世纪商务英语谈判口语整套教学教程电子讲义教案

MakingBusinessInvestigationTask1Leading-inQuestionsPartIDrills&ExpressionsPartIITypicalDialoguesPartIIIRolesSimulationPartIVLeading-inQuestionsPartIQ1Whatismarketresearch?Whyisitimportanttomakemarketresearchbeforeyounegotiatewithanewcustomer?Marketresearchisactuallyananalysisofaspecificmarketforaparticularproduct.Itisthestudyofallprocessesinvolvedingettinggoodsfromtheproducertocustomers.Beforedecidingtostartabusiness,oneneedstodevelopsoundbusinessideasandperformadequatemarketresearch,engageinnecessaryfinancialplanning,anddecideontheformofthebusiness.Successfulmarketresearchcanhelpyoufindoutthemarketsituationandmarketvalueofaparticularproductorservice.Leading-inQuestionsPartIQ2Howtocarryoutmarketresearch?Whatissuesdoyouneedtoconsiderwhenyouareperformingmarketresearch?Therearevarioustechniquessuchasquestionnairedesign,samplingproceduresanddataanalysis.Differenttechniquefunctionsdifferently.Youshouldthinkofmarketresearchinthecontextofmakingabusinessdecisionandgoontoexaminewhatobjectivescanbemetbydoingmarketresearchandtheexpectedpayoffs.Leading-inQuestionsPartIQ3Whatarethemaincontentsofcreditinvestigations?Throughwhatchannelscanweobtainthenecessaryinformation?Usually,creditinvestigationsincludethreeCs,i.e.capital(financialcondition),capacity(businessactivity),andcharacter(honestyintegrity,therecordofhonoringordishonoringcontractsandotherobligations).Therelatedcreditinformationismainlyobtainedfrombank,organizationsforcreditinquiriesorotherorganizations.Leading-inQuestionsPartIQ4Whatistheimportanceofknowingrelatedbusinessculturesorcustomsbeforenegotiating?Globalizationhaschangedthewaytheworlddoesbusiness.TheGlobalizationofeconomieshascreatedaconfluenceofcultureswhenitcomestobusinesspractices.Therearesomecasesinwhichculturaldifferenceshaveledtomisunderstandingsinbusiness.Somepeopleoftenfailedinbusinessnegotiationbecauseofthelackofculturalknowledge.Soknowingrelatedbusinessculturesorcustomsbeforenegotiatingisoneofthekeyissuesforsuccessfulnegotiation.Drills&ExpressionsPartIIDrill1A: Iwentoverthesalesfiguresinthemarketresearch.Itseemsthere’sonlyoneconclusion...B: What’sthat?A: Itseemsthismarketissensitivetoprice.B: So,weshouldstartatalowintroductoryprice?A: Ithinkthatwouldbeagoodidea.Priceisanimportantvariableinourmarket,sowecanuseittobuildourcustomerbase.Wecanbringthepriceupafterourcustomerbaseisconsolidated.Notes:“wentover”这里指“通读，浏览”；“marketresearch”这里可以翻译为“市场调查”，与之意思大致相同的表达还有“marketsurvey”；“introductoryprice”可译作“推广价”；“variable”这里用作名词，意为“变量”。翻译PartIIDrills&ExpressionsA: 我看过市场调查报告中的销售数字了。看起来结论似乎只有一个。B: 是什么呢？A: 市场似乎对价格很敏感。B: 那我们开始时是不是要定一个比较低的市场推广价呢？A: 我想这个主意不错。价格在我们的市场上是一个重要的变量，所以我们可以利用价格建立我们的顾客基础。我们可以在顾客基础稳固之后再把价格提高。