国际商务英语谈判案例
International Business Negotiation
Technology transferring negotiation (技术转让谈判)
A: Wanlida Group Co., Ltd. is a high-tech enterprise specializing in producing consumer electronics. It plans to buy the patent or technology of DVD Chip from Royal Philips Electronics
B:Royal Philips Electronics of the Netherlands is a global leader in healthcare, lighting and consumer lifestyle, delivering people-centric, innovative products, services and solutions. They plans to transfer the use of patent in the form of license instead of selling it.
The main negotiation task is to focus on the following possible issues:
1. Form of transferring
2. Price
3. Terms
4. Transferring to the third party
5. Exclusiveness
Business negotiation planning
A 方策划：Negotiation situation analysis:
Our advantage:
Our company is a new and high technology enterprise focusing on the researching and developing, producing and selling consumer electronic products. Wanlida has three major production bases located in Nanjing, Guangzhou and Shenzhen respectively. Our industries cover digital audio & video products, GPS navigation devices, car multimedia systems, small home appliance,
telecommunication electronics, new energy resources products and electronic medical instruments.
According to our popularity in China, we can guarantee to make good use of the patent.
The opponent’s advantage:
The Royal Philips Electronics is a multinational company, and it has a very popularity, too. And it is famous for its electronic products. So far, they still possess the patent of the DVD chip. There are many companies who have willing and ability to buy their patent. So it is competitive for us.
Negotiation agenda:
Negotiation place: ~~~~~
Negotiation time: 16:00 on June 4th ,2013
The total time of this negotiation is 20 minutes.
1.the form of transferring, 8 minutes.
Desired goal:Once the contracted is signed, the Royal Philips Electronics haven’t any rights of the patent. It means our company becomes the new patentee, and we are entitled to exercise all the rights of this patent.
Bottom goal: patent license
2.price, 5 minutes.
Desired goal:6,0000 dollars and 6% of profits.
Bottom goal:10,000 dollars and 8% of profits.
3. terms, 4 minutes
Desired goal: use 2 years. Pay by installment. We will pay off in 2 years.
Bottom goal: 3 years.
4.transferring to the third party, 4 minutes
Desired goal:The Royal Philips Electronics can’t transfer the patent to the third party.
Negotiation strategies:
It is the first time that we negotiation with each other, and we don’t know each other too much. In order to make negotiation smoothly, it is necessary to formulate emergency plans.
(1) form of transferring:
Understand our and the other party’s needs and objectives. (2)price
Emphasize the commonalities and minimize the differences between us and them.
(3)terms
Search for alternatives that meet the goals and objectives of the two parties.
(4) transferring to the third party
Achieve clear and accurate communication by both parties.
Skills:
1) Feinting : size our core interests, and guide the other to unimportant problems.
2) Shifting levels
B方策划及相关资料
Negotiations
Team6
The outline of Technology transferring negotiation
The content:
The introduction of Royal Philips Electronics of the Netherlands(3min)
The instrumental goal is to make our company known to ourselves.
Form of transferring,the license only gives one the right to manufacture the equipment(5min) The desired goal:transfer the right to use the patent in the form of license instead of selling it.And as a result of the transferring of technology, our royal Philips Electronics can promote the information, capabilities, and transplant, introduction, communication and popularization.
Price(5min)
The desired goal: Get paid by US$100,000 as initial payment for buying the production rights from our company, and 10% of the sales price on each product sold.
4、Terms：3years(3min)
5、Transferring to the third party(4min)
The acceptable goal:Limit the transferor in a regional context will be the same technology to the third transfer terms.
流程及任务分配
B方：Royal Philips Electronics of the Netherlands
Q：屈M：马L：李
Part1
A:介绍谈判成员
B：介绍成员，指定Q介绍公司，M介绍会议议程
A：同意议程
Part2
A：请求技术转让
B:不同意L
A：技术转让理由
B：公司惯例不允许技术转让Q
A：提出要求，并要求提供服务
B：L
Part3
B：提出价格L
A：不同意
B：提供报价的原因L
A：让步，并提出让步条件
B：同意让出销售市场Q
B：转让税收M
A：同意
Part4
B：时间五年L
A：不同意，提3年
B：说明理由，围绕技术先进Q
A：市场的不确定性
B：同意L
Part5
A：转让第三方问题
B：作为公司专利一定时间内转移M
A：提出利润
B：同意
What we can offer:
一、Form of transferring
1、Patent ownership legally合法拥有所有权
2、through the practice of the production process,the patent is mature.the production is excellent in performance.
