新編商務英語

MeetingaTradeDelegation

4AdditionalWords51

Reading

2ListenandTalk

11Exercises3ContentsCaseStudyListenandTalk

Dialogue

ListeningComprehension

RolePlay

DialogueOneAttheAirportLi:Excuseme,butaren’tyouMr.JohnSmithandMr.DavidBrownfromCanada?Smith:Yes,IamJohnSmithofPacificTradingCompany,andthisisDavidBrown.Li:Wehavebeenexpectingyou.I’mLiMei,aninterpreterofBeijingIndustrialProductsImport&ExportCorporation.MayIintroduceourManagerwhohascometomeetyou?Smith:Yes,please.Li:Mr.Smith,Mr.Brown,ThisisMr.WangNing.Mr.Wang,thisisMr.Smith,andthisisMr.Brown.(Theyshakehands,andtherearegeneralchorusof‘Howdoyoudo’s.)Wang:WelcometoChina.Gladtomeetyou.Smith:I’mpleasedtomeetyoutoo.It’sverykindofyoutocomeandmeetus.Wang:Mypleasure.Weareveryhappyaboutyourcoming.Howwasyourflight?Smith:Verynice.Theweatherwasfinethroughouttheflight.Wang:I’mgladtohearthat.Ihopeyou’llhaveapleasantstayhere.Smith:Thankyou.I’msurewe’llenjoyit.DialogueOneWang:Howlongdoyouintendtostay?Smith:Abouttwoweeks.Wang:Good.We’llhaveenoughtimeforbusinesstalks.Andintheinterval,We’llarrangesomesightseeingforyou.Smith:It’sverykindofyou.Li:Yourluggageisallhere,isn’tit?Brown:Yes,itis.Li:Wehavealreadybookedroomsforyou.Shallwegotothehotelnow?Brown:Oh,yes.Thankyou.Isthehotelveryfarfromhere?Wang:Abouthalfanhour’sdrive.Youmustbequitetiredandhaveajetlagafterthejourney.I’msureyouwillfindthehotelservicesatisfactory.Ifthere’sanythingspecialyouwant,youmayalwaystelltheinterpreterthere.AttheAirportDialogueTwo

Li:Hereweare.We’llhavetocheckinfirst.Thisway,please.(Atthereception)Receptionist:Goodmorning.WhatcanIdoforyou?Li:Goodmorning.I’mLifromBeijingLightIndustrialProductsImport&ExportCorporation.I’vereservedtwosingleroomsforourguests.Receptionist:(TotheCanadians)Welcometoourhotel.Doyouhaveanypreferencefortheroom?Smith:Aquietroomforme,please.Brown:I’dliketohavearoomwithagoodviewofthecity.Receptionist:Justamoment,please.Letmecheck…Yes,You’llhave1506,whichisveryquiet,and1509,whichfacesChangAnStreet,Beijing’slongestthoroughfare.Smith,Brown:Thankyou.Thatwillbefine.Receptionist:Youarewelcome.MayIlookatyourpassportforamoment?Smith,Brown:Certainly…Hereyouare.Receptionist:Thankyou.Wouldyoupleasefillinthisform?(TheCanadianshavefinishedtheregistration)Li:I’llgetaporterforyou.(Toaporter)Excuseme,wouldyoupleasesendtheirluggagetothefifteenthfloor?Thankyou.(TotheCanadians)Let’staketheliftoverthere.AttheHotelDialogueOneAttheCustomsCustomsOfficial:MayIseeyour

,please?Smith:Yes,hereyouare.Officer:Isallyourluggagehere?Smith:Yes,

and

.Officer:Yourbriefcaseis

fromexamination.Willyoupleaseopenthissuitcase?Smith:certainly.Officer:Haveyouanythingto

?Smith:Oh,Ihaveonly

.Officer:What’sinthiscarton?Smith:Cigarettes.Officer:Wealloweachpassenger…cigarettes.We’llletintherestrictedamount

andpasstherestagainstpaymentofduty.Nowyoucancloseyoursuitcase.Smith:Isthatall?Officer:Yes,passon,please..Goodbye!Smith:Thankyou.Goodbye!asuitcase

passportanddeclarationform

abriefcase

declarepersonaleffects

freeofduty

WishyouaverypleasantstayinChina

exemptedBrown:Howfarawayarewefromthedowntown?Li:About40Kilometers,or24miles.Brown:notveryfar.

,isn’tit?Li:Yes,if

.Brown:Isourhoteldowntown?Li:Yes.We’ve

foryouatSheratonhotel,oneofthebesthotelsintown.Ihopeyouwillenjoyyourstayhere.Brown:Thankyou.I’msurewe’llenjoyit.Li:IsthisthefirsttimethatyoucometoChina?Brown:Yes.Li:Inthatcase,weshalltrytomakeyourtripaspleasantaspossible,sothatyouwill

.DialogueTwoOntheWaytotheHotelHalfanhour’sdrivethetrafficisnormalreservedtwosingleroomstakehomehappymemories.RolePlay

1.ImagineyoumeetanAmericanbusinessmanattheairport.Greettheguestandintroduceyourself,thentaketheguesttohishotel.2Supposeyouareaccompanyingyourgueststothehotel.Makeashortdialogueincludingthefollowingpoints.1)Abouttheweatherforthistimeoftheyearinyourcity.2)Thedistancebetweentheairportandthehotel.3)Aboutyourcity’sdevelopment,suchasindustry,economy,foreigntradeandscenicplaces.