Drills&ExpressionsPartIIDrill2A: FromwhatI’veread,thetrendofeatingoutinsteadofathomecontinuestoincreaseeveryyear.B: You’reright.Thatbusinesswouldprobablybeamoneymakerifyou’reintherightlocation.A: Doyoureallythinkso?B: Yes.Haveyoudoneanyresearchonlocationorwhichkindoffastfoodismorepopular?A: Ihavedonesome,butIneedmoreinformationbeforeImakeafinaldecision.B: Thereareprofessionalsyoucangotoforhelp.Notes:“moneymaker”这里指挣钱的工具或途径，可以翻译为“摇钱树”或“印钞机”之类的表达；“professionals”这里指“专业人员”，所以“gotoprofessionalsforhelp”意思是“向专业人员求助”翻译PartIIDrills&ExpressionsA: 根据我得到的消息，不在家里吃饭而是外出就餐的趋势每年都在增长。B: 说得对。如果您选到适当的地点，这门生意可能会挣大钱的。A: 您真的这么认为吗？B: 是的。您对地点或者哪种快餐最受欢迎做过调查没有？A: 我初步调查了一下，但我需要更多的信息才能做最后决定。B: 您可以求助专业人员。Drills&ExpressionsPartIIDrill3A: Areyouusinganyproductsofthiscompanyatpresent?B: Yes,Iamusingtheirlaptop.A: Good.Thenwhatdoyouthinkabouttheirproducts?B: Well,generallyspeaking,it’snotbad.A: Wouldyoupleasebemorespecific?B: Thecolourandthedesignaregood.ButIthinkthereisstillroomforimprovementinperformance.Notes:“laptop”指“手提电脑”，又称“便携式电脑”或“膝上电脑”。这个词主要见于英式英语中，而美国人则常用notebook；“bemorespecific”指“（说得）更具体一些”。翻译PartIIDrills&ExpressionsA: 您现在使用该公司的产品吗？B: 是的，我在用他们的手提电脑。A: 太好了！那您对他们的产品有什么意见吗？B: 总体来说，还不错。A: 您可否说得具体一点？B: 颜色和设计都不错，但是我认为性能上还有改进的空间。Drills&ExpressionsPartIIDrill4A: Wejustknowlittleaboutyourcompany.Doyoumindtellingusyourregularbanksothatwecouldgetacquaintedwithyourcompany?B: Noproblem.OurregularbankisBankofCanada.Youwon’tmeetanydifficultyinobtainingtheinformationyouinquirefor.A: Reallygladtohearthat,andthatwillexpediteourfuturetrade.B: Er.Inreturn,canyoufurnishuswithyourreferencebank?A: Yes,ofcourse.OurreferencebankisBankofChina,GuangzhouBranch.Wefeelsurethatthebankwillsupplyyouwithanyinformationyouneed.B: Thanks.Hopeeverythinggoeswellasourexpectations.A: Itwillbe.Wewishtocooperatewithyouassoonaspossible.Notes:“knowlittle”这里表示否定的意思，意为“知之甚少”;“regularbank”这里可以翻译为“往来银行”，与之意思大致相同的表达还有“referencebank”（译为“参考银行”），两者都是指业务往来较多、可提供相关资料的银行；“getacquaintedwithsb.”表示“了解或熟悉某人”；“inreturn”这里指“作为交换”；“furnishsb.with...”表示“向某人提供……”,用法与“supplysb.with...”相同。翻译PartIIDrills&ExpressionsA: 只是我们对贵公司知之甚少。不知您是否介意把你们的往来银行告诉我方，以便我方能更多地了解贵公司呢？B: 没问题。我们的往来银行是加拿大银行。相信你们一定会很顺利地得到您们所咨询的信息。A: 很高兴听到这个消息。这将加快我们将来的贸易进程。B: 呃，作为交换，贵方能否也向我方提供你们的往来银行信息呢？A: 当然可以。我们的往来银行是中国银行广州分行。相信该银行一定会向你方提供你们所需要的任何消息的。B: 谢谢。希望一切能如我们所愿。A: 会的。但愿我方能尽快与你们合作。Drills&ExpressionsPartIIDrill5A: CouldyoupleasetellmesomethingaboutABCcompany？Wearegoingtonegotiatewiththemaboutanexportcontract.B: Asfarasweknow,theexecutivesofthecompanyareveryinexperiencedinthebusiness.A: Really?B: Yes.SoIadviseyoutobecautiousindealingwiththem.A: Asthisisthecase,Ithinkitisadvisableforustorefrainfromhavingrelationswiththatcompany.B: Whattodoisuptoyou.A: Ofcourse.Thankyou,anyway.Notes:“Asfarasweknow”和“Asthisisthecase”可分别译为“据我们所知”和“既然情况是这样”，这两个表达在谈判口语中用得很多，往往用来引出一个自己将要陈述的事实和将要做出的决定;“executives”是指“管理人员”；“refrainfromdoingsth.”是个固定表达，指“避免做某事”。翻译PartIIDrills&ExpressionsA: 我们将要和ABC公司就一宗出口合同进行磋商。能否请您跟我说说该公司的情况呢？B: 据我们所知，这家公司的管理人员在业务经验方面非常缺乏。A: 真的？B: 是的。所以我建议你们在跟他们做生意时要非常谨慎。