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Key to Unit 12秘书英语(高职高专 王毅主编)

发布时间:2014-01-30 09:54:49  

Key to Unit 12 How Does a Secretary Interpret in Negotiations?

Section 1 Acting as an Interpreter in Negotiations

Part 1

1. I?ve got good news 2. you proposed. 3. with an eye

4. mutual understanding 5. your counteroffer 6. you increased

7. 7% 8. cutting our offer 9.付款方式 10. 互相让步 11. 我完全同意 12. 很快回顾一下 13. 第一次还盘 14. 所以下面一步该你们走了

Part 2

1. our own interest 2. rock bottom 3. stand in our way 4. what we did

5. split 6. make any profit 7. competitive blouses 8. an agreement

9. two consignments 10. 我把价格涨到14.90美元 11. 不能再加了 12. 对半分 13. 我怀疑我们还能否赚到利润 14. 按你说的办

Notes: 1. L/C, letter of credit

A documentary letter of credit is defined as an instrument

by which a bank promises to pay the seller for his goods

providing the seller conforms exactly to the conditions laid

down in the letter of credit. Apart from requiring ?cash with

order?, the most satisfactory method of obtaining payment is

by means of a documentary letter of credit. It provides security

of payment to the exporter and enables the buyer to ensure that

he receives the goods as ordered and delivered in the way he

requires. Specifically, it is an arrangement whereby the buyer

requires his bank to establish a credit in favor of the seller. The

buyer?s bank undertakes, or authorizes its correspondent bank

in the exporter?s country, to pay the exporter a sum of money

(normally the invoice value of the goods) against presentation

of specified shipping documents.

跟单信用证指如果卖方完全遵从信用证上所列各项条

件, 银行便保证向卖方支付货款的信用证。跟单信用证是除

‘随订单付款’外最令人满意的获取货款的方式。它在保

证出口人收到款项的同时,也保证进口人获得所定的按自

己要求所运交的货物。具体来讲,在信用证方式下,买方

要求其所在地银行提供以卖方为受益人的信用保证。买方

地银行承诺或委托其在出口地的代理行在运输单据被出示

时向出口方支付一定金额(通常为货物的发票金额)的款

项。

Letters of credit can be classified into different types:

(1) revocable L/C and Irrevocable L/C 可撤销信用证和不

可撤销信用证

1

(2) Confirmed and Unconfirmed L/C 保兑信用证和不保兑

信用证

(3) Sight L/C and Usance L/C 即期信用证和远期信用证

2. There are two types of the documentary collection: Documents

Against Payment (D/P) and Documents Against Acceptance. (D/A). 跟单托收有两种方式:付款交单和承兑交单。

Documents Against Payment (D/P) means documents can only

be handed over to the buyer when he has paid the amount on the draft. It can be further divided into Documents Against Payment At Sight and Documents Against Payment after Sight. 付款交单指只有当买方支付了汇票金额时,才能获得单据

的付款方式。这种方式可进一步分为即期付款交单和远期

付款交单两种。

D/P at sight means that the buyer should pay the draft amount as

soon as he is presented the sight draft by the bank. 即期付款

交单是指即期汇票通过银行向进口人提示,进口人见票立

即付款的支付方式。

D/P after sight means the buyer will pay the draft amount in a

specified number of days after the time draft drawn by the seller is presented and accepted. Still the documents can only be released to the buyer when payment is made. 远期付款交

单是指出口人开具的远期汇票通过银行向进口人提示并经

过承兑后,进口人于规定的若干天内付款。买方仍然必须

在付款后才能获得单据。

Documents Against Acceptance (D/A) means that the title

documents will be handed over to the buyer once the buyer has accepted the usance draft drawn by the seller. Payment will be made when the usance period is due. Under this term, as the importer gets the goods before making payment, the importer?s credit standing is important to the exporter. It is therefore not as secure as D/P since the seller might not be paid at all.

承兑交单是指出口人的交单以进口人在卖方开出的远期汇

票上承兑为条件的支付方式。进口人在汇票到期时才履行

付款义务。按此付款方式,进口人在付款之前便获得货物,因而进口人的信用对出口人是很重要的。对于卖方来说,

承兑交单不如付款交单安全,因为按此付款方式出口人可

能根本得不到货款。

III.

4. Translation

1) We believe that our relationship cannot last long without mutual

understanding and mutual concessions.

2) Perhaps we need a quick review of what we?ve gone through so

far.

2

3) That?s a 7% increase

4) If we had only thought of our own interest, we wouldn?t have

accepted the terms of payment you proposed. Right?

5) I can?t sell our blouses under their real value.

