商务英语口译第4章

第四章 商务谈判,Chapter 4 Business Negotiation,第四章 商务谈判（Business Negotiation）,Business Negotiation in international trade is the process in which the seller and the buyer negotiate about the trade terms to reach agreement on the sales of goods. four stages: inquiry, offer, counter-offer and acceptance five items: 1. the subject matter of the contract; 2. the price of the goods; 3. the liabilities of the seller; 4. the liabilities of the buyer; 5. the methods a. to prevent the occurrence of disputes ; b. to settle dispute in case theres any;,第四章 商务谈判（Business Negotiation）,Cultural factors are very important. cultural differences Interpreter: 1. to develop a knowledge of business English and trade terminology; 2. to understand the culture;,Vocabulary Work,terms of payment: 支付条款； specimen contract: 合同样本； draft sight: 见票即付； pay a margin: 支付保证金； D/P (document against payment): 付款交单 是跟单托收方式下的一种交付单据的办法，指出口方的交单是以进口方的付款为条件，即进口方付款后才能向代收银行领取单据； D/A (document against acceptance): 承兑交单 是在跟单托收方式下，出口方（或代收银行）向进口方以承兑为条件交付单据的一种办法；,Vocabulary Work,credit status: 信用状况； international practices: 国际惯例； make delivery: 交货； L/C payment: 信用证付款； an irrecoverable L/C: 不可撤销信用证； countermand our order: 取消我们的订单； remain valid: 依然有效； arrange an earlier shipment: 安排提前装运 ； partial shipment and transshipment: 分批装运和转运；,Vocabulary Work,交货期：the time of delivery; 分批装运：partial shipment; 遵守合同：observe the contract; 终止合同：cancel the contract; 商业信誉：commercial integrity; 重合同：honored contracts; 守信用：maintain commercial integrity; 约束力：binding; ；,Vocabulary Work,中国商品检验局：the China Commodity Inspection Bureau; 提出索赔：lodge a claim; 现金投标保证金：a cash deposit; 开标：open the bid;,Sight Interpretation （Dialogue 1）,the last consignment: 上一批货； a number identical with the bill of lading: 这一数字和提单的数字相吻合； sound and intact : 完好无损； the short weight: 短重； the provisions of the contract: 合同条款； evaporation of the goods en route: 途中货物蒸发 建议：注意货物贸易中的一些惯用的表达方式，与日常表达是不一样的。,Sight Interpretation （Dialogue 2）,季节性的商品：a seasonal product; 货物投放市场：put the goods on the market; 适时交货：a timely delivery; 早点交货：make an earlier delivery; 分批装运：partial shipment 建议：注意按照国际惯例，货物装运后卖方须将装运情况及时通知买方。,Note-taking （1）,import from other exporters: 从其他出口商进口； an advance payment: 一笔预付款； the interest rate: 利率； make concessions: 做出让步； retract the order: 撤回订单； 建议：注意付款方式应该尽量掌控主动权，可以适当的妥协，但是一定要坚持必要的底线，避免后期收不回货款的风险。,Note-taking （2）,报价：selling offer; 还价：counter-offer; 平等互利的基础：the basis of equality and mutual benefit; 破例减价10% ：10 percent as a special accommodation; 再加一点：Put it up a bit; 没有什么讨价还价的余地了：no room for bargaining; 建议：有一些说法需要理解其内涵，而不是从字面上去理解和翻译，比如“破例减价10%”的翻译，没有表示出破例，而用了“accommodation”一词。,Sentences in Focus (E-C),lose out: 输给别人了； be in time for the seasonal period: 赶上销售旺季； in conformity with the agreed specifications: 与双方所商定的规格相符； commercial reputation：商业信誉； 建议：翻译的时候就要一定注意，可以破句重组，化繁杂的英语长句为多个意义紧密相连的汉语短句，而不必拘泥于原文的层次结构。,Sentences in Focus (C-E),保持有效：remain valid; 质量和重量证明书：a certificate of quality and a certificate of weight; 开始招标的时间：the time of your invitation for bid; 出具保证书：hand in a letter of guarantee; 建议：英语多被动，汉语多主动。如The goods will be inspected by the China Commodity Inspection Bureau. 译为“货物由中国商品检验局进行检验”，而不是译为“被检验”。,Text Interpreting (E-C Interpretation),conclude the first transaction : 达成第一笔交易； require payment by confirmed: 要求货款以保兑的； tie up my money: 限制我的资金； reduce the margin to a minimum: 把保证金减到最低； favorable terms: 优惠条件； have no alternative: 没有选择余地； have the L/C opened by fax: 用传真开信用证；,E-C Interpretation,As youve seen from specimen contract，we require payment by confirmed, irrevocable L/C allowing partial shipment and transshipment, available by draft sight. 从我们的合同样本中，你可以知道，我们要求货款以保兑的、不可撤销的、允许分装和转船、见票即付的信用证支付。 建议：句中的专业术语比较多，这些都是商业谈判中的常用语，所以需要记忆。,E-C Interpretation,You can draw on me just as if there were a letter of credit. draw on在这句话里可理解为相信或信任，翻译时要注意句中出现的虚拟语气there were , 全句的意思是: “你可以相信我，就跟开了信用证一样。” 建议：翻译时注意虚拟语气的翻译。,E-C Interpretation,If we make an exception here, we dont know where to stop. 如果我们在这儿开了先例，就不知道在哪儿刹车。 建议：注意“ exception”和“ stop”的翻译，要符合汉语习惯表达。,E-C Interpretation,That will not only tie up my money but also increase my cost. 这会限制了我的资金并提高成本。 建议：注意“tie up”的翻译，原意为“捆住”，此处引申翻译为“限制了资金”。,E-C Interpretation,As this is our first transaction concluded at a time when the world competition is rather keen，I would suggest that you give me more favorable terms so as to promote trade between our two parties. 由于这是我们的第一笔交易，加上当前国际竞争相当激烈，为了促进我们之间的贸易，我建议你方给我一些优惠条件。 建议：拆分成四个部分翻译，翻译词序调整。在翻译时，对于长句的处理要灵活。,Alternative Interpretation,terms of shipment: 装运条款； the time of delivery: 交货日期； effect shipment: 装船； advance the time of shipment to : 将装运提前到； sell at profitable prices: 以盈利的价格销售； be fully/heavily committed: 订货过多； be compelled to: 不得不； work three shifts: 三班倒地工作； the balance: 余货；,背景补充：分批装运（Partial Shipment）,分批装运是一个合同项下的货物先后分若干期或若干次装运。在国际贸易中，凡数量较大，或受货源、运输条件、市场销售或资金的条件所限，有必要分期分批装运、到货者，均应在买卖合同中规定分批装运条款。如为减少提货手续，节省费用，在进口业务中要求国外出口人一次装运货物的，则应在进口合同中规定不准分批装运（partial shipment，not allowed）条款。 允许分批装运的方法主要有两种：一为只原则规定允许分批装运，对于分批的时间、批次和数量