Part A Hosting a Business Delegation or Individual 2
Task 1 Receiving Guests（接待客户） 2
1.1 Receiving Tips 2
1.2 Receiving Dialogues 2
1.2.1 Dialogue 1：At the Airport（在机场） 2
1.2.2 Dialogue 2：Checking In at the Hotel（在宾馆办理登记手续） 4
1.2.3 Dialogue 3：Seeing Off（送行） 5
1.3 Receiving Statements 8
1.4 Wisdom Phrases：Asking for an Opinion（征求意见） 9
1.5 Practice and Development 10
1.5.1 Pair Work 10
1.5.2 Situations 11
1.5.3 Sentence Translation 11
1.5.4 Dialogue Interpretation 11
Task 2 Business Dinner（商务用餐） 12
2.1 Dinner Tips 12
2.2 Dinner Dialogues 12
2.2.1 Dialogue 1：At the Banquet（在宴会上） 12
2.2.2 Dialogue 2：At the Restaurant（在餐馆里） 14
2.2.3 Speech：Speech Given at the Dinner Table（宴会桌上欢迎演讲辞） 14
2.3 Dinner Statements 17
2.4 Wisdom Phrases：Stating an Opinion（陈述意见） 18
2.5 Practice and Development 19
2.5.1 Pair Work 19
2.5.2 Situations 19
2.5.3 Sentence Translation 19
2.5.4 Speech Interpretation 20
Task 3 Business Tour（商务旅游） 21
3.1 Tour Tips 21
3.2 Tour Dialogues 21
3.2.1 Dialogue 1：Arranging the Time Schedule of a Visit（安排访问日程表） 21
3.2.2 Dialogue 2：The Schedule of Business and Pleasure（业务洽谈和娱乐的日程安排） 22
3.2.3 Dialogue 3：Beijing’s Some Places of Historical Interest and Scenic Beauty（北京的名胜古迹和景点） 23
3.3 Tour Statements 25
3.4 Wisdom Phrases：Stating a Fact（陈述事实） 26
3.5 Practice and Development 27
3.5.1 Pair Work 27
3.5.2 Situations 27
3.5.3 Sentence Translation 27
3.5.4 Dialogue Interpretation 28
Part B Business Procedures 30
Task 4 Inquiry and Offer（询盘和报盘） 30
4.1 Negotiation Awareness 30
4.2 Negotiation Dialogues 30
4.2.1 Dialogue 1：I’d Like to Have Your Lowest Quotations（我希望你们报最低价） 30
4.2.2 Dialogue 2：When Can I Have Your Firm CIF Prices？（我何时能得到你方到岸价报价？） 31
4.2.3 Dialogue 3：What Prices Do You Quote for These Two Items？（对这两种商品你们报什么价格？） 32
4.3 Negotiation Statements 36
4.4 Wisdom Phrases 37
4.5 Practice and Development 38
4.5.1 Pair Work 38
4.5.2 Situations 39
4.5.3 Sentence Translation 39
4.5.4 Dialogue Interpretation 39
Task 5 Price Bargaining（还盘） 41
5.1 Negotiation Awareness 41
5.2 Negotiation Dialogues 41
5.2.1 Dialogue 1：Your Price Has Soared！（你方的价格猛涨！） 41
5.2.2 Dialogue 2：Business Depends Very Much on Your Prices （业务很大程度上取决于你方的价格） 42
5.2.3 Dialogue 3：The Prices Are Given without Engagement（所报价格没有约束力） 43
5.3 Negotiation Statements 46
5.4 Wisdom Phrases：Making a Proposal（提出建议） 47
5.5 Practice and Development 48
5.5.1 Pair Work 48
5.5.2 Situations 48
5.5.3 Sentence Translation 48
5.5.4 Dialogue Interpretation 48
Task 6 Quality and Quantity（质量和数量） 50
6.1 Negotiation Awareness 50
6.2 Negotiation Dialogues 50
6.2.1 Dialogue 1：Qualiry and Design Not Suitable（质量和图案不适合） 50
6.2.2 Dialogue 2：Goods Guaranteed to Be Up to Export Standards（货物保证达到出口标准） 51
