Part A Hosting a Business Delegation or Individual

Task 1 Receiving Guests（接待客户）

1.1 Receiving Tips

1.2 Receiving Dialogues

1.2.1 Dialogue 1：At the Airport（在机场）

1.2.2 Dialogue 2：Checking In at the Hotel（在宾馆办理登记手续）

1.2.3 Dialogue 3：Seeing Off（送行）

1.3 Receiving Statements

1.4 Wisdom Phrases：Asking for an Opinion（征求意见）

1.5 Practice and Development

1.5.1 Pair Work

1.5.2 Situations

1.5.3 Sentence Translation

1.5.4 Dialogue Interpretation

Task 2 Business Dinner（商务用餐）

2.1 Dinner Tips

2.2 Dinner Dialogues

2.2.1 Dialogue 1：At the Banquet（在宴会上）

2.2.2 Dialogue 2：At the Restaurant（在餐馆里）

2.2.3 Speech：Speech Given at the Dinner Table（宴会桌上欢迎演讲辞）

2.3 Dinner Statements

2.4 Wisdom Phrases：Stating an Opinion（陈述意见）

2.5 Practice and Development

2.5.1 Pair Work

2.5.2 Situations

2.5.3 Sentence Translation

2.5.4 Speech Interpretation

Task 3 Business Tour（商务旅游）

3.1 Tour Tips

3.2 Tour Dialogues

3.2.1 Dialogue 1：Arranging the Time Schedule of a Visit（安排访问日程表）

3.2.2 Dialogue 2：The Schedule of Business and Pleasure（业务洽谈和娱乐的日程安排）

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）

3.3 Tour Statements

3.4 Wisdom Phrases：Stating a Fact（陈述事实）

3.5 Practice and Development

3.5.1 Pair Work

3.5.2 Situations

3.5.3 Sentence Translation

3.5.4 Dialogue Interpretation

Part B Business Procedures

Task 4 Inquiry and Offer（询盘和报盘）

4.1 Negotiation Awareness

4.2 Negotiation Dialogues

4.2.1 Dialogue 1：I’d Like to Have Your Lowest Quotations（我希望你们报最低价）

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？）

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？）

4.3 Negotiation Statements

4.4 Wisdom Phrases

4.5 Practice and Development

4.5.1 Pair Work

4.5.2 Situations

4.5.3 Sentence Translation

4.5.4 Dialogue Interpretation

Task 5 Price Bargaining（还盘）

5.1 Negotiation Awareness

5.2 Negotiation Dialogues

5.2.1 Dialogue 1：Your Price Has Soared！（你方的价格猛涨！）

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）

5.2.3 Dialogue 3：The Prices Are Given without Engagement（所报价格没有约束力）

5.3 Negotiation Statements

5.4 Wisdom Phrases：Making a Proposal（提出建议）

5.5 Practice and Development

5.5.1 Pair Work

5.5.2 Situations

5.5.3 Sentence Translation

5.5.4 Dialogue Interpretation

Task 6 Quality and Quantity（质量和数量）

6.1 Negotiation Awareness

6.2 Negotiation Dialogues

6.2.1 Dialogue 1：Qualiry and Design Not Suitable（质量和图案不适合）

6.2.2 Dialogue 2：Goods Guaranteed to Be Up to Export Standards（货物保证达到出口标准）

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）

6.3 Negotiation Statements（谈判语句）

6.4 Wisdom Phrases：Expressing Disagreement（表示异议）

6.5 Practice and Development

6.5.1 Pair Work

6.5.2 Situations

6.5.3 Sentence Translation

6.5.4 Dialogue Interpretation

Task 7 Packing（包装）

7.1 Negotiation Awareness

7.2 Negotiation Dialogues

7.2.1 Dialogue 1：The Packing Attractive in Appearance（包装外观要引人注目）

7.2.2 Dialogue 2：A Wrapping Will Help Push the Sales（包装有助于推销）

7.2.3 Dialogue 3：To Submit to the Regulations of Our Government（必须服从我国政府的规定）

7.3 Negotiation Statements

7.4 Wisdom Phrases：Interrupting and Blocking（插话和阻止插话）

7.5 Practice And Development

7.5.1 Pair Work

7.5.2 Situations

7.5.3 Sentence Translation

7.5.4 Dialogue Interpretation

Task 8 Commission（佣金）

8.1 Negotiation Knowledge

8.2 Negotiation Dialogues

8.2.1 Dialogue 1：Consider Giving You a 3ommission（考虑给你方3％的佣金）

8.2.2 Dialogue 2：Let’s Return to the Topic of Commission（让我们回到佣金这个话题）

8.2.3 Dialogue 3：Impossible to Make Any Further Concession（不可能作出更大让步）

8.3 Negotiation Statements

8.4 Wisdom Phrases：Expressing Confidence And Reassuring（表达信心和使人放心）

8.5 Practice and Development

