实用商务英语口语
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2023年2月12日发(作者：)实用标准文档
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商务情景对话（共30篇）
Tableofcontents目录
1Faxes传真
2TelephoneCalls电话
3MakingTelephoneAppointments电话预约
4Memos备忘录
5BusinessCorrespondence商业信函
6PlacinganOrder下订单
OfficeTalk办公室谈话
7CoWorkers同事
8Bosses老板
9Brainstorming集体讨论
10Commuting乘公交车上下班
11TheWorkingLunch工作午餐
BusinessTrip商务旅行
12InternationalBusinessTravel国际商务旅行
13DressingforBusiness商务着装
14HotelSituations旅馆情景
15NegotiatingtheSubway乘地铁
ClientReception接待客户
16ReceivingClients接待客户
17EntertainingClients招待客户
18AccommodatingForeignClients接待国外客户
19FactoryTours参观工厂
BusinessCommunizations商务交流
20PersonalIntroductions个人介绍
21SmallTalks聊天
22DefivefingBadNews传达坏消息
23PoliteQuestions礼貌提问
24Farewells道别
Negotiation谈判
25ClarifyingtheStakes说明利害关系
26MakingConcessions做出让步
27DiscussingtheBottomLine讨论底线
28AcceptingandConfirming接受和确认
29HardBargainersVSSoftBargainers强硬的对手和温和的对手
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CompanyOrganization公司结构
30CEO执行总裁
1Faxes传真
Dialogueone
M:CanyouhavethebriefsfromtheAndersonfirmslawyeronmydeskbytomorrowmorning.
Therearequiteafewverytimesensitivematterswiththiscase.I\'mafraidIcan\'twaitany
longer.
F:otry
tocontacttheirlawyermanytimes,buteverytimeIcallhissecretarysayshe’sinameeting
inningtothinkheistryingtoavoidme.
M:That\'sifwemissourfilingdeadline,wedon’tstanda
macalland
seeifhecanfaxthemfirstthing.
F:WhatifIcan\'tspeaktohimdirectly?
M:emfaxedoverwithacopy
alsofaxedtoMartin’soffice.
F:HowdoIfindMartin’sfaxnumber?Isheinyourrollerdesk?
M:No,butyoucanalsocalltheirofficeandaskthesecretarytogiveyoutheirfax
number.I’llemailyoutheirofficenumberlatertoday.
F:Ok,I\'llgetonitfirstthing.
M:Besureyoudo,IneedthosebriefsASAP
Dialoguetwo
M:Didyouputthismorning\'sfaxesonmydesk?I\'mwaitingforsomeurgentfaxesfrom
headquaters,I\'mprettysuretheycameinlastnight.
F:Evethingcameintheofficefaxmachinelastnightisallonyourdesk,butInoticed
thatsomeoffaxescamethroughprettyblurred,maybeyoutakealookatthem,ifthecopyis
unreadble,I\'llcallthenandaskthemtorefax.
M:Yeah,you\'regoingtohavetocallthemandgetthemtobeingrefax,thesecopiesare
sodark,Ican\'tmakeoutmeaningofthewords.
F:Whataboutthatone?
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M:Thisone?ThisoneissolightandIcanneitherreadit,howcanIbeing?
F:YouknowIthinkthefaxmachineisoutoftoner,Icanchangethetonercondition,that
shouldsolvetheproblem.
M:Yes,butthiswouldhavetorefaxitwell,andlookthere\'sabout3pagesmissing,itlooks
likethefaxmachineeight-halfmyimportantfaxes,andonesaremadethrowedaresoblurredor
toolightandunreadable.
F:Iguessthefaxmachineisoutofpapertoo,don\'tworry,I\'llhavesomeonelookatit
thisafternoon,andthemeantime,I\'llhaveyourdocumentsrefaxedtoourotherfaxmachine.
2TelephoneCalls电话
Dialogue1
A:Hello,Tracyspeaking,HowmayIhelp
you?
B:liketospeaktoyourdirectorofhumanresources,s,Please.
A:Justamoment.I\'llherwhoiscalling?
B:ThisisBillBurtonfromMilfordInsurance,I\'mcallingtoregardstoourmeetingnext
Tuesday.
A:Thankyou,pleaseholdforamoment?I\'llchecktoseeifsheis
available.
B:Noproblem.
A:I\'msorry,ou
liketoleaveamessageforher?
B:Yes,\'sbestifshecan
getintouchwithmebefore3pmtoday;shecanreachmeatmyofficenumber,635-8799.
A:I\'msorry,Ididn\'tquitecatchthat,couldyoupleaserepeatthenumber?
B:Noproblem,myofficenumberis635-8799,Tellhertoaskforextension31.
A:I\'msorry,,justtoconfirm,yournameisspelledB-U-R-T-O-N,isthatcorrect?
B:Yes,andIrepresentMilfordInsurance.
A:sreceivesyourmessageandreturnsyourcallbefore3pmthis
afernoon.
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B:Thankyouverymuch.
Dialogue2
A:Hello,PasadenaInn,thisisSandy,howmayidirectyourcall?
B:I\'dliketospeaktosomeoneaboutreservations.
A:tewouldyouliketomakeareservationfor?
B:We\'llbearrivingMay12th,butIwouldliketomakereservationsforpenthouse.
A:Oh,I\'msorrysir,sonyouneedto
speakwithisTonyParker,hemakesallthearrangementsforourexecutive
unately,he\'keyournameandnumberandhavehimget
backtoyou?
B:Whendoyouexpecthimbackin?
A:He\'llbeoutallafternoon,hemightnotbeabletoreturnyourcalluntiltomorrow,Will
thatbealright?
B:ontactmeat660-843-3235.
A:Couldyoupleasespellyourlastnameforme?
B:\'sD-A-R-C-Y.
A:y,andyourphonenumberis660-843-3233?
B:That\'s3235.
A:Sorry!.I\'llhaveTonycallyoufirstthingtomorrowmorning.
TelephoneAppointments电话预约
Dialogueone
M:Hello,HereBertonspeaking,whatcanIdoforyou?
F:Hello,MrBerton,thisisJennyJenkinsofbradfordandsonsreturningyourcall,I’m
sorryyoumissedmewhenyoucalledmyofficethismorning,mysacretarysaidyoucalledconcerning
ourmeetingnextTuesday?
M:YesMsJenkins,thankyouforreturningmycall,I’mgladtofinallygetholdofyou.
F:IwanttoletyouknowIwouldnotbeabletomakeameetingnextTuesday,Iwouldbe
anothertownthatday,isthereanypossibilitywecanmovethemeetingtoMonday?
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M:I’mafraidIcompletelybookedonMonday,whatitwouldbePossibletopostponeuntil
youreturn?
F:Oh,dear,IwascarryingontakingcareofourmeetingbeforeIleave,butIsupposeI
canshutoffsomethings,yes,wecanarrangesomething,IwillbackThursdaymorning,whatabout
Thursdayafternoon,wouldthatworkforyou?
M:Thatshouldbefine,shallwesayabouttwoo’clock?
F:Perfect,Ilookforwardtoseeingyouattwoo’clocknextThursdayafternoon,ifyou
needtochangethetime,plsfeelfreetocallmeonmyselfphone.
M:ThanksBurdon,I’llseeyouonThursday.
Dialoguetwo
F:Hello
M:Hello,isDorasavailable?
F:ThisisDoras,whoiscallingplease?
