四川外语学院英语系 《经贸口译》课程教学纲要 (2005-2006学年第一学期) 课程名称 授课教师:陶丽霞 Economic Business Interpreta 开课年级|英语系三年级 学分数 、笔译班 和方向翻译方向(含高级口、笔译班) 班额24-28人 普通翻译班: 自然班人数 果程目标口译是一种集语言信息、语境信息、文化信息、认知信息等于一体的综合性双语交际 活动。口译所再现的话语意义包括言内意义、言外含义、话语风格、文化特征、言者 精神。因此,本学期经贸口译课的主要教学目的是建立语言技能模块、培养跨文化意 识与拓展实用知识模块。充分利用有限的课内时间和大量的课余时间,在巩固和加强 学生的听、说、读、写、译等五大语言技能的基础上,将教学的重心逐步转移到建立 相关的知识构架上来。在一定程度上实现相关专业与外语专业之间的复合、交融与渗 透,使学生从语言的单一性向知识的多元化、宽厚型方向转化。初步了解经贸活动与 谈判的常用模式、程序和有关知识,并通过课内的模拟训练以及课外的实战训练,增 强感性认识,实际掌握一些经贸口译的知识、技能、程式等等 授课方式教学特色:以《新编经贸英语口译教程》《现代英语外贸口译》、《国际商务英文读本》 等教材为基本蓝本,辅以较多具有实用性和时效性的自编教材,融口译技 能与相关知识为一体,指导学生观摩、模拟和重现口译现场,引导学生重 视和掌握相关知识,重点讲授与实例演示相结合,要求学生课外充分热身, 课内积极展现,从口译的形式和内容上力求做到实用性、时效性、丰富性 和系统性,确保每周一次的课堂教学都能有阶段性的收获 课前预习:要求学生查询和收集将涉及的相关知识,就规定专题进行课前准备。 课堂教学:课内以教师讲授为辅,师生互动式口译训练为主 课后巩固:要求学生完全掌握和消化课堂内容,修正错误,弥补不足,并进一步拓宽 和加深有关知识。 课程纲要 时间 授课内容 课前准备/课后练习 第一周1.介绍本学期教学计划、要求及目标 为自己拟订一个切实可行的读 2.强调本课程的弱点、特点、重点、重要性等书计划,确保投入充分的时间和 3.介绍和推荐相关书目(包括教材和必读书目)|精力,并按周和按月制订学习目 4.带领学生讨论 1. Meeting a Foreign Businessman 1.熟悉对话情景,分组彩排演 (对话体口译,学生演示为主) 示;初步口译篇章。 2. Studying International Business 2.查询阅读相关篇章(中英 文),了解有关术语 (篇章口译,讲授知识为主) 第三周1. Preliminary Talk- Asking for Establishing|.角色表演,对话的形式与内 Direct Business relations 容可以灵活处理。 (对话体口译:学生演示为主) 2.初步了解国际贸易的现况、 2. International trade issues 存在的问题和前景。 (篇章口译:讲授知识为主) 3.扫清术语障碍,学习背景知
四川外语学院英语系 《经贸口译》课程教学纲要 （2005-2006 学年第一学期） 课程名称 经贸口译 Economic & Business Interpretation 授课教师：陶丽霞 开课年级 和方向 英语系三年级 翻译方向（含高级口、笔译班） 学 分 数 2 班额 口、笔译班： 24-28 人 普通翻译班： 自然班人数 课程目标 口译是一种集语言信息、语境信息、文化信息、认知信息等于一体的综合性双语交际 活动。口译所再现的话语意义包括言内意义、言外含义、话语风格、文化特征、言者 精神。 因此，本学期经贸口译课的主要教学目的是建立语言技能模块、培养跨文化意 识与拓展实用知识模块。充分利用有限的课内时间和大量的课余时间，在巩固和加强 学生的听、说、读、写、译等五大语言技能的基础上，将教学的重心逐步转移到建立 相关的知识构架上来。在一定程度上实现相关专业与外语专业之间的复合、交融与渗 透，使学生从语言的单一性向知识的多元化、宽厚型方向转化。 初步了解经贸活动与 谈判的常用模式、程序和有关知识，并通过课内的模拟训练以及课外的实战训练，增 强感性认识，实际掌握一些经贸口译的知识、技能、程式等等。 授课方式 教学特色：以《新编经贸英语口译教程》、《现代英语外贸口译》、《国际商务英文读本》 等教材为基本蓝本，辅以较多具有实用性和时效性的自编教材，融口译技 能与相关知识为一体，指导学生观摩、模拟和重现口译现场，引导学生重 视和掌握相关知识，重点讲授与实例演示相结合，要求学生课外充分热身， 课内积极展现，从口译的形式和内容上力求做到实用性、时效性、丰富性 和系统性，确保每周一次的课堂教学都能有阶段性的收获。 课前预习：要求学生查询和收集将涉及的相关知识，就规定专题进行课前准备。 课堂教学：课内以教师讲授为辅，师生互动式口译训练为主。 课后巩固：要求学生完全掌握和消化课堂内容，修正错误，弥补不足，并进一步拓宽 和加深有关知识。 课程纲要 时间 授课内容 课前准备/课后练习 第一周 1．介绍本学期教学计划、要求及目标 2．强调本课程的弱点、特点、重点、重要性等 3．介绍和推荐相关书目（包括教材和必读书目） 4．带领学生讨论 为自己拟订一个切实可行的读 书计划，确保投入充分的时间和 精力，并按周和按月制订学习目 标。 第二周 1．Meeting a Foreign Businessman (对话体口译，学生演示为主) 2 ． Studying International Business – Introduction （篇章口译，讲授知识为主） 1． 熟悉对话情景，分组彩排演 示; 初步口译篇章。 2． 查询阅读相关篇章（中英 文），了解有关术语。 第三周 1. Preliminary Talk – Asking for Establishing Direct Business Relations (对话体口译：学生演示为主) 2．International Trade Issues (篇章口译：讲授知识为主） 1. 角色表演，对话的形式与内 容可以灵活处理。 2．初步了解国际贸易的现况、 存在的问题和前景。 3．扫清术语障碍，学习背景知
