商務(wù)談判口譯

1、精選優(yōu)質(zhì)文檔-傾情為你奉上Passage 1Party A：我們非常高興的告訴你們，有關(guān)部門已批準(zhǔn)了該項(xiàng)目建議書。用了這么多時(shí)間，為的是做些研究調(diào)查，調(diào)查研究是很費(fèi)時(shí)間的。（Party A：We are very happy to tell you that the project proposal has been approved by the relevant departments. It took such a long time for research and investigation which were really quite time-consuming.）Party

2、B：Sure. No one would commit the money without a complete picture of the scene. Now that we have the background, what are we going to paint on it? According to our pre-feasibility study, we are looking at a silk velvet joint venture of moderate scale, right?（Party B：那當(dāng)然，除非對(duì)事情有一個(gè)全面的了解，否則誰(shuí)也不會(huì)下本錢的。既然基本情

3、況已經(jīng)了解，我們打算怎么干呢？根據(jù)雙方的預(yù)可能性研究，是考慮建立一家中等規(guī)模的絲絨合資企業(yè)，對(duì)嗎？）A：對(duì)，總投資為520萬(wàn)美元。這個(gè)項(xiàng)目足夠一個(gè)絲綢生產(chǎn)項(xiàng)目的建設(shè)和流動(dòng)資金了。（A：Yes, the total amount of the investment would be USD5.2 million. For a project producing silk velvet, this figure is large enough to provide the construction funds and circulating capital.）B：Then how much wou

4、ld the registered capital be?（B：那么注冊(cè)資本要多少？）A：注冊(cè)資本要260萬(wàn)美元。按我國(guó)有關(guān)規(guī)定，投資總額在300萬(wàn)到1000萬(wàn)美元的項(xiàng)目，其注冊(cè)資本至少要到50%。（A：It should be USD2.6 million. As you know, its laid down the relevant state regulations that for a project with total investment of between 3 million to 10 million, the registered capitals should at

5、least account for 50%.）B：What about the investment proportion of the two parties? Is it set that 51% goes to the Chinese and 49% the oversea party？（B：雙方的出資比例是多少？是否規(guī)定中方為51%，外方為49%？）A： 那是以前的做法。現(xiàn)在比較靈活，假如你愿意的話，你們可以出資70%或80%甚至90%。如果你們能提供先進(jìn)的技術(shù)和設(shè)備，而且將產(chǎn)品的全部或大部分外銷。你們甚至還可以辦獨(dú)資企業(yè)。（A：Thats the old practice. Now

6、we have made it more flexible. If you like, you can have 70% or 80% or even 90%. Or if you provide advanced technology and equipment, and if all or most of your products are sold outside China, you may even set up an individual ownership.）B：We dont want to be that ambitious. After all, this is our f

7、irst investment in China. Mr. xu, it there a lower limit for the foreign party?（B：我們野心沒(méi)那么大。畢竟這是我們第一次在中國(guó)投資。徐先生，對(duì)外方有沒(méi)有最低出資比例？）A：有，一般不低于25%。（A：Yes, generally not less than 25%.）B： Then we are prepared to contribute 52%, including cash, machinery and equipment.（B：那么我們準(zhǔn)備出資52%，包括現(xiàn)金、機(jī)器和設(shè)備。）A：好，我們提供廠房、宅基地、部

8、分機(jī)器和設(shè)備，場(chǎng)地使用權(quán)也是我們出資的一部分。（A：Ok. We will provide the factory buildings, premises, some machinery and equipment. The right to use the site is also a part of our investment.）B：Well, may I know how long the term of the joint venture will be?（B：那么這合營(yíng)期限有多長(zhǎng)？）A：這是個(gè)小型企業(yè)，我們建議合營(yíng)期為12年。（A：This is only a small ente

9、rprise. I suggest we limit it to 12 years.）B：The period can be extended upon expiration if both parties agree, right?（B：如雙方同意，合同到期后可以延長(zhǎng)，是嗎？）A：是的，但合資企業(yè)必須在到期前6個(gè)月提出延長(zhǎng)申請(qǐng)。（A：Yes, certainly, but the joint venture should apply for extension of the term 6 months before expiration.）B：The joint venture? You m

