商务英语 for MBA(1)

春眠不觉晓，处处闻啼鸟， 夜来风雨声 花落知多少。

This spring morning in bed I’m lying, Not to awake till birds are crying. After one night of wind and showers, how many are the fallen flowers?

Only for MBA

2015 国际商务英语

清明时节雨纷纷 路上行人欲断魂

借问酒家何处有 牧童遥指杏花村

The Day of mourning for the dead it‘s raining hard, My heart is broken on my way to the graveyard. Where can I find a wineshop to drown my sad hours? A herdboy points to a cot amid apricot flowers.

Chief Editor: Dr. Michael Xie

Mobile Phone: 13991224807

E-mail: long86886@aliyun.com

QQ: 2859298647

1

Why should the Mongol flute complain no willows grow? Beyond the Gate of Jade no vernal wind will blow.

姜笛何须怨杨柳，春风不度玉门关

春眠不觉晓，处处闻啼鸟， 夜来风雨声 花落知多少。

This spring morning in bed I’m lying, Not to awake till birds are crying. After one night of wind and showers, how many are the fallen flowers?

The objectives and importance of this subject (课程目标和意义) In China the traditional teaching module is that business knowledge is passed on to students by teachers in Chinese, English plays an assist role in teaching and so, the linkage between English and Chinese is not close, as the result that students will be difficult in being engaged in business activities in English. This subject seeks to tie teaching business knowledge with training students‘ English skills with a view to extending the width of students‘ knowledge and improving their ability to analyze and solve business problems in practice in English. For this purpose, in front of each text is explaining special terms, following the text are annotating difficulties, designing questions, discussions, translation from English into Chinese and vise versa, and filling in the blanks and all this is aimed for helping students with reviewing.

2

Why should the Mongol flute complain no willows grow? Beyond the Gate of Jade no vernal wind will blow.

姜笛何须怨杨柳，春风不度玉门关

春眠不觉晓，处处闻啼鸟， 夜来风雨声 花落知多少。

This spring morning in bed I’m lying, Not to awake till birds are crying. After one night of wind and showers, how many are the fallen flowers? 西安理工大学的特色 (Unique Style of Xi’an University of Technology) Website: http://www.xaut.edu.cn/ 在60年的建设与发展历程中，广大西安理工大人创造并弘扬了独具特色的理工文化，凝练了―育人为本、知行统一‖的办学理念，传承了―艰苦奋斗、自强不息‖的精神，形成了―团结、勤奋、求实、创新‖的优良校风，践行了―祖国、荣誉、责任‖的校训。 些独具特色的校园文化，构成了理工之魂，培养了一代代西理工优秀学子，促进了学校迅速发展。当前，学校正全面落实科学发展观，深化教育教学改革,认真实施《西安理工大学―十一五‖教育事业发展规划》，为把学校建设成以工为主、多学科协调发展的高水平教学研究型大学而努力奋斗,为中国的繁荣和发展做贡献. During the 60 years‘ construction and development term, the university created and carried forward the unique culture of its own, converged the educational philosophy of ―virtue-trained orientation and knowledge-practice integration‖, succeeded to and developed the spirit of ―arduously struggle and self-strengthen‖, achieved the moral of ―unite, diligently perform, seek for practicalness, and innovate‖, and materialized the motto of ―homeland, honor and commitment‖. The distinctive culture is the soul of XAUT, nurturing one generation of her students after another to promote and upgrade herself. Currently it is energetically cashing the scientific development philosophy, vigorously deepening the teaching reform, keenly implementing ―the 11th 5 years planning for XAUT‘s educational cause ‖ in an attempt to tailor it into a higher level teaching-researching type university, giving priority to engineering and harmoniously developing multi-disciplines, for the sake of contributing to China‘s prosperity and development.

3

Why should the Mongol flute complain no willows grow? Beyond the Gate of Jade no vernal wind will blow.

姜笛何须怨杨柳，春风不度玉门关

春眠不觉晓，处处闻啼鸟， 夜来风雨声 花落知多少。

This spring morning in bed I’m lying, Not to awake till birds are crying. After one night of wind and showers, how many are the fallen flowers?

Unit 1 Part 1

Survey World Economy in 2007

Notwithstanding the recent bout 回合 of financial volatility 金融波动, the world economy still looks well set for 准备 continued robust growth in 2007 and 2008. While the U.S. economy has slowed more than was expected earlier, spillovers 溢出 have been limited, growth around the world looks well sustained, and inflation risks have moderated. Overall risks to the outlook seem less threatening than six months ago but remain weighted on the downside继续沿下降趋势行进, with concerns increasing about financial risks. 1. Global Economic Environment全球经济环境

The global economy expanded vigorously in 2006, growing by 5.4 percent. In the United States, the expansion slowed in the face of headwinds逆风 from a sharp downturn in the housing market, but oil price declines since August have helped to sustain consumer spending.In the euro area, growth accelerated to its fastest pace in six years as domestic demand strengthened. In Japan, activity 活动性，活力 regained traction 牵引toward year-end, after a soft patch in midyear.

Among emerging market and developing countries, rapid growth was led by China and India, while momentum 动力，势头 was sustained across other regions as countries benefited from high commodity prices and continued supportive financial conditions. Strong growth and rising oil prices in the first half of 2006 raised concerns about 关心通货膨胀inflation, but pressures have moderated with the decline in oil prices since August. Against the background of strong growth and reduced concerns about inflation, global financial market conditions have generally been buoyant愉快的. Despite a bout of financial volatility in February–March 2007, and rising concerns about the U.S. sub-prime mortgage market 美国次贷抵押市场, equity markets remain close to all-time highs 高水平，快感, real long-term bond yields长期债券收益 have remained below long-term trends, and risk spreads 收益差 have narrowed in most markets. In foreign exchange markets, the U.S. dollar has weakened, mainly against the euro and pound sterling. The yen has also depreciated further, in part because prospects for continued low interest rates have encouraged capital outflows, although it recovered some ground in early 2007. The Chinese renminbi has declined modestly in real effective terms 实际汇率despite a mild acceleration in its rate of appreciation against the dollar与美元. The U.S. current account deficit rose to 6 percent of GDP in 2006, although the non-oil trade deficit declined as a percent of GDP as exports accelerated. Surpluses in Japan, China and the Middle Eastern oil-exporting countries increased further.

The major central banks have faced differing policy challenges in recent months. The U.S. Federal Reserve has kept policy rates on hold 推迟 since June 2006, seeking to balance risks from a cooling economy and lingering 停留concerns about inflation. The European Central Bank (ECB) and other central banks in Europe have continued to remove monetary accommodation 贷款，通融. The Bank of Japan has raised its policy rate very gradually since exiting its zero interest rate policy in July 2006. Some emerging market countries—including China, India, and Turkey—have also tightened 紧缩 monetary policy.

Advanced economies continued to make progress in strengthening their fiscal positions in 2006. Budget deficits were reduced substantially in Germany, Japan, and the United States. Fiscal gains largely reflected strong growth of tax revenues in the cyclical upswing.周期性上升.

4

Why should the Mongol flute complain no willows grow? Beyond the Gate of Jade no vernal wind will blow.

姜笛何须怨杨柳，春风不度玉门关

春眠不觉晓，处处闻啼鸟， 夜来风雨声 花落知多少。

This spring morning in bed I’m lying, Not to awake till birds are crying. After one night of wind and showers, how many are the fallen flowers?

Part 2

Establishing Business Relations建立贸易关系

To establish business relations with prospective 未来的交易商dealers is extremely significant for both a new dealer and an old one in enlarging扩展 their business scope（line）业务范围 and turnover 营业额. The fact that customers顾客意义重大 matter a lot is a watchword 暗语in business circles商界. Therefore, companies try every means手段 to secure all the necessary information about a new market and a new customer.

2.1 Importer Writes to Exporter 进口商写信给出口商

Dear Sirs;

We have obtained your address from the Commercial Counselor商务顾问 of your Embassy使馆 in London and are now writing you for the establishment of business relations.

E-commerce :电子商务； commercial商业的， 商务的; commercialize商业化;

We are very well connected with all the major dealers经销商 here of light industrial products, and feel sure we can sell large quantities of Chinese goods商品 if we get your offers 报价at competitive prices.竞争力的价格； competitive advantage:竞争优势；

As to our standing情况, we are permitted to mention the Bank of England, London, as a reference.资信证明人；

Please let us have all necessary information regarding关于，方面 your products for export. Yours faithfully,

Wang Fei

2.2 Self Introduction by Exporter出口商，出口国

Dear Sirs；

We write to introduce ourselves as one of the largest exporters, from China, of a wide range of Machinery and Equipment.机械设备

We enclose随附 a copy of our latest catalogue 最新的目录covering the details of all the items商品，物品 available可以获得的 at present, and hope some of these items will be of interest to you. It will be a great pleasure to receive your inquiries询价 for any of the items against which we will send you our lowest quotations最低的报价.

quote:报价； （offer）Company A quotes the lowest price for Benz Car with us. A公司向我们报奔驰轿车最低价格；

Should, by chance, your corporation not deal with经营，处理 the import of the goods mentioned above, we would be most grateful 不胜感激if this letter could be forwarded to the correct import corporation.进口公司

We are looking forward to your favorable and prompt reply.有利的迅速的回复；

5

Why should the Mongol flute complain no willows grow? Beyond the Gate of Jade no vernal wind will blow.

姜笛何须怨杨柳，春风不度玉门关

春眠不觉晓，处处闻啼鸟， 夜来风雨声 花落知多少。

This spring morning in bed I’m lying, Not to awake till birds are crying. After one night of wind and showers, how many are the fallen flowers?