M:Hi,Doras,thisisMikecallingfromparker’sdentistry,I’mcallingtoconfirmyour
appointmentfortomorrowmorningatareawithdoctorparker.
F:Oh,Ialmostforgot,thankyouforcallingtoremindme,actually,Idoneedtochangethe
timeofmyappointmentIhaveascheduleconflict,andIcan’tmakeitthatearly.
M:IfIputyouinthatlatersport,wouldthatworkout?
F:Itwouldhavetobeafterlunch,doyouhaveanythingavailableabout2o’clock?
M:Sorry,theonlyopeningwehaveafterlunchis1:15,butImightbeabletoworkuntil
at4:00,wouldthatbeabettertime?
F:That’sallright。Ithinkweshouldmakeitat1:15,canyouputmedownforthattime
alot?
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M:Noproblem,Ihaveyourappointmentchangedtotomorrowmorningtotomorrowafternoon
at1:15
F:Wonderful,thanksverymuch。
4Memos备忘录
Dialogue1
A:Ihavebeenwaitinghereintheconferenceroomfortenminutesalready,whattimeis
themeetingstart?whereisanyoneanyway?
B:Didn\'tyouhearaboutthat,ourmeetingwaspostponeduntilFriday.
A:What?themeetingwaspostponed?Noonetoldmeanythingaboutit.
B:Didyougetthememo?
A:Whatmemo?Theyhavn\'tanymemothiswholeweek,vn\'t
seenanything.
B:ldhavemadetoyourinbox,butmaybelostin
allcollectorsonyourdesk.
A:YouknowhowthingsgetpilotaboutmydeskwhenI\'ometimesIdomany
pleasethings,butIalwaysreadallthememosgoarround,
sureweresendtowholeoffice?
B:Itshouldhavegotarroundtoeverybody,theyalsopostacopyofthememointhe
\'tyoueverlookatmeassagespostonthebulletinboard?
A:I\'musuallytoobusytotakeabunchofcofeebreakbythewatercooler,Anyway,I\'m
surethememonevergettomyinbox,I\'llhavetotalkoursecretaryaboutit.
\'sright,Youwillneverknowwhatyourmissingoutofitifyoudon\'treadthe
memos.
Dialogue2
A:,Ineedtotakeadictationforme.
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B:Yes,sir;
A:Theyshouldgooutintraofficememorandumtoallemployeebythisafternoon,areyou
ready?
B:Yes,sir,Goahead.
A:Attentionallstaff:effectiveimmediately,allofficecommunicationarerestricted
toemailcorrespondanceasofficialmemos,theuseofinstancemessageporgrambyemployeeduring
workhourarestrictlyprohibited.
B:Sir,Doesthisapplytointraofficecommunicationonlyorrelatealsorestrictexternal
communications?
A:yinthisofficebetweenemployees,but
alsoanyoutsidecommunciations.
B:Butsir,manyemployeesuseinstancemessagingtocommuncatewithclients.
A:Thiswerejusthavetochangethecommunicationmethods,Idon\'twantanyoneuse
instancemessaginginthisoffice,,please,
werewe?
B:Thisapplytointernalandexternalcommunications.
A:Yes,anyemployeewhopersistusinginstancemessaging,willfirstrecieveawarning,
andplacedonprohibition,andthesecondsense,stion
regardingthisnewpolicymaybedirctlytothedepartmentofhis.
B:Isthatall?
A:Yes,pleasegivethismemotypeoutanddistributetoallemployeesbefore4:00PM.
5BusinessCorrespondence商业信函
Dialogueone.
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A:DidyouseetheletterIgotfromBradformfilms?Theysenttherespondstoyourphone
calllastweek.
B:Ifyouwanttoseesomethingaboutmycalllastweek,whydidn\'ttheysentittome?
A:Iguessitmusthavecontactinformation,sotheysentitaddressedincareofyour
departmenthead,anyhow,theywrotetoconfirminreadingwhatyoudiscussedaboutmiltoncontract.
B:CanIseeitfirstinseconds?
A:Sure,hereitis.
B:,bothertoyourtelephonecalllastFriday,I\'mreadingtoconfirmour
meetingonJuly21st,aswediscussed,ourmeetingistoreviewthecontractdetails.
A:Didtheyaskyoutosentthefilesbeforehand?
B:Let\'ssee,We\'llbegratefulforthecompletetosendrelatedmaterialstoouroffice
slike...Hey!Wasthereanythingelsewassendalongwiththis
letter?
A:Idon\'tthinkso,whydoyouask?
B:Theletterwrites:pleasefindtheenclosedcopyofouragendaforyourreview,Idon\'t
seeanythingelseintheenvelope.
A:uldgivethemanothercall.
Dialogue2.
A:Canyouhelpmeforaminute?
B:Sure,whatIcandoforyou?
A:I\'mtrytowritealettertooneofourclients,ButIjustdon\'tknowexactlywhat
tosay,Idon\'tevenknowhowtogetstarted,.,but
theproblemisIdon\'tknowthenameofcontactperson.
B:YoucanjustputDearSirorMadam,officialesenotpersonal,youcanwritetowhom
maycorcerned.
A:OK,SoIfirstthanksthemfortheirbusiness,Icansaysomethinglike\"wearevery
gratefulforyourcontinuesupport\",Howisthat?
B:Good!Butalso,writeoffthebedyouwanttotellthemthereasonofyourwritting,
givethemmorereference.
A:Like\"Regardingournewproductline,wewouldliketoanounceaspecialpricediscount\"
B:Right,doyouneedthemtorespond?
A:Yes,theletterwouldhaveasurveyinside,andtheyshouldcompleteitandreturn
udIwritethat?
B:Youcantellthem\"Pleasefindingtheenclosedcustomerservicesurvey,elsealso,
youcansay:\"Attachacustomersurvey\".Ifyouneedresourceitrightaway,youcantellthem
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theurgentbysaying\"more
politewiththisasearlyasconvenience.\"
B:Great!andwhatdoyouthinkIshouldcloseitwith?
A:Sinceyoudon\'tknowthemthatwellpersonally,probablythebestwayiswouldbeyour?
oryoursincerely,n\'tthinkitwouldbepropretybecause
youdon\'iously,shouldhavethem.
B:OK,Thanksalotforyourhelp!
6PlacinganOrder下订单
Dialogue1
A:Ourtonercartridgesarealreadyoutofink...Couldyoumakeanorderforanewset?
B:Wewillneednewcartridgesforalloftheofficeprinters?Thatwillbealargeorder,
icesupplystoreweusuallygothroughmightnothave
thatmanyinstock.
A:Youcandoublecheckwiththehousekeepingdepartment,butIamprettysureallof
mewhenwemadeourordertothesupplier,the
aswegivethemaheadsupacoupledaysinadvance,theycanusuallyfilltheorder.
B:OK,
thereanythingelseweneedtoorderwhileIamatit?
A:eeiftheycandeliveritbeforetheendof
ldreallytrytodobetteraboutwaitinguntilthelastminute
,seewhatyoucandotoexpedite
theorderthistime.
B:OK,willdo.
Dialogue2
A:MayIhelpyou?
B:Yes,astandingagreement
withyoucompany,sowewillneedthesameamountaslasttime.
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A:ullupourrecordsforyou.
Doyouhaveanordernumber?Whatnameistheorderlistedunder?
B:beris184796A.
A:Yes,norderforthreecasesofcartridges,itthatwhatyouwould
liketorefill?
B:Yes.
