PARKER: Our first meeting with our Chinese counterparts was over before I had even got comfortable in my chair. The two parties agreed upton an agenda for our discussions,
(我們第一次和中方伙伴的會(huì)談在我還沒在座位上坐穩(wěn)就結(jié)束了，雙方達(dá)成會(huì)談時(shí)間表)
and it seemed to me that LI Wei was in a very accommodating mood. She agreed to everything John Goodwin laid before her on the table: supply, long-term arrangements, and the possibility of a joint-venture.
（依我看李薇是個(gè)非常爽快的人，她對(duì)約翰GOODWIN提出的供貨，長(zhǎng)期合作和可能的合資都同意）
Our second day is however, a much longer day than I am prepared for, because the negotiations get down to brass tacks.
（我的第二天就是一個(gè)比我預(yù)期的很長(zhǎng)的一天，因?yàn)闀?huì)談涉及實(shí)質(zhì)內(nèi)容了）
GOODWIN: Well, Madam Li, we are here to discuss a new contract with you.
（那么，李女士我們來(lái)談?wù)勑碌暮贤桑?/strong>
LI. That's fine, but before we start Mr, Goodwin, we ought to clear up problems arising from the old contract, don't you agree?
（好呀，但是GOODWIN現(xiàn)實(shí)，開始之前，我們應(yīng)該處理一下以往合同出現(xiàn)的一些問(wèn)題，你同意嗎？）
GOODWIN: Naturally. One of the purpose of our present visit is to see how we can improve our services to you. I wonder if you'd like to comment upon our past performances, You know we try very hard to satisfy our customers.
（那是當(dāng)然的，我們來(lái)訪問(wèn)的目的之一就是看看如何改進(jìn)我們?yōu)槟銈兊姆?wù)， 我想請(qǐng)你評(píng)論下我們過(guò)去的表現(xiàn)， 你知道，我們盡最大努力讓我們的客戶滿意。）
LI:On the whole, your delivery has been punctual and satisfactory. However, if I may say so. there have been one or two natable exceptions to this, I feel it's time to discuss them. do you?
（總的來(lái)說(shuō)，你們的交貨是及時(shí)和滿意的，但是，如果我可以這么說(shuō)，有一兩次明顯的例外。我想現(xiàn)在該是談?wù)撨@個(gè)問(wèn)題的時(shí)候了，對(duì)嗎？）
GOODWIN: Of course. Proceed.
（當(dāng)然， 請(qǐng)繼續(xù)）
LI:Thank you. One of the vessels we chartered, the M.S. Santa Martia. Called at Vancourver on the 12th of December last years to load 15,000 metric tons of fibre material for making swimwears clothing under Contract No.C70084.
（謝謝，我們租的船 M.S圣瑪利亞號(hào)去年12月12日停泊在溫哥華港，裝載合同號(hào)C70084項(xiàng)下的15000噸用來(lái)生成泳裝布料的化纖原料）
The loading time. according to the terms of the contract. should have been 10 days, but it actually took 12 days to complete.
（根據(jù)合同條款，裝載時(shí)間應(yīng)該是10天，但是實(shí)際用了12天完成）
Hence, demurrage of two days occurred. We're therefore entitled to a demurrage of USD10,000, Calculated at USD500 a day. I wonder if you'd care to comment on this.
（因此，發(fā)生了兩天的滯期，我們因此有權(quán)按到每天500美金計(jì)算滯期費(fèi)，共10000美金。 我不知道您是否愿意就此發(fā)表評(píng)論。 ）
PARKER: I think the question rests with an interpretation of the time for loading.
（我想問(wèn)題在于如何解釋裝貨時(shí)間）
The vessel you mentioned is equipped with five hatches. the contract stipulates that the rate of loading should be 300 metric tons per workable hatch per weather working day.
（你說(shuō)的那艘船有五個(gè)倉(cāng)口，合同規(guī)定裝貨率應(yīng)該是沒個(gè)可用倉(cāng)口在每個(gè)晴朗工作日裝載300噸）
The biggest hold of the M.S. Santa Maria has a capacity of 4,500 metric tons. So, the time allowed for loading ought to have been, according to your calculations, fifteen days.
