词。虽然英语介词的数量不多，但介词是英语语言中最为活跃的词汇，不同的用法能够体现不同含义，译员必须要把其中所隐含的意思给表达出来。

经贸英语

第一课听写词汇 1、foreign exchange 外汇 2、unit cost 单位成本 3、standard contract terms 标准合同条款 4、commodity exchange 商品交易所 5、forward delivery 远期交货 6、future contract 期货合同 7、cost of financing 融资费用 8、firm price 实盘价 9、commission 佣金 10、closed indent 闭口订货单 11、open indent 开口订货单 12、clearing agent 报关代理行 13、forwarding agent 运输代理行 14、hedging operation 套头保值交易 15、place an order 下订单，订货 16、price list 价格表 17、violent fluctuations 剧烈波动 18、make an offer 发盘，报价 19、business cycle 经济循环 20、prosperity, recession, depression, recovery 繁荣，衰退，萧条，复苏（经济循环的四个周期） 第二课听写词语 1、standard of living 生活水平 2、physical volume 实际产量 3、raw material 原材料 4、primary goods 初级产品 5、wholesale trade 批发贸易 6、retail trade 零售贸易 7、real estate 房地产 8、gross domestic product 国内生产总值 9、World Trade Organization 世界贸易组织 10、General Agreement on Tariffs and Trade 关税与贸易总协定 11、structure of production 产业结构 12、policy coordination 政策协调 13、economic prosperity 经济繁荣 14、manufactured products 制成品 15、trade in service 服务贸易 16、capital goods 资本货物 17、regions’ export 区域性出口 18、commercial services 商业服务 19、invisible trade 无形贸易 20、information flow 信息交流 《经贸英语》第三课听写词汇

新职业英语经贸英语Unit_1—5_英语翻译汇总

1.Our company is willing to establish business relations with your company (愿意与贵公司建立业务关系). (be willing to do sth.) 2.I wrote to the manager for the purpose of expanding our business (为了扩展我们公司的业务). (for the purpose of, expand） 3.I enclose in the letter our latest catalog (随信寄去我公司最新的产品目录). (enclose, catalog） 4.His intention of writing the letter is to persuade us to invest in their company (劝说我们投资给他们公司). (persuade sb. to do sth., invest) 5.He is interested in our high-quality fabrics and other related products (优质的布料及其他相关产品). (fabric) 6.It is desirable to conduct an in-depth enquiry (最好进行深度调查) when it comes to significant business. (be desirable to do) 7.In addition to the activities of the company (除了公司活动之外), those of its principals should also be investigated.(In addition to) 8.It is imperative to conduct business background checks before embarking on a new business relationship (在开始业务关系之前，必须进行商业背景调查). (imperative, embark on) 9.Boasting a 40% of the market share, the company ranks No. 1 in Chinese textile industry (在中国纺织行业排名第一). (rank) 10.The reputation will improve further,so will the market share (市场分额也将增加). (market share)

中国国家机关英语标准翻译

中国国家机关的英语标准翻译 （转引） 中国国家机关的英语标准翻译 全国人民代表大会--------------National People’s Congress(NPC) 主席团-----------------------Presidium 常务委员会-------------------Standing Committee --办公厅---------------------General Office --秘书处---------------------Secretariat --代表资格审查委员会----------Credentials Committee --提案审查委员会--------------Motions Examination Committee --民族委员会------------------Ethnic Affairs Committee --法律委员会------------------Law Committee --财务经济委员会--------------Finance Affairs Committee --外事委员会------------------Foreign and Economy Committee --教育，科学，文化委员会-------Education, Science, Culture andPublic Health Committee --内务司法委员会--------------Committee for Internal and JudicialAffairs --华侨委员会------------------Overseas Chinese AffairsCommittee --法制委员会------------------Commission of LegislativeAffairs --特定问题委员会--------------Committee of Inquiry into SpecialQuestions --宪法修改委员会--------------Committee for Revision of theConstitution 中华人民共和国主席------------President of the People’s Republicof China 中央军事委员会----------------Central Military Commission 最高人民法院------------------Supreme People’s Court 最高人民检察院----------------Supreme People’s Procuratorate 国务院-----------------------State Council (1)国务院部委----------------Ministries and Commissions Directlyunder the State Council ------外交部-----------------Ministry of Foreign Affairs ------国防部-----------------Ministry of National Defence ------国家发展计划委员--------State Development PlanningCommission ------国家经济贸易委员会------State Economic and TradeCommission ------教育部-----------------Ministry of Education ------科学技术部-------------Ministry of Science andTechnology ------国家科学技术工业委员会--Commission of Science, Technology andIndustry for National Defence ------国家民族事务委员会------State Ethnic Affairs Commission ------公安部---------------- Ministry of Public Security ------国家安全部------------ Ministry of State Security ------监察部---------------- Ministry of Supervision ------民政部---------------- Ministry of Civil Affairs ------司法部---------------- Ministry of Justice ------财政部---------------- Ministry of Finance