6) Let?s not have this one dollar difference stand in our way to the

new contract.

7) I suggest we repeat what we did for the terms of payment and

meet each other halfway. In other wards, let?s split the difference.

8) The blouses will be delivered in two consignments of 60,000

pieces each.

5. Interpretation

A: I?m glad we are likely to conclude the first transaction with you soon. We?ve settled all the questions about price, insurance, packing and shipment. Now what about your terms of payment?

A: 即将与你方达成第一笔交易,我很高兴。我们已经谈妥了价格、保险、包装和运输等问题。付款条件怎么样呢?

B: 你知道,我们要求货款以保兑的、不可撤销的、见票即付的信用证支付。 A: I?m sorry that you insist on payment by L/C. Could you make an exception in our case and accept D/P or D/A?

付款交单或承兑交单的支付方式呢?

B: 恐怕不行。只接受信用证付款是我们的惯例。

A: But I hear you would accept different kinds of payment as China has adopted the “Open Policy” and you are following international practices.

A: 用不同的付款条件。

B: 不错,但随具体情况而定。

6.

A: As this is the first transaction concluded at a time when the world competition is rather keen, I would suggest that you give us more favorable terms so as to promote trade between two countries. What about D/A? 由于这是我们的第一笔交易,加上当前国际竞争相当激烈,为了促进我们两国之间的贸易,我建议你方给我们一些优惠条件。承兑交单怎么样?

B: 对不起,我们不能这么做。

3

Sorry, it can?t be done.

A: If that?s the case, I?ll have no alternative but to accept your terms of payment. By the way, when must I open the L/C if I want the goods to be delivered before Christmas season?

既然这样,我也没有选择的余地了, 只好接受你们的支付条件。顺便问一下,如果我想在圣诞销售季节前拿到货物,应何时开立信用证?

B: 在规定装船前一个月开立信用证。 A: All right. I?ll have the L/C opened by fax early next week. 好吧。下周初,我会用传真开给你们信用证。

B: 好,谢谢你的合作。

That?ll be fineA: I?m glad we?ve concluded the transaction.很高兴我们达成了交易。我期待你们用传真发给我装船通知。 B: 一定,谢谢你的光临,再见。

Sure I will. Thank you for coming. Good-bye.

A: Bye.

再见。

Section 2 Interpreting Effectively

I.

9. 10. 11. 18. 19. 20. 24. 25.

III.

3. 4. 3) _*__

3)

6.

1) Concerning international trade, an interpreter should have at his

fingertips such expressions as floor price, D/P or D/A, FOB, CIF, L/C, tariff barrier, WTO and the like.

4

2) Grasp every chance to talk to the speaker beforehand so as to get

familiar with his accent and get more information.

3) Memory always plays the major role in ensuring accurate

interpretation.

4) To raise his memory efficiency, an interpreter should make his

memory go hand in hand with note-taking.

5) Use the conventional abbreviations and initials of the mentioned

proper names of some international organizations and institutions.

7. Dictation

Note-taking serves as an aid to memory on the spot, so you do not have to take down every word being spoken. You only need to take down the key words that represent the main ideas and numbers and figures. Your note must have a clear presentation or pattern which indicates the logical development of the speaker?s ideas. This will help your interpretation sensible and coherent. Besides, symbols, abbreviations and diagrams may also be used to make your note-taking faster.

Section 3 Writing a Letter of Condolence

I.

1. challenge 2. sympathy 3. difficult 4. condolence 5. warm 6. directly 7. sensitively 8. reaction 9. positive 10. praise 11. assistance 12. reassuring 13. encourage

III.

2.

1) 希望我们的关怀能减轻你的悲痛。

2) 我们希望能表达我们最深切的同情。

3) 获悉布莱克先生逝世,深感悲痛。

4)他是一位受所有员工爱戴的杰出的领导。

5)我们很荣幸能与他共事多年,我们将永远不会忘记他的体贴和亲切。

Section 4 Speaking English

with Correct Pronunciation and Intonation (1)

I.

1. However 2. sound 3. role 4. it 5. misunderstood 6. various

7. secretary 8. poorly 9. seat 10. angry 11. river 12. ship

13. paper 14. nothing 15. representing 16. business

III.

3.

5

1) true 2) true 3) false 4) true 5) false 6) true

Tapescripts

Unit 12 How Does a Secretary Interpret in Negotiations?

Section 1 Acting as an Interpreter in Negotiations

(C: Zhang Yi is interpreting for A: Mr. Ling Yun while he is negotiating with B: Mr. Jones.)

Part 1

C: Good afternoon, Mr. Jones. I?ve got good news for you.

