What about W.P.A.？
水漬險(xiǎn)呢？
W.P.A. has a broader coverage. It covers everything in F.P.A. plus partial loss caused by natural calamities.
水漬險(xiǎn)范圍廣一些，除了平安險(xiǎn)的范圍外，還包括自然災(zāi)害引起的部分損失。
And All Risks？
那么一切險(xiǎn)呢？
All Risks means WPA plus additional risks， or extraneous risks， risks not incidental to transport by sea.
一切險(xiǎn)就是水漬險(xiǎn)加上附加險(xiǎn)，附加險(xiǎn)即不是由于海上運(yùn)輸本身的特性所帶來的風(fēng)險(xiǎn)。
incidental ：作表語
~ （to sth） liable to occur because of sth or in connection with sth 易伴隨發(fā)生； 因相關(guān)而產(chǎn)生：
* the risks that are incidental to exploration 探險(xiǎn)時(shí)容易遇到的危險(xiǎn)
* additional responsibilities that are incidental to the job 做這項(xiàng)工作要承擔(dān)的額外責(zé)任
I see. Now， for this particular article， what risks do you usually cover？
我明白了。那么我們這批貨，你們通常投保什么險(xiǎn)呢？
I have to say that I know every little about this clause. Can you explain it a little？。
我得說我對(duì)這個(gè)條款了解很少。你能不能解釋一下？
clause： paragraph or section in a legal document （eg a will， contract or treaty） stating a particular obligation， condition， etc （在法律文件如遺囑、 合同或條約中， 陳述具體義務(wù)、 條件等的）段落或章節(jié)； 條款：
* There is a clause in the contract forbidding tenants to sublet. 合同中列有條款， 禁止承租人轉(zhuǎn)租。
OK.OMCC provides coverage of three basic， some additional risks and some special additional risks.
好的。《海洋運(yùn)輸貨物保險(xiǎn)條款》承保三種基本險(xiǎn)、一些附加險(xiǎn)和一些特殊附加險(xiǎn)。
The three basic risks are Free from Particular Average （F.P.A.）， With Particular Averaged （W.P.A.） and All Risks （A.R.）。
這三種基本險(xiǎn)是平安險(xiǎn)、水漬險(xiǎn)和一切險(xiǎn)。
What do they mean respectively？
它們分別是什么意思？
Well， roughly speaking， F.P.A. covers total loss resulting from both natural calamities and accidents， and partial loss caused by accidents.
大體上說，平安險(xiǎn)包括自然災(zāi)害和意外事故造成的全部損失和意外事故造成的部分損失。
calamity / kэl'жmэti； kэ`lжmэti/ n serious misfortune or disaster 災(zāi)禍； 災(zāi)難：
* The earthquake was the worst calamity in the country's history. 那次地震是全國有史以來最嚴(yán)重的災(zāi)難。
* （joc 謔） There are worse calamities than failing your driving test.
比起你駕駛考試不合格來說， 更大的災(zāi)難還多著呢。
calamitous / kэ'lжmitэs； kэ`lжmэtэs/ adj ~ （to sb/sth） involving or causing a calamity； disastrous 受災(zāi)的； 造成災(zāi)害的； 災(zāi)難的。
I'm afraid I’m not in a position to give you an answer. I'll have to consult our head office.
恐怕我無權(quán)給您答復(fù)，我得和我們總公司聯(lián)系一下。
Well， my head office says the best we can do is to accept 60 days L/C.
總公司說我們最多只能接受60天信用證。
60 days？ Thats all right.
60天？好吧。
But we wish to point out that it is only with a view to encouraging future deals with you that we are accommodating you this time.
但是我們想指出的是，我們只是為了鼓勵(lì)將來的交易才給你這個(gè)通融的。
We always insure our goods with the People's Insurance Company of China as per their Ocean Marine Cargo Clause， Jan.1， 1981 revision.
我們總是按照中國人民保險(xiǎn)公司1981年1月1日的《海洋運(yùn)輸貨物保險(xiǎn)條款》向他們投保。
I understand your position. But at the moment， I do have some difficulty.
我理解您。但目前我確實(shí)有困難。
I would like to bend the rules a little if possible.
如果可能的話，我是愿意通融一下的。
bend the `rules： （idm） change or interpret the rules， laws， etc in a way that suits oneself or the circumstances
（根據(jù)情況）放寬規(guī)定； 變通； 通融。
We'd be willing to give you a 10% down payment.
我們愿意先付10%的定金。
And the balance by 90 days L/C？
余額用90天信用證支付嗎？
the balance ： [sing] remainder of sth after part has already been used， taken， etc 剩余：
* The balance of your order will be supplied when we receive fresh stock.
貴方所訂購貨物之其余部分， 一俟我方進(jìn)貨即可供應(yīng)。
* When will you take the balance of your annual leave？ 你打算什么時(shí)候使用剩余的年假？
yes
是的。
Don't worry. We’re only asking for cash this time.
別擔(dān)心。我們只是這次要現(xiàn)金。
Well， I think I have no other choice.
那么，我只好答應(yīng)了。
Then that's settled.
好，就這么定了。
Yes. I have to admit that you are very astute.
只好這樣啦。我不得不承認(rèn)您很精明。
astute ： / э'stju：t； US э’stu：t； э`stut/ adj clever and quick at seeing how to gain an advantage； shrewd
精明的； 機(jī)敏的； 狡詐的：
* an astute lawyer， businessman， judge of character， etc 干練的律師、 精明的商人、 知人之明
* It was an astute move to sell just before prices went down. 正好在價(jià)格下跌前脫手， 真是精明之舉。
> astutely adv. astuteness n [U].
As this is the first deal between us， I hope we can trade on customary terms， i.e.，letter of credit payable against sight draft.
由于這是我們之間進(jìn)行的第一筆交易，我很希望能夠遵照慣例，也就是說，用即期信用證付款。
You don't mean to say you want cash， do you？
您不是在說您想要現(xiàn)金吧？
Actually， that's just what I wanted to say.