A:Istherethecorrectbillingaddress?
B:No,plspostthebillto124HildrodLane,MiltonCounty,98830.
A:dershouldbedeliveredbefore
theendofthedayonMonday.
B:Thankyou
7CoWorkers同事
Dialogue1
A:I\'mrealyfedupwithHarry!He\'sthebiggestairheadI\'ysmakes
carelessmistakes,andhe\'sapaintoworkwith.
B:Yousouldn\'\'llalwayshavesomeco-workersthatareharderto
ouarenegativeandstartname-callingintheoffice,itwill
makeabadworkingenviromentforeverybody.
A:Youonlysaythatbecauseyoudon\'pleinyourdepartment
\'ssmartandenthusiastic.I\'ve
neveranyoneascheeryassheis.
B:tbeapaintobe
around,buthe\',ontheotherhand,spends
ourprojectmoneylikethere\',she\'sneverwillingtostayalittlelater
aysleaveat5:00pmsharp.
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A:Isn\'tthereanyoneintheofficethatisaperfectco-worker?WhataboutBob?Everybody
oughhe\'sfreshoutthecollegeandstillabitgreen,heisagreatco-worker.
B:\'sahardworker,easytogetalongwith,honest,andheneversteals
ythinghe\'slackinginisexperience.
A:Maybethat\'swhyhe\'ssonice!
Dialogue2
A:Doyougetalongwithyourco-workers?
B:stherearealwaysafewrottenapples
inthebunch,\'tknowwhymanagementhasn\'\'s
aterriblegossip.
A:Doyouthinkmanagementshouldfiresomeonejustbecausetheygrossip?
B:It\'snotonlythatshegossip,butshealsotriestostartproblemsamongotheremployees
\'snottrustworthy,andinmyopinion,
Ithinkshe\'snuts.
A:Sohowdoyoudevelopgoodrelationshipsintheoffice?
B:Ithinkoneoftheimportantthingsisjusttobeconsiderateofyourco-workers\'
reawareofotherpeopleanddoyourparttomakeagoodworking
enviroment,youshouldbeabletogealongwihtmostofthepeopleyouworkwith.
A:Ithinkyou\'oesseemsthattherearealwaysafewco-workersthat
arehardertoworkwiththanothers.
8Bosses老板
Dialogue1
A:Howarethingsattheofficelately?
B:ksago,wegotanewboss,andIcan\'ally
ecame,I\'vebeensobusyIhaven\'thadtimetobreathe!
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A:Thatbad,huh?Whatabouthispersonality?It\'saniceguyatleast?
B:nlygiveustoomuchwork,butheisalsojustplain
waysdegradingtheemployees.
A:Whataterribleworkingenviroment!Haveyoutriedtotalkanyoneaboutit?Maybethe
bossofyourboss?
B:Iwasgoingto,mesomuchworkto
dothisafternoonthatIdidn\'tgetaroundtomeetingwiththesupervisorofourdepartment.
A:\'tyoujustquit?
B:Ifitwasn\'tforthemoney,probelmis,Ican\'t
supportmyselfifIdon\'twork.
A:sslikethat?Todealwithhimeveryday,youshouldgetaraise!
Dialogue2
A:Doyougetalongwithyourboss?
B:as
onlyonetimeIdidn\'treallyagreewithher.
A:Whenwasthat?
B:adforhim,because
itissohardtofindajobthesedays,andhehasafamilytosupport.
A:Well,hesouldn\'\'syourboss\'responsibiltytomake
sureemployeesaresafe,andalsodoingtheirjobs.
B:beingagoodbosswhenshefiredhim,ButIjustfeltsorry
forhim,that\'sall.
A:Didthisincidentwithyourco-workeraffectyourrelationshipwithyourboss?
B:sattheofficerespectourbossalot.
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A:sabigdifferencein
howmuchyouenjoyyourjob.
B:on\'tlikeyourbossorco-workers,theycanmakeyourlifemiserable.
9Brainstorming集体讨论
Dialogue1
A:Haveyouthoughtupanygoodideasforourbusinessproposal?
B:Ihaven\'wmybrainisn\'tfunctioningtoday.
A:Maybeyoushouldtakeabreak,you\'vebeensittingatyourcomputerforthreehours
eryourmindisn\'tverysharpnow.
B:Icameupwithafewdifferentthoughtsontheproposal,butnowI\'vecompletelyrun
outofideas.
A:Maybewecanshelvetheproposalforawhilewhileyoubrainstorm.
B:Wecoulddothat,butIhatetoputeverythingonhold.
A:You\'reright,it\'snogoodtohavethingsupintheairfortoolong.
Dialogue2
A:We\'vegottocomeupwithawaytosolvethisproblem!Nooneisgettingalltheir
todosomebrainstormingtocomeupwithatime-management
solutionforouroffice.
B:Well,whatdoyousuggest?It\',
we\'justhavetoomuchtodo.
A:Soyouthinkweshouldhiresomenewpeople?se
couldbetheproblem?
B:lewerealwaysontime
towork,theymightgetmoredoneinthemorningbeforelunch.
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A:That\',maybewecouldshortenthelunchbreakfromonehourtofortyfive
uldaddalittletimetoeveryone\'sday.
B:Fifteenminuteswouldbegood,butIwonderifitwouldmakeabigimpactonthe
employees\'thinkit\'saproblemwithtoomuchworkload.
A:tistimetolookforsometempworkers
uldlighteneveryone\'sload.
10Commuting乘公交车上下班
Dialogue1
A:Where\'sBill?Theambassador[?m\'b?s?d?]tingissettostart
at9am.
B:He\'w,hecommutesfromthe
\'ldcuthimsomeslack.
A:Eventhoughthetraficisbumper-to-bumperoutthere,Idon\'tthinkit\'sheavytraffic
sthetrain,remember?
B:Oh,that\',thetrainshouldn\'ansthereisonlyone
explanation....Billmusthaveoverslept.
A:Well,tobefare,sincehe\'scomingallthewayfromLancaster,he\'sgottogetup
getstartonhiscommuteabout6:30,notellingwhat
timeheactuallygetsup.
B:That\'sright,becausehe\'sgottogettothetrainstationfromhishouse,thentake
thebluelineintothecity,,thetrip\'sgottotake
morethan2hours.
A:Whydoesn\'thejustdrivetowork?
B:It\',thetrafficcominginfromthe
suburbsisanightmare.
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Dialogue2
A:Ican\'mutingwithpublictransportationis
killingme.
B:Itcan\'tbethatbad.
A:Butitis!waywassopackedthismorning,I
gottotallysquishedbyaboutahundredbusycommutersonthewaytowork.
B:\'ally
up
overtime,ifyoutakeiteveryday.
A:That\'inkingabouttakingthebuseverydaymakes
metired!Hey,howdoyougettoworkeveryday?
B:\'tlivetoofaraway,soit\'\'sonlyabout
atenminutebikeridefrommyhousetotheoffice.
A:I\'llbetit\'sgoodexercise,too...agoodwaytokeepfit.
B:Yes,notonlyagoodwaytokeepinshape,butagoodwaytorelievestressaswell.
Whileyou\'restressedoutbyyourcommute,I\'mreleasingallthestressofthedaywithmine.
11TheWorkingLunch工作午餐
Dialogue1
A:Excuseme,Don?Ihatetobotheryou,avetime
tobriefmeontheMartinaccounttoday?