A: 既然情况如此，我认为避免和那家公司往来还是明智的。B: 你们自己看着办吧。A: 那当然了。不管怎么说，谢谢您了。Drills&ExpressionsPartIIDrill6A: OurbosswasangrywithJasoninthemeeting,youknow,theKoreansalesrepresentative.B: Whywasthat?Whathappened?A: WhenourbossaskedhimwhetherArticleNo.F15soldwellinthenortheastmarket,Jasonsaid“yes”.Asamatteroffact,ourbossknewthatthisproductwasnotatallcompetitive.B: Whatanembarrassingcase!Youknow,whenaKoreansays“yes”,hesimplymeans“Iunderstandyourquestions”.A: Ohyeah?B: IthinkyourbossshouldlearnsomerelatedKoreanculturebeforeattendingthemeeting.A: Yes,Iagreewithyou.Notes:“competitive”是指“(价格、品质等)经得起竞争，有竞争力”的意思，所以“wasnotatallcompetitive”指在市场上一点竞争力都没有；“embarrassing”指“尴尬的，令人困窘为难的”。翻译PartIIDrills&ExpressionsA: 我们老板在会上对杰森发脾气了。你知道的，就是那个韩国销售代表。B: 为什么？怎么回事？A: 当我们老板问杰森F15号产品在东北市场是否畅销时，他说“是的”。事实上，我们老板已经知道，这款产品一点竞争力都没有。B: 这真是个让人尴尬的情形。要知道，当韩国人说“是的”的时候，他的意思是“我明白你的问题了”。A: 哦，是吗?B: 我觉得你们老板应该在开会前先了解一下相关的韩国文化。A: 是的。我同意你的观点。Drills&ExpressionsPartIIDrill7A: WhatgiftsshouldItaketothehostwhenIgotodinnerathishouse?B: Butit’sunnecessarytodothat.A: Why?Wecouldn’tgotothereempty-handed,couldwe?Iwouldn’tfeelright.B: Perhapsthat’syourChinesecustom.Well,ifyoureallywanttogivethehostapresent,whynotgivesomethingChinese?A: That’sagoodidea.Notes:“feelright”在这里的意思是“觉得自在”，所以这一句可以翻译为“我会觉得不好意思”；“Chinese”指“中国特有的，有中国特色的”翻译PartIIDrills&ExpressionsA: 我到别人家里去赴宴应该带些什么礼物给主人呢？B: 不过，没有必要送什么礼物呀。A: 为什么，我们总不能空着手去吧？那多不好意思。B: 也许这是你们中国人的习惯。如果你真的想给主人一件礼品，干嘛不给他带点中国的东西？A: 这个主意不错。Drills&ExpressionsPartIIDrill8A: IthoughtatfirstthattheAmericanandtheBritisharealmostalike.AndIalsotrustedaBritishgentlemanIgotalongwellwithonthetelephoneuntil...B: Untilwhen?A: UntilItraveledtoLondontomeetface-to-facewithhimtosignacontract.Therewassomethingthatdidn’tseemright.B: Whathappenedthen?A: ThroughoutthepresentationnoneoftheBritish,noteventhemanIhaddevelopedaphonerelationshipwith,wouldlookatusintheeye.Itwasliketheywerehidingsomething.B: Youhavetounderstandthis,myfriend.WhereasAmericansbelievethatlookingatsomeonedirectlyintheeyeduringnegotiationsindicateshonestyandsincerity,theBritishbelievesuchagesturetobeamarkofrudeness.A:Iunderstanditnow.IguessIshouldn’thavetakenitsopersonally.翻译Drills&ExpressionsPartIIDrill8翻译Notes:“thought”是“think”的过去时，很多时候用来表达那些后来被证明是不正确的想法，所以往往翻译成中文的“原以为”，那么，这里的“Ithoughtatfirst”就可以翻译为“开始我以为”；“Igotalongwellwithonthetelephone”这里作定语修饰“aBritishgentleman”，整句可译为“一个我通过电话建立了良好关系的英国人”；在一个复合句中，如果“whereas”放在主句句首，就有“然而，反之”之意，如果放在从句句首则可以理解为“在……的时候(从句)，……却会(主句)”，所以本操练中的这句话应译为“在美国人认为……的时候，英国人却觉得……”；最后一个词“personally”原意为“亲自地、个人地”，在这里可译为“主观地、自以为是地”。PartIIDrills&ExpressionsA: 开始我以为美国人和英国人都是差不多的，而且我还曾经很信任一个我通过电话建立了良好关系的英国人，直到……B: 到什么时候觉得不对了呢?A: 直到我去伦敦与他面对面签合同的时候。总好像有点什么不对劲。B: 出什么事了？A: 在整个陈述的过程中，所有英国人，甚至包括那个我通过电话建立了良好关系的英国人，都不愿意直视我们的眼睛。看起来好像他们在隐瞒着什么。B: 你必须明白这一点，我的朋友。美国人认为谈判时直视对方的眼睛是表示诚实、真挚，而英国人却把这种行为视为粗鲁。A: 现在我明白了。我想在这件事上我是不应该这么自以为是的。Drills&ExpressionsPartIIEnglishforChineseTypicalBusinessExpressions1. 