實(shí)際上，這正是我想要說的。
Don't you think a letter of credit is just as good as cash？ And you can discount it at any time， if you like.
您不認(rèn)為信用證跟現(xiàn)金差不多嗎？ 而且如果您愿意，什么時(shí)候都是可以貼現(xiàn)的。
The problem， you see， is that we are now at the turn of the century. We're worried about the millennium bug. To be on the safe side， I think cash is the only thing we can accept.
您知道，問題是我們正處在世紀(jì)之交，千年蟲讓我們擔(dān)憂。所以為保險(xiǎn)起見，我們只接受現(xiàn)金。
Will you still ask for cash in the future， I mean， after we enter the new century？
將來，我是說進(jìn)入新世紀(jì)以后，你們?nèi)匀灰F(xiàn)金嗎？
I'm sorry. I have to think it over. As you are probably aware， the international money market is not so stable nowadays.
很抱歉，我得好好考慮考慮。您可能有所警覺，當(dāng)前國際貨幣市場不太穩(wěn)定。
Don't you trust me？ I believe that our pleasant cooperation over the years has proved us trustworthy partners.
您難道不相信我嗎？我相信過去幾年的愉快合作已經(jīng)證明，我們都是值得信賴的業(yè)務(wù)伙伴。
Yes， I know it. But I'm not worrying about your reliability …
這我知道，但我擔(dān)心的不是你的信譽(yù)……
reliability ： state or quality of being reliable 可靠（性）； 可信（性）
Let's consider another way， say， letter of credit. Do you think that’s acceptable？
那么我們來考慮另一種方式，比如說信用證，您認(rèn)為可以接受嗎？
A letter of credit should have been all right. But as you know， interest rates are changing from minute to minute. And we can not be assured that …
信用證本來是可以的。但您知道，利率時(shí)刻都在變化，不能保證我們…
Then when is the earliest shipment we can expect？
那么最早什么時(shí)候可以裝運(yùn)呢？
By the middle of October， I think.
我想要到十月中旬。
It's too late. You see， November is the season for this commodity in our market， and our Customs formalities are rather complicated.
那太遲了。你知道，在我們那兒十一月是這個(gè)商品上市季節(jié)，另外我們的海關(guān)手續(xù)相當(dāng)復(fù)雜。
I understand.
我明白。
In terms of payment， would you like to accept D/P？
付款方式方面，您愿意接受付款交單嗎？
As I just said， it's a long-distance transportation. I really don’t want to take any chances.
我剛才說過，貨物要經(jīng)過長途運(yùn)輸，我實(shí)在不想任何冒險(xiǎn)。
You need have no fears about that.
你不用擔(dān)心。
Well， I suppose there is no other choice.
好吧，看來只能這樣了。
Now that we've settled the terms of payment， is it possible to effect shipment during September？
我們已經(jīng)談妥了付款條件。是否能在九月份裝運(yùn)？
now conj ~ （that）…… because of the fact （that）…… 由于……； 既然……：
* Now （that） you mention it， I do remember the incident. 經(jīng)你一提， 我想起那件事了。
* Now you've passed your test you can drive on your own. 你駕駛考試既已合格， 就可以獨(dú)自開車了。
I don't think we can.
我看不行。
But we're only talking about shirts. They’re not fragile goods. Besides， cartons are light and easy to handle.
但我們講的是襯衣。襯衣不是易碎物品。而且紙箱輕便，容易搬運(yùn)。
fragile： / 'frжd3ail； US -d3l； `frжd3эl/
Well， I just mean they're easily breakable.
我是說紙箱容易破裂。
There's no need to worry. We can reinforce the cartons with straps.
這個(gè)不用擔(dān)心。我們可以用條帶加固。
reinforce ： make （sth） stronger by adding material， etc （以添加材料等）加固（某物）：
* reinforce the sleeves of a jumper， eg with elbow patches 在套頭毛衣肘部加補(bǔ)釘
* reinforce a wall， bridge， dyke， etc 把墻、 橋、 堤壩等加固。
Look， these goods will have to go a long way before they arrive at our port. What if dampness gets into the package？
但這些貨物必須經(jīng)過長途運(yùn)輸才能抵達(dá)我港。包裝受潮怎么辦？
damp ：adj （-er， -est） not completely dry； slightly wet 不完全乾燥的； 潮濕的：
* damp clothes 潮濕的衣服 * a damp surface 潮濕的表面
* Don't sleep between damp sheets. 睡覺時(shí)不要用潮濕的被褥。
All the cartons are lined with plastic sheets， so they're absolutely water-proof， I can assure you.
所有紙箱都內(nèi)襯塑料袋，我可以保證絕對(duì)防水。
Most of them do. But the background color should be a little lighter.
大多數(shù)人是的。但底色好象應(yīng)該再淡一些。
No problem. What do you think of our logo？
好。你覺得我們的標(biāo)識(shí)怎么樣？
logo / 'lэugэu； `lo.go/ n （pl ~s） printed symbol designed for and used by a business， company， etc as its emblem， eg in advertising （企業(yè)、公司等的）專用標(biāo)識(shí)， 標(biāo)記， 商標(biāo)（如用于廣告中的）。
Very good. Maybe you should move it a little closer to the middle.
很好。再往中間靠一靠更好一些。
Alright. Do you have anything to say about the outer packaging？
好。外包裝如何？
You mentioned cartons， didn't you？ I’m afraid cartons are not strong enough.
你說的是紙箱吧？恐怕紙箱不夠牢固。
Please don't worry. All the bags are beautifully designed to come in line with the local market preference at your end.
沒問題。所有袋子都設(shè)計(jì)得很精美，符合你們當(dāng)?shù)厥袌龅目谖丁?BR> in line with sth： similar to sth； in accordance with sth 與某事物類似或一致：
* in line with the others/with the latest research 與其他的一致[根據(jù)最新的研究成果
Have you got any samples here？ I'd prefer to have a look.