Yours faithfully,

Wang Fei

2.3 Self Introduction by Manufacturer制造商

Dear Sirs,

We have learned from the China Daily, that you are a leading importer主要的进口商 of household家用的 electric appliances电器, and at present you are in the market for销售 Electric Fans.

We, therefore, take pleasure in informing you that we are an enterprise企业 manufacturing various electric fans and have recently produced a new model of gentle breeze electric fan entitled ―Chang Feng‖ whose quality质量 as well as functions功能 has been proved by a scrupulous test,一丝不苟的测试 and the design and colors have been clearly explained in our illustrated有插图的 catalog enclosed随附.

Considering the improvements it offers显现，报价，发盘, we believe you will find our ―Chang Feng‖ a very good seller 行销货in your market. If you have interest in dealing with做生意 us in ―Chang Feng‖ or other types of the goods shown in our catalogue, please inform us of your requirements together with your bank‘s name and address. For our credit standing信誉状况, please refer to the following bank: The Bank of China, Xi‘an Branch

Your immediate reply would be highly appreciated欣赏.

Yours faithfully,

Useful Sentences and Expressions

1. We are specialized in the above business and recall that many years ago, considerable business

was done with your country on such items.

我们专营上述业务，许多年前，我们同你们国家就上述商品做过大笔交易。

2. On the recommendation推荐 of Messers. J. Smith & Co., Inc., we have learned with pleasure

the name of your firm and shall be glad to enter into 建立 business relations with you. 承蒙史密斯公司介绍，得知贵公司名称，我们非常乐意与贵方建立贸易关系。

3. We are willing to enter into business relations with your firm on the basis of mutual相互的

benefit and exchanging交换 that one has for what one needs.

我们愿在平等互利、互通有无的基础上与贵公司建立业务关系。

4. As you are one of the leading importers in digital machine tools, we have pleasure in contacting

you in the hope of establishing business relations.

鉴于你们是数控机床的主要进口商之一，特此联系，盼能建立业务关系。

We avail ourselves of the opportunity 利用 to write to you and see if we can establish business relations with you.

我们利用此机会致函贵方以了解可否与贵方建立贸易关系。

6

Why should the Mongol flute complain no willows grow? Beyond the Gate of Jade no vernal wind will blow.

姜笛何须怨杨柳，春风不度玉门关

春眠不觉晓，处处闻啼鸟， 夜来风雨声 花落知多少。

This spring morning in bed I’m lying, Not to awake till birds are crying. After one night of wind and showers, how many are the fallen flowers?

5. Being closely connected with reliable wholesalers here, we shall be able to do considerable

import business with you.

我公司与此地可靠的批发商有密切联系，能与贵公司做可观的进口业务。

Unit 2 Part 1

Outlook and Risks 展望和风险

Global growth is expected to moderate to 4.9 percent in 2007 and 2008, some percentage point slower than in 2006. In the United States, growth is expected to come down to 2.2 percent this year, from 3.3 percent in 2006, although the economy should gather some momentum 动量 during the course of 在---期间 the year as the drag from the housing sector dissipates. Growth is also expected to ease 放缓 in the euro area, reflecting in part the gradual withdrawal of monetary accommodation and further fiscal consolidation. In Japan, the expansion is projected to continue at about the same pace as in 2006.Emerging market and developing countries are expected to continue to grow strongly, albeit 尽管 at a somewhat slower pace than in 2006. These economies will continue to draw support from benign global financial conditions and commodity prices that remain high notwithstanding recent declines. China‘s growth is projected to remain rapid in 2007 and 2008, albeit a little below the torrid pace in 2006, while India‘s economy should also continue to grow rapidly. Commodity-rich countries should continue to prosper.

The risks to the growth outlook are less threatening than at the time of the September

2006 World Economic Outlook, but are still tilted to （倾向于）the downside 向下降的趋势倾斜. Particular uncertainties include the potential for a sharper slowdown 减速 in the United States if the housing sector continues to deteriorate; the risk of a retrenchment from risky assets if financial market volatility were to rise from historically low levels; the risk that inflation pressures could revive as output gaps continue to close, particularly in the event of another spike in oil prices; and the low probability but high cost risk of a disorderly unwinding 解开（ai） of large global imbalances. A key question in assessing the risks to the outlook is whether the global economy would be able to ―decouple‖减弱震波 from the United States were the latter to slow down more sharply than projected. To date, the cooling of U.S. activity since early 2006 has had a limited

impact abroad beyond its immediate neighbors, Canada and Mexico. As discussed in Chapter 4, this

7

Why should the Mongol flute complain no willows grow? Beyond the Gate of Jade no vernal wind will blow.

姜笛何须怨杨柳，春风不度玉门关

春眠不觉晓，处处闻啼鸟， 夜来风雨声 花落知多少。

This spring morning in bed I’m lying, Not to awake till birds are crying. After one night of wind and showers, how many are the fallen flowers?

reflects a number of factors, including that the U.S. slowdown has been focused in the housing sector, which has relatively low import content; that spillovers from the United States are typically more muted 减弱的，缓和的 in the context of a mid-cycle slowdown than in a full-blown 盛开的，张满的 recession; and that the shock has been a U.S.-specific event rather than a common shock. Nevertheless, were the U.S. economy to slow sharply, this would have a more substantial impact on global growth.

From a longer-term perspective, developments that undermined the buoyant productivity performance of recent years would clearly have an adverse affect on global growth. Strong

productivity growth has been supported by a combination of technological progress, an increasingly open global trading system, rising cross-country capital flows, and more resilient 弹力的

macroeconomic policy frameworks and financial systems财政体制，金融体系. It is essential that these pillars 柱 remain in place, and that trends that could pose challenges to continued strong global economic performance—such as population aging and global warming—are adequately addressed.

One particular concern is that protectionist forces could undercut trade and foreign investment. If this happens, there is a danger that some of the gains from an increasingly integrated global economy will be reversed. We will discuss how the rapid growth of international trade and the

introduction of new technologies have fostered 促进，培养 an increasingly integrated global labor market that has produced gains in growth and incomes in both source and host countries, while at the same time affecting distributional outcomes. Against this background, more could be done to help those whose jobs may be particularly affected by recent trends in technology and trade, including through better education systems, more flexible labor markets, and welfare systems that cushion the impact of, but do not obstruct 阻碍, economic change.

Part two

Enquiries and Replies

1.1 Introduction A letter of enquiry asks someone for specific information具体的信息. In some cases, such as a request for promotional material促销材料, the recipient收信人 will have a clear interest in responding to回复 your letter. In other cases, such as a request for specific information on a product, the recipient may or may not be as motivated鼓励，激励 to respond quickly. Consequently, always make the tone语调，口气 of the letter friendly and make it easy for the recipient to identify识别 and provide the information you need. In international trade, enquiry is the requesting or asking for information from the buyer or seller on items产品 that will be purchased or sold. Enquiry is the beginning of a business deal商业交易 and it could be further classified into general enquiry and specific enquiry特殊询价.

Samples of enquiry 1.1

Dear Sir,

We are interested in buying large quantities of steel screws 螺丝钉in all sizes大小.

8

Why should the Mongol flute complain no willows grow? Beyond the Gate of Jade no vernal wind will blow.

姜笛何须怨杨柳，春风不度玉门关

春眠不觉晓，处处闻啼鸟， 夜来风雨声 花落知多少。

This spring morning in bed I’m lying, Not to awake till birds are crying. After one night of wind and showers, how many are the fallen flowers?

We would be obliged 感激的if you would give us a quotation一个报价 per kilogram千克 C&F Liverpool, England. It would also be appreciated欣赏 if you could forward samples and your price-list 价格表to us.

We used to purchase these products from other sources源泉. We may now prefer to 喜欢，宁愿，buy from your company because we understand that you are able to supply larger quantities更多数量 at more attractive prices吸引力的价格. In addition, we have confidence in 相信质量the quality of your products.

We look forward to hearing from you by return e-mail. Sincerely, Wang Fei 1.2

Golden Gate Engineering Prince Square, Prince Street, Kowloon

18 December 2007

ABC Inc.

Jubilee Building Silver Road Oxford, UK Dear Sir or Madam,

We learn from Thomas H. Jefferson of New York that you are producing hand-made gloves手套 in a variety of artificial leathers. There is a steady demand 稳定的需求here for gloves of high quality at moderate prices中等价格.

Will you please send me a copy of your glove catalogue目录, with details of your prices and terms of payment付款条件? I should find it most helpful if you could also supply samples of these gloves. --------好吗？will you---? Would you…?(better)

Yours faithfully,

Wang Fei 1.3

9

Why should the Mongol flute complain no willows grow? Beyond the Gate of Jade no vernal wind will blow.

姜笛何须怨杨柳，春风不度玉门关

春眠不觉晓，处处闻啼鸟， 夜来风雨声 花落知多少。

This spring morning in bed I’m lying, Not to awake till birds are crying. After one night of wind and showers, how many are the fallen flowers?

Dear Sir/Madam,

We happened to find rich information about 2008 IBM new products 新产品from your company‘s web page, and we developed great interest in these new wonders 奇迹of technology.

As we are planning to start 启动培训计划a training program about web technology, computers need to be installed 安装in our newly established lab. For this reason we have decided to place a group of these new series序列产品 with due预先考虑 consideration of the high reputation of your company and the high quality 高质量of your products. The first group will be 100 computers. If necessary, we will make a larger group next year.

Please give us detailed accounts详尽的叙述 concerning关于功能 functions of these new products and after-sale service. It will be better if a handbook 手册is provided on maintenance 维修and compatibility兼容性 of the computer as soon as possible.