贵国的市场状况如何？ Howisthemarketsituationinyourcountry?2. 您认为我们的产品在国际市场上有足够的竞争力吗？ Doyouthinkourproductsarecompetitiveenoughinaninternationalmarket?Drills&ExpressionsPartIIEnglishforChineseTypicalBusinessExpressions3. 你们有海外工厂吗？ Doyouhaveoverseasplantsaswell?4. 我们最新型号的产品销售情况如何？ Howhasourlatestmodelbeenaccepted?Drills&ExpressionsPartIIEnglishforChineseTypicalBusinessExpressions5. 这家公司有口皆碑，很可靠。 Thiscompanyiswell-establishedandreliable.6. 据我们所知，他们非常可靠，但对其真实的财务情况我们不甚了解。 Asfarasweknow,theyaresoundenough,butwehavenocertainknowledgeoftheirtruefinancialposition.Drills&ExpressionsPartIIEnglishforChineseTypicalBusinessExpressions7. 该被调查公司在商界享有很高的声望，他们总能很及时地履行其义务。 Thefirmunderinquiryenjoysahighreputationinthebusinesscirclesfortheirpunctualityinfulfillingobligations.8. 他们被定为A1级公司。你们可放心地与之交易，没有什么风险。 TheyareratedasA1company.Youcandealfreelywithlittlerisk.Drills&ExpressionsPartIIEnglishforChineseTypicalBusinessExpressions9. 很抱歉，我无意中犯忌了。在我国，人们经常问这样的问题。 IamverysorryIhaveunconsciouslyviolatedthetaboo.Inmyculture,peopleasksuchquestionsallthetime.10.有时我们需要时间适应文化上的差异以便顺利地达成交易。 Sometimesweneedtimetobridgetheculturalgapsothatwecanconcludetransactionssmoothly.TypicalDialoguesPartIII1.(Davidisdoingamarketresearchforanewbusiness.)D: Excuseme.I’mdoingamarketsurveyforanewbusiness.I’dliketoaskyouafewquestionsifyoudon’tmind.I: That’sfine,askanyway1.D: Thisbusinesswillbe“fastfood”,sothequestionswillberelatedto2that.I: OK.Goahead.D: Whichofthemajorfastfoodhamburgersdoyouprefer?I: IlikeBurgerKing.Ithinkyougetmoreforyourmoney3.D: Whichsoftdrink4doyouprefer,CocaColaorPepsiproducts?I: I’dratherhaveaPepsi.翻译TypicalDialoguesPartIII1.(Davidisdoingamarketresearchforanewbusiness)D: Wouldthatpreferencebeadecidingfactorinwhichplaceyouchoose?5I: Notusually.D: Areyouconcernedaboutthefatcontentofthefood?I: I’mnot,butIknowmysisteris.D: Doyouknowwhy?I: I’mnotsure.Maybeitisbecausesheisalady.D: Thankyouforyourcooperation.I: Youarewelcome.翻译TypicalDialoguesPartIIINotes1．“askanyway”这里的意思是“怎么问都行”，所以可译为“随便问”。2．“berelatedto”意为“与……有关的”。3．此句意为“(在汉堡王这个地方，)你的钱可以买到更多的东西”，也就是说这里的东西更便宜。4．“softdrink”可直译为“软饮料”，指不含酒精的饮料。5．整句意思是:这个偏爱是不是您选择餐馆的决定性因素呢？PartIIITypicalDialoguesD: 打扰一下，我在为一家新店做市场调查，要是您不介意的话，我想问您几个问题。I: 好，随便问。D: 这家店将搞“快餐”，所以问题都与快餐有关。I: 行，问吧。D: 在主要的快餐汉堡店中，您最喜欢哪一家？I: 我喜欢汉堡王，因为在那买汉堡更划算。D: 您最喜欢哪一种软饮料，可口可乐还是百事可乐？I: 我爱喝百事可乐。PartIIITypicalDialoguesD: 这个偏爱是不是您选择餐馆的决定性因素呢？I: 一般不是。D: 您在不在乎食物里的脂肪含量呢？I: 我倒不在乎，但我知道我姐姐很在乎。D: 您知道这是为什么吗？I: 我不太确定。可能是因为她是个女士吧。D: 谢谢您合作！I: 不客气。TypicalDialoguesPartIII2.(HismakingaCreditInvestigationwiththehelpofC,aclerkfromBankofChina,ShanghaiBranch.)C: Goodmorning,thisisConsultantDepartmentofBankofChina,ShanghaiBranch.WhatcanIdoforyou?H: Well,wehavegotanewpartnerinabigtransaction,andplannedtosignacontractattheendofthismonth.SoI’dliketoknowmoreaboutthatcompany.C: Youmeanyouwantustomakeastatusinquiry1?H: Yes,Iwanttogetthecreditinformationaboutourcooperativepartner.C: OK.I’llseewhatIcandoforyou.H: Willmakingacreditinvestigationbedifficult？