Acommondefinitionoftheactofnegotiatingisthattwoormoreparties,whohavebothcommonandconflictinginterests,interactwithoneanotherforthepurposeofreachingamutuallybeneficialagreement.Thesuccessfulnegotiatormustchoosetheappropriatestrategy,protectthecorrectpersonalandorganizationalimages,dotherighttypeofhomework,askthemostrelevantquestions,andofferandrequesttheappropriatetypesofconcessionattherighttime.Beingaskillednegotiaterinanycontextentailsbeinganintelligent,well-prepared,creative,flexible,andpatientproblemsolver.Itshouldbeapparentthatsuccessinnegotiatinginternationalbusinesscontractsrequiresadeepunderstandingofthecultureofthoseontheothersideofthetable.Herewewilldrawuponsomeofthemostpositiveexperiencesofsuccessfulinterculturalnegotiator.ConcerntrateonLong-termRelationships,NotShort-termContractsThereexistsconsiderablevariationthroughouttheworldintermsofwhypeopleenterintobusinessnegotiationinthefirstplace.Insomesocieties,suchasU.S.,businesspeoplemayenterintonegotiationforthesakeofobtainingthesignedcontract;othersocieties,however,viewtheregulationsasprimarilyaimedatcreatingalong-standingrelationshipandonlysecondarilyforthepurposeofsigningashort-termcontract.EffectiveStrategiesforInternationalNegotiatorsReading

FormanyAmericansasignedcontractrepresentsclosingadeal,whereastoaJapanese,signingacontractisseenasopeningarelationship.Withthoseculturesthattendtoemphasizetherelationshipoverthecontract,isislikelythattherewillbenocontractunlessarelationshipoftrustandmutualrespecthasbeenestablished.Buildingrelationshipsrequiresthatnegotiatorstakethetimetogettoknowoneanother.Frequentlythisinvolvesactivitieseating,drinking,visitingnationalmonuments,playinggolf---thatstrikethetypicalNorthAmericanasbeingoutsidetherealmofbusinessandconsequentlyawasteoftime.Butthistypeofritualsocializingisvitalbecauseitrepresentsanhonestefforttounderstand,asfullyaspossible,theneeds,goals,values,interests,andopinionsofthenegotiatorsontheotherside.Itisnotnecessaryforthetwosidestohavesimilarneeds,goals,andvaluesinordertohaveagoodrelationship,foritispossibletodisagreeinanumberofareasandshallhaveagoodworkingrelationship.However,bothpartiesneedtobewillingtoidentifytheirsharedinterestswhileatthesametimeworkatareconcilingtheirconflictinginterestsinaspiritofcooperationandmutualrespect.ReadingFocusontheInterestsbehindthePositionsAfterthepartiesinanegotiationhavedevelopedarelationship,thediscussionofpositionscanbegin.Thisstageofnegotiatinginvolvesbothsidessettingforthwhattheywanttoachievefromthenegotiations.Fromaseller’sperspective,itmayinvolvesellingacertainnumberofdigitalcamerasatXdollarsperset.Fromtheperspectiveofthepurchaser,itmayinvolvereceivingacertainnumberofdigitalcameraswithin3-month’stimeatXminus$50perset.Oncethepositionshavebeenclearlystated,theeffectiveinternationalnegotiatorwillthenlookbehindthosepositionsfortheunderlyingneedsoftheotherparty.Butoftenthepositionofonesideisindirectoppositiontothepositionoftheotherside.

Ifthenegotiatorsfocusjustonthepositions,itisunlikelythattheywillresolveorreconciletheirdifferences.Butbylookingbeyondthepositiontothebasicneedsthatgaverisetothosepositionsinthefirstplace,itislikelythatcreativesolutionscanbefoundthatwillsatisfybothparties.Inthefollowingexample,awin-winsolutionwaspossiblebecausethenegotiatorswereabletoconcentrateontheneedsbehindthepositionsratherthanonthepositionsthemselves.TherepresentativeofaU.S.telecommunicationsfirmhadbeennegotiatingwiththecommunicationsrepresentativefromtheChinesegovernment.Aftermonthsofrelationshipbuildinganddiscussingterms,thefinalizationoftheagreementappearedtobeinsight.ButattheeleventhhourtheChineserepresentativeraisedanadditionalconditionthattooktheAmericanbysurprise.TheChineserepresentativearguedthatsincetheywereabouttoembarkonalongtermbusinessrelationshipbetweenfriends,theU.S.firmshouldgiveitsChinesefriendsaspecialreducedpricethatitwouldnotgivetoothercustomers.