3、Delivery of Documentation 交付的文档
Documentation : instructions, manuals, drawings, computer software, data base, and so on. 文档:说明、手册、图纸、计算机软件、数据库等等。
distinguishing feature complete, accurate, legible 完整、准确、清晰
Allowing no excuse for missing pages , poor translation, misnomers etc. 允许没有借口失踪的页面,少的翻译,misnomers等等
4、技术的先进性
二、Price:
1、technical assistance 技术援助1)Before start-up project planning and design project implementation efficiency and environmental protection 2) During start-up qualified technician from licensor on site advise, guide, help in relation to manufacture 3) Routine production Licensee should request so. qualified help any time in the term of contract
In the term of the contract, we provide technical assistances at any time.
2、技术培训Our company will assign technical personnels and authority experts into your
company to implement the technical training for one month.
Technology training goal: the company is able to use our technology smoothly.
The seller's technical personnel shall carry out to the agreed working schedule.
their work according
3、tax revenue税收：The transfer of patent income according to "the transfer of intangible assets" items to pay business tax, urban construction tax and education surcharge.
4、Make sales in the Chinese market, in order to improve the transfer fee让出销售市场
三、Terms
3 years
The first year: stability, quality products.
Second years: to find out the situation of production and sales and market demand
Third years: comprehensive evaluation of production and sales, and then determine whether to continue the transfer
3年
第一年：生产的产品的稳定性、品质
第二年：摸清生产销售情况及市场需求
第三年：综合评估生产及销售，再确定是否继续转让
四、Transferring to the third party
1、保证：Limit the transferor in a regional context will be the same technology to the third transfer terms.
All disputes arising from the execution of this Agreement shall be settled through friendly consultations. In case no settlement can be reached, the case in dispute shall then be submitted to the Foreign Trade Arbitration Commission of the China Council for the Promotion of International Trade for arbitration in accordance with its provisional rules of procedure. The decision made by this Commission shall be regarded as final and binding upon both parties.
Arbitration fees shall be borne by the losing party ,unless otherwise awarded.
在履行协议过程中，如产生争议，双方应友好协商解决。若通过友好协商达不成协议，则提交中国国际贸易促进委员会对外贸易仲裁委员会，根据该会仲裁程序暂行规定进行仲裁。该委员会的决定是终局的，对双方均具有约束力。
仲裁费用，除另有规定外，由败诉一方负担。
2、Force Majeure 不可抗力
“Neither party shall be liable in damages or have the right to terminate this Agreement for any delay or default in performing hereunder if such delay or default is caused by conditions beyond its control including, but not limited to Acts of God, Government restrictions (including the denial or cancellation of any export or other necessary license), wars, insurrections and/or any other cause beyond the reasonable control of the party whose performance is affected”.
“任何一方都不需承担损害赔偿或有权终止本协议,任何延迟或默认执行本如果这样的延迟或违约是由于超出其控制的条件,包括但不限于天灾、政府限制(包括拒绝或取消任何出口或其他必要的许可证)、战争、叛乱和/或其他任何原因超出了合理控制的党派,其性能受到影响”。
M发言稿
Good afternoon,every one.Let me introduce the agenda of the negotiation to all of you.Our company has divided this negotiation into 4parts.The first part is focus on the form of transferring
about DVD player.Then the price associated with the whole price of the patent’s license.After that,we talk about the term of the negotiation.At last,we discuss on the transferring to the third party.If both of us can reach our goal,wo hope to sign contract with you.What is your suggestions to the agenda?
We provide you technical assistance during the whole course.Before start-up,we help you to make plan and design the project implementation efficiency through our experience.During start-up,we will offer you technician from licensor on site advise,guide,help in relation to manufactures.And in your routine production,we are pleased to help any time in the term of contract.
Yes,according to the law,the transfer of patent income according to "the transfer of intangible assets" items to pay business tax, urban construction tax and education surcharge.Standing on our side it is easy for you to pay the tax!Right?
Our company have the ownership of the patent of DVD players legally,and through the practice of the production procession,the patent is mature,and its production is excellent in performance.So we hope our patent can benefit more and more people,therefore,transferring to the third party is the wisest choice.Since you show great sincerity,we promise to limit the transferor in a regional context will be the same technology to the third transfer terms.
