商务谈判技巧论文英文

商务谈判技巧论文英文（精选7篇）

商务谈判技巧论文英文 篇1

“Reply to all”表示你的回复将发送给每一个收到原始邮件的人，在邮件的地址栏内，“cc” (carbon copy)部分指的是该邮件发给你指定的人，即“抄送），而“bcc”指你可以悄悄的发送邮件而不让其他的人知道，即”密送“， b代表的是“blind”(掩藏的)。如果有人要你“forward”一封邮件，意思是要你通过转发的功能发送邮件，有时侯简写成“fw.”

2. Use the Right Greeting:尽管用“Hey”作为写给朋友的电子邮件开场白没有任何问题，但是最好不要用这种方式给一个潜在的商务伙伴这样写信。另一方面，使用非常正式的传统开场白“Dear Sir” 也已经越来越过时了。最好写成“Dear Mr. / Ms.” 后跟那个人的姓氏。同事之间，通常可直呼其名，如“Dear John”)，

3. Keep it Short and Clear: 有些情况下，可能需要用华丽的词藻和复杂的句式来彰显你的聪明才智和教育背景。而在用英语写邮件的时候，清晰、有条理的方式才是最佳选择。在邮件的第一段清楚的表明你写信的.目的，保证每一段中都有代表核心观点的中心句。使用类似“first, second, next, and finally”的词引导读者你所要表述的每一个观点。你不需在邮件中包括所有的详细内容，取而代之的可以是类似“If you have any other questions please feel free to contact me,”这样的短语来结束邮件，这样一来可以为对方创造进一步交流的前提。

4. Be polite and tactful: 懂得谦逊和准确传达信息的重要性。“I want.”之类的词能避免则避免出现，相比之下，“I would like”显得更尊重对方。又如“I am interested in”是提出请求建议或寻求意见的好方法。

商务谈判技巧论文英文 篇2

With the rapid development of our national economy and deepening of the reform and opening up policy to the outside, communication with foreign countries and multinational companies becomes frequent, which makes cross-cultural business negotiation more and more popular.“Win-win”is the ideal aim of everyone.The language arts play the most important role in the life.In order to reach an agreement which will benefit two parties or even more sides, the negotiator should be good at language skills.Language is a great source of power, whether every negotiation is large or small, important or trivial;it is your spoken words-language arts that will ultimately be the factor that determines whether or not you accomplish your negotiation with success.There are some skills in language arts that should be paid attention.People would like to discuss some important aspects of using language in business negotiation.The arguments are as follows:using language arts on business negotiation makes the negotiation successful.This article will mainly focus on three parts regarding language arts on business negotiation, that is, the use of humor words, euphemism and proverbs.Humor words will help the negotiator create a peaceful climate and break“dead lock”;Euphemism is the key point to establish good relationship with the business partner.And Proverb, which not only shows the generosity of negotiator, but also attracts others’attention.Proverb works in every business negotiation, and negotiation always benefits those who is accomplished in using language arts.

2 Role of Language in Negotiations

The role of language is very important in business negotia tions.Clear-organized narrative, clear-cut proposition, sufficien argument language expression can help to gain the convince so a to reach the consensus of both parties.

2.1 Completion and accuracy

The first thing of both sides of negotiation is to speak clearly accurately and objectively.Negotiators must be accord with the truth when talking about the enterprise’s products, financial statu and so on.Negotiators do not exaggerate so that the other party may feel the sincerity.Negotiators have to present the intention and pur pose briefly and to the point, and have a definite object at the same time.Generally, business negotiations always last for a long time Negotiators just discuss about three to five projects and issues a the meeting because the human brain memory is limited.They need a few meetings to discuss about all the issues and projects People can only remember some key discussion content in a limit ed period of negotiation time.Negotiator is required to have excel lent logical expressive ability and careful thinking.In the proces of communication with the other party, negotiators have to be objec tive.If the negotiators do not speak around the main issue, and use a windbag, vague language to express his attention and purpose in the process of business negotiation, the other side would feel lost and confused.And the negotiator will leave an impression of speaking big words to them.The insincerity performance will cause an obstacle to the negotiation.

2.2 Persuasions to the other party

People often say that business negotiation is actually hardship war.But even the most powerful opponent will have his own weakness.In fact business negotiation is a process of persuading each other to reach an agreement.It is a kind of very effective means to get a favorable result in the process of negotiation.The opponent persuades and convinces the other party through art language expression.To get a satisfied result is the wish of both sides and wants to achieve in the process of negotiations, and it is also very hard to reach such kind of results in the negotiation at the same time.If the negotiators want to persuade the rivals in business negotiations have to listen to the other parties’requirements and ideas in the first place.It is necessary to find the point which both sides can accept.The negotiator has to describe the opinion and put forward questions and explain each other’s doubts.The negotiators have to find the reasonable arguments to communicate with the other party when the two sides have different points of view.Only through these various kinds of use of language that could change the other party’s original opinion and the other party could accept views and opinions whole-heartedly.In the process of negotiations, both sides always conflict with each other for their own respective interests and sakes.But it is an ever-changing situation in the process of negotiations.So it requires people to analyze the function of using the art of language according to different kind of particular case.Only by using different kind of language skills correctly, can the two parties reach agreement in the process of negotiations.Sometimes one also has to consider other party’s interest so as to get a win-win situation in the end.

2.3 Great atmospheres under control

Almost all business negotiations are carried out in a certain kind of atmosphere so the negotiation atmosphere will affect the negotiator's emotions and behavior.A good negotiator should be able to control the atmosphere of negotiations.Reasonable and proper use of language skills could help to ease the atmosphere of negotiations.It is a very important means to ease the tension between the two sides.It is a very important means to use language skills reasonable and proper to adjust and ease the atmosphere of negotiations.At the beginning of commercial negotiations, negotiators should use language skills actively to create harmonious and heated atmosphere in the process of negotiations.A good negotiator will find some interesting things to talk about to eliminate the other party’s tension, and also win each other's favor at the beginning of the negotiation at the same time.It is helpful for the negotiator to relieve the atmosphere of negotiations timely in the process of negotiation.The negotiator could tell some jokes to eliminate the tension so as to get closer to the other party.The negotiator needs to use some appropriate language to dissolve the problem when negotiations cross into a crisis.The negotiator has to ease the tension in negotiations for both sides to go back to the negotiations.

3 The Principles of Applying the Language Skills in Negotiations

Any kind of successful negotiations are the result of using splendid language in the process of negotiations.The art of using language could help both sides to reach an agreement which benefit them all.The negotiator can take advantage of language to win the initiative in the process of negotiation if grasps the principle of using language skills in negotiations.

3.1 Targeted languages in negotiations

The negotiators need to express their wishes and requirements accurately.The language of negotiations should be targeted.When faced with different kind of negotiation content, occasion and negotiation opponent, and negotiator has to use the specific language to improve the chance of success in negotiations.Negotiator should fully consider his opponents’character, emotion, habits, culture and their special interests in negotiate process.Negotiator is required to make use of the targeted language properly and have a definite object.Negotiator has to avoid using ambiguity, blurring and repeating language in their expressions, which may probably cause offence and misunderstanding.And even worse, it will degrade the speaker’s status and lose dignity at the same time.

