（背景）host:中国与墨西哥就中国在墨西哥高铁建设，高速列车供货以及运营维护服务相关价格谈判。中国南车承担在墨西哥计划全长210公里中60%的高铁建设并且100%运营维护服务报价为185亿人民币约合30亿美元。中国南车提供高速列车供货报价为28亿人民币约合4.55亿美元。在原有谈判基础上双方就价格问题进一步进行谈判。
（, CCFO，MCFO,CGM ,MGM, CL/T,ML/T ，,MI分别代表中方财务总监、总经理、法律以及技术顾问，翻译）
中方到墨西哥谈判，墨西哥代表欢迎中方到来，谈判开始以前双方的财务总监介绍各自谈判人员，顺序依次为总经理，法律顾问/技术顾问，翻译。相互问候以后开始正式谈判。
CGM：我们非常高兴来到墨西哥与贵公司进行进一步的价格谈判。下面让我方技术顾问介绍一下我们的高铁产品的技术以及服务优势并且由财务总监来做出一个合理报价。
翻译:We are very glad to come to Mexico have a further negotiation with your company on the issue of price. Now let our technical adviser to introduce the advantages of our high - speed rail technology and service then let our chief financial officer make a reasonable offer .
CL/T：首先简单介绍一下中国高铁基本情况中国是世界上高速铁路发展最快、系统技术最全、集成能力最强、运营里程最长、运营速度最高、在建规模最大的国家。
翻译：Firstly let me briefly introduce the general situation of high speed railway in China,. china’s high-speed railway is developing with the fastest growing in the world. It has the most complete technology System ,the most integrated capacity, the longest operating mileage, and the highest operating speed. in a word ,China is the largest country of high speed railway construction .
CL/T:在运行速度上，目前最高设计最低时速可达350公里，在运输能力上，一个长编组的列车可以运送1000多人，每隔5分钟就可以开出一趟列车，运力强大；在适应自然环境上，高速列车可以全天候运行，基本不受雨雪雾的影响；在列车开行上，采取“公交化”的模式，旅客可以随到随走；在节能环保上，高速铁路是绿色交通工具，非常适应节能减排的要求。
翻译：In the aspect of running speed, the best design of China’s high peed railway with the speed of 350 km an hour at least. As for transport capacity, it has strong capacity that a long group train can transport more than 1000 people, and a train can be sent each 5 minutes .
to adapt to the natural environment, the high speed train can operation in any kinds of weather, barely influenced by fog, rain and snow. On the train line, it take the "bus oriented" mode that visitors can get on the train any time ; in the aspect of energy saving and environmental protection, high-speed railway is a kind of green transportation, which adapt to the requirements of energy
saving and emission reduction well.
CCFO：下面由我介绍一下我方提供的服务以及产品。我们将提供在墨西哥全长210公里中60%的高铁基础建设以及100%运营维护服务，基础建设包括铁路设计，开发以及运营。
翻译: Now let me introduce our services and products. We will provide 60% of the total length of 210 kilometers of high-speed railway infrastructure and all the operational maintenance services. The infrastructure of railway including railway’s design, development and operation..
CCFO:对于此我方报价为185亿元约合30亿美元。再有，我国南车将提供全部高速列车，对此我方报价为28亿元RMB约合4.55亿美元。
翻译For this we offer 18.5 billion yuan about 3 billion American dollars. Furthermore, owing to china southern locomotive will provide all the high-speed train, we offer 2.8 billion yuan about 455 million American dollars for this..
MCFO：It is vastly beyond our expectation ，there are many international companies that provides high-speed rail services ，I'm afraid that the price has not competitive advantages.
翻译：这大大超出了我们的预期，国际上提供高铁服务的公司很多，恐怕这样的价格并不具备竞争优势.
MT/l:we are afriad that yours technique is still unfamiliar,c ompared with Janpan and Germany,there is a long distance
翻译：恐怕贵方的高铁技术还不是很成熟与日本、德国相比可能还一段距离。
CL/T;：恐怕你们对我国高铁的技术还是没有完全了解，经过十几年的技术积累和大规模应用，我国高铁技术已经非常成熟达到国际领先水平，在国际上有到欧洲，人们可以坐“欧洲之星”；在日本，有新干线；来中国，有“和谐号”一说，而且中国高铁与日本相比速度更快、网络更密。
翻译：I'm afraid you are not fully understood on China's high-speed rail technology .after ten years of technology accumulation and large-scale application, China's high-speed rail technology is already very mature which have reached the international advanced level. in the international there is a saying goes: in Europe, people can sit in the "star of the European"; in Japan, there is Shinkansen .In China, we have China Railway high speed”. compared to Japan China's high-speed rail have faster speed and more dense network.
MT/L：we think your offer is too high, which is difficult for us to accept.
翻译：你们报价太高，我方无法接受。
CCFO:：我方报价是合理的，现实的，并且符合国际市场的。
翻译：Our offer is reasonable , practical . And it’s based upon international market .