B:Oh,that\'here
,gosh,Idon\'tknow....Thingsarereally
busyformetoday,theonlytimeIcanmanagetosqueezeoutmightbeoverlunchbreak....
A:Ihatetomakeyouworkthroughyourlunchbreakwithhowbusyyouare....
B:It\'sokay....I\'vealreadyhadseveraldaysinarowworkingthroughlunch....
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A:Howaboutthis....Wecanmakeitaworkinglunchthisafternoon,andI\'llordersomeChinese
\'llbemytreat.
B:Youdon\'thavetodothat....
A:yourfavoritefast
food?I\'llcatertoyourtaste.
B:ActuallyIdolikeChinese....Let\'smakeitadateforChopSueyandtheMartinaccountat
about12:atsoundgood?
A:Great.I\'llbringthefood.
Dialogue2
A:Forourlunchmeetingwiththeinvestors,dowehavetomakeareservationattherestaurant
ordowejustshowup?
B:Usuallyforlunch,wedon\'thavetoreserveatable,e
onthesafeside,I\'atsuityourschedule?
A:I\'makethereservationalittle
earlier?Ifwestartearlier,itwillgiveusmoretimeforalongerlunch.
B:Areyouplanningontreatingtheinvestorstoafull-coursemeal?
A:Yes,we\'llstartwithappetizers,followwithasoupandsaladcourse,thenmaindishesof
primeriborcordonbleuchicken,andfinishupwithadeliciousrichdessertofsomesort.
B:That\'llbeprettyheavyforamid-daymeal,don\'tyouthink?
A:Asalongaswestayawayfromanythingalcoholic,weshouldbeokay.
B:Withyourprimeribandchickenchoices,you\'dbetterhopenobody\'svegetarian.
A:ll,it\'sthecompanywhoisfooting
thebill.
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12InternationalBusinessTravel
Dialogue1
A:Ihearyou\'right?
B:Yes,ly,it\'sgoingtobemyfirsttimeleaving
thecountry.
A:Areyouserious?Youhaven\'tevenbeenanywhereonvacation?
B:No,nifIdon\'tgetachancetotravelon
mypersonaltime,atleastIcantraveloncompanytime!
A:Well,uapplied
attheembassyforavisayet?
B:Yes,itwasn\'dtodowasfilloutthepaperworkandpaytheapplication
fee.
A:YouleavenextTuesday,right?Whattimeisyourflight?
B:verythingexceptformyluggageready.
A:Ifyourflightisleavingsoearly,Icantakeyoutotheairportandseeyouoff.I\'llstill
beabletomakeitintotheofficeby9.
B:Thatwouldbegreat!Thanksalot!
Dialogue2
A:HowwerethingsintheTokyobranchwhenyouwerethere?
B:Good!\'snicetosee
someimprovementforachange.
A:Doyouseethetrendcontinuingoverthenextfewmonths?
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B:Yes,espe
onlyproblemis,theymayhavetroublewhentheygotoopenupbusinesshere.
A:Whywouldyousaythat?
B:Theyaren\'realotofcultural
differencestoaccountfor.
A:I\'llsay!thingIcansay,they
arereallyhospitable.
B:HaveyoueverbeentoJapan?
A:Sure!Ijustgotbackyesterday.I\'mstillsufferingfromjetlag.
13DressingforBusiness商务着装
Dialogue1
DidyouseethewaythatBriancametoworkyesterday?Eversincehecamebackfromthatconference
inSiliconValley,he\'\'slikehe\'s
\'tknowhowlongit\'lltakebeforethe
managementtalkstohimaboutit.
theworkingatmosphere
sfromtheinformationtechnologyindustry..
thereisn\'tsuchalargedivisionbetweenhomeandoffice,sopeoplewanttoworkintheclothes
theyfeelmorerelaxedin.
Maybeso,butitseemskindofstrange,whichtherestofusinwhiteshirts,darksuites,and
ties.
It\'snotasbadasthat...s,didn\'t
youhearwhatBrianfoundonhisdeskthismorning?
What\'sthat?
\'stheirwayoftellinghimthat
hisnewstyleofdressingdownisnotquiteacceptable.
Dialogue2
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Evenifourcompanydidn\'thaveadresscode,Istillthinkpeoplewouldwearformalclothing
towork.
Iwouldn\'tbesosure...Peoplewanttowearwhattheyfeelmostcofortalbein.
Maybethat\'stureforsomepositions,butIthinkthemarketingandsalesstaffwoulddefinitely
essforsuccess?Youcan\'tgooutonasalescalifyouaredressedinjeans.
It\'sjustnotrespectfultoyouclient.
ratherhaveadown-to-earth,honestandsolid
salespersonthanapainted,patentleaather,designersuitesalesman.
It\'judgeyoubyyourappearance,whetheryoulikeitornot.
gethatyouportraytoothersisso
\'syourimagandhowotherspereciveyouthatmakesthedifferencebetween
landingorlossingasale.
Maybeyou\'reright,butI\'lltakemysneakersandjeansanyday!
14HotelSituations旅馆情景
Dialogue1
F:Hello,Idoforyou?
M:Hi,yes,etarycalledandbookedaroomacoupleofweeksago,the
reservationshouldbeforadoublebed,nonesmokingroom.
F:Andwhatnameofreservationmadeunder?
M:ItshouldbeunderSteveJhonson
F:Mmm,letmesee,itseemsthereisnoJhonsonlistedaroomfortonight,isthereanyothername
thatyoureservationlistunder？
M:No,hereistheconfirmationnumber,wouldthathelp?Itis898007,Ihadtheroombookedwith
visacoldcard.
F:Ah,yes,hereitis,youhaveastandarddoubleroom,nonsmokingonthe3rdfloor,Ijustneed
toseesomeanditificationandthecreditcardyoubookedtheroomwithifyoudon’tmind.
M:Sure,tbeposibletocheckoutandpaythebillinthemorning,also,what
timeisbrackserved?
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F:Thereisacontinentforbreakfastfrom6:00amto10:00am,isinthelarby.
Alsoyoucanpayyourbillinthemorning,butwerequirea20%departitoffront,butIcanjust
,I’vegotyouonsetupifyoucouldjustsignhere,and
inashowhere,hereisyourroomkey,anythingelseIcandoforyou?
M:Yes,couldyoucallmeataxiplease?
Dialogue2
M:Excuseme,canyouhelpme?I’dliketochangemyroomifpossible,Icouldn’tsleepatall
lastnight,thepepoleintheroomnextmineweremakingalotofnoise,alsoifallthepossible,I’
dliketheroomdoesn’tlookatthestreet,betweenthenoisyneighborandhighawayoutside,I
didn’tsleepbutwake.
F:Iamsosorrytohearthatsir,letmecheckandseewhatisavailable,whatroom,whatroomare
youinnow?
M:I’monthe6thfloor,room698,I’vhavemanyproblemswiththatroom,justthismorning,I
calledsomeoneupto5thtoassurethebathroom,itdidn’twork,anditstilldoesn’twork.
F:Oh,dear,well,itlookslikelywehaveafewroomforavailable,canIputyouintoaroomon
17thfloor?ithasabackholeanditdoesn’tfacethehighway.
M:Ok,thatwouldbeverynice!WhatdoIneedtodofortransfer?
F:Letmecheckyououtofyouroldroom,youhavetosignhere,andacknowledgethesechangesand
alsothechargesforyourpreviousroom.
ThenIcanholdyouuptoroom1780.
M:Mmm,Idon’tthinkthechargesareright,canyouexplainthemplease?
