产品业务的交涉
To be successful， companies must develop and market new products more quickly than ever before. This requires research to monitor customer s needs and to find out what current and potential competitors are doing. And companies face the problem of selecting the best sales territories and allocating their marketing budget optimally among these territories. Therefore， they need to estimate the market potential of different cities， states， and countries.
要想取得成功，企业必须比原来更加迅速地开发和销售新型产品。这就要求通过市场调查了解顾客的需求并查明现有的和潜在的竞争者正在做什么。同时，企业面临着选择最佳的销售领域以及在这些领域里最合理地分配营销预算的任务。因此，它们需要估计不同城市、不同地区及不同国家的市场潜力。
市场调研
need (to)... 需要
If we participate in the joint venture，we need a huge investment.
如果我们参与合营企业，我们需要庞大的投资。
We have held lots of meeting for the past two years，and at this final one，we need to reach a decision for a new joint venture today.
过去两年我们举行了相当多的会议，在这最后一个会议中，关于新的合营企业，我们今天需要做出一个决定。
We need a long term objective for the success of brand management.
为了品牌管理的成功，我们需要一个长期目标。
From now on，we need to improve our foods related technologies and advance into new fields such as medical care and biotechnology.
从现在起，我们必须增强与食物相关的技术，并拓展至诸如医护和生物技术等新领域。
We need to make out a market research to start with.
我们需要在开始时做一下市场调研。
The home electronics world is no longer just about providing products at an inexpensive price， it need to develop products which create demand.
家电业界不再只是提供价格便宜的产品，它必须也要开发那些可以创造需求的产品。
Before releasing a new soft drink，we need to conduct a test marketing.
在出售新的清凉饮料之前，我们需要做市场测试。
That may be so in the Western countries，but in Southeast Asia，we can expect a huge need for this product.
在西方国家也许是如此，但是在东南亚，我们可以预期该产品会有很大的需求。
First， we need to investigate the market size and the area demographics.
首先，我们有必要做市场规模调查以及区域的人口统计。
We badly need to do some research on the world oil market.
我们急需做一个世界原油市场的调查。
we believe... 我们相信
With respect to the sales of new model cell phones， we believe that focus on an advertising campaign is crucial.
关于新型手机的销售，我们相信把焦点放在广告宣传方面是很重要的。
We believe that PR，when delivered via cable TV and digital satellite broadcast，provides highly effective focus on the target audience.
我们相信经由有线电视和数字卫星播送的公共关系活动，能高效锁定目标顾客群。
We believe this product s advertisement should target metropolitan，middle aged women with high school educations.
我们相信这项产品的广告应该锁定在都市高学历的中年女性身上。
I don t intent to dwell on small details， but we believe the semiconductor industry will recover quickly.
我不打算多讲细节，但是我们相信半导体产业很快就能复苏。
From the results of the test marketing， we believe our product will satisfy the middle aged women.
从市场调研的结果来看，我们有信心我们的产品能够满足中年女性。
We believe our prices quoted are reasonable.
我们相信我们的报价是合理的。
We believe our price is in line with the world market.
我们相信我们的价格与世界市场行情是相符的。
would like to... 打算
I would like to begin the campaign before the winter season.
我想在冬季之前开始进行活动。
I would like to give out mascot dolls to the first 1，000 customers who come to the store during the campaign.
活动期间，我们打算给前1000名来店的顾客分发吉祥娃娃。
To emphasize that we are quickly responding to market changes，I would like to send the customers a quarterly report which is timely and easy to understand？
为了强调我们对于市场变化有着快速的反应，我打算寄适时又易懂的季报告给顾客。
I would like to rely on our new sales to make the production gone up by 30% this year.
我打算依靠新的促销活动使今年的销售额上升 30%。
We are putting our money at risk if we don t know the market very well. I would like to give up.
如果我们不了解这个市场，我们是在拿钱冒险。我打算放弃。
I would like to find out more sources of supplies.
我希望能找到更多的货源。
We would like to have your lowest price， CIF London， including our 30% commission.
我们希望您报伦敦到岸价最低价，包括 30%佣金在内。
I would like to do a survey on our customers demographics.
我想对我们的客户做一个人口统计调查。
We would like to have your most favorable offer on ginseng.
希望报人参的最优惠价。
We would like to mention that if your price is attractive， we ll place an order as soon as possible.
我们愿意申明如果你方价格有吸引力，我们将尽快下订单。
market （research） 市场（研究）
Do you often carry out market research？
你们经常进行市场研究吗？
What s the object of market research？
市场研究的目的是什么？
One of the purposes of market research is to find out whether there s a market for the product.
市场研究的目的之一就是了解这项产品是否有市场。
Sometimes the companies do their own market research， and sometimes they employ specialists to do it.
有时候公司自己搞调研，有时候请专家做调研。
In the early stage， the regional managers do the market research.
在开始阶段，地区经理做这种调研。
Market research and marketing research should be seen as two different functions.
应该把市场研究和销售调查看成有两种不同的作用。
Market research is actually an analysis of a specific market for a particular product.
市场研究实际上是对某一特殊产品的具体市场进行分析。
But marketing research is the study of all processes involved in getting goods from the producer to customers.
但是销售调查就是研究把产品从厂家转向消费者之间的一切过程。
Marketing research is broader and involves more functions of sales.
销售调查更广泛，涉及销售的更多功能。
We forecast that the market for this kind of product will decline rapidly over the next several years.
我们预测，在今后几年这种产品的市场将迅速下滑。
Everyone knows that there ve been some major changes in our market over the last five years.
大家都知道，五年来我们的市场发生了一些重要变化。
market test 试销
The preliminary market test is due to start next month.
初步的试销定于下个月开始。
Our sales reached the target and the customers reaction was good. The market test has been succeed.
我们的销售达到了目标，消费者的反应很好。试销成功了。
We have to run the market test for two months.
我们必须进行两个月的试销。
new products 新产品
We take pleasure in enclosing the latest designs of our new products， which are superior in quality and moderate in price and are sure to be saleable in your market.
我们非常高兴附上了我们最新设计的产品。这些产品质量上乘，价格适度，我们肯定在贵方市场是可销的。
We are sending you a sample book with a price list of our new products， the high quality of which， we trust， will induce you to place a trial order with us.
我们给你们寄送了我们新产品的样品册和价格单，我们相信其上乘的质量会让您向我们发试购单的。
With newly developed design， fine appearance and rigid construction， this load switch would provide safe and reliable operation. It s our new products.
这种负荷开关因其设计新颖、外观漂亮、制造严格而向您提供安全、可靠的操作。它是我们的新产品。
With a view to supporting your sales， we have specially prepared some samples of our new products and are sending them to you， under separate cover， for your consideration.
为了支持您的销售，我们特意准备了一些新产品的样品，通过另外一个包裹寄给你们，以供参考。
We are glad to have the opportunity to introduce our new products to you.
很高兴有这个机会向您介绍我们新开发的产品。
The prospects for its market ability is still unknown as it is just our new product to put out on the market， but already a rush of orders are pouring in from abroad.
它的可销性前景仍然是未知数，因为刚刚推向市场，但是已经有大量的订单从国外涌入。
A：Have a seat， Tommy. Did you ever think about promoting our products in China s market since we talked about it last time？
请坐，Tommy。我想谈谈如何把我们的产品推向中国市场，上次我们谈过之后，你有没有考虑过？
B：Yes， of course. I think we should have a place in this big market， even if only a small number of Chinese use exercises machines. With the world s largest population， it s a great number.
