Key Sentences （重點句子）
304.How would you like to proceed with the negotiations？
你認為該怎樣來進行這次談判呢？
305. I'd like to know something about your foreign trade policy.
我非常想了解有關貴國對外貿易的政策。
306. It is said that a new policy is being put into practice in your foreign trade.
據說你們正在實施一種新的對外貿易政策。
307.Our foreign trade policy has always been based on equality and mutual benefit and exchange of needed goods.
我們的對外貿易政策一向是以平等互利、互通有無為基礎的。
308.We have adopted much more flexible methods in our dealings.
我們在具體操作方法上靈活多了。
309.We have mainly adopted some usual international practices.
我們主要采取了一些國際上的慣例做法。
310.You have also made some readjustment in your import and export business， have you？
你們的進出口貿易也有一些調整，對嗎？
311.I'd like to know some information about the current investment environment in your country？
我想了解一下貴國的投資環(huán)境。
312.We are sure both of us have a brighter future.
我們相信雙方都有一個光明的前景。
313.We had expected much lower prices.
我們希望報價再低一些。
314.They are still lower than the quotations you can get elsewhere.
這些報價比其他任何地方都要低得多。
315.I can show you other quotations that are lower than yours.
我可以把比貴公司報價低得多的價目表給你看看。
316.When you compare the prices， you must take everything into consideration.
當你在考慮對比價格時，首先必須把一切都要考慮進去。
317. I can assure you the prices we offer you are very favorable.
我敢保證我們向你提供的價位是合理的。
318.I don't think you'll have any difficulty in pushing sales.
我認為這給你推銷時不會造成任何困難。
319.But the market prices are changing frequently.
但是市場價格隨時都在變化。
320. It's up to you to decide.
這主要取決于你。
321.The demand for our products has kept rising.
要求定購我們產品的人越來越多。
322.How long will your offer hold good？
一般你們報盤的有效期是多長？
323. We have new methods like compensation trade and joint venture.
我們有補償貿易和合資經營。
324. I think a joint venture would be beneficial to us both.
我認為合資經營對雙方都是有利的。
325.Please give us your proposal if you're ready for that.
如果你愿意做合資經營，請?zhí)岢瞿愕姆桨浮?BR> Dialogue A
（A： Mr. Margie， a business friend from Europe； B： Miss Li， a secretary and interpreter of Golden Dragon Import and Export Corporation， Jiangsu， China； C： Mr. Zhang， the sales manager of the corporation. ）
A： Good morning， Miss Li.
B： Good morning， Mr. Margie. Welcome to our corporation. Mr. Zhang is waiting for you in the meeting room on the third floor. The second room on the right.
A： Thank you. Let's go.
* * * *
C： Good morning， Mr. Margie. How nice to see you again.
A： It's nice to see you， too. Mr. Zhang.
B： Sit down， please， Mr. Marie. How would you like to proceed with the negotiations？
A： I think this problem is for Mr. Zhang to decide. You know， this is my first visit to China and also my first time to make contact with you. So I'd like to know something about your foreign trade policy. It is said that a new policy is being put into practice in your foreign trade. Is that true？
B： Our foreign trade policy has always been based on equality and mutual benefit， and exchange of needed goods， but we have adopted much more flexible methods in our dealings.
A：Would you please give us a brief account about the new practices you have adopted？
C： We have mainly adopted some usual international practices， such as payments by installments， process with client's materials， joint venture and so on.
A： That's very nice. You have adopted a more flexible policy in your work than before. You have also made some readjustment in your import and export business， haven't you？
C： One of the principles we are keeping to is that our imports must be based on our ability to pay. That is if we increase our imports， then we must increase our exports first.
A： What would you like to import then？
C： We'll introduce advanced technology， scientific management and complete plants， and so on， of course， that is in a planned and selective way.
A： I wonder whether you need a loan？
C： We may take into consideration accepting government-to-government or non-government loans if the condition permits.