15NegotiatingtheSubway乘地铁
Dialogue1
A:It\'smyfirstvisittoPrague,I\'llbehereforthreedaysforaconference,thenIhavea
yousuggestIseewhen
I\'mhere?
B:blemistransportation,
ethecityisveryold,nlyhavethree
orfourdaystovisit,youdon\'styou
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takethesubway.
A:Thesubway?Butisthereasubwaystationnexttomyhotel?Ihavetogobetweentheconference
centerandthehotelseveraltimesaday.....
B:Noworries,there\'sasubwaystationattheconferencecenteritself,andashuttlefromyour
udoyourpersonalsightseeing,
youcanfirsttaketheshuttletotheconferencecenter,thenhoponthemetro.
A:Isitexpensivetorideontheunderground?
B:Youcangetadailypassthatwillallowyoutotravelunlimitedforthewholedayforabout
ise,youcanpaybytrip,whichisabout50centsto2dollarseachtrip,depending
onhowfaryougo.
A:Isiteasytogetlost?
B:No,no....it\'retwolines,onethatgoesinacircle,the
etlost,therearealwayssubwayattendantsthatcanhelpyou
findyourway.
Dialogue2
A:Excuseme,canyouhelpmefigureouthowtogettotheWudaokousubwaystationfromhere?
B:Sure....firstyou\'aokoustation
isonthelightrail,soyou\'youbuyacombinationticketforthe
ldcostyou5yuan.
A:AnafterIbuytheticket,whereshouldIgo?
B:Youcantaketheredlinetrainfromhere,butyou\'llhavetotransfertothebluelineat
outransfer,takethebluelinethatisheadingnorthtowards
Fuchengmen.
A:soItransferfromredtoblue,thenhowlongdoIridetheblue?
B:You\'\'sabigstation,sotherewilllikely
transfertothelightrailthere,you\'ll
havetoexitthesubwayandpresenttheunusedportionofyourcombinationtickettothe
ticketmaster,they\'llgiveyouanewtickettouseonthelightrailsystem.
A:Itsoundssocomplicated!
B:No,notthereally,don\'tworryaboutit,likeIsaidthere\'llbealotofpeopletheredoing
thesamethingthatyouaredoing,sojustfollowthecrowd,There\'sonlyonedirectiontogo,
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soyouwon\'rthontheYellowline,andyou\'llseeWudaokouin
justacoupleofstops.
A:Thanks!
16Receivingclients接待客人
Dialogueone
F:HowcanIhelpyou?
M:Yes,IamJimsmirsonfromedsonassociate.I’dliketoseeMrSmith.
F:Doyouhaveanappointment?
M:Yes,tingisat7o’clock.
F:IwonderingifMrSmithforgotyourmeeting,Iamafraidheleftthisofficethismorningand
indoutifhemadeanarrangementforsomeone
elsetomeetwithyouinhisplace,willyoupleasehaveaseat?
M:sure.
F:Yeah,MrMirson,IjustcheckedwiththeirofficemanagerMsTerry,shesaidMrSmithbriefed
heronyourproject,sheisjustfinishingupourmeetingnow,
youlikemetoshowyouaroundforyourwaiting?
M:Thatwouldbeverynice,thankyou!
F:RightthiswayMrMirson,wecanstartwithourfrontoffice,whenMsTerry
isready,youmaytakelatthefront6thfloor,thereisaconferenceroomalreadyprepared.
Dialogue2
F:Goodafternoon,whatcanIdoforyoutoday?
M:Yes,IwaswonderingifIcouldspeaktoanyoneaboutestablishwithyourcompany.
F:Doyouhaveanyappointmentwithanyofourfinancialadvisers?
M:IwasawareIneedtomakeanappointment.
F:Oh,itisnoproblem,pleasewait
justamoment?urselfcomfortable.
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M:Thankyou!
F:Thanksforwaiting!ijusttalkourcrul,itisabusytimeforusrightnow,butifyoudon’
tmindwaitingabout10minutes,IcanarrangeforyoutotalkwithSusan,shecanhelptoanswer
thequestionyouhaveaboutinvestmentgones,here,takethisnumberandwillletyouknowwhen
isthetime,whenyournumberiscalled,Susanwouldbereadytoseeyou.
M:Whereisheroffice?
F:Itisonthe3rdfloor,taketheadfeeatfront,andwhenyougettheitisthefirstdooron
theright.
M:Thankyou,IamsureIshouldn’thaveanyproblemoffindingit!
17EntertainingClients招待客户
Dialogue1
A:?Hi,I’mMikefromFlorenceIncorporated.I’llgladyou
yourflight?
B:Itwasprettybumpy,alsoabitlong,alltogetherabout5hours.
A:alayovertoo,isthatright?Youmustbetired.
B:letosleepontheplane.
A:Good!Here,urfirsttimetoSeattle?I’dbehappy
totakeyouaroundthiscityandshowyouthesightstonightifyou’reuptoit.
B:\'retookind.
A:I’vealreadymadeahotelreservationforyou,let\'sgotothehotelfirstanddropoffyour
,I’dliketohaveadrinksothatwecangetbetteracquainted.I’vebookeda
ards,I’vemadearrangementstotakeyouto
e’sthatschedule
soundtoyou?
B:ouforyourhospitality.
Dialogue2
A:’llbegoingalongwiththe
er,heisone
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outogivehimthered-carpettreatment.
B:Doyouwantmetodrophimoffatthehotel,ordoIhavetokeephimamusedthisevening
aswell?
A:Whatdoyouthink?mtooneofthefancyrestaurants
ards,youcanfollowupwithashow.
B:Howmuchismyentertainmentbudgetthen?
A:Justnotexceed$800tonight.
B:Don’tworry.I’,Ireallydon’tenjoymyselfwhenI’
mentertainingclients.
A:Well,it’syourjob,isn’tit?Trytohaveamorepositiveattitude,it’snotasbadas
,whileyou’reatit,whydon’tyouinvitehimtoplaygolfthis
Saturdayaswell?
B:ngtokeepmanagementhappy.
18AccommodatingForeignClients接待国外客户
Dialogue1
F:Hello,MrHenson,welcometoBeijing!Isthisyourfirsttimetovisitchina?
M:Ohno,I’valreadymadeseveraltripstoGuangzhou,
isalotlargerthanIexpecteditwouldbe.
F:Yes,Beijinghasbeenbrokenoverthelastfewyears,therearealotofimprovementchanging
bemadeforOlympic,whatwouldyouliketoseewhenareyouhere?
M:IhopetohavetimetovisitgreatwallwhenIamhere,Ialwayswanttogothere,Ithinkit
wouldbearealshamebycameallthewayinBeijinganddidn’tmakeoutthewall,doyouthink
Ihaveachancetoseeit?
F:Icanprettysureitcanbearranged,thewallisashortdistancefromthecity,butwecould
makearrangementsfordrivertotakeusouttovisitthegreatwallduringwhenourafternoon
breaks,IalsorecommendyoutovisitTian’anMenSquareandcitywhileyouaddit!
M:Yes,thatwouldbenice,wouldIhaveatourguidetotourcompletelyvisittheseplaces?
F:Don’tworry,Iwouldbeabletogoalongwithyou,overthenextfewdays,ifyouhaveanyquestions
orproblems,Iwillberightheretohelpyouout,Icanbeatranslatorandtourguide.
M:Thankyouverymuch.
