Lesson1AwelcomeattheAirportBackgroundBriefingThisinternationalflightisattheHuanghuaAirportofChangsha.MissHuangMei,thesecretaryofChangshaForeignTradeImport&ExportCorporationisnowattheairporttogetherwithWangHua,thedirectoroftheoffice,tomeetMr.BrownwhocomesfromCaliforniaofAmerica.Theydon’tknoweachotherwellwithaplacardonwhich“WelcomeMr.Brown”iswritten,MissHuangiswaitingthere.SituationalConversation1.BeforeLandingA(Announcer):LadiesandGentlemen,attention,please.WeshallbearrivinginChangshashortly,at10o’clock,inthemorninglocaltime.Foryourownsafety,pleasemakesurethatyourseat-beltisfastened.S(Stewardess):(Toamadam)Pleasefastenyourbeltmadam.M:Yes,Thanks.A:ChangshaisthecapitalofHunanprovinceofthePeople’sRepublicofChina.Itisanancientculturalcitywithalonghistory.Therearemanyscenicsportsandplacesofhistoricalinterest,suchasYueluPark,MartyrPark,OrangeIsland,MawangduiHanTombsandsoon.S:Theplanehaslandedandisnowtaxing(ToMr.Brown).Pleasesitdown,sir.B:Iamlookingformyhandbag,Idon’tknowwhereitis.A:willpassengerspleaseremainseatedtilltheairplanehascometoacompletehalt.Don’tforgettakeyourhandbaggageB:ButIcan’tfindmyhandbagS:Isitthat?Underyourseat.B:Oh,yes,thankyouA:Onbehalfofthecrew,IwishyouapleasantstayinChangsha.Welookforwardtoservingyouagaininthefuture.Thankyou2.GettingtheWrongPersonH(MissHuang):(Raisingherplacardandseeingamancominguptowardsher)Excuseme,areyouMr.BrownfromAmerica?B(TomBrown):Yes,I’mBrown,fromSanFranciscoH:YouareThomasBrown,fromLosAngeles?B:No,I’mTomBrown,fromSanFranciscoH:I’msorry,IhavegotthewrongpersonB:Nevermind.3.MeetingtheGuestH:(Raisingherplacardhigher)WelcomeMr.ThomasBrownfromLosAngeles.B:(CominguptowardsHuangMeiafterhearinghervoice)Hello,Iamhere.H:Excuseme,youmustbeMr.ThomasBrown,fromLosAngeles?B:Yes,I’mThomasBrown,fromLosAngelesH:Howdoyoudo,Mr.Brown.IamHuangMei,thesecretaryandinterpreterofChangshaForeignTradeImport&ExportCorporationB:Howdoyoudo,MissHuangH:YouarewelcometoChangsha,Mr.Brown.OurgeneralmanagerMr.ZhangDaweihasaskedmetocomeandmeetyouB:Thankyou,MissHuang,I’mverygladtomeetyou.H:Gladtomeetyou,too4.IntroducingtheGuesttotheSuperiorH:MayIintroduceyoutoourofficedirectorMsWang,whoisheretomeetyou,tooB:Howdoyoudo,MsWang?W:Howdoyoudo,Mr.Brown.Welcometoourcity.B:Thankyou.Ihavebeenlookingforwardtothistrip.ItwasverygoodofyoutoinvitemeW:It’sapleasureforustomeetafriendwhohasdonesomuchgoodworkinpromotingourmutualtradeB:It’sveryniceofyoutosayso,butnothingcanreallybedonewithoutourclosecooperation.W:Right,I’msurewe’llsoevenbetterinthefuture.Hopeyouhadagoodtrip.B:Ihadaverypleasantflight.W:I’mverygladtohearthatH:thewaitingroomisoverthere.Let’stakeashortrestthere.Thenwearegoingthroughtheformalities.Lesson2EntryVisaBackgroundBriefingAfterashotrestinthewaiting-room,MissHuangMeihelpsMr.Browntoclaimhisbaggage.Andthen,Mr.BrownisgoingthroughtheentryformalitiesinthecompanyofHuangMei.Theofficersexaminehispassport,visa,andquarantinecertificate,andaskhimtogothroughcustoms.SituationalConversation1.HavingashortRestH:Mr.Brown,youmustbeverytiredafterthelongflight.Sithereandhaveashortrest,please.B:Thankyou,MissHuang.It’sverykindofyoutomeetme.Ifeelalittletired.Ithinkit’sjetlag.W:Ithinkyou’dbetterclaimyourbaggagefirst,andthengothroughsomenecessaryformalitiesH:Andthen,I’lldriveyoutothehotel.Ihopeyou’llhaveagoodrestthereandhaveaspeedyrecoveryB:Nothingtoworryabout.I’llbegoodasnewsoon.H:Wouldyoulikeacupofteaoraglassofcoffee?B:No,thanks.Chineseteaisfamousallovertheworld.Ihavejusthaditontheplane.Ittastesgoodandreallyhasawell-deservedreputation.Now.I’llgotoclaimmybaggage.2.ClaimingtheBaggageH:Mr.Brown,pleasegivemeyourbaggagechecks.Letmegoandclaimthebaggageforyou.B:Hereyouare.Thanks.H:Howmanyarticlesofbaggagedoyouhave,Mr.Brown?B:Onesuitcaseandtwobags.H:Waitaminute,I’llbebacksoon.(HuangMeicomesbackafterawhile)H:Isthisyourbaggage,Mr.Brown?B:Yes,that’sright.Thankyou.I’msorryforhavingputyoutosomuchtrouble.H:Nevermind.I’mgladtobeofhelp3.AttheImmigrationServiceDeskI.O.(ImmigrationOfficer):MayIhavealookatyourpassportandvisa,sir?B:Certainly.Youarewelcome.Hereyouare.I.O.:Hm,thankyou.Areyouatourist?B:Yes,I’matouristandbusinessman.IcometoChinaforbothbusinessandtripI.O.:Howlongwillyoustayhere?B:Abouttwomonths.I.O.:Now,pleasefillouttheseforms.B:Yes,sir.4.AttheQuarantineOfficeO(Office):Excuseme,couldIseeyourHealthDeclarationFormandQuarantineCertificate,please.B:Ofcourse,sir.Hereyouare.O:Whenwereyoulastvaccinated,sir?？B:Abouttwoyearago.O:Then,yourvaccinationcertificateisstillvalidB:Thankyou.Anythingelse?O:EverythingisOK.Youmaygothroughcustoms.B:But,whereisthecustomshouse?H:Look,thatbuildingsis.I’lltakeyouthere.Lesson3GoingThroughCustomsBackgroundBriefingInthecompanyofMsWangandMissHuangMei,Mr.ThomasBrownisgoingthroughcustoms.TheymeetLinHai,acustomsofficeratthecustomsservicedesk.SituationalConversation1.MeetingtheCustomsOfficerL(CustomsOfficer):Goodmorning,sir.WelcometoChangsha.MayIseeyourpassport,visa,customsandhealthdeclarationforms?B:Yes,sir.Hereyouare.Andhereismyvaccinationcertificate.L:Thankyou.ThomasBrown,fromAmerica,right?B:Yes,that’sright.I’mfromCaliforniaofAmerica.L:Wouldyoumindtellingmewhatyouroccupationis,Mr.Brown?B:I’mthegeneralmanageroftheFar-EastIndustryCorporationofAmerica.L:Youarehereonbusiness,aren’tyou?H:Mr.Brownishereasaguestofourcompany,theChangshaForeignTradeImport&ExportCompany.Hereisaletterofintroductionfromourcompany.B:Yes,IhavebeeninvitedbytheChangshaForeignTradeImport&ExportCompanyforbusinesstalks.L:Yes,Isee.2.FillingOuttheCurrencyDeclarationFormL:Doyouhaveanythingtodeclare,Mr.Brown?B:Ihavesomeforeigncurrencytodeclare.L:Anyothervaluablestodeclare?B:No.IhaveonlyUS$4,000andsomeBritishpounds.L:Wouldyoupleasefilloutthiscurrencydeclarationform?It’sarecordoftheforeigncurrencyyouhavebroughtin.Youcandoitatthedeskoverthere.B:Allright.CouldIwritewithpenorpencil?L:Withopen,please.B:MayIuseyourpen?L:Ofcourse.Youarewelcome.B:Thankyou.3.ExaminingtheBaggageB:Hereyouare.L:Thankyou.Mr.Brown.Haveyoufoundyourbaggage?B:Yes.Ihave.Thesearemine.Now,I’llgothroughcustoms,amIright?L:Yes,we’llseeyourbaggagefirst.Whatisthereinyoursuitcase?B:Myclothesandtoiletthings.Nocontraband.L:doyouhaveanythingsubjecttoduty?B:Idon’thavetopaydutyonpersonalbelongings.MayIseeyourhandbag?What’sthereinside?L:I’mafraidyouhavetopayquiteasumofdutyonthesevaluables.Therestcanbeduty-free.B:butthesethingsarenotforsale,butaspresentsformyfriends.L:suchgoodscannotbeduty-free.B:howmuchshouldIpayforthem?L:letmesee,…Onehundredandtwentydollars.B:hereisthemoney,sir.L:justamoment.I’llmakeoutyourdutymemo.Hereyouare.TakeitandpayMissFangatthedeskthere.B:yes,sir.4.payingthedutyB:goodafternoon.MayIpaymydutyhere?F:yes.Yourdutymemo,please.B:hereyouare.HowmuchisthedutyIhavetopay?F:letmesee.…thedutyis120dollarsinall.AmIright?B:that’scorrect.HereisthemoneyF:thanks.Takeyourreceipt,please5.leavingforhotelB:hereisthereceipt,sir.L:thankyou.Yourbaggagehasbeenpassedbythecustoms.I’llkeepyourhealthdeclarationandreturnyourpassportandcustomsdeclaration.PleasekeepthemwithyouandbereadytogivethembacktouswhenyouleaveChina.B:shallwegonow?L:yes.Youmaybeaway.HopeyouenjoyyourstayinChangsha.B:thankyou.I’lldoH:let’sgo.Thecariswaitingoutside.B:allright.Let’sgo.Lesson4drivingtothehotelBackgroundbriefingMr.Brown,MsWangandHuangMeiaredrivingtothehotel.Onthewaytothehotel,theyaretalkingaboutChangsha,theancientcity,theLotusHotelwhichMr.BrownwillliveinandthelivingandworkingprogramofhisstayinChangsha.SituationalConversation1.recommendingthehoteltotheguestH:geton,please,wearedrivingtothehotelB:howfarisittothehotelH:aboutaone-hourrideB:inwhichhotelwillIlive?H:we’vereservedaspecioussingleroomwithbathforyouandyourwifeattheLotusHotel.B:youhavereceivedmyfaxwhichIsenttoreserveasuite,haven’tyou?H:yes,wehave.AndtheLotusHotel,whichislocateddowntown,isoneofthebesthotelsinthiscity.Ithasadining-room,aChineserestaurant,awestrestaurant,abar,abarbershop,alaundry,abankingcounter,apostandtelecommunicationsservice.Ihopeyouhaveagoodtimethere.B:that’sgreat!Thankyou.2.takingabrieflookattheancientcityH:thecarwillbestartingsoon.Sitbackandmakeyourselfcomfortable.B:yes.ThankyouH:youmightaswelltakeabriefbookinpassingthesuburbsandthecityproperalongthewayB:look,howmanynewly-builthousesaredottedaboutthefields.Theyalllookbrand-newH:theyarefarmershousesB:howhighthepagodaoverthereis!H:itdatesbacktotheMingDynasty!Thereisanancienttemplenearthepagoda.…Hereisabeautifulpark.B:thisisawideandbeautifulavenue.H:nowhereweareinthecityproper.Hereisthehistorymuseum;thereistheartgallery.Theindustryexhibitionisbehindtheartgallery.B:therearequiteafewplacesofinterestIwouldliketosee,butbusinesscomesfirst3.talkingabouttheagendaB:I’dliketoknowtheprogramyouhavearrangedforme.W:wearereadytohearyoursuggestionB:shallwegetdowntobusinesstalkstomorrow?H:youmustbetiredafteralongflight.Youshouldtakearest,andwecantalkaboutourbusinesslater.B:Icomehereforbothbusinessandtrip.Icanstayhereforlong.I’mhereatyourdisposal.4.askingtoseethegeneralmanagerB:bytheway,whataboutmyappointmentwithMr.Zhang,yourgeneralmanager?Hasitbeenarranged?W:yes.Youareoldfriends.Mr.Zhangwouldbeverygladtoseeyou.Ithinkhewillgiveadinnerpartytowelcomeyou.B:I’mpleasedtohearyousayso.Inthepastfewyears,wehavehadaverygoodcooperativerelationship.Iwishtoestablishalong-termtradeagreementbetweenourtwocorporations.W:youtookthe
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soutofmymouth.Well,hereweare.ThisistheLotusHotel.Let’sgetoffandgotothereceptiondesk.Lesson5reservingroomsBackgroundbriefingMr.Brown,MsChenandHuangMeicometothereceptiondeskoftheLotusHotel.AfewdaysagoHuangMeireceivedafaxfromMr.BrownandmadeareservationofasuiteforMr.Brown.MsBrown.MsSunMeifang,areceptionclerkattendstohim.Situationalconversation1.receivingtheguestsS:goodafternoon.CanIhelpyou?H:goodafternoon.WearefromtheChangshaForeignTradeImport&ExportCorporation.WehavereservedasingleroomwithabathforMr.Brown.S:justamoment,please.Mr.Brown,…ThomasBrown,fromAmerica,isthatright?B:that’sright,I’mThomasBrownfromAmerica.S:Howdoyoudo,Mr.Brown?MynameisSunMei-fang.I’mareceptionclerkhere.B:howdoyoudo,MsSun?Gladtomeetyou.S:gladtomeetyou,too.Welcometoourhotel.B:thankyou.2.OrderingtheroomB:isitpossibleformetohaveasingleroomwithprivatebath?S:certainly,Mr.Brown.Butbytheway,howlongwillyoustayhere?B:I’llstayhereforquitealongtime.S:I’mgladyouwillbestayingatourhotelforlong.Pleasefilloutthehotelregistrationform.B:certainly.Hereyouare,MsSun.isitallright?S:that’sright.Thankyou.MayIseeyourpassport?B:ofcourse,youarewelcome.Hereitis.3.askingfortheroomrateB:howmuchistheroom,please?S:yourroomis480yuanperday.B:doesthatincludeattendance?S:fourhundredandeightyuanaday,serviceisincludedintheroomrateB:mealsincluded?S:mealsareextra,notincludedB:whatservicescomewiththat?S:for480yuanaday,youwillhaveonebedroomwithair-conditioning,abathroom,anicebox,acolourtelevision,atelephoneandamajorinternationalnewspaperdeliveredtoyourroomeveryday.B:doIhavetopayinadvance?S:yes,youshouldpay￥10,000inadvance,andtheaccountwillbesettledlater.4.selectingtheroomB:onwhichflooristheroom?S:wehavereservedtwosingleroomsforyoutochoosefrom.Oneisonthefirstfloor,theotheronthethirdfloor.Bothofthemhaveaprivatebathroomandfacetothesouth.B:what’sthedifferencebetweenthem?S:theconditionsandthepricearethesame.Nodifference.B:whichisquieter?Iwantaquietone.Ihatenoiseatnight.S:theoneonthethirdfloorisveryquiet.Wouldyouliketogoandhavealookfirst?Theroomnumberis308B:noneed,IthinkI’lltaketheoneonthethirdfloor.S:willyougotoyourroomnow?B:yes,please,givememyroomkeyS:hereitis.XiaoDeng,pleasetakeMr.Brown’sbaggageuptoRoom308.B:thankyou.IcanmanagemyselfH&W:we’llseeyoutoyourroom.Afteryou,please.Lesson6roomservicesBackgroundbriefingXiaoDeng,thelobbyattendant,carryingMr.Brown’ssuitcase,ushershimintothefloorservicedeskofhisroom,wheretheroomattendantYangLingiswaitingforthem.SheushersthemintoMr.Brown’sroom,andintroducestheservicesofthehoteltoMr.Brown.Mr.BrownfeelsquitesatisfiedwithhisroomSituationalconversation1.aroomattendantreceivingtheguestH:hereisthethirdfloorservicedeskY:goodafternoon,Mr.Brown,IthinkB:yes,IamTomasBrown.I’mAmericanY:howdoyoudo,Mr.Brown.MynameisYangLin,anattendanthereB:howdoyoudo,MsYang?Gladtomeetyou.Y:gladtomeetyou,too.Welcometoourhotel,Ihopeyouenjoyyourstayhere.2.showingtheroomtotheguestB:whereismysuite,Ms.Yang?Y:yoursuiteisNo.308.Thisway,please.LetmeopenthedoorforyouB:theroomissonice!Y:I’mgladyouliketherooms.Look,thisisthetelephone,andthisistheTVset.Theiceboxisnearthedesk.Everysuitehasaclosetandabathroom.Inthebathroom,youmayhavettothbrush,toothpaste,perfumedsoap,washingpowder,andbathtowelsupplied.B:doesthebathroomhaveashower?Y:yes,everybathroomhasashowerandbathtub.B:istherehotwatermostoftheday?Y:yes,thebathroomserveshotwateralldaylong.Thedrinkingwaterisinthethermosbottleonthebesidetable.3.aboutfoodandbeveragesB:whereisthediningroom?Y:it’sonthesecondfloorB:whatarethedininghours?Y:oh,breakfastisfromseventoeight,lunchfromeleventoonep.m.Andsupperfromfivetosevenp.m.Andthesnackbarisopenalldaylong.B:canIhavemymealsintheroom?Y:sorry,I’mafraidnot.YoucansitbythetableinthediningroomforyourmealB:youhaveabar,don’tyou?Y:yes,wehaveabarandacaféonthefourthfloor.Therearevariouskindsofwines,spirits,andotherbeverages.Wealsohaveabarber’sshop,aspostofficeandtelecommunicationsservice.4.otherservicesB:excuseme,whereisthenearestlaundry?Y:notfarfromhere.Ifyouhaveanylaundry,pleaseleaveitinthelaundrybagbehindthebathroomdoor.Thelaundrymancomestocollectiteverymorning.B:canmysuitbepressed?Y:yes,ofcourse.Thelaundrymanwilldoitwellforyou.B:whereshallIgetmylaundryback?Y:youcancallforitattheservicedesk,orwe’llsendittoyourroom.B:canmyshoesbepolishedhere?Y:justhaveyourshoesoutsidethedoorifyouwantthempolishedB:isthereaplaceinthehotelwhereIcanexchangesomeforeigncurrency?Y:yes,thereisacurrencyexchangedeskonthefirstfloor.It’sabranchofBOCB:whatifIwantsomething?Y:ifyouwantanything,justcalltheservicedeskorringfortheattendant.B:I’msorryforgivingyousomuchtroubleY:notatall.I’mgladtohelpyou.5.offeringaguestteaY:oh.Mr.Brown,youmustbethirsty.LetmeofferyouacupofteaB:thankyou,Ms.Yang.IknowtoofferaguestteaisaChinesetraditionalcourtesy.NimenTaiKeqiLa.Y:canyouspeakChinese?B:justalittle.IlearneditbeforeIcametoChinaY:youhaveaverygoodpronunciationinChinese.B:thankyou.It’sverykindofyoutosayso.I’dliketolearntospeakChinesefromyouwhenIstayhere.Y:youarewelcome.Let’slearnfromeachother.Bytheway,howlongwillyoustayhere?B:morethanamonthY:wouldyoupleaseleaveyourvaluablesinthehotelsafe?Hopeyouenjoyyourstayhere.B:thanks,IwillH:ifthereisnothingelse,we’llbeleavingyounow,Mr.Brown.Ifyouhaveanydifficulties,pleasecallmeup.Mytelephonenumberis4465262B:Ithinkthat’sall.You’vethoughtofeverythingwell.Thankyouverymuchforyourhelp.Good-byeandseeyoulater.W$H:seeyoulaterLesson7currencyexchangeBackgroundbriefingMr.Browncomestotheforeigncurrencyexchangedesktochangemoney.ZhaoMin,abankclerkattendstohimandhelpshimwithhiscurrencyexchange.Situationalconversation1.askingforcurrencyexchangeB:excuseme,wherecanIfindtheforeigncurrencyexchangeoffice?Z:thiswicketis,sir.B:IhavesomeforeigncurrencythatI’dliketochangeintoRenminbi.Couldyouchangesomeforme?Z:certainly,sir.Whatkindofcurrencydoyouhave?B:IhavesomeAmericandollars.Z:howmuchdoyouwanttoconvert?B:onethousanddollars.Z:Isee.Willyoupleasefilloutthisformandhandittometogetherwiththemoney.2.askingforexchangerateB:what’stheexchangerateforAmericancurrencytoday?Z:waitamoment.I’llfindouttherateofexchangebetweenUSdollarsandRMB.