A： Mr. Zhang， I'd like to know some information about the current investment environment in your country？
C： China is a vast country and a big market with a large population. Our natural resources are abundant， and our wages are low. Our political situation is stable and the policy open to the outside world is firm. We welcome foreign friends to invest in China and we are trying to create a more favorable environment for them. We are sure both of us have a brighter future.
B： Mr. Margie， anything more to ask about our foreign trade policy？
A： Nothing about it.
B： Would you like a cup of tea or coffee then？
A： Tea is good. Thank you.
Dialogue B
（A： Mr. Margie； B： Mr. Zhang； C： Miss Li）
C： Shall we start our business talk， Mr. Margie？
A： Yes. To tell you the truth， we are greatly surprised at the prices you offer us. We had expected much lower prices.
B： This year's prices are higher than last year's. But they are still lower than the quotations you can get elsewhere.
A： I'm afraid I can't agree with you on these. I can show you other quotations that are lower than yours.
B： When you compare the prices， you must take everything into consideration. Our products are of high quality， while the quotations you get from other sources are for goods of ordinary quality.
A： I grant that yours are of better quality. But still we don't think we can succeed in persuading our clients to buy at such high prices.
B： If I were you， I wouldn't worry about that. Taking everything into consideration， I can assure you the prices we offer you are very favorable. I don't think you'll have any difficulty in pushing sales.
A： But the market prices are changing frequently. How can I be sure that the market will not fall before the arrival of goods at our port？
B： No， I don't see that you can. It's up to you to decide.
A： If you can promise delivery before July， 2000， I'll be able to decide. It looks as if the market won't go down until then.
B： Well， delivery in August is the best we can do for you. The demand for our products has kept rising. If you made your inquiry today， even August delivery wouldn't be possible. But since you made your inquiry three days ago， we'll try to make delivery in August.
A： How long will your offer hold good？
B： For three days， as usual. I hope you'll make up your mind soon.
C： Mr. Margie， anything else do you want to get？
A： Nothing more. I will think about what we have discussed.
Dialogue C
（A： Mr. Zhang； B： Mr. Margie； C： Miss Li）
A： Shall we call it a day？
B： Yes， all of us deserve a good rest after the marathon negotiations.
A： Let's dine out this evening. It's on me.
B： It sounds great. Shall I call a taxi？
C： No. We've got a car out there in the parking lot.
A： Let's go right away， shall we？
B： OK.
（They are on the way to the restaurant. ）
B： So tomorrow we're going to sign the contract at last. Perhaps some day we can sign a long term agreement.
A： Yes， why not？
B： Let's work harder for that. By the way， you've adopted some more flexible ways in trade recently. Is that true？
A： Yes， we have new methods like compensation trade and joint ventures.
B： I think a joint venture would be beneficial to us both.
A： So do I. Please give us your proposal if you're ready for that.
B： I will.
A： We won't have another marathon negotiation， I suppose.
B： No. As a matter of fact， I don't have the patience.
C： Well， here we are.
B： Wow， it's so beautiful. What's the restaurant？
C： It's named 'Lou-Wai-Lou'.
B： Pardon？
C： Literally， it means pavilion beyond pavilion. A famous restaurant in Nanjing.
Notes 注釋
1.make contact with sb. 與某人接觸
2.Would you please give us a brief account about the new practices you have adopted？
你們采取了哪些新的做法，能否給我簡單介紹一下？
3. payments by installments 分期付款
4. process with client's materials 來料加工
5.joint venture 合資經營
6.scientific management 科學管理
7.complete plants 成套設備
8.That is in a planned and selective way.
這是有計劃、有選擇的。
9.Our political situation is stable and the policy open to the world is firm.
政局穩(wěn)定，對外開放政策不變。
10.We welcome foreign friends to invest in China and we are trying to create a more favorable environment for them.