当然。我想我们应该在这个大市场上有一席之地。即使只有少数中国人使用健身器材，由于有世界上最多的人口，那也是很大的比例了。
A：That s right. I want to make sure we don t put our money at risk. What kind of people do you think would use our products？
对。我想确定我们不是拿钱冒险。你认为什么样的中国人会用我们的产品呢？
B：People in the city. There are more and more people working in offices. They are stressed out at work， and they don t have time to do outdoor exercises. Retired people， many of whom have the habit of doing exercises， can stay in and use our machines when the weather isn t nice. And housewives.
城市里的人。越来越多的人在办公室工作。他们工作压力太大，而且没有时间做户外活动。退休的人，这些人很多都有锻炼的习惯，如果天气不好，他们可以呆在家里使用我们的产品。还有家庭主妇。
A：Good thinking. What models do you think they prefer？
想法很好。他们会喜欢什么型号呢？
B：You know most Chinese in cities live in apartments. They don t have much room for a big monster. So I think space economic models will be popular.
你知道，大多数中国城市里的人都住在公寓里。他们没有地方放一个大健身器。所以我想节约空间的型号应该很受欢迎。
A：OK， I see what you mean. Will you do some research on demographics， models and price ranges？ Then we can decide to export or to invest？
我明白了。你能做一下调查，弄清楚人口特征，所需型号以及价格范围吗？然后我们再决定是做出口还是投资。
B：Sure. I ll find a survey institute in Hong Kong to do the market research for us.
可以。我找一家在香港的调研机构来做这个市场调查。
A：That s good.
那很好。
产品开发
quality 质量
These goods are all made from a new material that our company developed. We re assure of their high quality.
这些商品都是由本公司研发的新材质所制成的。我们确保质量上乘。
We provide the highest standard of service quality.
我们提供高标准的服务品质。
We have confidence in our quality.
我们对我们的品质有信心。
The gloves are made of superior genuine leather and can be supplied in various designs and colors. Especially the quality is so good.
手套是用上乘真皮制成的，有多种式样和颜色可供应。质量相当好。
Their quality will be an agreeable surprise to you besides the new style.
它们不仅款式新颖，而且质量将会令您惊喜。
Our products have the quality of being durable.
我们的产品经久耐用。
This new model is of high quality and is not expensive either.
这种新款式质量非常好，而且也不贵。
Our quartz technique is well known in the world， and we believe our watches are of fine quality.
我们的石英技术世界闻名，我们相信我们生产的手表具有很高的品质。
Our price is a little bit higher， but the quality of our products is better.
虽然价格偏高，但我们的产品质量很好。
Our goods are superior in quality compared with those of other manufacturers.
和其他厂商相比，我们的产品质量上乘。
This item is equally good in quality.
这一商品质量同样很好。
price/fee/charge/payment/expense 价格/费用
Shipping fee and repair fee are all on us.
运输费和修理费皆由我们承担。
We will bear all the expenses for the damages caused as a result of any accidents that occur in transit.
我们会承担运送中任何意外所造成损害的一切费用。
Being moderate in price and attractive in packing， our toys are very popular with customers in the U.S.
我们的玩具由于价格公道、包装别致，在美国很受顾客欢迎。
We would like for the maker to pay for the remittance charge.
我们希望制造者支付汇款费用。
How much is the down payment？
分期付款的头期款是多少？
We ask you to please consider a different pricing for additional orders.
对于额外的订单，我们请你考虑一下不同的价格。
If you have taken everything into consideration， you ll find our prices compare favourably with the quotations you can get elsewhere. It has been the rock bottom price.
如果把各种因素都考虑到的话，你们会发现我们的价格比别处报得低。这已经是最低价了。
If your order is large enough， we will consider reducing our price by two per cent.
如果你方订货数目大，我们可以考虑减价2%。
The quality of ours is as good as that of many other suppliers， while our prices are not as high as theirs.
我们货物的品质和其他供应商的一样好，但是我们的价格比他们的低。
We will not only supply you with the highest quality goods at a reasonable price but also provide a good after sale service.
我们不仅可以为你们提供物美价廉的产品，而且还可以为你们提供良好的售后服务。
Our products are very good in quality， and the price is low.
我们的产品物美价廉。
Good quality and reasonable price will promise our products strong competitiveness.
良好的质量和合理的价格将使我们的产品具有很强的竞争力。
The quality of our products is superior and the prices are reasonable.
我们的产品质量优良，价格公道。
Our product is over and above our rival s product， and yet we re able to sell it at the same price.
我们的产品优于竞争对手的产品，但我们可以以同样的价格出售。
We are known for our high quality products， reasonable prices， and reliable services.
我们因高品质的产品、合理的价格和值得信赖的服务而闻名。
sell/sale 销售
Excellent in craftsmanship and novel in designs， our silk garments command a ready sale in your market.
我们的丝绸服装工艺精湛、设计新颖，在你们的市场上很畅销。
We are sure that our new products will meet with warm sale in your country.
我们相信，我们的新产品在你们国家会很畅销。
They sell like hot cakes.
他们非常畅销。
There is not much left over. It sells very well.
存货不多了。它卖得很好。
Al these articles are our best sale lines.
这些商品都是我们的畅销货。
This product has been a best sale line for nearly one year.
这种产品成为畅销货已将近1年了。
Our sales have been growing quite steadily over the past ten years.
我们的销售额在过去十年中一直稳定地增长。
If you can push the sale of our products successfully for the next six months， we may appoint you as our agent.
如果你方能在今后的半年里成功推销我方产品，我们可以指定你方为代理。
We have no intention of considering exclusive sales in your market at present.
目前我们还不想考虑在你方市场指定包销。
production/product(ion) 生产能力
What are your monthly and yearly production figures？
贵公司每月及每年的生产量有多少？
Can you produce the goods if we place our order at the end of this month？
如果我们在这个月底下单，你们产品做得出来吗？
If you don t mind，will you tell me your production and sales figures for last year？
如果你不介意的话，你能告诉我去年你们的产值和销售量吗？
What is your approximate yearly production figure？
贵公司一年的产量大约多少？
When can we expect our products to arrive？
什么时候我们的货会到？
What s your annual production？
你们的年产量是多少？
What s your productive capacity？
你们的生产能力如何？
we are/have/enjoy...我们（公司）
We are a state owned corporation handling light industrial products.
我公司为国有公司，经营轻工产品。
We are exporters of high reputation， engaged in exportation of the following articles.
我们是享誉很高的出口商，从事于下列商品的出口业务。
We are engaged in exporting cameras for 30 years and are closely connected with large manufacturers in our country.
我们从事照相机的出口业务达30年，与我国大型制造商联系密切。
We are a leading company with 30 years experience in exporting household electric appliances.
我公司为一家拥有30年家电出口经验的首席公司。
We have the pleasure of introducing ourselves to you with the hope that we may have an opportunity of cooperating with you in your business extension.
我们很高兴自我介绍，希望有机会在您的业务拓展中与您合作。
We enjoy a good reputation internationally in the circle of textile.
我们在纺织界享誉全球。
In our trade with merchants of various countries， we always enjoy the principle of equality and mutual benefit. It is our hope to promote， by joint efforts， both trade and friendship to our mutual advantage.
我们在与各国商人的交易中始终坚持平等互惠的原则。我们恳切希望通过双方努力在互利的基础上促进我们之间的贸易和友谊。
policy 政策介绍
China has adopted a flexible policy in her foreign trade.
中国在对外贸易方面一直采取灵活的政策。
Our foreign trade policy has always been based on equality and mutual benefit and exchange of needed goods.