3.2 Mild and indirect expression in negotiations

Euphemism is defined as:"Euphemism is a good or favorable interpretation of a bad word".Stokes and Hartman compiled the"Language and Linguistics Dictionary"to the Euphemism is defined as:"Euphemism:with a not-ming, and be able to make people happy, or ambiguous statement, instead of with the unpleasant meaning or lack of respect for the way of expression."Euphemism literally means"use of pleasant, mild or indirect words or phrases in place of more accurate or direct ones.The Random House College Dictionary (1979) the euphemism is defined as:the substitution of a mild, indirect, or vague expression for one thought to be offensive, harsh or blunt, American scholar Hugh Rawson said:Euphemism so deeply infiltrated our language, as well as no one among us—even those self-proclaimed straight people—can not use euphemisms the case had finished a day.It is hard for a person to accept the stiff way of expression of their opinions and feeling.So negotiators should try to use tactful language with the acceptable manner to put forward their views so as to be accepted easily by the other party in negotiations.In addition, negotiators have to try to put their own opinions with tactful way to transfer into the other side’s opinions in the process of negotiation.This can increase the persuasive power of party by oneself.At the same time, the other party will feel the sense of being respected;hence it is more likely to reach an agreement.British writer George Blunt was during the century from sixteenth to eighteenth.

3.3 Flexible expression in negotiations

Sometimes negotiations are always changeable and unpredictable.Negotiators have to make calmly and scientific decision to handle some unexpected circumstances in the process of negotiations by using flexible expressions.It is very important to grasp the flexibility of language and improve the negotiation strain capacity in negotiations.This kind of flexible language strains capacity general associated with the emergency means of dealing with the situation.It can help negotiators out of the difficult situation and turn the crisis into opportunities in the process of negotiations cleverly.For instance, when the opponent forces to make a choice right away, if responses:"let us think again"or“it is difficult to settle down temporary“such kind of sentence and so on.Then the one side will give the other side an image of lacking own dependent ideas to our performance.And people also could choose another way to deal with this situation.At this time, the other party negotiators can look at the clock and then politely tell the other side of party:"I'm terribly sorry, it is ten o'clock right now, but I agreed with a friend on the phone, please give me five minutes to talk with him."We have won five minutes of thinking through this method.So it is very important to grasp the flexibility of language in the negotiations.

4 The Using of Language Skills in Negotiations

4.1 Ask and answer skills in negotiation

First of all, the questions which required paying attention to the following points:first, the questioner has to be prepared for the problems beforehand.The questioner has to summarize and put forward for the problems with the most refined language.The questioner should take account of the other party’s reaction.Second, the negotiator has to select the appropriate way to ask questions.The negotiator has to choose the suitable manners according to the atmosphere of negotiations.People who are good at negotiation can lead the other side to change their ideas so as to control the direction of negotiations.Third, master the appropriate time to ask question could help negotiations to go on smoothly.Fourth, grasp of the attitude of putting forward the questions.Negotiator has to ask questions with a gentle and polite attitude, and that will make the other side, feel the sincerity of the speaker.Negotiator has to wait for the other side to answer.Always avoid arguments with the other party.Sometimes answering questions is more important than asking question.Therefore, the"answer"should be particular with the skills in the process of negotiations.It mainly has the following points:first, master the speed of answering questions.Negotiators have to leave some time for the other party.Negotiators determine their own mode and range to answer questions only after understanding the real intention of each other.To answer the other side’s doubts after careful consider and forecast the other party's attitude and reaction after knowing our own answers.Second, to answer the question to be reserved and do not answer it completely.Third, if you did not have a very clear map in your mind not to answer the question right away.Negotiators can not answer the other side’s problems in a rush without understand the other side’s problem completely.It is very easy to fall into the trap of other party if the answer the other side’s problems in a rush.The party answer the other side’s problems with rush may say things that should not speak about to cause needless loss.The fourth, don’t give the exact answer to other side’s problem.People often encounter with some problems which are not convenient to give a definite reply at once.At last, be careful not to answer the question if no one mentions it.It is unwise to leave the opportunity for the other side to go on asking for the answers.Don't abuse the words of"no comment"and so on.

4.2 The using of other language skills

In the process of different negotiations, it needs great attention to the using of other skills of language to take the advantage and function of language in the process of negotiations better.

4.2.1 Feasibility and accelerating

Our side could put forward to our claim or offer in the formal negotiations if we are well-prepared for talks.Smart use of proposal can play a valuable role in the process.Generally speaking, proposals and suggestions should use the declarative and interrogative sentences to express.They do not allow using self-centered sentence and have to notice that the tone of sentence should take other party’s interest into consideration.There are two ways to make a suggestion.They are exploratory proposal and conditional offer.Exploratory proposal can induce the other party's reaction.It can determine the purpose of the other’s attitude through further expressions.But conditional offer is easy to win the initiative in negotiations.It should keep in mind that the first proposal not has the using of conditional offer better.The wise way is to use exploratory proposal at first to understand the other party’s real attention.Then put forward to the conditions or proposal which is benefit to the side to accelerate the essence of negotiations.A feasibility study is an evaluation and analysis of the potential of the proposed project which is based on extensive investigation and research to give full comfort to the decisions makers.Feasibility studies aim to objectively and rationally uncover the strengths and weaknesses of an existing business or proposed venture, opportunities and threats as presented by the environment, the resources required to carry through, and ultimately the prospects for success.In its simplest terms, the two criteria to judge feasibility are cost required and value to be attained.As such, a well-designed feasibility study should provide a historical background of the business or project, description of the product or service, accounting statements, details of the operations and management, marketing research and policies, financial data, legal requirements and tax obligations.Generally, feasibility studies precede technical development and project implementation.

4.2.2 The Fuzziness of language

Fuzziness as well as accuracy is the objective attributes of human natural language and natural phenomena.The British philosopher Russell said that every word more or less had a vague semantics.And American philosopher Black has a similar assertion:"fuzziness clearly refers to the fuzzy symbol represented by this series of objective nature.”And vagueness of the language is borrowed from mathematics, which refers to language unit does not have a well defined border.For example, it is difficult to define boundary between"stone"and"rock"in English.The situation of gradual change from A to B has been referred to as"gradient slope"or"grandniece”.The so-called fuzzy language does not mean the language is vague and ambiguous, which causes misleading language.On the contrary, it takes advantage of the vagueness of semantics to accurately reflect the vague concept of life. (丁建忠, 2003)

There is no absolute invariable thing in the world.So it is very important to learn to use fuzzy language.Negotiators proceed or step back freely and handle a butcher's cleaver skill fully by using the fuzzy language in the process of negotiations.The use of fuzzy language can also avoid premature exposure our side’s will and strength.Sometimes the negotiators could not make an accurate judgment immediately for some complicated or unexpected situation.The negotiators can also use fuzzy language to give more elastic answer at this time so as to win more time to make the counter measures for the next step.Using fuzzy language is considerable flexibility.The style of fuzzy language will not make the other side unhappy;instead, it can occupy the initiative in some sudden cases.