我們竭誠歡迎外國朋友來華投資，并正積極為投資者創(chuàng)造更有利的投資環(huán)境。
11.You have adopted a more flexible policy in your work than before.
你們的一些具體做法的確比以前靈活多了。
12.We may take into consideration accepting government-to-government or non-government loans if the condition permits.
只要條件合適，我們可以考慮接受政府間或非政府間的貸款。
13.Shall we call it a day？
今天就談到這里吧？
14. dine out 出去吃飯
15. It's on me. 該我請客了。
16.It sounds great. 太好了。
17.sign the contract 簽合同
18.Why not. 當然可以。
19.Lou Wai Lou 樓外樓（酒店名）
20.Literally， it means pavilion beyond pavilion.
照字義，意思是樓外還有樓。
Words and Expressions
proceed/ pr+'si： d/ v. 進行
equality/ i'kw&liti/ n. 平等
mutual/ 'mju： tju+l/ a. 互相的
benefit/ 'benifit/ n. 利益
dealing/ 'de： liR/ n. 生意
payment/ 'peim+nt/ n. 付款
installment/ in'st&： lm+nt/ n. 分期
client/ 'klai+nt/ n. 客戶
venture/ 'ventM+/ n. 冒險
readjustment/？re： +'d{）stm+nt/ n. 重新調整
loan/ l+un/ n. 貸款
abundant/ +'b）nd+nt/ a. 豐富的
stable/ 'steibl/ a. 穩(wěn)定的
quotation/ kw+（'teiM+n/ n. 報價
persuade/ p+s'weid/ v. 說服
inquiry/ in'kwai+ri/ n. 詢價
marathon/ 'm$r+I+n/ n. 馬拉松
deserve/ di'z+： v/ v. 值得
compensation/ ？k&mpen'sM+n/ n. 補償
patience/ 'peiM+ns/ n. 耐心
literally/ 'lit+r+li/ ad. 文字上地
pavilion/ p+'vilj+n/ n. 樓閣；亭子
304.How would you like to proceed with the negotiations？
你認為該怎樣來進行這次談判呢？
305. I'd like to know something about your foreign trade policy.
我非常想了解有關貴國對外貿易的政策。
306. It is said that a new policy is being put into practice in your foreign trade.
據說你們正在實施一種新的對外貿易政策。
307.Our foreign trade policy has always been based on equality and mutual benefit and exchange of needed goods.
我們的對外貿易政策一向是以平等互利、互通有無為基礎的。
308.We have adopted much more flexible methods in our dealings.
我們在具體操作方法上靈活多了。
309.We have mainly adopted some usual international practices.
我們主要采取了一些國際上的慣例做法。
310.You have also made some readjustment in your import and export business， have you？
你們的進出口貿易也有一些調整，對嗎？
311.I'd like to know some information about the current investment environment in your country？
我想了解一下貴國的投資環(huán)境。
312.We are sure both of us have a brighter future.
我們相信雙方都有一個光明的前景。
313.We had expected much lower prices.
我們希望報價再低一些。
314.They are still lower than the quotations you can get elsewhere.
這些報價比其他任何地方都要低得多。
315.I can show you other quotations that are lower than yours.
我可以把比貴公司報價低得多的價目表給你看看。
316.When you compare the prices， you must take everything into consideration.
當你在考慮對比價格時，首先必須把一切都要考慮進去。
317. I can assure you the prices we offer you are very favorable.
我敢保證我們向你提供的價位是合理的。
318.I don't think you'll have any difficulty in pushing sales.
我認為這給你推銷時不會造成任何困難。
319.But the market prices are changing frequently.
但是市場價格隨時都在變化。
320. It's up to you to decide.
這主要取決于你。
321.The demand for our products has kept rising.
要求定購我們產品的人越來越多。
322.How long will your offer hold good？
一般你們報盤的有效期是多長？
323. We have new methods like compensation trade and joint venture.
我們有補償貿易和合資經營。
324. I think a joint venture would be beneficial to us both.
我認為合資經營對雙方都是有利的。
325.Please give us your proposal if you're ready for that.