這兒有沒有樣品？
Here you are.
請(qǐng)看。
It does look good. Especially the little swan.
確實(shí)漂亮。尤其是這個(gè)小天鵝。
Thank you. We understand that your people regard swans as a symbol of good luck.
多謝。我們聽說你們那兒的人把天鵝當(dāng)成幸運(yùn)物。 Waterloo bridge ： lucky charm
Thank you. Let's call it a deal.
謝謝。那么成交了。
Excellent.
太好了。
Can we discuss the packing today？
我們今天談一談包裝好嗎？
Sure. We usually pack our skirts individually in polythene bags， ten dozen to one carton.
好的。我們的襯衣通常每件單獨(dú)裝一塑料袋，10打裝一紙箱。
polythene / 'p） liθi：n； `palэθin/ n [U] type of plastic widely used in the form of flexible， often transparent， sheets for waterproof packaging， insulation， etc 聚乙烯：
[attrib 作定語] a polythene bag， cover 聚乙烯塑料袋、 套。
Acceptable. But please pay attention to the design of the inner packing. All the packages must be ready for window display.
好。但請(qǐng)注意內(nèi)包裝的設(shè)計(jì)，所有的包裝都必須適于櫥窗展示。
Oh， I'm afraid the price you give is too low. The best I can do is 2%.
哇，恐怕你給的價(jià)格太低了。我頂多降價(jià)2%.
You say 2% and I say 4%. How about splitting the difference and meeting each other half way？ Let's settle at 3%.
你說2%，我說4%，我們來折中一下，雙方各讓一半怎樣？就降3%吧。
split the `difference ： （when making a bargain） settle on an amount half-way between two proposed amounts （idm ）（講價(jià)時(shí)）各讓一步， 折中。
No. I'm afraid it’s still not acceptable.
不行，恐怕我還是不能接受。
What do you say to 2.5%， then？
2.5%怎么樣？
Hmm…I appreciate your efforts and sincerity in this transaction. As a token of our cooperation， we accept your bid.
噢……我非常感謝您在這筆生意中所做的努力和誠意。為表示我們愿意合作，我們接受您的遞價(jià)。
token / 'tэukэn； `tokэn/ n
1 sign， symbol or evidence of sth 表徵； 標(biāo)志； 證據(jù)：
* A white flag is used as a token of surrender. 白旗是用作投降的信號(hào)。
* These flowers are a small token of my gratitude. 謹(jǐn)以此花聊表謝忱。
2 disc like a coin used to operate certain machines or as a form of payment （用以啟動(dòng)某些機(jī)器或用作付款形式的）代幣， 專用輔幣： Tokens for the cigarette machine are available at the bar. 在柜臺(tái)可以買到供自動(dòng)售煙機(jī)使用的代幣。
* milk tokens， ie （in Britain） bought from the milkman and left on the doorstep to pay for the milk delivered 牛奶票（送奶人出售的票證， 購者用以付送奶費(fèi)， 可置于門外）。
3 （esp in compounds 尤用以構(gòu)成復(fù)合詞） voucher or coupon， usu attached to a greetings card， which can be exchanged for goods of the value shown 贈(zèng)券； 禮券：
* a 10 `book/`record/`gift token 金額10英鎊的書券[唱片券/禮券].
in token of sth as evidence of sth 作為某事的證據(jù)：
* Please accept this gift in token of our affection for you. 請(qǐng)接受這一禮物， 這是我們微薄的情意。
I'm sorry to say we can’t close business at that price. Aren't we old friends？
我很抱歉，以這樣的價(jià)格我們無法成交。我們都是老朋友了吧！
Well， in view of our good cooperation over the past years， we can take some considerations， but only for this order.
好吧，鑒于我們過去多年的友好合作，我們可以做些考慮，但盡限這批訂貨。
Then how much can you go down？
那么你能減多少？
1% off the original price.
原價(jià)的1%.
1%！ Your reduction is too modest. What about 4%？
1%！ 你的降價(jià)幅度太小了。4%怎么樣？
Other companies are also saying that their products are the best.
別的公司也都說他們的產(chǎn)品是的。
Let's meet each other half way. I’ll cut another 5%. That's definitely my rock bottom price.
我們來折中一下吧。我再降5%.這絕對(duì)是了。
rock-`bottom n [sing] （used without a/the 不用a/the） lowest point 最低點(diǎn)：
* Prices have reached rock-bottom. 物價(jià)已下降到最低點(diǎn)。
* [attrib 作定語] ，rock-bottom （ie bargain） `prices 最低的價(jià)格。
All right. That's settled.
好吧。就這么定了。
Unfortunately your price appears to be higher than ever.
很遺憾，您的價(jià)格比以往都高。
Yes， we know. Because of the price hike in raw materials， we were forced to adjust our prices accordingly.
是的，我們知道。但由于原材料漲價(jià)，我們不得不相應(yīng)調(diào)整產(chǎn)品的價(jià)格。
hike ： （infml 口） rise in prices， costs， etc （價(jià)格、 價(jià)值等的）提高， 增加：
* The union demands a 7% wage hike. 工會(huì)要求提高工資7%.
Then what's your idea of a good price？
那你覺得什么價(jià)格合適？
I would say 20% off the listed price.
標(biāo)價(jià)減20%.
Impossible. We won't make any profit at that price. 10% is the best we can do.
那不可能。這樣我們就無錢可賺了。最多降10%.
It's still too high.
還是太高。
Our quality is far beyond comparison. Besides， the market is advancing. Our goods can always find a good sale.
我們的質(zhì)量是無與倫比的。而且行情上漲，我們的貨物銷路一直很好。
We are surprised to find that your price is 25% higher compared with other companies.
發(fā)現(xiàn)你們的價(jià)格比其他公司的高25%，我們很吃驚。
25%？ You can't be serious！
25%？ 你不是開玩笑吧！
That has been confirmed by our survey. I'm afraid I’ll have to cancel the deal unless you reduce your price.