We also need to know the price of each style 每一种风格and the terms of payment付款条件. Please take into consideration a proper discount 合适的折扣because it is a wholesale deal 批发交易and we desire a long-term cooperation长期合作.

We wonder if it is convenient for you to deliver发货 the goods to the headquarters of Xi‘an New Land Training School on May 31, 2007. We would like to express our gratitude表达我们的感激 for your kind consideration of the request. We look forward to your reply as soon as possible.

Yours sincerely,

Tony Lee

Useful Sentences and Expressions

1. Could you give us some idea about your price? 请介绍贵方的价格好吗? 2. Do you offer FOB （Free on board）or CIF （Cost, insurance and freight：成本、保险和运费）? 贵方报离岸价还是到岸价？;

3. How long does your offer remain valid/firm/open? 贵方的报价多长时间有效? Quotation; 4. Will you let us know what your terms of payment are? 能否告知贵方付款条件？

5. Please make us an offer within this month since we have made an inquiry for your products. 我方已对你们的产品进行询价，请在本月内给予报盘(价)。 6. Please send us your best offer by Internet stating payment terms and time of shipment. 请用互联网向我方报最优价，说明支付条件和装运期。

Translate the following letters into English.(Homework)

尊敬的先生:

谢谢你们9月25日的来信。

10

Why should the Mongol flute complain no willows grow? Beyond the Gate of Jade no vernal wind will blow.

姜笛何须怨杨柳，春风不度玉门关

春眠不觉晓，处处闻啼鸟， 夜来风雨声 花落知多少。

This spring morning in bed I’m lying, Not to awake till birds are crying. After one night of wind and showers, how many are the fallen flowers? 我公司专门从事服装贸易，欲购买各种规格的连衣裙。若能按附页所示品种报每打C.I.F. 温哥华价，将不胜感激。同时请将各种连衣裙的布样寄给我们。

得知贵公司是一家规模较大的企业，我方对贵方产品质量很有信心。如贵方价格适中，我们相信上述商品在我们地区会有很好的市场。

盼早复。

加拿大蒙特利尔服装有限公司

Unit 3 Part 1 Policy Issues

3.1 Advanced Economies

The major central banks face varying challenges in managing monetary policy, reflecting

differing cyclical positions and degrees of inflation pressure in their economies. In the United States, the Federal Reserve‘s approach of holding its rates steady remains appropriate for now, and the path of monetary policy should depend on how incoming data affect the perceived balance of risks between growth and inflation. In the euro area, with growth projected to remain close to or above potential and the possibility of some further upward pressure on factor utilization and prices, raising interest rates further to 4 percent by the summer would seem warranted. In Japan, monetary accommodation should be removed only gradually and on the basis of evidence confirming the continuing strength of the expansion.

Fiscal policy should be directed at achieving the necessary consolidation and reform to maintain viability 生存能力in the face of aging populations, while providing room for automatic stabilizers自动稳定器 to work as needed. Sustained progress toward fiscal consolidation will depend on fundamental reforms to contain increasing outlays as populations age, particularly in areas such as health care and pensions, and to avoid the erosion of revenue bases.

With expansions now firmly established, this is the time to further advance structuralreforms aimed at sustaining potential growth. A particular challenge is to ensure that adequate employment opportunities are created within the increasingly global economy and that the less well-off share more in the prosperity created by rising trade and the introduction of new technologies. Some

progress has been made in implementing productivity-enhancing reforms in the euro area and Japan, but more needs to be done, particularly in the services and financial sectors. There is also scope to improve the flexibility of the U.S. economy, including by reducing the close link between health care coverage and employment to increase labor mobility. 3.2 Emerging Market and Developing Economies

Many emerging market and developing countries face the challenge of maintaining stable macroeconomic and financial conditions in the face of strong foreign exchange inflows.

Exchange rates in several Asian countries have appreciated markedly over the past six months, but China would benefit from a more flexible regime 更加灵活的制度that provides a more secure basis for monetary policy management. In emerging Europe, policies need to minimize risks

11

Why should the Mongol flute complain no willows grow? Beyond the Gate of Jade no vernal wind will blow.

姜笛何须怨杨柳，春风不度玉门关

春眠不觉晓，处处闻啼鸟， 夜来风雨声 花落知多少。

This spring morning in bed I’m lying, Not to awake till birds are crying. After one night of wind and showers, how many are the fallen flowers?

associated with large current account deficits and rapid credit growth. In Latin America, the task is to consolidate recent progress toward strengthening public sector balance sheets. In

commodity-exporting countries, the rapid rise in export receipts and government revenues needs to continue to be carefully managed to avoid overheating.

Recent progress on structural reforms has generally been patchy 斑驳的 and the ―to do‖ list remains long. Further progress in liberalizing service sectors in Asia and elsewhere would help sustain and extend productivity improvements. Accelerating labor market reforms in Latin America would help boost the region‘s poor productivity performance. Establishing stable, transparent, and balanced regimes for infrastructure provision 基础设施的供给 and for the exploitation of natural resources would help to reduce risks of bottlenecks, corruption, and lack of investment that could prove to be serious impediments（e） to long-term growth.

Part 2

Quotations and Offers（报价和发盘）

1.1 Introduction

A quotation 报价is a formal statement正式的陈述 of promise (submitted 提交usually in response to a request for quotation) by potential supplier to supply the goods or services required by a buyer, at specified prices规定的价格, and within a specified period规定的时期. It may also contain terms 条件of sale and payment支付, and warranties担保. Acceptance接受 of quotation by the buyer constitutes an agreement 构成协议binding on 约束双方both parties. A quotation is a promise to supply goods on the terms条件 stated. It is not legally 法制地binding as a firm offer 实盘if the seller later decides not to sell unless it is part of a contract合同.

1.2 Samples (1)

Dear Sirs,

In reply to回复 your letter of 21 November, we have pleasure in enclosing附入 a detailed quotation for bathroom showers.

Besides those advertised广告 in the Builders‘ Journal学报，杂志, we also enclosed our illustrated有插图的 catalogue that shows various types of bathroom fittings 设施and the sizes available. Most types can be supplied from stock可以供应现货 while those marked with an asterisk （星号）should be allowed 45～60 days for delivery.发货

Building contractors承包人 in Hong Kong and Taiwan have found our equipment easy to install安装 and attractive. Naturally, all parts are replaceable可以替换的, and our quotation includes prices of spare parts零件. We can allow a 2% discount 折扣on all orders定单 of US$6,000 in value and over, and a 3% on orders exceeding US$20,000.

12

Why should the Mongol flute complain no willows grow? Beyond the Gate of Jade no vernal wind will blow.

姜笛何须怨杨柳，春风不度玉门关

春眠不觉晓，处处闻啼鸟， 夜来风雨声 花落知多少。

This spring morning in bed I’m lying, Not to awake till birds are crying. After one night of wind and showers, how many are the fallen flowers?

Any orders you place with us will be processed promptly. 向我方订购

Yours sincerely, Francesco Marani Sales Manager (2)

Dear Sirs,

We have received your address from Mr. Kevin Smith, a business acquaintance熟人 of ours in Ottawa who also informed us that you require a large amount of the items 产品we manufacture. Our company is very well known in more than European and other countries. During the past 10 years, we have been able to constantly expand our export program拓展出口项目. We are interested in gaining foothold立足处 in your country and offering our entire line of household appliances家庭的设备 on the market. In order to give you an idea of the capacity能力 of our organization, we are enclosing our comprehensive广泛的，综合的 illustrated brochure. We would be very pleased to receive an answer from you.

Sincerely yours, Michael xie

1.3 Useful words and expressions

(1) We find your quotation slightly higher than those we have received from other sources, and ask you to reduce your price to meet the competition.

我方发现你方报价比其它渠道略为偏高，请你方降价，以适应竞争。

(2) We are sorry to inform you that your price has been found uncompetitive, but we are still interested in doing business if you can bring down your price to an acceptable level. 很抱歉地通知，你方价格无竞争力，若能降低到我方可接受的价位，我们仍对交易感兴趣。 (3) You will see that our offer compares favorably with the quotations you can get elsewhere. 你方会发现我方报价低于其它报价。

(4) This quotation is based on expanding market and is competitive. 此报盘着眼于扩大销路而且很有竞争性。 (5) We quote this article at US$250 per M/T C&F. 我们报成本加运费价每公吨250美元。

Unit 4 Part 1

Multilateral Initiatives and Policies 多边的主动性和政策

Cooperative policy actions合作的政策行动 are necessary to support the smooth unwinding平稳的放松（ai） of large global imbalances 不平衡. Important elements元素 of such an approach—which are being discussed in the context of the IMF‘s国际货币基金组织 Multilateral Consultations—include efforts to raise saving in the United States, including through more

13

Why should the Mongol flute complain no willows grow? Beyond the Gate of Jade no vernal wind will blow.

姜笛何须怨杨柳，春风不度玉门关

春眠不觉晓，处处闻啼鸟， 夜来风雨声 花落知多少。

This spring morning in bed I’m lying, Not to awake till birds are crying. After one night of wind and showers, how many are the fallen flowers?

ambitious fiscal consolidation 财政巩固and steps to reduce disincentives to private savings; 私人储蓄advancing growth-enhancing reforms in the euro area and Japan; and measures to boost consumption and increase upward exchange rate flexibility in some parts of emerging Asia, especially China. Among Middle Eastern oil exporters 石油输出国, lower oil prices and increased spending are expected to reduce external surpluses, although there is still scope to continue to boost spending, subject to absorptive capacity constraints吸收能力约束.