新职业英语 职业综合英语1 Unit 1 Organization 电子教案

Unit 1 Organization Teaching Objectives 1.To require students think what organization is. 2.To help students master the key language points and grammatical structures in the text. 3.To enrich students’ English for careers. 4.To improve students’ listenin g, speaking, reading and writing skills. Teaching focus https://www.wendangku.net/doc/474398365.html,prehension of reading A. 2.Master the key language points and grammatical structures in the text. 3.Listening and writing skills. Teaching procedures Step1. Warming-up Students read warming-up Task1. Get students to look at the logos. Go through the pronunciation of any problematic word. Ask students to give the names of the countries. Give the answers. Step2. Background Information What is a logo? Company introduction Step3. Language points Step4 Reading A explanation a.Students read the passage and find out important events in the different periods of Google’s history on page 5. b.Ask students to divide this text into several parts and sum up the main ideas. c.Teachers explain the text in details one paragraph by one paragraph and give the translation Step5 Reading B Step6 Listening & Speaking Step 7 Writing How to write an envelope?

经贸英语词汇

经贸英语词汇 经贸英语词汇经贸英语词汇(m0)money in circulation 流通中的现金 (m1) narrow money 狭义货币 (m2) broad money 广义货币 a minimum living standard system 最低生活保障系统 account 帐户 accounting equation 会计等式 accounting system 会计系统 all risks 一切险 american accounting association 美国会计协会 american institute of cpas 美国注册会计师协会 articulation 勾稽关系 assets 资产 audit 审计 bad account 坏帐 balance sheet 资产负债表 bear market 熊市 blank endorsed 空白背书 bookkeepking 簿记

bull market 牛市 business entity 企业个体 capital stock 股本 cargo receipt 承运货物收据 cash flow prospects 现金流量预测 catalogue 商品目录 certificate in internal auditing内部审计证书certificate in management accounting 管理会计证书certificate public accountant 注册会计师 china securities regulatory commission 中国证监会china's "big four" commercial banks中国四大商业银行close-ended fund 封闭式基金 commission 佣金 consignee 收货人 corporation 公司 cost accounting 成本会计 cost and freightcfr 成本加运费价格 cost insurance and freightcif 成本加运保费 cost principle 成本原则 creditor 债权人 cut a melon 分红 dead account 呆帐

新职业英语 经贸英语教案 Unit2

Unit 1 Business Relations 本单元结合国际经贸业务中的典型工作流程、工作场景，概述国际贸易中建立业务联系之后的一个重要环节——“背景调查”： ●背景调查综述：介绍背景调查在国际贸易业务中的重要地位，以及调查所需 要涉及的主要昂面和方法（Reading A），为进行实际调查工作提供方法指导； ●布置调查任务：在建立业务联系之后，公司领导委托下属对潜在合作方进行 调查（Listening & Speaking & Writing），学习如何以书面和口头形式布置工作任务； ●搜集相关信息：下属通过各种方式了解前爱合作方信息，并在其过程中与相 关人员进行讨论(Listening & Speaking)，以熟悉背景调查报告所设计的主要内容和方法； ●形成报告：提供报告的样本(Reading B & Writing)，熟悉报告的各项内容。Unit Objectives After studying this unit, you are able to: ●Understand what a business background report covers ●Know how to conduct a business background report ●Make phone calls for information regarding business background check ●Write and answer emails for back ground information 1.Warming-up Task 1 Talk about what aspects should be covered in the business background check. Task 2 Discuss with your classmates to arrange the above aspects in the order of priority.

