UNIT THREE BUSINESS NEGOCIATION第一篇进出口商品交易会import and export commodities fair 销售部经理sales managersupply department 采购部brochure 宣传小册子scope of business 经营范围machine tool 机床workmanship 工艺make an inquiry 询价quotation 报价C.I.F Seattle 西雅图到岸价(*cost, insurance. freight) 调整价格adjust the pricecompetitive 具有竞争力bulk 很大substantially 大大地展台exhibition stand第二篇经营的新品new line of business 汽车零部件auto partsupdate 调整at the cost of 不惜以……为代价our part 我方发盘/报盘offer折扣discountsupplies 货物free sample 免费样品inspection 检验floor offer 底盘counter-offer 还盘合同格式format of contract规格specification单价unit price保险费由贵方承担the insurance premium should be borne by your sidebusiness transaction 生意顺利成交TEXTPASSAGE ONE英汉双向交互译：1．欢迎光临上海进出口商品交易会。
我叫陈明。
我是上海机械公司的销售部经理。
Welcome to Shanghai Import and Export Commodities Fair. My name is Ming Chen. I am Sales manager of the Shanghai Machinery Company Inc..2．Hi, Mr. Chen. My name is Sean Hudson. I am from Seattle, USA. I am in charge of the supply department of the Pacific Trading Company Ltd.您好，陈先生！我叫肖恩•哈德逊，来自美国西雅图，是太平洋贸易有限公司的采购部主任。
3．很高兴见到您，哈德逊先生！请坐！我向您介绍一下我公司的情况及产品。
I am very pleased to meet you, Mr. Hudson. Please sit down and allow me to introduce our company and its products.4．Thank you! I have read your brochure and am very impressed by your scope of business, especially the machinery tools you manufacture. I believe my customers will like your new products.谢谢。
我已看过贵公司的宣传小册子，贵公司的经营范围，特别是贵公司生产的机床品种，已给我留下了极为深刻的印象。
我相信我的顾客一定会喜欢你们的新产品。
5．您对我们产品感兴趣，我很高兴。
不过我们的宣传小册子仅仅介绍了我公司生产的一小部分机床。
您可以进来看看我们的展品。
I am glad that you are interested in our products. Actually our brochure shows just a fraction of our machine tools. You may come in and take a look at our exhibits in the show-room, if you please.6．Sure. Your exhibits are very attractive, though the workmanship is not so desirable. If you don't mind, I'd like to make an inquiry. Here's my list of interested machine tools. I'd like to hear your lowest quotations C.I.f. Seattle.好的。
贵公司的产品颇有吸引力，当然产品的工艺还是不尽如人意。
我是否可以向你询价。
这份单子上列出了我感兴趣的机床。
我希望您报一下西雅图到岸价的最低报价。
7．谢谢您的询价。
您单子上所列的机床我们都有。
这是我方的美国太平洋沿岸城市到岸价的价目单。
我们还可以根据您所想要的数量调整价格。
Thank you for your inquiry. We can supply you with all the required tools on the list. Here's my C.I.F US Pacific Coastal City price list. We may adjust the prices according to the quantity you want.8．Well, Mr. Chen, your prices are not competitive. My demand is bulk, but of course I'll have to reduce the quantity of my intended purchase substantially with your offer.好的，陈先生。
您的价格没有竞争力。
我的需求量是很大的，当然罗，按您的报盘我只得削减预定的购买量。
9．哈德孙先生，我刚才说过，我方的价格可以根据贵方的购买量进行调整。
如果使您不安的只是我方的报价，那么您可以先到其他地方转一圈，看一看，然后我们还可以再讨论我方的报价。
As I said earlier, Mr. Hudson, our prices can be adjustable according to your quantity of your requirement. If our offer is the only thing that bothers you, you may look around and call again for another discussion of our quotations.10．i sure will. Nice meeting you. I'll call home about your quotations and come back tomorrow with our decision.那是一定的。
能与您想回我很高兴。
我要通公司联系，汇报一下贵方的报价，明天我会把我们的决定告诉您。
PASSAGE TWO英汉双向交互译：1．噢，我对贵方经营的新品种颇感兴趣。
我可以看一下贵方汽车零部件的C.I.F.价目表吗？Oh, I am interested in your new line of business. May I look at your CIF price sheet of auto parts?2．Certainly. Lately we expanded our scope of business to better serve our Far East Asian customers, Chinese customers in particular. China is such an enormous market that nobody can afford to neglect. My company is willing to establish business relations with all interested Chinese parties.当然可以。
近来我们扩大了业务范围来更好地为远东亚洲客户服务，特别是中国客户。
中国是一个没有人愿意忽视巨大的市场。
我们公司愿意和所有有兴趣的中国伙伴建立业务关系。
3．听您这么说很高兴。
我们打算长期从贵公司进口一些汽车零部件，当然这得看贵方的价格是否比他人优惠。
坦率地讲，贵方单子上的价格毫无竞争力。
我希望知道贵方的最新报价。
That's very nice to hear. We should like to import auto parts form your company on a regular basis, provided your prices compare favorably with those of others. To be frank with you, your listed prices are indeed among the least competitive. I'd like to hear your most recent quotation.4．We have just updated our prices. But of course I don't mean our offer is final. As a result, we'd like to quote our new customers the most reasonable price to start our business relationship for the future, even at the cost of a substantial loss on our part.我方最近作了调价。
当然并不是说这是我们的最终报价。
按照我们的惯例，为了推动我们将来的业务关系的发展，我们会给我们的新客户一个合理的价格，即使这样做会使我方蒙受相当大的损失，我们也在所不惜。
5．但是从我对汽车零部件市场所掌握的信息来看，贵方的报盘没有吸引力。
此外我还需要时间来树立对贵方产品质量的信心。
如果您不愿给我方一些合理折扣，我打算等一下，先到别处看看再说。
But my knowledge of the auto parts market tells me that your offer is very unattractive. Besides, I need time to build up my confidence in the quality of your stuff. In any case, I'd rather wait and hunt around, if you were unable to include any reasonable discount.6．We guarantee the quality of our supplies. And we have free samples for your inspection. As for the discount, we can reduce the listed prices by 5%. This is our floor offer and you'll have to excuse me, we're not prepared for any counter-offer.我们保证产品质量。