第四周 1. Talk on Establishing business relation1.模拟现场表演,分成大组彩 (对话体口译:学生演示为主) 排,锻炼应变能力 2. International Cooperation among Nations|2.了解与我国有经贸合作往来 (篇章口译:讲授知识为主) 的主要国家的概况、合作领 域及进展情况 第五周 1. Inquiries(. eneral Inquiries;2. Specific 1.模拟谈判现场和氛围,身临 Inquiries: 3. Commission) 其境地进行角色表演。 (对话体口译:学生演示为主) 2.了解国际投资的模式和特点, 2. International Investment flows 以及在我国投资的主要项目 (篇章口译:讲授知识为主) 及其现况 第六周 1. Offer(1. Talking the Importer into Accepting1.模拟谈判现场和氛围,角色 the price;2. A Talk on Trading Terms and表演,熟悉条件与条款的谈 Conditions) 判方法和技巧。 (对话体口译:学生演示为主) 2.初步了解世界货币知识和国 2. Balance of Payments Accounts and the际货币制度 International Monetary System (篇章口译:讲授知识为主) 第七周 1. A Talk on Quality Quantity 1.模拟谈判:双方就产品质量 (对话体口译:学生演示为主) 与订购的数量问题产生分 2. The Political Environment of International I歧,导致不欢而散。 Business 2.了解一个国家的政治环境对 (篇章口译:讲授知识为主) 贸易的影响及其影响的因素 与程度 第八周 A Talk on Compensation Trade 1.了解补偿贸易的性质和特 (对话体口译:学生演示为主) 点,列举一些实例 2. The Cul tural environment of International2.了解各国文化对国际贸易的 Business 正面和负面的影响以及如何 (篇章口译:讲授知识为主 扬长避短 第九周 1.“ Our commodities can stand the competition1.学会推销自己的产品,讨论 well on the market” 如何增强产品竞争力以站稳 (对话体口译:学生演示为主) 市场的问题 2. Competitive& Technological Environment|2.了解市场竞争与技术革新、 (篇章口译:讲授知识为主) 增强生产力的关系 第十周 Accepting or Declining a Counter offer.模拟谈判:学习断然或委婉 (对话体口译:学生演示为主) 回绝对方,同时又给双方留 2. Multinational Cooperati 有余地的谈判技巧 (篇章口译:讲授知识为主) 2.了解国际间合作的意义、动 态与项目。 第十一周|1. Discussion on Mode of Shipment and Terms of|1.模拟谈判。明确运输方式与 Delivery 交货条件是合同中的重要项 (对话体口译:学生演示为主) 2. Market Survey and Research 2.懂得一些市场调研的途径以 (篇章口译:讲授知识为主) 及对制订产品营销策略的重 要性 第十二周|1. Discussion on Quantity Discount 1.学习如何通过谈判,争取得 (对话体口译:学生演示为主) 到最优惠的数量折扣
识。 第四周 1． Talk on Establishing business relation (对话体口译：学生演示为主) 2．International Cooperation among Nations (篇章口译：讲授知识为主） 1. 模拟现场表演，分成大组彩 排，锻炼应变能力。 2．了解与我国有经贸合作往来 的主要国家的概况、合作领 域及进展情况。 第五周 1． Inquiries (1.General Inquiries; 2.Specific Inquiries; 3. Commission) (对话体口译：学生演示为主) 2．International Investment Flows (篇章口译：讲授知识为主) 1. 模拟谈判现场和氛围，身临 其境地进行角色表演。 2．了解国际投资的模式和特点， 以及在我国投资的主要项目 及其现况。 第六周 1．Offer (1.Talking the Importer into Accepting the Price; 2. A Talk on Trading Terms and Conditions) (对话体口译：学生演示为主) 2. Balance of Payments Accounts and the International Monetary System (篇章口译：讲授知识为主) 1. 模拟谈判现场和氛围，角色 表演, 熟悉条件与条款的谈 判方法和技巧。 2．初步了解世界货币知识和国 际货币制度。 第七周 1. A Talk on Quality & Quantity (对话体口译：学生演示为主) 2．The Political Environment of International Business (篇章口译：讲授知识为主) 1. 模拟谈判：双方就产品质量 与订购的数量问题产生分 歧，导致不欢而散。 2．了解一个国家的政治环境对 贸易的影响及其影响的因素 与程度。 第八周 1．A Talk on Compensation Trade (对话体口译：学生演示为主) 2．The Cultural Environment of International Business (篇章口译：讲授知识为主) 1. 了解补偿贸易的性质和特 点，列举一些实例。 2．了解各国文化对国际贸易的 正面和负面的影响以及如何 扬长避短。 第九周 1．“Our commodities can stand the competition well on the market” (对话体口译：学生演示为主) 2. Competitive & Technological Environment (篇章口译：讲授知识为主) 1. 学会推销自己的产品，讨论 如何增强产品竞争力以站稳 市场的问题。 2．了解市场竞争与技术革新、 增强生产力的关系。 第十周 1．Accepting or Declining a Counter Offer (对话体口译：学生演示为主) 2．Multinational Cooperation (篇章口译：讲授知识为主) 1. 模拟谈判: 学习断然或委婉 回绝对方，同时又给双方留 有余地的谈判技巧。 2．了解国际间合作的意义、动 态与项目。 第十一周 1．Discussion on Mode of Shipment and Terms of Delivery (对话体口译：学生演示为主) 2．Market Survey and Research (篇章口译：讲授知识为主) 1. 模拟谈判。明确运输方式与 交货条件是合同中的重要项 目。 2．懂得一些市场调研的途径以 及对制订产品营销策略的重 要性。 第十二周 1. Discussion on Quantity Discount (对话体口译：学生演示为主) 1. 学习如何通过谈判，争取得 到最优惠的数量折扣