Market-led movements 市场导向运动 in real effective exchange rates 实际有效汇率 could potentially play an important supportive role in the adjustment of global imbalances. Currency depreciation 贬值 could help to contain the output costs产出成本 that may accompany the demand rebalancing needed to lower current account deficits by encouraging a smooth shift 平稳过度 in resources across sectors部门. Encouragingly, we find that concerns about ―elasticity pessimism弹性悲观主义‖—that U.S. trade flows are unresponsive to real exchange rate changes—are exaggerated, consistent with 一贯的 the view that a real effective depreciation of the dollar over the medium term could contribute to reducing the

U.S. current account deficit. To be most effective, the counterpart to this realignment 再结盟of the U.S. dollar would be real exchange rate appreciations in countries with persistent current account surpluses, including China, Japan, and Middle Eastern oil exporters.

The recent revival in the Doha Round of multilateral trade negotiations is welcome. Reaching a Doha Round conclusion that achieves ambitious multilateral trade reform and further strengthens multilateral rules so as to reduce the risks of protectionism 保护主义风险 would provide an important boost to the global outlook. Prospects for a sustained global expansion and a gradual unwinding 放松 of global imbalances would also benefit from initiatives to remove obstacles to the smooth reallocation of resources in response to exchange rate movements, including through trade reform.

Part 2 Offers

1.1 Introduction

Offers are made when a seller promised to sell goods at a stated price and within a stated period of time.

An offer should include the following information: ⑴ an expression of thanks for the enquiry讯价, if any;

⑵ name of commodities, quality, quantity and specifications规格;

⑶ details of prices, terms of payment付款条件, commissions佣金 or discounts折扣, if any; ⑷ packing and date of delivery;包装和发货日期 ⑸ the validity of the offer.有效期

Generally, there are two kinds of offers—firm offers实盘 and non-firm offers虚盘. Firm offers will specify规定 the validity of the offer, and once the offer is accepted, the seller will not be able to draw back撤回 the offer, while non-firm offers do not have such binding force约束力. In most cases, offers are non-firm ones, which do not specify the validity of the offer, they may also keep some retain conditions保留条件 such as: the offer is subject to our final confirmation prior以前 sales.

14

Why should the Mongol flute complain no willows grow? Beyond the Gate of Jade no vernal wind will blow.

姜笛何须怨杨柳，春风不度玉门关

春眠不觉晓，处处闻啼鸟， 夜来风雨声 花落知多少。

This spring morning in bed I’m lying, Not to awake till birds are crying. After one night of wind and showers, how many are the fallen flowers?

1.2 Samples (1) Subject: Offer

Dear Sir,

This is to confirm确认，核实 your e-mail of 19 July 2008, asking us to make your firm offers向你们报实盘 for rice and soybeans大豆 CFR Singapore.

We e-mail you this morning offering you 300 metric tons of polished 完美的 rice at US$2400 per metric ton, CFR Singapore, for shipment during August/September 2008. This offer is firm, subject to the receipt of your reply before 30 July 2008.

Please note that we have quoted报 our most favorable price and are unable to entertain考虑 any counter offer还盘.

With regard to soybeans关于大豆, we advise you that the few lots批 we have at present are under offer. If, however, you were to make us a suitable offer, there is possibility of our supplying them.

As you know, recently there has been a heavy demand for these commodities and this has resulted in increased prices. However, you may take advantage of the strengthening market if you send an immediate reply.

Sincerely yours,

WangFei

（2）Asking for Lowering the Price

Dear Sirs,

RE: COUNTER-OFFER FOR SHOES

Thank you for your letter about the offer for the captioned Shoes products. Although we appreciate the quality of your shoes, their price is too high to be acceptable. Referring to the Sales Confirmation No.08SP-719, you will find that we ordered 1000 pairs of sport shoes with the same model as per the terms and conditions stipulated in that Sales Confirmation, but the price was 10% lower than your present price.

Since we placed the last order, price for raw materials has been decreased greatly. Retailing price for your shoes here has also been reduced by 5%. Accepting your present price will mean great loss to us, let alone profit. We would like to place repeat orders with you if you could reduce your price at least by 1.5%. Otherwise, we have to shift to the other suppliers for our similar request.

We hope you take our suggestions into serious consideration and give us your reply as soon as

15

Why should the Mongol flute complain no willows grow? Beyond the Gate of Jade no vernal wind will blow.

姜笛何须怨杨柳，春风不度玉门关

春眠不觉晓，处处闻啼鸟， 夜来风雨声 花落知多少。

This spring morning in bed I’m lying, Not to awake till birds are crying. After one night of wind and showers, how many are the fallen flowers?

Unit 7 Part 1

Japan: Lifetime employment and consensus decision making.

终生雇佣和集体抉择

Japan, one of the leading industrial 一流的工业国nations in the world, has adopted managerial practice管理实践that are quite different from those of other economically advanced 经济发达国家countries in the Western world. This discussion focuses on two common Japanese practices: lifetime employment and consensus decision making.

◢ Lifetime employment. Important features 重要的特征of Japanese management practice are lifelong employment终生雇佣 ( related to staffing function), great concern for the individual高度关心个体, and emphasis on seniority强调资历. Typically, employees spend their working life with a single enterprise单个企业, which in turn provides employees with security安全 and a feeling of belonging 安全和归宿感. This practice brings the culturally induced concept of wa (“Harmony和谐”) to the enterprise, resulting in employee loyalty 雇员的忠诚and close identification with the aims of the company 对公司目标的高度认同. However, it also adds to business costs 增加公司成本because employees are kept on the payroll 工资薄even though there may be insufficient work不充分的工作. Consequently结果, firms are beginning to question怀疑终生雇佣 the practice of lifelong employment.

Indeed, changes变化 appear to be in the making制造业, but they are show slow—very slow. What is often overlooked忽略, however, is that this “permanent永恒的” employment

26

Why should the Mongol flute complain no willows grow? Beyond the Gate of Jade no vernal wind will blow.

姜笛何须怨杨柳，春风不度玉门关

春眠不觉晓，处处闻啼鸟， 夜来风雨声 花落知多少。

This spring morning in bed I’m lying, Not to awake till birds are crying. After one night of wind and showers, how many are the fallen flowers?

practice, known as nenko, is used only by large firms大公司. And, even in these, by far not all employees 并非所有的员工都是终生的are “permanent”. In fact, it is estimated that the job security system applies to 工作保障制度适合1/3的劳动力only about one-third of the labor force.

Closely related to lifelong employment in the seniority system资历制度, which provides privileges优先权，特权 for older employees who have been with the enterprise a long time. But there are indications 暗示that the seniority system may be superseded 代替by a more open approach更加开放方法 that provides opportunities for advancement for young people. For example, the relatively new Sony Corporation has team leaders团队领导 (a point is made to not call them supervisors) who are often 18-and 19-year-old girls, with practically no age difference没有年龄差异between them and the operators they lead.

◢ Decision making 抉择. The managerial practice of decision making is also considerably different明显地不同 from that in the United States. It is built on the concept基于这个理念 that changes and new ideas should come primarily from below来自下面. Thus, lower-level

employees低层雇员 prepare proposals for higher-level personnel. Supervisors监督者, rather than 不是简单地simply accepting or rejecting suggestions, tactfully 有计谋地询问建议question proposals, make suggestions, and encourage subordinates鼓励下属. If necessary, proposals are sent back to the initiator 变革者为了获得信息for information.

Japanese management, then, uses decision making by consensus一致同意 in which lower-level employees initiate变革 the idea and submit 提交it to the next higher level until it reaches the desk of the top executive最高行政长官. CEO chief executive officer 首席执行官（行政长官）

If the proposal is approved 建议被批准, it is returned to the initiator 发起者，革新者for implementation执行. Although the decision-making process抉择的程序（过程） is time-consuming费时间的, the implementation抉择的执行 of the decision—because of the general consensus at various levels of management由于每个管理层的普遍同意—is swift快的 and does not require additional “selling.”额外的游说（说服）；

management communication 管理沟通。

An important characteristic of Japanese decision making is the great amount of effort 很多努力 that goes into defining 定义问题或者困难the question or problem（the heart of the problem困难的核心）; There is a great deal of communication 很多沟通before a decision is actually made. American managers are often accused of making decisions 美国经理被抱怨（起诉）在定义问题前作出抉择before defining the problem. In contrast相反, Japanese management管理者 makes a decision only after long discussions of the issue长时间讨论问题. Think before leap:三思而后行；

In summary, Japanese managerial practices are still marked具有----标志 (although there are many exceptions and changes are occurring) by lifetime employment, concern for the individual, emphasis on seniority, and a sense of loyalty to the firm. Furthermore而且, in decision making 抉择there is open communication沟通，交流 among people at different

27

Why should the Mongol flute complain no willows grow? Beyond the Gate of Jade no vernal wind will blow.

姜笛何须怨杨柳，春风不度玉门关

春眠不觉晓，处处闻啼鸟， 夜来风雨声 花落知多少。

This spring morning in bed I’m lying, Not to awake till birds are crying. After one night of wind and showers, how many are the fallen flowers?

levels 层面of the organizational hierarchy等级, a great deal of collaboration 合作, and recognition of mutual dependence相互依赖的认同.

a high spirit of teamwork:高度的团队精神；

One boy is a boy, two boys half a boy, and three boys no boy; Appendix 附录: International management and multinational corporations（MNC） 国际管理和跨国公司

International management focuses on the operation 经营of international firms in host countries东道国. It concerns 注意managerial problem related to the flow流of people, goods, and money, with the ultimate aim最终的目的是 being to manage better in situations that involve crossing national boundaries国家边界.