B: Yes?

C: This morning we agree to accept the terms of payment you proposed. B: Thank you so much, Mr. Ling.

C: We accept your proposal with an eye on our future relationship. We believe that our relationship cannot last long without mutual

understanding and mutual concessions.

B: I couldn?t agree more.

C: Well, maybe it?s time to go back to the issue of price.

B: Okay.

C: Perhaps we need a quick review of what we?ve gone through so far. Our offer was $16.80 each blouse, and your counteroffer was $14.40. B: I?m sorry, but our first counteroffer was $13.50.

C: Well, if that was your first counteroffer, then you increased it to $14.40. B: That?s a 7% increase.

C: Okay. Then we responded by cutting our offer also 90 cents and made it $15.90. So the next step, naturally, should be taken by you.

B: I?ve told you that we couldn?t move any more.

Part 2

C: Look, Mr. Jones. If we had only thought of our own interest, we wouldn?t have accepted the terms of payment you proposed. Right? B: All right. Let me make it $14.90.

C: $15.90 is my rock bottom price. I can?t sell our blouses under their real value.

B: $14.90, I can?t go any further.

C: Well, don?t be so sure about that. Let?s not have this one dollar difference stand in our way to the new contract.

B: That?s true.

C: So I suggest we repeat what we did for the terms of payment and meet each other halfway. In other wards, let?s split the difference.

B: Then it would be $15.40. Frankly, I doubt if we can make any profit at this price.

6

C: Mr. Jones, you needn?t be so pessimistic. What you will sell is the most competitive blouses in the world.

B: Well, I?ll take your word for it.

C: Great. We?ve come to an agreement at last. Let me make a quick

summary. We?ll sell you 120,000 blouses at US$15.40 per piece FOB Xingang. The blouses will be delivered in two consignments of 60,000 pieces each. The first consignment will be paid by sight L/C and the second by sight D/P. Am I correct?

B: Yes.

Section 2 Interpreting Effectively

A secretary sometimes works as an interpreter for the boss to participate in some business negotiations. As an interpreter, he should have a wide range of knowledge not only of politics, economics, trade and management, world history and even relevant natural sciences but also some terms and some special vocabulary as well. For example, concerning international trade, an interpreter should have at his fingertips such expressions as floor price, D/P or D/A, FOB, CIF, L/C, tariff barrier, WTO and the like, knowing each Chinese equivalence and its meaning well at the same time.

For interpreting, here goes the simple process of it:

The first and foremost important thing to do is to listen to the speaker carefully to understand his real meaning, his basic argument and motive. Grasp every chance to talk to the speaker beforehand so as to get familiar with his accent and get more information.

Secondly, an interpreter should memorize hard what is said and as much as possible. Memory always plays the major role in ensuring accurate interpretation.

Thirdly, interpret the gist of the idea when you fail to memorize all the speaker?s words. You needn?t interpret every word if the speaker talks too much without giving you time to interpret.

To raise his memory efficiency, an interpreter should make his memory go hand in hand with note-taking.

The way of remembering varies from person to person but there are some basic points shared in interpretation as follows:

1. Take notes in the target language.

2. Only write down the key words or some important formula of what is heard.

3. Write two short slants to show the speaker?s stop while listening.

4. Use the conventional abbreviations and initials of the mentioned proper names of some international organizations and institutions. Here are some commonly used abbreviations:

7

i.e. (that is); e.g. (for example); i/e (import and export); Q1, Q2, Q3 (1st, 2nd, 3rd quarter of the year); B4 (before); bt (but); You can create your own abbreviations to use in the future.

Section 3 Writing a Letter of Condolence

A: Today, I face a new challenge in letter writing.

B: What is it?

A: I have to write a letter to express sympathy for the death of one of our business partners.

B: Yes, letters expressing sympathy are probably more difficult to write than any other kind of message. The “business” may make such a letter a little bit easier to write, but a letter of condolence in business should also be written from the heart and must be warm human, and kind. Besides, it should be brief.

A: So, what elements should be involved in a letter of condolence?

B: Usually such a letter includes four parts. The letter should first refer to the accident directly but sensitively and give your personal reaction. Then describe some positive personal characteristics of the deceased to praise him or her. If possible and appropriate, offer some specific assistance. The last part of the letter should be some reassuring and positive words to encourage the receiver to look ahead. I think the following example letter will make all these clearer to you.

A: Thank you very much.

B: Here is a sample letter of condolence

Dear Mrs. Stone,

All of us here at ABC Company are saddened by the death of your president, William Ramsey.

