第十八课: 商业谈判
Lesson 18: Negotiating
各位听众朋友好,欢迎您收听由澳大利亚澳洲广播电台和维多利亚州多元文化成人教育中心AMES联合为您编播制作的《商业英语教程》节目。我是马健媛。我们今天要学习的是第十八课。
在上一课里,我们学习了如何准备及主持商务谈判。在这一课中,我们将学习如何阐述自己的立场及澄清一些议题。另外,我们还要学习一些回应对方提议的不同方法。
在第十八课中,道格拉斯阐述了哈尔及哈迪公司的立场。他说:
Douglas: We would very much like to take on Silver Heaven as a partner,
and to promote and distribute your tea throughout Australia and
New Zealand.
道格拉斯: 我们非常乐于与“银色天堂”公司结成伙伴关系,将你们的茶叶产品行销于澳大利亚和新西兰。
Douglas: Our standard terms are the same for most of our suppliers and
we see no reason why they can’t work for Silver Heaven. By
this I mean we would agree to a price per kilo.
道格拉斯: 对于大多数我们的供货商来说,我们提出的条件都是一致的,我们认为这也应该适合于“银色天堂”公司。我的意思是说,我们同意以每公斤的价格计价。
Douglas: Transportation arrangements would be incorporated in the C.I.F. price. Packaging will happen offshore.
道格拉斯: 运输成本将计入到岸价格内,包装工作将在海外完成。
Douglas: That is, through your estate. We’ll provide the stickers and logos which will include all the legal trade markings.
道格拉斯: 这也就是说,在你们的工厂内完成。我们会向贵方提供标签及包含全部法律注册商标在内的公司标识。
Lian: Excuse me, Douglas. What exactly do you mean by C.I.F.?
丽安: 对不起,道格拉斯。您所说的到岸价格是什么意思?
Douglas: Oh, excuse me. C.I.F. stands for Cost, Insurance, and Freight of your product landed in Australia. Which will be borne by the supplier.
道格拉斯:哦,抱歉。到岸价格的英文是 cost insurance freight, 也就是说这些货物在抵达澳大利亚之前的全部费用由供货商支付。
Lian: So you’re saying that Silver Heaven will pay for transportation
and insurance?
丽安: 所以您的意思是说银色天堂公司要支付运输及保险费用?
Douglas: Yes, that’s right.
道格拉斯: 是的。
在这部分的对话中,道格拉斯开宗明义,首先阐述了他的公司在合作议题上的立场。他说:
Douglas: We would very much like to take on Silver Heaven as a partner, and to promote and distribute your tea throughout Australia and New Zealand.
道格拉斯: 我们非常乐于与“银色天堂”公司结成伙伴关系,将你们的茶叶产品行销于澳大利亚和新西兰。
类似的说法还包括:
We’re interested in forming a partnership with your company.
我们对于与贵公司结成伙伴关系很感兴趣。
We think it’s time to consolidate our position by merging.
我们认为现在是通过合并来加强我们公司的时候了。
We’re looking for a win/win partnership with your company.
我们寻求的是与贵公司达致一种双赢的伙伴关系。
现在请跟着老师一起来练习这些句子。
We would very much like to merge with your company.
We’re interested in merging with your company
We think it’s time we merged with your company.
We’re looking for a partnership between our companies.
在这段对话中,丽安对于道格拉斯提出的一个贸易专业名词有些不解,所以她礼貌地打断了道格拉斯的讲话并提出了问题。
Lian: Excuse me, Douglas. What exactly do you mean by C.I.F.?
丽安: 对不起,道格拉斯。您所说的到岸价格是什么意思?
Douglas: Oh, excuse me. C.I.F. stands for Cost, Insurance, and Freight of your product landed in Australia, which will be borne by the supplier.
道格拉斯:哦,抱歉。到岸价格的英文是 cost insurance freight, 也就是说这些货物在抵达澳大利亚之前的全部费用由供货商支付。
Lian: So you’re saying that Silver Heaven will pay for transportation
and insurance?
丽安: 所以您的意思是说银色天堂公司要支付运输及保险费用?
Douglas: Yes, that’s right.
道格拉斯: 是的。
无需赘述,谈判的目的是为了达成协议,而达成协议的重要一步就是谈判双方要非常清楚对方的立场。所以如果有任何不明白的地方,及时地提问或澄清议题是非常重要的。此时我们就会用到下列这些短语。
在询问对方是否明白时,我们可以这样说:
Is that clear?
这个议题清楚了吗?
Can you follow that?
这一点您清楚吗?
How does that sound?
这样说您明白吗?
在需要请对方澄清议题时,我们可以这样说:
What exactly does that mean?
准确地说这是什么意思呢?
So you’re saying that we’ll pay?
所以您是说我们要支付这笔费用?
Could you clarify a point for me?