4.2.3 Humorous language

Humor, as a part of our life, is a complex dynamic system.In a boarder sense, humor is reflected in all aspects of our social life.In a narrower sense, humor often reveals the general weaknesses of the ordinary person but, with humor, what would offend or cause pity in real life can be ridiculous without harm, since the audience laugh not at a real person but a character who typifies ugliness or baseness.Moreover, humor has its soothing power.It instantly takes us away even if for moments from our troubles and makes them easier to bear and it gives us power and a new perspective.This way we gain a chance to relax our nerves, to readjust our attitudes towards our life and even to ourselves.The close relation between language and logic forms the root of the interaction between humor and logic.The question of the relationship between language and thought has haunted the philosophers ever since the time of ancient Greece and has been a challenge to linguists, psychologists and anthropologists alike.The view that language is the material appearance of thought and thoughts are expressed in a mental language dates back to the time of Plato.It is commonly acknowledged that a speaker's real intention can be known through his own language.There must be some logical principles to guide the expression in each discourse.Logical inconsistency is a key element of humor leading to a laugh. (张国良, 2009)

In the process of negotiations, it is hard to avoid the controversy and deadlock situation.In the heated time, humorous language can often make the strange atmosphere relief down in a moment.Therefore, humorous language could make people relaxed, trailing in low pressure in tension full of fatigue working environment.In the negotiation, if negotiators can use humorous language to break the deadlock or suggestions, then both sides of negotiations can think about each other's advice in a cheerful state of mind.It is good for the both side to reach an agreement. (Stephen Ashcroft, 2004:229-233.)

4.2.4 Silent in the language

The reasonably and properly using of the silent language can often produce a very good effect during the negotiations.The negotiator could use silent language such as posture, gestures, body language, eye-contact, the expression, pronunciation organs and so on to express their opinions and ideas.Sometimes silence and body language is one of the most powerful means of communication, and even more powerful than verbal language.Non-verbal language is quite common is people’s daily communications, as well as in business communications.With cultural differences being considered, it is great to have some similarities in the silence and body language.People can often be wrong about each other, so it is an amazing thing that we should understand each other as well as we do.Not all cultures greet with each other in the same way, nor are they comfortable in the same way with touching or distance between others.Using silence and body language can always get unexpected good results during the negotiations.Noticing the signals that people send out with their language of silence is a very useful social skill.Some people can read it naturally and some of us are notoriously oblivious.Fortunately, you can learn to read body language with a little extra attentiveness, , and with enough practice it'll become second nature.And it is very helpful to know other party’s attention so as to reach an agreement in the negotiation.

5 Conclusion

As it is previously illustrated, apart from professional knowledge demanded by negotiations, the art and principles of language strategy determine the success of a negotiation.In different stages of negotiating, negotiator has to use different kind of language to grasp the rhythm of negotiations and the effect of progress.Business negotiations are fierce competition which both sides fully display their wisdom and skills to gain more interest and benefits.The result of negotiation directly affects the mutual development and economic benefits of enterprises.Therefore, the result of negotiation is particularly important for both parties.For each negotiator, the basic win-win principle is the ultimate goal.

摘要：As the global economy communication become more and more frequent, business negotiation also become more fre quent than before and the role of business negotiation is becoming more and more prominent.The global business communica tion becomes more and more frequent which attaches great importance to business negotiation. (People who engaged in business trade or business cooperation are familiar with the business negotiation.) That requires interpreters in the business world to be re ally skillful in their business communications.The commercial trade and the commercial cooperation are mostly reached through different kinds of negotiations.In the process of negotiations, the participants communicate with language to clarify their own in terests, thus come to an agreement at last.Language is the link of several parties in negotiations, which may play an important role in the success of negotiations.It will make us get twice the result with half the effort if we are able to size up the situation and to use it reasonable.The language directly affects the success of business negotiations.So it is necessary for business people to study and master the language skills.The decision-making of enterprise is not only have to master the professional knowledge which re lated with negotiation, but also have to possess a solid language foundation and good basic language skills if want to obtain the success in the business negotiations.Interpreters’successful commercial negotiations are the art result of both sides splendid utili zation language in the process of business negotiations.Enterprise executives should not only have a good command of profession al knowledge, but also need to be equipped with good communicative ability, because no successful negotiations can be done without positive attitudes and favorable intercommunications.

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探索初中英文写作解题技巧 篇3

【关键词】初中英文 建立自信 综合教学 树立榜样

教师应努力让学生高度重视英语习作，积极引导学生树立提高英语写作能力的信心。在我个人看来，让学生写他们感兴趣、有意义的人和事，并逐渐养成每周一篇的英文写作习惯。坚持写下去一定会在平时的锻炼中不断提高写作技巧，不断提高写作兴趣。我们平时重视提高听、说、读等等技能固然很重要，但是在我们的教学学习中常常忽视了写作能力的培养。

一、高度重视，树立信心，培养写作兴趣

教师应该高度重视学生的英文写作练习，让学生树立英文学习的自信心，让他们不再怕英语，怕英文写作，而是把英语的学习作为一种享受。现在的学生特别怕英文，把英文写作的课堂当做是一种煎熬。我们教师应该培养学生英文写作兴趣，从根源是上培养学生学习的斗志，在平时要让他们坚持多积累多读英文诗，多唱英文歌曲。

1.开展学生优秀文章鉴赏活动。每隔一段时间把学生的优秀作文张贴在黑板报上，激励他们多动脑，多动手，写作的提高是需要培养兴趣的，学生一旦取得进行英文写作，并且获得一些成功，那么就会产生更大的兴趣。教师应该坚持将英文评选活动坚持下去，将优秀文章朗诵出来，为大家所学习。

2.引导学生坚持英文写作习惯。要知道我们现在的学生不喜欢写，越来越多的电子科技产品挤进我们的生活，学生写的能力逐渐丧失掉。所以我们要知道养成良好的写作习惯不仅利于作文的提高，而且还可以让学生更多地感知身边的事情。我们只有力求写实，多积累，多看多写多记，写作才能才能不断地迸发出来。在批阅英文作文的时候，我们发现同学们的作文程度差异特别明显，在大部分一般的作文中间，总有几个个别同学的作文让老师惊喜不已。当了解之后便会发现，这些同学之所以“会写”，因为他们已养成了比较好的写作习惯，平时注意多看、多思，积累多了就有更好的感受。

二、开展综合型教学，全方位提高写作能力

英语写作能客观地反映学生多方面的语言运用能力，针对目前学生英语写作中普遍存在的写作恐惧症、中国式的英语作文和语法混乱等问题，平时应当开展综合型教学活动，将写作与语言基本技能的训练紧密结合起来，从不同的角度来解决学生英语写作中的问题，全方面提高学生的写作能力。

1.听与写结合。如果教师将听力理解与写作技能结合起来，即把写作限制在特定的情景中，可使写作练习成为综合型的交际性语言练习。听与写相结合的好处是：（1）很快发现学生作文里面的语法以及语病等等问题。（2）提高学生听音会意的能力，又可培养其谴词造句的能力。（3）概要写作和模仿写作不仅能评估学生的写作能力，可以检测出学生的学习状况，以及让学生养成一种英语的表达习惯。