我们的贸易政策总是建立在平等互利和互通有无的基础之上的。
Our trade policy is conducted on the basis of equality.
我们在平等的基础之上进行贸易。
Our abundant resources and stable policy provide foreigners with the advantages they invest here.
我们的丰富资源和稳定政策为外商投资提供了有利条件。
We have always adopted some usual international policy.
我们一直采用一些通用的国际惯例。
Our political situation is stable and the policy of opening to the world is firm.
我们的政治局势稳定，并且对外开放的政策不会动摇。
We welcome foreign friends to invest in China and we are trying to create a more favorable environment for them. This is our policy.
我们欢迎外国朋友到中国来投资，我们将努力为他们营造一个更加有利的环境。这就是我们的贸易政策。
Our trade policy with people in all countries is on the basis of equality and mutual benefit.
我们在平等互利的基础之上和各国人民进行贸易往来。
To respect the local custom of the buying country is one important aspect of China s foreign trade policy.
尊重买方国家的风俗习惯是中国对外贸易政策的一个重要方面。
A：Mr. Li， your catalogue says that you have more than 20 series with over 100 designs， right？
李先生，你们的新产品目录上说你们有20多个系列100多种设计，是吗？
B：Yes. I hope this is a big enough collection for you to choose from.
是的。我希望这些足够你们选择的。
A：Well， we think the Christmas teddy bears are cute. You know teddy bears are very popular here， and the holiday season is coming.
嗯，我们觉得圣诞玩具熊很可爱。你知道的，玩具熊在这边很受欢迎，而且圣诞节就要到了。
B：Yes， I know. And I m sure our well made teddy bears will meet your satisfaction.
是的，我知道。我相信我们做工精湛的玩具熊会使你们满意的。
A：What colors are they？
都有什么颜色？
B：Say， white， brown， black， gray， yellow， pink， and aquamarine.
白色、棕色、黑色、灰色、黄色、粉色和蓝绿色。
A：Beautiful colors. What materials are they made of？
这些颜色很漂亮，它们都是由什么材料做的？
B：We have a variety of materials such as cloth， velvet， linen， flannel and so on. You can order whichever you like.
我们有不同的材料，如棉布、天鹅绒、麻布和绒布等。你喜欢哪种就可以订哪种。
A：That sounds great. What sizes do you have？
太好了。都有什么尺寸的？
B：Usually we have 5sizes， mini， small， medium， large and extra large. By the way， we can also have the toys made to customers orders. So if you have your own designs and ask for special sizes， please let us know.
一般有5种尺寸：迷你型、小的、中的、大的和特大型的。顺便提一下，我们也可以按照客户要求去做。如果你们有自己的设计和要求特殊的尺寸，请告知我们。
A：Really？ Are we charged extra for this kind of order？
是吗？对这类订单额外收费吗？
B：Usually we don t unless it is a small order.
一般来说，不收，除非所订数太少。
A：I see.
我明白了。
定价策略
discount 折扣
He s asking for a five percent larger discount than we normally give him.
他要求我们将折扣比往常再提高5%。
This time I intend to place a large order but business is almost impossible unless you give me a discount.
这次我想订一大批货，可是如果你不给我折扣的话，这笔生意几乎没有可能做成。
If so， we ll certainly give you a discount.
如果这样，我方肯定会给你折扣的。
But how large discount is the order you intend to place with us？
可是，你打算给我们的折扣有多大呢？
In this way， it won t leave us anything. Our maximum discount is 10%.
这样的话，我方就无利可图了，我方最大折扣为10%。
Considering the long standing business relationship between us， we shall grant you special discount of 10%.
考虑到我们之间的长期贸易关系，我们将给你们10%的特别折扣。
But 10% discount is not enough for such a big order.
对于这么大的订单，10% 的折扣不够。
Only for very special customers do we allow them a rate of 10% discount.
只有对十分特殊的客户，我们才给予10%的折扣。
Anyhow， let s meet each other half way， how about 15% discount？
不管怎样，我们相互让步，15%的折扣怎么样？
Could there be a 5% discount for making a lump sum payment in cash？
（=Could there be a 5% discount for making a payment in lump sum in cash？)
现金一次付款是否可以有5%的折扣？
To support you in pushing sales， we grant you a special discount of 8%.
为了促进销售，我方同意给你们 8%的特别折扣。
If you could make a 10% discount， we would be pleased to give you an order for 150 sets.
若贵方能给予10%的折扣，我方将很高兴向贵方订购150套。
As for the suggested 2% discount we regret we cannot accept your counter offer.
很抱歉，贵方所建议的 2%折扣的还价，我方不能接受。
commission 佣金
We are very concerned about the question of commission.
我们很关心佣金的问题。
What is your usual practice in giving commission？
不知道你们对佣金是怎么规定的？
Commission is usually given as a percentage of the total value of a transaction.
我们通常是按成交额的百分比计算佣金的。
We do business on a commission basis.
我们是在有佣金的情况下进行商业活动的。
I m afraid that it goes against the international trade practice not to allow a commission.
不给佣金恐怕与国际商业惯例不一致吧。
It will be easier for us to push the sale if you give us more commission.
如果你们能多给一些佣金，就更便于我们推销。
We ll take the commission into consideration if your order is big enough.
如果你们订货数量大，佣金一事我们可以考虑。
How much commission will you give if the transaction is over ＄ 100，000？
如果成交额在十万以上，你们给多少佣金？
10% commission will no doubt cause the price to go up.
给10% 的佣金意味着价格要提高。
We ll give a 2% commission as an exception， this is the best we can do.
我们破例给你们2%的佣金，不能再高了。
The commission you give is too little.
你们给的佣金实在太少了。
I suggest that you add 1% to the commission for each additional 100 pieces sold.
我建议每多销一百台，就增加1%的佣金。
Since we have made concession in price， we cannot give you any commission.
我们在价格上已经作了让步，所以佣金就不能再给了。
The quotation includes a 5% commission.
报价中包括5%的佣金。
Actually， we don t give any commission in general.
实际上，我们一般不付佣金。
Is it possible to increase the commission to 4%？
能不能将佣金提高到 4%呢？
Anyhow your 8% commission is far from being acceptable.
无论如何，你要求的 8%的佣金是不能接受的。
We ve accommodated you in allowing a 2% commission.
2%的佣金已经是照顾你了。
It ll be all right， even if you only give us a 2% or 3% commission.
你们即使只给2%或3%的佣金也成。
That s exactly the same commission we give to other agents.
我们付给其他代理商的佣金也是这么多。
price cut 降价
Dealers in this line have reaped gratifying profits and we have no doubt that you will also be able to share this chance of our price cut.
这个系列的交易商获得了十分满意的利润，毫无疑问，你们也能分享我们降价的机会。
We are confident that a repeat order would convince you that， at the lowered price， the goods we are offering are of good quality and excellent value. So we decide to have our price cut.
我们满怀信心地认为，续购会使您相信，即便以更低的价格我们所提供的商品也同样质量好、品质优。所以我们决定降价销售。
From all listed prices we allow a trade discount of 5% and a further special discount of 5%， making 10% in all， on orders received by the end of this month. It is equal to the price cut.
在所有列出的价格中，我们对月底前收到的订单给予5%的商业折扣，再给5%的特别折扣，总共10%。这已经等于降价销售了。
You are already aware of our terms of business， but to encourage you to lay in a stock of the new tubeless tyres， we will have price cut by allowing a special discount of 5% on any order received on or before 31st March.