MGM：We have cooperated with the Japanese on the construction of high-speed trains,Japan provides a more attractive price than that of yours.The acceptable price of high-speed trains is 2.5 billion yuan (about $410 million), including infrastructure construction and subsequent operation and maintenance, in a total of 18 billion yuan ($2.9 billion).
翻译：关于高铁建设我们与日本有过合作，日本方面却是能提供比你们更为诱人的价格，我们可以接受的价格为高速列车价格25亿元约合4.1亿美元，基础建设以及后续运营维护一共180亿元约合29亿美元。
CCFO:根据国际上平均铁路造价2亿多元一公里的价格而言，我们的价格已经很优惠了。翻译：According to the international cost of railway that more than 200million US dollars per kilometer .Our offer is the very favorable .
MCFO:If you insist on your price and refuse to make any concession there will be not much point in further discussion, we will consider and cooperate with the Japanese Shinkansen, it’s really difficult for us to accept your price.
翻译：如果你方坚持自己的价格，不能有所让步，我觉得我们没有必要再继续谈下去了，我们会考虑与日本新干线开展合作,贵方的价格实在难以接受。
中国总经理与财务总监讨论一下
CGM：我方愿意在高速列车上的价格做出让步，报价为28亿元约合4.55亿美元，在基础建设以及运营服务方面报价184亿元约合29.91亿。但这已经很优惠了。要知道，在高铁建成以后会给贵国带来极大地便利以及经济利益。
翻译：Our side agree to make some concession. The offer is 2.8billion yuan about 455million Us dollars and 18.4billion yuan about 2.991billion Us dollars in the infrastructure construction and managing service .the offer is the most favorable .You should notice that if the high-speed rail were constructed , it will be very convenient and make great economic interest for you .
MCFO：Such price is much different than our expectation, in order to make a deal, let us meet each other half way, the price of 2.6 billion yuan about $423 million America dollar for high-speed trains, 18.2 billion yuan about $2.96 billion America dollars covering infrastructure construction and subsequent operation and maintenance,you know, you just take 60% of the railway construction, and 40% is on us.
翻译：这样的价格还是与我们预期差异较大，为了做成这单生意，我们双方各让一步，26
亿元约合4.23亿美元高速列车的价格，182亿元约合29.6亿美元的基础建设以及后续运营维护，要知道，你们只是承担了60%的铁路建设，还有40%的要我方承担。
ML/T:
Japan's Shinkanse have cooperated with our company,they were familiar with our country's railway's construction.Obviously,the y are preponderant.
翻译：日本的新干线铁路与我们有过合作，对于我国铁路建设地形更加熟悉，与你们相比会更加有优势。
MGM：We promise if the high-speed trains are of good qualities, we will give priority to cooperation with you in the future, we hope you can think about the price. On the payment of the high-speed train, what about by 50% by L/C, 50% by D / P?
翻译：我们承诺如果对方高铁产品质量不错，我们下次将会优先考虑与你们合作，这个价格希望你们能考虑一下。在高速列车的付款问题上我们希望以50%信用付款，50%付款交单，怎么样？
CGM：既然你们诚心与我们合作，我们就各让一步，在价格上我们可以再优惠0.1%，但这已经是底价了，因为铁路修建我们需要在你们国家雇佣劳动力，这远远比在中国成本要高，我相信我们的价格绝对比德国西门子，以及日本新干线优惠很多了。
翻译：Due to your sincere cooperation , we agree to make some concession that we can reduce the price by 0.1% .And it our last offer .You should aware that the price using to employ labor in Mexico is higher than that in China ,but we need to hire many labors in your country . I believe our offer is more favorable than that of Germanic Siemens and Japanese Bullet Train .
ML/T：3.Please give us time to think about it.
翻译：给我们几分钟时间考虑一下
MCFO：According the international average price, and we will take 40% of railway infrastructure, we sincerely hope you can make concession again, unless you reduce our price by 0.1%, otherwise we can't accept your offer.
翻译:鉴于国际上平均价格，以及我方还要在承担40%铁路基础建设的考虑，我们希望你们能够再做出让步，除非你们再降价0.1%，否则我们无法接受报盘。
总经理此时与财务总监交流讨论了一下
CGM:：我们同意再把价格降低0.1%，以金额约合26.5亿元约合4.31亿美元提供高速列车。以约合182.5亿元约合29.67亿美元提供60%铁路基础建设服务以及后续100%运营维护服务。但是在高速列车付款方式上我们不接受50%付款交单。
翻译:：we agree to reduce the price by 0.1% again , that providing the high-speed train in 2.65billion yuan about 431million us dollars , 60%infrastructural service and 100%managing and maintenance service in 18.25biliion yuan about 2.967bilion us dollars .But ,on the terms of payment on high-speed train we don’t accept the 50% d/p(document against payment).
CCFO：在结算问题上，处于民族利益考虑，我们希望对方能够接受全额人民币结算，并且预付60%的金额。
翻译：on the issue of settlement, considering the national interest , we hope you can accept RMB settlement in full and 60% of the amount payable in advance .