6.2.3 Dialogue 3：Poultry Not Up to Our Standards（家禽制品没有达到我方质量标准） 52
6.3 Negotiation Statements（谈判语句） 55
6.4 Wisdom Phrases：Expressing Disagreement（表示异议） 56
6.5 Practice and Development 57
6.5.1 Pair Work 57
6.5.2 Situations 57
6.5.3 Sentence Translation 57
6.5.4 Dialogue Interpretation 58
Task 7 Packing（包装） 59
7.1 Negotiation Awareness 59
7.2 Negotiation Dialogues 59
7.2.1 Dialogue 1：The Packing Attractive in Appearance（包装外观要引人注目） 59
7.2.2 Dialogue 2：A Wrapping Will Help Push the Sales（包装有助于推销） 61
7.2.3 Dialogue 3：To Submit to the Regulations of Our Government（必须服从我国政府的规定） 62
7.3 Negotiation Statements 65
7.4 Wisdom Phrases：Interrupting and Blocking（插话和阻止插话） 66
7.5 Practice And Development 67
7.5.1 Pair Work 67
7.5.2 Situations 68
7.5.3 Sentence Translation 68
7.5.4 Dialogue Interpretation 68
Task 8 Commission（佣金） 70
8.1 Negotiation Knowledge 70
8.2 Negotiation Dialogues 70
8.2.1 Dialogue 1：Consider Giving You a 3ommission（考虑给你方3％的佣金） 70
8.2.2 Dialogue 2：Let’s Return to the Topic of Commission（让我们回到佣金这个话题） 71
8.2.3 Dialogue 3：Impossible to Make Any Further Concession（不可能作出更大让步） 73
8.3 Negotiation Statements 76
8.4 Wisdom Phrases：Expressing Confidence And Reassuring（表达信心和使人放心） 77
8.5 Practice and Development 78
8.5.1 Pair Work 78
8.5.2 Situations 78
8.5.3 Sentence Translation 78
8.5.4 Dialogue Interpretation 79
Task 9 Delivery and Shipment（发货和装运） 80
9.1 Negotiation Awareness 80
9.2 Negotiation Dialogues 80
9.2.1 Dialogue 1：To Get Round Producers for an Earlier Delivery（说服厂家早日交货） 80
9.2.2 Dialogue 2：To Ensure a Prompt Delivery of the Goods（确保即期交货） 82
9.2.3 Dialogue 3：To Advance Your Time of Shipment（提前交货） 83
9.3 Negotiation Statements 86
9.4 Wisdom Phrases：Expressing Agreement（表示同意） 87
9.5 Practice and Development 88
9.5.1 Pair Work 88
9.5.2 Situations 88
9.5.3 Sentence Translation 88
9.5.4 Dialogue Interpretation 89
Task 10 Terms of Payment（付款条件） 90
10.1 Negotiation Awareness 90
10.2 Negotiation Dialogues 90
10.2.1 Dialogue 1：We Insist On a Letter of Credit（我们坚持信用证付款） 90
10.2.2 Dialogue 2：I’ll Arrange for the L/C to Be Opened in Your Favour（我将安排开立以你方为受益人的信用证） 91
10.2.3 Diouogue 3：We Have Never Done Business on Such Terms（我们从来没有按这种条件成交过） 93
10.3 Negotiation Statements 95
10.4 Wisdom Phrases：Responding to a Proposal（回应建议） 97
10.5 Practice and Development 97
10.5.1 Pair Work 97
10.5.2 Situations 98
10.5.3 Sentence Translation 98
10.5.4 Dialogue Interpretation 98
Task 11 Insurance（保险） 100
11.1 Negotiation Awareness 100
11.2 Negotiation Dialogues 100
11.2.1 Dialogue 1：What Do Your Insurance Clauses Cover？（你方的保险条款有哪些险别？） 100
11.2.2 Dialogue 2：Only Coverage for “All Marine Risks” Requested in the L/C（信用证只要求投保“海运一切险”） 102