2. Banking Credit and Commercial Credit 2.了解商业信誉与银行信誉的 (篇章口译:讲授知识为主) 第十三周|1.0 n Terms of Payment(byL/C) 1.重点了解为什么国际贸易的 (对话体口译:学生演示为主) 付款方式多为信用证,以及 2. Motives for Direct Foreign Investment 开证的条件与程序 (篇章口译:讲授知识为主) 2.了解我国我市招商引资的现 况,指出存在的问题 第十四周 A Talk on the Agreement on Import and Export1.了解进出口贸易规则,熟悉 Business 协议条件与条款,了解协议 (对话体口译:学生演示为主) 谈判的关键所在。 2. Annual Report of American economy 2.初步了解美国经济的发展与 (篇章口译:讲授知识为主) 现况,熟悉有关术语。 第十五周1.0 n Terms and Conditions of the Contract1.学习如何就合同的所有条件 (对话体口译:学生演示为主) 与条款进行谈判,了解程序 2. The Eurocurrency Market 及技巧,进退得当,促成交 (篇章口译:讲授知识为主) 易成功。 2.了解一些欧洲经贸与欧元市 场的现况 第十六周|1. A Talk on Agency(1. Asking for Sole1.了解要求或委托做(独家) Agency;2 On appointing an exclusive agency,)代理商的意义、要求与程序 (对话体口译:学生演示为主) 2.对几个世界经济和金融的中 2. The City in the World economy 心城市(伦敦、纽约等)作 (篇章口译:讲授知识为主) 深入的了解 第十七周1. Talks on Cargo Insurance(1.0 n the risks;2.|1.了解货物运输保险对于买家 On the Insurance Clauses) 的必要性和重要性 (对话体口译:学生演示为主) 2.了解保险的术语与知识 2. International Technology Transfer 3.了解国际间技术转让的条件 篇章口译:讲授知识为主) 和模式 第十八周1.汇总整学期所涉及的知识内容,检查是否达到预1.重温所学的所有内容(包括 定的教学效果和目标,总结成功的经验和失败的课内与课外),检查是否保质 教训 保量地完成了自己拟订的学 2.宣布本课程期末考试的要求、题材、形式等 习计划 2.按要求准备考试。 第十九周1.期末考试 1.争取在技术上、心理上和形 形式: 象上,做好充分的考前准备 1).以小组为单位,模拟一次谈判,鼓励形式多样,2.总结经验,吸取教训,明确 题材自选,但不能是已经在课内演示过的内容。 进一步努力的方向 2).一对一口译测试。 课外习题样题: 1).对话体口译材料 2).篇章口译 3).参考读物
2.Banking Credit and Commercial Credit (篇章口译：讲授知识为主) 2．了解商业信誉与银行信誉的 区别。 第十三周 1．On Terms of Payment (by L/C) (对话体口译：学生演示为主) 2．Motives for Direct Foreign Investment (篇章口译：讲授知识为主) 1. 重点了解为什么国际贸易的 付款方式多为信用证, 以及 开证的条件与程序。 2．了解我国我市招商引资的现 况，指出存在的问题。 第十四周 1．A Talk on the Agreement on Import and Export Business (对话体口译：学生演示为主) 2．Annual Report of American Economy (篇章口译：讲授知识为主) 1. 了解进出口贸易规则，熟悉 协议条件与条款，了解协议 谈判的关键所在。 2．初步了解美国经济的发展与 现况，熟悉有关术语。 第十五周 1．On Terms and Conditions of the Contract (对话体口译：学生演示为主) 2．The Eurocurrency Market (篇章口译：讲授知识为主) 1. 学习如何就合同的所有条件 与条款进行谈判，了解程序 及技巧，进退得当，促成交 易成功。 2．了解一些欧洲经贸与欧元市 场的现况。 第十六周 1 ． A Talk on Agency (1.Asking for Sole Agency;2.On appointing an Exclusive Agency) (对话体口译：学生演示为主) 2．The City in the World Economy (篇章口译：讲授知识为主) 1. 了解要求或委托做（独家） 代理商的意义、要求与程序。 2．对几个世界经济和金融的中 心城市（伦敦、纽约等）作 深入的了解。 第十七周 1. Talks on Cargo Insurance(1.On the Risks; 2. On the Insurance Clauses) (对话体口译：学生演示为主) 2．International Technology Transfer (篇章口译：讲授知识为主) 1. 了解货物运输保险对于买家 的必要性和重要性。 2．了解保险的术语与知识。 3．了解国际间技术转让的条件 和模式。 第十八周 1．汇总整学期所涉及的知识内容，检查是否达到预 定的教学效果和目标，总结成功的经验和失败的 教训。 2．宣布本课程期末考试的要求、题材、形式等。 1．重温所学的所有内容（包括 课内与课外），检查是否保质 保量地完成了自己拟订的学 习计划 2．按要求准备考试。 第十九周 1．期末考试 形式： 1）．以小组为单位，模拟一次谈判，鼓励形式多样， 题材自选，但不能是已经在课内演示过的内容。 2). 一对一口译测试。 1. 争取在技术上、心理上和形 象上，做好充分的考前准备。 2．总结经验，吸取教训，明确 进一步努力的方向。 课外习题样题： 1）. 对话体口译材料 2）. 篇章口译 3）. 参考读物
1),对话体口译材料 外贸业务谈判进程(3) L: Any good news? P: Well, I can hardly say that. However, I m still hopeful L: Have you got any cable reply from your head office? P: Yes, I have received a long cable. Actually, there's nothing new in the offer. L: You mean the price remains the same as yesterday? P: Yes, it is the same. But let me point out that the tallow market conditions have been any thing but easy. The recent currency crisis has not made things any easier. L: Would you give me further information on the market conditions? P: I