MGM:We agree to settle the trade in RMB, but can not accept prepayment. We insist on the settlement issues of high-speed trains in 50% D/P, this is a large amount business. It would be unfair if we were not share the risk together.
翻译：我们同意以人民币进行结算，但是无法接受预付，我们坚持在高速列车结算问题上50%的付款交单，这单生意金额太大，风险应该共同承担，否则对我方不公平。
总经理与财务总监交流讨论一下
CGM：我方同意对方在高速列车结算问题上50%的付款交单，合作愉快！
翻译：In the issue of settlement on high-speed train,we accept your 50%d/p . May we have a happy cooperation !
双方法律顾问念一下双方违约的后果（法律顾问自己想想一下，我已经词穷）。
墨西哥法律顾问：As for the performance of the contact and compensation , we demand to enter into a contract with you according United Nations Convention on Traffic. Any dispute relating to this contract ,disputes or requests ,or the breach of this contract, termination or failure should be effective in accordance with the current Arbitration
Rules of the United Nations International Chamber of Commerce Court of Arbitration to resolve it.关于合同的履行和索赔。我方希望与贵方订立合同使用（联合国国际交通法），由本合同发生的或与本合同有关的任何争议、争端或请求，或有关本合同的违约、终止或失败应当按照目前有效的联合国国际贸易委员会仲裁规则，并由国际商会仲裁院予以解决。
中国法律顾问：我方同意，但是公约中没有规定的事项应当适用中国大陆相关法律。不知贵方有无异议？We agree .But we should declare that matters without provided for in the Convention shall be applicable for the relevant laws in China mainland .And any objection?
墨西哥法律顾问：We can accept. Once a contract is signed ,it has legal effect.我方同意贵方的提议。合同一旦签署，即具有法律效力。（准备签约）
中墨（同时起立握手）合作愉快！签约
中国高铁核心技术 高速铁路从技术体系上讲大致可以分为这样一个板块：公路工程，牵引供电、运行控制与通信、高速列车、客运服务、综合维修、安全防灾和应急处理、工务工程。1、工务工程。工务工程一般包括轨道结构、路基、桥梁、隧道、房建工程等各个子系统，我国铁路建设在公路工程方面主要依靠技术创新。我们国家的高速铁路一般采用全线高架、无砟轨道、高速道和超长无缝钢轨等技... 高速铁路从技术体系上讲大致可以分为这样一个板块：公路工程，牵引供电、运行控制与通信、高速列车、客运服务、综合维修、安全防灾和应急处理、工务工程。 1、工务工程。工务工程一般包括轨道结构、路基、桥梁、隧道、房建工程等各个子系统，我国铁路建设在公路工程方面主要依靠技术创新。我们国家的高速铁路一般采用全线高架、无砟轨道、高速道和超长无缝钢轨等技术。京津城际采用CRTS-II型板式无渣轨道结构，6.5米轨道板纵向连接，专业化制造，加工机施工安装精度高。运营一年表明，无砟轨道京都高稳定性好，刚组均匀。我们的无缝线路，采用60公斤/米、100米定尺、U71Muk高性能钢轨。现场焊接、弹性扣件、轨温锁定技术。跨区间超长无缝路线。 高速道岔。大号码高速道岔，直向通过速度350km/h，侧向通过速度120-250km/h。 中国高铁技术适应复杂地形。日本国土面积小，铁路所跨越的地区气候和地质条件比较类似。而中国国土面积大，地形复杂，横跨多个不同的气候和地质区域，因此在高铁的实际建设中完全照搬引进日法德的技术显然行不通，技术必须进行创新。因此，作为应对复杂地形方面，贯穿辽阔国土面积的中国高铁，在设计上自然有更多的实际经验，技术上也比日本具有更多的优势。 铁道部总工程师何华武就指出，中国京津、武广、郑西高速铁路非常典型：京津城际是软土路基，武广高铁是岩溶路基，郑西高铁是黄土湿陷性路基，这样的地质条件下建铁路，尤其是建高速铁路，需要处理好地基以及路基的填入技术。而日本、法国、德国都没有这样的地质条件。 “中国的综合能力超过他们。”许克亮表示：“如果说中国的‘线上’（主要指机车）是走‘引进、消化、吸收’之路，那么线下工程（主要指土建）则是由中国人自己创造的一个完整系统的标准。中国高铁经过的地方地质难度较大，要穿越水下60米深的浏阳河，还要从70多米高的地方跨越山谷等，地质的难度，决定了中国高铁的线下功夫。” 2、牵引供电。由电力、接触网、变电、供电、远动等构成。外电110kv/22Okv接入变
商务谈判实例(四) 今天Robert的办公室出现了一个生面孔――Kevin Hughes，此人代表美国一家运动产品公司，专程来台湾寻找加工。接洽的加工产品市运动型“磁质石膏护垫”，受伤的运动员包上这种产品上场比赛，即可保护受伤部位，且不妨碍活动。现在，我们就来看看两人的会议现况： R:We found your proposal quite interesting,Mr.Hughes.We'd like to weigh the pros and cons（衡量得失）with you. K:Mr.Robert Liu,we've looked all over Asia for a manufacturer;your company is one of the most suitable. R:If we can settle a number of basic questions,I'm confident in saying that we are the most suitable for your needs. K:I hope so.And what might be the basic questions you have? R:First,do you intend to take a position in（投资于……）our company? K:No,we don't,Mr.Liu.This is just OEM. R:I see.Then,the most important thing is the size of your orders.We'll have to invest a great deal of money in the new production process. K:If you can guarantee continuing quality,we can sign a commitment for75,000pieces a year,for five years. R:At U.S.$1000a piece,we'll make an average return of just4%.That's too great a financial burden for us. K:I'll check the number later,but what do you propose? R:Here's how you can demonstrate commitment to this deal.Make it ten years,increase the unit price,and provide technology transfer.