我們調(diào)查證實(shí)過了?？峙挛覍⒉坏貌蝗∠@筆生意，除非您降價(jià)。
But you know fully well that our product is of superior quality. Other products can't be compared with it.
但您很了解我們的產(chǎn)品質(zhì)量上乘，其他產(chǎn)品無法與之相比。
True. But it's also a fact that your price is too high.
是的。但您的價(jià)格太高了，這也是一個(gè)事實(shí)。
But even for such products we have minimum quality requirements that must be met.
即使是這些產(chǎn)品，我們也規(guī)定了必須達(dá)到的最低質(zhì)量要求。
Indeed， they are not bad， indeed. Do you do them in any other colours？
確實(shí)不錯(cuò)。還有其他顏色嗎？
Yes， there is dark blue， light grey， desert tan， all available in a full range of sizes.
有的，還有深藍(lán)、淺灰、土黃 — 這些顏色尺碼都齊全。
range [C] group or series of similar things； selection or variety 成套或成系列的東西； 種類：
* sell/stock a whole range of tools， dresses， foods 出售[備有]各種各樣的工具、 服裝、 食品
* The new model comes in an exciting range of colours. 這種新式樣有各種鮮艷的顏色。
* have a wide/narrow range of interests， hobbies， etc 興趣、 愛好等甚廣[不廣].
The color won't fade， will it？
不會(huì)褪色吧？
No， it'll last very well.
不，不會(huì)褪色。
If you can produce fashionable styles of such fine quality， your shoes will win great popularity in our market.
如果那么你們能生產(chǎn)品質(zhì)這么優(yōu)良款式有新穎的鞋子，它們在我們市場上將會(huì)大受歡迎。
popularity / .p）pju'lжrэti； .papjэ`lжrэti/ n
[U] quality or state of being liked or admired by many people 受大家喜愛或贊賞的性質(zhì)或狀態(tài)； 普及； 流行； 通俗性； 聲望：
* win/gain/enjoy/command the popularity of the voters 獲得廣大選民的擁戴
* His popularity among working people remains as strong as ever.
他在勞動(dòng)人民中一如既往聲望很高。
* Her books have grown in popularity recently. 她的書近來大受歡迎。
Quality is something we never neglect. Good quality ensures continued sales.
我們一直十分重視質(zhì)量。商品質(zhì)量好，才能不斷有銷路。
Indeed. I see you've got some nice walking shoes too.
確實(shí)是。我看你們還有些便鞋也挺不錯(cuò)。
They're remarkably comfortable. By the way， Mr. Smith， isn’t there room in your market for lower grade shoes？
這種鞋穿著非常舒服。順便問一下，史密斯先生，比較低檔的鞋在你們那里有銷路嗎？
room
~ （for sth） opportunity； scope 機(jī)會(huì)； 范圍：
* There's （plenty of） room for improvement in your work， ie It is not as good as it could be. 你的工作還有（許多）改進(jìn)的余地。
* There's no room for doubt，ie It is quite certain. 沒有懷疑的余地。
Even highly demanding markets require a wide range of quality and price levels for any group of products.
即使要求很高的市場對(duì)不同種類的商品，也需要有各種檔次的貨色和價(jià)格。
And durable as well.
而且也耐穿。
durable / 'djuэrэbl； US ’duэrэbl； `durэbl/ adj
lasting for a long time 持久的； 耐久的： a durable peace， friendship， settlement 持久的和平、 永恒的友誼、 永久的解決
* trousers made of durable material 耐穿的料子制成的褲子
* This varnish provides a durable finish. 這種清漆可作耐久的罩面漆。
> durability / .djuэrэ’bilэti; US .durэ’bilэti; .durэ`bilэti/ n [U].
durables n [pl] （also con，sumer `durables）
goods expected to last for a long time after they have been bought， eg vacuum cleaners
耐用品（如吸塵器）。
Oh， durability is not too important nowadays， especially for women's shoes， it’s a style conscious market.
噢，耐穿在當(dāng)今時(shí)代已經(jīng)不大重要了，尤其是女鞋，講究式樣翻新。
Yes， we've noticed that.
是的，我們已經(jīng)注意到了。
Some of your shoes are satisfactory to your domestic market， but they would need to be adapted for the export market or they wouldn't be acceptable.
你們的一些鞋，對(duì)你們國內(nèi)市場來說是不錯(cuò)的，但是作為外銷，就要有些改動(dòng)，要不然，國外不會(huì)接受的。
adapt
~ sth （for sth） make sth suitable for a new use， situation， etc； modify sth 使某事物適合于新的用途、 情況等； 修改某事物：
* This machine has been specially adapted for use underwater. 這機(jī)器是為水下使用而特別改裝的。 * These styles can be adapted to suit individual tastes. 這些式樣均可改動(dòng)以適應(yīng)個(gè)人不同的愛好。
We can produce shoes modeled after the fashions of different markets or according to buyers' samples.
我們能按不同市場的流行款式或客戶來樣，制作不同款式的鞋子。
Your L/C must be opened at least one month before the time of shipment， otherwise we wouldn't be able to catch the ship.
你方信用證必須在裝貨前一個(gè)月開出，否則我們將趕不上船。
No problem. I'll have the covering L/C opened as soon as I get back.
沒問題。我一回去，就馬上安排開立有關(guān)信用證。
Fine. I'm very glad our negotiations have arrived at a successful conclusion.
好，我很高興我們的談判取得了成功。
Me too. I hope this initial deal will result in further transactions between us.
我也是。我希望這首筆生意會(huì)帶來更多的交易。
result in sth have a specified effect or consequence 產(chǎn)生某種作用或結(jié)果：
* Our efforts resulted in success/failure. 我們的努力終于成功[失敗]了。
* The talks resulted in reducing the number of missiles/missile reduction.