“Neither party shall be liable in damages or have the right to terminate this Agreement for any delay or default in performing hereunder if such delay or default is caused by conditions beyond its control including, but not limited to Acts of God, Government restrictions (including the denial or cancellation of any export or other necessary license), wars, insurrections and/or any other cause beyond the reasonable control of the party whose performance is affected”.
“任何一方都不需承担损害赔偿或有权终止本协议,任何延迟或默认执行本如果这样的延迟或违约是由于超出其控制的条件,包括但不限于天灾、政府限制(包括拒绝或取消任何出口或其他必要的许可证)、战争、叛乱和/或其他任何原因超出了合理控制的党派,其性能受到影响”。
谈判示例
A: Shall we get down to business now?
B: OK, I’m ready.
A: In what form will you transfer the patent?
B: We’d like to transfer the right to use the patent in the form of license.
A: But the license only gives one the right to manufacture the equipment. What about the technology not included in the patent?
B: Don’t worry. We’ll provide you with all the information and also 8 technicians needed to manufacture the equipment.
A: That’s good. How long will you allow us to use the patent?
B: 3 years.
A: Will, but we shall need you to train our workers in operating the equipment. How long do you
anticipate it will take?
B: About one month.
A: How much will you ask for?
B: We hope you will pay us US$100,000 as initial payment for buying the production rights from us, and 6% of the sales price on each product sold.
A: I’m afraid that we cannot accept that. We hope
you can decrease to 4% of the sales price on royalty.
B: In view of our long business relations, we may satisfy your requirement.
A: Thank you very much
and has the world’s most advanced technology for both production and management. In this line we can supply all license, equipment, engineering service and technical assistance.
B: What right will the license grant to our plant？
A: It will grant rights of both manufacturing and sale of our products.
B: Does the license include the patent?
A: Yes, and the validity of the patent is 10years from now. What about the payment for the technology?
A: Which would you prefer, a lump sum payment or a combination of an initial fee and royalty. B: We prefer the combination of initial fee and royalty.
A: Then in addition to an initial fee of US$300,000, the royalty is 5% of the net sales price of the products.
B: We accept the amount of US$300,000, as the initial fee, but we propose that you reduce the royalty rate to 4% of the net sales price.
A: Well.，4%..., it’s K.
B: Wonderful. Thank you very much.
B: We have reached an agreement in payment because of our sincere date of the contract; you must pay the initial payment for our license. Besides, you must pay us a running royalty of 4% of the net sales of the licensed products during the period of ten tears after the effectiveness of the contract.
Negotiation: the bargaining process in which two or more players confer with each other to resolve conflicts,coordinate relations ,meet each other 's needs and maintain self-interests. Business negotiation: a process of conferring in which the participants of business activities communicate,discuss and adjust their views,resolve conflicts,and finally reach an acceptable satisfying agreement in order to close a deal or achieve a proposed financial goal. International business negotiation: the discussion process between different interest groups from different countries or regions to compete a cross-border transaction. 3.Horizontal negotiation: the conferring process in which all the issues concerned are presented first and the discussed one by one,and an issue which can not be settled at once may be skipped and settled later until all the issues are settled properly. 4.vertical negotiation: the conferring process in which all the issues to be discussed are listed according to their logical relations and then settled one by one in this logical order. 5.A simulated negotiation:
C=Carrence H=Harrison C: How time flies! You’ve been in Wuhan for one week. How’s your feeling about the trip here? H: Fabulous! The beauty of Wuhan is really more than words could describe. C: Glad to hear that. By the way, what impresses you most in this metropolis during your trip here? H: I ‘d like to say Hubei Provincial Museum has created an indelible impression on me. Because I can have easy access to the magnificent history of Hubei here, thus substantially helping me understand the people, the custom and other aspects of the culture here. C: Surely! Hubei is an abundant land full of luminaries. As the capital of Hubei Province, Wuhan really enjoys an unbroken history and a splendid culture. H: Yup, It seems that much more attention has been paid to the tertiary education in your province. I do appreciate the universities here. C: Great! Of all the universities you have visited here, which do you love best? H: Honestly speaking, Hubei University has won my heart because this university has a very strong academic atmosphere and the students here are spectacularly conscientious and fastidious. C: Thank you! We really don’t deserve it.. As for our trip to the Red Chamber, how do you like that place? H: Marvelous place! It’s quite a sym bolic building that manifests a lot about the 1911 Revolution. Having visit this historic site, I really find that my admiration towards Sun Yat-sen, the founding father of China, has enormously strengthened. C: Wow, hoe knowledgeable you are! It’s really amazing that you know so much about the history of China. H: Thank you so much! To be quite honest, I’ve done a lot of preliminary work before my trip here. What’s more, I show tremendous interest in the Chinese history. C: Perfect! So next time when you come here, remember to call me and I will show you around more historical spots here. H: Amazing! Oh, time pressing, I’ve got to catch the plane. C: OK. Looking forward to seeing you next time soon! Byebye! H: Bye! 朱：时间过得真快啊，黄金周都要结束了。你对这次的行程感觉怎么样呢？ 徐：好极了！武汉美得简直用言语难以形容！ 朱：很高兴你很享受这次行程。问一句，这个城市给你印象最深的地方是什么呢？ 徐：我想湖北省博物馆给我留下了很深的印象。在这里我可以感受到湖北省的庄严历史，这大大的帮助我了解这里的人，这里的习俗，和这里文化的其他一些方面。 朱：确实是，湖北这个地方人杰地灵，作为其省会的武汉尤其具有深厚的历史文化底蕴。徐：是的。似乎你们政府对武汉高等教育的投入很大，我很欣赏这里的大学。 朱：在这些大学中你最喜欢那一个呢？ 徐：老实说，我最喜欢湖北大学。因为这所学校有很浓的学术氛围，而且这里的学生都很勤奋都很认真。 朱：哪里哪里，谢谢你的抬举。你还记得我们参观过的红楼吗？你觉得那里怎么样？ 徐：那是一个令人惊奇的地方，那是见证了辛亥革命的标志性建筑。参观完那里后，我对孙中山先生，新中国的奠基人，更加崇敬。
关于英语秘书求职信 第一段：表明写作目的/求职目的，获取信息的来源 I am writing to response to your advertisement in China Daily of Oct 30th for a secretary. I should be grateful if you consider me favorably as a candidate for the position. I am writing this letter to apply for the position of secretary which you have advertised in China Daily of Oct. 30th. Your advertised position of secretary interests me and I would like to apply for a chance to take a personal interview. I am interested in working with you. I wonder if there is any open vacancy for me. I am writing to express my interest in your recently advertised position as a secretary. I am writing to recommend myself as a qualified candidate for the open position advertised in China Daily of Oct 30th. 第二部分告诉对方与这份工作相关的教育背景，工作经历，甚至是以此有关的个人兴趣爱好等。为了字面的整洁和排版的清晰，通常分2-4段。
Negotiation Skills 1. Never negotiate if it’s not necessary Bargaining is not negotiating, nor complaining. Sometimes customers just want to express their feelings to us, we shouldn’t treat them as the beginning of negotiation. Try to solve the problem, but needn’t to negotiate. New salesmen tend to negotiate everything with the customers, but neglect some of them is not necessary. 2. Never negotiate with yourself Before negotiation, we should set up clear objectives in our minds. The target could be divided into several levels, but we shouldn’t hesitate or change them during the negotiation. If we find something wrong, then stop the negotiation or seek for a new round in future. “No deal” can mean a very good negotiation. If we need to go away from the table, just do it. 3. Never accept the first offer , and 4. Always ask for more People are used to keep some space to turn around. Both purchasers and sales will make some compromise during negotiation. The first offer usually gives a limit oranticipation for both sides to start with. For our sales, it is very important to provide the first offer higher than what we want. 5. Try not to be the one with the opening position