商务英语口语情景对话 大全 集团标准化办公室：[VV986T-J682P28-JP266L8-68PNN]
英语面试自我介绍 A类： B: May I come in我可以进来吗 A: Yes, please.请进。 B: How are you doing, Sir My name is xxxx. I am coming to your company for an interview as requested.你好，先生。我叫xxx，我是应邀来贵公司面试的。 A: Fine, thank you for coming. Please take a seat. I am xxxx, the assistant manager.好的，谢谢你过来。请坐，我叫xxxx，是经理助理。 B: Nice to see you, .非常高兴见到你，吴先生。 A: Nice to meet you, too. Tell me about yourself and your past experience.我也很高兴见到你。说说你自己和你过去的经历吧。 B: I have worked as a secretary for six years. I get along well with peers, clients, administrators and bosses. I thrive on challengeand work well in high-stress environments. 我已经做执行秘书6年了。开始是为一家贸易公司工作.现在是一家信托公司。我和同事、客户、行政管理员以及老板相处得非常好。我能应付挑战，而且在高压力环境中也能工作很出色。 A: So why did you choose our company B: As far as I know, your company is one of several leading international consultant corporations which came to China after China entered WTO. I think working here would give me the best chance to use what I’ve learned. A: Sometimes we are very busy and need to work overtime. How do you feel about that 有时候我们工作很忙。需要加班。你觉得如何 B: That's all right. But could you tell me how often and how many hours I should work overtime 没关系。你能告诉我加班的频率和时间长度吗 A: It just depends. If we have important visiting delegations, you have to stay with us. It's not unusual. 这得看情况。如果我们有重要的访问代表团。你必须留在我们身边。这种情况很正常。 A: What are your salary expectations 你期望多少薪水 B: I really need more information about the job before we start to discuss salary. Maybe you could tell me what is budgeted for the position. 在讨论薪水前.我需要更多了解这份工作.或者你可以告诉我这个职位的预算报酬是多少. A: 3000, with raises after the half yearing to your competence. 起薪是每月3000元。半年后会根据你的表现增加薪水。 B: Well, I think it's acceptable and I really like the job. 我觉得可以接受。我真的喜欢这份工作。我什么时候能得知结果呢 A: Do you have any other questions 我们会在7月初通知你我们的最终决定。你还有别的问题吗
Dialogue 2:Negotiation on Commission and Agency Situation: Miss Huang, a Chinese handicraft sales company and Mr、White, a sales manager of a handicraft company in Abuja, Nigeria are talking about the commission of agency、 Huang: 怀特先生,很高兴见到您。最近怎么样？ White: Glad to meet you too、What can I do for you?(我也很高兴见到您。能为您做些什么不？) Huang: 根据我们的协议,这个月就就是试销期的最后一个月了。我想就是时候讨论中国北方独家代理权的问题了。 White: Yes、Your sales performance in the trial period is good and the plan of advertising and promotion have been well practiced、Your company is qualified for the sole agency in north of China、(就是的。在试销期内,您们的销售业绩很好,广告与宣传计划也有效地落实了。您们公司可以做我们公司在北方的独家代理了。) Huang: 太好了。能得到您的认可我们很高兴。我们谈谈代理合同的细节吧？White: Yes, of course、As we have talked befote, the territory to be covered is the north of China、How about the commission fee?(好的,当然。就像我们先前谈过的,代理区域就是中国北方。您收取多少佣金？) Huang: 在试销期内,佣金就是4%。我认为可以提高到7%。 White: The rate of commission is too high、The commission fee we provide to other agencies is 5%、If they know we give you a 7% commission, it will be embrassing、(佣金太高了,我们给其她代理商的佣金就是5%。如果她们知道了,就很尴尬了。) Hunag: 我认为我们公司的销售策略与宣传策略都就是很好的,这一点可以从我们的销售业绩中瞧出来。而且,与其她代理商相比,我们的木雕销量就是最多的。White:There is some truth in what you said, but we can only give you 6% commission、(您说的有些道理,但就是我们只能给您6%的佣金。) Huang:超过定额每多销5000件,多给我们0、5%的佣金,这样可以不？ White: Ok、For every 5000 pieces sold in excess of the quote, you will get 0、5% commission 、(好吧,每超过定额5000件,我们就多给0、5%的佣金。) Huang:Good、Thank you for your consideration、(太好了,谢谢您的关照。) White: 我们会起草合同,如果没有问题,下午签字吧？ Huang:Fine、We look forward to happy and successful cooperation between us、(好的。希望我们今后合作愉快。) Dialogue3 Negotiation on Packing and Shipment Situation: Miss Huang, a Chinese handicraft sales company and Mr、White, a sales manager of a handicraft company in Abuja, Nigeria are talking about the Packing and