2.说与写结合。布里顿指出：”学生口语句型结构和表达方式往往是他们学习写作的基础。“所以教师在教英文写作的时候，帮助学生提高和丰富其英文口语表达的技能，因为口头形式往往包含了很多近似书面语的结构和措辞，当我们让学生写一篇有关感恩的作文我们可以采取以下的方式和方法：（1）通过听一篇有关“教师节”的故事，完成表格的填写，让学生了解英语写作中一般常用的几个方法。（2）通过小组活动对另一篇有关“教师节”的文章先进行排序，再找出优美词句。（3）通过自我思考和团队讨论，交流此类文章的写作素材，同时自然弓}出作文的主题“感恩”。

三、多说多练，抓好平时词汇积累

初中英文就是应该坚持多说多练，但是前提就是要打好基础，抓好平时词汇积累，要想在中考作文中拿到高分，这需要考生在日常生活中善于观察，如节能、环保，感恩、助人等一系列话题。要善于思考，勤于把自己的思想用英语正确地表达和记录下来，只有通过不断的积累和磨练，才能练就较好的写作基本功。

1.思路脉络清晰，时间安排合理。现在的中考作文都是限制时间的作文，所以坚持在短时间里面进行英文写作是必须的。我们的教师就是要锻炼学生进行限时的作文训练，这样可以提高作文的速度和效率。一篇好作文要做到以下三要素，即：开门见山-枝繁叶茂-画龙点睛。古人说：“凤头豹尾”，就是说开头要写得有姿有彩，像凤头那样，英语作文也是如此，好的作文应有一个好的开头，用简单明白的叙述引出作文的主题，使读者了解作文要讲什么，并饶有风趣地沿着你的思路读下去，而主要内容部分要有感而发，有情而抒。

2.利用好教材，进行话题作文教学。新教材的编写，强调每一个单元的话题作为训练，里面的内容有机地结合，也是为写作提供足量的信息，教学中把每单元的重点词组、句式要求学生灵活运用，在每单元的文章欣赏中，介绍文中的结构、思路、抓住中心进行拓展。教材里面有很多单元的话题作文，所以把握住教材里面的资源。

参考文献：

[1]高雪松.英语词汇探索[J].科技信息，2009（2）.

[2]熊坚.浅议大学英语教学中的文化导入[J].科技信息，2009（3）.

学习商务谈判的英文例子 篇4

地点：中方，鄂尔多斯羊绒衫厂，销售部会议室

人员：销售部总监(谈判组长)、何碧娜、助理(王小姐员，集财务人员和技术人员于一身

的全能人才)

场景：销售部内部会议，销售总监主持。

在白板上贴出此次前来谈判的日方和美方谈判人员照片，进行分析讲解，同时委派我方

谈判人员。

销售总监：这次来我们厂谈判的有日本和美国两家公司。我们首先来了解一下美国公司派来

的谈判人员。(贴美国公司谈判人员照片，两人)(指着其中一人说)根据内部可靠消息，

这个人是本次谈判的主谈人，同是也是谈判组长。名叫杰克·布朗，30岁出头，年轻

气盛，个性张扬。这种人往往求功心切，但是经验不足~~

(指着另一个人说)这个是他的助理，叫玛丽·史密斯，是主谈人的忠实崇拜者。这个

人基本对我们没什么“杀伤力”~~

(贴日本公司谈判人员照片，两人)日本公司的主谈人叫山本浩纯，50岁整，经验比较

丰富，不过生性谨慎，怕担责任。这个女的叫山野杏子，名义上是山本浩纯年轻的助理，

实际上是这家日本公司董事长的女儿，我猜多半是监督这老头子吧~~

两方谈判人员我已经介绍完了，那么大家有什么意见，我们该如何应对这次谈判?

王小姐：总监，我觉得这次谈判对我们来说利益蛮大的。现在金融危机条件下，我们厂的羊

毛衫出口量不断下降，产量锐减。不过这次我们正好可以利用两家公司同时来谈判的机

会，挑起他们之间的竞争，而我们又可以从中买个好价钱。

何碧娜：不错，我觉得美国人年轻气盛，我们可以给他一顶高帽子戴戴;至于日本方面，他

不是怕担责任么，我们就先跟他谈次要问题，最后谈价格，让他在短时间内去请示老板。

销售总监：好!就这么决定了。那就派你们两个进行谈判!

第二幕：与日本公司谈判

地点：内蒙古某著名商务会所

人物：日本公司主谈人山本浩纯和助理山野杏子，中方主谈人何碧娜和参谈人王小姐

场景：日方递名片，鞠躬，寒暄坐下。上奶茶。

何碧娜：呵呵，请浩纯先生和杏子小姐尝尝我们内蒙古独特风味的奶茶，真是让人回味无穷

啊!

山本浩纯：哈伊!多谢!我们这是首次合作，希望我们能合作成功并且建立长期合作关系。 何碧娜：是啊，这需要我们双方共同努力啊!这是我们厂羊毛衫生产的相关资料，请您看一

下。(助理分发资料)羊毛衫作为针织服装中的高档产品，我们鄂尔多斯羊毛衫是大家

公认的在柔软、滑爽、绒面、手感、色泽等方面唯一达到最佳效果的产品。这一点相信

您也是了解的，否则我们不会坐在这里是吧。

山本浩纯：本应如此，不过据我所知，在目前金融危机的影响下，在中国前不久举办的纺织

服装展览会上，你们鄂尔多斯的国际订单可是比往年减少了好多啊!

何碧娜：金融危机是史料未及的。我公司是顺应市场的变化，解决当前的供求关系，改进工

艺，加强研发原料好、科技含量高的新型羊毛衫品种，逐渐减少和淘汰原有低级品种，

现在只生产这种最新品种。

山本浩纯：哈伊，我公司早已关注贵公司的这种最新品种，能否介绍一下呢?

王小姐：这种品种采用了我们鄂尔多斯大牧场的最优质的羊毛，经过高温加工，运用引进的

新设备，加上国际服装设计师设计的最新款式，制作出了这批做工精细的羊毛衫。该羊

毛衫一放入市场就受到消费值得一致好评。该羊毛衫还获得了“第六届纺织服装博览会”

的金奖，吸引了众多的国际进口商的关注。

山本浩纯：哈伊，据报道消费者反映非常好，那么贵公司的报价如何呢?

何碧娜：我方报价每件40美元。

山本浩纯：40美元?!这个价格不仅高出我方报价10美元，还高出国际平均价8美元。我

公司在日本虽然是个小企业，市场占有率不是非常高，但近年来，我公司一直和国际知名品牌合作，不仅将这些品牌在日本做了起来，让这些品牌拥有日本众多的新老顾客，同时我公司的市场影响力也不断提升。日本人口密集，消费水平高，对中国的羊毛衫产品甚是喜欢，但是您的报价确实是。。。

何碧娜：基于我们公司对国际市场的调查，这个报价其实是很划算的。我们这批产品采用的

是最新原料，最新工艺，最新款式，所以在价格上真的不能再低了。

山本浩纯：当前国际金融危机，国际消费严重缩水，加上我公司近来资金紧张，希望贵方能

看在我们是第一次合作，能不能给予优惠呢，以便未来更多的合作呢。

何碧娜：资金紧张?如果是赊销的话，价格就更不能再降了，甚至还要涨。金融危机条件下

谁愿意做赊销呢?

