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模块二商务谈判口译Learning Objectives1. To have basic understanding of business negotiation.2. To master the strategies of interpreting Business Negotiations.3. To learn Memory and Note-taking Skills.Ability Objectives1. To familiarize students with words and expressions for business negotiations.2. To enable students to interpret for fundamental business negotiations.任务简介（Task Introduction）商务谈判是经济谈判的一种，是指不同利益群体之间，以经济利益为目的，通过沟通、协商、妥协、合作、策略等各种方式，就双方的商务往来关系而进行的谈判。
按照商务谈判的地区范围来划分，商务谈判可分为国内商务谈判和国际商务谈判。
国内商务谈判是国内各种经济组织及个人之间所进行的有关商品、劳务和技术等的商务谈判。
国际商务谈判是本国政府及各种经济组织与外国政府及各种经济组织之间所进行的商务谈判，是国际商务活动中不同的利益主体，为了达成某笔交易，而就交易的各项条件进行协商的过程。
国际商务谈判是对外经济贸易工作中不可缺少的重要环节。
商务谈判是集语言、知识、经验、素质等为一体的交流活动，它注重政策性、技术性和艺术性，是口译从业人员的用武之地，是口译能力的全方位展示和对口译者的高难度挑战。
一场成功的商务谈判应该是：通过谈判不仅使本方的需要得到满足，也使对方的需要得到满足，双方的友好合作关系得到进一步的发展和加强，整个谈判是高效率的。
本任务采用“情境学习法”研究“商务谈判”的口译过程, 即让学生模拟商务谈判的过程进行训练, 使学生熟悉谈判的整个流程，并训练学生在谈判中应具备的良好的心理素质。
国际贸易中常用的词汇一、货物（Goods）1. Commodity.- 发音：[kəˈmɒdəti]- 词性：名词。
- 含义：商品，货物。
例如：The company deals in various commodities.（这家公司经营各种商品。
）2. Cargo.- 发音：[ˈkɑːɡəʊ]- 词性：名词。
- 含义：（船、飞机等装载的）货物。
例如：The cargo on the ship is very valuable.（船上的货物非常贵重。
）二、贸易方式（Trade Modes）1. Import.- 发音：[ˈɪmpɔːt]（名词）；[ɪmˈpɔːt]（动词）- 词性：名词、动词。
- 含义：进口，进口商品。
例如：The import of cars has increased this year.（今年汽车的进口量增加了。
）；We import a lot of electronics from Japan.（我们从日本进口很多电子产品。
）2. Export.- 发音：[ˈekspɔːt]（名词）；[ɪkˈspɔːt]（动词）- 词性：名词、动词。
- 含义：出口，出口商品。
例如：The export of textiles is an important part of our economy.（纺织品出口是我们经济的一个重要部分。
）；Our company exports furniture to many countries.（我们公司向许多国家出口家具。
）3. Wholesale.- 发音：[ˈhəʊlseɪl]- 词性：名词、形容词、副词、动词。
- 含义：批发。
例如：They do business in wholesale.（他们做批发生意。
）；The wholesale price is much lower.（批发价低得多。
）4. Retail.- 发音：[ˈriːteɪl]- 词性：名词、动词。
Unit 9Trade FairGeneral Guidelines for Trade Fair Participation •Participation in a trade fair takes a huge amount of planning and organizing.The following guidelines are meant to provide a general overview of the preparation involved.●Setting objectives●It is necessary for participants to formulate objectives clearly so that success can bemeasured (e.g. sales, number of contacts, number of potential customers identified, number of customers acquired, level of communication achieved.●Getting information●General information about trade fairs as well as exhibitions can be obtained via theInternet. First-time exhibitor should select carefully from the wide range ofinternational trade fair and regional exhibitions.●Budget Planning●Budget planning is part of the careful preparation for trade fair participation. Inaddition to basic costs such as stand rental and energy supply, costs may include stand construction, furnishing and design, stand service and communication, transport, as well as personnel and travel costs.•Schedule•The process of participation in a trade fair breaks down into three phases: preparation, stand operations and follow-up.•Preparation should be started well ahead of time and sufficient time must be scheduled for preparation.•An action plan should be made and each stage should be broken down to individual tasks with the names of the people responsible for each task and their individualdeadlines indicated. Clearly, the dates set by the organizer for erecting and dismantling stands must be adhered to.•The total time necessary prior to the trade fair is determined by that area of activity which requires the longest advanced planning (possibly the creative andconceptual aspects regarding the stand and exhibits). Other activities should include time buffers, i.e.extra time in case of unavoidable or unexpected delays.