商务英语谈判模拟实操课件

商务英语谈判模拟实操广东科学技术职业学院外国语学院06商务英语（5）班李桂萍35号李如红39号李小凤60号罗文斯66号指导老师：汪先锋商务英语谈判模拟实操广东科学技术职业学院外国语学院1实训项目：商务谈判模拟

实训时间：2008年6月30日

实训地点：珠海校区实验一303

（一）实训目的与要求1、熟悉商务接待语言；2、知晓商务礼仪、沟通技巧等；3．掌握商务英语谈判语言特点、翻译，巩固商务英语专业技能；4、培养团队合作精神，掌握谈判策略与技巧。（二）实训内容迎来送往、待人接物、酒店入住等实训过程记录实训项目：商务谈判模拟

实训时间：2008年6月302（三）实训过程记录1、SearchingtheinformationaboutGuangdongGuangzhouPearlRiverandtimeofNewYorktoGuangzhou.2、Figuringoutwhichrolesuitseachofus.3、Consideringthesituationaboutwhattermsofpaymentissuitablefortwoparties.4、Asabusinesstrip,thesellershouldleaveagoodimpressiontothebuyer,bringthebuyertogosightseeingandsaygoodbyeattheairport.（三）实训过程记录1、Searchingtheinfor3（四）实训心得体会

Afterdaysofdiscussion,weknowwhatdoesabusinesstransactionreallymeanandlearnaboutwhendoingbusiness,team-workisveryimportant.Althoughduringdiscussing,weallhavedifferentideas,butatlastwemakeadecision.Itisduetoourhardworking.Patienceisakeypointwhenyou’rewriting,becauseitisveryeasyforyoutospeakout,otherwise,speakingandwritingaretwodifferentthings.Youhavetoputitintoaclericalway.（四）实训心得体会Afterdaysofdiscus42007-2008学年第二学期期末

《商务英语谈判》

模拟谈判任务书

Part1：

Windy,theinterpreterofGuangdongArts&CraftsCo.Ltd.ismeetingMr.JohnsonatBaiyunAirport.(A---Windy,B---Mr.Johnson)2007-2008学年第二学期期末

《商务英语谈判》

模拟谈5A：Excuseme,areyouMr.JohnsonfromtheUniteStates?B：Yes,Iam.A:IamWindy,theinterpreterofGuangdongArts&CraftsCo.Ltd.B:Howdoyoudo,MissWindy?A:Howdoyoudo,Mr.Johnson?WelcometoChina.B:Thankyou.It’sverykindofyoutocomeandmeetmeattheairport,MissWindy.A:It’smypleasure.Didyouhaveagoodflight?WasitadirectflightfromNewYorktoGuangzhou?B:Yes,theflightwasverygoodandtheserviceonboardwasexcellent.Ittookjust13hoursnon-stopfromNewYork.Imanagedafewhours’sleepandnowfeelingfine.Iamsure,however,thatjetlagwillcatchupwithmetomorrow.A:IsthisyourfirstvisittoGuangzhou?B:No,thesecondtime.A:IhopeyouwillenjoyyourstayhereinGuangzhou.B:Thanks.I’msureIwill.A:Ourcariswaitingoverthere.Let’sdrivetothehotel.MayIhelpyouwithyourluggage?B:No,thanks.Icanmanageallright.Let’sgo.A：Excuseme,areyouMr.Johns6OnthewaytothehotelB:Look,thisisabrand-newroad.A:Yes.Mr.Johnson,Itwasjustcompletedandputtouse.B:Really？SoI’mquitelucky.A:Becausethe2008OlympicGames.Guangzhoumakingeveryefforttocreateconvenienceforthisevent.Thisroadisbuilttoshortenthedrivefromtheairporttodowntown.B:Isee.IhaveneverseenthatchangelasttimeIcametoGuangzhou.Nowithasfastdevelopment,whereverhavegreatchange.A:Yes,Ihopeyouenjoyit.OnthewaytothehotelB:Look7(Atthehotel)A:HereweareattheCentralHotel,Mr.Johnson..B:Soquick.It’sonly30minutesfromtheairport.Oh,It’safive-starhotel,isn’tit?A:Yes,itis.Justonemoment,Iwillcheckupwhat’stheroomnumber?B:Ok,thankyou.A:Mr.Johnsonyourroomnumberis99.Iwilltakeyoutoyourroom.yourroomisonthefifteenfloor,facingthegarden.Ithasalovelyview.B:Thankyousomuch.Bytheway,ifIneedsomething,whatcanIdo?A:Ifthere’sanythingyouneed,justringReception.Andifyouwanttophonesomeoneoutsidethehotel,dial5first,thendialthenumberyouwant.B:Ok,youaresoconsiderate.A:Well,Mr.Johnson,Ihavedrawupanagendaforyourvisit.Let’sgooverit.B:Good,Ireallywanttovisityourfactoryinthemorning.Thenlet’sgetdowntobusiness.Itmakemeexciting.A:Yes,andafterbusinesswearegoingtotheGuangdongGuangzhouPearlRivernightswimssothatyouareabletofeelthecharmofthisseasidecity.B:It’sverykindofyoutodoso.Ilookforwardtoit.(Atthehotel)A:Herewearea8PartII：AtMr.Zhang’sfactory