山本浩纯：那这样吧，我们慎重考虑一下这个问题，明天上午给您答复。

(休会：中方在整理资料的时候，故意留下了伪造的和美方洽谈的意向书，想故意让日本看

到)

第三幕 日方请示上级

人物 山本浩纯和山野藤田

场景 山本浩纯打越洋可视电话给老总请求指示，山野杏子之前已将所有的谈判过程也告知

父亲山野藤田

山本浩纯：中方要价40美元，态度强硬，不肯让价。您看。。。

山野藤田：中方这批羊毛衫确实很抢手，40美元虽然是高了点但是预计销路很好。38美元

我们就可以接受。你要知道，鄂尔多斯羊毛衫公司不仅是中国的羊毛衫生产商家的佼佼者，而且在国际市场上也是有名气的，我们不能错过合作的机会呀。

山本浩纯：听说中方目前正在和美国洽谈羊毛衫进口的合作之事，看来美国公司也看好这批

货，他们的报价要是高于我们，我们需要加价争取吗?

山野藤田：听说?!你调查过吗?是真有此事还是中方故意试探我们呢?总之这次谈判只许

成功不许失败!

山本浩纯：那我们这次是现款交易吗?

山野藤田：如果竞争激烈我们就现款，以示诚意!

山本浩纯：哈伊!

第四幕：与美国公司谈判

地点：中方公司会议室

人物：美方主谈人杰克·布朗、助理玛丽·史密斯

中方主谈人何碧娜、财务人员王小姐

场景：因为和日本谈判而拖延了时间，美方大为不满，气氛紧张。

何碧娜：实在不好意思，让您久等了!

杰克：你们中国人真是没有诚意，约好下午三点钟见面，瞧，你们居然晚了整整3分钟!你

知道吗，我月薪一万美元，每分钟就是8美元，你们挥霍了我24美元!

何碧娜：布朗先生，对迟到这件事，我们深表歉意。唉，主要是我们厂新研发的这批羊毛衫

产品数量有限，十分抢手，我们实在是太忙了。刚刚和一个日本老客户就在谈这个问题。 杰克：(不高兴)不管是什么原因，你们必须对迟到这件事作出相应的补偿。这批羊毛衫我

们公司全要了，价格方面你们一定要给予优惠。

玛丽：我们时间有限，返程的机票已经订好了，希望你们抓住机会。

何碧娜：呃。。。这个么。。。

王小姐：(故意高声对何碧娜说)我们还是做点让步吧，得罪了杰克对我们厂的声誉不太好。 何碧娜：唉，谁让我们遇上您这样年轻有为又有远见卓识的合作伙伴呢，这样吧，作为补偿，

我们愿意答应贵方提出的任何售后和装运条件。

杰克：(得意)时间会证明你们现在这么做是非常明智的。那我们现在开始进入谈判吧。这

是我们的售后服务和装运条款，请过目。

(玛丽分发文件)

王小姐：(小声对何碧娜说)这些条件也太苛刻了吧?我们真不应该那么轻易答应他们。 何碧娜：(小声)没关系，不急。

(大声)看来布朗先生不仅是对外贸易中的谈判高手，更是精通文书的商界精英啊!

如此严谨周密的条款真是让我们佩服!

杰克：(得意忘形地翘起二郎腿，发出轻蔑的“哼”)

玛丽：(崇拜地)我们的杰克可是公司的骨干呢，是美国商界最有前途的。。。(夸赞一番) 何碧娜：那好吧，我们接受您提出的这些条款，让我们在谈谈价格问题吧。

杰克：呵呵，好!果然是爽快人!价格方面我希望我们也能顺利达成共识。根据以往的国际

惯例，我方愿意出的最高价格是28美元/件，何况现在金融危机环境，我想应该没有比这更适合的价格了。

玛丽：你们最好接受这个价格。放眼国际市场，没有哪家公司比我们公司更有实力了，而且

我们是现款交易，这对你们来说是天大的好机会!

何碧娜：不好意思，你们可能弄错了。我们这批羊毛衫不同于以前大批量生产的羊毛衫。我

么这一批是采用新工艺，做工精良，款式新颖。所以我们这次对外报价是40美元/件，还请您。。。

杰克：(打断，拍案)40美元简直是天价，这绝不可能!正因为你们这批是新产品所以我们

才来订购。不过我们只接受30美元一下的价格。

何碧娜：布朗先生请不要动气。我知道您目前在美国市场上的影响力，说话一言九鼎，说实

话，这个价格原本就不是针对您的。不绕弯，我们给您30美元/件，够诚意吧?

杰克：(思考)看得出你还算比较厚道，30美元嘛。。。倒是可以。。。玛丽，就按这个价格重

新拟一份合同。

王小姐：(敲电脑，计算成本，与何碧娜小声商量)

何碧娜：哎呀，非常抱歉，布朗先生，我刚才头有点晕，忘记了我们之前已经达成共识的售

后服务和装运条款。刚才我的助理按这些条款算了一下，我们的成本一下子增加了近一倍!我们必须保证价格在36美元/件才能勉强不赔本啊!

杰克：36美元?No,No!我们已经不可能再涨了。你要知道我们公司的需求量是非常大的，

以后可能会和你们公司建立长期合作关系，请你们慎重考虑!

何碧娜：(看表)这样吧，今天我们就先谈到这，我回去跟我们头儿商量一下，明天上午给

您答复，您看怎么样?

杰克：也好，希望你们效率高一点。

(双方握手)

第五幕 日方和中方的第二次会谈

地点 内蒙古某著名商务会所

人物 山本浩纯和山野杏子 中方主谈人何碧娜和参谈人王小姐

场景 双方经过休会的时间各自在讨论关于报价的问题，现在进行第二次会谈

何碧娜：不知贵方商量的怎样了?

山本浩纯：我公司财务部门经过核算，最后报价32美元，不知这个价格中方能接受吗? 何碧娜：基于价格，我方经协商报价38美元，10万件羊毛衫的这笔数目也不是一个小数，

请贵方考虑一下。

(山本浩纯和山野杏子窃窃私语，交头接耳)

山本浩纯：如果运输和保险费用都有我方来负责的话，您愿意给出的最低价格是多少? 王小姐：(敲电脑，计算，与何碧娜小声商量)

何碧娜：37美元。不瞒您说近来我方也在和美方洽谈这批羊毛衫出口的事宜，他们非常有

诚意和我们合作，给出的条件也很优厚。只是由于我们想更大地拓展东亚市场，所以才真心实意地想与你们建立长期合作。所以，37美元是我们所能承受的最低价格了。如果贵方不能接受，那我们只有继续供应美国市场了。

(山本浩纯和山野杏子又是一阵窃窃私语，山野杏子目光犀利地暗示山本浩纯不要错过机

会)

中方何碧娜和山本浩纯各自交代了一下助理，助理去整理和打印合同，几秒钟就回来了,双方签字)

山本浩纯：我们这次的合作非常顺利，希望下次还能与您成为合作伙伴。

何碧娜：一定一定，贵方的诚意让我们非常敬佩，合作愉快!

(签合同，握手)

演员表

中方销售总监：熊焕南饰陈总监

中方主谈人：赖翠婷饰何碧娜

中方参谈人：冼泳余饰王小姐

美方主谈人：钟丽霞饰杰克·布朗

美方助理：李婷玛丽·史密斯

日方主谈人：陈敏饰山本浩纯

日方助理：骆淑贞饰山野杏子

英文情书技巧 篇5

Make it personal.Writing a love letter is a dying art.So if you’re going to say it — mean it!Express your gratitude for the person being in your life.Include any special nicknames that the two of you share.Be specific.What are the things that he/she does to make you starry-eyed? Is it the way he gets a little teary at a sad movie? Is it the way she can’t wake up without her green tea?