The environmental factors环境因素 that affect domestic firms 国内公司usually are more critical for international corporations operating in foreign countries. Managers have to interact with与---交道 employees who have different educational backgrounds 教育背景and value system 价值体系; They also must cope with different legal法制的, political, and economic factors. Thus, these environments understandably influence the way 方法managerial and enterprise functions 功能，作用 are carried out. Laws, labor law;

Part 2

Sales Confirmation and Purchase Contract

销售确认书和购买合同 1 Introduction

Business contract refers to the agreement协议 concluded达成 by both parties and enforceable强制实施的 by law, by which they mutually promise to sell or buy some particular commodity产品, transfer转让 or acquire a certain industrial property工业财产 or know-how专有技术, or render 提供or accept a certain service.

The formal written contract is adopted in import or export business. In some cases, it may take the form of 采取—形式the sales confirmation or purchase confirmation. The contract may be formal or informal, oral口头的 or written书面的, sealed 铅印的or unsealed, as is provided for规定 in the ―United Nations Convention on Contracts for the International Sale of Goods‖联合国国际货物销售合同公约. A contract of sale need not be concluded in or evidenced by writing and is not subject to any other requirement as to form关于形式. It may be proved by any means, including witnesses证据，约尾. But as to the formation of the contract, stipulations规定 vary from country to country. However, in China, the ―Law of Economic Contracts Involving Foreign Interests‖ 涉外经济合同法expressly stipulates规定 that the parties to the transaction交易 shall enter into建立协议 an agreement in writing on the contractual provisions合同条款 and duly sign it as conclusion of the business达成协议.

2. II Samples of sales confirmation 销售确认书

28

Why should the Mongol flute complain no willows grow? Beyond the Gate of Jade no vernal wind will blow.

姜笛何须怨杨柳，春风不度玉门关

春眠不觉晓，处处闻啼鸟， 夜来风雨声 花落知多少。

This spring morning in bed I’m lying, Not to awake till birds are crying. After one night of wind and showers, how many are the fallen flowers?

West China Import-Export Corporation

Sales Confirmation No. ABC20087 编号

Date: March 20th, 2007 Sign at: where

Seller: West China Import-Export Corporation

Address : No. 5 Rd. Golden Flower, Xi‘an, China Buyer: International Company

Address:Hamburger, Germany Fax: 011-6234525

The undersigned下面签名的 Seller and Buyer have agreed同意 to close达成 the following transaction交易 in conformity with与---一致 the terms and conditions specified 规定below: 1.Commodity 2.Specification

规格 Live eel 活的 鳝鱼

50 Kg克. per piece

3.Quantity

4.Unit price

5.Amount

Fax: 029-82312312

2,000 tons

US$1,000 per ton

US$2,000,000.00

With 5% more or less in amount and quantity allowed at the seller‘s option由销售方决定. 6. Total value: US$2, 000,000.00

7. Packing: 10 kg. in a can罐头 and 20 cans in a wooden case.木箱

8. Time of shipment装运时间: within 10 days after receipt of L/C收到信用证 allowing transshipment转运 and forbidding partial shipments分批装运. 9. Port of loading: Shanghai civil servant:公务员； 10. Port of destination: Hamburger目的港

11. Terms of payment付款条件: By confirmed保兑的, irrevocable不能撤消的, transferable可以转让的 and divisible可以分割的 letter of credit to be available by sight draft即期汇票 and to remain valid有效的 for negotiation议付 in China until the 15th day after the aforesaid time of shipment 12. Insurance保险 ：口covering all risks and war risk战争险 only ( excluding不包括 · R · C · C . riot civil commotion民变 ) as per根据 the China insurance Clauses条款.

口To be effected by the buyers.

29

Why should the Mongol flute complain no willows grow? Beyond the Gate of Jade no vernal wind will blow.

姜笛何须怨杨柳，春风不度玉门关

春眠不觉晓，处处闻啼鸟， 夜来风雨声 花落知多少。

This spring morning in bed I’m lying, Not to awake till birds are crying. After one night of wind and showers, how many are the fallen flowers?

13. Shipping mark: xxx； 运输（装运）标志

14. It is mutually相互地 agreed that the Inspection Certificate 检验证书quality and Quantity (Weight) is issued签发by the China Import and Export Commodity Inspection Quarantine Bureau检验检疫 at the port of shipment 装运港 shall be part of the documents单据 to be presented for negotiation under the relevant L/C. The Buyers shall have the right to re-inspect the Quality and Quantity (Weight) of the cargo货物.

The re-inspection fee费用 shall be borne承担 by the buyers. Should the Quality and / or Quantity (Weight) be found not in conformity with与—一致 that of the contract, the Buyers are entitled to 有权lodge提出 with the sellers a claim 提出索赔which should be supported by survey reports issued签发 by a recognized Surveyor检查员 approved同意 by the Sellers. REMARKS:备注

(1) The Buyers shall have the covering Letter of Credit reach the Sellers (or notify the Import

License许可 Number) before, otherwise the Sellers reserve the right to rescind废除 without further notice通知 or to accept whole or any part of this Sales Confirmation not fulfilled 完成by the Buyers, or lodge a claim for losses thus sustained导致 if any. (2) For transactions concluded达成 on C.I.F. basis it is understood that the insurance amount保险金额 will be for 120% of the invoice value发票值 against the specified in the Sales Confirmation. If additional insurance amount or coverage 险别is required, the buyers must have the consent of the Sellers before Shipment装船 and the additional premium保险费 is to be borne承担 by the Buyers. (3) Quality/Quantity discrepancy 差异: In case of万一 quality discrepancy, claims索赔 would be filed (lodge)提出by the Buyers within 3 months after the arrival of the goods at port of destination目的港, while of quantity discrepancy, claims should be filed by the Buyers within 15 days after the arrival of the goods at the destination. It is understood that the Sellers shall not be liable for 负责 any discrepancy of the goods shipped due to causes for which the Insurance Company, Shipping Company运输公司, other transportation organization/or Post office are liable负责任的. (4) The Sellers shall not be held liable for failure or delay in delivery 发送of the entire lot整批 or a portion of the goods under this Sales Confirmation on consequence of 由于 any Force Majeure不可抗拒的 incidents. (5) The Buyers are requested always to quote THE NUMBER OF THIS SALES CONFIRATION in the Letter of Credit信用证 to be opened开立 in favor of有利于，以---为受益人 the Seller. (6) Arbitration仲裁: All disputes争端 in connection with this Contract or the execution执行 thereof 其中shall be settled by negotiation协商，谈判 between two parties. If no settlement

30

Why should the Mongol flute complain no willows grow? Beyond the Gate of Jade no vernal wind will blow.

姜笛何须怨杨柳，春风不度玉门关

春眠不觉晓，处处闻啼鸟， 夜来风雨声 花落知多少。

This spring morning in bed I’m lying, Not to awake till birds are crying. After one night of wind and showers, how many are the fallen flowers?

解决方案 can be reached, the case in dispute shall then be submitted for arbitration in the country of defendant被告 in accordance with the arbitration regulations of the arbitration organization or the defendant country. The decision made by the arbitration organization shall be taken as final最终的 and binding upon约束 both parties. The arbitration expenses 费用shall be borne承担 by the losing Party unless otherwise awarded 裁决by the arbitration organization.

(7) The Buyers are requested to sign签字 and return one copy of this Sales Confirmation immediately after receipt收到 of the same. Objection 反对, if any , should be raised 提出by the Buyers within five days after the receipt of this Sales Confirmation, the absence 缺of which is understood that the Buyers have accepted the terms and conditions条款 of the sales Confirmation. The Sellers xxx

3.Useful sentences

(1) Insurance is a risk transfer mechanism, where the individual or the business enterprise can shift some of the uncertainty of life onto the shoulders of others. In return for a known premium, usually a very small amount compared with the potential loss, the cost of that loss can be transferred to an insurer. Without insurance, there would be a great deal of uncertainty experienced by an individual or an enterprise, not only as to whether a loss would occur, but also as to what size it would be if it did occur. Insurance is a social device in which a group of individuals transfer risk and provides for payment of losses from funds contributed by all members who transferred risk. Those who transfer risk are called insured. Those who assume risk are called insurers. 保险是一种风险转移机制。通过保险，个人或企业可以将生活中一些不确定因素转移给其他人。通过缴纳数量保险费和潜在损失相比，这通常是很小的一笔费用，这部分损失即可转移给承保人的费用。个人或企业如果不投保就会遭遇许多不确定的风险，不仅仅是否会发生损失不确定，而是一旦发生损失，程度会有多大也不确定。保险是一种社会机制，人们在此机制下转移风险，并从所有转移风险的成员所交纳的基金中提供损失赔偿金。转移风险的人称为投保人，承担风险的人称为承保人。

(2) A draft is either a sight draft or a usance draft (also called tenor draft or term draft). The former calls for immediate payment on presentation to the drawee while the latter is payable at a later date e.g. 30, 45, 60, or 90 days after sight or date. A draft is either clean (without documents) or documentary. In the latter case, the draft is accompanied by the relevant documents such as the bill of lading, the invoice, and the insurance policy etc. 汇票可以是即期汇票，也可以是远期汇票（也称为期票，英文为tenor draft或term draft），前者要求受票人见到汇票后立即付款，而后者则是晚些日子付款，如见票后或出票后30 天、45 天、60 天或90 天付款。汇票可以是光票（不

The buyers xxx

31

Why should the Mongol flute complain no willows grow? Beyond the Gate of Jade no vernal wind will blow.

姜笛何须怨杨柳，春风不度玉门关

春眠不觉晓，处处闻啼鸟， 夜来风雨声 花落知多少。

This spring morning in bed I’m lying, Not to awake till birds are crying. After one night of wind and showers, how many are the fallen flowers?