Unit 1 ?李颖：We are going to ascend the great wall tomorrow morning. So I’d like to go to bed early and have a good sleep this evening. You know climbing the great wall is not an easy job. ?明天早上我们计划去爬长城，所以我想今晚早点休息，好好睡一觉。你知道爬长城可不是一件简单的事情。 ?Jack: Great. The Great Wall is very famous and becomes a must for tourist in Beijing. Would you tell me something about it? ?好啊。长城那么有名，是游客来北京必去的景点。你能和我说一说长城么？ ?李颖：OK. The construction of the great wall took altogether over 2000years.it started in the Zhou dynasty in the 7th century. B.C. And continued until Ming Dynasty in the 15th century A.D. The existing wall was built in the Ming Dynasty. ?好。长城的整个建筑过程持续了总共两千多年，始于公元七世纪的周朝，后来一直延续到公元后十五世纪的明朝。现存的城墙都是明朝修建的。 ?Jack: The Great Wall is indeed the crystallization of the industry and wisdom of the Chinese people and also a symbol of ancient Chinese culture. Then why the ancient people built the wall? ?长城的确是中国人民勤劳智慧的结晶，同时也是中国古代文化的象征.那么为什么古代人民要修建长城呢？ ?李颖：It was constructed to guard against the invasion by nomadic tribes from the north. When enemy troops approached, guards on watch would send smoke signals from the beacon-fire towers as an alarm. ?修建长城是为了抵御来自北方游牧民族的入侵。敌军逼近时，放哨的警卫就会在烽火台上发送烟雾信号作为警报。 ?Jack: How did they manage to do so? Can you be more specific? ?他们怎么发送烟雾信号作为警报呢？你能说的具体点么？ ?李颖：Those towers on the wall are spaced at equal distances from each other. When guards in a tower saw the signals from its neighbor, they immediately did the same thing .In this way; the signals would be relayed to the capital. ?长城上的烽火台是均匀分布的。如果烽火台上的警卫看到相邻烽火台上发出的信号，他们就会立刻跟着发出信号。这样一个接一个信号就传到了都城。 ?Jack: what the smart idea the ancient people had! I was told that in china. People usually call the Great Wall “Ten Thousand Li Long Wall”. Does it really mean that long? ?古代人民的想法真是巧妙啊！我听说在中国人们通常把长城称作“万里长城”。真的有那么长么？ ?李颖：Yes, exactly. It runs all the way across the eastern half of china with a length of about 6 000 kilometers. 是的，正是这样。长城绵延约6 000公里，穿越了中国的东半部。 ?Jack: 6 000 kilometers! It is unbelievable. 6 000公里！难以置信。 ?李颖：The Great Wall is said to be the only building on the earth that can be seen from the outer space. 据说万里长城是从外太空可以看到的地球上唯一的建筑。
文秘英语情景对话 Scene one:Office reception Character:Mary(ABC company’s secretary) Cherry( XYZ company’s Deputy General Manager ) Place：Secretary's Office ,ABC company C：Hi,I 'm Cherry Stark, from China XYZ Company. We have an appointment with Mr. Thomas. M：Welcome to ABC Company. We have been expecting you, please have a seat. I will call him. C: Thank you. M: I 'm sorry . Mr. Thomas is making a long distance call. Please wait for a few minutes. C: OK. I would like to wait here. M：In the meantime, may I ask all of you to sign in so that I can issue your passes? C：Should each of us write separately? M: Yes, please. Please print your name and company name, and the person you are going to see. Mr. Thomas will be here very soon. Would you like some coffee or tea? C: Coffee would be fine. M: How would you like your coffee? C: I like it black.
Sales and business talk Negotiating price A 很遗憾你们报的价格太高，如果按这种价格买进，我方实在难以推销。 B 如果你考虑一下质量，你就不会觉得我们的价格太高了。 A 那咱们就各让一步吧。 A: I'm sorry to say that the price you quote is too high. It would be very difficult for us to push any sales if we buy it at this price. B: well, if you take quality into consideration, you won't think our price is too high. A: Let's meet each other half way. A 很遗憾，贵方的价格猛长，比去年几乎高出20%。 B 那是因为原材料的价格上涨了。 A 我知道了，多谢。 A: I'm sorry to say that your price has soared. It's almost 20% higher than last year's. B: That's because the price of raw materials has gone up. A: I see. Thank you. A 这种产品你们想订多少 B 我们想订900打。 A 目前我们至多只能提供600打。 A: How many do you intend to order B: I want to order 900 dozen. A: The most we can offer you at present is 600 dozen. Quantity A 这些大米我们检验过了，重量不够，我们感到奇怪。 B 我们出售商品是以装船重量为准，不是以卸货重量为准。 A 我知道了。 A: We have inspected the rice, and we're surprised to know that the weight is short. B: We sell our goods on loaded weight and not on landed weight. A: I see. Packing A 下面我想就包装问题讨论一下。 B 请陈述你们的意见。 A 好，我们希望我们对包装的意见能传达到厂商。 A: The next thing I'd like to bring up for discussion is packing.