Include memories of specific times you spent together.Let him/her know what they meant to you and why.Whether you’re sending it by mail or delivering it to them personally, hand-write it.Typed letters are sterile.If you’re even thinking about e-mail, then do something creative like designing a personalized “home page” love letter.You can get free templates at Colleges.com.Love quotes

people have been writing about love for centuries.Love quotes can capture exactly how you feel about your sweet in just a few words.Make up your own, or borrow a few of these to add to your letter.“Those who love deeply never grow old.”

“Love does not consist in gazing at each other, but in looking together in the same direction.”(Antoine de Saint-Exupery)

“For an instant, love can transform the world.”

“It’s not being in love that makes me happy.It’s being in love with YOU that makes me happy.”

“If there is anything better than to be loved, it is loving.”

“Did I tell you today how much I love you?”

Creative expression

Think a letter is too boring? Here are 10 ways to get your message across and have it remembered.1.Write your message in magnetic letters on their refrigerator.2.Create a Letter Hunt.Leave a note on his/her computer telling him/her you have written him/her a love letter, but it has to be found.Give a clue.Clue to clue to clue.Make your lover search for the prize.3.Send your love roses according to how many letters he/she has in their name.On each flower, attach a note that uses the letters of their name, as the first letter of the message.For example: “Sean.” The first rose could say, “Sometimes I get starry-eyed when I look at you.” The second, “Everything you do makes me happy.” And so on.4.Book of Love.put together a book of ten pages — each page for some unique thing you love about him/her.

英文工程服务合同解读技巧 篇6

国际项目的运行在很大程度上是合同的签订与执行过程,对于走出国门不久的部分油服企业,要干好国际项目,签好合同乃是重中之重,那么理解合同则是签订与执行的重要前提。理解有两个层面,首先要从字面以及条款的层面懂得文字意思,更重要的是从技术以及商务层面把握业主的意图,尤其对于第二层面,我们在合同谈判的时候就要注意,力求在这一阶段维护自身利益并规避风险。

英文合同在国际贸易中目前占主体地位,尤其对于油服项目,几乎全部采用英文合同。英文合同实际传承英美法系的理念,贯穿着许多英美法的概念和思维,这与理解中文合同不但存在语言的隔阂,文化上的差异更需要注意。油服项目的英文合同多由行业内的主要业主与承包商起草,历经长时间的磨合,形成了许多格式化的语言与条款,主要内容其实大同小异。下面就英文工程合同主要条款进行分析。

一、定义

出于合同语言精确的特点,多数合同都包含定义条款,明确合同中涉及的重要概念,比如工作范围、工作地点等,虽然不涉及风险,但为保证吃透合同,精确理解合同,仍然要仔细阅读。

二、合同期限

合同期限主要涉及合同生效日期与终止日期。

合同的生效问题我国合同法有明确规定。《合同法》第44条规定:依法成立的合同,自成立时生效。这里的成立是指双方通过协商一致完成签字。有些合同在正文的条款中规定了合同的开始时间,这与我国《合同法》第46条规定是一致的,即当事人对合同的效力可以约定期限。

合同终止是需要特别注意的问题。由于油服业务尤其是钻井服务面临诸多风险,有来自地层的原因,有来自操作的失误,有来自恶劣天气的破坏,也有来自设备的故障,甚至来自战争冲突。无论是什么原因,都会造成施工中断、工期延误、井喷等污染事件甚至会对整个社会造成很大影响,这都是双方不愿意看到的事情,有些也会使项目失去意义或导致项目亏损,此时,一方或双方都会想到终止合同。

三、钻机检验

油服行业尽管可以细分为几十个分支行业,但钻井业务绝对是不可或缺,正是由于钻井业务处于油服行业的基础层面,钻机在一定程度上也是油服行业的基础设备,因此,业主非常重视钻机检验环节也就不足为奇,很多合同对钻机检验环节有着丰富的规定。

1.钻机验收检测,是指开钻前业主依据合同工作范围对钻机的检测,目的是为保证钻机运转正常操控得当,并检验承包商人员是否合格,是否按规定程序恰当操作。业主对于检测到的所有问题将记录在案,承包商应及时整改,并应在开钻前达到业主的满意。

此处应注意,对于业主提出的整改要求,作为承包商,我们要想到,完成整改后,业主应及时验收,以避免由于业主拖延验收,耽误开钻时间,影响工期。

2.作业期间的验收。业主将根据合同相应条款在作业期间开展钻机检测,主要是针对安全、机械、电力系统,以确保工作安全高质量运行。

当然承包商要根据合同要求配合业主,并及时整改业主发现的问题。这时如果业主发现问题,将对承包商非常不利,有些合同规定此时发现问题,如果对于大包项目,承包商无权要求额外工作时间;如果对于日费项目,承包商整改期间将适用零日费;但此期间的检测费用由业主承担。

四、责任与赔偿

这部分内容非常重要,而且突出体现了英文合同的专业性语言。责任与赔偿条款不仅在形式上专业,内容上也很专业,集中了作业中的主要技术风险,如钻井作业中的井下工具、井喷、污染及油层损坏等。这部分内容之所以重要,不仅在于其专业性,这部分内容所涉及的事件,比如事故亡人、工具损坏甚至井喷事故,都足以使项目一亏到底甚至酿成像2010年BP墨西哥湾漏油那样的全球瞩目事件,当然也有巨额亏损与赔偿。

1. 人员与财产。

承包商将免除业主所有责任,包括法律成本,与执行合同有关的下列事件:承包商及其人员的财产损失,承包商人员伤病死亡,承包商过失造成的任何第三方人员伤亡与财产损失。同样,业主也将免除承包商任何责任,包括法律成本,与合同有关的下列事件:业主财产及业主人员财产的损失,业主人员伤亡,业主过失所造成的任何第三方人员伤亡和财产损失。

2. 井下工具。

在日费作业过程中,如果承包商井下工具发生损坏,而且由承包商之外的原因导致,业主应当赔偿其损失,当然要扣除正常磨损。由于业主过失所造成的承包商设备的损失,业主将负责赔偿,扣除折旧,业主将自行选择赔偿维修或替换二者中的较小额度费用;但每次事故赔偿额不超过上限。

3. 业主物品。

承包商应采取必要措施确保其保管的业主设备免受损害,对于由其过失所导致业主设备的损害,承包商将负赔偿责任,但要扣除折旧,而且每次事故赔偿额最多不超过上限。

4. 污染责任。

承包商对于其执行合同过程中产生的与任何污染有关的损害、赔偿、责任将豁免业主,污染漏油、漏气以及管线破坏等多种形式。相应的,业主的污染责任与承包商相对称。

5. 油层损害。

业主对于作业过程中油层或其他矿藏的损害导致的赔偿、责任将豁免承包商。

6. 井喷控制。

井喷可谓是钻井服务中甚至是整个油田服务中最大的风险,后果不堪设想,损失不计其数,在合同中必须要有明确约定。如果在大包作业中发生井喷,包括但不限于由承包商过失导致,或在日费作业中全部或部分由承包商过失导致,承包商将对此负责并免除业主赔偿责任,而且应当承担封井或其他控制措施,但每次井喷事故的赔偿额不超过上限,这体现了大包服务的高风险特点。