您已经知晓我们的交易条件，但是为了鼓励您贮存新制无内胎轮胎，我们将对3月31日或此前的订单予以5%的特别折扣。
insurance/insure 保险
I am looking for insurance from your company， and I want to know what types of cover you usually underwrite.
我准备向你公司投保，我想知道你们通常承保的范围。
We leave the insurance arrangements to you but we wish to have the goods covered against All Risks.
保险事宜由你方安排，但我们希望保综合险。
Since the premium varies with the extent of insurance， extra premium is for buyer s account.
因为保险费率视保险范围而定，额外保险费由买方支付。
If you desire us to insure against a special risk， an extra premium will have to be charged.
如果你方需要我方投保特殊险，则需要支付额外保险费。
We ll insure the goods with the People s Insurance Company of China.
我们将通过中国人民保险公司对货物进行投保。
As our order was placed on CIF basis， the insurance is to be effected by you.
由于我方是按价订货的，应由你方投保。
According to your request， we have insured your shipment to the border.
根据贵方的要求，我们已将贵方的货物投保至国境为止。
They will undertake to compensate you for the losses according to the risks insured.
他们将根据所投保的险别，对损失负责赔偿。
As requested， we will arrange insurance on your behalf.
根据你方要求，我们将代你方办理保险。
Please note that our insurance coverage is for 110% of the invoice value only.
请注意我们的保险范围只是发票金额的110%。
（Mr. Steven， B， the export manager is bargaining for a better price.）
（出口经理Steven先生正就价格进行讨论还价。）
A：Mr. Steven， what s your idea of price？
Steven先生，你怎么看这个价格？
B：The best we can do is ＄ 120 per case.
我们最高能做的是每箱120美元。
A：I m afraid that s quite impossible. You can t expect us to reduce it to that extent.
恐怕不可能，你不能指望我们把价格降得那么低。
B：I think you are well informed about the prevailing market. Some Spanish firms are offering the same at much lower prices.
我认为你们对现行市价十分了解。一些西班牙公司报同等货品的价格要低得多。
A：Price can t be taken separately from quality. A comparison of the quality of our products with that of rival goods will show you that ours is far more superior.
价格不能与质量分开，将我们产品的质量与竞争对手产品的质量比较，你们就会发现我方产品的质量要好得多。
B：It is true yours are of better quality. But your price is still on the high side even if we take quality into consideration. How about meeting each other half way？
的确你们的质量要好一些。但即使将这一点考虑在内，你们的价格还是偏高，我们各自让一半如何？
A：Well， I ll have to think about it and give you a reply 30 minutes later.
那么我必须得想一想，30分钟后给你回话。
B：Take your time please.
不着急。
最后的磋商
deliver(y) 交货
I d appreciate it very much if you could deliver the goods by December 8th.
如果你们能在12月8日之前发货将不胜感激。
As the season in our country for this type of fruit is in May， could you deliver the first consignment by mid April？
因这种水果在我们国家的销售季节是五月，你们能在四月中旬送来第一批货吗？
I m sorry to say that your delivery is 15days behind schedule.
我不得不抱歉地说你方的交货时间比计划日程晚了15天。
There will be no profit at all if you cannot deliver your skiing suits before the end of November.
如果十一月底之前你方不能送来滑雪服，我们毫无利润可言。
We find it impossible to ask our end users to accept the delayed delivery. So can you deliver on time？
我们认为不可能说服客户接受延误的发货。所以你们能按时发货吗？
The delivery is within 60 days after the contract.
交货期是在签约之后的60天之内。
We will deliver it to you in water proof，insect proof wrapping.
我们会用防水、防虫的包装寄给你。
payment/pay 付款
Please make all payments within 60 days of the date on the invoice.
请照发票上日期于60天内付清全部款项。
The cash discount given on this bill is an awards to pay the bill on date due.
我公司给予此账单的现金折扣，系奖励如期付款。
Our standard terms of payment are included in our general terms of sale.
我方销售总则中包括了标准付款条件。
I d appreciate it if you would pay for the first 10machines in advance.
如果你方能预付头10台机器货款，我会非常感激。
I have to insist on an advance payment guarantee issued by a reputable bank， though.
尽管如此，我还是要坚持由一家信誉良好的银行作一个预付的担保。
Payment unless otherwise specifically agreed is to be made by letter of credit established immediately upon receipt of confirmation of order.
除非有特别规定，否则付款方式为信用证，并应在收到订货确认书后立即开出。
In accordance with this plan， we shall look for the first payment on September 1st.
遵照本计划，我们期望在9月1日能得到第一次付款。
We enclose a cheque for ＄5，000 in payment of your invoice of the 10th December.
为支付贵方12月10日发票，随函寄面额5000美元支票一张。
Documents will be checked and paid immediately after receipt if there is no discrepancy.
单据收到后经核对无误，我们就立即付款。
What kind of installment payment do you have in mind？
你们认为应采用什么样的分期付款方式？
I can t be of any help in this respect. L/C is the only term of payment we can accept.
在这一点上，我无能为力。信用证是我们唯一能接受的支付方式。
contract 合约
Because we do not have an official agreement from your company，we must pass on this contract.
因为我们没有贵公司的正式同意，我们必须放弃这份合约。
We need to reconfirm the content of the fundamental contract with my manager before we can sign it.
在我们能签署之前，我们需要和经理再确认基本合约的内容。
Let s have our legal counsel check this contract.
让我们请我们的法律顾问来检视这份合约。
Once I get the top executives approval in the meeting，I will draw up the contract.
一旦我在会议上获得最高决策者的认可，我将会草拟文件。
We have to obtain approval from our Legal Department on the new contract. Would you please allow us a little more time to accomplish this？
我们必须获得我们法律部门对新合约的认可，可否允许我们再多一点时间完成这部分？
Enclosed is our counter signed Sales Contract No. 147.
随信附上我已会签的第147号销售合同。
After I have signed the contract， please counter sign it.
在我签过合同之后，请会签。
Please see to it that the stipulations in the relevant credit are strictly in accordance with the terms stated in the contract.
请注意有关信用证的条款应与合同条款严格一致。
Let s go over the contract and see if everything is all right.
让我们仔细检查一下合同，看看是否一切都没问题。
The contract stipulates that the goods should be shipped entire.
合同中规定货物应一次运出。
We have duly counter signed the contract and are returning one copy for your file.
我们已经及时会签了合同，现寄出一份供你方存档。
If one side fails to honor the contract， the other side is entitled to cancel it.
（=If one side fails to observe the contract， the other side is entitled to cancel it.）
（=If one side fails to observe the contract， the other side is entitled to stop it.)
如果一方不履行合同协议，另一方则有权终止合同。
The loss for this reason should be charged by the side breaking the contract.
由此造成的损失必须由毁约方承担。
The contract contains basically all we have agreed upon during our negotiations.
合同将协议的内容基本都写上了。
I d like to discuss the details of the contract.
我想谈谈契约的细则。
Shall we draw up a rough draft of the contract？ We can then talk it over in detail at our next meeting.
我们要不要先拟一份契约草案？这样下次见面时就可以议论细节。
How long do you think it will take before we can draw up contract？
您认为我们需要多久才能拟出一份契约？
When will the contract papers be ready to sign？
什么时候签契约书？
Before we sign this contract， may I confirm a couple of things？
在签约之前，我先确定几件事好吗？
We are completely satisfied with the terms of the contract. May we assume that you are， too？
我们完全满意合约的内容。您也一样是吗？
Yes， but I think we should decide upon the length of this contract.