四川财经职业学院 《文秘英语》课程教学大纲 一、课程性质与任务 《文秘英语》是专科英语的选修课程，教学对象为我院08级各专业学生。本课程从培养岗位应用型人才的总体目标出发，结合学生毕业后的工作实际，力求向学生提供其工作岗位所需要的基本的英语知识和技能，培养学生使用涉外业务英语的能力, 提高文秘从业人员熟悉办公室中常见的涉外活动。 通过本课程的学习,学生应掌握相关行业实用写作文体、实用口语，提高和掌握文秘英语交流的基本技能和涉外英语交际能力等，其中包括专业文献阅读、翻译、写作和口头交际的能力，成为适应社会需要的应用型涉外工作者。 二、教学要求 通过本课程的教学，使学生能够掌握一定的相关行业实用写作文体、实用口语，提高和掌握文秘英语交流的基本技能和涉外英语交际能力。 1、听力能力要求：能基本听懂正常语速的一般旅游活动中的电话、对话等，并能结合具体语言环境，理解所听内容的深层含义。 2、阅读能力要求：能读懂一般难度的英语文章能够承担办公室中常见的涉外活动中的英语阅读和翻译工作。 3、口语能力要求：能够应付日常工作中的交流。语音、语调正确，语流基本连贯顺畅，表达基本得体。 4、英汉互译能力要求：能够翻译一般性办公室文秘方面的各种材料。能够承担办公室中常见的涉外活动中的英语翻译工作。 5、词汇要求：认知词汇达到3,000左右单词。 6、能够正确写出一般性办公室常见的涉外活动的材料。学习使用涉外业务英语的能力。 7、综合素质要求：要求学生具有乐观、积极、向上的心理素质和勇于创新、不断更新自身知识体系的精神。 三、教学内容 《文秘英语》课程共由5个章节组成： 第1章 第1节商务电话Business Calls 第2节留言Leaving and Taking Messages 第3节留言机留言Leaving Answering Machine Messages 第4节接待访客Dealing With Visitors 第5节约见客人Making Appointments 第6节拒见客人Declining Visitors 第2章 第1节鸡尾酒会Cocktail Party
Unit1句子口译 第一部分 1. 这是您第一次来广西吗? 1. Is this your first visit to Guangxi﹖ 2. 很高兴见到您?我们一直期待着您的到来? 2. Glad to see you. We’ve been expecting your coming. 3. 在过去的几年里,广西发生了很大的变化?越来越多的外商开始来南宁投资? 3. Over the past several years, Guangxi has witnessed great changes. More and more foreign businessmen began to invest in Nanning. 第二部分 1. 这是一家五星级酒店,地理位置优越?交通方便? 1. This is a five-star hotel with an ideal location and convenient transportation. 2. 希望你们对这里的住宿和服务感到满意? 2. I hope you can find the accommodation and services here satisfactory. 3. 所有费用由公司报销/负担? 3. All the expenses will be borne by the company.
4. 如果您在这里遇到不便之处,或需要帮助,请立即与我联系? 4. If any inconveniences occur or you need any help, please do not hesitate to contact me. 第三部分 1. 防城港位于广西南部北部湾北岸西端,是中国沿海24个主要港口之一? 1. Fangcheng Port is situated at the west end to the north coast of the Beibu Gulf in south Guangxi. It is one of the 24 major ports in coastal China. 2. 规划的港口岸线长50.3公里,可规划建设深水泊位200多个? 2. The planned port line is 50.3 kilometers. More than 200 deep-water berths can be built along the line. 3. 港口始建于1968年3月22日,1983年7月国务院批准对外开放? 3. The port was initially built on March 22, 1968 and was opened in July, 1983 with approval from the State Council. 4. 防城港地处华南经济圈?西南经济圈与东盟经济圈的结合部,是我国内陆进入东盟国家最便捷的出海门户? 4. Located at the conjuncture of South China Economic Rim, Southwest China Economic Rim and ASEAN Economic Rim, Fangcheng Port serves as the most convenient access of China’s mainland to ASEAN countries.
