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1 English for Business 商业英语教程 LESSON 18 Negotiating Part 1 (continued) 第十八课 - 商业谈判 STUDY NOTES 学习笔记 Characters 课文人物 Douglas Hale: 道格拉斯哈尔 Lian Lee: 丽安 Chief Executive Officer, Hale and Hearty. 哈尔及哈迪食品公司的首席执行官 Co-owner of Silver Heaven tea plantation. 银色天堂茶叶种植园的业主之一 The story 课文场景 Negotiations begin. Douglas outlines his position and Lian opens her response by clarifying what he s said. 在这一课里, 双方开始了谈判道格拉斯首先概述了他的公司的立场, 丽安则对他提出的立场寻求澄清 Language- Clarifying 课文练习 - 澄清议题 Here are a number of ways to clarify information. 下列是澄清问题的一些例句 Read the models below. When you are sure you understand them, read them out loud. 在您理解了这些句型的正确使用方式后请朗读练习 Checking clarity 询问对方是否明白时, 我们可以这样说 : Is that clear? 这个议题清楚了吗? Can you follow that? 这一点您清楚吗? How does that sound? 这样说您明白吗?

Douglas outlines his position and Lian opens her response by clarifying what he s said.

2 Asking for clarification 在需要对方澄清议题时, 我们可以这样说 : What exactly does that mean? 准确地说这是什么意思呢? So you re saying that we ll pay? 所以您是说由我们来支付这笔费用? Could you clarify a point for me? 可否请您为我澄清一个议题? Could you explain what you mean by that? 可否请您解释您这样说是什么意思? Opening a clarifying recap 在要求对方澄清议题时, 我们可以以这样的短语来开始 As I understand it 我的理解是 Let me see if I ve got this right 让我看看这样的理解是否准确 So, the most important thing for you is 所以说, 对您来说最重要的是 Closing a clarifying recap 在结束对对方讲话的概述时, 我们可以这样说来作为结束 Is this an accurate summary of your position? 我这样总结您的观点准确吗? Is that what you meant? 您说的是这个意思吗? Have I understood correctly? 我的理解正确吗? Is that how you see it? 这是您的观点吗? Idioms and expressions 习惯用语和表示法

Opening a clarifying recap 在要求对方澄清议题时, 我们可以以这样的短语来开始 As I understand it 我的理解是 Let me see if I ve got this right 让我看看这样的理解是否准确 So, the most important thing for you

3 The business world has many expressions for negotiations. Here is one of them. argy-bargy - arguing and bargaining. In your dictionary it may be expressed as disputation but it can also have the more general meaning of negotiating. For example, 商业界使用了许多表示谈判的生词或词组, 举例说 argy-bargy 是 arguing and bargaining 争论和讨价还价的俚语在字典里这个词组的意思是争论争吵, 但是更广义的则有谈判的意思举一个例句 : After all the argy-bargy they all went off for a nice lunch. 他们经过一番积极的谈判后一起到餐馆共享一顿美好的午餐 win/win situation both parties try to find positive outcomes in their agreement. win/win 双赢的局面 - 指谈判双方试图在达成的协议里找出积极的成果 umbrella statement a brief statement of purpose or intention. umbrella statement- 指范围广泛包罗万象的声明 trade markings legal requirements for every consumable product sold in Australia. These include, for example, origin of product, identifying serial numbers, list of ingredients. trade markings- 商标标记凡是在澳大利亚销售的所有消费品都必须附有包括诸如产品来源地产品编号以及产品成分以及合法注册的商业标志 EXERCISES 练习 1. Key vocabulary 重要词汇 Look up the meaning and pronunciation of these words in your dictionary. 请从字典查找下列生词的定义和发音 (to) consolidate (to be) borne (to bear) (to) clarify distributor exclusive logo (to) merge rights supplier (to) take on (an issue/costs)

For example, 商业界使用了许多表示谈判的生词或词组, 举例说 argy-bargy 是 arguing and bargaining 争论和讨价还价的俚语在字典里这个词组的意思是争论争吵, 但是更广义的则有谈判的意思举一个例句 : After all the

4 2. Language Practice double negatives 课文练习 - 双重否定 When two negative s are used in a sentence the meaning is positive. 在英文句子里存在双重否定的结构就翻译成了肯定的意味 Example: 例如 We see no reason why they can t work for Silver Heaven. means We think they can work for Silver Heaven. We see no reason why they can t work for Silver Heaven. 这个句子 no reson 和 can t work 是双重否定的结构, 其中文意思就是我们认为这也应该适用于银色天堂公司 Re-write the double negative sentences as positive sentences. 请将下列含有双重否定结构的句子改写成肯定的句型 1. I can t see why we can t take on Silver Heaven as a partner 1. 我认为我们应该和银色天堂公司结成伙伴关系 2. There s no reason not to merge Silver Heaven with our company. 2. 我认为我们公司有充分的理由和银色天堂公司合并 3. I don t understand why we wouldn t want to form a partnership with your company. 3. 我认为我们公司应该和贵公司结成伙伴关系 4. Now I m not asking you not to take some time to think this over. 4. 我希望您花点时间仔细地斟酌这个问题 5. We can t think why you wouldn t benefit from our standard transportation arrangement. 5. 我们认为贵公司会从我们这项标准规格的运输安排里获益良多 6. Don t just say nothing. 6. 你开口说点什么吧!

We see no reason why they can t work for Silver Heaven.

5 4. The Chant 短语练习 Practice saying this chant out loud. 请朗读下列短语 As I understand it 我的理解是 You want fifty per cent 您希望有百分之五十的股份 Is that what you? That what you? Is that what you meant? 您说的是这个意思吗? 1. I can see why we can take on There s a reason to merge with 3. I understand why we want to 4. Now I m asking you to take some time 5. We think you would benefit 6. Say something.

what you? That what you? Is that what you meant? 您说的是这个意思吗? 1. I can see why we can take on... 2.

龚亚夫在重新思考基础教育英语教学的理念一文中援引的观点认为当跳出本族语主义的思维定式后需要重新思考许多相连带的问题比如许多发音的细微区别并不影响理解和

龚亚夫在重新思考基础教育英语教学的理念一文中援引的观点认为当跳出本族语主义的思维定式后需要重新思考许多相连带的问题比如许多发音的细微区别并不影响理解和语音语篇语感语域林大津毛浩然改革开放以来的英语热引发了大中小学英语教育整体规划问题在充分考虑地区学校和个体差异以及各家观点的基础上遵循实事求是逐级定位逐层分流因材施教的原则本研究所倡导的语音语篇语感语域