哦，我想我们该决定合约的时效了。
Under these conditions of payment， we can see no problem in accepting this contract.
(=Under these conditions of payment， there is no problem in accepting this contract.)
以这种付款条件要我们接受合约，绝无问题。
clause 条款
May I call your attention to Clause 4of the Draft Agreement？
可以请你注意一下合同草案的第4条吗？
I think the wording of Clause 9is misleading and should be changed.
我认为第9款措辞很容易让人误解，应该作一些改动。
What struck me about Clause 10is that no mention is made of demurrage.
让我感到惊讶的是第10条居然一点儿也没提到货物滞留的事。
I think that Clause 1does not reflect what we agreed last Friday.
我觉得第一条并未反映出我们上星期五达成的协议。
In my opinion we should add a standard arbitration clause.
就我看来，我们应该加一项标准仲裁条款。
I think Clause 5is substantially the same as Clause 8. I think we could delete it.
我认为第5条和第8条极其相似。我觉得我们可以将它取消。
article 条款
May I ask how you interpret this article？
(=Will you explain this article to us？)
请您解释一下这项条款好吗？
Does what it says in this article mean that the warranty will be invalid in the third year？
这项条款是说在第3年保证就会无效吗？
Let s go over the details of this article again to avoid any confusion.
我们再次议论这项条款的细则，以免产生混淆。
points 几点
There is some necessity for discussion on some of the finer points.
(=It is necessary to discuss some details.)
有必要再议论部分细节。
There are still a few points that we haven t discussed yet.
(=There are still a few points that we haven t settled on yet.)
我们还有几点尚未议论。
terms 条件
Price doesn t present any problems， but we are not happy with the terms of payment.
价格不成问题，但是我们不太满意付款的条件。
We are satisfied with the terms of this contract for the most part， but we feel that your terms of payment are too severe.
对于合约的内容，我们大致上满意，但是你们的付款条件似乎太苛刻了。
Under those terms， yes， we can accept it.
在那些条件之下，我们可以接受。
If the lease period could be extended to 5years， then the terms will be acceptable.
如果租赁期限能够延长为5年，我们就能接受这些条件。
pack/packing/package 包装
How would you pack the goods we have ordered？
你们怎么包装我们订购的这批货？
We hope the packing could be more attractive， the design and the color will suit European taste.
我们希望包装美观一些，图案和色彩能符合欧洲人的品味。
Your recommendation on improving packing would be appreciated.
你们如果有更好的包装方式可以向我们推荐。
We hope that you can make more improvements in the packing. Attractive wrapping would help us sell the goods.
我们希望你们在包装上能有所改进。精美的包装便于我们推销。
Packing should be suitable for transport by sea. Could you use wooden cases instead？
包装要适于海运，能不能改用木箱？
Please make sure to use shockproof packing.
请务必用防震包装。
The goods are to be packed in wooden cases containing 20 dozen each.
货物用木箱包装，每箱装20打。
Each package should be marked “Fragile”.
每件包装上应标明“易碎品”。
In my opinion， customers should get an idea of what is packed inside through outer packing.
依我看，外包装应该让顾客知道里面装的是什么。
We could use wooden cases for packing if you insist. This kind of packing costs more.
如果你们坚持，我们可以使用木箱。这种包装费用高。
When you pack， please put 2or 3different designs and colors in each box.
装箱时最好每箱搭配两到三种花样。
The packaging must be seaworthy and strong enough to stand rough handline.
包装必须适合海运，足够牢固，经得住野蛮搬运。
The new packing of the porcelain is of typical Chinese style.
陶瓷的新包装具有典型的中国特色。
I have to complain about the really careless packing of the last consignment.
上次货的包装确实很不细心，我不得不投诉。
agent /agency 代理
We are pleased to offer you a sole agency for the sale of our products in your country.
我方乐于由贵公司担任我方在贵国的独家代理。
If terms prove workable， we would like to appoint you as our agent.
假如条件可行，我们愿意指定你方为代理。
As our sole agent， you are not expected to sell any other competitive line of goods in this market.
作为我方的独家代理，你方不能在同一市场上销售其他任何竞争性产品。
We d like to renew our sole agency agreement for another two years.
我们想将此独家代理协议续约两年。
Your total order last year was very small， which in no way demonstrates your ability to act as our agent.
你方每年的订货量太小，这无法证明你方可以胜任我们的代理。
Don t you think this annual turnover for a sole agent is rather conservative？
对于独家代理来讲，这样一个年销量您不觉得太保守了吗？
As to your suggestion of an agency agreement， we do not think the opportunity has come to maturity for us to consider the matter.
至于你方代理协议的建议，我方认为考虑此事的时机尚未成熟。
We will increase our turnover if you appoint us as your sole agent.
如指定我们为你方的独家代理，我们可以增加营业额。
The trial period for agency seems rather long for us.
代理的试用期对我们来说似乎太长了。
As our sole agent， you are not allowed to re export our goods to any other area outside your own.
作为我方的独家代理，你们不能再将我们的商品出口至你地区以外的任何地方。
We regret to inform you that our agency representation has been taken over by someone else.
很抱歉通知你，我公司的代理商已由其他人接任。
We appreciate the confidence you show in us by offering us an agent for your products.
感谢贵方对本公司的信任，提议我方为贵方产品的代理商。
We will not accept your agency on these terms.
在这些条件下，我们不会接受贵方的代理委托。
We are confident that your entrusting us with agency will add a new page to the records of our cooperation.
我们坚信，贵方委任我方为代理将使我们双方的合作翻开崭新的一页。
As your agent， we ll make greater efforts to push the sale of your products.
作为你们的代理，我们将会更加努力地推销你方产品。
With the sole agency in your hand， you could easily control the market.
你方取得了独家代理权后，可以轻易地控制市场。
We d like to sign a sole agency agreement with you on your electric fans for a period of three years.
我们想同你方签订一项为期三年专营电扇的独家代理协议。
We think our proposal to be your agent is to our mutual interest and profit.
我们认为作你方代理的建议对双方都有利。
shipment/be shipped/ship 装运
We assure you that shipment will be made before September 6th.
请你放心，我们一定会在九月六日之前装运。
What would you say if the goods are shipped in installments？
我们分批装运，你们认为如何？
If the goods are not shipped in February， we ll be compelled to purchase elsewhere and may have to cancel our order.
如果二月份不发货，我们就不得不向别处购买，可能取消在这里的订单。
If partial shipment is permitted， we can ship whatever is ready to fill the urgent needs of your end users.
如果允许分批运输，我们就可以随时装运准备好的货物，满足你方用户的紧急需求。
You d better ship the goods entirely / in one lot / completely.
你方最好一次性交货。
It s likely to cause a delay in shipment or even complete loss of the goods if you arrange such a combined transport.
这种联运容易造成货物延迟，甚至丢失整批货物。
The ordered goods must be shipped in full Container Load.
所订货物必须用整集装箱装运。
Shipment should be made before October， otherwise we are not able to catch the season.
10月底前必须交货，否则就赶不上季节了。
The order is so urgently required that we must ask you to expedite shipment.
向贵公司所购之物，因迫切需要，故请贵方加速装运。
Shipment by the middle of October will be too late for us.
10月中旬交货太晚了。
If nothing can be done about it， the goods can only be shipped in September.
如果没有办法，那只好等9月份装船。
I m sorry we can t effect shipment in March.
很抱歉，三月份我们不能给你们装船。
When is the earliest we can expect shipment？
那么我们最早的装船日期将是什么时候？
As a rule， the earlier the shipment， the better the business.