（圣瑪利亞號(hào)每個(gè)船艙最大容量是4500噸，所以，裝載時(shí)間應(yīng)該是，按照你的計(jì)算，是15天）
Actually, we used only twelve days, instead of paying demmurage, we ought to receive despatch which is half demurrange.
（實(shí)際，我們只用了12天，我們不僅不需支付滯期費(fèi)，相反我們應(yīng)該收取速遣費(fèi)，是滯期費(fèi)的一半。）
Now, calculated at USD2,500 per day, you will see that we are, in fact, entitled to USD7,500.
（喏，按每天2500美金計(jì)算，你看我們 事實(shí)上，有權(quán)收取共7500美金的速遣費(fèi)。）
LI: I'm glad you brought up the rate of loading. May I prefer you to Article 5 of the General Terms and Conditions of the contract?
（我很高興你提出的裝貨率，我可以提醒你查看合同條款5嗎？）
There you will find an average figure. irrespective of the size of hatches. for the convenience of calculating the rate of loading unknown vessels, This average figure has been accepted internationally.
（在條款五，你可以看到平均數(shù)，不考慮每個(gè)船艙的容量，便于不明船只計(jì)算裝貨率。這個(gè)平均數(shù)已經(jīng)被國(guó)際普遍接受。）
and I hope you will not mind my drawing your attention to that fact.
（我希望你不會(huì)介意我讓你關(guān)注那個(gè)事實(shí)）
PARKER: I agree, that is acceptable internationally. in this instance. however, we did not use all the five hatches every day we loaded the vessel.
（我同意，那是國(guó)際認(rèn)可的。在這種情況下，但是，我們沒有每天都用5個(gè)船艙裝貨。）
LI:I'm afraid that was your own decision at the time. The ship, however, put all her hatches at your disposal, and , of course, you could have used them. In this way. you could have expected despatch.
（我想那是你們自己那時(shí)的決定，這船，無(wú)論如何，把所有的船艙讓你使用。你完全可以使用它們，這樣，你就可以收取速遣費(fèi)了。）
GOODWIN: Yes. well, I think the situation is clear. We will agree to pay you the demurrage, You can depend on us. the money will be remitted to you as soon as we return to Vancouver.
（是的，那么，我想問(wèn)題已經(jīng)清楚，我們同意支付你們滯期費(fèi)，請(qǐng)你相信我們，我們一回到溫哥華我們就電匯給你）
LI:Thank you very much.
（非常感謝）
DIALOGUE: The Language of Business.
（對(duì)話：商業(yè)語(yǔ)言）
SARAH: I'm home Father.
（爸爸 我回來(lái)了）
FATHER: Oh. hello dear. Have a good day at the office?
（哦，你好嗎親愛的，在辦公室的一天好嗎？）
SARAH:Not bad. We had a call from Beijing.
（不壞，我們接到北京的電話）
FATHER: What was that about?
（電話談啥了？）
SARAH: Mr. Parker called to let us know how the negotiations were going.
（PARKER先生打的電話，告訴我們談判的進(jìn)展情況。）
FATHER: How are they going?
（進(jìn)展如何？）
SARAH: All right I think. They're trying to extend the Swimwears material contract. The old one expires any time now.
（我想一起順利，他們?cè)噲D續(xù)訂泳裝原料的合同，老的合同馬上到期了）
FATHER: What on earth is Swimwears material?
（到底什么是泳裝原料？）
SARAH: Just a kind of fibre powder to use manufacture swimwears clothings. I think they want to start a joint venture as well.
（只是一種化纖粉末用來(lái)生產(chǎn)泳裝布料的，我想他們想開始一個(gè)合資項(xiàng)目）
FATHER: We don't seem to speak the same language any more. What's ajoint wenture?
（我們好像根本不在一個(gè)頻道上，什么是合資？）
SARAH: That's when a Chinese company sets up a business in cooperation with a foreign business.
（那就是一個(gè)中國(guó)公司建立一個(gè)和國(guó)外公司合作的業(yè)務(wù)）
FATHER:Well never mind all that now. Let's have our dinner. I've got you a nice piece of steak.
（現(xiàn)在不再提這些了，我們吃晚飯吧，我給你做塊好的牛排。）