believe you have fol lowed up the supply position, and you are as well informed as i am. L: And what about the supply position at your end? P: Situations are apt to change in the commodity market, you know. As far as tallow supplies are concerned, there are most pressing demands from clients in other parts of the world. The upward trend is quite strong I hope you will realize our position. L: I gather from what you say, that the out look is not very promising It' s rather disappointing that you come Australia to tell us of such a bleak prospect. P: Things are not at all that bad. You may recall that we once drew your attention to drummed tallow. The situation in this item is slightly better. If you would accept this instead we cou ld supply the quantity you require. L: We are not interested in drummed tallow for the simple reason that its price is higher. P: I appreciated that. But there is a very firm tendency in the international market. We can hardly get hold of any sizable parcels of bulk tallow for immediate shipment. I may tell you that India just entered the market with an enquiry for 6, 000 tons. This certainly has its effect on our market and also in the u. s.A. and canada L: We know this. But the question is whether they will accept such a high price. P: Anyway, there simply aren t any sizable parcels around As the situation stands now,we can offer only 1, 000 tons bulk tallow at the price quoted yesterday. If you can get your end-users interested in drummed tallow, we ll do our best to offer more, say 3, 000 tons ith an additional charge for the drums and the drumming cost at US$45 per ton L: Im sorry I can t entertain your proposition. P: Well then, there is nothing I can do but to make a long distance call home tonight to see once what can be done L: Please do. I hope to hear from you soon P: I' ll appreciate if you will give us a counter-offer
1）. 对话体口译材料 外贸业务谈判进程 (3) ==================== L: Any good news? P: Well, I can hardly say that. However, I'm still hopeful… L: Have you got any cable reply from your head office? P: Yes, I have received a long cable. Actually, there's nothing new in the offer. L: You mean the price remains the same as yesterday? P: Yes, it is the same. But let me point out that the tallow market conditions have been anything but easy. The recent currency crisis has not made things any easier. L: Would you give me further information on the market conditions? P: I believe you have followed up the supply position, and you are as well informed as I am. L: And what about the supply position at your end? P: Situations are apt to change in the commodity market, you know. As far as tallow supplies are concerned, there are most pressing demands from clients in other parts of the world. The upward trend is quite strong. I hope you will realize our position. L: I gather from what you say, that the outlook is not very promising. It's rather disappointing that you come Australia to tell us of such a bleak prospect. P: Things