•Selection of Exhibits•The exhibition program should be defined in line with the aims of the trade fair.The exhibition program is derived from the answers to the following questions: •Should the entire product range be shown or should only selected items be presented? •What essentials are required to show the products?•Which products are new, improved, or superior to the competitors?●what must be specially featured?●Which product corresponds to the future needs of the target group?●Have current trends been taken into account (socially, economically, technically)?●Are the design, colors, and packaging effective?●Should special trade fair models be manufactured?●What has to be explained? Should this be done via text panels, displays or videos?●How much space is available?•Registration•Many trade fairs are booked quite quickly. An early registration is therefore advisable.•Since an indication of the space required is necessary for registration, a rough design for the stand should be prepared ahead.•Trade Fair StandA trade fair is like a company’s business card. It therefore should correspondin terms of size and furnishing with the standards found in the company as well as be suitable for the products that are to be exhibited. The focus should be on acustomer-friendly presentation of your exhibits.The trade fair stand should appeal to the eyes and ears and may also make an emotional appeal to the visitors.•Stand Personnel•Competent stand personnel ensure the success of a trade fair participation. The more motivated and qualified the exhibitor’s stand personnel are, the greater theopportunities for good sales results and new contacts. A targeted selection andintensive training of the stand personnel is just as important as an effectivepresentation of the products.•Advertising and Publicity•Advertising and publicity are an indispensable part of participation planning.The approach to potential visitors must be planned just as carefully as the design of the stand. Through advertising and publicity, trade fair companies create a broadresonance in the media and thus reach many potential visitors. However, theorganizer can only advertise the fair as a whole. Each individual exhibitor should inform, in advance of the event, his/her respective target group of the range he/she is exhibiting.Part IWarm-up•Discuss the following questions in groups.•1) What are some famous trade fair in China?•1) China Import and Export Fair ( Canton Fair), China Hi-tech Fair, Beijing International Automotive Exhibition ,etc.•2) What are likely to be sold at trade fairs?•kitchenware and tableware, general ceramics, home decorations, glassware, foodstuffs, native products, medicine and health products, sporting, travel andrecreation products, office supplies, shoes, cases and bags, furniture, etc.•3) What will you do when you visit trade fairs?•See a variety of goods.•Compare goods of different brands.•Collect useful information such as catalogs, price lists, etc.•Visit potential business partners.•Place orders.Part IIListening and Speaking•Task 1 Introduction to Expo 2010 Shanghai China• 1. Listen to an introduction to Expo 2010 Shanghai China and decide whether the following statements are true of false.•1) F•2) F•3) T•4) F•5) F•6) T•Task 2 Mr. Usugi’s visit to the Golf Pro stand•Listen to a dialog between a sales representative of Golf Pro, a golf manufacturing company, and a potential customer at an international golf fair. Fillin the blanks with what you hear.•1) new•2) reputation•3) world leaders•4) ladies’ clubs•5) 835•6) latestPart IVViewing and Speaking•Video 1 Exhibiting at trade fairs•Pre-viewing• 1. Discuss in groups. What aspects should be taken into consideration when attending trade fairs as an exhibitor?●Choose the right trade fair.●Make sure you know what kind of customers you want to reach and what you want toachieve.●Make specific and measurable goals.●Select exhibits carefully anddecide what products shouldbe featured.