附单据）或跟单汇票。在后一种情况下，随同汇票一起的有相关的单据，如提单，发票，保险单等。

(3) In our world today, the multinational enterprises are very important vehicles for the transfer of resources across national boundaries. Given the organizational unity of parent and affiliates within such enterprises, and the fact that they are situated in different countries, intra-organization resource transfers between parent and affiliate or between affiliates of the same enterprise are also international transfers. Technology, capital and ready markets are sort of benefits multinational enterprises (MNEs) bring to less developed host countries. The MNE is considered to be the most effective vehicle for the promotion of global and national economic welfare.在当今世界里，跨国企业是一种可以跨越边界转移资源的非常重要的途径。考虑到母公司和子公司在组织内部是统一的且它们又位于不同的国家，这种公司内部的母公司和子公司之间或各子公司之间的资源交换便也是国际交换。技术、资本和现成的市场是跨国企业组织带给不发达国家的效益。跨国企业被认为是促进世界和各国经济发展的最有效的工具。

Unit 8 Part 1

Government and trade

It is in the 20th century that economists经济学家, politicians 政治家and the public at large终于 have come to recognize意识 the importance of government in the operation经营 of the economy. And no country in the world today permits an unregulated 没有规定的flow of goods and services 商品和服务流across its boarders边界. Central government commonly places restrictions on 限制进口imports and occasionally on exports出口. But, direct or indirect subsidies 补贴 frequently are given to industries 产业to enable them to compete with 与-----竞争foreign

32

Why should the Mongol flute complain no willows grow? Beyond the Gate of Jade no vernal wind will blow.

姜笛何须怨杨柳，春风不度玉门关

春眠不觉晓，处处闻啼鸟， 夜来风雨声 花落知多少。

This spring morning in bed I’m lying, Not to awake till birds are crying. After one night of wind and showers, how many are the fallen flowers?

production either at home or abroad. In general, government‘s influence on 对---影响foreign trade is exerted 实施，作用 in an attempt to satisfy 实现economic, social or political objectives.

Through 通过various ways, government‘s promoting 促进 export industries usually results in 导致the country‘s favorable balance of payments 有利的收支余额as well as its economic growth经济增长.

The government relations 政府关系should be an integral part整体的一部分 of the overall planning总体规划, strategy and execution执行 of marketing communications. Maybe overnight一夜之间的 changes in leadership, the opportunity has been turned over to competitors竞争者. So, it is smart business for a company to keep elected被选举的, appointed被任命的 and career官员 well informed of its activities and developments. Export boosters 出口支持

1. Presidents of all strips类型 are making exports a central part of their foreign policies对外方针

的中心部分. To name but a few:

● President Charles de Gaulle of France once refused to 拒绝meet a Japanese prime minister, dismissing him拒绝 as a ―transistor salesman‖

● Bill Clinton puts in a word with 与---说几句话the Saudi princes沙特王子, and snatches 截取an order定单 for Boeing波音 from under the nose of Europe‘s Airbus空客. Helmut Hohl 科尔flies to Beijing, becomes the western leader to inspect troops 检阅军队since 1989 and departs with 离开a stack of 一大把中德交易Sino—German trade deals; other Westerners fume怒斥----outwardly向外 about human rights, inwardly about lost business. ● French prime minister goes to Tokyo to sell helicopters.直升飞机

In a word, in the past few years of free market liberalism自由市场自由化, politician‘s enthusiasm热情 for promoting national exports has been growing, just as Clinton says: ‖cold war 冷战geopolitics地缘政治 has been replaced by geo—economics‖ 地缘经济学So, trade security安全 matters意义重大 as much as military 军事security. 2. How do governments promote exports? Governments have four main methods:

● Subsidize exporters 补贴出口商but this method is outlawed非法 under the rules of WTO. ● To find channels 渠道down which to pump筹集 money for exporters. Government can subsidize research and development研发. Under WTO rules, government may pay up to 75% of firm‘s industrial research costs研究成本, or half the cost of product development.产品开发。 ● To offer ―tied aid―联系支持 in which the recipient promises to buy goods from companies in the donor country. This is given foreign—policy as much for commercial reasons, and might be categorized as ―aid‖ not ―trade‖. In Dec. Last year the OECD 经济合作和发展组织adopted new guidelines on tied aid, aimed at ensuring that it is given only to projects that cannot be commercially financed 商业融资.

● Export credit guarantees 出口信贷担保: it insures exporters against the risk of default不履行 by their customers. 3. To sum up

Governments love to think, usually mistakenly, that their economies will be better off 好转if they help things along帮助 than if they leave well alone让其放任.Now that 既然they are renouncing（放弃） some forms of support for their industries against 应付international competition, they have eagerly embraced拥抱 another. The temptation 诱惑to meddle（干涉） seems always be

33

Why should the Mongol flute complain no willows grow? Beyond the Gate of Jade no vernal wind will blow.

姜笛何须怨杨柳，春风不度玉门关

春眠不觉晓，处处闻啼鸟， 夜来风雨声 花落知多少。

This spring morning in bed I’m lying, Not to awake till birds are crying. After one night of wind and showers, how many are the fallen flowers?

too great to resist.太大而不能抵制. Discuss the following questions:

1. Trade and politics can be separated or not.

2. To promote exports has always been one of the top priorities of most governments in the world.

Find out and discuss what the Chinese government has done to promote exports.

Part 2

PURCHASE CONTRACT

No. CDH-81620 Date: March 25th, 2007

The Buyer:

Natural Company, Ltd. U.S.A The Seller:

The China Agricultural Corporation

This Contract is made by and between the Buyer and the Seller, whereby the Buyer agrees to buy and the Seller agrees to sell the under-mentioned 下述的goods subject to the terms and conditions as stipulated hereinafter.

Name of Commodity and Specification: Datong Coat Quantity: 1,000 .00 M/T

Unit Price: US$ 1,200.00 per M/T Total Value: US$ 1200,000.00

Packing: One M/T coat in a barrel and 10 barrels in a carton Country of origin or Manufacturer: Datong Mine, Shanxi, China

Terms of Payment: After conclusion of business, the Buyer shall open with the Standardized Chartered Bank, an irrevocable Letter of Credit in favor of the Seller payable at the issuing bank against presentation of the shipping documents as stipulated under the General Terms and Conditions of this Contract after departure of the carrying vessel.

The said Letter of Credit shall remain in force till the 15th day after shipment.

Time of Shipment：Within 15 days after receiving the L/C. Port of Loading: Qing Dao Port of Destination: Seattle

Shipping Mark (s): On each package shall be stenciled conspicuously: port of destination, package number, gross and net weights and other terms.

(1) Other matters relating to this contract shall be dealt with in accordance with the General Terms and Conditions as specified overleaf, which shall form an integral part of this contract.

(2) This Contract is made out in Chinese and English, both versions being equally authentic. Supplementary Condition (s): (should any other clause in this contract in conflict with the following Supplementary Conditions, the Supplementary Condition (s) should be taken as final and binding). For all the matters in connection with the execution of this Contra after signing, the Seller shall approach directly the Buyer‘s Branch.

34

Why should the Mongol flute complain no willows grow? Beyond the Gate of Jade no vernal wind will blow.

姜笛何须怨杨柳，春风不度玉门关

春眠不觉晓，处处闻啼鸟， 夜来风雨声 花落知多少。

This spring morning in bed I’m lying, Not to awake till birds are crying. After one night of wind and showers, how many are the fallen flowers?

THE SELLER THE BUYER

Address：No.6 Yanxiang, Xi‘an, China Address: Gates City, Nevada, USA Telex：029-82312312

Telex: 6233091

E-maiL:natural@yahoo.com

E-mail:xiancoat@yahoo.com

GENERAL TERMS AND CONDITIONS (l) Shipping Documents:

The Seller shall present the following documents to the paying bank for negotiation: ● Full set clean-board-shipped Bill of Lading ● Invoice ● Packing list

● Inspection Certificate on Quality and Inspection Certificate on Weight ● Certificate of origin (2) Terms of Shipment：

The Seller shall ship the goods within the time stipulated in the contract. Transshipment is not allowed without the Buyer‘s permission. (3) Shipping Advice:

Immediately after completion of loading of goods on board the vessel the Seller shall advise the Buyer by fax or e-mail of the contract number, name of goods, quantity or weight loaded, invoice value, name of vessel, port of shipment, sailing date and port of destination.

Should the Buyer be unable to organize insurance in time owing to the Seller‘s failure to give the mentioned advice of shipment by fax or e-mail, the Seller shall be in charge of any and all damages and / or loss attributable to such failure. (4) Inspection:

In case the quality, quantity or weight of the goods be found not in conformity with those stipulated in this Contract after re-inspection by the U.S.A. Commodity Inspection and Quarantine Bureau within 60 days after arrival of the goods at the port of destination, the Buyer shall return the goods to or lodge claims against the Seller for compensation of losses upon the strength of Inspection Certificate issued by the said Bureau，with the exception of those claims for which the insurers or owners of the carrying vessel are liable.

35

Why should the Mongol flute complain no willows grow? Beyond the Gate of Jade no vernal wind will blow.

姜笛何须怨杨柳，春风不度玉门关

春眠不觉晓，处处闻啼鸟， 夜来风雨声 花落知多少。

This spring morning in bed I’m lying, Not to awake till birds are crying. After one night of wind and showers, how many are the fallen flowers?

All expenses (including inspection, and quarantine fees) and losses arising from the return of the goods or claims should be borne by the Seller. (5) Force Majeure:

The Seller shall not be responsible for late delivery or non-delivery of the goods owing to ―Force Majeure‖ causes , such as war, flood, fire , storm , heavy snow, earthquake, seaquake，etc. However , in such as cases，the Seller shall immediately inform the Buyer by e-mail or fax about the accident and furnish the Buyer with a certificate attesting such event or events.