10、ean the representatives of the two parties?（B：合資企業(yè)？您是說(shuō)雙方的代表嗎？）A：是的，如果申請(qǐng)獲得批準(zhǔn)，期限可以延長(zhǎng)。（A：Yes. If the application is approved, the duration can be extended.）B：Oh. We are proceeding wonderfully. At this speed, we might be able to set up the company and make a profit by tomorrow. （B：呃，我們進(jìn)展得非常順利，照此速度到明天我們就

11、可以建立公司，獲取利潤(rùn)了。）A：我們還有一些問(wèn)題需要討論，比如說(shuō)技術(shù)轉(zhuǎn)讓、技術(shù)和管理人員的培訓(xùn)，以及諸如此類的問(wèn)題。（A：There are still a few more points to be discussed, such as technology transfer, the training of technical and managerial personnel and things like that.）B：Mr. xu, weve been working hard enough. Lets have a break, okay?（B：徐先生，我們已經(jīng)夠賣力了，讓我們休息

12、一下，好嗎？）A：對(duì)不起，我不知道已經(jīng)晚了。（A：Im sorry. I dont notice that it was so late.）B：By the way, I want to know whether you will arrange a visit to the factory for us?(B：順便問(wèn)一下，我想知道你們是否可以安排我們參觀你們的工廠。)A：是的，我們已經(jīng)做好了安排，明天上午怎么樣？（A：Sure. We have fixed the time. What about tomorrow morning?）B：Very good. See you tomorrow

13、.（B：好，明天見(jiàn)。）Passage 2Party A：我們昨天就合資企業(yè)的主要內(nèi)容進(jìn)行了討論?，F(xiàn)在你們又參觀了工廠，我們是不是就技術(shù)轉(zhuǎn)讓作簡(jiǎn)要的探討呢？（Party A：Yesterday we went through the main points of the joint venture. Now you have seen the factory. Shall we discuss technology transfer briefly?）Party B：Ah, Im just coming to that. If you want the products to compete s

14、uccessfully on the international market, youll have to acquire advanced technology.（Party B：啊，我正想提這點(diǎn)。要是產(chǎn)品在國(guó)際市場(chǎng)有競(jìng)爭(zhēng)力，就必須獲得先進(jìn)技術(shù)。）A：一點(diǎn)不錯(cuò)。引進(jìn)的技術(shù)必須是先進(jìn)的，并且適合中國(guó)的需要。（A：Certainly, the technology to be imported should be advanced and appropriate to Chinas needs.）B：Excuse me, Mr. xu, when you say imported techno

15、logy, what does the word “technology” refer to?（B：對(duì)不起，趙先生，您說(shuō)的引進(jìn)技術(shù)，這“技術(shù)”是指什么？）A：當(dāng)然不僅僅是指工業(yè)產(chǎn)權(quán)，也包括專有技術(shù)。（A：Naturally it does not merely refer to industrial property. Know-how is also included.）B：We agree, but the know-how we promise to transfer to the joint venture company is what we are adopting in our

16、production at the moment, and youll pay for it in the form of royalties apart from a certain initial down payment, right?（B：這我們同意，但我們答應(yīng)轉(zhuǎn)讓給合資企業(yè)的專有技術(shù)，是指我們現(xiàn)在在生產(chǎn)中使用的技術(shù)。而且除一筆入門費(fèi)之外，你們還將以提成方式予以報(bào)酬，對(duì)嗎？）A：是的，同時(shí)我們還希望你們?cè)诤腺Y經(jīng)營(yíng)期內(nèi)不斷向我們提供新的技術(shù)。（A：Yes, and at the same time we also expect that for the duration of the j

17、oint venture, you can continue offering us your improved technological expertise.）B：As to the price of technology, the minimum generally accepted is 5 percent of the net sales price of all licensed items made and sold during the term of the agreement, in addition to an initial down payment of USD 10