经贸英语课程标准内容

一、课程性质与定位 （一）、课程性质 《经贸英语阅读教程》是为310英语专业的学生开设的一门英语课程。本课程的教学目的是培养学生掌握阅读和理解商务英语文章的基本技能，掌握一些国际经济文章中常用词汇，懂得一般的商务表达，熟悉主要的商务英语文章类型，为进一步学习后续的商务英语课程，毕业后成为适应社会需要的应用型涉外商务工作者打下坚实的基础。 （二）、课程定位 本课程为310英语专业学生在第四学期学习的职业拓展模块课程，属于B 类。 二、课程教学目标与任务 （一）、课程教学目标 培养学生的英语阅读理解能力和提高学生的阅读速度；培养学生细致观察语言的能力以及假设判断、分析、归纳推理检验等逻辑思维能力；并通过阅读训练帮助学生扩大阅读量，吸收语言和文化背景知识。 （二）、课程教学任务 通过学习有关的商务活动的实用语言材料，学生应熟悉主要的商务英语文章类型，提高阅读商务文章的能力。通过学习，学生应进一步提高基本的听、说、读、写、译的能力。 ·要求： 1.熟悉主要商务英语文章的类型。

2.能读懂主要英语报刊、杂志上面有关商务活动的难度适中的报道和 评论。 3.能将一般性英语商务材料译成汉语，要求译文符合原义，行文顺畅； 同时，进行一些中英句子翻译，主要目的是让学生学会商务文章中 最常用的表达方法的实际运用。 4.熟练阅读、正确理解并逐渐学会欣赏商务文章的语言和文字魅力， 具备初步的独立分析能力。 5.通过有效的阅读训练，学会解读商务英语文章的段落大意和中心思 想；在正确理解的基础上，撰写文章概要和与文章主题相关的小 论文等。 三、先修及后续课程 （一）先修课程：英语泛读 （二）后续课程：无 四、教学内容与要求 Unit 1 国际经济组织 本章教学目标： (1).掌握TextA和TextB中的单词短语. (2).通过阅读能把握文章的主要大意。 (3).了解世界旅游组织的作用。 本章教学重点： 单词短语。 本章教学难点：

新职业英语基础篇Unit4教案

Unit 4 Product Teaching objectives: 1) Grasp the main idea and structure of the text; 2) Master the key language points and grammatical structures in the text; 3) Reading strategy and methods 4) How to make a catalog ? Teaching contents: Reading A & B Teaching focuses: 1) the main idea of the reading A & B; 2) the key language points and grammatical structures in the text; 3) How to make a catalog ? Teaching methods: Task-based Approach; Communicative Language Teaching; Activity Teaching Approach; Question-answer Teaching Approach. Teaching aids: blackboard, multimedia, tape Teaching procedures: Step 1 Greetings and revision 1) Check the homework 2) Dictation (Unit 3) Step 2 Warming-up 1) work in pairs. Choose one product from each pair and explain why. 2) Ask Ss to role-play their dialogs. 3) Discuss: what factors do you need to consider before you buy a product ? which one is the most important for you ? why ? Suggested answers: Before you make purchase of any product, there are some factors you should consider. Necessity : Do you really need this? Property: Do I really like this? Am I really satisfied with the quality ,color, shape, packaging, etc.

经贸英语翻译大赛笔试试题

第六届外贸英语笔译大赛试题 I.Translate vocabulary from English to Chinese or vice versa.（0.5’* 20 = 10’） 1. 自愿出口限制voluntary export restraints 2. 出口创汇型产业export-oriented industry 3. 要素禀赋factor endowment 4. 第一生产力primary productive force 5. 销售渠道distribution channels 6. 技术性贸易壁垒Technical Barriers to Trade 7. 试销trial sale, test sale, test market 8. 知识密集型产业knowledge-intensive industry 9. 第三产业tertiary industry 10.关贸总协定General Agreement on Tariffs and Trade 11. intellectual property rights知识产权 12. countervailing duty反补贴税 13. chamber of import and export trade进出口商会 13. income disparity 贫困悬殊 14. trade sanction贸易制裁 15. certificate of origin原产地证书 16. dumpling price倾销价格 17. turnover tax营业税 18. on-the-job training岗位培训 19. unfavorable balance of trade国际贸易逆差 20. seaworthy packing适合海运包装 II Translate short sentences from English to Chinese or vise versa.（3’* 20 = 60’） 1. Oriental silk Company is operated autonomously and accounted independently, to assume responsibility for own profits and losses the system of ownership by the whole people economic entity, has the independent status of legal person. 东方丝绸公司是自主经营独立核算，自负盈亏的全民所有制经济实体,具有独立法人地位。 2. We are sure that you can sell more this year according to the marketing conditions at your end. 根据你地的市场情况，我们确信今年你们有望销得更好。 3. If your price is competitive, we will place an order with you. 如果你方价格有竞争力的话，我们将向你方发出订单。

外研社 新职业英语 第二版 职业综合英语1 教案unit3(1)