C: No，it’snotcomplicated2.Theonlythingforyoutodoisfilloutaformandsignit.H: Andthen?3C: ThenwewillsendittoourbranchofficeoragentinCanadabythefastestway.Theywilldoasyourrequest,thensendthereportback.Ofcourseitisdoneinaconfidential4way,andwehopeyouwillkeepitconfidential.H: Yes,ofcoursewewill.Well,whatabouttheservicefee?C: Forourlong-termclientswechargeonlydirectfeesliketelephoneorfaxfee.H: Thankyou.翻译TypicalDialoguesPartIII2.(HismakingaCreditInvestigationwiththehelpofC,aclerkfromBankofChina,ShanghaiBranch)(aweeklater)H: Hello,C.DoyouhavethestatusreportaboutImperialTradingCo.?C: Yes.Wehavejustcompletedourinquiriesconcerning5thefirmmentionedinyourtrustform6.H: Anytroubles?C: No,thisisafavorablereply.It’saprivatefirmandenjoysgoodreputationinitsarea.Asthecreditreportshows,it’salwayspunctualtomeetitscommitments7.Itseemstobesafetodobusinesswiththem.H: Great.Nowwecannegotiatewiththemwithassurance.C: Besides,accordingtothereport,thetechniqueofthiscompanyisamongthebestintheworld.Wehavenodoubtabouttheirtechnique.H: Thankyouforyourinformation.翻译TypicalDialoguesPartIIINotes1. “statusinquiry”这里可以译为“信用状况咨询”。与之意思大致相同的表达还有“creditinvestigation”，译作“资信调查”。2. “complicated”是指程序上的复杂或难以理解，而“difficult”是指完成的难度。3. “Andthen?”可译为“然后呢？”。这个表达在口语中往往用来引导跟进性的问题。4. “confidential”意思是“秘密的，保密的”。5. “concerning”这里用作介词，意为“关于，有关”。6.

“trustform”这里可译为“委托表”。7. “meetitscommitments”这里可理解为“信守承诺，履行诺言”。PartIIITypicalDialoguesC: 早上好，这里是中行上海分行咨询部。有事吗？H: 是这样的，我们与一个新的贸易伙伴要做一笔大买卖，并计划在月底签约，因此我想更多地了解一下这家公司。C: 您的意思是让我们为您做个资信调查？H: 是的，我想知道合作伙伴的信誉情况。C: 好吧，我来看看能为您做些什么。H: 做资信调查很难吗？C: 不，这并不复杂。您唯一要做的就是填张表并签上自己的名字。H: 然后呢？C: 然后我们将以最快的速度将表格传给加拿大的办事处或代理，他们将依据您的要求办理，然后将报告返还。当然这会是在保密状态下进行的，还希望你们可以保密。H: 我们当然会保密的。那么要付多少手续费呢？C: 对长期客户，我们只收取电话、传真等直接费用。H: 谢谢!PartIIITypicalDialogues（一个星期以后）H: 您好，陈先生。有关于帝国贸易公司的资信报告了吗？C: 有。我们刚刚完成你们委托表中所提到公司的资信调查。H: 有什么麻烦吗？C: 没有，结果很有利。这是一家私人企业，在其所在地区享有良好的声誉。资信报告显示，他们总是能及时履行义务。看来和他们做生意应该是安全的。H: 太好了！现在我们可以放心地和他们洽谈了。C: 另外，据调查，这家公司的技术水平是世界一流的。我们并不怀疑该公司的技术水平。H: 谢谢您提供的信息。RolesSimulationPartIVSituationalInformation:Mr.ParkerworksasamanageroftheSalesDepartmentforAAALightIndustryImportandExportCorporationinAmerica.Rightnowthecorporationisexpandingitsimporttrade.Phimselfisfirmlybehindtheidea.HebelievesthatthefutureoftheircorporationdependslargelyuponitsdevelopingtradewiththeThirdWorld,especially,China.Asamatteroffact,heisplanninganegotiationwithGuangzhouForeignTradeDevelopmentCompany(GFTD)aboutanimportcontractofman’sshirts.Beforenegotiating,hewouldliketodosomemarketresearchinAmericaandmakeacreditinvestigationaboutGFTDthroughBankofChina,GuangzhouBranch.翻译PartIVRolesSimulation帕克先生是美国AAA轻工进出口公司的销售经理。目前该公司正在拓展其进口贸易。帕克先生本人很支持这样做。他认为公司的前途在很大程度上取决于发展与第三世界尤其是与中国的贸易往来。事实上，他正在筹划着一次与广州对外贸易发展公司(GFTD)就进口男士衬衣合同的磋商。不过在正式磋商前，他想先在美国做一个市场调查，并且还打算通过中国银行广州分行对GFTD的资信情况做一个调查。