如果你愿意做合資經營，請?zhí)岢瞿愕姆桨浮?BR> Dialogue A
（A： Mr. Margie， a business friend from Europe； B： Miss Li， a secretary and interpreter of Golden Dragon Import and Export Corporation， Jiangsu， China； C： Mr. Zhang， the sales manager of the corporation. ）
A： Good morning， Miss Li.
B： Good morning， Mr. Margie. Welcome to our corporation. Mr. Zhang is waiting for you in the meeting room on the third floor. The second room on the right.
A： Thank you. Let's go.
* * * *
C： Good morning， Mr. Margie. How nice to see you again.
A： It's nice to see you， too. Mr. Zhang.
B： Sit down， please， Mr. Marie. How would you like to proceed with the negotiations？
A： I think this problem is for Mr. Zhang to decide. You know， this is my first visit to China and also my first time to make contact with you. So I'd like to know something about your foreign trade policy. It is said that a new policy is being put into practice in your foreign trade. Is that true？
B： Our foreign trade policy has always been based on equality and mutual benefit， and exchange of needed goods， but we have adopted much more flexible methods in our dealings.
A：Would you please give us a brief account about the new practices you have adopted？
C： We have mainly adopted some usual international practices， such as payments by installments， process with client's materials， joint venture and so on.
A： That's very nice. You have adopted a more flexible policy in your work than before. You have also made some readjustment in your import and export business， haven't you？
C： One of the principles we are keeping to is that our imports must be based on our ability to pay. That is if we increase our imports， then we must increase our exports first.
A： What would you like to import then？
C： We'll introduce advanced technology， scientific management and complete plants， and so on， of course， that is in a planned and selective way.
A： I wonder whether you need a loan？
C： We may take into consideration accepting government-to-government or non-government loans if the condition permits.
A： Mr. Zhang， I'd like to know some information about the current investment environment in your country？
C： China is a vast country and a big market with a large population. Our natural resources are abundant， and our wages are low. Our political situation is stable and the policy open to the outside world is firm. We welcome foreign friends to invest in China and we are trying to create a more favorable environment for them. We are sure both of us have a brighter future.
B： Mr. Margie， anything more to ask about our foreign trade policy？
A： Nothing about it.
B： Would you like a cup of tea or coffee then？
A： Tea is good. Thank you.
Dialogue B
（A： Mr. Margie； B： Mr. Zhang； C： Miss Li）
C： Shall we start our business talk， Mr. Margie？
A： Yes. To tell you the truth， we are greatly surprised at the prices you offer us. We had expected much lower prices.
B： This year's prices are higher than last year's. But they are still lower than the quotations you can get elsewhere.
A： I'm afraid I can't agree with you on these. I can show you other quotations that are lower than yours.
B： When you compare the prices， you must take everything into consideration. Our products are of high quality， while the quotations you get from other sources are for goods of ordinary quality.
A： I grant that yours are of better quality. But still we don't think we can succeed in persuading our clients to buy at such high prices.
B： If I were you， I wouldn't worry about that. Taking everything into consideration， I can assure you the prices we offer you are very favorable. I don't think you'll have any difficulty in pushing sales.
A： But the market prices are changing frequently. How can I be sure that the market will not fall before the arrival of goods at our port？
B： No， I don't see that you can. It's up to you to decide.
A： If you can promise delivery before July， 2000， I'll be able to decide. It looks as if the market won't go down until then.
B： Well， delivery in August is the best we can do for you. The demand for our products has kept rising. If you made your inquiry today， even August delivery wouldn't be possible. But since you made your inquiry three days ago， we'll try to make delivery in August.
A： How long will your offer hold good？
B： For three days， as usual. I hope you'll make up your mind soon.