are not at all that bad. You may recall that we once drew your attention to drummed tallow. The situation in this item is slightly better. If you would accept this instead, we could supply the quantity you require. L: We are not interested in drummed tallow for the simple reason that its price is higher. P: I appreciated that. But there is a very firm tendency in the international market. We can hardly get hold of any sizable parcels of bulk tallow for immediate shipment. I may tell you that India just entered the market with an enquiry for 6,000 tons. This certainly has its effect on our market and also in the U.S.A. and Canada. L: We know this. But the question is whether they will accept such a high price. P: Anyway, there simply aren't any sizable parcels around. As the situation stands now, we can offer only 1,000 tons bulk tallow at the price quoted yesterday. If you can get your end-users interested in drummed tallow, we'll do our best to offer more, say 3,000 tons, with an additional charge for the drums and the drumming cost at US$45 per ton. L: I'm sorry I can't entertain your proposition. P: Well then, there is nothing I can do but to make a long distance call home tonight to see once what can be done. L: Please do. I hope to hear from you soon. P: I'll appreciate if you will give us a counter-offer
L: I' m afraid this can t be done. Unless you propose some thing definite toge ther with some improvement on your price, we are not inclined to place a large order with you. However, view of the friendly relations between us, we are willing to hold negotiations with you again day after tomorrow. P: All right then, I'll get in touch with my head office right away. 2).篇章口译 The Marketing Mix Promotion Establishing the right product, price, place and promotion for your business The fourth part of the marketing mix refers to process of informing your cus tomers of your company s products. OTo make your customers aware that your products exist, there are a number of methods you may choose to use, they include OMedia Advertising(television, magazines, Internet, radio) O Personal selling (involving a sales person) Non-personal communication (persuasion advertising- competitions, free samples Other promotional types include public relation exercises and free publicity Promotion needs to be carefully planned, and it is usual to decide on a new promotional plan each year. There should be one main ob jective to the promotion campaign and that particular emphasis should be projected during a certain time to a certain market segment. Using market research establishes who are the best market segments to aim your campai gn toward The message of your campaign must be focused towards the market segment and it must relate to the promotional ob jectives. Time your promotion, when and where is the optimum impact likely to be. Which promotional technique you deci de to employ must have a bearing on how best you can reach this segment and which technique would