情景：外国客户协同翻译来中国和一家外贸公司谈生意，中方公司派人接机。意外连连，外国客户行李丢失，心急如焚，在接待处向机场工作人员询问。 角色：A外国客户Miss.Brown B外国客户翻译C中方代表(会一点英语) D机场工作人员 A: Where can I get my baggage? I can'find my baggage. B我在何处可取得行李?我找不到我的行李。 D:我们正在调查，请稍等一下。 B: Please wait for a moment while we are investigating. A:Here is my claim tag. B :这是我的行李票。 A:We may have lost some baggage so we'd like to make a lost baggage report. B:我们可能遗失了几件行李，所以必须填份行李遗失报告。 D:请和我到办公室。 B: Would you come with me to the office? A: Could you please check it urgently? B:是否可麻烦紧急查询? A: How soon will I find out? B:多快可找到? D:你总共遗失了几件行李?请描述你的行李。 B : How many pieces of baggage have you lost? Can you describe
your baggage? A:I have two pieces of luggage missing. One is a medium-sized Samsonite, and it's gray,and the other is a large leather suitcase with my name tag. It's dark blue. How can you help me if you can't find my baggage today? B:一个是中型的灰色绅耐特皮箱。另外一个是上面系有我名牌的大型皮制黑蓝色行李箱。 A: Please deliver the baggage to my hotel as soon as you've located it. B:一旦找到行李，请立即送到我停留的饭店。 A : I'd like to purchase what I need for the night. B:我想要购买过夜所需的用品。 D :我们会尽快处理好，把行李送到你的住处 B :they’ll try their best to find your luggage and send them to your hotel as soon as possible . A :OK .thanks！ B :非常感谢！ 突然，老外手中的电话响了 C:你好！我是代表我们公司来接你们的 A: oh,m y god ! I can’t understand what she is saying把电话给翻译 B喂，你好！我是Miss.Brown的翻译有什么事情跟我说好了我向Miss.Brown 转达。 C你好，我是公司派来接你们的，我已经在机场了，你们在哪里？
2009级课程设计 任务：09级学生在12周内，完成一篇与自身专业方向相关的全英文作文。 要求： 1.选择与自身专业方向（如国际商务英语方向、旅游与酒店管理、 文秘方向）相关的话题，完成一篇作文。可以从自身的实践谈，但必须与英语相关。全文主要分成三部分：字数: 800-1200（即3-5页） a.介绍选题的原因，目的和意义。 b.正文部分进行详细阐述。 c.对全文进行总结，并得出相应的结论。 2.封面填写要求： a.字体：中文和数字三号宋体，不加粗；英文小三号Times New Roman b.系别专业: 外语系英语专业 c.实验课程：课程设计 d.班级: 填写方式与论文填写方式一样， 即：2009级英语（旅游与酒店方向）* 班 2009级英语（国际商务方向）* 班 2009级英语（文秘方向） e.可在模版上根据自己的信息进行修改，但注意下划线长度一致。 3．成绩填写： a. 百分制：100%
b. 成绩分布： 4．导师指导修改及评分参考： a. 是否出现语法错误。 b. 全文结构安排是否合理，衔接过渡是否合乎逻辑。 c. 是否具有实践经验总结或指导意义。 5．正文格式如下： a.题目：Times New Roman小二，加粗，居中。 b.空一行开始正文，段首缩进2个字符 c.全文分成三部分，每一部分不用小标题。正文字体为Times New Roman小四。 1.5倍行距。不加粗。 d.范文如下：
成都信息工程学院银杏酒店管理学院 实验报告 系别专业外语系英语专业 实验课程课程设计 指导教师谢璐 学生姓名陈宾力 班级2009级英语（旅游酒店与管理方向）1班学号2009511210
Business Negotiation Plan 课程代码 04C12 课程名称 商务谈判 专 业 商务英语 时 间 2016年6月 组 员崔梦瑶 0134286 杨霞 0134290 肖招兰 0134288 徐云娟 0136228 Business Negotiation Plan Party A (seller): Gree Electric Appliances Inc. Of Zhuhai Party B (buyer): Happiness Household Appliances Inc. of New York Date: June 6th,2016 Venue : meeting room of our company Negotiation team: Cui Mengyao Xiao Zhaolan Yang Ming Xu Feng Li Tian
Division of work: Member Position Cui Mengyao The main negotiator the main representative of our negotiation team, who is this negotiation. Xiao Zhaolan The vice negotiator She’s responsible for giving suggestions to the main neg Yang Ming The recorder His task is to make written records during negotiation. Xu Feng The legal advise He is in charge of negotiation disciplines and legal code Li Tian The financial person He is in charge of clause on price and financial problem and purposes of the other party. Theme of negotiation : Party B would like to buy air conditioners from our company ,we will negotiate around the two main questions as following : 1. The price and the discount of air conditioners 2. The way of payment and the time for goods delivery Background: 1. It is the first time for us to cooperate with Happiness Household Appliances Inc. of New York which is a startup and want to buy 3000 sets of air conditioner from company , our party should not only sell our products and expand our market with reasonable price, but also build up long-time relationship with them. 2.Current market is buyer’s market, and competition on air conditioners are fierce ,which means that Happiness Household Appliances Inc. of New York enjoy more advantage during negotiation. 3. Both of two sides have relatively strong intention to cooperate with each other.