18、0,000.（B：關(guān)于技術(shù)的報(bào)酬問(wèn)題，我們除了要10 萬(wàn)美元的入門費(fèi)之外，在協(xié)議有效期內(nèi)，凡生產(chǎn)和銷售的許可商品，我們至少還要按凈銷售價(jià)的5%提成。）A：恐怕這筆提成率和入門費(fèi)的數(shù)目都太高了。我確信你們能夠體會(huì)在開業(yè)的最初階段，公司會(huì)經(jīng)歷一段艱難的時(shí)期-產(chǎn)量低，質(zhì)量可能也不穩(wěn)定，開銷又大，怎么還能再承擔(dān)這么巨大的額外負(fù)擔(dān)，這肯定會(huì)毀了這公司。（A：Im afraid both the royalty rate and the initial down payment amount are too high. Im sure you can understand that the company

19、 will have a tough time in the initial stages of cooperation - low yield, possibly unstable quality, huge expenses. How could the joint venture bear such a heavy additional load each year? That would certainly bread the back of the company.）B：The initial down payment cannot be reduced, but we may co

20、nsider lowering the royalty rate a little bit. In addition, even the sum of USD 100,000 hardly covers all the expenses spent on technological information, drawings, personnel training, etc; not to mention the traveling expenses well have to pay for this job of technology transfer.（B：入門費(fèi)是不可減少的，但我們可以考

21、慮略低些的提成率。況且即使10 萬(wàn)美元也不夠技術(shù)情報(bào)、圖紙、人員培訓(xùn)等方面所有的開銷，更不用說(shuō)我們?yōu)榱思夹g(shù)轉(zhuǎn)讓必須開支的那些差旅費(fèi)了。）A：好吧，如果頭兩個(gè)生產(chǎn)年度免提成費(fèi)，而且是提成率低到凈銷售價(jià)的3%，那么還是可以接受的。（A：Well, it could work if the first 2 years of production were exempt from royalty and if the rate came down to 3 percent of the net sales price.）B：How long will the term of agreement be?

22、(B：這個(gè)協(xié)議的期限有多長(zhǎng)？)A：一般不超過(guò)十年。(A：Generally not longer than 10 years.)B：We will accept your proposal to begin royalty payments in the third production year to show that we want to cooperate.（B：我們將接受你們關(guān)于在第三個(gè)生產(chǎn)年度開始支付提成費(fèi)的建議，以表示我們有合作的愿望。）A：我們中國(guó)有句話：“以德報(bào)德”，我們?cè)敢獬鍪f(wàn)美元的入門費(fèi)。這是我們真誠(chéng)愿意和你們共同冒險(xiǎn)合資的一個(gè)表示。那這3%的提成率呢？（A：“To r

23、ender good for good”, as the Chinese saying goes, we agree to the amount of USD 100,000 as the initial down payment. Thats a sign of our sincere desire to venture jointly. And what do you say about the 3% royalty rate？）B：All right. Well accept it. Mr. xu, you see we have been trying to do whatever w

24、e can to work closely with you, not only in words but in deeds. Now one more word, since you mentioned quality, we want to have the samples of the first production sent to us in Seoul. Our technical division will make sure the silk velvet meets the necessary specifications.（B：好，我們接受。徐先生，您瞧，我們不僅在口頭上，

25、而且在行動(dòng)上，一直在盡力密切地配合你們。還有一件事，既然您提到了質(zhì)量，我們希望你們能將第一批產(chǎn)品的樣品寄往首爾，由我們技術(shù)部來(lái)鑒定絲絨是否達(dá)到必要的規(guī)格。）A：我們會(huì)做的。好，我們現(xiàn)在已經(jīng)談妥了。（A：We will do that. Ok, I think things are quite clear now.）Passage 3Zhou（Deputy Director General）：我想你一定知道，有許多機(jī)床我們已經(jīng)在出口；所以我們現(xiàn)在感興趣的，只是高技術(shù)精密機(jī)床。我手頭有些詢價(jià)。（周副局長(zhǎng)：I presume you certainly know that we have been