高铁安防的九大核心技术一带一路有保障 “一带一路”战略下，中国高铁已经成为走向全球、友谊的名片。5月23日，中国铁路总公司副总经理卢春房表示，中国高铁技术已实现“引进技术—中国制造—中国创造”的跨越式发展，形成自主知识产权，高铁“走出去”时与其他高铁国家不存在知识产权纠纷。那么高铁与安防行业有什么关系呢？ 高铁设计哪些安防？ 根据高铁安防组成，每个部分又包含了多个子系统的多种安防设备，从车站及铁路沿线安防、车厢安防、车内电子安防三方面来讲有以下一些情况。 车站及铁路沿线安防 如出入口安检设备：主要有X光安检机、安检门以及手持金属探测器，当门禁系统检测到严禁携带的金属物品时，报警系统会及时发出警报。而X光安检机主要检测乘客包裹里的物品，可做到不开包安检。手持金属探测器则是在掌门神安检门对旅客进行安检后再次对人体进行安检。以确保准确无误。如果以上三种安防设备中有任何一个设备发出报警，工作人员则可阻止其进入列车，减少列车运行安全风险。 铁路沿线电子围栏、道路监测、电力故障处理系统等。 远程控制故障处理系统：由室外高压真空短路器、室外电控柜、室内电控柜和一个调度控制台共同组成。太原铁路局侯马北供电段相关负责人向记者解释了这一系统的工作原理：当线路正常供电时，供电调度能通过调度控制台及时收集各站装置检测数据，并监控开关位置是否正常；当出现开关跳闸故障时，调度控制台会自动显示故障区段的具体信息，供电调度即可按照系统提示的故障区间信息以及系统规定的程序进行远程操作，断开线路开关，由两端的配电室分别供电。铁路系统有了“GPRS”这个电子“千里眼”，将不再担心。 车厢安防 车厢内安防设备也很多，常见的如灭火器、安全锤，烟雾探测器、视频监控等。在现代高铁车厢内，视频监控几乎无孔不入，不仅在车厢内，在站台及铁路沿线也是无处不在。一旦发现有危险状况，安保人员能通过该系统看的一清二楚，立刻派人处理事故。视频监控系统几乎遍布整个车站，是保护车站安全的法眼，让任何试图混过入口安检的人原形毕露。此外还有机房监控、防灾安全监控等监控手段。机房监控主要包括动力环境监控、安全监控，会用到感温、感热探测器及门禁系统；在无人值守变电站和照明等重要配电设备集中监控，及时了解设备运行情况，防止机房运转失控。防灾安全监控是外部监控，是对出现的紧急状况如暴风雪、泥石流、洪水、交通意外等灾害进行远程监控并及时做出反应；对突发紧急事件进行无线视频传输到控制中心，以便应急指挥调度。
商务英语谈判课后作业 ——案例分析
商务英语谈判案例分析 Example: Dan smith was a bissiness who works on gymnasium equipment，and it was the first meeting between Robert Liu and him.In just a few minutes of the conversation, Robert Liu felt that this big fellow with a straightforward appearance kept a mind of a cunning rabbit .Known that the guy was skilled in this way ,he took great care in the negotiation. In the first round ,their covercition was as follows: D: I'd like to get the ball rolling by talking about prices. R: Shoot.,I'd be happy to answer any questions you may have. D: Y our products are very good. But I'm a little worried about the prices you're asking. R: Y ou think we about be asking for more?(laughs) D: (chuckles) That's not exactly what I had in mind. I know your research costs are high, but what I'd like is a 25% discount. R: That seems to be a little high, Mr. Smith. I don't know how we can make a profit with those numbers. D: Please, Robert, call me Dan. (pause) Well, if we promise future business――volume sales――that will slash your costs for making the Exec-U-ciser, right? R: Y es, but it's hard to see how you can place such large orders. How could you turn over so many? (pause) We'd need a guarantee of future business, not just a promise. D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee? R: If you can guarantee that on paper, I think we can discuss this further.But even with volume sales, our coats for the Exec-U-Ciser won't go down much. D: Just what are you proposing? R: We could take a cut on the price. But 25% would slash our profit margin .We suggest a compromise――10%. D: That's a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas? R: I don't think I can change it right now. Why don't we talk again tomorrow? D: Sure. I must talk to my office anyway. I hope we can find some common ground on this. NEXT DAY D: Robert, I've been instructed to reject the numbers you proposed; but we can try to come up with some thing else.