best put your message across favorably. Here are a few techniques you might consider employing USE OF AN ADVERTISING AGENCY The advertising agency consists of specialized people who are able to promote your campaign more effectively and can be called upon when needed to assist the operation wi thout the necessity of having to emp loy full time staff dedicated to advertising within the business PERSONAL SELLING Sales men selling to the customer on a one to one basis. Advantages being that questions can be answered straight away, problems can be sorted out at a personal level. The sales man remains with the customers case through to the completion of the sale
L: I'm afraid this can't be done. Unless you propose something definite together with some improvement on your price, we are not inclined to place a large order with you. However, in view of the friendly relations between us, we are willing to hold negotiations with you again day after tomorrow. P: All right then, I'll get in touch with my head office right away. 2）. 篇章口译 The Marketing Mix – Promotion Establishing the right product, price, place and promotion for your business The fourth part of the marketing mix refers to process of informing your customers of your company's products. ●To make your customers aware that your products exist, there are a number of methods you may choose to use, they include: ●Media Advertising (television, magazines, Internet, radio) ●Personal selling (involving a sales person) ●Non-personal communication (persuasion advertising - competitions, free samples. ●Other promotional types include public relation exercises and free publicity. Promotion needs to be carefully planned, and it is usual to decide on a new promotional plan each year. There should be one main objective to the promotion campaign and that particular emphasis should be projected during a certain time to a certain market segment. Using market research establishes who are the best market segments to aim your campaign towards. The message of your campaign must be focused towards the market segment and it must relate to the promotional objectives. Time your promotion, when and where is the optimum impact likely to be. Which promotional technique you decide to employ must have a bearing on how best you can reach this segment and which technique would best put your message across favorably. Here are a few techniques you might consider employing: USE OF AN ADVERTISING AGENCY The advertising agency consists of specialized people who are able to promote your campaign more effectively and can be called upon when needed to assist the operation without the necessity of having to employ full time staff dedicated to advertising within the business. PERSONAL SELLING Sales men selling to the customer on a one to one basis. Advantages being that questions can be answered straight away, problems can be sorted out at a personal level. The sales man remains with the customers case through to the completion of the sale