談判結(jié)果削減了導(dǎo)彈數(shù)量。
水漬險(xiǎn)呢？
W.P.A. has a broader coverage. It covers everything in F.P.A. plus partial loss caused by natural calamities.
水漬險(xiǎn)范圍廣一些，除了平安險(xiǎn)的范圍外，還包括自然災(zāi)害引起的部分損失。
And All Risks？
那么一切險(xiǎn)呢？
All Risks means WPA plus additional risks， or extraneous risks， risks not incidental to transport by sea.
一切險(xiǎn)就是水漬險(xiǎn)加上附加險(xiǎn)，附加險(xiǎn)即不是由于海上運(yùn)輸本身的特性所帶來的風(fēng)險(xiǎn)。
incidental ：作表語
~ （to sth） liable to occur because of sth or in connection with sth 易伴隨發(fā)生； 因相關(guān)而產(chǎn)生：
* the risks that are incidental to exploration 探險(xiǎn)時(shí)容易遇到的危險(xiǎn)
* additional responsibilities that are incidental to the job 做這項(xiàng)工作要承擔(dān)的額外責(zé)任
I see. Now， for this particular article， what risks do you usually cover？
我明白了。那么我們這批貨，你們通常投保什么險(xiǎn)呢？
I have to say that I know every little about this clause. Can you explain it a little？。
我得說我對(duì)這個(gè)條款了解很少。你能不能解釋一下？
clause： paragraph or section in a legal document （eg a will， contract or treaty） stating a particular obligation， condition， etc （在法律文件如遺囑、 合同或條約中， 陳述具體義務(wù)、 條件等的）段落或章節(jié)； 條款：
* There is a clause in the contract forbidding tenants to sublet. 合同中列有條款， 禁止承租人轉(zhuǎn)租。
OK.OMCC provides coverage of three basic， some additional risks and some special additional risks.
好的。《海洋運(yùn)輸貨物保險(xiǎn)條款》承保三種基本險(xiǎn)、一些附加險(xiǎn)和一些特殊附加險(xiǎn)。
The three basic risks are Free from Particular Average （F.P.A.）， With Particular Averaged （W.P.A.） and All Risks （A.R.）。
這三種基本險(xiǎn)是平安險(xiǎn)、水漬險(xiǎn)和一切險(xiǎn)。
What do they mean respectively？
它們分別是什么意思？
Well， roughly speaking， F.P.A. covers total loss resulting from both natural calamities and accidents， and partial loss caused by accidents.
大體上說，平安險(xiǎn)包括自然災(zāi)害和意外事故造成的全部損失和意外事故造成的部分損失。
calamity / kэl'жmэti； kэ`lжmэti/ n serious misfortune or disaster 災(zāi)禍； 災(zāi)難：
* The earthquake was the worst calamity in the country's history. 那次地震是全國有史以來最嚴(yán)重的災(zāi)難。
* （joc 謔） There are worse calamities than failing your driving test.
比起你駕駛考試不合格來說， 更大的災(zāi)難還多著呢。
calamitous / kэ'lжmitэs； kэ`lжmэtэs/ adj ~ （to sb/sth） involving or causing a calamity； disastrous 受災(zāi)的； 造成災(zāi)害的； 災(zāi)難的。
I'm afraid I’m not in a position to give you an answer. I'll have to consult our head office.
恐怕我無權(quán)給您答復(fù)，我得和我們總公司聯(lián)系一下。
Well， my head office says the best we can do is to accept 60 days L/C.
總公司說我們最多只能接受60天信用證。
60 days？ Thats all right.
60天？好吧。
But we wish to point out that it is only with a view to encouraging future deals with you that we are accommodating you this time.
但是我們想指出的是，我們只是為了鼓勵(lì)將來的交易才給你這個(gè)通融的。
We always insure our goods with the People's Insurance Company of China as per their Ocean Marine Cargo Clause， Jan.1， 1981 revision.
我們總是按照中國人民保險(xiǎn)公司1981年1月1日的《海洋運(yùn)輸貨物保險(xiǎn)條款》向他們投保。
I understand your position. But at the moment， I do have some difficulty.
我理解您。但目前我確實(shí)有困難。
I would like to bend the rules a little if possible.
如果可能的話，我是愿意通融一下的。
bend the `rules： （idm） change or interpret the rules， laws， etc in a way that suits oneself or the circumstances
（根據(jù)情況）放寬規(guī)定； 變通； 通融。
We'd be willing to give you a 10% down payment.
我們愿意先付10%的定金。
And the balance by 90 days L/C？
余額用90天信用證支付嗎？
the balance ： [sing] remainder of sth after part has already been used， taken， etc 剩余：
* The balance of your order will be supplied when we receive fresh stock.
貴方所訂購貨物之其余部分， 一俟我方進(jìn)貨即可供應(yīng)。
* When will you take the balance of your annual leave？ 你打算什么時(shí)候使用剩余的年假？
yes
是的。
Don't worry. We’re only asking for cash this time.
別擔(dān)心。我們只是這次要現(xiàn)金。
Well， I think I have no other choice.
那么，我只好答應(yīng)了。
Then that's settled.
好，就這么定了。
Yes. I have to admit that you are very astute.
只好這樣啦。我不得不承認(rèn)您很精明。
astute ： / э'stju：t； US э’stu：t； э`stut/ adj clever and quick at seeing how to gain an advantage； shrewd
精明的； 機(jī)敏的； 狡詐的：
* an astute lawyer， businessman， judge of character， etc 干練的律師、 精明的商人、 知人之明
* It was an astute move to sell just before prices went down. 正好在價(jià)格下跌前脫手， 真是精明之舉。
> astutely adv. astuteness n [U].
As this is the first deal between us， I hope we can trade on customary terms， i.e.，letter of credit payable against sight draft.
由于這是我們之間進(jìn)行的第一筆交易，我很希望能夠遵照慣例，也就是說，用即期信用證付款。
You don't mean to say you want cash， do you？
您不是在說您想要現(xiàn)金吧？
Actually， that's just what I wanted to say.