C： Mr. Margie， anything else do you want to get？
A： Nothing more. I will think about what we have discussed.
Dialogue C
（A： Mr. Zhang； B： Mr. Margie； C： Miss Li）
A： Shall we call it a day？
B： Yes， all of us deserve a good rest after the marathon negotiations.
A： Let's dine out this evening. It's on me.
B： It sounds great. Shall I call a taxi？
C： No. We've got a car out there in the parking lot.
A： Let's go right away， shall we？
B： OK.
（They are on the way to the restaurant. ）
B： So tomorrow we're going to sign the contract at last. Perhaps some day we can sign a long term agreement.
A： Yes， why not？
B： Let's work harder for that. By the way， you've adopted some more flexible ways in trade recently. Is that true？
A： Yes， we have new methods like compensation trade and joint ventures.
B： I think a joint venture would be beneficial to us both.
A： So do I. Please give us your proposal if you're ready for that.
B： I will.
A： We won't have another marathon negotiation， I suppose.
B： No. As a matter of fact， I don't have the patience.
C： Well， here we are.
B： Wow， it's so beautiful. What's the restaurant？
C： It's named 'Lou-Wai-Lou'.
B： Pardon？
C： Literally， it means pavilion beyond pavilion. A famous restaurant in Nanjing.
Notes 注釋
1.make contact with sb. 與某人接觸
2.Would you please give us a brief account about the new practices you have adopted？
你們采取了哪些新的做法，能否給我簡單介紹一下？
3. payments by installments 分期付款
4. process with client's materials 來料加工
5.joint venture 合資經營
6.scientific management 科學管理
7.complete plants 成套設備
8.That is in a planned and selective way.
這是有計劃、有選擇的。
9.Our political situation is stable and the policy open to the world is firm.
政局穩(wěn)定，對外開放政策不變。
10.We welcome foreign friends to invest in China and we are trying to create a more favorable environment for them.
我們竭誠歡迎外國朋友來華投資，并正積極為投資者創(chuàng)造更有利的投資環(huán)境。
11.You have adopted a more flexible policy in your work than before.
你們的一些具體做法的確比以前靈活多了。
12.We may take into consideration accepting government-to-government or non-government loans if the condition permits.
只要條件合適，我們可以考慮接受政府間或非政府間的貸款。
13.Shall we call it a day？
今天就談到這里吧？
14. dine out 出去吃飯
15. It's on me. 該我請客了。
16.It sounds great. 太好了。
17.sign the contract 簽合同
18.Why not. 當然可以。
19.Lou Wai Lou 樓外樓（酒店名）
20.Literally， it means pavilion beyond pavilion.
照字義，意思是樓外還有樓。
Words and Expressions
proceed/ pr+'si： d/ v. 進行
equality/ i'kw&liti/ n. 平等
mutual/ 'mju： tju+l/ a. 互相的
benefit/ 'benifit/ n. 利益
dealing/ 'de： liR/ n. 生意
payment/ 'peim+nt/ n. 付款
installment/ in'st&： lm+nt/ n. 分期
client/ 'klai+nt/ n. 客戶
venture/ 'ventM+/ n. 冒險
readjustment/？re： +'d{）stm+nt/ n. 重新調整
loan/ l+un/ n. 貸款
abundant/ +'b）nd+nt/ a. 豐富的
stable/ 'steibl/ a. 穩(wěn)定的
quotation/ kw+（'teiM+n/ n. 報價
persuade/ p+s'weid/ v. 說服
inquiry/ in'kwai+ri/ n. 詢價
marathon/ 'm$r+I+n/ n. 馬拉松
deserve/ di'z+： v/ v. 值得
compensation/ ？k&mpen'sM+n/ n. 補償
patience/ 'peiM+ns/ n. 耐心
literally/ 'lit+r+li/ ad. 文字上地
pavilion/ p+'vilj+n/ n. 樓閣；亭子