迎来送往 Interpret the following dialogue alternatively into English and Chinese: A: 先生，请问您是从美国来的约翰逊先生吗？ B: Yes, I am David Johnson. And you must be Mr.Zhang. A: 是的，我叫张明。约翰逊先生，我一直在此恭候您的来到。 B: Thank you for coming to meet me. Just call me David. First name is more friendly than last name. A: 好的，欢迎您到上海来，旅途可好？ B: Not too bad. But we were later than expected. Our plane delayed taking off as we ran into a storm. We were held up for several hours at the airport, waiting for the storm to clear up. But on the whole, we had good flying weather. A: 嗯，您也安全无恙到达了，经过这么久的旅行肯定很累了，我们直接开车回宾馆吧。 B: Yes, I am rather tired. But I’ll be all right by tomorrow. A: 但愿如此，我们明天晚上为您安排了一个宴会。 B: You’re very kind, indeed. I’ll be glad to come. A: 好的，我们王总要我想您问好，遗憾的是他不能亲自来接你。: B: It doesn’t matter at all. A: 我祝您能在此过得愉快。有什么需要，请跟我说。我去推行李车，您到行李台那里等我 吧。 B: Thank you so much. You take the traveling-bag and I can manage the cases A: 都齐了，我们的车等在外面，我们走吧。 B: Yes. Let’s go. 宾馆入住 A: 晚上好，欢迎光临富平饭店。能为您效劳吗？ B: Yes, I’d like to check-in, please. A: 好的，请问您的姓名？ B: Y es, it’s Robert Smith. A: 先生，您有没有预约？ B: Yes, for tonight. A: 请稍等，我查一下预约纪录……让您久等了，我们恐怕没有你们的预约纪录。您在哪里 预约的？ B: That’s very strange. It was made about two weeks ago through our travel agents at home, Orient Tours, California. A: 请稍等，我再查一下预约纪录……让你久等了，我们恐怕没有东方旅行社以您的名义所 做的预约纪录，你有确认函吗？ B: No, we don’t, we only have a copy of our itinerary.
Key to Unit 1 How Does One Become a Secretary? Section 1 Being Interviewed I. 1.personnel 2.manager 3. in 4.answer 5.to 6. qualifications 7.personal 8.interview 9. graduated 10.from 11. Secretarial 12.Management 13. office 14.work 15. main 16.duty 17. typing 18. bilingual 19. apply 20.for 21. enjoys 22. challenging 23. deal 24.with 25. position 26. routine 27. teaming 28.up 29.with 30. confident 31. maximize 32. folk 33.songs 34. be 35.married 36. salary 37. assignment 38. benefits 39. insurance 40. opportunity III. 2. (1)what has made you decide to apply for a position here? (2) My responsibilities include typing, filing, and answering telephone (3) you’re looking for an executive secretary (4) assist me in my daily routine, dealing with correspondence (5) I am more confident that I am able to handle the office routine. 5. 1)I am very happy that I have the chance for this personal interview. 2)I had a part-time job for three months at Far East Trade Company as a personnel assistant. 3)As a secretary I usually need to deal with people from other cultures. 4)My plan is to become a successful secretary because I have been well trained for this. 5)A secretary must team up with other colleagues for a smooth operation to maximize working efficiency. 6)I want to ask about the salary and benefits in the company. Section 2 Preparing an Interview I. 1.affair 2.employer 3.that 4.as 5.who 6.it 7.themselves 8.sector 9.ahead 10.advantage 11.capabilities 12.and 13.you 14.arrive 15.understand 16.and 17.Smile 18.or 19.remember 20.the 21.light 22.out 23.nature