實(shí)際上，這正是我想要說的。
Don't you think a letter of credit is just as good as cash？ And you can discount it at any time， if you like.
您不認(rèn)為信用證跟現(xiàn)金差不多嗎？ 而且如果您愿意，什么時(shí)候都是可以貼現(xiàn)的。
The problem， you see， is that we are now at the turn of the century. We're worried about the millennium bug. To be on the safe side， I think cash is the only thing we can accept.
您知道，問題是我們正處在世紀(jì)之交，千年蟲讓我們擔(dān)憂。所以為保險(xiǎn)起見，我們只接受現(xiàn)金。
Will you still ask for cash in the future， I mean， after we enter the new century？
將來，我是說進(jìn)入新世紀(jì)以后，你們?nèi)匀灰F(xiàn)金嗎？
I'm sorry. I have to think it over. As you are probably aware， the international money market is not so stable nowadays.
很抱歉，我得好好考慮考慮。您可能有所警覺，當(dāng)前國際貨幣市場不太穩(wěn)定。
Don't you trust me？ I believe that our pleasant cooperation over the years has proved us trustworthy partners.
您難道不相信我嗎？我相信過去幾年的愉快合作已經(jīng)證明，我們都是值得信賴的業(yè)務(wù)伙伴。
Yes， I know it. But I'm not worrying about your reliability …
這我知道，但我擔(dān)心的不是你的信譽(yù)……
reliability ： state or quality of being reliable 可靠（性）； 可信（性）
Let's consider another way， say， letter of credit. Do you think that’s acceptable？
那么我們來考慮另一種方式，比如說信用證，您認(rèn)為可以接受嗎？
A letter of credit should have been all right. But as you know， interest rates are changing from minute to minute. And we can not be assured that …
信用證本來是可以的。但您知道，利率時(shí)刻都在變化，不能保證我們…
Then when is the earliest shipment we can expect？
那么最早什么時(shí)候可以裝運(yùn)呢？
By the middle of October， I think.
我想要到十月中旬。
It's too late. You see， November is the season for this commodity in our market， and our Customs formalities are rather complicated.
那太遲了。你知道，在我們那兒十一月是這個(gè)商品上市季節(jié)，另外我們的海關(guān)手續(xù)相當(dāng)復(fù)雜。
I understand.
我明白。
In terms of payment， would you like to accept D/P？
付款方式方面，您愿意接受付款交單嗎？
As I just said， it's a long-distance transportation. I really don’t want to take any chances.
我剛才說過，貨物要經(jīng)過長途運(yùn)輸，我實(shí)在不想任何冒險(xiǎn)。
You need have no fears about that.
你不用擔(dān)心。
Well， I suppose there is no other choice.
好吧，看來只能這樣了。
Now that we've settled the terms of payment， is it possible to effect shipment during September？
我們已經(jīng)談妥了付款條件。是否能在九月份裝運(yùn)？
now conj ~ （that）…… because of the fact （that）…… 由于……； 既然……：
* Now （that） you mention it， I do remember the incident. 經(jīng)你一提， 我想起那件事了。
* Now you've passed your test you can drive on your own. 你駕駛考試既已合格， 就可以獨(dú)自開車了。
I don't think we can.
我看不行。
But we're only talking about shirts. They’re not fragile goods. Besides， cartons are light and easy to handle.
但我們講的是襯衣。襯衣不是易碎物品。而且紙箱輕便，容易搬運(yùn)。
fragile： / 'frжd3ail； US -d3l； `frжd3эl/
Well， I just mean they're easily breakable.
我是說紙箱容易破裂。
There's no need to worry. We can reinforce the cartons with straps.
這個(gè)不用擔(dān)心。我們可以用條帶加固。
reinforce ： make （sth） stronger by adding material， etc （以添加材料等）加固（某物）：
* reinforce the sleeves of a jumper， eg with elbow patches 在套頭毛衣肘部加補(bǔ)釘
* reinforce a wall， bridge， dyke， etc 把墻、 橋、 堤壩等加固。
Look， these goods will have to go a long way before they arrive at our port. What if dampness gets into the package？
但這些貨物必須經(jīng)過長途運(yùn)輸才能抵達(dá)我港。包裝受潮怎么辦？
damp ：adj （-er， -est） not completely dry； slightly wet 不完全乾燥的； 潮濕的：
* damp clothes 潮濕的衣服 * a damp surface 潮濕的表面
* Don't sleep between damp sheets. 睡覺時(shí)不要用潮濕的被褥。
All the cartons are lined with plastic sheets， so they're absolutely water-proof， I can assure you.
所有紙箱都內(nèi)襯塑料袋，我可以保證絕對(duì)防水。
Most of them do. But the background color should be a little lighter.
大多數(shù)人是的。但底色好象應(yīng)該再淡一些。
No problem. What do you think of our logo？
好。你覺得我們的標(biāo)識(shí)怎么樣？
logo / 'lэugэu； `lo.go/ n （pl ~s） printed symbol designed for and used by a business， company， etc as its emblem， eg in advertising （企業(yè)、公司等的）專用標(biāo)識(shí)， 標(biāo)記， 商標(biāo)（如用于廣告中的）。
Very good. Maybe you should move it a little closer to the middle.
很好。再往中間靠一靠更好一些。
Alright. Do you have anything to say about the outer packaging？
好。外包裝如何？
You mentioned cartons， didn't you？ I’m afraid cartons are not strong enough.
你說的是紙箱吧？恐怕紙箱不夠牢固。
Please don't worry. All the bags are beautifully designed to come in line with the local market preference at your end.
沒問題。所有袋子都設(shè)計(jì)得很精美，符合你們當(dāng)?shù)厥袌龅目谖丁?BR> in line with sth： similar to sth； in accordance with sth 與某事物類似或一致：
* in line with the others/with the latest research 與其他的一致[根據(jù)最新的研究成果
Have you got any samples here？ I'd prefer to have a look.