一般来说，装船越早生意就越好。
You price sounds reasonable， but shipment is too extended.
你们的价格听上去还合理，但交货期太远了。
We shall effect shipment as soon as your L/C arrives.
你方信用证一到我们立即发货。
transshipment 转运
To meet your demands， we allow transshipment， but the expenses and risks involved should be borne by you.
为满足你方要求，我们允许转运，但是由此带来的费用和风险由你方承担。
Since there is no direct steamer to your port from Shantou， the goods have to be shipped to Hong Kong for transshipment.
因为没有从汕头到你方港口的直达轮，货物必须从香港转运。
(A—Mr. William is now negotiating the terms of the contract with B—Mr. Parson from the importing company.)
（William先生A正与一家进口公司的帕森先生B进行合同条款的谈判。）
A：Well， Mr. Parson， it seems to me we ve come quite a long way， but there s still a fair points left over to clear up.
Parson先生，我们已经谈了很久了，但对我来说似乎仍有好些问题尚未解决。
B：Yes， I d like to go over terms of payment. Would you be agreeable to payment by irrevocable letter of credit on your Vancouver Bank？
是的，我想说一下付款方式。你同意让温哥华银行开立不可撤销信用证吗？
A：Good. At sixty days I d suggest. Now， what about deliveries？
好的，我建议60天后见票付款。那么怎样发货呢？
B：I ve been looking into the question of having the goods sent by air. It s quick， the goods are less liable to damage than by sea and rail， and there s less risk of hold ups due to strikes.
我正在考虑用空运送货的问题。空运快捷，比起海运和铁路运输，货物更不容易损坏，而且因罢工而滞留产品的风险也小一些。
A：There s only one thing there. Freight costs are higher by air， and if we operate on CIF terms as we already provisionally agreed， this might mean a substantial increase in our expenses.
只有一点，空运费用要高一些，如果我们按谈判中双方同意的CIF 支付条款成交，那就意味着我方费用将大幅度提高。
B：While really I believe it would be worthwhile， and we would be prepared to meet you half way with the extra incurred.
不过我真的认为很值得这么做，而且我们准备为你方承担一半由此引起的费用。
A：I m certainly with you in principle， but I ll have to take the matter up when I get back to Sydney. I ll send you a fax after I ve discussed it with my boss.
原则上我赞同，但我回悉尼后要好好考虑一下。我与老板商量后再给你发传真。
B：And delivery times will depend on whether you send the goods by air.
那么交货时间取决于你是否空运货物。
A：Quite.
的确如此。
The General Process of a Meeting 会议的一般程序
Reasons for Meeting 举行会议的原因
Meetings may be held in order to satisfy a company s legal obligations. A meeting held for this reason might be an annual general meeting (AGM) for a limited company. Here are some other reasons why meetings take place in an organization， with some specific examples.
为了履行公司的法律责任可能需要召开会议。为此有限公司可能会召开年度股东大会（AGM）。在此以一些具体的例子来解释一个组织内部要举行会议的一些其他原因。
1.Decision making 决策
selecting a candidate for a job and buying new equipment.
挑选某一职位的候选人和购买新设。
2.Problem solving 解决问题
late delivery of supplies and shortage of skilled workers.
供应商供货延误和熟练工人紧缺。
3.Information gathering 收集信息
reporting on a conference and market research.
会议报告和市场调研。
4.Information giving 发布信息
training and presenting results.
培训和介绍成果。
5.Idea generating 集思广益
sales strategy and product development.
销售策略和产品开发。
6.Negotiating 谈判
suppliers contracts、 pay and conditions.
供货合同、付款和条件。
7.Reviewing/ evaluating 总结/评估
staff appraisal and year end review.
员工评估和年终总结。
Functions of the Meeting 会议的功能
A meeting is supposed to pool all the participants ideas and suggestions for a common purpose， which may function in the following ways：
举办会议的目的是为了一个共同的目标而把与会者的想法和建议集中起来。会议的功能如下所述：
1.Solving Problems 解决问题
Problems vary greatly in different organizations， from a late delivery，employees turnover， a shortage of current capital to a lack of qualified sales representatives， a conflict between different departments， environmental protection， and so on. When a meeting is held to solve problems， it is trying to find some way out for the existing situation， i.e. to make a change.
问题因企业的不同而彼此间存在很大的差异。从货物的延期交付、员工的“跳槽”、流动资金的缺乏到缺少合格的销售代表、部门之间的冲突、环境保护等。当召集会议的目的是为了解决问题时，会议的召集者希望在当前的形势下能够找到一条出路，即改变目前的局面。
Problem solving meeting often starts with an introduction to the problem， which should be prepared beforehand with an explanation as detailed as possible， so as to let the participants be clear about the situation. For example， if the meeting held is about an increase in employees turnover， the introduction should include the turnover figure， the percentage of yearly dropping off， the inter departmental comparison， and so on.
解决问题的会议开始时，通常要对现存问题作一个介绍，这就需要事先做好准备。解释越详细越好，这样可以使与会者明了当前的局面。举例说：如果会议所要谈的是有关员工“跳槽”现象增加的问题，那么介绍中就应该包括“跳槽者”的人数、每年辞职者的百分比、部门间的情况比较等。
The next step for a problem solving meeting is to make an objective analysis over the problem. A number of questions can be put up to the above mentioned turnover problem， like is it because of a lack in the internal communication， the welfare of the company in comparison with other companies or something else？ How serious would it be if no measures are taken (within a given period)？
解决问题的会议下一步要做的，是对有关问题作客观分析。就上面所提到的员工跳槽问题，与会者可能会提出很多问题，譬如：这是否是因为企业内部沟通不够？本公司的福利与其他公司相比尚存有差距，还是有别的什么原因？如果（在某段时间内）不采取任何措施，问题会有多严重？等等。
The last step for such a meeting is to come to some conclusions about the problem， and with solutions suggested for the problem. As far as the solution to the problem is concerned， the brainstorming method can be borrowed and applied by the organizer. Actually， controversial opinions may occur in the course of problem analysis， which is quite common for meetings of this kind.
这类会议所要做的最后一件事，就是得出关于该问题的某种结论，以及解决该问题的有关建议。就解决问题而言，会议组织者可以借用“集体自由讨论”的方法。实际上，在分析问题的过程中常常会出现一些相反的意见，这在召开这种类型的会议时是十分常见的。
The meeting organizer s duty is to try to exercise an appropriate control over the meeting， not to lose the control. Otherwise， a meeting like this will easily turn itself into a problem—a problem relating to the credibility， objectivity， and coherence of an organization.
会议组织者的责任，是对会议尽可能地实施适当的控制，而不是失去控制。否则，这样的会议自身就会变成问题，变成涉及可信度、客观性以及企业的凝聚力的问题。
2.Making Decisions 做出决策
A decision making meeting differs from a problem solving meeting in that its focus is not on analyzing different reasons leading to a problem， but on taking action(s). For example， when the company s yearly revenue drops by a big margin， a decision making meeting has to be held immediately. The purpose of such a meeting is to take some actions like cutting down the costs， withdrawing or suspending some expensive plans， or even downsizing the total number of the company—including management staff.