可否请您为我澄清一个议题?
Could you explain what you mean by “win/win”?
可否请您解释您所说的双赢是什么意思?
好,现在请跟着老师一起来练习这些句子。在询问对方是否明白相关议题时,我们说:
Is that clear?
Can you follow that?
How does that sound?
在要求对方澄清有关问题时,我们这样说:
What exactly does that mean?
So you’re saying that we’ll pay?
Could you clarify a point for me?
Could you explain what you mean by “win/win”?
各位听众朋友,您现在收听的是澳大利亚澳洲广播电台为您编播制作的《商业英语教程》节目。
我们正在学习的是第十八课,“商业谈判”。
第十八课: 商业谈判
Lesson 18: Negotiating
谈判进展的很顺利,在道格拉斯阐述了他的立场之后,丽安做出了回应。请您特别注意接下来这部分对话中出现的生词和短语。
Lian: Thank you for outlining your position so clearly.
丽安: 谢谢您清楚地阐述了您的立场。
Lian: As I understand it, you are interested in exclusive rights to the
distribution of our tea.
丽安: 我的理解是贵公司希望拥有我们茶叶的独家经销权。
Lian: Silver Heaven will be responsible for packaging the tea and also
for ensuring its safe arrival in Australia by bearing the costs of
transportation and insurance.
丽安: “银色天堂”公司需要负责茶叶的包装并确保它们安全地运抵澳大利亚,运输及保险的费用由“银色天堂”公司负责。
Lian: Is this an accurate summary of your position so far?
丽安: 我这样总结您的观点准确吗?
Douglas: Yes, it is.
道格拉斯: 是这样的。
谈判进行到这里,丽安还没有准备接受道格拉斯提出的条件,但是她很礼貌地感谢道格拉斯的介绍。
Lian: Thank you for outlining your position so clearly.
丽安: 谢谢您清楚地阐述了您的立场。
为了确保自己准确无误地理解了道格拉斯的立场,丽安还特别对道格拉斯的讲话做了概述。她在句子的开头使用了这样一个条件状语短语“ As I understand it. 我的理解是…..”。在这种情况下,您还可以使用下列的短语。
Let me see if I’ve got this right…
让我看看这样理解是否准确。。。。
So, the most important thing for you is...
所以说,对您来说最重要的是。。。。
为了慎重起见,丽安在结束了她对道格拉斯讲话的概述之后还特别补充了一句话。她说:
Lian: Is this an accurate summary of your position so far?
丽安: 我这样总结您的观点准确吗?
和丽安这句话具有同样功效的句型还包括以下例句。
Is that what you meant?
您说的是这个意思吗?
Have I understood correctly?
我的理解正确吗?
Is that how you see it?
这是您的观点吗?
让我们一起来练习这些句型。
在概述他人的观点时,我们可以用下列短语开始句子:
As I understand it…
Let me see if I’ve got this right…
So, the most important thing for you is...
为了确保我们正确地理解了对方的意思,您可以使用下列句型加以澄清:
Is this an accurate summary of your position?
Is that what you meant?
Have I understood correctly?
Is that how you see it?
在今天这一课中我们学习了不少非常有用的句型。现在就让我们跟着老师一起来复习一遍。
在做概要性陈述时,我们可以使用的句型包括:
We’re interested in merging with your company
We think it’s time we merged with your company.
We’re looking for a partnership between our companies.
在澄清问题时,我们可以说:
Is that clear?
Can you follow that?
How does that sound?
在要求对方对某个议题加以说明时,下列的句型是不错的选择:
What exactly does that mean?
So you’re saying that we’ll pay?
Could you clarify a point for me?
在回应对方的说明介绍时,我们说:
Thank you for outlining your position so clearly.
在简要概述对方的观点之前,下列的短语会让你的语气听起来温和礼貌。
As I understand it…
Let me see if I’ve got this right…
为了确保我们准确无误地理解了对方的意思,在概述完对方的观点之后我们不妨用下列句型再度加以确认:
Is this an accurate summary of your position?
Is that what you meant?
Have I understood correctly?
Is that how you see it?
好,各位听众朋友,第十八课的内容就要结束了。下课之前请您跟着我们的英语老师一起朗读下面的句子。
As I understand it
You want fifty per cent
Is that what you?
That what you?
Is that what you meant?
As I understand it
You want fifty per cent
Is that what you?
That what you?
Is that what you meant?
各位听众朋友,第十八课到这里就全部结束了。我们将在第十九课中继续学习“商业谈判”这段对话的其它内容,欢迎您按时收听。
如果您希望更多地了解澳洲广播电台及维多利亚州多元文化成人教育中心AMES的其它各项服务内容,请登陆这两个机构的互联网站。我们的网址分别是 radioaustralia.net.au 和 ames.net.au
谢谢您收听第十八课的内容,我们下次节目时间再会。