If the ―Force Majeure‖ cause lasts over 60 days, the Buyer shall have the right to terminate the Contract or the undelivered part of the Contract. (6) Claims:

Should the quality, quantity and /or weight be found not in conformity with those stipulated in this Contract, aside from those usual natural changes of quality and weight in transit and losses within the responsibility of the shipping company and /or insurance company，the Buyer shall have the right within 30 days after the arrival of the goods at the port of destination, to lodge claims concerning the quality, quantity or weight of the goods, but the Buyer should provide the Seller with the certificates issued by the concerned Inspection and Quarantine Organization. (7) Arbitration:

All disputes in connection with this Contract or the execution thereof 它的，其 shall be amicably settled through negotiation. In case of no settlement can be reached between the two parties, the case under dispute shall be submitted to the Foreign Trade Arbitration Commission of the China Council for the Promotion of International Trade for arbitration. Arbitration shall take place in Beijing, China and shall be executed in accordance with the Provisional Rules of Procedure of the said commission, and the decision made by the commission shall be accepted as final and binding upon both parties.

Unit 9

Part 1 Business Negotiation 商务谈判

Negotiations: Mr. Goodwin makes an offer发盘，报价

Parker: Pacific Industries and Sinochem have entered into 开始，进行negotiations for a new contract. A number of problems with supply under the old contract brought up 提出 by Li Wei, have been quickly resolved, so that, at last, discussion of the new contract can begin.

36

Why should the Mongol flute complain no willows grow? Beyond the Gate of Jade no vernal wind will blow.

姜笛何须怨杨柳，春风不度玉门关

春眠不觉晓，处处闻啼鸟， 夜来风雨声 花落知多少。

This spring morning in bed I’m lying, Not to awake till birds are crying. After one night of wind and showers, how many are the fallen flowers?

Li: Gentlemen, as usual our discussions proceed 进行，继续quickly and with a maximum of agreement最大限度的同意 on both sides. I‘m very happy with the frank exchange of views坦白的交流观点. This has led to a much better understanding and will most certainly facilitate促进 our discussions. You‘ve been quick in resolving problems arising from the old contract, and I think it is time now to talk about a new supply一个新的供给.

Goodwin: I‘m glad to hear it. I feel better now that those problems have been cleared up解决，澄清. I don‘t want them to stand in the way of 阻碍our negotiations. Now, just how do you want to proceed? I‘m willing to discuss supply in any way you want你希望的任何方法. Li: I‘d like to hear your proposals.

Goodwin: All right, let‘s take it from the top从头开始. The market situation市场行情 has changed somewhat since we signed our last contract. You know that, and I know that. Urea [ju‘ri: ?] is manufactured from natural gas天然气, as you know, and the price of natural gas has gone up 3% since July of last year. Additionally, the Canadian dollar加元 has dropped下降 from 77.8 to 73.1, thereby raising the price of domestic production of gas. On top of 除—以外this, labor costs have gone up 2% because of the new labor contract新的劳动合同 signed last August, and transportation costs are up as well. Mr. Parker will be pleased to translate转换成 all this into dollars and cents if you wish. He has done his homework. Will you pass your report to Madam Li, David? Li: Thank you, Mr. Parker.

Goodwin: Just before we left Vancouver, we signed a contract for the same quality of urea at $135 per metric ton F.O.B stowed包括理船费再内的离岸价格. You know, too, that at this moment the market is advancing行情看涨.

Li: Well, I suppose there are two ways of looking at the market, Mr. Goodwin. The way I read it看它 at the moment, the market has been greatly affected by the world economic recession世界经济萧条. And money is tight紧缩银根. Moreover, the price of food grain谷物 is falling sharply. This situation affects, in turn, the use of fertilizer肥料的使用. Hence, as I look at the market, I see that there is more urea available than is actually needed. The market is weak市场疲软, and all economic indicators经济指标 point to a fall in prices.

Goodwin: I speak with some knowledge with respect to关于，谈到 the manufacturer of urea fertilizer. It is axiomatic自明的，格言的[,?ksi:?'m?t?k]that manufacturers will not continue to produce urea if they are unable to meet their production costs. It is a fact of life. When costs exceed profit, production either diminishes减少 at once or stops altogether. Thus, the notion观点 of a glut饱和 of urea on the market is theoretical理论上的.

Li: Overproduction生产过剩 nonetheless 但是，虽然如此 remains a fact. If one producer shuts down关闭 production, another `rushes to fill the gap. It is a fact that the international market reflects the relationship between supply and demand.

Goodwin: Yes, indeed. Our views on the matter, however, seem diametrically 直接地 opposed. You see the market going down. I see it going up. You see it from the viewpoint of the buyer买者的角度. I see it from that of the seller. Well, let that rest 放一放for the moment. Let‘s put aside 放在一边our views on futures and talk about this contract, shall we? I‘m quite prepared to offer you a quotation报价 which is based upon the prevailing international market price.当前世界市场价格 Li: Fine, let‘s hear it.

Goodwin: Now, I want you to know that I‘m making this offer发盘，报价 with a view to 目的是expanding our business relationship. This then is my offer. I will deliver to you 120,000 metric tons

37

Why should the Mongol flute complain no willows grow? Beyond the Gate of Jade no vernal wind will blow.

姜笛何须怨杨柳，春风不度玉门关

春眠不觉晓，处处闻啼鸟， 夜来风雨声 花落知多少。

This spring morning in bed I’m lying, Not to awake till birds are crying. After one night of wind and showers, how many are the fallen flowers?

of urea in six equal monthly installments分期交付 beginning next July. The urea will be packed in new polywoven bags and will be the same as those in our previous contract, number C70084.

Li: Thank you for your offer发盘, Mr. Goodwin. You can depend on us. We will give your offer serious consideration. When do you expect an answer? Goodwin: As soon as possible. Will tomorrow be all right? Li: I‘ll try. Goodwin: fine.

Part 2

Negotiations: Li wei makes a counter—offer还盘

Parker: Yesterday, John Goodwin made an offer to sell urea fertilizer to Sino-chem for $135. The offer, he said, was based upon an experimenting market实际的，实验的 and was competitive. There was some discussion about market futures市场未来, upon which Li Wei and John Goodwin found little to agree. Today, we look forward to response to our offer in the form of易、以 形式 a counter—offer还盘.

Li: Good morning, gentlemen. Both: Good morning.

Li: Well, I have discussed your offer with my colleagues同事 and I have to be very honest with对---很诚实 you. We find the price you quoted rather on the high side太高. I am saying this because we have received offers recently, most of which are below 125 US. Dollars. As I said yesterday, we think supply will continue to exceed demand and prices will continue their downward trend下降的趋势. A discussion of this kind, of course, requires thinking in terms of future developments未来的动态, and so you‘ll understand that we have to take the decline price下降的价格 into consideration in our negotiations.

Goodwin: I should have thought my offer was reasonable. Mr. Parker gave you to a fact sheet 情况说明书to explain our costs of manufacture. You will see from the fact sheet情况说明书 that my offer was based on reasonable profit合理的利润, not upon wild speculation漫天要价. Well, anyway, let us have your counter—offer. This is, after all, a part of negotiations. Are you prepared to come up with a figure提出一个价格?

Li: Yes, I am. As a matter of fact, only yesterday we concluded a deal达成交易 for the same urea fertilizer as yours at the price of $125. Considering our good relationship良好的关系 over the past years, however, we are willing to take considerable risk with a falling market and make a counter—offer to you of $125 per metric ton F.O.B. stowed.(包括理舱费在内)

Goodwin: I appreciate your counter-offer but find it too low. The contract you signed签定 yesterday I can only conclude was made with a broker中间商 and for a small amount. In such arrangements, of course, there might be little guarantee没有担保 of delivery发货 and problems of quality could be much more serious than the one we discussed the other day and if it is in the interest of the supplier not to deliver at all, he might even break the contract. We are talking about the supply of urea fertilizer in terms of large quantity and over a long period. This is a serious business arrangement. You know you can count on依靠，指望 Pacific Industries to provide you with a

38

Why should the Mongol flute complain no willows grow? Beyond the Gate of Jade no vernal wind will blow.

姜笛何须怨杨柳，春风不度玉门关

春眠不觉晓，处处闻啼鸟， 夜来风雨声 花落知多少。

This spring morning in bed I’m lying, Not to awake till birds are crying. After one night of wind and showers, how many are the fallen flowers?

reliable product值得信赖的产品 and deliver 发货 at the exact time as specified规定 in the contract.

Li: Yes, honouring the contract and keeping one‘s words守合同，重信用 are the basis of good business and also for developing good trade relations贸易关系. I think we can agree on商定 this, Mr. Goodwin. However, once again I feel I must point out to you that in a period when supply exceeds demand, the larger the quantity offered, the more competitive具有竞争力的 the price should be. At the moment, I‘m afraid I don‘t find your price competitive at all. Goodwin: well, then, let me be competitive. I‘ll respond to反映，回复 your conter-offer by reducing our price by $2，what do you to that?135-133 ?? 125 Li: That‘s not much of an improvement改善.

Goodwin: well, then, I would appreciate it不胜感激 if you would make a corresponding move.做出相应的行动；

Li: You will appreciate that I have not the latitude of movement行动的幅度 that you have in these matters. But I am willing to go up to $125.50.

Goodwin: Your counter—offer is much more modest少的 than mine and, moreover, keeps the price close to 靠近 the costs of production. I cannot return to my Board 董事会with these terms条款. Li: I‘m sorry to hear it, Mr. Goodwin. I thought I had made a fair offer一个公平的报价. It was a higher price than we offered to the other suppliers. Goodwin: Where do we go from here?