如果在日费作业中发生井喷事故,业主将承担责任并对承包商豁免,而且承担封井或其他控制措施的全部费用。但对于全部或部分由于承包商过失导致,业主将只负责超过承包商上限部分赔偿。

当今世界环境保护意识早已深入人心,尤其在石油行业,资源国对环境的重视大大超过了对利益的重视,业界早已形成了共识,重视环保是公认的准则。这一观念需要中资企业理解并接受,这也要求我们在投标以及预算过程中事先纳入环保理念与成本,在合同谈判中明确污染和井喷等与环保相关事件的处理思路。

五、知识产权

对知识产权的重视早已成为国际贸易的显著特点,在油服业务中也不例外,合同中一般规定,任何一方无权使用另一方提供的知识产权,包括商标权、专利权、商业秘密等,无论直接还是间接,用于执行合同之外的目的。

对于一方在合同开始后或在合同之外产生或改进的知识产权,完全使用其自身的数据、设备等条件,由其享有该项权利。

一方要免除另一方的责任,针对其在执行合同过程中由于违反知识产权所导致的损失,除了这种违反是由于另一方提供的信息或指导。

六、适用法律及争议解决

国际贸易本就发生在不同国家之间,很多时候双方的文化理念与风俗习惯甚至宗教信仰千差万别,出现争议纠纷无可避免,所以纠纷解决机制也有重要意义。合同中一般规定,承包商要遵守项目所在国法律法规,依法获取当地法律要求执行项目所必需的各种许可,并自行承担有关费用。承包商在执行合同过程中要遵守当地关于反腐败以及反洗钱法律,除此之外,还要遵守英国以及美国的反腐败和反洗钱法律。

很多合同都有类似说法,双方应本着诚实信用原则通过友好协商解决争议,如果协商不成,要向英国或美国法庭提起诉讼,有的合同也以欧美商业中心的仲裁庭作为最终争议解决途径。

从以上合同内容不难看出,国际贸易的话语权还掌握在行业巨头手中,发达国家仍为国际贸易的强势群体,中资公司要想在国际贸易舞台上获得一席之地还有很长的路要走,在合同与商务规则把握方面肯定还需要下更多功夫。

摘要：近几年,中资油田服务企业不断进入国际市场,与国际接轨的层次有了前所未有的高度。众所周知,国际贸易最显著的特点在于合同的签订和履行,而这在油田服务领域更是显露无遗,所以在油田服务项目中,对于合同的理解与把握对于项目有至关重要的作用。

国际商务英文信函翻译初探 篇7

关键词：国际商务英语信函英汉翻译国际贸易功能对等

在国际贸易日益发展的今天，全世界范围内拉开了国际贸易活动的帷幕。越来越多的人们为了使自己的贸易公司日益壮大，，进出口业务规模越来越庞大，他们不惜一切代价，花费人力物力资源创造更多的财富。然而，在这样频繁的活动之中，撰写国际商务英语信函成了从事国际贸易的基础活动之一。商务信函是商家、厂家与客户之间用于联系业务、沟通商情、咨询答复的主要途径和工具，而要想得到更多的财富，国际商务英语信函的翻译也成为人们目前急需关注的问题。国际商务英语信函翻译质量的优劣直接影响着贸易是否能够成功。为此，有效地掌握国际商务英语信函翻译的规律和技巧是每一位有着业务往来的商人热切渴望的事情。

一、国际商务英文信函的分类及篇章结构分析

在国际商务活动中，商务信函是商务交际中最主要的工具。因为商务信函涉及到商务、外贸操作过程的各个方面，所以，对此类信函的分类及对其相关知识的了解是很有必要的。从商务信函的文体正式程度和内容重要性的视角来看，商务信函可以分为正式函件和便函两大类。从信函的内容和商务操作过程的视角来看，国际商务信函则可分为很多大的类别：建立业务关系、产品推销、资信调查、询盘、发盘、还盘、订购、支付、装运、通知、保险、索赔和邀请致谢等类别。自建立业务关系和信用咨询开始，经过询盘、发盘、还盘、接受、付款、装运，一直到保险和索赔，贯穿于国际商务的整个过程。

对于普通信函来说，国际商务信函的撰写不言而喻地要受到格式的限制。此类信函的格式，不论是齐头式、缩进式，还是混合式，它的篇章结构都是相对固定的。国际商务信函比较正式，风格比较严肃。因此，其篇章结构和行文风格等各个方面是有更加具体的要求的。最完整意义上的正式信函一般是由七个标准部分(或称为基本部分)组成，在信中的先后顺序依次为：1、信头；2、案号及日期；3、收信人及封内地址；4、称呼；5、正文；6、结尾敬语；7、写信人公司授权及个人签名。

另外，国际商务英文信函功能多样，根据其功能的不同，写信人可以灵活选用下列五项可增减的信函组成部分中的任意一项至全部的五项。这些项目同样在信内的出现也是有一定的顺序的：8、经办人；9、事由或称正文标题；10、附件；11、抄送；12、附言。

二、国际商务英文信函的文体特点

十九世纪，英国海外贸易信函所使用的语言已经慢慢趋于正规化，其庄重典雅、严谨规范，使得商务信函独具特点。国际商务英文信函是一种公文性质的信函，其主要内容涉及公事，最终交流的目的是磋商公务，每封商务信函重在表达准确、规范、朴素，主题必须突出，中心意思明确清晰；在文体上有信函自身的风格特征。而在用词方面，商务英语信函大多使用正式词汇，并力求用词简洁朴素，准确具体。在用句方面，强调用句严谨完整，委婉礼貌，较多地使用套语和礼貌用语，注重语气的恰当性并且充分考虑对方的感受，从而使国际商务英文信函体现出完整、具体、清楚、简洁、得体和正确六大语篇风格特点。对文体特点的分析，能够在很大程度上使我们的翻译实践得以指导。

1、国际商务英文信函在词汇使用方面的特点

首先体现的是用词的规范正式。此类信函虽有口语化的倾向，但是，此信函毕竟是一种正式的公函语体，所以在词汇的应用方面会多用书面语代替口语化的词汇，例如：以duplicate代替copy，以dispatch代替send，以otherwise代替or，以inview of代替简单的介词for。其次，体现在专业性较强，表达意思较为准确。此特征主要体现在大量使用专业术语、缩略语、行话及一般性词语在国际商务语境中的较为特殊的用法，例如最为常见的L／C(信用证)，irrevocable letter of credit(不可撤销信用证)，FOB(离岸价格)，CIF(到岸价)，C，B，D，(付现提货)，Proforma Invoice(形式发票)，bid(递盘)。另外，还有大量的一般性词汇的例子：名词document在一般语境中翻译为“文件”，而在商务信函中却是“单证”的意思；0f_fer在一般语境中翻译为“提议”，而在商务信函中是“报价，_发盘”的意思。诸如此类的例子层出不穷。商务信函的功能是传递信息，使得双方贸易顺利达成。所以，国际商务英文信函的语言力求明白易懂，朴实无华，直接传意，不拖泥带水地浪费商务活动中宝贵的时间。