决策性会议不同于解决问题会议之处在于：其重心不是放在对导致问题产生的种种原因的分析上，而是在采取行动上。譬如说，当公司的年收入有较大幅度下降时，决策性会议应立即举行。举行这样一个会议的目的是为了采取一些行动，譬如削减部分开支、撤销或推迟一些开支较大的计划、甚至于缩减公司的人员规模（管理层人员亦包括在内）。
Naturally， organizations have all kinds of decisions to make every day. But when a meeting is held for a decision， the participants should take more factors into consideration so as to make a right decision. For that reason， we have the following suggestions：
企业每天要做出种种决定，这是很正常的事情。但当会议的目的是为了做出决定时，与会者应尽可能考虑到多方面的因素，以便做出正确的决策。出于对这一点的考虑，我们提出如下建议：
（1）Sense of responsibility 责任感
When people come to a decision making meeting， they are entitled to make whatever decision they want. What should be reminded is that all participants—maybe the term decision makers is more appropriate—should have a strong sense of responsibility about the decision they are going to make. It would be wiser for them to do some investigations before coming to the decision， which depends on the nature of that decision.
当人们参加决策性会议时，他们有权做出他们想要做出的任何决定。这里需要提醒的是：所有与会者——或许“决策者”这一称呼更为恰当——应对他们即将做出的决定有一种强烈的责任感。在他们来开会作决策之前，他们最好做一些调查工作；当然，这取决于其所作决策的性质。
Besides， in the course of the meeting， the organizer should let all the members voice their opinions—pros and cons， so as to get a fuller picture about the intended case. Unfortunately， not a small number of cases have shown that some decisions did not come out of responsible minds， but more in a one sided way.
此外，在会议进行的过程中，主持人应该让所有成员发表他们的看法——正面的或是反面的，这样能够较全面地看待所讨论的问题。但令人遗憾的是，很多例子告诉我们，不少决定并不是认真作出的，而是带有偏见的。
(2) Do not rush to conclusion 避免匆忙做出结论
More often at the decision making meeting， there is more than one option for the decision. For that reason， before they come to any conclusion —“Our decision for the problem is...”， it is highly necessary for all the participants (especially the organizer) to compare those alternatives， and see which would be preferable. Sometimes， a wrong decision is made because the participants were in a hurry to finish the meeting. Actually， behind the decision making process， there should be an ethic factor functioning as the binding force.
在决策性会议上我们经常可以看到这样一种情形，即有不止一种方案可供选择。由于这一原因，在他们说“我们对该问题的决定是……”之前，所有与会者（尤其是组织者）都有必要比较一下这些候选方案，看看哪一种更好一些。有时之所以会做出一个错误的决定，是因为与会者想尽快结束会议。事实上，在决策程序的背后，应该有一种道德标准作为制约。
(3)Be strategic minded 要有战略眼光
To be strategic minded means that “decision makers” should try to see things from an all round perspective—not from a narrow angled one， and to see something into its future rather than its immediate gains. For that reason， meeting participants should be very serious when they decide that some department(s) should be closed， some branches or even companies be merged， the total figure—including the management staff be downsized， etc. Unless it is absolutely necessary， an organization should avoid taking such actions. When such an action should be taken， the management should take into consideration the side effect and its counter policies， so as to minimize the likely negative impact arising from such a decision.
要有战略眼光是指决策者应尽量从多方面来看问题，而不要从某种单一的角度去看；要看到未来的发展趋势，而不要只看眼前的利益。因此，当与会者做出撤销某些部门、一些分支机构甚至是公司进行合并、人员总数（包括管理层人员在内）削减等决定时，应该非常慎重。除非迫不得已，否则一家企业应避免采取这样的行动。即便是一定要采取这样的行动，管理者也应考虑由此可能产生的负效应及其对策，从而把由此可能产生的负面影响减少到最低限度。
3.Sharing Information 分享信息
The purpose of information sharing meeting is to inform people of what is going on in a particular field or on a certain subject， which is quite different from the two kinds above. SI often follows a top down pattern， i.e. the organizer (or another speaker) talks about something while others listen. In most cases， the organizer takes no question afterwards. To make such a meeting really fruitful for those participants， there are some rules to follow：
召开信息分享会议的目的是为了告诉他人在某一特定领域或在某一特定项目上的进展情况；这与上面两种类型会议完全不同。信息分享会议经常采取自上而下的模式，即由组织者（或另一位说话人）介绍有关情况，其他人听。在大多数情况下，组织者讲完后不要求提问。为使这样的会议确实富有成效，应遵守以下规则：
（1）Good preparation beforehand 会前认真准备
As the purpose of the meeting is to tell people something new or important， the speaker—no matter who he is—should do a good job in his preparation for the meeting.
由于会议的目的是为了告诉人们一些新的、重要的事情，说话人——不管他是谁，应为这次会议做好充分准备。
Good preparation asks for many things. For example， the message preparation—how many items are to be talked about and the approximate time required， any point that needs special explanation or exploration； the equipment preparation—the projector or the computer； and other preparations—whether there are enough chairs for all the participants， and the lighting (in summer， there is an air conditioning factor to be taken into consideration)，etc. All these and more preparations may be required， depending on the subject of the meeting and the availability of those facilities.
充分准备涉及面甚广。例如信息准备——打算谈多少内容、大概需要多少时间、有什么地方需要作特别的解释或作进一步的发掘等；又譬如设备方面的准备——投影仪或电脑的情况如何；再譬如其他的准备——与会者是否有足够的椅子可坐、灯光情况如何（夏天还要考虑到空调因素），等等；所有这些以及其他一些准备的需求程度，依会议的主题及设备的可能性而定。
So far as the facility is concerned， some organizations may not have a meeting room spacious enough or well equipped for any meeting. The reason why sometimes an organization would rent a meeting room in a hotel or restaurant lies just in here—to save all those troubles relating to the purchase and maintenance of meeting / conference facilities， and always keep the meeting facilities in perfect condition.
就设备条件而言，一些企业可能没有那种可以召开任何会议的宽敞的或设备齐全的会议室。企业之所以有时要在宾馆或酒店租用会议室，其原因即在于此——省去所有有关会议设备添置和维修，及保证会议设备始终处于良好状态方面的麻烦。
（2）Be specific about the subject 主题方面要细化
Meetings like this should be specific about the subject. For example， if the speaker talks about the banking service， he must give those detailed information like the branch figures， the toll free telephone number， the working hours， different channels for investment (sometimes with comparing figures in the yearly gain)， and so forth. Detailed figures will add credibility to the information.
这类会议在主题方面应该做到细化。譬如说，如果说话人所谈内容为银行服务，那他就应该提供一些详细的信息，譬如分支机构的数目、免费电话号码、营业时间、投资的多渠道性（有时还应附上年收益额比较）等；详细的数据会增添信息的可信度。
(3)Use visual aids whenever &； wherever possible 在可能的情况下使用视觉手段
To make the report more impressive and comprehensible， the speaker may use some charts， diagrams， or whatever aids which can add strength to the report. If equipment permits， the speaker may use some computer software (like PowerPoint) for a better effect in such a meeting.
为了使报告给人的印象更深、更便于理解，讲话人应采用一些图表或其他辅助手段，从而增添报告的力度。如果设备允许，讲话人可以采用一些电脑软件（如 PowerPoint) 等，这样可以使会议的效果更好。
（4）Select participants for the meeting 挑选会议参加者
For business meetings， who to invite and how many to invite all serve for the purpose of the meeting. Many a time， attending this or that meeting is a symbol of status. For that reason， meeting participants should be targeted， i.e. they should be those who are most relevant to or who are most influential for the particular business. In this way， people present will be conscious of the status and the significance of the meeting， which would be more favorable for the organizer to achieve its desired effect.