外研社新职业英语第二版职业综合英语1 Unit3教案1 授课时间 班 周星期第节 班 周星期第节 班 周星期第节 课次12 学时数 2 授课形式 （请打√） 纯理论□纯实践□理实一体化□习题课□其他□授课题目Unit3 Business Meals: Lead–in &Reading A: Deals over Meals 教学目的Ss learn how to arrange the table seats for an English banquet Ss Understand the main idea and structure of the text 教学重点 1. The usages of new words and expressions in reading A 2. Understanding of Reading A 教学难点 1. How to use the key words and expressions in Reading A 2. Analysis on the text structure 使用的教 具/多媒体 /仪器/仪 表/设备等 Textbook; PPT;CD 教学方法Case teaching; Pair-work; Analyzing 参考资料English for Careers (Book1)

教学基本内容及设计Unit 1. Reading A: Deals over Meals I.Warm-up (10’) Task Complete the following table seating arrangement. Principles of Seating Arrangement Guest Information II. Reading A: Secretaries (80’) 1.Lead-in 2.Global reading (1) Listen to the passage while reading and think about the main idea of each paragraph. (2) Information collection a. Skimming Task1 Read the passage. Then match the business meals with their characteristics. b. Scanning Task 2 Decide which of the fo llowing behaviors are Do’s or Don’ts for business meals according to the passage. 3.Intensive reading a. Text structure analysis Para 1: Westerners do business over all kinds of meals. Para 2: Different meals have different characteristics. Para 3: Watch your behavior during business meals. Para 4: Mastery of good table manners is of great help. Para 5: Polite dinning at the table pays. b. Language Points entertain: e.g. 1. I’ll entertain my friends over the weekend. 2. The child was entertaining himself with his toys. build up: to build; to increase, or become bigger or stronger gradually

经贸英语的文体特征与翻译技巧

Stylistic Characteristics of Business English and Its Translation 一．实用文体翻译是当前翻译市场的实际需求 当前本市翻译市场的实际需求主要是实用文体的三个方面: 1. 科技、生产类； 2. 经济贸易类; 3. 出国文件类。 其中以科技生产类与经济贸易类需求量为最大。以英语为主, 以笔译为主。 二、英语实用文体的特征 1. 什么是英语实用文体？ 所有语类的语篇可以归结为两大类： ①实用文体，（2）文学文体。文学语篇的职能是利用语言给人以乐趣和美的享受。而实用文体是“直接以传递信息或服务的语篇类型”（张德禄，1998：297）。 2. 英语语体的分类 美国语言学家马丁·朱斯(Martin Joos) ，提出了以下著名的五种语体: 庄重体(frozen style) 、正式体（formal style）、商洽体（consultative style）、随意体（casual style）、亲密体（intimate style）的理论。 3、英语实用文体的正式性表现 ①频繁使用术语（技术词）、半术语（半技术词）; ②普遍使用正式程度高的普通词; ③大量使用名词与名词化结构; ④大量使用长句与扩展的简单句; ⑤使用被动语态; (6)靠结构进行语篇的谋篇布局与衔接等。 1)．术语与半术语的严肃性与翻译 (1). 术语的重要性 例：“方箱机”，英文是platen press。“泡罩包装机”,英文采用blister packing machine，如果用foam来代替其中的blister就不妥。 (2). 术语的权威性与严肃性 中国国务院有“全国科学技术名词审定委员会”，负责审定有关术语。国外由相关专业协会审定。国内外均以标准文件的形式公布审定的术语。正规出版社出版的英-汉或汉-英词典是对术语标准文件的补充。不是来自纸张型正规词典的电子版与网络词典质量不如纸张型, 其中部分可靠性存疑。 (3). 专业性与半专业性术语与翻译 ①.专业性术语 只有部分术语没有同形异义与同义异形现象，同义或近义的术语不少。 例：Roentgen rays或X-rays。 例：expressway或freeway，milestone, kilometer stone 或land stone。 ②半专业性术语 英语半专业性术语的特点是： a). 同样的术语在不同行业，不同专业里或不同情况下具有不同含义。如esthetics，negotiation (negotiable) b).不同的术语在不同“变体”中表示同样含义。如cell---tank；electrode---welding rod 。 c).在不同行业里同样术语表示同样的含义，但有不同译法。如：roller