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F:Mypleasure,IhopeyourvisittoBeijingisveryenjoyable!
Dialogue2
F:MrHenson,wouldyouabjecttoWangfutranslatingforus?IamafraidmyEnglishisverypoor,it
willbeabadjobexplainingmymeaningtoyou!
M:Thatwouldbefine,don’tworry,yourEnglishismuchbetterthanmyChinese,sowhatdowehave
planfortonight?
F:Ifyoudon’tmind,we’dliketoinviteyoutodinner,wouldyouprefertohavewestenfast
foodorChinesefood?
M:Thatisverykindofyou,Chinesefoodwouldbeallright,I’llbealittlebreathtonight,and
mytryonhere.
F:DoyoulikeChinesefoodMrHenson?
M:YesIdo,verymuch,IjustwishIknewhotorderwhatIlike,foralifeofme,Ican’tremember
anyofthenames.
F:Yes,uever
triedpeakingdurk?
M:Ican’tsayIhaveeatenitbefore,Ihearedofitofcourse,it’squitefamousenow,isn’
tit?
F:Wouldyouliketotrytonight?
M:Certainly!
F:Perfect,canyouusechopsticks?
M:Well,let’ssee,howisthis?amIdoingthisright?
F:Letmeshowyou,thisishaveaworks,thechopsticksbecomeextensionofyourfingers,justhold
themlikethis,andgrapethefoodbypaintingthetwochopstickstogetherwithyourhand!
19FactoryTours参观工厂
Dialogue1
A:We\'dliketowelcomeeveryonetotheMichelsonToolsfactorysite,andthankeveryonefor
isPaulShafer,I\'feelfree
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toaskquestionsatanypointduringourtour,I\'llbehappytoanswerquestionsforyou.
B:Isitreallynecessarytowearallthisprotectivegear?
A:That\'sanexcellentquestion.I\'llbetyourwonderingwhyweaskyoutowearhardhatsand
safetygoggleswhileyou\'sonissimple,wecareaboutyoursafetyand
illsee,tomaintainahighlevelsafety,
wealsorequireallofourstafftowearsimilarprotectivegear.
B:Howlongwillthetourtake?
A:Itshouldtakeabouttwentyminutestogothroughthemainplant,andmaybeanothertento
etherourtourshouldlastabouthalfanhour.
B:Okay....
A:Well,ifyoudon\'thaveanyquestions,shallwegetstarted?Ifyou\'llfollowme,firstI\'ll
takeyoutothesiteofoursemi-conductorsystem....
Dialogue2
A:uceandpackagemore
thanfivehundredthousandunitsperyearonthesemachines...ifyoudothemathonit,that
breaksdowntoaboutoneuniteveryminute.
B:Howmanyemployeesdoyouhaveworkinginthisarea?Whatpercentageofyouremployeesare
onthegroundfloor?
A:Wehaveabout40employeesonthegroundfloor,whichisabout20%
flooremployeesincludeproductionlineworkers,maintenancestaff,andqualitycontrolmanagers.
B:Whatalldoyourqualitycontrolpeopleoversee?
A:Theyareresponsibleforensuringthecontinuityofqualityfortheproductsthatcomeout
ofourplantandtheyalsoworktogetherwiththesystemengineerstokeepthemachinesrunning
,let\'smoveontothenextroom....I\'dliketoshowyouwhatitlookslikein
oneofourtestcubicles
20PersonalIntroductions个人介绍
Dialogue1
A:Hi,Mike,doyouhaveaminute?I\'
CamillaPeters,sheisprobablyoneoftheforemostplasticsurgeonsontheWestCoastthese
days,she\'snotonlyfabulouswithaknife,butshe\'salsomybusinesspartnerandoneofmy
nearestanddearestfriends.
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B:,I\'oudo?
A:Camilla,\'sthemanagingdirectoroftheLosAngelesWomen\'sHealth
ndenergeticman,buthealwaysmanagestomakeenoughtimeoutofhisbusyschedule
tobeatmeonceinawhileonthegolfcourse.
C:an,I\'uewhatClarksaid?
B:Don\'yevermanagetobeathim.
C:Pleasetellmemoreaboutwhatyoudo.
B:I\'llbehappyto.
Dialogue2
A:,oneofourforemost
clientsandwillbevisitingourfactorythisafternoon.
B:,howdoyoudo....Iamverypleasedtomeetyou.
A:,IwouldliketointroduceyoutoJuliaGordon,ourdirectorinchargeofthemarketing
youhaveanyquestionsaboutanythingyousee,oryouhaveanyspecialrequirementsandneeds,
shecanhelptoaccommodateyou.
C:Thankyou,.
B:Please,callmeJulia
21SmallTalks聊天
Dialogue1
A:Hi,there,I\'\'syourname?
B:I\'\'tthisconventiongreat?
A：Yes,itis,
thefirstconferenceyou\'vebeento?
B:No,I\'reyou
from?
A:I\'mfromLongIsland,outyourself?
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B:I\'mfromtheothersideofcoast,LosAngeles.
A:Wow,IreallylikeCalifornia...theweatherthereismuchbetterthantheeastcoast.
B:HaveyoubeentoCalifornia?
A:d
ablast.
B:Howmanykidsdoyouhave?
A:Two,ealreadygrownnow.
B:Well,uldcomebackoutsometime.
Dialogue2
A:CanIgetyousomethingtodrink?
B:No,that\'sok,\'tyouhaveaseat?Youlooklikeyou\'vebeen
onyourfeetallday.
A:,howdoyoulikeDenver?
B:It\'sgreat!Themountainsherearebeautiful,ubeen
hereforalongtime?
A:Aboutsixyears...
B:Whatdoyoudoforaliving?
A:\'sagreatjob,Icanspendalotofmytimeoutdoors,and
Ialsogettoskiforfreeallseason.
B:Wow,talkaboutjobperks!That\'liketodosomethingexcitinglikethat.
muchexcitementthere,huh?
A:That\'ren\'tforyouaccountants,nobodywouldhavethemoneytogoskiing!
22DefivefingBadNews传达坏消息
Dialogue1
A:Bob,canItalktoyouforaminute?TherehavebeensomedevelopmentsfortheStewartcase
thatIreallyneedtotalktoyouabout.
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B:Yeah,what\'sthematternow?We\'\'ttell
methere\'smorebadnews.
A:Well,I\'omebadnewsforyouabouttheresultsoftheforensic
tests....therewon\'tbeanyresults.
B:What?Whatdoesthatmean?Whywon\'ttherebeanyresults?
A:Ihatetotellyouthis,butitseemsthateveryshredofevidencethatwouldhelpustoconvict
\'snothingleft.I\'msosorry...
B:Oh,no,youcan\'ewe
goingtodo?
A:There\'couldtellyoudifferently,
justhavetofigureoutawaytomoveon.
Dialogue2
A:Igotanemailfromoursupplieryesterdayaboutthisquarter\'sorder....Itdoesn\'tlook
,takealook.
B:\",
circumstancesbeyondourcontrol,asbeena
problemwithfirehazardviolationsinourindustryandgovernmentofficialshaveclosedseveral
warehouseswithoutwarning.\"Wow,that\'sbummer.
A:Sothatmeansthatwe\'llbelateingettingourorder....
B:Didtheysayhowlongwehavetowaituntiltheorderisfilled?
A:Keepreading....
B:\"ogizeforthisunexpected
ct
letmeknowifthereisanythingIcandotohelp
ely.\"Looksliketheydon\'thaveadateforuswhentheordercanbefilled.