這兒有沒有樣品？
Here you are.
請(qǐng)看。
It does look good. Especially the little swan.
確實(shí)漂亮。尤其是這個(gè)小天鵝。
Thank you. We understand that your people regard swans as a symbol of good luck.
多謝。我們聽說你們那兒的人把天鵝當(dāng)成幸運(yùn)物。 Waterloo bridge ： lucky charm
Thank you. Let's call it a deal.
謝謝。那么成交了。
Excellent.
太好了。
Can we discuss the packing today？
我們今天談一談包裝好嗎？
Sure. We usually pack our skirts individually in polythene bags， ten dozen to one carton.
好的。我們的襯衣通常每件單獨(dú)裝一塑料袋，10打裝一紙箱。
polythene / 'p） liθi：n； `palэθin/ n [U] type of plastic widely used in the form of flexible， often transparent， sheets for waterproof packaging， insulation， etc 聚乙烯：
[attrib 作定語] a polythene bag， cover 聚乙烯塑料袋、 套。
Acceptable. But please pay attention to the design of the inner packing. All the packages must be ready for window display.
好。但請(qǐng)注意內(nèi)包裝的設(shè)計(jì)，所有的包裝都必須適于櫥窗展示。
Oh， I'm afraid the price you give is too low. The best I can do is 2%.
哇，恐怕你給的價(jià)格太低了。我頂多降價(jià)2%.
You say 2% and I say 4%. How about splitting the difference and meeting each other half way？ Let's settle at 3%.
你說2%，我說4%，我們來折中一下，雙方各讓一半怎樣？就降3%吧。
split the `difference ： （when making a bargain） settle on an amount half-way between two proposed amounts （idm ）（講價(jià)時(shí)）各讓一步， 折中。
No. I'm afraid it’s still not acceptable.
不行，恐怕我還是不能接受。
What do you say to 2.5%， then？
2.5%怎么樣？
Hmm…I appreciate your efforts and sincerity in this transaction. As a token of our cooperation， we accept your bid.
噢……我非常感謝您在這筆生意中所做的努力和誠意。為表示我們愿意合作，我們接受您的遞價(jià)。
token / 'tэukэn； `tokэn/ n
1 sign， symbol or evidence of sth 表徵； 標(biāo)志； 證據(jù)：
* A white flag is used as a token of surrender. 白旗是用作投降的信號(hào)。
* These flowers are a small token of my gratitude. 謹(jǐn)以此花聊表謝忱。
2 disc like a coin used to operate certain machines or as a form of payment （用以啟動(dòng)某些機(jī)器或用作付款形式的）代幣， 專用輔幣： Tokens for the cigarette machine are available at the bar. 在柜臺(tái)可以買到供自動(dòng)售煙機(jī)使用的代幣。
* milk tokens， ie （in Britain） bought from the milkman and left on the doorstep to pay for the milk delivered 牛奶票（送奶人出售的票證， 購者用以付送奶費(fèi)， 可置于門外）。
3 （esp in compounds 尤用以構(gòu)成復(fù)合詞） voucher or coupon， usu attached to a greetings card， which can be exchanged for goods of the value shown 贈(zèng)券； 禮券：
* a 10 `book/`record/`gift token 金額10英鎊的書券[唱片券/禮券].
in token of sth as evidence of sth 作為某事的證據(jù)：
* Please accept this gift in token of our affection for you. 請(qǐng)接受這一禮物， 這是我們微薄的情意。
I'm sorry to say we can’t close business at that price. Aren't we old friends？
我很抱歉，以這樣的價(jià)格我們無法成交。我們都是老朋友了吧！
Well， in view of our good cooperation over the past years， we can take some considerations， but only for this order.
好吧，鑒于我們過去多年的友好合作，我們可以做些考慮，但盡限這批訂貨。
Then how much can you go down？
那么你能減多少？
1% off the original price.
原價(jià)的1%.
1%！ Your reduction is too modest. What about 4%？
1%！ 你的降價(jià)幅度太小了。4%怎么樣？
Other companies are also saying that their products are the best.
別的公司也都說他們的產(chǎn)品是的。
Let's meet each other half way. I’ll cut another 5%. That's definitely my rock bottom price.
我們來折中一下吧。我再降5%.這絕對(duì)是了。
rock-`bottom n [sing] （used without a/the 不用a/the） lowest point 最低點(diǎn)：
* Prices have reached rock-bottom. 物價(jià)已下降到最低點(diǎn)。
* [attrib 作定語] ，rock-bottom （ie bargain） `prices 最低的價(jià)格。
All right. That's settled.
好吧。就這么定了。
Unfortunately your price appears to be higher than ever.
很遺憾，您的價(jià)格比以往都高。
Yes， we know. Because of the price hike in raw materials， we were forced to adjust our prices accordingly.
是的，我們知道。但由于原材料漲價(jià)，我們不得不相應(yīng)調(diào)整產(chǎn)品的價(jià)格。
hike ： （infml 口） rise in prices， costs， etc （價(jià)格、 價(jià)值等的）提高， 增加：
* The union demands a 7% wage hike. 工會(huì)要求提高工資7%.
Then what's your idea of a good price？
那你覺得什么價(jià)格合適？
I would say 20% off the listed price.
標(biāo)價(jià)減20%.
Impossible. We won't make any profit at that price. 10% is the best we can do.
那不可能。這樣我們就無錢可賺了。最多降10%.
It's still too high.
還是太高。
Our quality is far beyond comparison. Besides， the market is advancing. Our goods can always find a good sale.
我們的質(zhì)量是無與倫比的。而且行情上漲，我們的貨物銷路一直很好。
We are surprised to find that your price is 25% higher compared with other companies.
發(fā)現(xiàn)你們的價(jià)格比其他公司的高25%，我們很吃驚。
25%？ You can't be serious！
25%？ 你不是開玩笑吧！
That has been confirmed by our survey. I'm afraid I’ll have to cancel the deal unless you reduce your price.