Thenextmorning.Mr.JohnsonmeetsMr.ZhangatMr.Zhang’sfactory.Z---Mr.Zhang,J---Mr.Johnson,W---Mr.Zhang’ssecretary,M---Mr.Johnson’stranslatorPartII：AtMr.Zhang’sfactory9Z:早上好，约翰逊先生.很高兴见到你.昨天晚上休息得还好吧?W:Goodmorning，Mr.Johnson.Nicetoseeyou,Itrustyouhadagoodrestlastnight.J:Yes,thankyou!Ifyoudon’tmind,I’llgetdowntothebusiness.It’saboutthetermsofpayment.WhatwouldyousaytopaymentbyD/P?M:是的,谢谢!如果你不介意的话,我们现在就谈正事吧。有关支付条款的问题，你们觉得付款交单怎么样？Z：恐怕不行。我们的惯例一直是要求即期不可撤消的信用证支付的。W:I’mafraidthatwon’tdo.Ithasbeenourcustomarypracticetorequireirrevocable,sightL/C.J:ButIknowsometimesyoudoacceptD/P,don’tyou?OpeninganL/Ccausesusmanyexpensesbecauseitrequiresasumofdepositinthebank.M：但我知道你们有时候确实接受付款交单，对吧？开信用证会造成很多开支，因为它要求付给银行一定金额的押金。Z:早上好，约翰逊先生.很高兴见到你.昨天晚上休息得还好吧?10Z：是的，我们确实接受付款交单，但只是对某些老客户和小金额的交易而言。你们可不是这个情况。W:Yes,wedoacceptD/P,butonlyforsomeregularcustomersandasmallamountinvolvedinthedeal.Thisisnotthecasewithyou.J:IunderstandpaymentbyL/Cprovidesguaranteetoboththesellersandbuyers.Consideringthelargeamount,willatimeL/C,say60daysaftersight,beacceptable?M：我知道信用证支付对买卖双方都提供了保障。考虑到这次交易数额巨大，使用远期信用证—比如说60天行不行？Z：好吧。考虑到你们过去良好的记录，怀着对未来美好的愿望。我们接受你方的建议。W:OK,Consideringyourgoodtrackrecordandbearingagoodwishforthefuture,itshouldbehavebeenallright.J:Thankyouforyourconsideration.M：感谢你们的合作！Z：我们已经讨论了所有重要的方面了。W:Now,wehavecoveredalltheimportantpoint.J:Beforewedraftthecontract,let’sexaminethedetails.Herewego,asthebusinessisonCIFterms,youshouldadviseusoftheshipmentwhenshipmentismade,itshouldbeincludedinthecontract.M：在我们起草合同之前，我们先浏览下所有的条款吧。对了，由于这笔交易是基于CIF贸易术语达成的，合同应该加入：我方在装船之后应该向你方发出装运通知。Z：是的，我们确实接受付款交单，但只是对某些老客户和小金额的11Z：是的，非常感谢你的意见。我现在就把这个条款加上。W:Sorryandthankyouforyourinformation.Iwillcheckitrightaway.J:Onemorething,“forcemajeure”shouldbetakenintoconsideration,soIsuggestthisclausebeingincludedtoo.AndofcoursebothChineseandEnglishshouldbeequallyeffective.M：再有就是，应该把不可抗力考虑在内，也应该加上中英语双语具有同样的法律效率。Z：还有吗？W:Anythingelse?J:No.M：没有了。Z：那么，归功于你的合作，我们顺利地达成了这笔交易。W:Well,Icertainlyoweittoyourcooperation,wehaveputthroughthisdealsmoothly.Andnowwecansignthecontract.J:Yes.M：呵呵。。是的。Z：我们今晚会去珠江夜游。在那么辛苦的谈判之后，我想我们也应该轻松一下了。W:WearegoingtotheGuangdongGuangzhouPearlRivernightswims.Afterhardnegotiations,wedeservesomerelaxation,Ithink.J:Thatisagoodidea.Whereistheplace?M：好主意！在哪里啊？Z：离饭店不太远，往南开半个小时就到了。W:It’snotfarfromthehotel.Abouthalfanhour’sridetothesouth.Z：是的，非常感谢你的意见。我现在就把这个条款加上。12PartIII:SightseeingAfterhavingdinner,theydrivetotheGuangdongGuangzhouPearlRivernightswimsJ---Mr.Johnson,.W---Mr.Zhang’ssecretaryPartIII:SightseeingAfterhav13W:Hereweare,Mr.Johnson.J:Wow,whatabeautifulplace!W:PearlRiver,isflowsafteraGuangzhouurbandistrictbigriver,ithasgeneralizedanddivisionofthenarrowsense.GeneralizedPearlRiverisWestRiver,BeijiangRiverandtheDongJiangthreeriversalwayscalled.J:Thatisinteresting!Overthere,Icanseeseveralpathsleadingtothescenicspots.W:Yes,therearealotofplacesworthvisitinghere.Thisisanidealplaceforsightseeingandshopping.J:Lookatthesepavilions,bridges,flowers,andwater.Theyreallycomposeabeautifulpicture.W:That’strue.It’smypleasureyoulikeit.J:Lookatyou,theyarereallyfantastic.Thenamesofthescenicspotsareverypoeticandpicturesque.W:Infrontofthegooseis"theyellowsandwharf".Thiswharfusestheinsightfulglasscurtainwalldesign,issymbolizingthepassengershipandthepersoncrossesariverinaboattogether,unitestheenterprisingspirit.J:IfeelIwasinadifferentworld.