A:Theysay\"soon\",butwhoknowshowsoon\"soon\"willbe.
23PoliteQuestions礼貌提问
Dialogue1
A:Hello!YouhavereachedtheofficesofMaddoxandMcKnight,canIhelpyou?
B:Yes,easespeaktoGeorgeNelson?Ihavealreadycalledseveral
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sIalwayscatchhimoutoftheoffice.
A:Oh,I\'isawayatthemoment.I\'msorrythatyoukeepmissinghimwhile
ouliketoleaveamessage?
B:I\'msorry,Ididn\'ourepeatthatplease?
A:ped
outoftheoff
scheduleisveryunpredictableattimes,sothebestwaytoreachhimistofirstmakean
appointmentbyemailortextmessaging.
B:CanIleaveamessageforhimplease?
A:Ofcourse,canyouleaveyournameandnumber?I\'willreturnyourcallas
soonasheisable.
B:MynameisMaxRichards,ouaskhimtocallmebackas
soonashegetsback,please?Ihavearathertimelymattertodiscusswithhim.
A:Canyoutellmewhatit\'sabout?Icanmakeanoteofit,isawareandprepared
whenhereturnsyourcall.
B:Yes,pleaselethimknowIwouldliketodiscusstheGirardcasewithhim.
Dialogue2
A:Wouldyouliketohavesomethingtodrink?
B:Yes,please,aveanyhotcoffee?
A:I\'msorry,wedon\'eatobeallright?
B:Yes,thatwouldbefine.
A:IsthereanythingelsethatIcanofferforyou?Wouldyoulikesomelightrefreshments?
B:No,no,no....Actually,I\'
verylateandverylargelunch,soIdon\'texpecttoeatanythingelsefortheremainderofthe
day.
A:Iknowyou\'reprobablyoffyourjetlag,butI\'mwonderingwhattimeweshouldsetforour
meareyouavailabletomorrowforourmeeting?
B:Don\'tworryaboutme.I\'lltrytohitthesackalittleearlytonightandI\'llbefineby
meetingearlyon,andIshouldbeavailableat11o\'clock.
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24Farewells道别
Dialogue1
A:.....\'dliketothankyouforcoming,andwehopeyouenjoyed
aveanyquestionsaboutthethingswesharedwithyouduring
ourfactorytour?
B:No,yourexplanationwasquitethorough,
youforspendingtheafternoonwithus.
A:Itwasourpleasure!Well,ifyoudon\'thaveanyquestionsnow,butthinkofsomethinglater,
pleasedon\',letmeleaveyouwithmycard.
B:Thanks!We\'llbesuretokeepintouch.
A:Great!Sofromhereareyouheadedbacktoyouhotel?CanIcallyouacabtotakeyouback?
B:No,thatwon\'\'\'vealreadycheckedoutofthehotel
becauseweareplanningtocatchanearlyflightout.
Dialogue2
A:yappreciateit.
B:Noproblem,it\'dyouhadachancetovisitourheadquarters,andhope
youcancomebacksoon.
A:\'llhaveanothercorporatemeetingnextquarter.
Willyoubeintheareaatthattime?
B:Ishouldbe....Remembertoletmeknowwhenyourflightiscominginwhenyoucome.I\'llcome
andpickyouupattheairport.
A:You\'retookind!
B:Hereweareattheterminal,whatairlineareyouflyingwith?
A:Um...Letmelookattheticket...Oh,that\'sright,ChinaAir.
B:ChinaAirisinterminalB,thisistheinternationalterminal,soallyouhavetodoiswalk
straightthroughthosedoorsandturntoyourleft,youshouldbeabletoseethecheck-incounter.
A：\'reeverintheMichiganarea,besuretolookmeup.
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B:Yes!Let\'skeepintouch.
25ClarifyingtheStakes说明利害关系
Dialogue1
A:Hello?son?ThisisBillfromWorkmatecalling.I\'mjustwonderingifyouhada
chancetolookovertheestimateIsentforyourgaladinnerprojectnextmonth….AsIsaid
inmyemail,wecanhelpyouwithproductionaccordingtoyourneeds,butwewillonlybeable
togiveonsitemanagementsupportservicesonalimitedbasis.
B:Oh,eemsliketheprojectblueprintyousentwiththe
getacopyofthespecsforthisproject?
A:Yes,Ihaveseveralcopies,butthey’realldifferentversions….ThelatestIhaveisversion
12,isthatcurrent?
B:edecidedtooptfortheprioroutline,version7.
A:Holdon,letmepullupyourversion7requirements….Ohyes,nowonderourestimateisa
eversion7alsoincludes6additionalhostesses
andacocktailself-servebarthatwasn’lldefinitelyaddtoyour
costonthisproject….
B:Iunderstandthereisadditionalcostassociatedwiththehostessesandbar,butwe’vealso
eliminatedfourofthetableandchairsetsthatwereinversion12,sothecostshouldbalance
outalittle.
A:So,whatyou’resayingis,youwon’tneedthetableandchairsetsonthefarwall,but
youwillrequiremoreonsiteworkersplusthealcoholicbeveragestostockthemini-bar?It’
snotgoingtobalanceoutquitelikeyou’rethinking….
Dialogue2
A:Wearegoingtoneedconfirmationontheseorderstoday,anddeliverymustbemadebefore
hinkyoucanhandlethat?
B:Wearewillingtoworkwithyou,butdoyouthinkitwouldbepossibletoextendyourconfirmation
deadline?liest
Iwillbetogetbacktoyouistomorrowmorning.
A:No,eanyway
youcanspeeduptheprocessofcheckinginventory?
B:Wecandothat,butitwillcost….Ifwehavetocheckourinventorywithallourguyson
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overtime,you’relookingatanincreasedcostof,I’dsay,maybe10%.
A:Areyoukidding?
B:No,andletmetellyouwhy….IfImakemyguysstayovertochecktheinventory,I’llhave
topaythematanovertimerate,ateitwillprobablytake3
guystwohourstofinish,thatwillbeanincreaseonyourlaborfeebyatleast10%…ifyou
needthenumbersthaturgently,ise,wecanwaituntiltomorrow
morning,andI’llcallyouwiththenumbersafterthey’’syourcall….
26MakingConcessions做出让步
Dialogue1
A:Ireallyhopetoreachanagreementwithyoutodaythatissuitableandbeneficialforus
both.I\'vethoughtthroughalotofthesedetails,andIhopewecanhaveachancetodiscuss
themandresultanydifferencesthisafternoon.
B:Let\'ndsofthingsdoyouhaveinmind?Ifyouletusknowtherequirements
youhavefromtheverybeginning,wecanworkthrougheachoneuntilwecancometoanagreement.
A:Firstly,we\'angiveusadiscountof7%onthe
highvolumesorders,wecanpayin60days.
B:Huh...Ithink7%utthis?We\'llgiveyou
adiscountof4%,butyoucanhave90dayscredits.
A:Well,thatmightbeacceptable,ifyouhandletheinsurancefees.
B:No,rewillingtopaythehalftransport.
Canyouacceptthat?
A:Wecovertheinsuranceandhalfthetransportfee,andonlyhaveadiscountof4%.
B:Butyou\'llhave90daystopayyourbillandI\'lltellyouwhat...I\'llalsothrowinthe
discountof10%onyourupfrontdeposit.
A:Done.