Mr. Ramsey was an outstanding leader and was well liked and respected by his many acquaintances both inside and outside the company.

We extend our heartfelt sympathy to his family and friends. He will be missed.

Sincerely,

David Wood

Section 4 Speaking English with Correct Pronunciation and

Intonation (1)

Language is the most important instrument for man to exchange ideas with each other. However, the fulfillment of its such function depends on 8

the sound representing certain meanings and the sound is called pronunciation, without which there is no language itself.

Pronunciation plays a very important role in the use of language and the development of it. If one does not master it well in learning and using English, he not only can not make himself understood but misunderstood and even make himself a laughing stock as well while communicating in various social activities.

Here are some examples to show the consequences of poor pronunciation as follows:

1. Once a secretary tells his guests that he can?t go with them to the Great Wall and he has to go to the hospital today. Instead of saying that, he pronounces poorly, “ I?m going to the hospital to die.” The guests get astonished and puzzled at it immediately.

2. A foreign visitor wants to go to the theatre to watch Peking opera. But there happens to be no seat left there. So the doorman who just knows little English stops him by saying “Sorry, fool, today!” The visitor gets very angry at him and leaves away unhappily, feeling insulted. In fact, the doorman wants to say that the theatre is “full” and he is sorry for it.

3. A: Look at that big sheep on the river!

B: What, a sheep on the river? How can that be?

A: Why, don?t you see the big sheep over there with a tall chimney? B: Oh, you?re talking about the ship. You should say “ship” not “sheep”.

4. A: Would you give me some pepper, please?

B: Here it is.

A: No, I want some pepper. I am going to write a letter. I want something to write on.

B: Ah, what you want is “paper” not “pepper.”

These examples might not be true but are enough to indicate that it is the pronunciation that makes English counts. It is said that a language learner who is not to be trained phonetically is just as regrettable as a doctor who knows nothing about anatomy. Therefore, every English learner must work hard at pronunciation.

A secretary should and must speak English with correct pronunciation and intonation because the secretary representing a company, receives visitors and answers their questions, makes and answers phone calls every day. If the secretary fails to do the routines well because of his or her poor pronunciation, the business of the company and even its image will be spoiled to some extent somehow. Thus, all the would-be secretaries should get well trained in English pronunciation.

9

译文

第一部分 在谈判中做口译

C: 你好琼斯先生。我给你带来了好消息。

B: 是吗?

C: 今天上午我们同意接受你关于付款方式的建议。

B: 非常感谢,凌先生。

C: 我们接受你的建议,是着眼于我们的未来关系。我们相信没有互相理解和互相让步,我们的关系就不会长久。

B: 我完全同意。

C: 很好。也许现在是重新谈价格问题的时候了。

B: 好啊。

C: 我看我们应该很快回顾一下我们前一段时间的工作。我们的报价是每件16.80美元,你们的还盘是14.40美元。

B: 对不起,我们第一次还盘是13.50美元。

C: 好吧。假如那是你们首次还盘,你们后来增加到14.40美元。 B: 那可是增加了7%啊。

C: 好。然后,我们也相应地把报价减少了90美分,变成15. 90美元。所以下面一步该你们走了。

B: 我告诉过你,我们已一步也走不了了。

C: 你看,琼斯先生,假如我们只考虑自己的利益,我们就不会同意你建议的付款方式。不是吗?

B: 好吧。我把价格涨到14.90美元。

C: 15.90美元是我们的底价。我不能把产品卖到低于它的真正价值。 B: 14.90美元,不能再加了。

C: 不要那么肯定。我们不能因为这一美元的差价而不签订新合同。 B: 的确如此。

C: 因此我建议把我们达成支付条款的做法重复一次,对半分。换句话说,把差价一分为二。

B: 这样就是15.40美元。坦率地说, 我怀疑我们还能否赚到利润。

C: 琼斯先生,用不着那么悲观, 你要卖的是世界上最有竞争力的女衫。 B: 好吧,按你说的办。

C: 好,我们终于达成协议了。我小结一下。我们卖给你们十二万件女衫,每件新港离岸价15.40美元。这些女衫将分成两批交货。第一批用即期信用证支付,第二批用即期付款交单方式支付。我说得对吗?