●Train the stand personnel●Design the stand carefully.•Viewing•Watch the video and choose the best answer to each questions.•1) C•2) B•3) C•4) A•5) C•Video 2 A trade fair interview•Pre-viewing• 1. Discuss in groups. How could you choose the right trade fair?•Consider the following before deciding on attending a trade fair:•I) Is this an international, national or regional trade fair?•II) Will the product/service of the company fit in this trade fair?•III) Will the service and resources be properly prepared?•IV) What type of attendees will be attracted to the trade fair?•V) What other exhibitors will be there?•Viewing•Watch the video and choose the best answer to each question.•1) A•2) C•3) B•4) A•5) BPart VResearch and Presentation•On behalf of you r company, you are going to exhibit your company’s products (household items) at China Import and Export Fair. To ensure the success of the exhibition, you are required to make a three-minute presentation on the plan for the trade fair. Your presentation should include the following.•1) Specific objectives for the trade fair:gather relevant information, secure publicity, identify potential customers, gather information, etc.•Specific arrangements:•pre-show arrangements:•1) register.•2) develop a budget.•3) train staff.•4) contact the organizer for any details.•5) prepare promotional literature and marketing materials.•6) carry out advertising and publicity.•At-show arrangements:•1) Hand out product literature and samples to potential customers.•2) Hand out/collect business cards.•3) Demonstrate the product and/or service to customers face-to-face.•4) Visit potential business partners.•5) Gather information about competitors.•post-show arrangements:•1) Analyze leads.•2) Send follow-up packets. •3) Contact potential customers. •4) Review budget.•5) Make post-show report.••••••。
第9课贸易新星外刊经贸知识选读,每课重要知识点,串讲,课文翻译编辑整理：尊敬的读者朋友们：这里是精品文档编辑中心，本文档内容是由我和我的同事精心编辑整理后发布的，发布之前我们对文中内容进行仔细校对，但是难免会有疏漏的地方，但是任然希望（第9课贸易新星外刊经贸知识选读,每课重要知识点,串讲,课文翻译）的内容能够给您的工作和学习带来便利。
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第9课贸易新星Prosperity Persists in the UAE阿拉伯联合酋长国持续繁荣一、（Excerpts）(摘录）The profits of peace and prosperity 和平与共荣益处多多1。
In the two years since Iraq was ousted from Kuwait, peace and prosperity have returned to the Gulf region， and the UAE in particular .Major development plans have resumed in Abu Dhabi's oil and gas sector and Dubai’s trade figures are soaring as more companies adopt the emirate as their regional base。
Yet, below the surface calm, defense is still of great concern。
The topic dominated discussions at the GCC summit in Abu Dhabi in December，and in February the government announced its biggest—ever investment in defense equipment at IDEX 1993, an exhibition held in Abu Dhabi。
国际商务英语教程(第三版)翻译商务英语课文翻译资料Lesson 1Modes of International Business国际商业模式When pursuing international business, private enterprises and governments have to decide how to carry out their business, such as what mode of operation to use. The following shows that a company has a number of modes from which to choose.在进行国际商务时，民营企业和政府必须决定如何展开他们的业务，比如使用什么操作方式。
下面展示了一个公司的一种选择模式。
MERCHANDISE EXPORTS and IMPORTS 商品出口和进口Companies may export or import either goods or services. More companies are involved in exporting and importing than in any other international mode.公司可以出口和进口任何商品或服务。
与其他任何国际模式相比，越来越多的公司参与出口和进口业务。
This is especially true of smaller companies, even though they are less likely than large companies to engage in exporting. ( large companies are also more apt to engage in other forms of foreign operations in addition to exporting and importing. ) merchandise exports are tangible products –goods –sent out of a country ; merchandise imports are goods brought in.这种情况特别适合于较小的公司，尽管他们不太可能像大公司那样从事出口。