ReadingTheproblemwiththisrequestwasthattheU.S.firmhadastrictpolicyofuniformpricingforallcountrieswithwhichitdidbusiness.Ifwelookatthissituationsolelyintermsofthepositionsofthetwoparties,itwouldappeartobeanimpasse.Letusconsidertheneedsbehindthepositions.TheChinesepositionwasbasedontwoessentialneeds:togetalowerprice,thussavingmoney,andtoreceiveaspecialfavorasasignoftheAmerican’sfriendshipandcommitmenttotherelationship.ThepositionoftheU.S.firmwasbasedonitsneedtoadheretotheprincipleofuniformpricing.Infact,theU.S.negotiatorofferedanotherproposal:toselltheChinesesomenewadditionalequipmentataveryfavorablepriceinexchangeforstickingwiththeoriginalpricingagreement.Suchanagreementmetalloftheneedsofbothparties.TheChineseweresavingmoneyonthenewequipmentandtheywerereceivingaspecialfavoroffriendshipfromtheU.S.firm.Atthesametime,theU.S.companydidnothavetoviolateitsownpolicyofuniformpricing.Oncethenegotiatorswerewillingtolookbeyondaprepackaged,non-negotiable,unilateralpositionforhavingtheirownneedsmet,theywereabletosetouttoexplorenewandcreativewaysofsatisfyingeachother’sneeds.

Reading1)Howdoyouunderstandthestatement“Attimesthetwosidesatthenegotiatingtableareliketwopersonsinacanoewhomustcombinetheirskillsandstrengthiftheyaretomakeheadwayagainstpowerfulcurrents,throughdangerousrapids,aroundhiddenrocks,andoverroughportages”?2)RefertotheexamplegivenintheInterestbehindthePositionsandpredictthelikelyresponsefromtheAmericancounterpart.3)Whyshouldbusinesspeoplepayattentiontotheholidaydifferencesindifferentcountries?Ⅰ.AnswertheFollowingQuestionsReading

1)Theplaneisabouttotakeoff.Pleasedon’twalkaboutinthecabin.

Exercise2Translation.Chinese飛機馬上要起飛了，請不要在客艙內走動。

2)Youcoulddrawdownthewindow-shadeandturnthereadinglightoffandfastenyourseat-beltsothatyoucantakeagoodnap.ExerciseTranslationChinese您可放下遮陽板，關掉閱讀燈，系好安全帶，好好休息一下

Chinese把帶子穿進帶扣，然后抽緊，就這樣。

3)Slipthebeltintothebuckleandpulltight,that’sall.4)Letmeshowyouhowtousetheoxygenmasks.Trytofigureoutthemeaningoftheunderlinedwordsinthefollowingsentencesandexplaintheclues.Chinese請讓我來向您示范如何使用氧氣面罩。5)Thisoneistheseatreclinedbutton.Ifyoupressthebutton,thebackofyourChairwillreclinesothatyoucanrelaxandbecomfortable.6)It’seasytoputthetableinorder.Justputituprightandturnthisknobtightly.Chinese5)這是椅背傾斜鈕。如果您按一下，椅背就會傾斜，這樣您就會感到輕松而舒適了。6)收起小桌很容易，只要把它豎起來，擰上擋板。7)Inordertoensurethenormaloperationofairplanenavigationandcommunicationsystem,youarekindlyrequestednottouseyourcellphone.8)Theplanewillmakeanemergencyhandingbecauseofthesuddenbreakdownofanengine.Benddownandgrabyourankles.Chinese7)為確保飛行和通信系統的正常操作，請您不要使用手機。8)由于飛機發動機出了毛病將做緊急迫降。彎下身來，抓住腳踝。A:您有要交稅的物品嗎?B:有，我在香港買了一只手表，價值100美元。A:Anythingelsebesidesthis?B:除了兩瓶威士忌酒和一條煙之外，沒有別的了。A:您可以帶價值100美元的免稅商品，所以您的手表不用交稅。B:DoIhavetopaydutyonthewineandcigarettes?A:不必。按規定每位旅客可以免稅帶兩瓶酒以及一條煙。B：Oh,Thankyouverymuch.EnglishA:Anythingdutiable?B:Yes,IboughtawatchinHongkong,whichcostsUSD100.A:Anythingelsebesidesthis?B:No,exceptthetwobottlesofwhiskyandacartonofcigarettes.A:YouareallowedUSD100duty-free,soyoudon’thavetopayanydutyonyourwatchandsuit.B:DoIhavetopaydutyonthewineandcigarettes?A:No.Eachpassengerisallowedtwobottlesofwineandacartonofcigarettesduty-free.B：Oh,Thankyouverymuch.CaseStudy

AskingforcreditreferenceApril20,2008Darton’sBankLtd.LondonE.C.2EnglandPrivate&ConfidentialDearSirs,WewouldlikeyoutoenquireintothefinancialandcreditstatusofafirminMilanonourbehalf.ThefirmisSantoDomino&Co.,distributorsofsparepartsforcars.TheirbankistheBancodiItalino,of73ViaMilano.Wewouldliketoknowtheirgeneralfinancialreliability.Inparticular,theirtradewithuswillinvol