…TheexchangerateforUSdollarstodayis820yuanagainstUS$100.B:youaccepttraveller’schecks,IhopeZ:yes,certainly.Weaccepttraveller’schecksB:what’stheratefortraveller’schecks?Z:theratefortraveller’schecksis805.6yuanto100USdollars.Thetraveller’sservicechargeistwopercentofthetotalamount.B:bytheway,howmuchwouldIgetfor100Britishpoundsterling?Z:theexchangeratetodayisRMB￥14toonepound.It’s1,400yuanfor100pounds.B:andwhatthecurrentrateforeuros?Z:therateforeurosis979.5yuanagainst100euros.3.exchangingthetraveller’schecksB:herearethetraveller’schecks.Z:pleaseendorsethetraveller’schecksB:O.K.Z:wouldyoupleaseshowyourpassport?B:yes,hereitisZ:thankyou.You’llhaveitrightaway.Howdoyouwishtoreceiveyourmoney?B:I’dliketocashitimmediatelyZ:now,hereisyourmoney.PleasecheckitB:justright,it’s8,056yuanZ:theexchangerateforUSdollarsshouldhavebeen8,200yuanagainst100dollars,butafterdeductinga2%servicechargefromtheproceedsafterconversion,therestis8,056yuan.Isthatright?B:that’sright.Thankyou.4.askingtheguesttokeeptheexchangereceiptZ:hereisyourcurrencyexchangereceiptB:yes,thanksZ:besuretokeepitwell.WhenyouleaveChina,theCustomswillwanttoseeit,andyoumayneedittoconvertanymoneyyouhaveleftB:whatexactlyshouldIdoiftherewillbesomemoneyleftthen?Z:youmaygotoanybranchoftheBankofChina,ortheairportexchangeofficetoconvertintoanyotherkindofcurrency.B:allright.Thankyou.Z:youarewelcomeLesson8dininghallserviceBackgroundbriefingMr.BrownhascometothedininghalloftheLotusHotelforhisfirstmeal.MsFang,thewaitressofthedininghall,iswaitingonhim.Mr.BrownlikesthedishesverymuchSituationalconversation1.findingatablefordinnerB:isthisthedininghall?F:yes,sir.Comein,please.B:isitpossibletohaveadinnernow?F:certainly.PleasetakeaseatB:canIhavethetablebythewindow?F:I’msorry.Thattableisalreadyreservedbyanewly-webs.TheyaretocomesoonB:isthistablefree,waiter?F:well,thistableisfree,butit’stooclosetothedoor.B:itdoesn’tmatter.I’lltakeit2.puttingyourcoatinthecloakroomF:youmayhaveyourcoatinthecloakroom,sir.Hereistheticketforyourcoat.Pleasepresentitinordertogetyourcoatbackwhenyouleavehere.B:thankyou.You’vethoughtofeverythingwellF:Ithinkthisisyourfirsttimetocometoourdininghall,sir?B:yes,andmyfirstvisittoChina,too.F:mynameisFangFang.I’mawaitresshere.MayIknowyouname?B:mynameisJamesBrown.I’mfromAmerica.IhavecometoChinaonbusinessformyfirmF:welcometoourdininghall,Mr.BrownB:thankyou.MsFang3.orderingdishesF:areyoureadytoorder,Mr.Brown?B:whatareyourspecialties?F:wehavevariouskindsofdishes.ButIdon’tknowwhatfoodwouldyoulike,Chinesefoodorwesternfood?B:IwouldbeinterestedIChinesecooking.CouldIseethemenu,please?F:hereisthemenu.PleasechoosewhatyoulikeB:sincethisismyfirsttimeinChina.WhatdoyourecommendIorder?F:whatsortoffoodwouldyoulike?B:I’dlikehotfood.Arethereanyfamousdishes?F:wehavechickeninchilisauce,braisedbeefinbrownsauce,spiceddicedpork,sautedkidney,roastBeijingduck,sweet-and-sourfish,sourpungentsoup,andsoonB:doyouhavetomatoandeggsoup?F:yes,wedoB:aplateofchickeninchilisauce,aplateofsweet-and-sourfish,abowloftomatoandeggsoup,pleaseF:accordingtotheChinesetradition,weservethefoodfirstandthenthesoup,butwe’llbringyouthesoupfirstifyoulikeB:I’musedtohavingsoupfirstF:verywell.I’llgetitforyourightnow4.drinkingsomethingF:IthinkIcanyouusechopsticks,Mr.Brown?B:I’mafraidnot.ItriedtodomanytimesbeforeIcametoChina,butIcouldnotmanageverywell.F:inthatcase,I’llgetyouaknifeandfork.B:that’sgood.ThankyouF:wouldyoulikeanythingtodrink?B:Idon’tmindifIdoF:whatyoulikeanythingtodrink?B:Idon’tmindifIdoF:whatwouldyouliketodrink?HowaboutsomeMaotai?B:I’mafraidit’stoostrongforme.Someotherbeverage,pleaseF:howaboutsomeQingdaobeer?B:IheardQingdaobeerismadeofLaoshanmineralwaterandit’sgoodforhealth.AbottleofQingdaobeer,please5.payingthebillF:Mr.Brown,howdoyoulikethedishes?B:thesedishesarealldelicious,IlikethemverymuchF:whatelsedoyouwant?B:no,thanks.Ihavehadenough.PleaseletmehavetheaccountsettledF:hereisyourbill,Mr.Brown.B:howmuchshouldIpay?F:letmesee.Aplateofchickeninchilisauceisthirteenyuan.Aplateofsweet-and-sourfishistenyuan.Abowloftomatoandeggsoupisfiveyuan.AbottleofQingdaobeerisfouryuanandfiftyfen.That’llbeatotalofthirty-twoyuanandfiftyfen.B:doyouaccepttraveller’schecks?F:sorry,cashonly,eitherUSdollarsorRenminbi.B:hereisfiftyyuancash.Pleasekeepthechage.F:thankyou,sir.Wetakenottipshere.Thankyouallthesame,though.Hereisyourchangeandhereisyourreceipt.B:thankyou,verymuch.F:welcometoourdininghallregularlyLesson9postandtelecommunicationsserviceBackgroundbriefingMr.Brownhascometothepostandtelecommunicationsoffice.HewantstopostafewlettersandsendanexpresstelegramtoLosAngeles.AndhealsowantstomakealongdistancecalltoSanFrancisco.Thepostandtelecommunicationsclerks,MissCaoFangandMs.FangYuanservehim.Situationalconversation1.tellingtheguesthowtopostlettersB:excuseme,isthisthepostandcableoffice?C:yes,sir.Welcometoouroffice.I’maclerkhere.MayIhelpyou?B:yes.I’dliketomailsomeletters.Howmuchwillitcost?C:whereto?B:onetoSanFrancisco,onetoHongkong,onetoWashingtonandanothertoBeijingC:whatkindofletterdoyouwanttosend?Surfacemailorairmail?B:IhaveanurgentlettertosendtoSanFrancisco.Theothersareordinaryletters.C:youmaysendtheurgentletterbyregisteredexpressairmail,theotherlettersbyairemail.B:howlongwillittaketosendalettertoLosAngelesbyregisteredexpressairmail?C:itwilltakefivedaysorso.B:ifIsenditbyordinarymail,howlongwillittake?C:aboutahalfmonthorso.B:then.I’llsenditbyregisteredexpressairmail.2.askingthepostageB:what’sthepostageforthisregisteredexpressairmail?C:letmeweighyourletter.20grams.It’llbetwelveyuan.B:howmuchisanairmailtoNewYork?C:Threeyuanandfortyfen.AndtoBeijingisoneyuanandfiftyfenB:whataboutHongkong?C:oneyuanandfiftyfen,justthesametoanypartofChina.B:Isee.Howmuchdotheycometoinall?C:letmesee.Twelveyuanfortheregisteredexpressairmail.ThreeyuanandfortyfenfortheairmailtoHongkongandBeijing.TheycometoeighteenyuanandfortyfenB:hereistwentyyuanC:herearethestampsforyourlettersandyourchange.PleaseputtheseairmailstickersontheuprightcorneroftheenvelopeB:allrightC:thisisthepostalreceipt.Pleasekeepit.Anythingelse?B:canIsendatelegramtoAmericahere?C:no.pleasegotothenextcounterLesson10shoppingserviceBackgroundbriefingMr.Brownwantstohaveastrollaroundthestreets.HecomesintotheFriendshipStore.Theshop-assistantsservehimenthusiasti-callySituationconversation1.attheinformationdeskB:excuseme,isthistheFriendshipStore,Madam?C:yes,sir.Welcometoourstore.CanIhelpyou?B:I’mlookingforthejewelrycounterC:inthecentreofthesecondfloor.B:whereistheartandcraftdepartment?C:it’sontheleftofthesecondfloor.B:andthesilkandsatincounter?C:it’salsoonthesecondfloor,rightoppositetothelift.B:thankyouC:youarewelcome2.atthejewelrycounterClerk:goodafternoon,sir.CanIhelpyou?B:yes,please.Iwanttobuysomepearlnecklaces.C:whatkindwouldyoulike,naturalpearlsorculturedpearls?Wehavebothkinds.B:Iwonderwhichlooksmorelustrous?C:naturalpearlsareofhighervalue,buttheculturedpearlshaveequallusterandarejustasbeautiful.B:oh,Isee.Couldyoupleaseshowmesomedifferentdesigns?Haveyougotanythinginaheartshape?C:yes,sir.PleaselookatthisoneB:howmuchisthisstringofpearls?C:itcostseightthousandyuaninRMB.B:dearme!That’safortune!Idon’tthinkIcanaffordtospendsomuchmoneyonjustanornament.Couldyoutellmewhyitissoexpensive?C:yes,sir,itismadeofover50naturalpearlsthatareabsolutelyidenticalinsizeandcolour.Howdoyoulikethisonemadeofculturedpearls?It’scheaper,onlyhalftheamount.B:Ithinkthat’sjustwhatIwant,butIhaven’thadsomuchmoneywithmetoday.I’llcometobuyittomorrow.C:it’satyourease.Anythingelseyouwouldlike,sir?B:yes.Iwouldliketoseeajadebracelet,too.C:now,whatdoyouthinkofthisone?Itisstuddedwithtinysapphiresandemeralds.It’spricedatonlyfivehundredyuan,notsoexpensive.B:IhopethesestonesaregenuineC:oh,ofcourse,sir.Oursisawell-knownstoreandourwaresarealwaysdependable.Thiskindofjadebraceletsisoneofourbest-sellingitems.B:allright,I’lltakeit.MayIpaymybillinAmericancurrency?C:yes.YoucanpaybyconvertingRMBintoAmericancurrencyB:that’sagoodidea.HowmanydollarscanRMB500yuanbeconvertedinto?C:RMB500yuancanbeconvertedinto70dollarsaccordingtotherateofexchangetoday.B:hereis70dollarsC:thankyou.Good-bye,sir.Pleasecallagain3.attheartandcraftsdepartmentS:goodafternoon,sir.CouldIbeofanyservicetoyou?B:I’mspeciallyinterestedinChineseartsandcrafts.WouldyoupleaserecommendsometypicalChineseproducts?I’dliketobuysomesouvenir.S:certainly,sir.WehavemanykindsoftypicalChineseartsandcrafts,suchascloisonnévase,sandalwoodfan,paintingonbamboocurtains,godoflongevity,embroidery,andvariouskindsofcarvingsuchasstonecarving,woodwork,ivorycarving,shellcarving,wovenwares,bamboo-work,porcelains,classicalChinesepaintings,inkstones,inkbrushes,ricepaper,etc.whatwouldyoulike?B:Iwouldlikeacoupleofmedium-sizedcloisonnévaseswithalightbluebackgroundS:howdoyoulikethisone?ThebackgroundispalebluewithChinesetraditionalpaintingsofflowersandbirds.B:on,itlooksverybeautiful.Ilikeit.ItisdistinctivelyChinese.Howmuchisacouple?S:twohundredandfortyyuaneach,andfourhundredandeightyyuanforacouple.B:itsoundsreasonable.I’dliketobuyareproductionoftheremarkablehorsesbyXuBeihong.Whatdoesitcost?S:it’sworth1,000yuan.B:itisnice,butIsupposeit’stooexpensive.S:it’sourstandardprice.Thepriceismoderateenough.B:well.I’lltakeit.HowmuchdoIoweyou?S:480yuanforthevases.1,000yuanfortheremarkablehorsesbyXuBeihong.Thecostofthemwillcometo1,480yuan.B:hereisthemoney.S:pleasepayatthecashier’sthere4.attheready-madeClothesDepartmentS:anythingIcandoforyou,sir?B:I’dliketobuysomeready-madeblousesandskirtsthatfitmywife.S:whatmaterialdoyouhaveinmind,sir?B:HunanembroideryS:sorry.Ihaveneverseenyourwife.Idon’tknowwhatsizewillfither.B:sheis1.78-metretall,butnotsobigS:wehavethesizetofither.Butwhatstyledoesshelike?B:couldyouadvisemewhatstylesareinfashionnow?S:thisisawell-tailoredblouse.Thisskirtisthelatestfashionandofthebestquality,verypopular.B:howmuchdotheycometo?S:theblouseisworth200yuan,andtheskirtis160yuan.That’llbeatotalof360yuan.B:canyoucomedownabit?S:threehundredandsixtyyuan,youcan’tbewrongedonthat.That’sourrockbottomprice.B:well,I’lltakethemboth5.atthesilkcounterS:goodafternoon,sir.Areyoubeingserved?B:wouldyoupleaseshowmesomegoodsmadeofHunanembroidery?Hunanembroideryiswell-knownallovertheworld,IhearS:Hunanembroideryisafamousspecialityofourprovince.Wehavealargeassortmentofthegoodsmadeofitforyoutochoosefrom.Whatkindwouldyouliketosee?B:thisismyfirstvisittoHunan.Idon’tknowthatkind?Canyourecommendsometome?S:wehaveembroideryquilts,embroiderypillows,embroiderycheongsam,embroideryblouses,embroideryskirts,embroiderycurtains,embroideryhandbagandsoon.B:I’dliketobuyacoupleofpillows.Pleaseshowmesome.S:yes.I’dliketo.Howdoyoulikethisdesign?B:itlooksverynice.Whataboutthequality?S:thequalityisexcellent,andthepriceisreasonable.Itwillcostyou200yuantogetacouple.B:well,I’lltakeitS:anythingelse?B:Iwantsomepuresilk.HowmanyyardsmustIbuytomakeashirtforme?S:threeyardsmustbeenoughforyourheight,Ithink.Ourstorehasgotatailor’s.Youcanhaveyourshirtmadetomeasureinourtailor’s.B:howmuchayard?S:forty-eightyuanandfiftyfenayardB:howmuchdoesitcometo?S:letmesee,200yuanforacoupleofpillow,145.5yuanforthepuresilk.Itwillbe345.5yuan,right?B:hereis350yuan.Pleasekeepthechange.S:wedon’taccepttipshere.Thankyoujustthesame.Thisisyourchange.B:thankyou.Good-bye!S:good-bye!6.atthetailor’sT:whatcanIdoforyou,sir?B:yes,I’dliketohavemyshirtmadetoorder.Willyoutakemymeasurements?T:certainly,sir.Howdoyouliketohaveitmade?B:makeitafterthepresentfashion,please.Whatifitdoesnotfitme?T:anyhowIwillmakeittofityou,otherwiseIpromisetomakeanotheroneforyou.Whatmaterialdoyouhaveitmadeof,sir?B:oh.IhaveboughtsomeChinesepuresilkformakingmyshirt.Look,hereitis.T:that’sverynice.Thequalityisverygood.B:whencanIexpecttohavemyshirt?T:bytheendofthisweek.B:thendon’tbreakyourpromise.T:certainly,sir.YoucantakeyourshirtonSaturdayafternoon.B:thankyou.T:youarewelcomeLesson11medicalserviceBackgroundbriefingAfterthelongdistanceflight,Mr.Brownfeelsverytiredandgetsillinthehotel.Hehashadaheadacheandfeelsrathergroggy.Thenextday,YangLing,theattendantofthefloor,sendshimtothehospitaltoseethedoctor.Situationalconversation1.lookingafterthepatientB:whoisit?Y:it’sme,XiaoYang,theattendantofthisfloor.Mr.Brown,yourclothesareready.Willyouseeiftheyareallright?B:that’sallright,XiaoYang.Pleaseputthemhere.Y:what’sthematterwithyou,Mr.Brown?Aren’tyoufeelingwell?B:I’mafraidIhavecaughtabadcold.Ifeelratherundertheweather.Ihadasplittingheadache,asorethroatandarunningnoselastnight.JustnowIvomited.Y:I’msorrytohearthat.Maybeyouaretiredafterthelongdistanceflight.ShallIcallinthedoctor?B:pleasedon’tbotheryourselfaboutme.Itooktwotabletsofaspirinlastnightandsweateditour.ThoughIstillfeelrathergroggy,IbelieveI’llbeallrightinnotime.Y:it’snobother.Look.Whataboutgoingtothehospitalandhavingacheck-up?B:well,ifyouthinkit’sreallynecessary.I’mentirelyinyourhands.Y:good.I’llgotomakeallthenecessaryarrangements,andbebackinawhile.Justamoment,please.B:thankyou.I’llwaitforyou.2.seeingthedoctor(1)Y:hereweare.Thisisthehospital.Thedoctoriswaitingforyouintheconsultingroom.D:goodmorning,Mr.Brown.Sitdown,please.What’swrongwithyou?B:Ifeelcoldandshivery.Ihaveaterribleheadacheandasorethroat.D:howlonghaveyoubeenlikethat?B:aboutadayD:letmehavealookatyourthroatfirst.Pleaseopenyourmouthandsay“ah”B:ah…D:andshowmeyourtongue…Thankyou,that’lldo.Youhaveslighttonsillitis,andyourthroatisinflamed.Howaboutyourappetite?B:notsogoodD:now,letmetakeyourtemperature.Pleaseputthisthermometerunderyourarmpitandletmefeelyourpulse.Yourpulseisweak.B:doIhaveatemperature,doctor?D:yes.Youhaveahighfever…38.9℃(thirty-eightpointninedegreescentigrade).Nowletmeexamineyourchest.Willyoupleaseunbuttonyourjacketandshirt?...Thankyou.Breatheindeeply.Oncemore,andbreatheoutslowly.Now,pleaseturnround.Breathein…out.That’lldo.B:doIneedanX-ray,doctor?D:no,thatwon’tbenecessary.I’dliketogiveyouabloodtestthough.Pleasetakethissliptothelaboratory,andtheywilldothetestforyou.Itwon’ttakelong,youcanwaitfortheresultandbringitbacktome.B:whereisthelaboratory?Y:itisnexttothepharmacy.I’lltakeyouthere3.seeingthedoctor(2)B:hereisthelaboratoryreport,doctor.D:thankyou.Thelaboratoryreportsaysthereisaslightriseinyourwhitebloodcellcount.It’snothingserious.Ishouldsayyouonlyhavegottheflu.Youmusthaveathree-daycompleterest.B:doIhavetobehospitalized?D:yourcaseisnotveryserious,andyouneedn’tbehospitalized,butshouldstayinbed.B:doIneedanymedicine?D:ofcourse,youdo.Atfirstwe’llgiveyouaninjectiontobringdownthetemperature.B:canyougivemesomethingtorelievemyheadache?D:I’llprescribesomepain-killers.Takeonewhenyoufeelreallybad.Don’ttakemorethanthreetabletsaday.Thisisterramycin.Taketwotabletseverysixhours.Andthisisabottleofcoughmedicinewhichyoumusttakethreetimesaday,onescaleeachtime.Thesemedicineswouldclearupyourtrouble,andthesevitaminBandCareusedtobuildupyourresistance.Stayinbed,drinkmoreboiledwaterandhaveagoodrest.I’msureyou’llsoonbeallright.B:thankyouforyourtreatmentD:don’tmentionit.I’monlydomyjob.Besides,Ishouldadviseyoutohaveyourtonsilsremovedafteryougetoverwithcold.B:I’mafraidI’llhavetobelaidupalongtimefortheoperation.D:youonlyhavetolieupinthehospitalforacoupleofdaysandtheoperationwilltakeabouttenminutes.B:I’lltakeyouradviceandhavemytonsilsremovedafterreturningtoAmerica,becauseIhavealotofbusinesstodoinChina.Thankyouforyourtreatmentandadviceagain.Good-bye.D:good-bye!4.visitingthepatientB:whoisit?H:it’sme,HuangMei,thesecretaryoftheShanghaiForeignTradeImport&ExportCompany.MsWang,ourofficedirectorhascometoseeyou.B:oh,hello,Ms.Wang.Docomein,pleaseW:I’msorrytohearthatyouarenotfeelingwelltoday,Mr.Brown.Howareyoufeelingthismorning?B:thankyou,I’mfeelingmuchbettertoday.W:ourgeneralmanager,Mr.Zhang,sendshisbestregardstoyou.Heissorrythatyouareill,andhopesthatyouwillhaveaspeedyrecovery.B:that’sverykindofhimindeed.Pleasetellhimthatit’snothingseriousandthatIwillbeupandaboutinnotime.W:heisalsoverysorryfornotbeingabletocometoseeyouthismorningashehasanimportantappointment.He’lltrytofindtimetocometomorrowmorning.B:oh,Ifeelquiteguilty,makingyousomuchtrouble.W:don’tdaythat,Mr.Brown.I’mafraidwedon’tlookafteryouwellenough.B:yes,youdo.Youhavebeenmostconsiderate.XiaoYang,theattendantonthisfloor,isverykind.Shetookmetogotothehospitalintimefortreatment.Ithinkthat’swhyI’mrecoveringsoquickly.W:it’sverykindofyoutosayso.Well,wemustn’tmakeyoutootired.Youshouldhaveagoodrest,takemedicineintime.Ifyouneedanything,pleaseaskXiaoYangforhelporgiveusaring.We’llsaygood-byenow.H:wearegoingthen,I’llberoundagainthisafternoon.W:good-bye.TakeiteasyLesson12appointmentandvisitingBackgroundbriefingHuangMeicomestotheLotusHoteltoseeMr.Brown,andtellshimthatMr.ZhangDawei,thegeneralmanageroftheChangshaForeignTradeImport&ExportCompany,willcometovisithimnextday.Theymakeanappointment.Situationalconversation1.visitingthepatientagainH:goodafternoon,Mr.BrownB:goodafternoon,MissHuang.Comeinandsitdown,pleaseH:howareyoufeelingnow,Mr.Brown?Ourmanager,Mr.Zhang,hasaskedmetolookafteryou.Theseareflowershesenttoyou.B:muchbetterthaninthemorning.Icantakegoodcareofmyself.ThankyouandthankforMr.Zhang’skindness.H:I’mverygladtohearthatyouarebetter,andIhopeyouhavearecoverysoon.B:I’mwell,now,andI’dliketomakeanappointmentwithMr.Zhang.H:hewillcometoseeyoutomorrowmorning2.makinganappointmentH:Mr.Brown,ourmanagerwouldliketoseeyouattentomorrowmorning.Wouldthattimesuityou?B:yes,that’llsuitmefineH:then,letthetimefixedatteno’clocktomorrowmorning.B:good.Teno’clocktomorrowmorning.I’llbewaitinginmyroom.H:justletmeknowifyouneedanyhelpB:no,don’tbother,IcanlookaftermyselfwellH:then,ifyouneedanything,justgivemeacall.Imusttakemyleavenow.good-bye.SeeyoutomorrowB:seeyoutomorrow3.thegeneralmanager’svisitingH:isMr.Brownin?ourmanagerMr.Zhangisheretoseeyou.B:oh,hello,Mr.Zhang.Docomein,pleaseZ:howareyou,Mr.Brown?IamverygladtoseeyouinChangshaB:I’mfine,thankyou.It’sgoodtoseeyouagainZ:I’mverysorrytohearthatyouhavebeenill.Ishouldhavecometoseeyou,butsomethingurgenthascomeup.Imustapologizeforthedelay.B:youarebeingtoomodest,Mr.Zhang.ThankyouforsendingXiaoHuangtolookafterme,andsendingmethoselovelyflowers.IhavediscoveredthatXiaoHuangisnotonlyaverygoodinterpreterandsecretary,butalsoaveryconsideratefriend.H:it’sverykindofyoutosayso,Mr.Brown.I’mgladtobeofhelp.Z:howdoyoufeelnow,Mr.Brown?B:afteraday’srest,Ifeelfarbetternow.Z:I’mverygladtohearthatyouarewellnow4.invitingMr.BrowntoadinnerB:shallwemakeatimeforatalk?Z:youareamanofaction,Mr.Brown.Butyouhavejustmadearecoveryfrominfluenzaandshouldstillhaveagoodrest.Wecantalkourbusinesslater.I’dliketoinviteyoutoadinnerpartyattherestaurantoftheLotusHotel.Ihopeyou’llcome.B:it’sverykindofyou.Thankyouforyourinvitation.Whenwillthedinnerbegin?H:tomorrowevening,at5o’clock.Thisisyourinvitationcard.B:thankyou.I’llbedelightedtoarriveontime.Butwhenshallwefixatimeforatalk?Z:wecanfixatimeatthedinner.B:good.IwillbeallrightatthattimeZ&H:wemustbegoinghomenow.letussaygood-bye.B:thankyouforyourkindness.Good-byeandseeyoutomorrowevening.Z&H:seeyoutomorrowevening.Lesson13givingabanquetBackgroundbriefingMr.Zhang,thegeneralmanagerofChangshaForeignTradeImport&ExportCompany,isentertainingMr.BrownattherestaurantoftheLotusHotel.Atthedinnertable,Mr.BrownmeetssomeChinesefriends,andfixesthetimeforbusinesstalkswiththem?Situationalconversation1.invitingtheguesttoadinneragainH:goodafternoon,Mr.Brown.Didyouhaveagoodrestlastnight?B:yes,Idid.Thankyou,MissHuang.IhadaverygoodrestlastnightandI’mgettingonnicelyH:youseemtoradiateenergy.Howdoyoufindyourroominthehotel?Isitcomfortable?B:verycomfortableandquiet,too.Theattendantsaresincere,warmandfriendly.Theymakeagoodimpressiononme.H:I’mgladyoufindallthingssatisfactory.Now,ourmanager,Mr.Zhangsentmeovertosaythathewishesthepleasureofyourcompanyatthedinner.Afterthedinner,we’llhaveadanceparty.B:howniceofhim!I’llbedelightedtogo.H:hethoughtthatasthisisyourfirstvisittoChina,youwouldnodoubtbeinterestedinChinesecooking.B:Ireallydonotdeserveyourkindness.H:therewillbesomeotherfriendswhomyouwillbedelightedtomeet,Ithink.B:I’msureI’llenjoytheircompany.H:now,everythingisready.Mr.Zhangiswaitingforyou.Let’sgo.B:well,let’sgo2.AmenitiesbeforedinnerZ:Mr.Brown,it’sapleasuretohaveyouhereB:it’sverykindofyoutohaveinvitedme.Z:now.I’dlikeyoutomeetmyfriends.Allowmetointroducethemtoyou.ThisisMr.Yu,theassistantmanagerofourcorporation.Heisinchargeofthesalesdepartment.ThisisMr.Peng.Heisthefinancedepartmentmanager,andyouknow,thisisMs.Wang,thesecretaryofouroffice.Theyarewithusthisevening.B:oh,hownice.I’mgladtomeetyouMr.YuandMr.Peng.Y&P:gladtomeetyou,too.B:it’snicetoseeyouagain,Ms.WangandMissHuang.W&H:nicetoseeyouagain,Mr.BrownZ:now,let’sbeseated.Haveacupoftea,pleaseB:it’sgoodtostartwithacupofChinesetea,please.Z:I’mgladtohearthat.Bytheway,Mr.Brown,doyouintendtohavealongstayhere?B:abouttwomonths.ThisismeanttobebothabusinessandpleasuretripZ:that’sagoodidea.Wehopeyou’llstayhereforalongtimeH:dinnerisready.Pleasegotothetable3.winebeforethemealZ:thisisyourseat,Mr.Brown.Sitdown,pleaseB:thankyou.Mr.Zhang,I’mreallyabitnervousnow.Iknownothingofyourtablemanners.Itwouldbeinbadtasteforaguesttomakeblunders.Z:don’tworry,Mr.Brown.Asfortablemanners,thereisonlyoneruleyoumustobserve.ThatistomakeyourselfathomeB:nowonderpeoplesaytheChinesearehospitable.Now,Ihaveseenitwithmyowneyes.Y:Mr.Brown,whichdoyoulikebest,brandy,MaoTaiorwine?B:brandyandMaoTaiaretoostrongforme.Justaglassofredwine,pleaseY:butShaoyangspiritdoesn’tgotothehead.Wouldyouliketotryit?B:well,I’lltryalittleH:wouldyouliketousechopsticksoraknifeandfork,Mr.Brown?B:IthinkI’lltrychopsticksandseeifIcanmanage.H:letmeshowyou.Look,atfirstplacebothsticksbetweenthethumbandtheforefinger,then,keeponestillandmovetheother,soastomakethemworklikepincers.B:letmetry…Well,howisthat?Z:fine,youarelearningfast,Mr.Brown.Well,toyourhealthandsuccessinbusiness.Cheers.B:andtoyours.Cheers.4.servicingdishesZ:thisfoodisaHunanspecialty.Helpyourself,pleaseH:makeyourselfathomeandeatitwhileitishot,Mr.Brown.B:thankyou.Thesedishesarealldelicious,especiallythechickeninchilisauceandred-cookedbeef.H:I’mgladyoulikeit.MayIhelpyoutosomemore?B:thankyou,justasmallhelpingZ:mayIhelpyoutosomeoftheroastduck?Ittastesbestwhileitishot.B:verydelicious!Tenderandcrisp.I’venevertastedanythinglikethat.Z:havesomemore,please.B:no,thankyou.It’sdelicious,butImustleaveroomformyotherfavourites.Z:mayIfillyourglassagain?B:thankyou.Mr.Zhang,whatdowesayinChinesefor“Bottomsup”Z:wesay“Ganbei”.Iwishtoproposeatoasttoourfriendshipandcooperation.Ganbei!All:toourfriendshipandcooperation.Ganbei!5.fixingatimeforbusinesstalksZ:shallIhelpyoutosomepiecesofsweetandsourfish?B:nomore,thankyou,I’mreallyfullup.Iseeyourcooktakesgoodcareofcolour,favourandtasteallatthesametime.Ihavehadenough.Z:well,inthiscase,shallwegototheloungefortea,Mr.Brown?Howwouldyoulikeyourtea,withorwithoutsugarandcream?B:I’lllikeitintheChineseway,plain.Plainteaistheverythingafterari9choilyfood.Z:Ithinkyouareright.Wouldyouliketotrysomefruits?Howaboutanapple?B:thanks…Mmm.Thisappleissweetandjuicy.Ittastesbest.Imustsayitisarichandlovelymeal.Thankyouforyourentertainment.Thenextstepforusistofixatimeforbusinesstalks.Z:certainly.Whattimewouldbeconvenientforyou?B:anytimewouldsuitme.I’malwaysfree.Z:theExportCommoditiesFairheldbytheChangshaForeignTradeCompanythisyearistoopentomorrow.Isuggestyoushouldgothereforavisit.Then,wecanbeginourbusinesstalksatnineo’clockinthemorning,thedayaftertomorrowinourmeetingroom.Isthatright?B:that’sright.I’dliketogoZ:well,I’llarrangeacartopickyouuptogothereat8:30tomorrowmorning.Pleasewaitformeinfrontofthehotelgateontime.H:everythingisready.Let’sgotothedancehall.Lesson14havingaballBackgroundbriefingAfterdinner,Mr.Zhang,thegeneralmanagerofChangshaForeignTradeImport&ExportCompanyinvitesMr.Brownandallpresenttodance.Theyenjoythemselvesthatevening.Situationalconversation1.whatkindofdanceZ:Ladiesandgentlemen,adancepartyforwelcomingMr.Brownisnowbeginning.Iwisheverybodywouldenjoyyourself.B:thankyouforgivingthedanceparty,Mr.Zhang.IthinkI’llhavegoodtimewithallthefriendshereH:whatkindofdancewouldyoulike,Mr.Brown?B:I’dlikethediscoH:it’sverygood.DiscoisagoodexerciseforhealthB:then,let’sdothedisco,shallwe?H:but,I’dlikesocialdance.B:canyouobligemewithasocialdance?H:yes.Let’s,butI’mapoordance.Idon’tcareforthefoxtrot.B:mayIhavethepleasureofengagingyouforawaltzoratango?H:well,let’strythewaltz2.howtospendaweekendB:nowthemusicisgoingon.Willyouacceptmyarm?H:withpleasure.IthinkyoudancemuchB:oh,no,totellthetruth,Ihavenotdancedforalongtime.H:becauseofbusyness,Ihavenotdancedforalongtime,either.B:stillyoudancewonderfullywellH:thanks,I’mgladyousayso.Howdoyouspendyourweekendwhenyouareinyourcountry?B:wehavemanyrecreationalactivities.Sometimeswegotothemovies.Sometimeswegotoconcerts.Theyoungpeopleenjoymusicanddancing,andtheyspendmuchtimeatthenightclub.Elderlypeopleusuallysettleforthegameofbridge.H:whatrecreationalactivitiesdoyoulike?B:Ilikeplayinggolf.Mywifeisanavidmovie-fan.Sometimeswebothgotodance.Wealsogoinforamateurphotography.H:themusichasstopped.Let’sgotothebuffetandgetsomethingtodrink.3.atten-minuteintervalH:sithere,please.Mr.Brown.Let’shavearestandgetsomethingtodrinkB:thankyouH:whatwouldyouliketodrink,lemonade,orangeadeorport?B:lemonade,please.ThankyouH:I’dliketodrinkorangeadeB:whatsortofentertainmentsarethereinChina,MissHuang?H:sometimeswegotothemovies,sometimesweseeBeijingoperas,andsometimeswewatchacrobaticshows.Ilikelisteningtocomicdialogues.B:howdoyouspendyourholidays?H:onholidaysweoftengotovisitsomescenicsports.SometimeswegotoZhangjiajie,sometimeswegotoMt.Lushan.AndsometimeswegotoGuilin.ItiswellknownthatthelandscapeinGuilinisthebestunderheaven.4.whataboutnextdance?B:themusichasstartedagain,whataboutanotherdance,MissHuang?H:no,thanks.IthinkI’llsitoutthenextdance.I’mabittired.B:willyougivemethehonourtodance,Ms.Wang?W:I’msorryI’mapoordancer.B:youarebeingtoomodest.Whataboutthepolonaise?W:well,let’stry.Ithinkit’sagoodchanceformetolearnfromyou.B:oh,Iwouldthinkthatyoudanceoften,Ms.Wang?W:sometimes.ButIhavenobrainforthisthing,soIcan’timproveitatall.B:goodheavens!Thereisnoroomforimprovement.W:thankyouforyourcompliment.Lesson15attheexportcommoditiesfairBackgroundbriefingTheexportcommoditiesfairheldbythegovernmentofChangshaCitythisyearisnowopening.Mr.BrownisinvitedtotheFairaccompaniedbyMissHuangMei.Mr.Brownhastheopportunitytofeasthiseyesonthegoodsdisplayed,especiallypayingattentiontothetextiles.Theestablishmentofajointventurewillbediscussedthenextday.Situationalconversation1.telephoneinvitationH:hello,central,couldyouputmethroughtoLotusHotel,please?O:whichextension,please?H:extension308.O:justamoment.I’llgetthenumberforyousoon…Yourlineisthroughnow.pleasegoaheadH:isthatLotusHotel?MayIspeaktoMr.Brown?B:yes.ThomasBrownspeakingH:hello,Mr.Brown.ThisisHuangMei,thesecretaryofChangshaForeignTradeCompany.DoyourememberyousaidyouwouldgototheChangshaExportCommoditiesFairforavisit?B:yes.Whenshallwestartoff?H:ourcarwillcometothehoteltopickyouupatonce.Areyouready?B:yes,I’mready.I’llwaitforyouinfrontofthehotelgate.2.attheECFSReceptionDeskH:hereweare.ThisistheExportCommoditiesFair.Let’sgotothereceptiondeskL:hi,XiaoHuangH:hi,XiaoLi.Mr.Brown,mayIintroduceMissLitoyou?ThisisMissLi,theinterpreterandreceptionistoftheFair.AndthisisMr.Brown,anAmericanfriendofours.B:I’mThomasBrown.ThisismycardL:thankyou,Mr.Brown.WelcometoourFair.MynameisLiHua.Wehopeyouhaveagoodtimehereandalsohopetoconcludesomesubstantialbusinesswithyou.B:thankyou.I’dliketo,MissLi.WouldyoupleasetellmesomethingabouttheFair?L:yes,followme,please,Mr.Brown.I’llbriefyouontheExportCommoditiesFair.Itconsistsofeighthalls,includinghallsformetallurgical,electricalandmechanical,petroleum,chemical,coalminingandlightindustryproducts.Itsexhibitsaremainlynewproductswhichhavebeenproducedbythevariousfactoriesofourprovince.Nowlet’sgoupstairstothehalloflightindustry3.visitingtheECF(1)B:howcrowdedwiththepeople!L:thefairhasbeenheldonceayearsince1988.manyvisitorscometotheFaireveryyear.Lastyearwehadmorethan10,000visitors.Thisyear,thenumberofvisitorsisexpectedtoincrease.B:youcallthemvisitors,buttheyarereallysellersandbuyers.L:yes.TheFairhasbecomeveryimportantinourforeigntrade.Thereareabout20,000newproductsondisplay.Visitorscantradeonsamples.H:youcansitdowntohaveabusinesstalkwiththesellerinhisboothandbuysomethingyoulikeL:manyChineseforeigntradecompaniescomehereanddobothimportandexportbusinesshere.B:whatifIjustwanttolodgeaclaimwiththeseller?L:youcanmeetsuppliersalloverChinatodiscusstheproblemlikethis.B:oh,it’sveryconvenient.L:hereisthehallforlightindustryproducts.Theymainlyincludetextiles,handicrafts,bikes,wristwatches,sewingmachines,photographicmaterials,transistorradios,electroniccomputers,TVsets,paper,food,leatherandsoon.Inrecentyears,theoutputoflightindustrialproductsinourprovincehasgoneuprapidly,andthequalityhasgreatlyimproved.4.visitingtheECF(2)B:whatabeautifuldisplayoftextiles!L:thetextileindustryinthisprovincehasdevelopedrapidly.Theannualproductionofcotton,wool,silk,knittedgoodsandsyntheticfibreshasincreasedbyabigmarginsincewebegantopracticeournewpolicyofreformandopeningupin1980.B:Iwastoldthatthesilkindustryinthisprovincehasalonghistory,andHunanembroideryiswell-knownallovertheworld.L:Hunanembroideryisawell-knownspecialtyofourprovince.Inrecentyearstheworkersandtechniciansintheembroideryindustryhavebeentryinghardtoproducemanynewproductswithvariouscolorsandpatternsinordertomeetthegrowingdemandathomeandabroad.B:youexportalotofsilk,Isuppose.L:yes,especiallytheHunanembroidery.Itsellsverywellabroad.B:I’llmakealargeorderofthesilkandtheproductsofHunanembroideryL:whatelsedoyouwant,Mr.Brown?B:youknow,weareinthebusinessofproducingvarioustypesofclothes.I’dliketorunaclothingfactorytoproducethefinestclothesforyou.Lesson16preliminarytalkBackgroundbriefingMr.ZhangDawei,thegeneralmanagerofChangshaForeignTradeImport&ExportCompany,isholdingbusinessnegotiationswithMr.Brown.MissHuangMei,asthesecretaryandinterpreterofthecompany,isalsoatthemeeting.Theyaretalkingabouttheforeigntradepolicy,thenewpracticesintheforeigntrade,thecurrentinvestmentenvironmentinChinaandsoon.Situationalconversation1.anexchangeofamenitiesbeforetalksB:hello.MissHuang.Willthenegotiationstartatnineo’clock?H:yes,Mr.Brown.Welcometoourcorporation,Mr.Zhangiswaitingforyouinthemeetingroom,onthesecondfloor,thethirdroomontheright.B:thankyou.Let’sgo.Z:goodmorning,Mr.Brown.It’snicetoseeyouagain.B:it’snicetoseeyou,too.Mr.Zhang.Z:howdoyoufeelourExportCommoditiesFair,Mr.Brown?B:Ifeelthatnodoubtyou’vemadegreatprogressinyourlightindustryandyoudobusinessmoreactivelyandmoreflexibly.Z:yes.Itisjustinthiswaythatwehaveachievedatotalturnoverof80millionU.S.dollarsayear.B:Ithinkyouwillmakemoreprofitsifyouhaveclosecooperationwithusinthefuture.Z:Ihopeso,too.Allthisispossible,ofcourse,duetothecorrectpolicyofourgovernmentinopeningourdoorstotheoutsideworld,favoringtheexpansionofforeigntrade,introducingofadvancedequipmentsandforeigninvestment.2.onChina’sNewForeignTradePolicyZ:well,tocometothepoint,howwouldyouliketoproceedwiththenegotiations?B:thisisforyoutodecide.I’mhereatyourdisposal.Youknow,thisismyfirsttimetovisitChina,soI’dliketoknowsomethingaboutyourforeigntradepolicy.Itissaidthatanewpolicyisbeingputintopracticeinyourforeigntrade.Isthattrue?Z:yes.Ourforeigntradepolicyhasalwaysbeenbasedonequalityandmutualbenefitandexchangeofneededgoods.Westillinsistonthisprinciple,butwehaveadoptedmuchmoreflexiblemethodsinourdealingsnowadaysB:wouldyoupleasegiveusabriefaccountaboutthenewpracticesyouhaveadopted?Z:wehavemainlyadoptedsomeusualinternationalpractices,suchaspaymentbyinstallments,processwithclient’smaterials,compensationtrade,assemblingtrade,jointventureandsoon.B:that’sverynice.Youhaveindeedadoptedamoreflexiblepolicyinyourworkthanbefore.Youhavemadesomereadjustmentsinyourimportandexportbusiness,haven’tyou?Z:oneoftheprincipleswearekeepingtoisthatourimportsmustbebasedonourabilitytopay.Thatis,ifweincreaseourimports,thenwemustincreaseourexportsfirst.B:bytheway,we’dliketoknowsomeinformationaboutthecurrentinvestmentenvironmentinyourcountry,especiallyinChangsha?Z:Chinaisavastcountryandabigmarketwithalargepopulation.ThemunicipalgovernmentofChangshahasissuedaseriesofregulationsandadoptedeffectivemeasurestofavorforeigninvestors.WehavesetupseveraleconomicdevelopmentzonesandwarmlywelcomeforeignfriendstoinvestinChangsha.3.promotingbusinessinChinaB:themainpurposewecomehereistopromotetradeandeconomicandtechnologicalcooperationbetweentheU.S.A.andChina.Whatwouldyouliketoimport,then?Z:we’llmainlyintroduceadvancedtechnology,scientificmanagement,completeplantandsoon,ofcourse,thatisinaplannedandselectiveway.B:Iwonderwhetheryouneedaloan?Z:wearerichinnaturalresourcesandlaborandshortofmoney,wemaytakeitintoconsiderationtoacceptgovernment-togovernmentornon-governmentloansiftheconditionspermit.Wealsowelcomeyoutoinvestinourcity.B:ifyouneed,we’dliketosupplyyouwithaloanatthemostfavorablerate,andwe’dalsoliketoinvestinyourcityinmyowngoodtime.Z:I’mverygladtohearthat.B:ifyouhopetointroducesomeadvancedtechnologyandcompleteplants,we’dliketoofferyouourhelp.Z:thankyou.Butwesuggestthatourpaymentshouldbemadethroughbarterorbyexportingtextiles,artsandcrafts,farmandsidelineproductsandsoon.B:yes,that’sallright.Zhang,youknow,weareoneofthelargestimport&exportcompaniesinAmerica,anddobothimportandexportbusiness.Weareveryinterestedinyourtextiles,especiallytheHunanembroideryandcottonpiecegoods.Ifyourconditionsarefavorable,wearegoingtoplacealargeorder.Z:yourorderiswelcome.We’llseewhatwecando.B:Ihavebroughtwithmeaseriesofcatalogsforourlatestmodelsofthetextilemachines.Itisourhopethatyoucouldpushthesalesofourproducts.Z:Mr.Brown,weshall,firstofall,studyyourcatalogsandgetintouchwithourcustomers.Iftheyareinterested,we’llarrangeforfurtherdiscussions.4.hopingtoestablishlong-termtraderelationsB:Mr.Zhang,anotherpurposeofmycominghereistoinquireaboutpossibilitiesofestablishinglong-termtraderelationswithyourcompany.Z:yourdesiretoestablishlong-termbusinessrelationswithuscoincideswithours,but…B:concerningourfinancialposition,creditstandingandtradereputation,youmayrefertoSanFranciscoBranch,theBankofChina,ortoourlocalchamberofcommerce.Z:thankyouforyourinformation.Ithinkthatestablishingbusinessrelationsbetweenuswillbeofbenefittobothofus,andwillbringaboutclosertiesbetweenus.B:thisismyfirstvisittoyourcompany.I’dappreciateyourkindconsiderationinthecomingnegotiations.Z:weareveryhappytobeofhelp.Icanassureyouofourclosecooperation.B:onecanalwaysexpectafairdealwhentradingwithChinese.Everyonespeakshighlyofyourcommercialintegrity.Z:oneofourprinciplesistoseetoitthatcontractsarehonouredandcommercialintegritymaintained.B:ifyourpricesarereasonable,I’llgiveyouaspecialinquiry.LZ:then,we’lltrytomakeanofferassoonaspossible.Ihopealotofbusinesswillbeoutthroughbetweenus.Lesson17inquiryandofferBackgroundbriefingThepurposeofinquiryisthatthebuyerwantstoseekasupply,serviceorinformation.Ontheseconddayofnegotiations,themeetinglastslongerthanexpected,becausethenegotiationsbegintogetdowntothebrasstacks.Situationalconversation1.salespromotionZ:goodmorning,Mr.Brown.Iwanttoopenthismorning’stalkbyaskingifyouareinterestedinourtextiles.B:yes,Mr.Zhang.Wearethinkingofplacinganorder.WehopetoconcludesubstantialbusinesswithyouifyourpricesarereasonableZ:Mr.Brown,it’sagreatpleasuretoheartheinformationyouoffered.YouhaveseentheexhibitsattheFair.MayIknowwhatparticularitemsyouareinterestedin?B:besidessilk,I’minterestedinnearlyallofthecottonpiecegoods,suchasT-shirts,men’sshirts,blouses,sportshirts,loungesuits,women’ssuits,evenbras,bathrobe,pajamasandsoon.WearereadytonegotiatebusinessonthesethingswithyouZ:doyoufeelthattheywillfindareadymarketinAmerica?B:IthinktheywillfindareadymarketinAmerica,andwewon’thaveanydifficultiesinthesaleoftheseitems.Asyouknow,peopleintheEuropeandAmericahavebeentiredofwearingsyntheticfabrics.Thereisatendencythatmoreandmorepeopleliketobuycottonpiecegoodsandsilks.Z:asmanypeoplesay,timeprovesthatnaturalthingsarebetterthanman-madeones.Wearingsilksandcottonpiecegoodsmakesyoucomfortable.B:now,hereisalistofmyrequirements.Ifthequalityofyourgoodsexportedisasgoodasthatofthesamplesdisplayed,andthepricesarereasonable,weexpecttoplaceregularordersforfairlylargenumbers.Z:Mr.Brown,Icanassureyouofourfinequalityandreasonableprices.Hereisourlatestquotationsheets,andyouwillseethatourpricesaremostcompetitive.2.inquiringofferingB:Mr.Zhang.Canyougiveusanindicationofyourpricesaboutthesegoods?Z:thankyouforyourinquiry.Butonwhatbasisarewetooffer,FOBorCIF?B:I’dliketohaveyourlowestquotationonCIFSanFrancisco.Z:wouldyoupleasetellusthequantityyourequiresoastoenableustoworkouttheoffers?B:ifyoucanquoteusyourlowestprices,we’dliketoorder20,000dozenoneachitem.Z:thelowestpricesofT-shirts,blouses,sportshirts,loungesuitesandwomen’ssuitesare$80perdozenCIF.SanFrancisco.Thelowestpricesofbras,bathrobesandpajamasare$30perdozen.Othercottonpiecegoodsandsilksarelistedinlatestcataloguesandpricesheetsindetails.3.cataloguesandpricelistsB:Mr.Zhang,I’dliketobuyHunanembroidery.Haveyougotthelatestcataloguesandpricelistsforthisline?Z:ofcourse,wehave.Hereyouare.TheseareourcataloguesandpricelistsforHunanembroideryandothersilks.Iwonderwhatcolorsandpatternsyoulike?B:letmesee.Ithinkthesepatternsarequitegood.ThelowestCIF.SanFranciscoQuotationis…Oh,allyourpricesareonFOB.We’dratherhaveyouquoteusCIFprices.Z:thatiseasy.IcanaskourshippingdepartmenttoworkoutCIFprices.B:whencanIhaveyourCIFfirmoffer?Z:wecanworkouttheofferthisafternoon,andgiveittoyoutomorrowmorning.4.CIFQuotationB:haveyouworkedouttheoffers,Mr.Zhang?Z:yes,wehave.HereisourCIFquotationsheet.Pleasehaveacarefullook.B:arethepricesonthelistfirmoffers?Z:duringthetermofvalidity,allthequotationsonthelistaresubjecttoourfinalconfirmation.B:Iwonderwhetherthereareanychangeinyourprices?Z:alltheseproductsareourbestsellinglines,becausethepatternsoftheseproductsarerelativelypopularintheinternationalmarket.Sothepricesofourproductswillchangeaccordingtothoseoftheinternationalmarket.B:thatmeansyourpriceswillincreasepossibly.Z:yes,thereissuchatendency.B:howlongdoesyourcurrentofferremainvalid?Z:ourofferremainsopenforthreedays.B:ifyourpricesarefavorable,wecanbookanorderrightway.Z:wemayreconsiderourpriceifyourorderisbigenough.Lesson18counter-offer&counter-counter-offerBackgroundbriefingThedisputesonpricesaregoingonbetweenChangshaForeignTradeImport&ExportCorporationandtheFar-EastTradeCompanyofAmerica.Mr.Brown,thebuyerwantstogetthemostfavourableoffer,andMr.Zhang,thesellerthinksthatthequalityofhisproductsishigherthanthatofothers,andinsistsonhisownprices.Thenegotiationshavereachedanimpasse.Finallybothsidesmeeteachotherhalfway,andthebusinessisconcludedsuccessfully.Situationalconversation1.drivingabargainZ:haveyougoneoverthequotationsheet,Mr.Brown?B:takeyourtime.I’llgooverthesheetrightnow….Oh,Mr.Zhang,youcan’tbeserious.Icantellyouataglancethatyourpricesaremuchtoohigh.Takingthesilks,yourpricesarealmost25%higherthanthoseofJapan.Soitwouldbedifficultforustopushanysalesifwebuythegoodsatsuchprices.Z:Mr.Brown,I’mnotjoking,ofcourse,youmaynoticethatthepricesforthesecommoditieshavegoneupalotintheinternationalmarketsincelastmonthbecausethecostofproductionhasrisenagreatdealrecentlyandwealsohavetoadjustoursellingpriceaccordingly.Thepricesweofferarefairlyreasonableandcompetitiveascomparedwiththoseintheinternationalmarket.B:I’mafraidIdon’tagreewithyouonthispoint.Yourpricesarehigherthanthosewehavegotfromelsewhere,forexample,theJapanesequotationislower.Z:But,youshouldtakequalityintoconsideration.Youknow,theChinesesilksarefamousallovertheworld,andsoaretheChinesecottonpiecegoods.Ourproductsareofhighquality.Takingthequalityintoconsideration,Ithinkourpricesarereasonableandfavorable.B:yes,Iknowyourqualityisgood.Thatiswhyweimportyourproducts.Butthepricecan’tbesohigh.Wealsoimportthesamekindofproductsfromothercountries.Thequalityisalmostthesameasyours,andthepricesareusually15-20%lowerthanyours.SoIdon’tthinkthecustomerswouldacceptyourprices.Wearenotplayinginthesameballparkatthisprice.Weonlyaskthatyourpricesbecomparablewithothers.Thatisreasonable,Ithink.2.drivingabargainZ:canyoumakeacounter-offerandgivemeanideaofappropriatepricesforthesecommodities?B:Ihopethatyoucanreduceyourpricesby15percentbecauseitisdifficultforustopersuadeourenduserstobuyyourgoodsatsuchprices.Z:I’mafraidit’sdifficultforustoacceptyourcounter-offer.I’msurethatyouknowthemarketpricesforthesecommoditiesverywell.Thesecommoditiesareourbestsellinglines.Atpresentthedemandofourproductsstillexceedsthesupplyevenifsomecountriesaresellingtheirsamekindsofgoodsatlowerpricesinbigquantities.Sowecan’tmakemorereductionoftheprices.B:ifthat’sthecase,thereishardlyanyneedforfurtherdiscussion.Wemightaswellcallthewholedealoff.Ournegotiationwillgiveuphalfway.Z:whatImeanisthatwe’llneverbeabletocomedowntothepriceyouname.thegapistoogreat.Well,Ithinkitisunwiseforeitherofustoinsistonhisownprice.Inordertogetthebusiness,wearequitewillingtomakesomeconcessions.Wouldyougivemeanideahowmuchyouwishtoorderfromus,sothatwemayadjustourpricesaccordingly?B:thesizeofourorderdependsgreatlyontheprice.Let’ssettlethatmattefirst.3.thebuyerhopingtoreducepriceZ:asyouwish,well,ifyourorderislargeenough,wearereadytoreduceourpriceby2%B:whenIsayyourpricesaremuchtoohigh,Idon’tmeantheyarehighermerelyby2or3percent.2%isnothingcomparedwith15%.Z:thenhowmuchdoyoumean?Canyougivemearoughidea.Youmeanyouwantmetoreduce15%,right?B:yourunitpriceofyourgarmentsis40dollarshigherontheaveragethanwecanaccept.Thepriceofsilksis20dollarshigherayard.Isuggestwemeeteachotherhalfway.Z:doyoumeanthatwe’llhavetomakeareductionof20dollarsinourunitpriceofgarments,and10dollarsayardforthesilks?That’simpossible.Howcanyouexpectmetomakeareductiontothatextent?B:tobefrankwithyou,Icangetanofferfromanothersupplier.Thepricesaremuchlowerthanyours.Ifyouinsistonyourpresentprices,Ihavetoaccepttheotheroffer.Ifeachofusmakesafurtherconcession,businesscanbeconcluded4.meetingeachotherhalfwayZ:Mr.Brown,accordingtowhatyousaid,Ireallydon’tknowhowIcanpullthisbusinessthrough.Ifwesellourgoodsatsuchpricesyounamed,weshallloseourcapital.Let’smeeteachotherhalfway.Mutualeffortswouldcarryusastepforward.B:what’syoursuggestion,then?Z:thebestwecandowillreduce10dollarsinourunitpriceofgarments,and5dollarsayardforthesilks.Thisisourrockbottomprice.Wecan’tdomorereduction.B:well,inordertogetthebusiness,Icanacceptthepriceofyoursilks,butthatstillleavesagapof10dollarsabouttheunitpriceofyourgarments.Let’smeeteachotherhalfwayoncemore,thenthegapwillbeclosedandbusinesswillbedone.Z:Mr.Brown,youcertainlyhaveawaytotalkmeintoagreeingwithyourprices.Well,forthesakeoffriendship,wemaymakeanotherreductionof5dollarsperpiece.B:I’mgladwe’vecometoanagreementonprices.Businessisclosedatsuchprices.5.talkingaboutdiscountB:Mr.Zhang,thistimeIintendtoplacealargeorder,butbusinessisalmostimpossibleunlessyougivemeadiscount.Z:inprinciple,weusuallywon’tallowanydiscount,becausewehavemadeabigconcessioninpriceB:weusuallygetaconsiderablediscount,whenweplacesuchalargeorderfromothersuppliers.Z:butIdon’tthinkyoucangetsuchfavorablepricesfromanywhereelse.B:wehaveorderedsuchalargequantitythatadiscount,nomatterhowlittle,shouldbeallowed.Z:consideringthelong-standingbusinessrelationsbetweenus,weshallgrantyouaspecialdiscountof3%B:a3%discount?It’stoolittle.Weusuallygeta10%discountfromtheEuropeanexporters.Z:I’mafraidIcouldnotagreewithyouforsuchabigdiscount.Inthisway,itwon’tleaveusanything.Well,Mr.Brown,consideringthisisanewproduction,wemayofferyouallowanceonaslidingscale.B:couldyousayitmoreexactly?Z:well,supposeyourordercomesto$100,000,we’llgiveyoua3%discount.Anditgoesupto5%foryourpurchaseexceeding$300,000and7%for$400,000andprorate.B:yourproposalseemstobereasonable.Allright.Inordertogetthebusiness,Iacceptit.Lesson19acceptanceandorderBackgroundbriefingItisthefourthtimeofnegotiations.Mr.Brown,thegeneralmanageroftheFar-EastIndustryCorporationofAmerica,acceptsthepricesofthegarmentsandHunanEmbroideryandwantstoplaceatrialorder.Buttheminimumquantityofthegarmentshegrantsistoolowbecauseofthehigherprices.Finally,Mr.Zhang,thegeneralmanagerofChangshaForeignTradeImport&ExportCorporation,adjuststhepricestoattractMr.Browntoplacelargerordersoastomakeaquickturnoverbyreducingprices.Situationalconversation1.acceptingthepriceZ:Mr.Brown,weareoldbusinesspartnersandfriends.Inordertoencouragefuturebusinessandasagestureoffriendship,wecutourpricesagainandagain.Areyousatisfiedwiththepriceswetalkedaboutlasttime?B:yes,generallyspeaking,Iamsatisfiedwiththepricesbecausethequalityoftheproductisgood.Thankyouformakingthisconcession,IacceptitZ:now,I’dliketorepeatthepricewehaveagreedon.TheunitpriceofthesegarmentsisUS$85perpieceCIF.SanFranciscoontheaverage.TheunitpriceoftheHunanEmbroideryisUS$45peryardCIF.SanFrancisco.Isthatright?B:whataboutthespecifications?Don’tyoufixthepricesaccordingtothespecificationofthecommodity?Z:wefixourpricesonaverageaboutthiscommodity.Specificationsareasshowninourcatalogue.Wouldyouacceptsuchpricesandconfirmtheabove-mentionedterms?B:takingthequalityintoconsideration,Iacceptyourpricesthoughonaslightlyhighside.Z:inrespecttoquality,Idon’tthinkthegoodsofotherbrandscancomparewithours.Thesepatternsarerelativelypopularintheworldmarket.Westronglyrecommendyoutoacceptitasourstocksarerunninglow.B:sincethisisthecase,wearewillingtoconcludethistransaction.2.placingatrialorderB:Mr.Zhang,weshoulddiscusstheproblemofplacinganordernextstep,IthinkZ:well,let’sdiscusstheproblemofplacinganorder.Howmanydoyouwanttoorder?B:whatistheminimumquantityofanorderforthiscotton-piecegood?I’dliketoorder100,000yards.Z:theminimumquantityofanorderforthisproductis150,000yards.Canyouordermore?Suchanewproductisofhighquality.B:I’mafraidthiscan’tbedone.Unlessyouproposesomethingdefinitetogetherwithsomeimprovementonyourprice,wearenotinclinedtoplacealargeorder.Z:ifyourorderislargeenough,wearepreparedtomakea2%reductionB:well,letmeplaceatrialorderof150,000yardsaboutthisnewproduct.Ifthesalesvolumeislargeenough,wewillgiveyoulargerordersinthefuture.3.acceptingthecounter-offerZ:whatelsedoyouwanttobuy?Howmanydoyouintendtoorderaboutthegarment?B:wewanttoorder400,000piecesZ:Ihopeyoucanordermore.Suchgarmentsarehighinqualityandourbestsellinglines.B:thequantityofourorderdependsgreatlyonyourprices.Althoughyouhavemadesomeconcession,generallyspeaking,yourpricesarestillonthehighside.Z:wouldyougiveanideahowmanyyouwishtoorderfromus?Ifyourorderislargeenough,wecanadjustourpricesaccordinglyonceagain.Tosay,wemayreduceourpriceby2%furtherifyouorderismorethan500,000pieces.B:ifyoureduceyourpriceby5%,we’llorder50,000pieces.Z:allright,inordertogetthebusiness,weacceptthepriceyourequired.Thetransactionisstrickenatthisprice4.confirmingtheorderZ:howmuchoftheHunanembroiderydoyouwanttoorder?B:we’dliketoorder600,000yards.Canyoumeetourrequirements?Z:I’mafraidwearenotabletosupplyasmuchasyourequired.Isuggestthatyoucutdownthequantityofyourorderbyhalf.B:wouldyoutrytosupplyuswith400,000yards?Z:it’sverydifficultforustogetthegoodsinlargequantityaswellastomakepromptshipment.Pleaselookatthecatalogue.Isuggestthatyoubuythisproduct.Thesupplyofthisproductisbetter.B:howaboutthequalityofthisproduct?Z:inrespecttoquality,Ithinkthatourproductcanstandcompetitioninworldmarket.B:well,then,we’llorder150,000yardsofcotton-piecegoods.500,000piecesgarmentand300,000yardsofHunanembroidery,andincreasetheorderforthisproductofsilksby200,000yards.Z:wecanconfirmyourorder.Lesson20paymentanddeliveryBackgroundbriefingAftersettlingtheproblemofplacinganorder,Mr.ZhangDa-Wei,thegeneralmanagerofChangshaForeignTradeImport&ExportCorporation,isgoingtodiscussthetermsofpaymentandthedateofdeliverywithMr.Brown.Finally,Mr.BrownacceptsthetermsofpaymentbytheirrevocableL/C,andMr.ZhangagreestodeliverthegoodsinthemiddleofJuneorearlier.Situationconversation1.Mr.Brown’sdisposalB:Mr.Zhang.It’sthefifthtimeofnegotiations.Whatarewegoingtotalkabouttoday?Z:Mr.Brown,let’shaveacupofteafirst.Wehaveagreedonpricesandorders.Nowwhataboutthetermsofpaymentandthedateofdelivery?B:good.Thetwoproblemsareveryimportant.Let’ssettlethem.Whatdoyouthinkofthetermsofpayment?Z:well,I’mhereatyourdisposal.B:Mydisposal?Mydisposalistoaskforeasierpaymenttermsandmakeatimelydelivery.That’sOK?Z:ofcourse,weareveryhappytobeofhelpandwecanassureyouofourcooperation.2.demandingpaymentbyirrevocableL/C(1)B:mayIknowwhatisyourregularpracticeaboutthetermsofpayment?Z:whenwedealwithforeigncustomers,weusuallyacceptpaymentbyconfirmedirrevocableL/Cpayableagainstshippingdocument.B:paymentbyL/Cisthesafestmethod,butrathercomplicated.CouldyoumakeanexceptionandacceptD/AorD/P?Z:I’mafraidit’soutofthequestion.WehavenevermadeanyexceptionsofarbecausepaymentbyL/Cisourmethodoffinancingtradeinsuchcommodities,whatismore,letterofcreditisthenormaltermsofpaymentuniversallyadoptedininternationalbusiness.Wemustadheretothiscustomarypractice.B:IhaveheardChinahadadoptedtheopenpolicyandwantstoenlargeitsforeignbusiness,ofcourse,youwouldcertainlyacceptdifferentkindsofpayments,isthattrue?Ihopeyouwouldleaveussomeleewayintermsofpayment.Z:rightyouare.Butthatdependsonthespecificcircumstance.Otherwise,therewouldbealotoftroubletous.SowealwaysrequireL/Cforourexports.Andtheotherwayround,wepaybyL/Cforourimports.3.demandingpaymentbyirrevocableL/C(2)B:Mr.Zhang,tomeetyouhalf-way,howabout50%byL/C,andtherestbyD/A?Z:I’msorry,Mr.Brown.Ican’tpromiseyoueventhat.Totellyouthetruth,D/Aisimpossible,becauseourcompanywouldtakeaconsiderablerisk.Perhapsaftermorebusinesstogether,wecouldagreetoD/Pterms.Butnowweonlyacceptpaymentbyconfirmedirrevocableletterofcreditpayableagainstshippingdocuments.B:totellyoufrankly,aletterofcreditwouldincreasethecostofourimport.ToopenaletterofcreditforsuchalargeorderasUS$8,000,000withabank,wehavetopayagoodsumofdeposit,whichwilltieupourmoneyandbringusagreatdealofdifficultyZ:Isee.Itmaybe.Butforlargeorders,wemustinsistonpaymentbyL/C.youknowthataconfirmedirrevocableL/Cgivestheexportertheadditionalprotectionofthebanker’sguarantee.Andwhat’smore,youmayreduceyourorderbyhalftogetaroundyourdifficulty,andsendinanadditionalorderlater,oryoumayconsultyourbankandseeiftheywillreducetherequireddeposittoaminimumB:butstillwehavetopaybankchargeinconnectionwiththeletterofcredit.IfyouwouldacceptD/AorD/P,itwouldhelpmegreatly.Youcandrawonmejustasiftherewerealetterofcredit.Itmakesnogreatdifferencetoyou,butitdoestome.Asforcuttingdowntheorder,wedon’tconsiderit.Z:thebankchargeisverylittleascomparedwithourfavorablesupply.Thatmeansnothing.AsIhavetoldyou,werequirepaymentbyL/C.4.openingtheL/CB:ifthat’sthecase,I’llhavenochoice,buttoacceptthetermsofpaymentbytheconfirmedirrevocableL/C.now,whenmustweopentherelevantL/C?Z:theL/Cshouldbeopenedbythebuyer15to30daysbeforedeliverysothatwecanmakethenecessaryarrangement.B:howlongshouldourL/Cbevalid?Z:theL/Cshouldbevalidfor15daysafterthedateofshipment.B:couldyoutellmewhatdocumentsyou’llprovide?Z:togetherwiththedraft,we’llalsosendyouacompletesetofbillsoflading,aninvoice,anexportlicense,aninsurancepolicy,acertificateoforiginandacertificateofinspection.Isupposethat’sall.B:couldweadoptthetermsofpaymentbyinstallmentsforourpresenttransaction?Z:withaneyetofuturebusiness,we’lladoptpaymentbyequalinstallmentswithin3months.Butthefirstinstallmentshouldreachusbefore15daysofdelivery.B:well,canIpayformyimportinRMB?Z:wewouldpreferyoutopayforyourimportsinUSdollars.B:canyoutellmehowtomakepaymentinRMBifwedo?Z:manybanksinEuropeandAmericanowcarryaccountsinRMBwiththeBankofChina,Beijing.TheyareinapositiontoopenlettersofcreditandeffectpaymentinRMB.Consultyourbanksandyouwillseethattheyarereadytoofferyouthisservice.5.askingthetimeofdeliveryB:mayIaskhowlongittakeyoutomakedelivery?Z:asarule,wedeliverourgoodswithintwomonthsafterreceiptofthecoveringL/C.sometimeswecangetthegoodsearlyfromourmanufacturers,andwecanalsomakeapromptdelivery.B:whatisthetimeofdeliveryaboutourorders?Z:I’mafraiditwouldbebytheendofJune.B:isitpossibleforyoutomakedeliverymorepromptly,atleasttodeliver50%atpresent?DeliverybytheendofJunewillbetoolate.Ifthat,thegoodswillreachusatleastinthemiddleofJuly.Mr.Zhang,youmayknowJulyistheseasonforthiscommodityinourmarket.Thetimeofdeliveryisamatterofgreatimportancetous.Ifweplaceourgoodsonthemarketatatimewhenallotherimportershavealreadysoldtheirgoodsatprofitableprices,weshallloseout.Z:Iseeyourpoint,butwe’vedonemorebusinessthisyearthaneverbefore.It’sdifficultforustogetthegoodsfromourmanufacturersinlargequantityaswellastomakepromptdelivery.6.settingthedateofdeliveryB:butcan’tyoufindsomewaytogetroundyourmanufacturersforanearlierdelivery?Ihopeyoucangiveourrequestyourspecialconsideration.Atimelydeliverymeansalottous.Z:youmaytakeitfrommethatthelastthingwewanttodoistodisappointacustomer,especiallyanoldcustomerlikeyou.Butthefactremainsthatourmanufacturershaveaheavybacklogonhand.We’llgetintouchwithourmanufacturersandtryourbesttoadvancedeliverytothemiddleofJuneandshiptheminonelot.B:whenwillthegoodsreachus,then?Z:ifthereisnoaccidentduringtransportation,IthinkthegoodswillreachyoubytheendofJune.InnocasewoulditbelaterthanJuly2nd.B:good.Wecertainlyappreciateyourclosecooperation.MayIsuggestthatyouputdowninthecontract“shipmentonJune15orearlier”?AndourletterofcreditwillbeopenedinthemiddleofMay.Z:good.Let’scallitadeal.We’lldoourbesttodispatchthegoodsassoonaspossibleaftergettingtheL/C.pleaseindicatethattheL/Cisnegotiableinourcountry.B:that’sallright.I’mverygladwe’vecometoanagreementontermsofpaymentanddateofdelivery.Thankstoyourclosecooperation.Z:verygood.Ourdiscussionhasbeenverypleasantandfruitful.Isincerelyhopethatthevolumeoftradebetweenuswillbeevengreaterinfuture.Lesson21packingandshipmentBackgroundbriefingPackingandshipmentareveryimportantinforeigntradebecauseattractivepackingwouldhelptosellthegoodsandtheultimatepurposeofpackingandshipmentistokeepthetransportedgoodsinperfectconditionwithnothingmissingonarrival.Aftersettlingthetermsofpaymentandthedateofdelivery,Mr.Zhangisgoingtodiscussthewayofpackingandshipment,withMr.Brown.Situationalconversation1.onwayofpackingB:Mr.Zhang,thenegotiationisgoingonwell.Wehavealreadyagreedonprices,quantity,thetermsofpaymentandthedateofdelivery.Whatshallwetalkaboutthistime?Z:thenextproblemI’dliketobringupfordiscussionisthewayofpacking.B:well,let’schangetoanothertopic-packing.Packingisapartofproducts.It’sveryimportant.I’dliketohearwhatyousayconcerningthematterofpacking.Z:oh,don’tworryaboutit.Everyboxislinedwiththewaterproofmaterial.Thisisprotectiveouterpacking.2.persuadingSb.Toacceptapacking(1)B:butwillcardboardboxesbestrongenoughforthelong-distanceoceantransportation?Z:ofcause,theywill.Iwouldthinkcorrugatedcardboardboxesgoodenoughforsuchlightweightarticlesastextiles.Theboxesarecomparativelylight,andthereforeeasytohandle.They’llnotbestowedawaywiththeheavycargo.Besides,inordertomakethemstrongenoughtostandroughhandling,we’llreinforcetheboxeswithmetalstraps,andplacethemetalanglesateachcorner.B:well,Mr.Zhang,I’dratherplaysafe.Thecardboardboxesareeasiertobecutopen,andthereistheriskofpilferagetobetakenintoaccount.Z:ontheotherhand,tamperingwiththecardboardboxescanbeeasierdetected.Thatwouldpreventpeoplefromtryingtheirhandsonsuchpacking,what’smore,ourcardboardboxesaremadeofspecialmaterials,light,butstrong.B:butstillI’mafraidthatincaseofdamageorpilferage,theinsurancecompanymightrefusetogranttheindemnificationonthegroundsofimproperpacking.Z:youneedn’tworryaboutit.Thecardboardboxesarestrongenoughforseavoyageandextensivelyusedforpackingsucharticlesininternationaltrade.Theinsurancecompanieshavenooccasiontorefusetogranttheindemnificationonsuchgrounds.B:well,Mr.Zhang,ifyoucouldguaranteethat,we’dbequitewillingtoacceptcardboardboxes.Z:oh,Mr.Brown,don’tyouthinkyou’dbettertakethisupwithyourinsurancecompany.Themostwecandoistoassureyouthatthepackingwillbeseaworthy,butwecan’tcommitourselvestoanythingbeyondthat.3.persuadingsb.Toacceptapacking(2)B:I’dliketoknowhowyouwillpacktheshipmentofthesilkblouses?Z:weusuallyusepolythenewrappersasinnerpackingandcardboardboxesasouterpacking.Thatis,wepackeachpieceofsilkblousesinapolythenewrapper,andtendozentoacardboardbox.B:Mmm…,itsoundsperfectandsimple.ButIstillhavesomequestionstoaskZ:really.GoaheadB:youmayknowthatinourmarkettherearelotsofgarmentsfromothercountries.Soyourproductsshouldbecompetitivenotjustinpriceandquality,butinpackingaswell.Youarecertainlyawarethatapackingthatcatcheseyewillhelpuspushsales.Therefore,thepackingshouldbestrikingtotheeyeandattractiveinappearance.Thedesignofyourpackingshouldbeofyourownstyle.Z:youcanrestassuredthatourdesignandcolourofthepackingwouldsuitAmericantaste,andthatourpackingwillbeonaparwiththatofothercompetitorsifnotbetter.I’msurethatyouwillbesatisfiedwithourtastefulpolythenewrapperofsilkblouses.Eachblouseispackedinawrapper,readyforwindowdisplay.B:asfortheouterpackingisconcerned,couldyouusewoodenboxesinstead?Z:wecouldusewoodencasesforouterpackingifyouinsist.Butthiskindofpackingcostsmore.Wehaveusedthecorrugatecardboardboxesastheouterpackingoflightweightarticlesformanyyears,anduptonowwe’vefoundnotroublewiththem.B:ifso,we’llacceptsuchpacking.4.hopingtoallowpartialshipmentZ:nowthatwehavereachedanagreementonthepacking,wecancometothenextproblem-shipment.What’syouropinion,Mr.Brown?B:that’sgood.Wouldyoutellmewhenandhowyoushipthegoods?Z:weusuallyshipthegoodsbyregularliners.B:forthislot,couldyouconsiderpromptshipment?Itisbadlyneededbyourusers.Z:no,I’mafraidit’sdifficultforustodosobecausewecan’tgetallthegoodsfromourmanufacturerssoon.B:whenistheexactlydeadlineoftheloadingperiod?Z:inordertomakeiteasierforustogetthegoodsreadyforshipment,wehopethatpartialshipmentwillbeallowed.B:thegoodswehaveorderedareseasonalgoods,soitwillbebettertoshipthemallatonetime.Z:sorry,wecan’tshipthemallatonetimebecauseitsohappensthatthereisnodirectsteamerfromheretoyourportinthesetwomonths.IwasinformedbyourshippingdepartmentyesterdaythatlinerspaceforAmericauptotheendofnextmonthhasbeenfullybookedup.I’mafraidwecan’tdoverylittleaboutit.B:itissaidthattrampsarestillavailable.Z:yea,buttrampsarescarce.I’mnotsurewhethertherewouldbeenoughtonnagetomakeafullcargo,evenifatrampcouldbeobtained.5.askingfortransshipmentB:isthereanychanceoftransshipmenttobeallowed?Z:buttransshipmentaddstotheexpenses,risksofdamageandsometimesmaydelayarrivalbecausethereisalsoashortageoftransshipmentspaceforAmerica.Anyhowwe’lltry.B:wepreferdirectshipment,butifyoucan’tgetholdofadirectvessel,wehavenochoicebuttomakethegoodstransshipped.Z:yes,wefullyunderstandthis,andwe’llfindoutthesituationabouttheconnectionsteamerrightaway.B:asfarasIknow,SeoulShippingAgentLtd.HasalinersailingfromSeoulforAmericaaroundthemiddleofJune.Ifyoucouldmanagetocatchthatvessel,everythingwouldbeallright.Z:it’sverydifficultforustoacceptadesignatedon-carrier.Therearesomanyfactorsthatmightmakethegoodsmisstheintendedsailing.Besides,areyousurethevessel,everythingwouldbeallright.Z:it’sverydifficultforustoacceptadesignatedon-carrier.Therearesomanyfactorsthatmightmakethegoodsmisstheintendedsailing.Besides,areyousurethevesselwillcallatSanFrancisco?Andisitalreadycarryingafullload?B:Ithinkifwestartimmediately,thereisstillhope.Andifworstcomestoworst,pleaseshipthegoodstoLosAngeles.HowaboutLosAngelesasanoptionalportofdestination?Z:good.Then,whatwouldyousayifweputitlikethis:“thefirstpartialgoodswillbeshippedonthefirstavailablesteamerinthemiddleofJune.TransshipmentmaybeallowedatSeoul.PortofdestinationisSanFranciscoorLosAngeles”.B:Mr.Zhangwouldyoupleasefindsomewaytogetroundyourmanufacturersforaspecialeffortanddeliverthegoodsallatonetime?Z:I’mafraidnot.Thingsarelikethis:YesterdayafternoonIwenttothefactoriestocheckupontheirproductionscheduleagainstourorders.Ihavefoundthatourmanufacturersareworkinginthreeshiftstostepuptheirproduction.Theyarereallydoingtheirutmosttofilltheordersplaced.B:Isee.Mr.Zhang.Thisisthebesttheycandoatpresent.Thankfortheirsincereandfriendlycooperation.6.specificproblemaboutshipmentB:doyouallowanyquantitydifferencewhenthegoodsareloadedonboardship?Z:yes,theremaybesomedifference,butitcan’texceed5%ofthequantitystipulated.B:howdowecalculatethedifference?Z:we’llcalculateitaccordingtothepriceprovidedinthecontractatalatertime.B:thesellershouldbearallthecostsoftransportationofthegoods.Z:accordingtotheCIFpriceterms,thesellersshouldberesponsibleforcost,insuranceandfreight,includinganycustomsdutiesonexport,aswellasanyservicechargesongoodstobeexported.B:asstipulatedinthecontract,Iwillinformyouoftheshippinginstructionbyfaxwithin20daysbeforeshipment.Z:andwewillsendyoutheshippingadvicebycableaftershipment,tellingyouthenameofship,expectedlaydays,loadingcapacity,contractnumberandtheshipmentagents.B:I’mverygladthatwebothagreeuponthetermsofshipmentandpacking.7.talkingaboutcontainersserviceA:IknowyouareoperatingacontainerserviceontheShanghai-EuropeandShanghai-Americasearoutes.B:yes,weareusingmoreandmorecontainerizedvesselsforcargoesdestinedforthatarea.A:whatsizesareyourcontainersof?B:theshippingcontainersareoftwosizes,namely10ft.and20ft.respectivelyA:areyourcontainerstemperature-controlled?B:yes.Theyarealsowater-tighttoprotectgoodsfrombeingdamagedbyheat,waterofdampness.Theycanbeopenedatbothends,thusmakingitpossibletoloadandunloadatthesametime.A:containerscertainlyhavegotalotofadvantages.Theloadingandunloadingprocesscanbegreatlyspeededup.Lesson22inspectionandinsuranceBackgroundbriefingCommodityinspectionandinsuranceareveryimportantinforeigntrade.Thecommoditymustbeconductedbyrecognizedsurveyorsbeforeshipmentorafterarrival.Andinordertoprotectthegoodsagainstpossiblelossesintransportation,thebuyersorthesellersshouldapplytoaninsurancecompanyforinsurance.Mr.ZhangisgoingtonegotiatethematterofinspectionandinsurancewithMr.Browntoday.Situationalconversation1.specifyingtheinspectionrightZ:shallwegodowntothequestionofinspectionthismorning?Mr.Brown?B:allright.Carefulandproperinspectionisanindispensableparttoensurethequalityofthegoodstobepurchased.Z:firstweshouldspecifytheinspectionright.B:howdoyoustipulatetheinspectionclausesforyourimportsandexports?Z:accordingtotheinspectionclauses,inspectionmustbeconductedbeforeshipmentbyrecognizedsurveyors.Thecertificatesofqualityandquantityissuedbytherecognizedsurveyorsmaybetakenasthebasisfornegotiatingpayment.Afterthegoodsarrive,thecommodityinspectionbureauattheportofdestinationmayreinspectthegoods.Theinspectioncertificatesissuedbytheinspectionbureauofthedestinationportshallserveasthebasisforfilingaclaim.B:thatis,theexportershouldhavethegoodsinspectedbeforeshipment,andtheimportershouldhavethegoodsreinspectedaftertheirarrival,right?Z:youareright.Itiscommonininternationaltradetoday.B:veryreasonable.Theinterestsofboththebuyerandselleraretakenintoaccount.2.howtoinspectthegoodsB:Mr.Zhang,wouldyoutellmehowandbywhomthecommodityinspectionisconductedbrforeshipment?Z:ourexportsinspectionistobeconductedbyChinaCommodityInspectionBureau,whichenjoysinternationalreputationforimpartiality.B:whenwilltheinspectionbeconducted?Z:usuallyinspectionisconductedwithin5daysbeforeshipment.B:howdotheymakethetestandanalysisofthisitem?Z:theyalwaysusethestandardandmethodlaiddowninthecontract.B:whatifthereisnomethodorstandardmentionedinthecontract?Z:thentheISOoranotherinternationallyacceptmethodisuse.3.hopingtosolvethedifferencethroughnegotiationsZ:asforinspection,ourpracticehasprovedtobequitereasonableandhasbeenacceptedbyourcustomersfromforeigncountries.B:yes,Ithinkso.Butwhenshouldthereinspectionbemade?Z:forthisitem,it’sinternationalpracticethatthereinspectionshouldbemadewithin10daysuponthearrivalandifanydiscrepancyisfound,claimmustberaisedwithin30days.However,claimwhichfallwithintheresponsibilityofshippingcompanyandunderwritersshallnotbeentertained.B:whenreinspectionismade,canweappointanyauthenticsurveyorwithoutyourapproval?Z:inordertocarryoutthecontractsmoothlyandavoidunnecessarydisputes,it’sbesttonametheinspectionagencywhichshallbeapprovedbybothsidesandbestipulatedinthecontract.B:whatiftheresultsfromthetwoinspectionsdonotcoincidewitheachother?Z:we’llhaveaseminarofspecialistsandsurveyorsfrombothsidestoclarifywhichiscorrect.B:afterthisconference,Isupposewecanresolvethedifferencesthroughfriendlyconsulations,insteadofsubmittingthecaseforarbitration.Z:Iwishso.4.talkingaboutthecoverage(1)B:Mr.Zhang,I’dliketoknowwhatyourinsuranceclausescover?Z:wehavethreebasiccovers,namely,freefromparticularaverage,withparticularaverageandallrisks.B:howlongistheperiodfromthecommencementtoterminationofinsurance?Z:thecovershallbelimitedto60daysupondischargeoftheinsuredgoodsfromtheseagoingvesselatthefinalportsofdischarge.B:what’sthedifferencebetween“allrisks”and“allMarinerisks”?Z:thedifferencebetweenthemisunderthe“allMarinerisks”,lossesrecoverablewillonlybeconfinedtothosearisingformperilsofthesea,andmaritimeaccidents,whereasthe“allrisk”coverwilladmitalllossesoccurringatanytimethroughoutthewholecurrencyofthecover,irrespectiveofwhethertheyarecausedbyaccidentsatseaoronland.B:couldyoucovertheriskofbreakageforus?Z:yes,wecan,riskofbreakageisclassifiedunderextraneousrisk.Wecancovertheriskofbreakageforyou.B:whowillpaythepremiumfortheriskofbreakage?Z:theadditionalpremiumisforthebuyer’saccount.5.talkingaboutthecoverage(2)B:afewpointsaboutinsurancearenotverycleartome.Whatdoes“I”coveraccordingtoyourusualCIFterms?Z:itcoversallrisksandwarrisksat110percentoftheinvoicevalue.B:doyoumeanthatriskssuchasbreakage,leakage,TPND,hookandcontaminationdamageareallinincluded?Z:yes,youareright.B:whataboutSRCCrisks?Z:itwillcoverthemtoo,ifyoulike.B:bytheway,howtocalculatethepremium?Z:that’sapercentageofthetotalvalueofyourgoods.It’sverylow.6.whatshould“I”cover?B:don’tyouthinkyoucouldmakethepriceC&Fforourfuturebusiness?Andhowmuchwillyoutakeoff?Z:theratesquotedbythepeople’sinsurancecompanyofChinaaremoderate.TheyhaveverylittleeffectonourCIFprices.Roughlyspeaking,thedifferencebetweenCIFandC&Fisabout0.3percent.Thepremiumvarieswiththenatureofthegoods,thedegreeofcoverdesiredandtheplaceofdestination.B:0.3percent,thatsoundsreasonable.Ihaveanotherquestion.Z:what?IhopeI’llbeofhelp.B:ifwearegivenaCIFSanFranciscopriceforsometextiles,whatcoverageshouldwearrangefor?Z:inthatcase,youdon’tneedallriskcover.B:why?Z:yousee,textilesarenotdelicategoods,andwon’tlikelybedamagedonthevoyage.FPAisenough.Z:inthatcase,youdon’tneedallriskcover.B:why?Z:yousee,textilesarenotdelicategoods,andwon’tlikelybedamagedonthevoyage.FPAisenough.B:butFPAdoesnotcoverpartiallossofthegoodsintransit.Z:then,whataboutWPA?AWPApolicycoversyouagainstpartiallossinallcases,WPAisbettertoyou.B:howtocalculatethepremium?Z:that’salsoapercentageofthetotalvalueofyourgoods.It’sverylow.Lesson23agencyandcontractBackgroundbriefingAcontractisanagreementwhichsetsforthbindingobligationsanddutyofthetwoparties.Oneitisenteredintoorsigned,thecontractwillbeenforceablebylawandallthetermsinthecontractwillbebindingonbothparties.Anypartywhofailstofulfillhiscontractualobligationsmaybesuedandorderedtomakecompensation.Throughmanytimesofnegotiations,Mr.ZhangandMr.Brownhaveagreedonallterms.Thedealbetweenthemhascomeoffnicelyintheendandasalescontractissigned.Mr.Brownbelievesthatifheisappointedasthesoleagenthewillincreasehisturnover.SohewouldliketodiscusstheproblemofagencyforthetextileswithMr.Zhang,andanagencyagreementissigned.Situationalconversation1.signingthesalescontractB:Mr.Zhang,wehavereachedanagreementonalltheterms.Nowweshouldsignasalescontract,Ithink.Z:I’mverygladwehaveanagreementonthisparticularcontract.IaskedHuangMei,thesecretaryofourcompany,todraftacontractyesterday.Hereitis.Pleasegooverandseeifitcontainsallwehaveagreeduponduringournegotiations.B:letmecheckallthetermslistedinthecontractandseeifthereisanythingnotinconformitywiththetermsweagreedon.Z:yes,youareright.Webothshouldmakeeverythingclearsothatwecanperformourpromiseswrittendowninthecontractsmoothly.B:Mmm.Itlooksgood.Everythingisinshape.I’mreadytosignthecontract.Z:let’ssignthecontractnow,andcongratulateourselvesthatthistransactionhasbeenbroughttoasuccessfulconclusion.B:Ihopethecontractwillleadtoalong-termpleasantcooperationbetweenus.Z:yes,sodoI.pleasesignyournamehere,Mr.Brown.Maythefriendshipbetweenusbeforever!2.hopingtosignasoleagencyagreementB:Mr.Zhang,thisisthethirdyearsinceweestablishedbusinessrelations.Ourbusinesshasbeenexpandingeachyear,andthepotentialforfurthergrowthistremendous.Z:thankyouforyourgoodintentionandyoureffortsinpushingthesalesofourtextileproducts.B:I’dliketodiscusswithyoutheproblemofagencyforyourtextiles.Tobefrankwithyou,I’dliketosignasoleagencyagreementwithyouonyourgarmentsforaperiodofthreeyears.I’msureyou’llhavenoobjection.Z:inrespecttoyourrequestforanagencyarrangement,I’mafraidit’sstilltooearlyforustocomeintothematter.B:tooearly?Why?Mr.Zhang,thebusinessbetweenourtwosideshasbeengoingonverysmoothlyandgrowingrapidly.Doyoustillhaveanydoubtinoursalesability?Z:however,accordingtoourrecords,thetotalamountofyourorderslasttwoyearswasmoderate,whichdoesnotwarrantanagencyappointment.B:asyouknow,weareallexperiencedinthebusinessoftextileandconnectedwithallleadingwholesalersandretailersinthatline.Ifyouappointusasyoursoleagency,we’llincreaseourturnover.3.conditionsasasoleagencyZ:butyoushouldatleastletusknowyourmarketconnections,theeffectivenessofyourorganizationandyourtechnicalabilitytohandlethegoodstobemarketed.B:wehavemorethantwentysalesrepresentatives,whoareontheroadalltheyearround,coveringthewholeoftheAmericanmarket.Z:doyouhaveanymiddlemenorselldirectlytotheretailers?B:throughyearsofefforts,wehavesetupeffectivechannelsofdistributionandwecanvasstheretailersdirectlywithoutanymiddlemen.Z:well,ifyoucouldpursueryoureffortsinbuildingalargeturnover,weshallbegladtotakeintoconsiderationyourproposalofanagencyappointment.B:pleasebeassuredofthat.We’lltrytodoso.4.commissiontothesoleagencyB:bytheway,whatcommissioncanweenjoy?Weexpecta10%commission.Z:whatisthetotalannualturnoveryoucouldfulfill?B:2,000,000pieceseveryyear.Z:commissionisusuallygivenasapercentageofthetotalvalueofatransaction.Ouragentsinotherareasusuallygeta3-5%commissiononthetotalvalueofbusiness.B:Mr.Zhang,asyouknow,wedobusinessonacommissionbasis.Wemustsendoursalesmentodoalottravelingandspendaconsiderableamountofmoneyforadvertisinginnewspapers,andTVprograms.A10%commissionwon’tleaveusmuch.Z:ourpriceisworkedoutaccordingtothecosting.A10%commissionmeansanincreaseinourprice.Sincewehavemadeconcessioninprice,we’llgiveyoua4%commission.Thisisthebestwecando.B:thecommissionyougiveistoolittle.Z:let’sputitinthisway:Isuggestthatweshouldsignasoleagencyagreementonthisitemforadurationofthreeyears.Thetransactionis4,000,000USdollarsinthefirstyear,6,000,000USdollarsinthesecondyear,8,000,000USdollarsinthethirdyear.TheareaiswithinthewholeUnitedStates.Commissionis5%.Isthatright?B:Mr.Zhang,youaresurehardonme.Z:youarewrong.Mr.Brown.Wevalueyourfriendshipmorethananything.Asyouknow,withthesoleagencyinyourhands,therewillbenocompetition,andyoucouldeasilycontrolthemarket,whichwouldnaturallyresultinbiggersales.I’msureyoucanfulfilltheagreementwithoutmuchdifficulty.B:well,ifyousayso.Ihavetocomply.Let’ssignthecontracttomorrow.5.discussingthesoleagencyagreementZ:goodmorning,Mr.Brown.Hereisourcontract.Pleasegothroughitandseeifeverythingisinorder.B:letmereaditoverandconsiderit.Don’tyouthinkweshouldinsertthissentencehere?Thatis,ifonesidefailstoobservethecontract,theothersideisentitledtocancelit,andthelossforthisreasonshouldbechargedbythesidebreakingthecontract.Z:that’sgood.Ithinkallthetermsshouldmeetwithunanimousagreement.Doyouhaveanycommenttomakeonthisclause?B:Ithinkthisclausesuitsuswell,butthetimeofpaymentshouldbeprolonged,tosay,twoorthreemonths.Z:weareaccustomedtopaymentwithinonemonth,butforthesakeoffriendship,let’sfixitattwomonths.B:nowondereveryonespeakhighlyofyourcommercialintegrity.Z:oneofourprinciplesisthatcontractsarehonoredandcommercialintegrityismaintained.Anythingelseyouwanttobringupfordiscussion?B:thereisstillaminorpointtobeclearedup.Whomwillthiscommodityinspectionbeconductedby?Z:thefirstinspectionshouldbecarriedoutbyLosAngelesCommodityInspectionBureau,whosedecisionisfinalbasisandbindingonbothsides.ThereinspectionshouldbecarriedoutbyChangshaCommodityInspectionBureau,whosedecisionisthebasisforthebuyerstolodgeclaim.B:itcontainsbasicallyallwehaveagreeduponduringournegotiations.Ihavenoquestionsabouttheterms.Z:Mr.Brown,pleasehavethecontractamendedandwearetosignittomorrowmorning.Let’scongratulateourselvesthatthistransactionhasbeenbroughttoasuccessfulconclusion.Lesson24claimsandsettlementBackgroundbriefingComplaintsorclaimsmaysometimesariseinspiteofourwell-plannedandcarefulworkintheperformanceofacontract.Itacomplaintorclaimhastobemadebythebuyer,themattershouldbeinvestigatedandthesedetailsshouldbelaidbeforethepartycharged.Sometimes,areferencetothepreviouslysatisfactorydeliveriesandservicesmayhelptowinmoresympatheticconsiderationofthepresentcomplaintorclaim.Mr.BrownlodgesaclaimagainstMr.ZhangforthedamageofthegoodsshippedinFebruarybySSEastWindundertheorderNo.2308.Mr.Zhangagreestosettletheclaim.Situationalconversation1.filingacomplaintB:hello,Mr.Zhang.It’snicetoseeyouagain.Z:hello,Mr.Brown.Gladtoseeyou,too.B:Mr.Zhang,ournegotiationshavebeengoingonverywell,buttodayI’dliketotalkwithyouaboutsomethingthatisgettingtoberatheraproblem.Z:problem?What’sit?B:it’saboutthedamagecausedbyinadequatepacking.Thinsarelikethis.Ihavejustreceivedatelegramfrommyhomeoffice.ItsaidthatthegoodsshippedinFebruarybySSEastWindunderOrderNo.2308havearrivedinSanFrancisco.But,toourgreatsurprise,theyarenotinpropercondition.Z:really?What’sthetroublethen?B:quiteanumberofcartonswerebadlydamaged.Manyofmen’sshirtswere-stainedandsomeofthemwereseverelysoiled.Z:wherearethegoodsnow?B:thegoodshavebeenunloadedintocarrier’shouse.Astheyareinsuchadamagecondition,wedoubtwewillbeabletotakedelivery.Forthisreason,myheadofficecabledmeyesterdaytoletmegetintouchwithyou.2.loadingaclaimZ:isthatso?Butwehaveexportedsuchkindofgoodsformanyyears.Sofarwehaven’thadanycomplaintofthiskind.Wearereallyatalosstounderstandwhysuchacasewouldappear.Haveyouanyevidence?B:hereisafacsimilecopyofsurveyreportissuedbySanFranciscoCommodityInspectionBureau,whosetestimonyisabsolutelyreliable.Z:thoughthecomplaintistrue,theremaybeotherfactorsinit.Weshouldmakeitclearwhetherthedamagewascausedintransitorduringtheunloadingprocess,orbyotherreasons.B:theresultofourinvestigationsaidthatthedamagewascausedsometimeintransit,butitisinadequatepackingwhichallowedthepackagetoopeninthefirstplace.Wehavetoaskforacompensationtocoverthelossincurredasaresultoftheinferiorpackingofthegoodsconcerned.3.findingoutthecauseoftheaccidentZ:goodsforexportarespeciallypacked.Ourpackingaresuitableforlongdistancetransportation.Areyousureitwasn’tcausedbyimproperhandling?Eventhestrongestpackingcangivewayunderroughhanding,youknow.B:Icanassureyouthatroughhandingisnotcommonthere.Weusuallyfollowthestandardprocedures.Z:butaswhatIhavesaidjustnow,thegoodswerecarefullypackedandshippedhereinexcellentconditionsandIinspectedthemmyself.B:thatmightbetrue.Butthepackinginsomeofthecartonswasnotinaccordancewiththecontractualstipulations.Accordingtothecontract,eachofthecartonsshouldbereinforcingwithdoublemetalstraps.Wearesorrythatyouhavefailedtodoso,atleast,someofthecartonswerenotreinforcedwiththesaidstraps.Z:thatseemshardtobelieve.Howcanthatbe?B:ifyoudon’tbelieve,pleaselookatthesurveyor’sreportcarefully.Z:oh,somethingsuddenlyoccurredtome.Perhaps,oneoftheworkshopsforgottodothereinforcingwork.TheymusthavetakenthegoodsfortheHongkongBuyers.B:thatmightbe.Z:allright.Ifso,weagreetosettleyourclaims.4.agreeingtosettletheclaimsZ:haveyoucheckedhowmuchofthecontentsofthedamagedbalescanstillbeused?B:thereportsaidthatthemajoritycouldbesalvaged.About20%can’tbeusedorsoldout.Weareveryanxiousaboutit.Wehadcountedonreceivingtheshipmenttocompleteseveralorders.Z:weunderstandyourproblem.B:I’msurewecancountonyoursupporttohelpustoovercomethepresentdifficulty.Z:whatdoyousuggestforasettlement?B:wearewillingtoaccepttheshipmentifyouwillallowa30%reductioninprice.Z:let’scompromiseona20%reductioninpriceonthisshipment.Andforyournextorder,we’llgiveyousomepreferentialtermsinadditiontowhatyouaregettingfromusnow.B:Iappreciateyourquickdecision,Mr.Zhang.Weaccepttheproposal.I’mgladwehavefoundasolution.Lesson25jointventureBackgroundbriefingSincetheestablishmentofbusinessrelationsbetweentheChangshaForeignTradeImport&ExportCompanyofChinaandtheFarEastForeignTradeCorporationofAmerica,theyhaveattainedasatisfactoryresultintheirbusinessline.Mr.ZhangandMr.Brownaregoingtodiscusstheproblemofsettingupajointventure.Throughthenegotiation,ajointventureisintheworks.Situationalconversation1.proposingajointventureB:Mr.Zhang,I’mgladtoseethatwe’veattainedasatisfactoryresultsinceweestablishedbusinessrelations.Withbroadprospectsbeforeus,Icomeheretodiscusswithyouthequestionofjointventurethistime.Z:maybeit’stimenowtotalkalittleaboutthefuture.Whatsuggestionsdoyouhave?B:I’mthinkingofaclothingfactoryasajointventureinHunantoproducethefinestclothesforyou.Z:howinteresting.Wearethinkingofparticipatingwithyouinajointventure.Let’stakeaseattodiscussthisproject.B:Mr.Zhang,atfirst,I’llaskforinformationaboutthecurrentinvestmentenvironmentinChangsha.SofarasIknow,manyaforeigninvestorhascomplainedaboutit.IstilldoubtwhetherChangshawillimproveitsinvestmentconditionsandattractmoreforeignfunds.Z:well,wehavetriedourbesttocreatemorefavourableenvironmentforyou.Ournewpolicyofopeningtotheoutsideworldpresentsunrivaledopportunitiesforinvestmentandtrade.Tomeettheneedsofforeigninvestors,thecitygovernmenthasissuedaseriesofregulationsandmeasuresfavoringforeigninvestors.B:really?Ihopethenewregulationsandmeasureswillbenefitbothofus.2.newregulationsandmeasuresfavoringforeigninvestorsZ:Ithinkthatthenewregulationsandmeasureswillprimarilybenefittheinvestors.forexample,ajointventurewillbeallowedacertainreductionorevenexemptionfromincometaxinthefirstfiveprofit-makingyears.B:whatareprofit-makingyears?Youmeantheyearsofproduction?Z:no,Imeanthefirstfiveyearsinwhichtheventuresucceedsinproducingaprofit.B:IseeZ:what’smore,alllawfulrightsandinterestsofforeigninvestorsareprotectedbytheChineselaw.B:that’sgood.Z:andnetprofitscanberemittedabroad.B:thishasbeenaprobleminsomeothercountries.Butwhatifyourpolicywouldchange?Z:Mr.Brown,letmeputyourmindatrest.Perhapsyouareworriedthatthegovernmentmightnationalizeorrequisitionyourinvestmentandproperty.Icanassureyouthatsuchthingswillneverhappen.China’spoliticalandeconomicsituationsarestable,andwemeanwhatwesay.B:whatabouttherisk?Z:wheneverandwhereveryouinvest,itwouldinvolverisk.Mr.Brown,ifyouarenottotakerisks,howcanweventurejointly?What’smore,thechanceofsuccessinChinaisveryhigh.ThisisbecauseourgovernmentpresentsanexcellentenvironmentforinvestmentandalsobecauseChinahasalargepopulation,andourresourcesarerichandwagesarelow.B:youareright.Whatyousaidmakesmefirm.3.talkingabouthowtosetupajointventure(1)B:now,let’sgetdowntobrasstacks.I’mgoingtosetupaclothingfactoryasjointventureofmoderatescalewithyou,right?Z:yes.Butthetotalamountofinvestmentwouldatleastbe6millionUSdollars.Onlythisfigurecanprovidetheconstructionfundsandcirculationcapital.B:then,howmuchwouldtheregisteredcapitalbe?Z:itwouldbe3millionUSdollars.Accordingtoourstateregulation,foraprojectwithatotalinvestmentbetween3-10millionUSdollars,theregisteredcapitalshouldatleastaccountfor50percent.B:Isee.Whatabouttheinvestmentproportionofthetwoparties?Isitsetthat51%goestotheChinesepartyand49%totheforeignparty?Z:now,wemakeitfarmoreflexible.Ifyoulike,youcanleave70percentor80percent,orifyouuseadvancedtechnologyandequipment,andmarketallormostofyourproductsoutsideChina,youmayevenestablishanenterpriseexclusivelywithyourcapital.B:Idon’twanttobethatambitious,afterall,thisismyfistinvestmentinChina.Mr.Zhang,istherealowerlimitfortheforeignpartyintheregisteredcapital?Z:generallynotlessthan25%.Therestcanbeobtainedthroughbankloans.B:thatseemsreasonable.Anotherquestion,howlongdoestheventurerun?Z:howlongdoyouwant?B:asitisasmallventure,Isuggest15yearstostartwith.Z:thecontractcouldbeextendedifbothsidesagree.4.talkingabouthowtosetupajointventure(2)B:well,sinceyouropenpolicyisalong-termone.I’dliketoprovide45%includingcash,machineryandequipment.Z:good.Wewillprovidethefactorybuilding,premises,somemachineryandequipment.Therighttousethesiteisalsoapartofourinvestment.B:howlongdotheboardmembersserve?Whositsontheboardofdirectorsofthejointventure?Z:thechairmanoftheboardwouldbeappointedbytheHunanForeignTradeCompanyofChina,andthevice-chairmanbytheFar-EastTradeCorporation.Theboardmembersservefouryears.B:thechairmanisthelegalrepresentative.Z:yes.Andwewouldestablishamanagementofficetobeinchargeofday-to-daywork.Sofarasthemanagementisconcerned,youmightappointthegeneralmanagerandthechiefengineeroftheproject,andwemightappointthedeputies.B:theworkerswouldallbeChinese,Ithink.Buttheymustknowsometechnology.Z:noproblem.Ifnecessary,we’llsetupaspecialtrainingclass.B:whatareourprimarymarkets?ArewegoingtomarketdomesticallyinChina?Z:Ithinkourproductsaremainlyforexport.OurgovernmentencouragesjointventurestoselltheproductsoutsideChina.That’sbecausethejointventureshastobalanceitsforeignexchangeincomesandpayments.Youknowwe’llneedtheforeigncurrencytoimportsomeofthematerials.What’smore,wewantourproductstobeabletocompeteintheworldmarket.Ithelpsustogrow,yousee.B:Isee.Buthowdoesoneregisterthejointventure?Z:we’llprepareallthenecessarydocumentationandpresentittotheresponsibleauthority.We’lldoitwellinthreemonths.Lesson26drawingupaprogramforsightseeingBackgroundbriefingThroughfriendlynegotiationsformanytimes,thebusinessbetweenMr.BrownandMr.ZhangDaweihascometoasuccessfulconclusion.InordertoletMr.Brown’smindrelax.MissHuangMei,thesecretaryoftheChinesecompany,invitestheguesttogoonanexcursion.Situationalconversation1.invitingtheguesttogoonanexcursionB:whoisknockingatthedoor?H:it’sme,HuangMeiB:oh,MissHuang.Docomein,pleaseH:thankyou,Mr.Brown.Ourbusinesshascometoasuccessfulconclusion.Weshouldletourmindrelax.B:anythinginteresting?H:Ihavecometoextendaninvitationtoyou.B:really?That’sgood.H:tomorrowisSunday.We’dliketoinviteyoutogoonanexcursion.B:wonderful!Isthereanythinginterestingtoseeinthiscity?H:therearesomefamoushistoricalsitesandscenicspotstoseeinourcity.I’mafraidtwodaystimeisn’tenoughforustoseealltheplacesofinterest.B:I’mgoingonaguidedtouraroundtheoldcity.Wouldyouliketobemytouristguide,MissHuang?H:Certainly,I’dliketoaccompanyyouontheexcursion.2.talkingabouttherouteB:what’stheroutetomorrow?H:first,weshallvisitanancientking’spalace,andthenweshalltourabeautifulgarden.B:I’dliketoenjoythesceneryofthehill.H:timepermitting,weshallclimbthehill.B:Ialsoliketojoinaconductedtourofthecity.H:wecancatchaglimpseofthedowntowndistrictsalongtheway.Therearealotofoldbuildingsinthestreet.B:whatisthecityfamousfor?H:itisfamousforitslonghistory.Therearemanyknownhistoricalsitesaroundhere.Manyunearthedhistoricalrelicsaredisplayedinthecityexhibition.TheywillmakeyoutracebacktotheancientChina’scivilizationandmakeaverydeepimpressiononyou.3.askingaboutsightstoseeB:arethereanyparksinthecity?H:yes.Wehaveafewparks.Thebiggestonenearthepalaceisanaturalpark.Whenalltheflowersareinfullbloominspring,theparklooksverybeautiful.Thereisawonderfulsmalllakeinthepark.B:let’senjoythewonderfulviewofthesmalllake.H:theclearandbluewaterlookssobeautiful.Doyouwanttohaveaboat-rideonthelake?B:I’dliketogofishingbythelake.H:thislakehasbeenascenicspotforalongtime.Itisworthvisiting.B:whereshallwehavelunch?Shallwebeeatinginarestaurant?H:eachofuswillhaveapackedlunch.4.howlongwillthewholetriptake?B:whenshallwestartourjourney?H:we’llsetoffat7o’clockandIwillcometoyourhotelat6:50topickyouup.B:at7o’clock?H:yes.Doyouthinkyoucouldmanagetobereadybythen?B:I’mafraidIshouldgetupearlierthanusual.Howlongwillthewholetriptake?H:letmesee,…about9or10hours.We’lltrytogetyoubacktoyourhotelby6:00thisevening-inplentyoftimefordinner.Well,thisisourplanofjourney.Let’smakeitahappyday.Haveagoodresttonight.Seeyoutomorrow.B:seeyoutomorrow.Lesson27visitinganancientpalaceBackgroundbriefingAccompaniedbyHuangMei,Mr.Brownisgoingforanouting.Theyarevisitinganancientking’spalaceanddwellinghouses,enjoyingthebeautifulviewandhavingaverygoodtimethere.Situationalconversation1.visitinganancientking’spalace(1)H:hereweare.ThisisthebestknownscenicspotinthecityB:whatabeautifulsite!Itissurroundedbymountains!Thegreentreesmakeoneandanotherpleasantshade.H:therearedensewillowtreesandbrightflowers.Birdssingandflowersgiveforththeirfragrance.B:Ihaveseenthosenicebuildingsoverthere.H:theywereanancientking’spalaceanddwellinghouse.B:whatamagnificentpalace!Whenwasitbuilt?H:itwasbuiltatthebeginningoftheMingdynasty,thatis,intheearlyyearsofthefifteenthcentury.Itcoversanareaof60,000squaremetres,includingtensofdifferentbuildings.B:butit’sstillinexcellentcondition,consideringthatitwasbuiltalmost600yearsago.Ireallydon’tknowhowitispreservedsoperfectly!2.visitinganancientking’spalace(2)H:docomeoverandlookatthetwocolumns!Thetwocarveddragonsonthecolumnslookverylifelike!B:whyaretherecarveddragonsonthemostancientbuildingsinChina?H:intheancientChineselegend,thedragonwassupposedtobeanobleandsacredanimal.TheemperorsclaimedthattheyweredescendantsofdragonsandsonsoftheHeaven.Thisboastedtheirsupremacy.B:therulerswerethemenoftheirhour.H:withtheuprisingsofthelabouringpeople,theywerethrownoffthehistoricalstageonebyone.B:thisexquisitecourtyardlooksratherpeacefulandtranquil.CouldItakeafewpicturesofit?I’dliketokeepsomepicturesofancientChinesebuildings.H:ofcourse,youarewelcometodoso.3.enjoyingsomeancienthandicraftsH:someancienthandicraftsaredisplayedinthegallerybesidethehallB:I’mveryinterestedincarvings.Chinesecarvingsareveryfamous.H:therearevariouskindsofancientcarvingsthere.Theyaremadeofdifferentmaterials,suchasjade,ivory,bamboo,woodaswellasvariouspreciousstones.B:whatbeautifulcraftsmanship!CanIbuysomeassouvenir?H:theexhibitsarenotforsale,butyoucanbuysomeimitations,whichareveryexquisiteandjustliketherealones.B:well,letmebuysome.4.enjoyingthewonderfulviewofasmalllakeH:yousee,theboatsonthelakeintheparkareinsight.B:it’snicethere.Let’sgotheretoenjoythewonderfulviewofthesmalllake.H:look,alloftheflowersareinfullbloom.Manytouristsaretakingawalkalongthebankofthelake.H:look,alloftheflowersareinfullbloom.Manytouristsaretakingawalkalongthebankofthelake.B:oh,thereflectionofthepagodainthelakelooksverynice.Whatacharmingplace!H:lookatthewatertranquilasamirror.B:Ihaveneverseenwatersoclearandblue.Thewaterliliesinfullbloomonthewaterlookquitebeautifulandmoving.H:let’sclimbupthehill.Wecangetthefineviewofthesmalllakefromthehilltop.B:oh,theviewsfromthehilltoparemagnificent.H:thereisabeautifulgardenoverthehill,let’sgothere.B:I’dliketo,butI’mabitthirsty.H:thereisabaratthetopofthehill.Let’sgothereandgetsomethingtodrink.B:that’sgood.Let’sgo.Lesson28visitinganaturalparkBackgroundbriefingAfterdrinkingsomebeverageandhavingtheirlunchatthebar,MissHuangaccompaniesMr.BrowntovisitaChinesegarden,whichistinyasagardengoes,butithasacharmofitsown.Situationalconversation1.thepackedlunchH:hereisthebar.Let’stakeaseat.Whatwouldyoulike,Cocacola,lemonade,orangeadeorbeer?B:abottleofbeer,pleaseH:abottleofTsingdaobeerandacanofCocaCola,please.B:oh,let’sopenourpackedlunchandeatsomebread,cornedbeef,hamandsausage.H:howisthelunch?B:delicious!LetmesettlethebillH:it’smytreat.Letmepay.H:howaboutmakingaquicktouronthehillfirst,andthengoingtothegarden?Fromthehill,wecanhaveabird’seyeviewofthecity.B:oh,it’snearly2’o’clockp.m.We’dbettergotothegardenearlier.2.visitingthesmallgardenH:hereweare.Goin,pleaseB:yes.Let’sgoin.H:lookaround.Howdoyoulikethegarden?B:wonderful.It’stinyasagardengoes,butithasacharmofitsown.ThisisthemostbeautifulgardenIhaveevervisited.H:it’sapitythatwe’retooearlyforthechrysanthemums.B:butIcanquiteimaginehowlovelytheplacemustbewithallthechrysanthemumsinfullbloom.H:thishugepinesandcypressesareseveralhundredsofyearsold.B:yes,theyaregraceful.H:thisisatypicalChinesegarden,withitsarbours,pavilions,ancientcypressesandpines,rareflowers,rocksinstrangeshapeandrockeries.B:quitecharmingandpeaceful.Onefeelsratherrelaxedwhensittinghere,enjoyingthebeautifulofthescenery,intheshadeoftheseancienttrees.3.sleepingonthegrassunderthesunH:hereisasmallflatgroundcoveredwithgreengrass.B:Ienjoysleepingonthegrassunderthesun.H:let’slookupattheslimpagodaonthehilltop.B:howhighitis.I’msurethereisnootherpagodalikethisoneintheworld.H:look,thepavilionishighinthesky.B:thefountaindoeslookniceandcool.Everythinglooksdifferenthere.H:doyouhaveagoodtimetoday?B:Ihaveafairlyrestfultime,andIfeelasifIhadbeeninadifferentwould.4.havingasouvenirphototakenH:doyoufeeltired?B:no,I’mintoxicatedbythebeautifulsceneryhere.H:it’salready5o’clockp.m.weshouldgoback.B:don’tworry.Imusttakesomepictures.Thisgardenisworthlookingattwice.Itisveryimpressive.Lesson29introducingChina’ssitesofinterestBackgroundbriefingHowtimeflies!BecauseMr.BrownandMissHuangaresocaughtupintheattractivescenerythatforgetthetime,thedayhaspassedquicklybeforetheyrealize.NowMissHuangisdrivingbacktogetherwithMr.Brown.InthecarMr.BrownasksMissHuangtorecommendsomeotherscenicsportsinChina.Situationalconversation1.makingabriefintroductionofChina’sscenicspotsH:Mr.Brown,let’sgobackB:oh,it’salready5:30p.m.howtimeflies.Thedayhaspassedquicklybeforewerealize.H:perhapsyouaresocaughtupintheattractivescenerythatyouforgetthetime.Now,let’sgetonthecar.B:thiscityisatouristattraction.It’sreallyworthseeing.Wouldyourecommendsomeotherscenicspotsinyourcountry?H:oh,therearealargenumberofscenicspotsandhistoricalsitesinourcountry,suchastheImperialPalace,theSummerPalace,andtheGreatWall,theYellowEmperor’sTomb,theMingTombs,theQinShiHuangMausoleum,theBanpoMuseum,theMuseumofQinPotteryFigure,theQianlingTomb,theHuaQingSpringandtheForestofstelesinXian;thesolitarybeautypeak,theLijiangRiverandtheReedFluteCaveinGuilin;theColdMountainTemple.TheTigerHill,theHumbleAdministrator’sGardenandtheGardenoftheForestofLionsinSuzhou;theWestLake,theMonasteryofSpiritsRetreat,thePagodaofSixHarmonies,theThreePoolsMirroringtheMoonandtheTigerSpringinHangzhou;theDujiangYanDam,theZhugeLiangShrineandDuFuGottageinChengdu;theMogaoGrottoesinDunhuangCounty,theYuGarden,OrientalPearlTowerisShanghai,andsoon.B:I’dliketoknowsomethingabouttheabove-mentionedscenicspotsandhistoricalsites.H:well,letmemakeabriefintroductionofthemtoyou.2.introducingBeijing’sScenicSpotsH:youshould,atfirst,visittheImperialPalacewhileyouaretouringBeijing.ItwasthehomeofemperorsduringMingandQingdynasty,whenitwasknownasthe“PurpleForbiddenCity”.B:whatdoesthe“PurpleForbiddenCity”mean?H:“Purple”wasbelievedtobethecolourofthepolestar,andsodignifiedthattheimperialresidencewasthecentreoftheuniverse.Beforethe1911revolution,ordinarypeoplewereforbiddenaccesstothepalacegrounds.Thisiswhythepeoplecalledthepalace“thePurpleForbiddenCity”.B:howwideisthePurpleForbiddencity?H:itislocatedintheheartofBeijingandwasbuiltintheMingDynasty,coveringanareaofmorethan720,000squaremetersandcontainingover9,000rooms.Thepalacegroundisdividedintotwosections.IntheforegroundarethreelargepublichallsinwhichtheMingandQingemperorsconductedimportantstateceremonies.Therearpartiscomposedofthreemainpalaces,six“east”andsix“west”palaces,andtheImperialGarden.Inthissettingthe24MingandQingemperorsdealtwiththeirstateaffairs,andamusedthemselvesandtheirfamilies.B:arethereanyotherplacesworthvisitinginBeijing?H:Ithinkthefollowingplacesofinterestareworthvisiting,suchastheSummerPalace,theGreatWall,theTiananmenSquare,theMingTombsandtheTempleofHeaven.3.introducingXian’sScenicSpotsB:itissaidthattherearemanyhistoricalsitesinXian,right?H:XianisafamouscityandwasthefirstcapitalestablishedinChinaover3,000yearsago.B:thiscityhasalonghistorily.H:Beginningin1126B.C.,theWestZhou,theQin,theWestHan,theSuiandTang,alltogether12dynasties,setuptheircapitalsinXianformorethan1,000years.B:wasXianoncecalledChangan?H:DuringtheTangperiodXianwascalledChangan,andwasaveryflourishingcityrankingwithRome,itwasthestartingpointoftheSilkRoad.B:couldyoutellmesomescenicspotsandhistoricalsitesinXian?H:yes,therearemany.Forexample,theYellowEmperor’sTombisnotonlythesacrificialsiteofthedescendantsofYanandYellowEmperorbothathomeandabroad,butalsothefamoustouristresortinChina.BesidestheQinShiHuangMausoleum,theMuseumofQinPotteryFigure,theBanpoMuseum,theQianlingTomb,theHuaQingSpringandtheForestofSteles,areallworthvisiting.4.introducingGuilin’sScenicSpotsB:I’dliketovisitGuilin.Itisaplacebeauty,Ihear.H:yes,Guilinisaplaceoftreatbeauty,itsbeautifulmountainsandclearriverwater,rocksandmysticcrags,givingrisetoafamoussaying:”ThelandscapeinGuilinisthebestunderheaven”.B:whatmainscenicspotsarethere?H:there,youcancruiseLijiangRiver,watchReedFluteCave,climbFuboHillandreachtheSolitaryBeautyPeak.5.introducingSuzhou’sScenicSpotsB:IhearthatChinahasaVenice.H:itisSuzhou,whichislocatedneartheeastshoreofTaiHuLakewheretheGrandCanaljoinstheYangtzeRiver.B:whypeoplecallSuzhoutheEastVenice?H:itissurroundedbymorethan20lakes,andnarrowwaterwaysthreadbetweenwhite-walledhousestolinkupwiththeGrandCanal,makingthecitytheEastVenice.B:somedayI’llgotoenjoythesceneryofSuzhou.H:therearemanyscenicspotsandhistoricalsitesinSuzhou,suchastheColdMountainTemple,theTigerHill,theHumbleAdministrationGardenandtheGardenoftheForestofLions.AproverbdatingbacktotheSouthernSongstatesthat“Inheaven,thereisparadise;onearth,SuzhouandHangzhou”.6.introducingHangzhou’sscenicsportsB:isHangzhouasfamousforitsscenicspotsasSuzhou?H:yes,HangzhourankswithSuzhouasoneofthemostbeautifulcitiesinChina.B:theWestLakeisinHangzhou,isn’tit?H:yes,nodescriptionofHangzhouwouldbecompletewithoutmentioningvistas,andregardlessoftheweatherortheseasons,itispossibletoenjoyamixtureofnatureandmanmadebeauty.ManypoetshavepraisedthebeautyofWestLake.B:whatotherscenicspotsarethereinHangzhou?H:theMonasteryofspritsretreat,thepagodaofsixHarmonies,thethreepoolsmirroringthemoonandthetigerspringareknownscenicspotsandhistoricalsites.WhenspringDawnsatSuCauseway,youmaygoListeningtoOriolesSingingintheWillows,ViewingFishatFlowerHarbour,andenjoyingtheSunsetGlowonLeiHill.Whenautumniscoming,youmaygowatchingtheLotusintheBreezeatCrookedCourtyardandenjoyingtheAutumnMoononCalmLake.7.makingabriefIntroductionofscenicspotsofotherplacedB:whatshallIvisitinShanghaimainly?H:theYuGarden,builtintheMingDynasty,isdividedintosomethirtydifferentscenes,reachedbycurvingcorridorsandtwistingpassages.Thelayoutofthepavilions,terraces,rockeriesandpondsshowsgreatoriginality.Thisistheveryinterestingplaceyoushouldvisit.B:I’dliketogotoChengdutovisitDujiangYanDam.H:DujiangYanDam,situated59kilometersnorthwestofChengdu,isamammothandmarvelirrigationprojectbuiltin250yearB.C.it’sworthseeing.InChengduyoumayvisitZhugeLiangShrineandDuFucottage.B:anyotherplacestosee?H:yes.Forexample,theMogaoGrottoes,theoldestBuddhistshrinesinChina,exhibitthedistinctartisticstyleofvariousdynasties,includingNorthernWei,WesternWei,NorthernZhou,Sui,Tang,FiveDynasties,Song,WesternXiaandYuan.Besides,thestoneForestandWesternHillsinKunming,theSunYat-senMausoleumandNanjingMuseuminNanjing,theMaWangDuiHanTombinChangsha,theyareallworthvisiting.Lesson30sayinggood-byeandseeingoffBackgroundbriefingMr.BrownhassucceededinconcludingthebusinesswithMr.Zhang,andwillsetupajointventureinChina.HisvisitinChinahasachievedalot.NowhehasgotreadytodepartandreturntoAmerica.BeforeMr.Brown’sdeparture,Mr.Zhangholdsahomelydinnerforhim.Thenextday,HuangMeiseeshimoffattheairport.Situationalconversation1.givingaFarwellHomelyDinnerZ:goodevening,Mr.Brown.B:goodevening,Mr.Zhang.Thankyouforgivingmeahomelydinner.W&H:goodevening.Wehavebeenwaitingforyou.B:sorryI’malittlelate.H:no,youarejustontime.Wearrivedalittleearly.B:Mr.Zhang,yourapartmentisverynice.Howmanyroomsdoyouhave?Z:wehavejustmovedtothenewapartmentwithalivingroom,threebedrooms,akitchenandatoilet.B:I’dliketomeetyourmother,yourwifeandyourchildren.Z:mymotherandmywifeareinthekitchenroom.Thetwochildrenarereadingnovelsonthebalcony.Mother,YangLan,Mr.Brownishere.Mo%Y:howdoyoudo,Mr.Brown.Weareverygladtomeetyou.It’sapleasuretohaveyouhere.Z:children,comehereandsayhellotoMr.brown.Children:howdoyoudo,Mr.Brown.Gladtomeetyou.B:gladtoseeyou,too.HerearesomeAmericanpicturebooksforyourchildren.I’dlikeyoutoacceptthemasatokenofmygratitudeforallyourhelp.Z:whatlovelybookstheyare!Theywillalwaysremindmeofyou,theoldfriendofours.Thankyou,Mr.Brown.2.atthedinnerY:now,dinnerisready,Mr.Brown.Pleasegotothetable.B:howdelicious!Y:I’mverygladyoulikethedish.MayIhelpyoutosomemore?We’vecookedatypicalHunandishthisevening.Doyoulikehotdish?B:yes,Ido.ManyofthepeopleinCalifornialikehotdish.Z:AChinesedinnerendswithsoupandstartswithwine.HowaboutaglassofMaoTai.Mr.Brown?B:well,let’sdrinktoourfriendshipandtoyourhealth.Ganbei.Z.Y.H.W.:andthesametoyou.Y:havemoresweet-andsourfish,Mr.Brown.B:no,Ihavehadenough,thankyou.Y:makeyourselvesathome3.sayinggood-byeB:howtimeflies.Mr.Zhang.HereIamsayinggood-byetoyouandallthefriendspresent.Z:we’llbesorrytoseeyouleave.IsthereanythingIcandoforyoubeforeyoudeparture?B:no,thankyouforallthetroublesyouhavetaken.Youandtheothershavebeenveryconsiderateandhelpful.Z:don’tmentionit.It’sapleasuretohelpyou,Mr.Brown.H:hereisyourplaneticket,Mr.Brown.Theplanewilltakeoffat8:30.we’llhavetosetourfromthehotelat6:00soastogothroughcustomsandotherthingsbeforetheplanetakesoff.I’lldriveacartopickyouupat6:00tomorrowmorning.Isthatallright?B:that’sperfectlyallright.I’llbereadyZ:well,it’sgettinglate.Ithinkyou’dbetterhaveagoodresttonight.You’llbehavingatiringjourneytomorrow.4.seeingoffattheairportH:hereweare.Thisistheairport.Pleasehaveyourpassportready.Mr.Brown.You’llhanditinattheinspectionPost.It’srightbythedooraswegoin.B:OKI.O.:hereyouare,sir.H:now,let’sgothroughcustoms.PleasefillintheCustomsDeclarationForm.B:yes.InChineseorinEnglish?H:bothinEnglishandinChineseB:butmyChineseisterribleenoughH:Icanhelpyou.Nowsendthebaggagetobecheckedbythecustomsofficer.O:that’sall.Pleasegotohaveyourbaggageweighed.B:yes,sir.Ijusthavethetwobagsweighed.I’lltakethesmallsuitcaseontheplanewithme.AirClerk:yourbaggageisallright,notover-weight.Herearesometagsforyourhandbaggage.B:Thankyou.AirClerk:theseareyourticketandyourboarding-card.You’llhavetoshowthemasyouboardtheplane.H:shallwegotothewaiting-roomnowsincethere’sstillanhourbeforeyourplaneleaves?B:yes,we’llhaveashortrest.5.welcometoChinaagainsomedayH:now,youaretoboardtheplane.Wearesorrywehaven’tdonemuchtohelpyouwhenyoustayedinChinaB:Iverymuchappreciateeverythingyou’vedoneforme.EverythingI’veseenherehasleftadeepimpressiononme.Ireallydon’tknowhowtothankyou.Willyoubekindtosay“thankyou”toMr.Zhangandotherfriendsforme?H:nevermind.I’dliketo.I’msureyourvisitwillhelptopromotethefriendshipandunderstandingbetweenbothofus.WelcometoChinaagain.B:ofcourse,Iwill.Well,it’stimeformetosaygood-bye.Theplanewilltakeoffsoon.HopesomedayyouwillcometoAmericaforavisit.H:thankyou.Iwillifpossible.Good-byeandhappylanding.B:good-bye!3
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