11.2.3 Dialogue 3：What If We Change to “All Risks”（我们改投“一切险”如何？） 104
11.3 Negotiation Statements 108
11.4 Wisdom Phrases：Explanation and Correcting Misunderstanding（解释和消除误解） 109
11.5 Practice and Development 110
11.5.1 Pair Work 110
11.5.2 Situations 110
11.5.3 Sentence Translation 110
11.5.4 Dialogue Interpretation 111
Task 12 Signing the Contract（签订合同） 112
12.1 Negotiation Awareness 112
12.2 Negotiation Dialogues 112
12.2.1 Dialogue 1：Last Night I Worked Out This Draft Contract（昨天晚上我草拟了这份合同） 112
12.2.2 Dialogue 2：We’ve Made This Deal Together（我们一起达成了这笔交易） 114
12.2.3 Dialogue 3：On the Whole the Contract Seems Perfectly in Order（合同总体上无懈可击） 115
12.3 Negotiation Statements 119
12.4 Wisdom Phrases：Asking for Clarification or Further Information（要求给予更多解释或更多信息） 120
12.5 Practice and Development 121
12.5.1 Pair Work 121
12.5.2 Situations 121
12.5.3 Sentence Translation 121
12.5.4 Dialogue Interpretation 122
Task 13 Claims and Settlement（索赔与解决） 123
13.1 Negotiation Awareness 123
13.2 Negotiation Dialogues 123
13.2.1 Dialogue 1：We Have No Choice But to Lodge a Claim against You（我们没有办法只好向你方提出索赔） 123
13.2.2 Dialogue 2：I’m Afraid We Cannot Entertain Your Claim（恐怕我们不能接受你方索赔） 125
13.2.3 Dialogue 3：The Case Is Too Serious to Be Overlooked（情况严重不容忽视） 126
13.3 Negotiation Statements 129
13.4 Wisdom Phrases：Asking for Confirmation（要求确认） 130
13.5 Practice and Development 131
13.5.1 Pair Work 131
13.5.2 Situations 131
13.5.3 Sentence Translation 131
13.5.4 Dialogue Interpretation 132
Task 14 Arbitration（仲裁） 133
14.1 Negotiation Awareness 133
14.2 Negotiation Dialogues 133
14.2.1 Dialogue 1：No Objection to Arbitration Conducted in China（不反对在中国执行仲裁） 133
14.2.2 Dialogue 2：To Include an Arbitration Clause in the Contract（必须在合同中写入仲裁条款） 134
14.2.3 Dialogue 3：We Should Try to Iron Out Differences（我们应该努力消除分歧） 136
14.3 Negotiation Statements 138
14.4 Wisdom Phrases：Closing a Negotiation（结束谈判） 139
14.5 Practice and Development 140
14.5.1 Pair Work 140
14.5.2 Situations 140
14.5.3 Sentence Translation 141
14.5.4 Dialogue Interpretation 141
Task 15 Agency（代理） 142
15.1 Negotiation Awareness 142
15.2 Negotiation Dialogues 142
15.2.1 Dialogue 1：To Work Out the Sole Agency Agreement（拟定独家代理协议） 142
15.2.2 Dialogue 2：To Sign a Sole Agency Agreement with You（与你方签署一份独家代理协议） 143
15.2.3 Dialogue 3：We Are Still at the Get-Acquainted Stage（我们仍然处在相互了解阶段） 144
15.3 Negotiation Statements 147
15.4 Wisdom Phrases：Identifying and Analyzing Obstacles（确定和分析障碍） 149
15.5 Practice and Development 149
15.5.1 Pair Work 149
15.5.2 Situations 149
15.5.3 Sentence Translation 150
15.5.4 Dialogue Interpretation 150
Appendix Useful Abbreviations for Foreign Trade 152
References 161