8.5.1 Pair Work

8.5.2 Situations

8.5.3 Sentence Translation

8.5.4 Dialogue Interpretation

Task 9 Delivery and Shipment（发货和装运）

9.1 Negotiation Awareness

9.2 Negotiation Dialogues

9.2.1 Dialogue 1：To Get Round Producers for an Earlier Delivery（说服厂家早日交货）

9.2.2 Dialogue 2：To Ensure a Prompt Delivery of the Goods（确保即期交货）

9.2.3 Dialogue 3：To Advance Your Time of Shipment（提前交货）

9.3 Negotiation Statements

9.4 Wisdom Phrases：Expressing Agreement（表示同意）

9.5 Practice and Development

9.5.1 Pair Work

9.5.2 Situations

9.5.3 Sentence Translation

9.5.4 Dialogue Interpretation

Task 10 Terms of Payment（付款条件）

10.1 Negotiation Awareness

10.2 Negotiation Dialogues

10.2.1 Dialogue 1：We Insist On a Letter of Credit（我们坚持信用证付款）

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）

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）

10.3 Negotiation Statements

10.4 Wisdom Phrases：Responding to a Proposal（回应建议）

10.5 Practice and Development

10.5.1 Pair Work

10.5.2 Situations

10.5.3 Sentence Translation

10.5.4 Dialogue Interpretation

Task 11 Insurance（保险）

11.1 Negotiation Awareness

11.2 Negotiation Dialogues

11.2.1 Dialogue 1：What Do Your Insurance Clauses Cover？（你方的保险条款有哪些险别？）

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”）

11.2.3 Dialogue 3：What If We Change to “All Risks”（我们改投“一切险”如何？）

11.3 Negotiation Statements

11.4 Wisdom Phrases：Explanation and Correcting Misunderstanding（解释和消除误解）

11.5 Practice and Development

11.5.1 Pair Work

11.5.2 Situations

11.5.3 Sentence Translation

11.5.4 Dialogue Interpretation

Task 12 Signing the Contract（签订合同）

12.1 Negotiation Awareness

12.2 Negotiation Dialogues

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）

12.2.2 Dialogue 2：We’ve Made This Deal Together（我们一起达成了这笔交易）

12.2.3 Dialogue 3：On the Whole the Contract Seems Perfectly in Order（合同总体上无懈可击）

12.3 Negotiation Statements

12.4 Wisdom Phrases：Asking for Clarification or Further Information（要求给予更多解释或更多信息）

12.5 Practice and Development

12.5.1 Pair Work

12.5.2 Situations

12.5.3 Sentence Translation

12.5.4 Dialogue Interpretation

Task 13 Claims and Settlement（索赔与解决）

13.1 Negotiation Awareness

13.2 Negotiation Dialogues

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）

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）

13.2.3 Dialogue 3：The Case Is Too Serious to Be Overlooked（情况严重不容忽视）

13.3 Negotiation Statements

13.4 Wisdom Phrases：Asking for Confirmation（要求确认）

13.5 Practice and Development

13.5.1 Pair Work

13.5.2 Situations

13.5.3 Sentence Translation

13.5.4 Dialogue Interpretation

Task 14 Arbitration（仲裁）

14.1 Negotiation Awareness

14.2 Negotiation Dialogues

14.2.1 Dialogue 1：No Objection to Arbitration Conducted in China（不反对在中国执行仲裁）

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）

14.2.3 Dialogue 3：We Should Try to Iron Out Differences（我们应该努力消除分歧）

14.3 Negotiation Statements

14.4 Wisdom Phrases：Closing a Negotiation（结束谈判）

14.5 Practice and Development

14.5.1 Pair Work

14.5.2 Situations

14.5.3 Sentence Translation

14.5.4 Dialogue Interpretation

Task 15 Agency（代理）

15.1 Negotiation Awareness

15.2 Negotiation Dialogues

15.2.1 Dialogue 1：To Work Out the Sole Agency Agreement（拟定独家代理协议）

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）

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）

15.3 Negotiation Statements

15.4 Wisdom Phrases：Identifying and Analyzing Obstacles（确定和分析障碍）

15.5 Practice and Development

15.5.1 Pair Work

15.5.2 Situations

15.5.3 Sentence Translation

15.5.4 Dialogue Interpretation

Appendix Useful Abbreviations for Foreign Trade

References