26、exporting a large number of machine tools. So what interest us now are high-tech precision machine tools. We have got some inquires on hand.）Morse（Managing Director）：Good news really. We can supply all kinds of high-tech machine tools. Our products are much admired in the world market, and enjoy a w

27、ide acceptance in modern industry. Here are some catalogues and technical data, which will show you our latest development. You may select whichever you need, sir.（摩爾斯總經(jīng)理：這可是個(gè)好消息。我們能供應(yīng)各種高科技精密機(jī)床。我們的產(chǎn)品在世界市場(chǎng)上很受稱贊的，在現(xiàn)代工業(yè)中也被廣泛采用。這些是樣本目錄和技術(shù)資料，介紹了我們最新的技術(shù)發(fā)展情況。從中可選擇你需要的產(chǎn)品。）Z：能再給幾份嗎？我想，用戶愿祥細(xì)研究你們的產(chǎn)品。（周：Could I

28、 have a few spare copies? I think our users would like to look into your products in detail.）M：Why, of course. Hers are some. You can have them all. Ive got a video-tap, showing the construction and operation of our latest models. If possible, my engineer and I would like to have a chat with your te

29、chnical staff, to get an all-round understanding of your present requirements. And also Ill let them have a fuller picture of the products we are able to supply. (摩：當(dāng)然可以，這里有幾份，你可以全拿去。我還帶來(lái)了一部錄音帶，記錄了我們最新型號(hào)產(chǎn)品的結(jié)構(gòu)和操作方法。如果可能，我和我的工程師，想同你們的技術(shù)人員談?wù)?，以便全面了解你們目前的需要，并且向他們介紹我們能供應(yīng)的產(chǎn)品。)Z（瀏覽了價(jià)目表之后）：摩爾斯先生，我們的顧客覺(jué)得，你們的價(jià)

30、格和其他國(guó)家的供貨商所報(bào)的價(jià)格比較，例如同法國(guó)相比，總是偏高。我希望- （周：(Glancing over the list) Mr. Morse. Our customers have the impression that your prices are always much too high, compared with those of other suppliers the French, for instance. I hope）M：Excuse me, if I interrupt, but really I dont think that is the case. Our p

31、roducts do cost slightly more than other makers, but its only due to our technological superiority. As to the French products, its another matters, their export is being subsided by their government. （摩：對(duì)不起，我打斷你一句，我認(rèn)為情況不是像你講的那樣。我們的產(chǎn)品，由于具有高技術(shù)性能，是比別家產(chǎn)品貴些。至于說(shuō)到法國(guó)產(chǎn)品，那時(shí)另一回事，他們的出口是得到政府津貼的。）Z：你們的產(chǎn)品同法國(guó)產(chǎn)品相比，可

32、能有一定的優(yōu)點(diǎn)，法國(guó)政府的津貼也可能是價(jià)格有些差距的原因。但是，即使這樣，你們要的價(jià)格還是太厲害了些。（周：Your products may have certain advantages over the French ones, and the government subsidy may account for some of the price gap, but even then your prices are too stiff.）M：Lets try this way, Mr. D-G. If you give us your inquiry, I shall go very

33、carefully into the price and try my best to put you on the best of the terms.（摩：局長(zhǎng)先生，這樣說(shuō)吧。假如你把詢價(jià)給我們，我們?cè)敢獍褍r(jià)格好好算一算，盡最大努力給你們最優(yōu)惠的條件。）Z：可以，等我國(guó)用戶研究了你們的樣本和價(jià)目表以后，再談一次。（周：I will. Lets have another session after the Chinese users have studied your catalogues and price list.）M：Yes, surely. Now, Mr. D-G, could

34、I ask you a question?(摩：好的，局長(zhǎng)先生。我是否可以問(wèn)一個(gè)問(wèn)題)Z：請(qǐng)。（周：Go ahead, please.）M：One of your colleagues told me casually yesterday that China has interested in the transfer of advanced technology to her. Could you tell me Chinas policy in this connection?(摩：昨天你的一位同事偶爾向我談起，對(duì)于把先進(jìn)技術(shù)轉(zhuǎn)讓給中國(guó)一事，中國(guó)是感興趣的。請(qǐng)告訴我中國(guó)在這方面的政策如何

