304.How would you like to proceed with the negotiations²？

　　你认为该怎样来进行这次谈判呢？

　　305. I'd like to know something about your foreign trade policy.

　　我非常想了解有关贵国对外贸易的政策。

　　306. It is said that a new policy is being put into practice in your foreign trade.

　　据说你们正在实施一种新的对外贸易政策。

　　307.Our foreign trade policy has always been based on equality and mutual³ benefit and exchange of needed goods.

　　我们的对外贸易政策一向是以平等互利、互通有无为基础的。

　　308.We have adopted much more flexible methods in our dealings.

　　我们在具体操作方法上灵活多了。

　　309.We have mainly adopted some usual international practices.

　　我们主要采取了一些国际上的惯例做法。

　　310.You have also made some readjustment in your import and export  business， have  you？

　　你们的进出口贸易也有一些调整，对吗？

　　311.I'd like to know some information about the current investment environment in your country？

　　我想了解一下贵国的投资环境。

　　312.We are sure both of us have a brighter future.

　　我们相信双方都有一个光明的前景。

　　313.We had expected much lower prices.

　　我们希望报价再低一些。

　　314.They are still lower than the quotations⁴ you can get elsewhere.

　　这些报价比其他任何地方都要低得多。

　　315.I can show you other quotations that are lower than yours.

　　我可以把比贵公司报价低得多的价目表给你看看。

　　316.When you compare the prices， you must take everything into consideration.

　　当你在考虑对比价格时，首先必须把一切都要考虑进去。

　　317. I can assure you the prices we offer you are very favorable.

　　我敢保证我们向你提供的价位是合理的。

　　318.I don't think you'll have any difficulty in pushing sales.

　　我认为这给你推销时不会造成任何困难。

　　319.But the market prices are changing frequently.

　　但是市场价格随时都在变化。

　　320. It's up to you to decide.

　　这主要取决于你。

　　321.The demand for our products has kept rising.

　　要求定购我们产品的人越来越多。

　　322.How long will your offer hold good？

　　一般你们报盘的有效期是多长？

　　323. We have new methods like compensation trade and joint⁵ venture.

　　我们有补偿贸易和合资经营。

　　324. I think a joint venture would be beneficial to us both.

　　我认为合资经营对双方都是有利的。

　　325.Please give us your proposal if you're ready for that.

　　如果你愿意做合资经营，请提出你的方案。

　　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 installments⁶， 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 inquiry⁷ 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 negotiation¹， 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： Literally⁸， it means pavilion beyond pavilion. A famous  restaurant in Nanjing.

　　Notes  注释

　　1.make contact with sb. 与某人接触

　　2.Would you please give us a brief account about the new practices you have adopted？

　　你们采取了哪些新的做法，能否给我简单介绍一下？

　　3. payments by installments 分期付款

　　4. process with client's materials 来料加工

　　5.joint venture 合资经营

　　6.scientific management 科学管理

　　7.complete plants 成套设备

　　8.That is in a planned and selective way.

　　这是有计划、有选择的。

　　9.Our political situation is stable and the policy open to the world is firm.

　　政局稳定，对外开放政策不变。

　　10.We welcome foreign friends to invest in China and we are trying to create a more favorable environment for them.

　　我们竭诚欢迎外国朋友来华投资，并正积极为投资者创造更有利的投资环境。

　　11.You have adopted a more flexible policy in your work than before.

　　你们的一些具体做法的确比以前灵活多了。

　　12.We may take into consideration accepting government-to-government or non-government loans if the condition permits.

　　只要条件合适，我们可以考虑接受政府间或非政府间的贷款。

　　13.Shall we call it a day？

　　今天就谈到这里吧？

　　14. dine out 出去吃饭

　　15. It's on me. 该我请客了。

　　16.It sounds great. 太好了。

　　17.sign the contract 签合同

　　18.Why not. 当然可以。

　　19.Lou Wai Lou 楼外楼（酒店名）

　　20.Literally， it means pavilion beyond pavilion.

　　照字义，意思是楼外还有楼。

　　Words and Expressions

　　proceed/ pr+'si： d/                         v. 进行

　　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. 客户

　　venture/ 'ventM+/                          n. 冒险

　　readjustment/？re： +'d{）stm+nt/        n. 重新调整

　　loan/ l+un/                                    n. 贷款

　　abundant/ +'b）nd+nt/                     a. 丰富的

　　stable/ 'steibl/                                a. 稳定的

　　quotation/ kw+（'teiM+n/                 n. 报价

　　persuade/ p+s'weid/                       v. 说服

　　inquiry/ in'kwai+ri/                        n. 询价

　　marathon/ 'm$r+I+n/                      n. 马拉松

　　deserve/ di'z+： v/                           v. 值得

　　compensation/ ？k&mpen'sM+n/      n. 补偿

　　patience/ 'peiM+ns/                        n. 耐心

　　literally/ 'lit+r+li/                            ad. 文字上地

　　pavilion/ p+'vilj+n/                         n. 楼阁；亭子

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