英语谈判对话900句，商务洽谈英语对话，签订外贸合同英语对话 --- Such data is confidential. 这样的资料为机密资料。 --- I am not sure such data does exist. 我不确定是否有这样的资料存在。 --- It would depend on what is on the list. 这要看列表内容。 --- We need them urgently. 我们急需这些资料。 --- All right. I will send the information on a piecemeal basis as we acquire it. 好。我们收齐之后会立即寄给你。 --- I'd like to introduce you to our company. Is there anything in particular you'd lik e to know? 我将向你介绍我们的公司，你有什么特别想知道的吗？ --- I'd like to know some information about the current investment environment in y our country? 我想了解一下贵国的投资环境。 --- I'd like to know something about your foreign trade policy. 我非常想了解有关贵国对外贸易的政策。 --- It is said that a new policy is being put into practice in your foreign trade. 据说你们正在实施一种新的对外贸易政策。 --- Our foreign trade policy has always been based on equality and mutual benefit and exchange of needed goods. 我们的对外贸易政策一向是以平等互利、互通有无为基础的。 --- We have adopted much more flexible methods in our dealings.
Dialogue 2：Negotiation on Commission and Agency Situation: Miss Huang, a Chinese handicraft sales company and Mr. White, a sales manager of a handicraft company in Abuja, Nigeria are talking about the commission of agency. Huang: 怀特先生，很高兴见到你。最近怎么样？ White: Glad to meet you too. What can I do for you?（我也很高兴见到你。能为你做些什么吗？） Huang: 根据我们的协议，这个月就是试销期的最后一个月了。我想是时候讨论中国北方独家代理权的问题了。 White: Yes. Your sales performance in the trial period is good and the plan of advertising and promotion have been well practiced. Your company is qualified for the sole agency in north of China.（是的。在试销期内，你们的销售业绩很好，广告和宣传计划也有效地落实了。你们公司可以做我们公司在北方的独家代理了。）Huang: 太好了。能得到你的认可我们很高兴。我们谈谈代理合同的细节吧？White: Yes, of course. As we have talked befote, the territory to be covered is the north of China. How about the commission fee?（好的，当然。就像我们先前谈过的，代理区域是中国北方。你收取多少佣金？） Huang: 在试销期内，佣金是4%。我认为可以提高到7%。 White: The rate of commission is too high. The commission fee we provide to other agencies is 5%. If they know we give you a 7% commission, it will be embrassing.（佣金太高了，我们给其他代理商的佣金是5%。如果他们知道了，就很尴尬了。）Hunag: 我认为我们公司的销售策略和宣传策略都是很好的，这一点可以从我们的销售业绩中看出来。而且，和其他代理商相比，我们的木雕销量是最多的。White：There is some truth in what you said, but we can only give you 6% commission. (你说的有些道理，但是我们只能给你6%的佣金。) Huang：超过定额每多销5000件，多给我们0.5%的佣金，这样可以吗？White: Ok. For every 5000 pieces sold in excess of the quote, you will get 0.5% commission . (好吧，每超过定额5000件，我们就多给0.5%的佣金。) Huang：Good. Thank you for your consideration.(太好了，谢谢你的关照。) White: 我们会起草合同，如果没有问题，下午签字吧？ Huang：Fine. We look forward to happy and successful cooperation between us.(好的。希望我们今后合作愉快。)
全世界都知，中国高铁有多牛逼！然而，某些中国人却黑得 丧心病狂 一篇名为《高铁是中国的骄傲，但确是中国制造业的最大痛点……》（文末放出全文）这段时间甚嚣尘上，竟然在网上流传开来。点开一看，是非常非常过时的文章了，但是文章的阅读量10万+，真是高得吓人。这篇垃圾文章竟然被一转再转，就在昨天，一位朋友又把这篇文章发给了我，显然也是有其他关心中国高铁发展的人转给他的，他们都是好心，是希望这里得到证伪。倒不是说它有多大的危害，就能对中国高铁的发展造成多大的影响，但是你看了恶心，你是实实在在地被恶心到了！中国高铁走到今天，产品是自己的，技术是自己的，品牌是自己的，市场也是自己的，而且这个市场不止是中国市场，而是全球市场，在全球领域不断上演徒弟打败师傅的经典案例。中国高铁已经实现了由“跟随”到“引领”的华丽转身。这正是高铁被称作“中国一张亮丽名片”的含金量所在。从文章的内容来分析，这其实是一篇写于很久以前的文章，只是又被部分自媒体拿出来当新闻来发，其实是冷饭热炒。如果放在十年前，这篇文章还是有三分道理，现在来看已经是驴唇不对马嘴了。生活在这个世界，有时候觉得非常悲哀！到不在于造谣者恶意有多深，毕竟恶总是作为善的对立面而存在，而在于盲从者之众总是令人瞠
目结舌！一篇科普的文章，一篇辟谣的文章，阅读者或许寥寥，一篇漏洞百出的造谣文章，却能轻松得到疯传！轻轻松松的洛阳纸贵！ 逐段点评 原文：高铁在中国的飞速发展，在世界来看也是少有的，高铁确实是中国实实在在的名片，而这张名片对于中国制造业而言却是个痛点。看文下面的文章你就知道了。点评这是什么猪脑子逻辑？都是制造业痛点了，还能成为国家名片？事实是，高速列车已经成为中国高端装备走出去代表！已经签约的包括印尼高铁、中老铁路、香港高铁，已经基本确定尚未完成签约的包括，俄罗斯莫喀高铁、匈塞铁路、中泰高铁，正在竞争的包括新加坡至马来西亚高铁、美国加州高铁等。作为中国制造业的痛点，都已经把西门子、庞巴迪逼得要谈合并了，对于这种痛点，我想说一句，希望中国能够多一些这种痛点，好让中国人扬眉吐气！原文：“一位参与动车引进工作的技术工程师举例说，我们可以按外方图纸生产转向架、电机、变压器，用外方的核心零部件组装变流器和自动控制系统，却不知道头型的设计依据、原理，不知道加宽车体有没有风险，得不到车体的原始设计计算书，得不到转向架的关键参数和升级改进方法，也得不到电机和变压器的电磁场、热场、力场的计算机多维协同仿真技术，更不知结构可靠性的设计方法、检验标准和相关材料疲劳特性数据库，