RolesSimulationPartIVRolePlay1.SupposeyouareMr.Parker.YouaregoingtodosomemarketresearchinAmerica.TrytocompletethefollowingdialoguewithsomeofthedrillsandexpressionsinpartIIandIII.TheChineseexpressionsinthebracketsareforyourreferenceonly.P-Mr.ParkerI-IntervieweeP: Excuseme.(我正在做一个市场调查).Doyoumindmyaskingyousomequestions?I: No,Idon’tmind.Askanyway.P:（调查是关于男士衬衣的）,sothequestionswillbeaboutthat.I: OK.Noproblem.P: (在主要的男士衬衣牌子里，您最喜欢哪一个？)I: Idon’tcareofthebrand.WhatIcareisthemaximumcomfortofcloths.P: (您最喜欢哪一种材料)，cottonorsilkorfiber(纤维)?I: I’dratherhavecotton.P: (这个偏爱是不是您选择衬衣的决定性因素呢？)I: Almost.P: (您在不在乎产品的价格或者原产地(origin)呢？)翻译RolesSimulationPartIVRolePlay1.SupposeyouareMr.Parker.YouaregoingtodosomemarketresearchinAmerica.TrytocompletethefollowingdialoguewithsomeofthedrillsandexpressionsinpartIIandIII.TheChineseexpressionsinthebracketsareforyourreferenceonly.P-Mr.ParkerI-IntervieweeI: Abouttheprice,yes.Youknow,everybodywantstogetmoreforhismoney.Astotheorigin,Idon’tthinkitmatters.P: Doyoumind“madeinChina”?I: Ofcoursenot.Youknow,Chinaisfamousforitstextiles.P: (谢谢合作).I: Youarewelcome.翻译PartIVRolesSimulationP: Excuseme.(I’mdoingamarketresearch).Doyoumindmyaskingyousomequestions?I: No,Idon’tmind.Askanyway.P: (TheresearchisrelatedtoMen’sshirts),sothequestionswillbeaboutthat.I: OK.Noproblem.P: (Whichofthemajormen’sshirtbrandsdoyouprefer?)I: Idon’tcareofthebrand.WhatIcareisthemaximumcomfortofcloths.P: (Whichmaterialdoyouprefer),cottonorsilkorfiber?I: I’dratherhavecotton.P: (Wouldthatpreferencebeadecidingfactorinwhichshirtyouchoose?)I: Almost.P: (Areyouconcernedaboutthepriceororiginoftheproduct?)PartIVRolesSimulationI: Abouttheprice,yes.Youknow,everybodywantstogetmoreforhismoney.Astotheorigin,Idon’tthinkitmatters.P: Doyoumind“madeinChina”?I: Ofcoursenot.Youknow,Chinaisfamousforitstextiles.P: (Thankyouforyourcooperation).I: Youarewelcome.RolesSimulationPartIVB: Goodmorning,thisisConsultantDepartmentofBankofChina,GuangzhouBranch.AnythingIcandoforyou?P: Yes,weareplanningtonegotiatewithGuangzhouForeignTradeDevelopmentCompany(GFTD)aboutanimportcontractofmen’sshirts.CanyoupleasetellmesomethingaboutGFTD?B: YoumeanyouwantustomakeacreditinvestigationaboutGFTDCompany?P: Yes,Iwanttogetthecreditinformationaboutourcooperativepartner.B: Wecancarryouttheinvestigationforyou.Butwehopeyouwillkeeptheinformationconfidential.P: Yes,ofcoursewewill.B: OK.Nowwouldyoupleasefilloutthisformandsignit?P: Isittheonlythingformetodo?/Isthatall?RolePlay2.SupposeyouareMr.Parker.YouaregoingtomakeacreditinvestigationthroughBankofChina,GuangzhouBranch.Trytoreadaloudandpracticetheunderlinedsentencesinthefollowingdialogue.B-BankClerkP-Mr.ParkerRolesSimulationPartIVB: Yes.Youdon’tneedtodoanythingelseexceptwaitfortheresults.Waitaminuteplease…OK,Ithinkwe’vegotthecreditreportnow.P: Anytroubles?/Anyproblem?