2、国际商务英文信函在句式结构上的特点

在商务英文信函的撰写过程中，人们往往会使用之前约定俗成的套语来进行交流和商谈，因此，国际商务英语信函常会使用一些语法手段来帮助撰写者传递信息，例如使用正规完整的句式结构，其中复合旬、不定式短语、分词短语、插入语、同位语结构以及独立主格结构频繁地在商务信函中出现，适合表达多种层次的复杂逻辑关系，进而充分完整地通过书面语体表述相互关联的意义；还可以使用通俗易懂的套语这一大特色来撰写此类信函；另外，为了使句子保持平衡，或者为了强调句中的某些成分而将此部分置于句首或者突出的位置来使用一些倒装句式，虽然在商务信函中倒装不多见，但当在表示发函的一方随函附上某材料时，在表示一种将来不太确定的可能性时通常会使用倒装的句式来撰写信函。然而，撰写信函的一方若是希望另一方采取某种行动，都不使用祈使句，而是以陈述句来表述自己的愿望，用陈述句表示委婉的祈使意义，尽量使收信人察觉不出生硬或者不礼貌。

因此，商务信函中的礼貌和委婉语气的拿捏是非常重要的，尊重彼此是增进友谊的开始，这样能够使得双方彼此产生好感，促进更加友好的贸易往来关系。

三、国际商务英文信函的翻译策略

人们在日常的英汉互译中，常常会遇到一些让人棘手的翻译策略问题，尤其是在国际商务专业领域进行翻译的过程中，对于英汉语言的准确定位是较为困难的。翻译是个过程，是由

各种活动组成的一个综合过程。翻译过程尽管步骤既有前后也有交错，但必定由五个步骤组成：一是文本阅读，二是文本理解，三是信息提取，四是译文组织，五是译文敲定。有了以上有关国际商务英文信函写作的文体特点和篇章结构特点的探讨之后，我们就能够准确地再现原文的目的语。

1、国际商务英文信函中术语及套语的翻译策略

国际商务活动常常涉及诸如价格条件、付款方式、包装、装运、保险及索赔等各类问题，并在长期的实践活动中已经形成了各种术语、外来词汇、套语和各种习惯表达法，并且大量使用正式词语。在翻译的过程中，我们首先必须准确地理解这些独特词汇的专业含义和固定译法，其次在译文中尽量保留原文中的术语、套语和商务交际的习惯表达模式并保留原文中的正式用语，尽可能使译文在语言、风格的把握方面与原文对等。作为译者，我们应尽可能多地记忆这些国际商务信函中的英语专业术语及其中文对译。请看下面例子：

(1)Please beinformedthat，on account of the fluctuations offoreign exchanges the quotation is subject to change without previous notice.

译文：兹告知贵方，由于外汇的波动，报价随时可能改变，不另行通知。

(2)We are looking forward to a favorable reply.

译文：等候贵方佳音。

2、国际商务英文信函一些特殊词的翻译

英文中有很多词汇除了基本含义外，在特定的环境下有特定的意义，国际商务领域中也是如此。在商务英文信函中经常会出现这样的词汇，他们有其特有的专业意义。只有了解和掌握了这些特殊的词汇，才能准确地进行翻译。例如我们熟知的词汇“market”，既可以表示“市场、销路”，也能够表示，“营销”和“出售”的意思。“the stock market”意为“证券市场”，“market department”意为“营销部门”；还有“confidance”在国际商务信函中就并非“信心，自信”之意了，其意义为“保密”。请看下面的实例：

According to our experience，these handicrafts can fmd aready market in Japan.

根据咱们的经验，这些个手工艺品在日本销路很好。(此句中market为名词“销路”之意)

Any information you may give us will be held in absolute confidence and will not involve you in any responsibility.

任何您所提供的信息将完全在秘密中进行，无须贵银行担负责任。(此句中confidence为名词“秘密，保密”之意)

Your claim should be referred to the insurance company.

贵方应向保险公司提出索赔要求。(此句中claim为名词“索赔”之意，而并非“断言，声称”之意)

At present，we cannot entertain your counter offer，as ourpriceis quite reasonable.

因我方价格定得相当合理，故且前不打算考虑贵方的还盘。(此句中entertain为动词“考虑”之意，并非“款待，娱乐”之意)

3、奈达的功能对等理论对国际商务英文信函的翻译的影响

功能对等理论是美国人尤金·奈达(Eugene Nida)所提出的，其核心概念是“功能对等”。所谓“功能对等”，就是说翻译时不求文字表面的死板对应，而要在两种语言间达成功能上的对等。为了使源语和目的语之间的转换有一个标准，减少差异，奈达从语言学的角度出发，根据翻译的本质，提出了著名的“动态对等”翻译理论，即“功能对等”。

在这一理论中，他指出“翻译是用最恰当、自然和对等的语言从语义到文体再现源语的信息”。奈达有关翻译的定义指明翻译不仅是词汇意义上的对等，还包括语义、风格和文体的对等，翻译传达的信息既有表层词汇信息，也有深层的文化信息。“动态对等”中的对等包括词汇对等、句法对等、篇章对等、文体对等四个方面。根据奈达的理论，译者应以动态对等的四个方面作为商务英文信函翻译的原则，准确地在目的语中再现源语的文化内涵。但是，国际商务英文信函大都以传递信息的功能为主，较少运用修辞手段，一般不存在语言与文化的差异，因此，翻译此类信函时一般不需要大动干戈，多数情况下对源语的结构进行直译即可。

4、国际商务英文信函翻译的结构特征

此外，任何类型的文本汉英互译过程中，我们应该密切关注的是正确理解原文的结构，在理解过程中，注意上下文的语言结构，设法理顺文章的语法结构和内在逻辑关系。对于国际商务英文信函的翻译来说也应如此，我们应该注意其语法结构，从最基本的五种句子类型出发，剖析其句子主干，将其他的定语、状语、补语，以及各种插入语及独立结构排除于句子主干之外。认清句子主要成分之间的逻辑关系，对于准确把握原文意思，正确地翻译出作者的本意有着十分重要的作用。例如：The goods we received contrary to our instzuctions are packedin wooden cases without iron hoops.此句正确的译文应该是：收到的货物是包装在没有铁腰子的木箱里，而这种包装与我们的指示不符。这句话中the goods和contrary to our instructions的位置较近，容易被译为“收到的货物与我们的指示不符”。在完整地分析句子结构和逻辑关系之后，发现说英语国家的人是把最重要的部分放在最前面，而翻译为中文之后我们必须调整语序，要符合我们的中文表达习惯。只要做到这一点，就一定能够确保译文的准确规范，不至于造成误译。

四、结语

国际商务英文信函重在纪实，只求译文简洁、严谨、准确；确保术语、缩略语、具有商务术语性质的词语以及商务套语翻译的规范性和准确性。对于原文中一般性的表述，翻译时应采用简明易懂的汉语进行传译，保留原文的简洁流畅。而对于日期、数量、金额等的事实细节翻译，一定不能疏忽。另外，对于原文的文体之正式性及委婉礼貌程度也应在译文中准确把握。诸如“承蒙、见告、为盼、收悉”等词汇的运用也应随时注意。