A:为出口公司B:为国外进口公司 场景一：价格谈判 A和B开门走进办公室…… A: please take your seat,--- B:Thank you. A:After anttending our new product launch meeting,you must have a detail idea about our products,---.Now please let me know what kinds of flowers you are interested. (A递给B 一个产品目录册，B迅速地翻阅并作出标记) B:Yes,your flowers are pretty beautiful and leave me a deep impression. (A接过B递回的册子，翻阅) B:And I’d like to get the ball rolling by talking about the price.what prices will you offer for these I’ve marked? A:---,before we quote price please tell me how many flowers you are going to buy. B:for No.10 we’d like to phurchase 1500 units,No.20,1000 units and 1000 units for No.30. A:The usual price for No10 is 25 USD,for No20,35,and No30,50USD.they are all on the trade term of CIF Sydney. B:I t hink it’s unacceptable for us,you know the market has shrinked a lot during the economic ressesion period. A:we understand it,but you know these flowers are good for value.And they are newly cultivated after we tried a lot for genetic transplant.I believe you know the cost we spent. B:yes, I know that,---,it’s because of that ,I hope we can cooperate to open the market.If the price is reasonable, the large volume sales will be easy to reach,and that can remedy your large cost,right? A: (考虑片刻)Considering it’s the first time we do business and long-term cooperation in future, we can cut 1 USD for the price which we usual don’t do . B:1 USD? It makes no difference.we need more.and to be frank,we want the price to be 20,25 and 40 USD for each kind. A:No,no,no,I think you are kidding….---,that’s a big cut ,and it will make us have no returns. B:(表情严肃，犹豫片刻)Then how about 22,30 and 45 USD. A:That’s still leave us a little of margin,but increase 500 hundreds units for each kind,we can make it. B:That’s hard for us,yo u know it is a large size,and we can’t keep them for a long time. A:The season of large demand for flowers is coming,we guarantee the delivery within 1 month, that can be helpful for your quick sale. B:The delivery should be within 1 month, otherwise I cannot place the order. Now let’s reach some middle ground,you allow a 20% discount,I increase the order quantity by 500 hundreds units at that new price. A:20% discount? The policy regulates the maxium discount is within 15% in our company. And if you want to get the discount,the units you ordered have to overpass 2000 for each item. B:2000 units?we can’t take that many.Though you can’t offer us 15% discount,10% is ok.I hope you can accept it.--- A:---,we can grant 8% at most,that’s the best we can do.A nd
商务英语情景对话100主题-真正完整版
Day today Office日常事务 1 Faxes传真 2 Telephone Calls电话 3 Making Telephone Appointments电话预约 4 Memos备忘录 5 Business Correspondence商业信函 6 Placing an Order下订单 Office Talk办公室谈话 7 Coworkers同事 8 Bosses老板 9 Brainstorming集体讨论 10 Commuting乘公交车上下班 11 The Working Lunch工作午餐 Business Trip商务旅行 12 International Business Travel国际商务旅行 13 Dressing for Business商务着装 14 Hotel Situations旅馆情景 15 Negotiating the Subway乘地铁 Client Reception接待客户 16 Receiving Clients接待客户 17 Entertaining Clients招待客户
18 Accommodating Foreign Clients接待国外客户 19 Factory Tours参观工厂 Business Communization商务交流 20 Personal Introductions个人介绍 21 Small Talks聊天 22 Delivering Bad News传达坏消息 23 Polite Questions礼貌提问 24 Farewells道别 Negotiation谈判 25 Clarifying the Stakes说明利害关系 26 Making Concessions做出让步 27 Discussing the Bottom Line讨论底线 28 Accepting and Confirming接受和确认 29 Hard Bargainers VS Soft Bargainers强硬的对手和温和的对手 Company Organization公司结构 30 CEO执行总裁 31 Stockholders股东 32 Board of Directors董事会 33 Managerial Staff管理人员 34 Labor Staff普通员工 Meetings and Interviews会议和面谈
商务英语谈判对话 900句
英语谈判对话900句，商务洽谈英语对话，签订外贸合同英语对话 --- Such data is confidential. 这样的资料为机密资料。 --- I am not sure such data does exist. 我不确定是否有这样的资料存在。 --- It would depend on what is on the list. 这要看列表内容。 --- We need them urgently. 我们急需这些资料。 --- All right. I will send the information on a piecemeal basis as we acquire it. 好。我们收齐之后会立即寄给你。 --- I'd like to introduce you to our company. Is there anything in particular you' d like to know?
