Practical English Writings实用应用文写作Jessie Peng6) 体谅原则一封有效的书信能给收信人以深刻印象和影响，要想达到此目的，就应当设身处地为收件人着想，考虑他的要求、希望和利益等。
周密的思考有助于你更理解你的收件人，因此，你的要求将会更加实际和可以理解。
写作时要注意以下问题：(1)采取收信人的态度，即“You”attitude,避免采取写信人的态度，即“We” attitude。
比较下列句子：“We attitude”We allow a 5% discount for cash payments.“You attitude”You earn a 5% discount when you pay cash.“We attitude”We are pleased to announce that…“You attitude”You will be pleased to know that…下面两封信是这两种态度的典范。
第一封信是以“We” attitude 的方式写的，而第二封信是以“You” attitude 的方式写的。
试对它们进行比较，看看它们给你的印象有什么不同。
(a)May I express my thanks for the account you recently opened with our store. We are pleased to furnish a wide variety of products for the home or individual.We trust you will take full advantage of our store services, for we have the largest stock in the city. Also we make deliveries of our customers’ purchases free of charge within thirty miles of our store.We welcome you to Johnson’s. If we can be of additionalservice in any manner, please call on us.Translation:让我对你最近在我公司开户一事表示感谢。
我们乐意提供家庭和个人使用的各种产品。
我们相信你会充分利用我们的服务的，因为我公司所备货物时本地最充足的。
同时，我们的顾客所购货物，在距离公司30英里范围内，可以免费送货。
我们欢迎你光临本公司。
如果我们能在其他方面为你服务，请打电话给我们。
Thank you for the account you recently opened at Johnson’s. Serving you with your needs for clothing and home furnishings is a pleasure.You will find 34 departments at Johnson’s stocked with a variety of quality items. And courteous sales clerks are here to assist you in selecting the merchandise that best meets your requirements.You are always welcome at Johnson’s. Please call on us whenever you need additional service.Translation:感谢你最近在约翰逊商店开户。
为你服务、想你提供所需的衣着和室内家具与陈设品感到高兴。
你将看到约翰逊商店有34个部门备有各种高档货，彬彬有礼的售货员帮你挑选最称心的商品。
永远欢迎你光顾约翰逊商店。
有别的需要服务时，请随时光顾本店。
“You” attitude 并不是在一切场合下都适合表达“体谅”的，下列情况下使用“You” attitude 将会引起反感和不快：(1)当对方有错误时。
例如：(a) Your letter of July 1, tells you plainly that the goods you sent would reach us by the end of this month. (Improper) 贵方7月1日来函清楚地表明，贵方所寄货物将于本月底到达我方。
(b) I’m very glad to refer to your letter of July 1, from which we knew the goods we ordered would reach us by the end of this month. (Good)很高兴提及贵方7月1日来函，从中，我方得知我方所定货物将于本月底抵达我方。
(2)当对方表示过不同意见时。
例如：(a) You are entirely wrong in your attitude. (Improper)你方的态度是完全错误的。
(b) We know you have analyzed the matter from two viewpoints, but there is still one aspect which extremely important and which is worthy of being discussed by both of us. (Good)Translation:我们知道，你方已从两个方面分析了这一事件。
但还有及其重要的一个方面需要我们双方来商讨一下。
(2) 尽量以积极的方式谈问题，避免以消极的方式谈问题。
比较下列句子，看看哪一个更好些。
(a) We do not believe that you will have cause for dissatisfaction. (Negative)我们不相信你们会有理由感到不满意。
(b)We feel sure that you will be entirely satisfied. (Positive)我们确信你们会感到满意的。
(c) Your order will be delayed for two weeks. (Negative)你方订货要延期两个星期才能发出。
(d) You order will be shipped in two weeks. (Positive)贵方订货两周内装船。
7）正确国际商务英语应用文必须正确，否则就会引起误解，甚至走入歧途。
国际商务英语应用文，特别是商务信函，常常是各种商贸文件如合同、协议的基础，所以，常常涉及到贸易双方的权利和义务等。
这一事实必须赢棋作者的特别注意。
为保证商务应用文的正确性，作者应当记住下列几点：(1)选择惟一准确的事实、词语和数据。
如：You ask very short delivery for your order.贵方要求短期内贵方所订货物。
但是，短语“short delivery”指的是“重量短缺”，而非“迅速交货”。
Revised: You require quick (prompt) delivery of your order. 贵方要求迅速交货。
(b) The goods supplied are exactly equal to the sample. 所供货物完全与样品相同。
Revised: The sample represents as nearly as possible what can supply.此样品基本上代表我们可供的货物。
Or: The sample is the nearest in size to the goods you need.此样品的尺码最接近你们所需货物的尺码。
(c) All offers by telegram are open for five days.所有电报开盘五天内有效。
(没有解释和说明具体的五天) Revised:All offers by telegram are open for 5 days inclusive of the date of dispatch.所有电报开盘从发电之日起五天内有效。
(d) This contract will come into effect from Oct.1. 此合同从10月1日起生效。
未解答涵盖问题Revised: This contract will come into effect from and including October 1, 2001.本合同从2001年10月1日起，包括10月1日生效。
(2) 以实事求是的态度表明你要说的事，不要言过其实或者表达不够充分。
如：You shouldn’t say(a) This product is absolutely the best on the market. Revised: This product is the best one we can supply. (是我们能供应的最佳产品之一)(b) It is the lowest price available to you.Revised: It is the lowest price we can offer to you now.(现在能提供给贵方的最低价)(c) We assure you that this error will never occur.Revised: We’ll do all we can so that we may not repeat such an error. (一定尽力不再……)(3)在商务应用文写作时，要注意正确理解和使用商业术语。
如：●价格术语EXW (Export Works) 工厂交货价FCA (Free Carrier) 货交承运人FAS (Free Alongside Ship) 船边交货价FOB (Free on Board) 船上交货价，或离岸价CFR (Cost and Freight) 成本加运费CIF (Cost, Insurance and Freight) 成本加保险费、运费价，或(目的港)到岸价CPT (Carriage Paid To…) 运费付至……价CIP (Carriage and Insurance Paid To) 运费、保险费付至……DAF (Delivered At Frontier) 边境交货价DES (Delivered Ex Ship) 目的港船上交货价DEQ (Delivered Ex Quay) 目的港码头交货价DDU (Delivered Duty Unpaid) 未完税交货价DDP (Delivered Duty Paid) 完税后交货价●装运术语●Partial shipment (s) to be prohibited 不准分批装运●Shipment not later than May 1. 五月一日前装船（包括五月一日）●Shipment before MAY 1. 五月一日前装船 (不包括五月一日)●Two equal monthly shipments---during June and July. 六、七两月内分两批平均装运●Minimum of each lot to be 500 cases. 每批至少500箱。