/Anythingwrong?B: No,thisisafavorablereply.ThecompanyenjoysagoodreputationinChina.Asthecreditreportshows,thiscompanyiswell-establishedandreliable.It’salwayspunctualtomeetitscommitments.P: Great.Itseemstobesafetodobusinesswiththem.Thankyouforyourinformation.B: Youarewelcome.Wishyouasuccessfultransaction.RolePlay2.SupposeyouareMr.Parker.YouaregoingtomakeacreditinvestigationthroughBankofChina,GuangzhouBranch.Trytoreadaloudandpracticetheunderlinedsentencesinthefollowingdialogue.B-BankClerkP-Mr.ParkerRolesSimulationPartIVP: Ithinkthereissomerelationshipbetweenbusinessandculture.Whatdoyouthink?H: 是的，确实有关系。我觉得文化差异在商业上可表现为三个层面。P: Threelevels?Goahead.H: 第一个层面表现在礼节上；第二个层面表现在行为举止上；第三个层面则表现在核心道德、信仰以及价值观(coremorals,beliefsandvalues)上面。P: Great,deep-goinganalysis.H: 有些人习惯于以自己的文化标准来看待外国文化，因而经常犯错误。RolePlay3.Mr.ParkeristalkingwithMr.Huang,oneofhisChinesecustomers,abouttheimportanceofculturalknowledgeforbusiness.Supposeyouareaninterpreter.Trytointerpretforthem.P-Mr.ParkerH-Mr.Huang翻译RolesSimulationPartIVP: Yes.Inmyprofessionalcareer,therearesomecasesinwhichculturaldifferenceshaveledtomisunderstandingsinbusiness.H: 哦，是吗？请往下说。P: Koreans,forexample,liketohavetimetothinkabouttheirresponseandthustheygaintimebynoddingorsimplysaying“yes”.Soifsomeonesays“yes”inKorea,itoftenmeans“Ihearyou”ratherthanagreement.H: 这么说，您曾经经历过这样的误解？P: Yes,youknow,itisquiteanembarrassingsituation.Bothofthem:(LaughOutLoud)RolePlay3.Mr.ParkeristalkingwithMr.Huang,oneofhisChinesecustomers,abouttheimportanceofculturalknowledgeforbusiness.Supposeyouareaninterpreter.Trytointerpretforthem.P-Mr.ParkerH-Mr.Huang翻译PartIVRolesSimulationP: 我想做生意和文化是有关系的，你看呢？H: Yes,thereisindeed.Ithinkculturaldifferencesoccurinbusinessonthreelevels.P: 三个层面？愿听其详。H: Thefirstlevelisetiquette;thesecondlevelisbehaviorsandactions;andthethirdisthelevelofcoremorals,beliefsandvalues.P: 好，分析得很深刻。H: Somepeopleoftenmakethemistakeofseeingforeignculturesthroughtheirownhabitualculturalstandard.B:(LaughOutLoud)PartIVRolesSimulationP: 是的。在我的职业生涯中，就有过因文化差异而导致生意上出现误解的情况。H: Oh,arethere?Goaheadplease.P: 比如说，韩国人。您知道，他们总喜欢花点时间来考虑他们要做出的反应，因此，他们交谈时会用点头或者说“是”来争取时间。因此，如果在韩国有人说“是”，这常常表示“我听见了”而不是表示同意。H: So,youonceexperiencedthismisunderstanding?P: 是啊，您知道，那情形真是太尴尬了。B:(LaughOutLoud)RolesSimulationPartIVRolePlay4.Workinsmallgroups.SupposeyouareMr.Parkerandhiscolleaguesorpartners.Trytoworkoutadialoguerelatedtothethemeofthisunitandthenperformitinclass.ArrangingAppointmentsTask2Leading-inQuestionsPartIDrills&ExpressionsPartIITypicalDialoguesPartIIIRolesSimulationPartIVLeading-inQuestionsPartIQ1Whatissuesshouldbeinvolvedinarrangingappointments?Arrangingappointmentsusuallyinvolvesmaking,confirming,delaying,changingorevencancelinganappointmentbywritingortelephone.Inthisbook,ofcourse,whatwearegoingtodiscussishowtoarrangeappointmentsorally,i.e.mainlybyphone.Leading-inQuestionsPartIQ2Canyounamesomeofthetelephoneetiquette? Thefollowingaresomeofthecommontelephoneetiquette:(1) Answercallspromptly,bythesecondorthirdring.