Dialogue2
A:Isthereanywaywecangetupabettervolunteeronthisproduct.
B:Well,Ican\'tgiveyouabettervolunteer,ifyouwillbewillingtoagreetoanannualcontract.
A:etherewouldbesomedrawbackstoanannualcontractsituation.
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outfreedelivery?Ifwemakealarge
enoughorder,couldyouwavethedeliverfee?
B:Yes,ourdeliveryfeecouldbewaved,\'llhave
toinsistonanannualcontract,standit\'s
rewillingtotakelowerrebate.
A:dacceptthelowerrebate.
27DiscussingtheBottomLine讨论底线
Dialogue1
A:Isthereanywayyoucancutusabetterdealonyourwholesalepriceforthisorder?
B:getourrecentestimate?
A:Basedontheestimateyougaveus,bythetimewefigureintransportationandotherexpenses,
eofferyou\'vegivenme,we\'\'tyoudo
anybetter?
B:I\'vealreadygivenyouadiscountof20%nylower,we\'ll
\'vealreadygoneas
lowaswecango.
A:I\'llbehonestwithyou,ourbudgetedcostcan\'texceedmorethan$our
anmeetthatprice,you\'ise...
B:I\'lltellyouwhat,I\'llgooverthenumberagainwithourfinancialteamandseewhatIcan
\'antry.
Dialogue2
A:\'llbeacceptingbidsuntill
letmeknow.
B:Actually,\'dliketoknowwhatyouhadinmindforthebudgeton
hesametime,we\'d
liketohityourtargetprice,too.
A:ortunately,
beconsider
otherelements,giveweighttothereputationofthe
submittingcompany.
B:Doyouhaveanypricerange?Isthereanywayyoucangivemeanyideaofwhatdirectionto
goorhowhighistoohigh?
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A:We\'rejustlookingforareasonablepriceaccordingtothespecificationsinourporject
\'sallIcansay.
28AcceptingandConfirming接受和确认
Dialogue1:
A:Weagreetogiveyouabreakontheprice,alltogetheradiscountof6%.Goodnewsis,I
taledtomyboss,heconfirmedthatifyoutakecareoftheshippingcosts,we\'llthrowininsurance.
B:Greed!I\'dlovetogetalittlebetterdiscountthan6%,butifyourcompanyprovidesthe
insurance,thatwillsaveusafewbucks...
A:Now,allthisisavailabletoyou,asfarasyoumakepaymentwithina30daygraceperiod.
Thatshouldn\'tbeaproblem,right?
B:No...Weshouldn\'etalkedaboutapossiblityfor90
days,butwewon\'tbeneedingthatafteryourdiscountedprice.
A:So,ifallthisagreeabletoyou,I\'llputitalldownonpaperandfaxacontracttoyou
angetasignedversionofthecontractwe\'veagreeduponbacktome
bytomorrrowmorning,wecangoaheadandmakearrangementstoshiptheproductonTuesday.
B:Greet!
Dialogue2:
A:Justtorecap,we\'veagreedtoafinalpriceof$1500percontainer,tobepaidbywiretransfer
payment,youcanfollowtheinstructionsIsentyouintheemail...
ngelse?
B:Iknowwediscussedadiscount...the$1500percontainerisathowmuchofadiscountedprice?
A:Ifthereare500unitspercontainer,that\'sawholesalepriceof$3perunit....Letmesee....
We\'regoingtogiveyouadiscountof4%ohadaskedforahigher
discount,butunfortunately,4%isourbestofferatthequantitiesyouarerequesting.
B:Yes,that\'salright,Icanacceptthe$3perunitprice,evenifitisonlya4%discount.
Now,whataboutthetransportaioncost?Youguysaregoingtohandlethat,correct?
A:Yes,asweagreed,wewillcovertheshippingcostsfromNingbototheLosAngelesport,any
groundtransportationfromtheLosAngelesporttoyourwarehouseswillbeyourresponsibility.
B:That\'sfine,WehadplannedonpickedupthetabfortransportationonceitgetstoAmerica.
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A:aveeverythingclear?Verywell...ifthere\'snothingelsetodiscuss,then
I\'llhavemysecretarydrawupacontractandgetittoyoubeforetheendoftheday.
B:Great!
29HardBargainersVSSoftBargainers强硬的对手和温和的对手
Dialogue1
A:We\'vegotaproblem...itlookslikewe\'
clientthinksit\'stoodark,\'vealreadygot3setsof
tracklightingfromyouguys,doyouthinkyoucouldhelpusoutandthrowinsomehalogens?
B:Oh...Um...Idon\'wthehalogenlightingismuchmoreexpensivethanyour
\'\'s
notgoingtocomecheap.
A:\'renottalkingaboutanythingnew
here...
B:Itdoesn\'tmatterbecausewewillstillhavetocalltheelectricianout,andtheyareunion
\'llcostyouaprettypenny....
A:Howmuchdoyouthinkitwouldcost?
B:Ummm,Iestimateit\'llrunintheneighborhoodof....$500perlight.
A:$500perlight?!That\'sridiculous!Itcan\'tpossiblybethatexpansive!
B:Itis,I\'\'llhavetocallintheelectrician,he\'sgoingtochargeovertime
nowbecauseit\'salready5PM,,thehalogen
lightstakemoreelectricity,soyourelectricalcostisgoingtobehigheraswell.
A:Can\'tyougivemeabreakonthis？We\'vealreadyspentsomuchmoneyonlighting,Ihateto
havetoblowsomuchmoreonhalogens.
B:No,that\'sthecost,andthat\'swhatit\'\'tgointheholewiththis.
Iamgivingyoumybestprice,sotakeit,orleaveit。
30CEO执行总裁
Dialogue1
M:Sowhodoeshethinkheis,anyway,Ican\'tbelievethewaythatmybosshasbeenordering
everyonearoundlaterly,Imean,it\'snowlikeheistheCEO,oranything.
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W:Um,ActuallyIamguessingyoudidn\'sswasselectedtofillthevacancy
allyistheCEOnow,orwillbe,assoonastheofficialpressreleases
andhoop-laisdonewith.
M:Yikes!youarejoking,right?Ican\'erheissostressedandbossylately.
Ithoughthewasjustbeingostentatiousbygivingorderstopeopleandallthedifferent
gshoestofill!
W:Nokidding!WhenthelastCEOleft,wewereworriedaboutthefutureofthecompany.
M:WhatdoesaCEOdoanyway?IknowtheCEOmakesthemostmoneyinthecompany,butwhatdoes
heactuallydo?
W:Heisrespo
orshemustgiveleadershiptoallcompanyofficers,asCEOisalsoresponsibleforproviding
theguidanceofphilosophyofthecompany,andactingasofficialrepresentative,orfaceof
thecompany.
M:Mustbeonesmartguy.
Dialogue2
Nowwe\'dliketohearfromourchiefexecutiveofficer,.
kewhatwasexpressedbymanyofthespeakerstoday,I\'dalsoliketotalk
aboutallthechangesinstoreforusintheverynearfuture.I\'dliketoremindyouallof
usignedupwith
thiscompany,youallrecievedanemployeehandbook,inwhichyoucanfindourmissionstatement,
ifyouwouldallrecitealongwithme.
\"Wewouldprovidequalityserviceatthelowestpossiblecosttoourcustomers,whilemaintaining
positiveoutlook,proactivemindandsightandefficienthabbits.\"
ngasyourCEO,pening
manynewproductionlines,butwewillmaintainorstatus.