35、。)Z：我們主張，對(duì)中國(guó)或其他發(fā)展中國(guó)家的技術(shù)轉(zhuǎn)讓，應(yīng)當(dāng)實(shí)用、有效、廉價(jià)、方便。派往受援國(guó)家的專家和人員，有責(zé)任向受援國(guó)家人民認(rèn)真?zhèn)魇诩夹g(shù)，尊重受援國(guó)家的法令和民族習(xí)俗。對(duì)于認(rèn)真?zhèn)魇诩夹g(shù)的外國(guó)專家和人員，中國(guó)政府和人民是尊重的。（周：We hold that technology transferred to China or other developing countries must be practical, efficient, economical and convenient for use. The experts and other personnel dispatched

36、to the recipient countries have the obligation to pass on conscientiously technological know-how to the people there and to respect the laws and national custom of the countries concerned. The Chinese government and people have always held in esteem those foreign experts and technicians who are cons

37、cientious in their work.）M：Thank you , Mr. D-G. Well, at the diner party last night, one Deputy-director of a local coal-fired power plant told my vice-manager that this plant was interested in environmentally sound technologies. What does that exactly mean? You might be aware that ours are by and l

38、arge environmentally friendly technologies.（摩：謝謝您，局長(zhǎng)先生。啊，昨晚宴會(huì)上，本地火力電發(fā)廠的一位副廠長(zhǎng)向我的副經(jīng)理談起，該廠對(duì)有益于環(huán)境的技術(shù)感興趣。那指的是什么？也許您知道，我們的技術(shù)大體上都是對(duì)環(huán)境友善的技術(shù)。）Z：我們不采用對(duì)環(huán)境友善這種提法。這個(gè)問(wèn)題還得從1992年聯(lián)合國(guó)環(huán)境與發(fā)展大會(huì)的國(guó)際共識(shí)談起。你也許明白，環(huán)發(fā)大會(huì)的重要成果之一，就是經(jīng)過(guò)全體聯(lián)合國(guó)成員的充分討論及兩年實(shí)質(zhì)性準(zhǔn)備，最后通過(guò)了21世紀(jì)議程，作為下一個(gè)世紀(jì)開展國(guó)際合作以實(shí)現(xiàn)全球可持續(xù)發(fā)展的行動(dòng)框架。參照該重要文件，中國(guó)政府根據(jù)自己的國(guó)情，制定了中國(guó)21世紀(jì)議程，把經(jīng)濟(jì)、

39、人口、資源、環(huán)境及社會(huì)發(fā)展諸要素結(jié)合起來(lái)，旨在實(shí)行中國(guó)的可持續(xù)發(fā)展。順便補(bǔ)充一點(diǎn)，我局的法律處長(zhǎng)告訴我，你的助手提交給他的合同草案中關(guān)于買方違反合同的補(bǔ)救辦法一節(jié)的條文，不太合理，要求過(guò)多；應(yīng)當(dāng)按照1980年聯(lián)合國(guó)國(guó)際貨物銷售合同公約中的第三章的第三節(jié)的精神，加以改寫。這件事，等待我國(guó)有關(guān)用戶研究了你們的樣品及價(jià)格問(wèn)題后，如果你們能在價(jià)格方面做出合理的下調(diào)時(shí)，我局的法律處長(zhǎng)會(huì)與你的助手商談合同草案問(wèn)題。（周：We do not use the termenvironmentally friendly technologies. This question might be traced bac

40、k to the international consensus reached at the 1992 UN Conference on Environment and Development（UNCED）. It might be known to you that one of the important results of the UNCED is the adoption, by all Member States of the UN, the document entitled Agenda 21 following the two-year substantive prepar

41、ations and extensive deliberations by all the Member States. Agenda 21 finally adopted as an important framework of action for enhancing international cooperation in the 21st century, for the realization of global sustainable development. Taking into account that important document, and in the light of the specific conditions of China, the Chinese government has formulated Chinas Agenda 21, int