(2) Greetthecallerandidentifyyourselfandyourcompany/department/unit.Ask“howmayIhelpyou?”Or“Who’scalling,please?”(3) Assumeyour“telephone”voice,controlyourvolumeandspeed,smileasyoupickupthephone.—Theotherpersoncan’tseeyou,sotheirimpressionofyoudependsonthewayyousound.That’swhyyoushouldalwaysputasmileinyourtelephonevoiceandprojectatonethatisenthusiastic,natural,attentiveandrespectful.(4) Speakclearlyanddistinctly.Alwaysspeakcalmlyandchooseyourwordsnaturally.Trytousethecaller’snameduringtheconversation.(5) Nevereat,drinkorchewgumwhileonthephone.(6) ThankthecallerforcallingDrills&ExpressionsPartIIDrill1A: Ihavejustgotafaxfrommyheadofficeabouttheagencyagreement.Iwouldliketotalkwithyouaboutthat.Woulditbepossibleforustomeetsometimetomorrowmorning?B: I’mafraidIwon’tbeavailabletomorrowmorning.Howabout2o’clocktomorrowafternoon?A: Well,letmesee…Ohyes,IthinkIcanmanageto.CanIvisityourofficethen?B: Yes,pleasecomeby.I’llbeexpectingyouthenat2:00tomorrowafternooninmyoffice.A: Allright.Seeyouthen.Good-bye.Notes:“headoffice”指“总部”；“agencyagreement”意为“代理协议”；“available”意思很多，一般指“可得到的，可获得的”，这里表示“可接见的，可取得联系的，有时间的”；“Howabout”与“Whatabout”同义，在口语中经常用来引出某个建议，可以翻译为“……怎么样?”或“……如何?”等；“manageto”指“设法成功做成某事”，这里可以理解为“我可以安排好”；“comeby”一般指“从旁边走过，(走)过来”，美语里有“来访，路过”的意思，这里可以直译为“过来吧”。翻译PartIIDrills&ExpressionsA: 我刚刚收到一份总公司有关代理协议的传真，想约您谈谈。明天上午我们见一次面好吗？B: 恐怕明天上午我没空。明天下午2点怎么样？A: 哦，我查一下我的时间安排……啊，行，我想我可以安排得过来。那届时我去您办公室，可以吗？B: 行，你过来吧。明天下午两点我在办公室等你。A: 好，明天见。再见。Drills&ExpressionsPartIIDrill2A: I’mcallingtoseeifyoucouldarrangeformeameetingwithyourdelegationleaders.Yousee,it’soursinceredesiretoestablishbusinessrelationswiththesecorporations.B: Certainly.Ithinkit’salsotheirhopetostartbusinesswithyou.A: Thatsoundsencouraging.Whendoyouthinkyoucouldarrangethemeeting?B: Don’tworry.Ishallcertainlydoittoyoursatisfaction.A: Iappreciateit.B: I’llfirstletthemknowofyourintention.AndthenI’llmakearrangementsforyoutogettogetherwitheachofthemseparately.A:Thatwouldbeterrific.翻译Drills&ExpressionsPartIIDrill2Notes:“I’mcallingtodosth.”和“I’mcallingaboutsth.”这两个句型往往用来引出打电话的目的，是常用的电话用语，在美国人的日常生活中使用频率非常高。“I’mcallingabout...”这一句的意思是“我打电话是为了讲……事”，“about”之后可以接名词或相当于名词的短语与句子，如“I’mcallingaboutourappointmentforthisFriday.”。“I’mcallingto...”意思相同，只不过句中的“to”之后要接动词原形，如“I’mcallingtodiscussournextorder.”“;delegation”指“代表团”；“startbusiness”可以理解为“开展业务往来”；“toyoursatisfaction”意思是“使你们满意”。PartIIDrills&ExpressionsA: 我打电话来是想看看您能否安排我和你们代表团的领导们见个面。您知 道，我们是真诚地希望和这些公司建立贸易关系。B: 当然可以。我想他们也一定希望和你们开展业务往来的。A: 这听起来真让人感到鼓舞。您什么时候能安排呢？B: 别担心。我肯定会安排得让你们满意的。A: 非常感激。B: 我会先把您的意图告诉他们，然后我会安排您和他们分别会晤。A: 那太好了！Drills&ExpressionsPartIIDrill3A: Thereisanimportantthing.IwouldliketomakeanappointmentwithMr.Brown.Couldyouarrangeitforme?B: Whendoyouwanttomeetwithhim?A: Whenwillbeconvenientforhim?IstomorrowmorningOK?B: Heisusuallybusyinthemorning.Soyou’dbet