B: 对。

10

第二部分 商务口译

有时秘书要作为老板的翻译参加商务谈判。作为口译人员,他必须博闻强识,不仅要知道关于政治,经济学,贸易,管理,世界历史,甚至相关的自然科学知识,还要知道某些专有名词术语。比如,国际贸易方面,口译人员就要对如底价,付款交单和承兑交单,离岸价格,到岸价格,信用证,关税壁垒,世界贸易组织等术语了如指掌,既知道这些词的含义,又知道其中文对等语。

下面是口译的简要过程:

首先,也是最重要的就是仔细聆听讲话,理解发言者真正的意图、基本观点和动机。在这之前要抓住一切机会和发言者交谈以熟悉他的口音并获取更多信息。

其次,口译人员要努力尽量多地记下发言者所讲的话。记忆的内容是保证翻译准确的重要因素。

第三,如果没有记下所有的话语,就翻译出话语的要旨。如果发言者一次讲得太多,没有给你时间翻译,那你也不必译出他讲的每一个词。

为了提高记忆的效率,口译人员通常要在记忆的同时作记录。 每个人记忆的方式不同。下面是一些口译中普遍采用的基本方法:

1. 用目标语言作记录.

2. 只记录听到的关键词和重要公式。

3. 用两条短斜杠表示讲话者的停顿。

4. 对于提到的国际组织机构,用传统的缩略语或首字母纪录。下面是一些常用的缩略语:i.e.(也就是说);e.g.(例如);i/e (进出口);Q1, Q2, Q3 (第一、二、三季度); B4 (before之前); bt (but 但是);

你也可以自创缩略语将来使用。

第三部分 慰问信

A:今天,我又碰到一个挑战。

B:是什么。

A:我必须写一封信哀悼我们的一个生意合作者。

B:是的,哀悼的信或许是所有信件当中最难写的一种。“商业”这个因素或许会使它好写些,但是一封商业慰问信也必须是发自内心的、真诚的、人性化的和友好的。它应当简洁。

A:那么,慰问信应该包括哪些要素呢?

B:通常它包括四个部分。信的开头应马上提到事件本身的,但必须措辞谨慎并表达你个人的反应。接着描述死者的优秀品质来赞扬他或她。 11

如有可能也适当的话,提供一些具体的帮助。信的最后一部分应该写些安慰的和积极的话来鼓励收信人。我想以下的例子可以使你更清楚些。 A:非常感谢。

B:以下是一个慰问信的例子。

亲爱的斯通太太:

ABC公司所有人员获悉威廉·拉姆齐总裁逝世的消息,深感悲痛。 拉姆奇先生是一位受公司内外所有认识他的人尊敬和爱戴的杰出领导者。

在此,我们对他的家人和朋友表示最衷心的慰问。我们会永远怀念他。

此致

敬礼

大卫·伍德 12

第四部分 用正确的语音语调说英语 (一)

语言是人类彼此之间交换思想最重要的工具。而完成语言这一功能依赖于表示一定意义的声音。这种声音叫做语音。没有语音就没有语言本身。

语音在语言应用和语言发展方面起着重要作用。如果一个人在学习和使用英语时,不能掌握英语语音,他在各种社会交际中,不仅不能被别人理解,而且会被误解甚至会把自己变成笑料。下面是几个语音口误的实例:

1.一次,一个秘书告诉她的客人她今天不能陪他们去长城了,她必须去医院看病。由于发音不准,她把“today”说成“to die”。客人顿时感到惊讶和迷惑不解。

2.一位外宾想去剧院看京剧。剧院刚好把票卖完了。检票员刚好懂一点英语,迎着外宾说了一句“对不起,傻瓜”。外宾听后非常生气,不高兴地走开了,感到受到了侮辱。其实,检票员想说,“今天客满了,对此很抱歉。”

3.A: “看,河面上那条大羊!“

B: “什么,河上有只大羊?怎么可能呢?

A:“嗨,你看不见在那儿那只大羊,还有一个大烟囱呢? B: “噢,你在说那条船啊。你应该读“ship”,不该读成“sheep”。

4.A: 请给我一些“辣椒”好吗?

B: 给你。

A: 不对。我要一些“辣椒”。我想写信。我要一些能在上面写字的东西。

B: 明白了。你要的是“paper”,不是“pepper”。

这些例子可能不真实,但足以说明是英语语音使英语在交流中起作用。人们常这样说,学语言的如果没有接受过语音训练,就像医生不懂解剖学一样令人遗憾。

另一方面, 如果语音好, 英语中最长的单词(不算化学单词),“antidisestablishmentarianism”, 根据读音规则,就会很容易记住。因此,每个学英语的人都要在语音上下功夫, 掌握好语音。

秘书要用正确的语音语调讲英语。秘书每天都要代表公司接待来访的客户,回答他们的问题,要接电话,打电话。如果秘书因为语音不好,不能够做好日常工作,公司的业务,甚至公司的形象都会受到一定程度的影响。因此,所有准备当秘书的人都要接受良好的语音训练。

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