我将向你介绍我们的公司，你有什么特别想知道的吗？ --- I'd like to know some information about the current investment environment in your country? 我想了解一下贵国的投资环境。 --- I'd like to know something about your foreign trade policy. 我非常想了解有关贵国对外贸易的政策。 --- It is said that a new policy is being put into practice in your foreign trade. 据说你们正在实施一种新的对外贸易政策。 --- Our foreign trade policy has always been based on equality and mutual be nefit and exchange of needed goods. 我们的对外贸易政策一向是以平等互利、互通有无为基础的。 --- We have adopted much more flexible methods in our dealings. 我们在具体操作方法上灵活多了。 --- We have mainly adopted some usual international practices. 我们主要采取了一些国际上的惯例做法。
铁道部：中国高铁技术远超日本2011-07-08 2011-07-08 05:13:00来源: 人民日报(北京)有0人参与手机看新闻转发到微博(0) 近日有日本媒体对中国高铁知识产权表示质疑，认为中国高铁是“盗版日本新干线”。事实到底如何？记者采访相关人士，进行了求证。 焦点一：中国高铁是“盗版日本新干线”吗？ 【回应】中国高铁知识产权掌握在中国人手里，技术水平已超越日本新干线 据介绍，2004年，中国南车按照国家“引进先进技术、联合设计生产、打造中国品牌”的要求，和日本川崎重工合作，引进了时速200公里动车组列车。经过了7年的时间，通过联合设计研究性实验和国产化实施，掌握了时速200—250公里动车组列车的设计、制造和验证的技术，并自主建立了时速350公里动车组的设计、制造和验证体系。 中国南车集团四方股份有限公司副总经理马云双表示，中国南车走出了一条引进、消化、吸收、再创新的创新之路。中国国情决定了企业不可能照搬国外技术。“研发时速350公里的动车组充分考虑了我国高速铁路的特点。中国高铁桥梁比例比较高，采用了无砟轨道，因此转向架结构的参数就要调整优化；中国高铁隧道多，因此企业又强化了动车组车体气密强度等。” 车头是高速动车自主创新的重要标志。中国南车研发新一代“和谐号”CRH380A高速动车组头型时，通过20个头型概念设计、10个头型仿真分析、5个头型风洞试验和1个1∶1头型实物模型验证，全新研制了低阻力流线型头型。“CRH380A动车组头型，无论是从美工设计还是技术设计都是我们自己完成的。”铁道部新闻发言人王勇平7月7日说。 实际上，目前中国高铁的技术水平已经超越了日本新干线。数据显示，中国创新制造的CRH380A型车与过去从日本川崎重工引进技术、合作生产的CRH2型车相比，功率由原来的4800千瓦增加到9600千瓦，持续时速由原来的200—250公里提高到380公里；头车气动阻力降低15.4%，气动噪声降低了7%；转向架轮对实现了“踏面接触应力”比欧洲标准降低10%—12%；车体的气密强度从4000帕提升至6000帕，保证了列车在时速350公里隧道内交会的结构安全可靠性。 除此之外，京津、武广、郑西、沪宁、沪杭、京沪等高铁的线路最小曲线半径、最大坡度、线间距、隧道净空断面等主要技术标准都是目前世界高铁中最高的。 “我认为，打‘嘴上官司’毫无意义，一切靠事实说话，靠数据说话。中国高铁的自主知识产权毫无疑问已完全掌握在自己手里。”王勇平透露，也有不少日本媒体从业者对京沪高铁表示了赞许。日本东京广播公司记者真下淳在京沪高铁做体验采访时说：“京沪高铁科技水平很高，日本的新干线是没有的。”“日本新干线经常弯曲前行，很难像中国高铁那样保持高速运行”。 焦点二：中国高铁技术为何发展这么快？ 【回应】高铁研发实行“举国体制”，汇集了一大批研发机构和人才，6年跨越了三个台阶