Li: Well, we‘ve been working very hard. We deserve a little relaxation值得去放松, don‘t you think? Why don‘t we take a day off? The weather‘s delighted, things are turning green. I think it‘s time we went out to see the Wall.

Goodwin: That sounds like a good idea. I wonder if we might invite Emily alone.

Li: Of course! Will you ask her for me? I‘d love to have her along叫她同行. I‘ll be around tomorrow morning. Will eight o‘clock be too early? Goodwin: that‘s fine. We‘ll be already准备好的.

Unit 10 Part 1

Negotiations: An agreement is reached达成

Parker: We returned from our visit to the Great Wall refreshed and anxious to return to the bargaining table 谈判桌. I wasn‘t able to sleep much that night because it seemed to me it was going to be difficult to come to an agreement on price. John Goodwin, however, meets me early in the morning looking well—rested and confident. We have breakfast together and drive back to the Import Building for another round 回合of negotiation. Li: Good morning. Both: Good morning.

Li: Well, I hope you enjoyed a short recess from our hard work. It‘s nice to get out into the country when the weather improves.

39

Why should the Mongol flute complain no willows grow? Beyond the Gate of Jade no vernal wind will blow.

姜笛何须怨杨柳，春风不度玉门关

春眠不觉晓，处处闻啼鸟， 夜来风雨声 花落知多少。

This spring morning in bed I’m lying, Not to awake till birds are crying. After one night of wind and showers, how many are the fallen flowers? recess [ri'ses] n.(工作或业务活动的)中止或暂停期间；学校的课间休息；壁凹; 壁龛；某物内部的凹形空间；遥远或隐秘的地方；vt.把某物放在墙壁的凹处；将(墙)做成凹形; 在(墙)上做壁龛 vi.休息; 休会; 休庭 Goodwin: We enjoyed the long walk along the Wall. The views were fascinating. You know, seeing the Wall only confirms my admiration [,?dm?‘re???n] for the ancient technology of the Chinese people.

Li: We have a proverb, ―Where there‘s a wall, there‘s a way.‖ I am wondering whether you have found a way of considering my offer.

Goodwin: I certainly have the will意志，决心, but I wonder if I‘ve found the way. Mr. Parker and I spent time last night trying out various options in an attempt to meet your counter—offer. I‘m afraid I‘ll disappoint you. You see, I made what I consider to be a reasonable offer based upon the rise in production costs and the continued fall in the exchange rate.

Li: Let me stay this about the falling Canadian dollar: we are both hurt by the rising U.S.dollar. We will have to pay more RENMIBI for U.S. dollars to buy fertilizer from you. Goodwin: I understand.

Li: Do you? Then you can see, Mr. Goodwin, that we have one wish, and that is to conclude this transaction in such a way that both sides are happy. What can you do to help?

Goodwin: The best I can do is further to reduce our price by 2% I have already reduced my price now by 4% and I should think we could strike a deal at $131.

Li: I do appreciate the effort you‘re making toward reaching an agreement, but honestly, the gap between your price and mine is still enormous. I really don‘t see how we can go above $126. Goodwin: We may bot be able to sell anything near that price. Li: That would be a pity, indeed.

Goodwin: One thing is unclear to me. I want to be certain that the quantity I offered you is acceptable.

Li: if that is a question, then the answer is yes. China is large country. A few hundred tons this way or that doesn‘t make much difference.

Goodwin: Fine, and what about the terms of delivery? Li: Acceptable.

Goodwin: Then the only thing in the way of signing this contract here and now is a measly $5 Come on, Let‘s meet each other half way. ['mi:zli]少得可怜的，微不足道的，患麻疹的。 Li: Do you mean that we should split the difference50—50? Goodwin: I couldn‘t have said it any better.

Li: I‘m in a different position, it‘s beyond my jurisdiction司法权. I will have to refer this matter to my superiors. Of course, I can‘t guarantee a quick decision.

Goodwin: Let‘s put it this way. I will be willing to absorb 60% of the difference, but only if you will absorb 40% Now, I have to confess承认 one thing. This is the bottom line. This is my rock bottom price. Anything lower than this and I will not be able to sign the contract.

Li: All right. I accept your offer of 120,00 m/tons of urea [j?'ri:?] at the price of $128 per metric ton F.O.B stowed. The terms and conditions will be the same as those in the previous contract. Now, will you draft the contract or shall I?

Goodwin: Mr. Parker is very good at these things. He‘ll draft the contract and bring it over 带来 to

40

Why should the Mongol flute complain no willows grow? Beyond the Gate of Jade no vernal wind will blow.

姜笛何须怨杨柳，春风不度玉门关

春眠不觉晓，处处闻啼鸟， 夜来风雨声 花落知多少。

This spring morning in bed I’m lying, Not to awake till birds are crying. After one night of wind and showers, how many are the fallen flowers?

you tomorrow afternoon. I‘ll sign it first, so it will only need your signature. Is all this agreeable 欣然同意的，惬意的to you?

Li: Very agreeable, Mr Goodwin. It will only take me a minute to sign it and send it on 邮寄， 发送back to you.

Goodwin: Good, well, let‘s shake hands on this. Li: Yes, by all means.当然可以

Part 2

Trade promotion

Goodwin: To sell a product, you have to inform others that the product exists. This is, of course, advertizing. Advertising can be an art or a science, depending on whether you want to appeal primarily to the senses or to the thought processes. Pacific Industries uses advertising for some of its products in Canada, and I wanted to find some way to advertise the same products in China. I spoke to Li Wei about this, and she introduced me to CCPIT for advice. Zhang: Welcome to C.C.P.I.T., Mr Goodwin. Goodwin: My pleasure. Mr. Zhang.

Zhang: Sit down, please. How about a cup of tea? Now, I understand you‘d like to know a little about us. Well, we‘re a non—governmental economic and trade organization which is made up of representatives from China‘s economic and trade circles.

Goodwin: I‘m sorry I haven‘t had time to pay you a visit. Perhaps you‘ve heard of Pacific Industries. We‘re one of the largest manufacturers of fertilizers in Canada and for the past five years we‘ve been doing a lively business with Sinochem. We seem to be doing quite well and now my company is thinking of expanding its business relations with China. I winder if you‘d be interested in helping us. Zhang：It would be a great pleasure. That‘s why we‘re here, Mr. Goodwin. Our sole purpose is to promote trade and economic and technological cooperation between China and the rest of the world. Goodwin: Sounds worthwhile, I must say. Zhang: We think so.

Goodwin: Now, let me briefly sketch out for you what we are interested in. If you want to sell something, you have to advertise it. We don‘t look upon advertising as something false, we see it as a way of telling the truth about our products. So, We would like to advertise our products to the Chinese consumer in order to increase our sales. We‘d like to explore the possibilities of holding exhibitions in China, and preferably among the very people who will use and benefit from the use of these products.

Zhang: Have you heard that the Canadian government will be organizing an industrial exhibition at the Beijing Exhibition Center next November?

Goodwin: Yes, someone at the Canadian Embassy talked about it the other day when I was there. Zhang: Well, the best way for you to exhibit would be to join this exhibition, wouldn‘t it?

Goodwin: I have something else in mind. Something like a small specialized exhibition which we would put on by ourselves. We would fund it ourselves and send out specialists to discuss our products with people here.

Zhang: Admirable! We‘ll do our best to help you. Goodwin: Thank you.

41

Why should the Mongol flute complain no willows grow? Beyond the Gate of Jade no vernal wind will blow.

姜笛何须怨杨柳，春风不度玉门关

春眠不觉晓，处处闻啼鸟， 夜来风雨声 花落知多少。

This spring morning in bed I’m lying, Not to awake till birds are crying. After one night of wind and showers, how many are the fallen flowers?

Zhang: Will you send us a written proposal? Goodwin: Yes. What should we say in it?

Zhang: Tell us there you‘d like to exhibit and describe the nature of the exhibits so we can forward the proposal to the relevant departments. Once your proposal is approved, we‘ll inform you about it so that you can proceed with all your preparations.

Goodwin: All right. I want this exhibition to be understood by the average person. I don‘t want it put in terms only an expert in the field can understand. I‘ll make sure the English is straightforward and I wonder if the literature can be put in straightforward Chinese?

Zhang: We‘ll do our best. It may take some time to do it. You should send the materials to us as soon as possible.

Goodwin: Consider it done.

Zhang: Fine. Once we come to agreement on these matters, we‘ll put you in touch with people in charge of such things as site leasing and transportation of exhibits, that sort of thing.

Goodwin: While we‘re talking about exhibits, I wonder if I could talk about another of my favorite ideas.

Zhang: By all means.

Goodwin: It‘s not enough to look at pretty pictures and play with exhibits. What I‘d like to do is hold meetings and symposia with interested Chinese chemists and technicians, and I‘d be happy to send over one or two of our technicians to meet their Chinese counterparts.

Zhang: An excellent idea. Now, would it be possible for you to send us a list of your proposed topics ahead of time so we can sound out the opinions of your prospective audience and tell you what they actually want to discuss?

Goodwin: Of course. We‘ll agree upon specific topics before my technicians arrive.

Zhang: That‘s a good idea. They can make sure they‘ll have what they need in the way of interpreters and overhead projectors, that sort of thing. Oh, yes and we can also see to it that rooms are booked for your technicians and activities arranged so they can enjoy their stay in China.

Goodwin: You‘ve been very helpful, Mr. Zhang. I‘ll keep in touch, before we leave China, we‘ll put all this down in writing and send you a copy.

It is unbearable to meet as well as depart （想见时难别亦难）;

42

Why should the Mongol flute complain no willows grow? Beyond the Gate of Jade no vernal wind will blow.

姜笛何须怨杨柳，春风不度玉门关

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