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Beijing puzzle 中国贸易迷局 Jan 14th 2009 | HONG KONG From https://www.wendangku.net/doc/474398365.html, Why is China’s trade surplus still growing when its exports have collapsed? 为何出口额大幅跌落后，中国的贸易顺差仍在增长呢？ AFP REVISED figures published this week show that in 2007 China overtook Germany to become the world’s third-biggest economy. At the start of last year China also looked set to become the world’s biggest exporter, but for 2008 as a whole its exports remained smaller than Germany’s, because of a slump in the final months of the year. China’s exports tumbled by 13% (in dollar terms), in the fourth quarter, leaving them 3% lower in December than a year earlier. Yet, despite weak exports, China’s trade surplus rose to a record $457 billion at an annual rate in the fourth quarter—50% bigger than in the same period of 2007. What is going on? 本周发布的经过修正的数据显示：中国在2007年超越德国，成为世界第三大经济体。在去年年初，中国也有望成为世界最大的出口国，但由于去年最后几个月出口额的大幅降低，整个2008年中国的出口额仍小于德国。中国出口额在去年第四季度暴降13％（以美元计算），而且其12月份的出口额甚至比上年同期降低了3％。然而，尽管出口疲软，第四季度中国的贸易顺差仍上升到创纪录的4570亿美元年化增长速度——比2007年同期增长了50％。这是怎么回事呢？ In the first half of 2008 China’s trade surplus did indeed shrink (see chart). But since then, although exports stumbled, its imports fell by much more—down by 21% in the 12 months to December (compared with over 30% growth in the first half). The slump in both exports and imports was exacerbated by the global credit freeze, which has made it harder for buyers to get letters of credit to guarantee payment. Imports were also dragged down by cheaper oil and commodity prices and weaker imports of materials and components used to make exports. Inputs for export processing account for over 50% of China’s total imports, and the sharp fall in purchases suggests that producers expect exports to weaken further.

新职业英语2unit1unit3原文译文

Unit 1 Each day, many people are looking for trends in workplace clothing, so that they can “fit in”with the fashionable or well-dressed crowd. They believe that dressing in the latest fashion trends may give them the reputation of being fashionable and trendy. While it is more than possible to do this, you need to display caution. 许多人每天都在捕捉职场时装的潮流，以便能与那些衣着时尚得体的人们步调一致。他们认为按最新潮流穿衣打扮能为自己赢得时尚和时髦的好名声。尽管这样做合情合理，你还是要小心谨慎。 What many people do not realize is that there are a number of pros and cons of relying on workplace fashion trends. One of those pros was mentioned above. When you wear a fashionable outfit to work, there is a good chance that you will receive a lot of compliments on your outfit. This is a nice feeling and it is one that makes many feel proud. 许多人并没有意识到，追随职场时装潮流有利也有弊。好处之一，正如上面所提到的，穿一套时髦的衣服去上班，很可能会得到一堆夸奖。这种感觉很不错，也让人引以为豪。 But the truth is that there are many more cons of relying on workplace fashion trends than there are pros. For instance, workplace fashion trends do not always distinguish between jobs and careers. If you work at a trendy coffee shop or retail store, chances are that the dress code would be casual clothing. However, if you work at a law office or an insurance company, you may be required to dress more professionally. Unfortunately, many workplace fashion trends are designed for the working population in general, not specific careers. This is where you can run into trouble if you are not careful. 然而事实上这种追随弊大于利。例如，职场时装潮流往往不区分工作和职业。在一家新潮的咖啡馆或零售店工作，着装要求很可能是休闲服。而在一家法律或保险公司上班，着装则需要更职业化。不幸的是，很多职场新潮时装是为工作中的一般大众而设计，而非为特定职业设计。因此一不小心就可能出问题。 Before relying on workplace fashion trends, you will want to take a good, close look at the trend in question. For instance, does the trend require the wearing of a skirt or a dress, no matter what the length? If so, it is important that you look at what you do for a living. If you are in a professional office setting, a dress may be perfect for you. On the other hand though, if you work in a retail store as a manager, a dress or skirt may actually get in the way and hamper your efforts to work and be productive. 在追随这种时装潮流之前，要好好地仔细审视一下所谓的潮流。比如，潮流是不是时兴半身裙或连衣裙，而不论其长短呢？如果确实如此，那么最重要的是要考虑自己的工作性质。如果是办公室的职业白领，连衣裙就非常适合。但如果是在零售店当经理，连衣裙或半身裙则可能会妨碍工作，影响工作效率。 By wearing trendy workplace fashion pieces, many people are given compliments, but not always. The last thing that you want to do is get a bad name for yourself instead of compliments. That is why it is also advised that you take what others may think of you into consideration. You need to make sure that the impression that you would be making is a good one. 很多人会因为穿了时髦的职场时装而备受称赞，但事情并非总是如此。最不希望