我們調(diào)查證實(shí)過了?？峙挛覍⒉坏貌蝗∠@筆生意，除非您降價(jià)。
But you know fully well that our product is of superior quality. Other products can't be compared with it.
但您很了解我們的產(chǎn)品質(zhì)量上乘，其他產(chǎn)品無法與之相比。
True. But it's also a fact that your price is too high.
是的。但您的價(jià)格太高了，這也是一個(gè)事實(shí)。
But even for such products we have minimum quality requirements that must be met.
即使是這些產(chǎn)品，我們也規(guī)定了必須達(dá)到的最低質(zhì)量要求。
Indeed， they are not bad， indeed. Do you do them in any other colours？
確實(shí)不錯(cuò)。還有其他顏色嗎？
Yes， there is dark blue， light grey， desert tan， all available in a full range of sizes.
有的，還有深藍(lán)、淺灰、土黃 — 這些顏色尺碼都齊全。
range [C] group or series of similar things； selection or variety 成套或成系列的東西； 種類：
* sell/stock a whole range of tools， dresses， foods 出售[備有]各種各樣的工具、 服裝、 食品
* The new model comes in an exciting range of colours. 這種新式樣有各種鮮艷的顏色。
* have a wide/narrow range of interests， hobbies， etc 興趣、 愛好等甚廣[不廣].
The color won't fade， will it？
不會(huì)褪色吧？
No， it'll last very well.
不，不會(huì)褪色。
If you can produce fashionable styles of such fine quality， your shoes will win great popularity in our market.
如果那么你們能生產(chǎn)品質(zhì)這么優(yōu)良款式有新穎的鞋子，它們在我們市場上將會(huì)大受歡迎。
popularity / .p）pju'lжrэti； .papjэ`lжrэti/ n
[U] quality or state of being liked or admired by many people 受大家喜愛或贊賞的性質(zhì)或狀態(tài)； 普及； 流行； 通俗性； 聲望：
* win/gain/enjoy/command the popularity of the voters 獲得廣大選民的擁戴
* His popularity among working people remains as strong as ever.
他在勞動(dòng)人民中一如既往聲望很高。
* Her books have grown in popularity recently. 她的書近來大受歡迎。
Quality is something we never neglect. Good quality ensures continued sales.
我們一直十分重視質(zhì)量。商品質(zhì)量好，才能不斷有銷路。
Indeed. I see you've got some nice walking shoes too.
確實(shí)是。我看你們還有些便鞋也挺不錯(cuò)。
They're remarkably comfortable. By the way， Mr. Smith， isn’t there room in your market for lower grade shoes？
這種鞋穿著非常舒服。順便問一下，史密斯先生，比較低檔的鞋在你們那里有銷路嗎？
room
~ （for sth） opportunity； scope 機(jī)會(huì)； 范圍：
* There's （plenty of） room for improvement in your work， ie It is not as good as it could be. 你的工作還有（許多）改進(jìn)的余地。
* There's no room for doubt，ie It is quite certain. 沒有懷疑的余地。
Even highly demanding markets require a wide range of quality and price levels for any group of products.
即使要求很高的市場對(duì)不同種類的商品，也需要有各種檔次的貨色和價(jià)格。
And durable as well.
而且也耐穿。
durable / 'djuэrэbl； US ’duэrэbl； `durэbl/ adj
lasting for a long time 持久的； 耐久的： a durable peace， friendship， settlement 持久的和平、 永恒的友誼、 永久的解決
* trousers made of durable material 耐穿的料子制成的褲子
* This varnish provides a durable finish. 這種清漆可作耐久的罩面漆。
> durability / .djuэrэ’bilэti; US .durэ’bilэti; .durэ`bilэti/ n [U].
durables n [pl] （also con，sumer `durables）
goods expected to last for a long time after they have been bought， eg vacuum cleaners
耐用品（如吸塵器）。
Oh， durability is not too important nowadays， especially for women's shoes， it’s a style conscious market.
噢，耐穿在當(dāng)今時(shí)代已經(jīng)不大重要了，尤其是女鞋，講究式樣翻新。
Yes， we've noticed that.
是的，我們已經(jīng)注意到了。
Some of your shoes are satisfactory to your domestic market， but they would need to be adapted for the export market or they wouldn't be acceptable.
你們的一些鞋，對(duì)你們國內(nèi)市場來說是不錯(cuò)的，但是作為外銷，就要有些改動(dòng)，要不然，國外不會(huì)接受的。
adapt
~ sth （for sth） make sth suitable for a new use， situation， etc； modify sth 使某事物適合于新的用途、 情況等； 修改某事物：
* This machine has been specially adapted for use underwater. 這機(jī)器是為水下使用而特別改裝的。 * These styles can be adapted to suit individual tastes. 這些式樣均可改動(dòng)以適應(yīng)個(gè)人不同的愛好。
We can produce shoes modeled after the fashions of different markets or according to buyers' samples.
我們能按不同市場的流行款式或客戶來樣，制作不同款式的鞋子。
Your L/C must be opened at least one month before the time of shipment， otherwise we wouldn't be able to catch the ship.
你方信用證必須在裝貨前一個(gè)月開出，否則我們將趕不上船。
No problem. I'll have the covering L/C opened as soon as I get back.
沒問題。我一回去，就馬上安排開立有關(guān)信用證。
Fine. I'm very glad our negotiations have arrived at a successful conclusion.
好，我很高興我們的談判取得了成功。
Me too. I hope this initial deal will result in further transactions between us.
我也是。我希望這首筆生意會(huì)帶來更多的交易。
result in sth have a specified effect or consequence 產(chǎn)生某種作用或結(jié)果：
* Our efforts resulted in success/failure. 我們的努力終于成功[失敗]了。
* The talks resulted in reducing the number of missiles/missile reduction.
談判結(jié)果削減了導(dǎo)彈數(shù)量。