W:Theshipeastbankisanchoring"thestarlake","thedaylake"thepassengershipplaceisawharf,itcompletesinthe20thcentury30's,whenJapaneseforcesinvasionofChinaservesasthemilitarywharf,in1977rebuiltisthemailshipwharf,wasearofHongKongandMacaoandthemainlandcoastlarge-scalepassengertransportationkeyposition.J:Itseemstheplaceenjoysalonghistoryandasplendidculture.W:That’strue.Mr.Johnson,let’svisitthescenicspotsonebyone.J:OK.IbelieveIwillbeinterestedinallofthem.IamhappyI’vecome.W:Hereweare,Mr.Johnson.14PartIV:JohnsonisinZhang’sofficeagaintosayFarewellMr.Johnson’sbusinesstripisaboutover.Heisgoingbackhomebyairtomorrow.HecomesovertosaygoodbyetoMr.Zhangwhohasgivenhimalothelpinhisbusinesstrip.A:Mr.ZhangB:Mr.JohnsonC:WindyPartIV:JohnsonisinZhang’s15

Mr.JohnsonhasbeentoMr.Zhang’sofficeandknockedthedoorA:Nicetomeetyouagain!Mr.Johnson.Youhavehadaverybusyschedulethesedays.haven’tyou?BYes,Ihavedonealotofthingsandvisitedseveralplaces.I’dliketothankyouforallthingsyouhavedoneforme.A:Mypleasure.B:Well,mybusinesstripisaboutover,andI’mgoingbackhomebyairtomorrow.TodayIcomeheretosaygoodbyetoyou.A:Oh,timefiles!Iamloo