对于商务会议来说，邀请谁以及邀请多少人等，都是为会议的目的服务的。在很多情况下，参加这样或那样的会议是一种身份的象征。正因为如此，会议的参加者应该是有所选择的，也就是说，他们应该是那些与特定商务活动最为关联或最具影响的人士。在这种情况下，会议出席者能够意识到会议的重要性及意义；这对组织者达到其预期目的来讲将更为有利。
The number of participants is decided by two factors： the purpose of the meeting and the capacity of the meeting room. If the meeting room is spacious enough， a meeting like this may invite more people to come so as to make it more influential.
与会者人数的多少由两方面因素决定——会议的目的以及会议室的容纳度。如果会议室十分宽敞，这样的会议可多邀请一些人，从而使会议更具影响力。
4.Multi Functional 多重功能
We have had a good discussion over the three major functions a meeting may have when people hold it. However， there s one more kind of meeting that is worth our attention， i.e. multi functional meeting. A multi functional meeting often involves two or three functions. Therefore， a meeting like this can also be called a “mingled” meeting.
对会议的三种主要功能我们已经谈了不少；然而还有一种会议值得我们注意，那就是多重功能会议。多重功能会议通常涉及两三种功能，因此，这样的会议又被称为“混合型会议”。
A multi functional meeting asks especially for a good control. For example， when a meeting changes from one function to another， say from information sharing to problem solving， the meeting organizer should make sure that there is a natural transformation for such a change. It might be better for the organizer to inform everyone about such a change at the very beginning， so as to make them mentally prepared for the change later on.
多种功能会议特别需要有效的控制。例如，当一个会议从一种功能转向另一种功能——譬如说从信息分享转向解决问题时，会议组织者应确保这样一种变化是一种自然的转变。在会议开始时，组织者如果能就会议后期的转变提前告知大家，其效果会更好，这样可以使大家对会议后期的转变在思想上做好准备。
Something about Meeting 有关会议
1.Arrange a meeting 安排开会
We ve arranged a sales meeting for Friday at two o clock.
我们安排在周五两点召开销售会议。
2.Organize a meeting 组织会议
Terry， can you organize a meeting with the sales representatives for Tuesday or Wednesday？
Terry，你能在星期二或星期三组织与销售代表开个会吗？
3.Schedule a meeting 安排会议
Patrick， can we schedule a review meeting for next week？
Patrick，我们能在下周安排个时间召开总结大会吗？
4.Call a meeting 召集会议
I have called this emergency meeting to address the product recall.
我召集这次紧急会议是为了处理产品召回一事。
5.Hold a meeting 举行会议
We can t have the meeting today， so it will be held next week instead.
我们今天无法开会，所以会议改在下周举行。
6.Attend a meeting 参加会议
Can you tell me how many people are expected to attend the planning meeting？
你能告诉我预计有多少人参加这次策划会议吗？
7.Participate in a meeting 参加会议
We would have better results if more people participated in the meetings.
如果有更多的人参加会议，我们会取得更好的收效。
8.Go to a meeting 参加会议
Sorry， I can t go to the team meeting tomorrow. I m going to Paris.
对不起，我明天不能参加小组会议。我要去巴黎。
9.Be present at a meeting 出席会议
The Managing Director was present at the meeting but he said very little.
常务董事虽然出席了会议但没做太多发言。
10.Run a meeting 主持会议
Mariko， can you run the meeting on Thursday？
Mariko，你能主持星期四的会议吗？
11.Chair a meeting 主持会议
Josep Gil， our partner from Barcelona， will chair this month s meeting.
Josep Gil，我们的巴塞罗那合作伙伴将主持本月的会议。
12.Postpone a meeting 推迟会议
We ve had to postpone two meetings this week because of illness. They ve been rearranged for next week.
由于生病，我们不得不将本周的两个会议推迟。会议改在下一周。
13.Cancel a meeting 取消会议
Mr Gallagher has been called away， so we ve had to cancel the marketing meeting.
Gollagher先生被叫走了，所以我们只好取消此次销售会议。
14.Have a meeting 开会
Could you make a notice， Nelly？ We ll have a meeting this afternoon.
Nelly，你能去通知一下大家吗？今天下午开会。
Facilities preparation 设备方面的准备工作
As far as the facilities preparation is concerned， the very first thing to be considered is the selection of a meeting place. For that reason， we should talk about the meeting place selection before going to other factors.
就设备准备而言，首先要考虑的是会议地点的选择问题。因此，我们先谈会议地点的选择，然后再讨论其他的因素。
Generally speaking， the selection of a meeting place depends on the nature of the meeting， i.e. a formal meeting or an informal meeting， the number of persons for the meeting， and the duration of the meeting—how long it will last. If the meeting is a formal one， a meeting room will be expected.
一般来说，会议地点的选择取决于会议的性质，即这是一个正式会议还是一个非正式会议、与会者的人数以及会议打算开多长时间等。如果这是一次正式会议，那么则需要安排一个会议室。
If there are not many participants for the meeting， then it would be better to have a smaller room rather than a big one， as the former gives one a sense of closeness and seriousness， while the latter is more suitable for small group discussions. However， when there is a limited resource for the selection， the organizer has to manage the meeting in a meeting room that is available for him.
如果与会者人数不多，那么一间小会议室要比一间大会议室理想。因为小会议室给人一种紧凑、严肃的感觉，而大会议室则更适合于搞小组讨论。然而，当会议室资源有限时，组织者就只能根据现有的会议室来作安排。
The informal meeting differs from the formal meeting in many ways， and one of them is that it does not require a meeting room. Actually， what an informal meeting needs is an appropriate place for holding such a meeting， with no particular requirement for the facilities. Besides， a meeting of this kind could be as short as a few minutes in length.
非正式会议与正式会议在很多方面不同，其中一点是：它不需要任何会议室。实际上，非正式会议所要求的是一个能够召开这种会议的地方，因此它对设备并无特殊的要求。此外，这类会议可能只开上几分钟时间。
Facilities here loosely refer to those items required for a meeting， like tables and chairs， blackboard or whiteboard， thumbtack， projector， microphone， computer， etc. Besides， the light of the room， the ventilation—any air conditioner or fan available， should also be included on the list. If the meeting takes long. e.g. more than an hour， tea or coffee should be taken into consideration.
设备在这里是泛指会议所需要的东西，如桌椅、黑板或白板、图钉、投影仪、麦克风、电脑等。除此之外，会议室的光线、室内的通风——空调以及电扇等，也应在考虑之列。如果开会时间较长——譬如超过一个小时，那么还应该考虑茶水和咖啡的供应问题。
There are several ways for the arrangement of chairs. For example， we can put them into rows in a normal way. We can also arrange them in a round or a rectangular form， or put them in a semi circled way. But as organizers we should know that whatever way we may have those chairs arranged， each way has its own specific meaning and functions.
椅子的摆放可有多种形式。例如，我们可以按一般方法把它们按行排列；我们也可以把它们围成圆圈或是矩形；我们还可以把它们排成半圆形。但是作为组织者我们应该知道，无论我们把椅子排成什么形状，每一种排法都有其特定的含义和功能。
A rowed up arrangement means that all participants should focus their attention on the one who is seated facing them—either the meeting organizer or the speaker； the round or rectangular table arrangement means that all members should exchange ideas with each other， and no one is more important than the others (however， such an arrangement is not suitable for conflicting members)； the semi circled seating brings all members closer to the speaker or the meeting leader， yet it is not as serious as the rowed up kind. Actually， behind the seating arrangement there is a psychological impact on the participants， which should be taken into consideration by the organizer.
椅子按行摆放意味着所有与会者的注意力都应放在面向他们而坐的人身上，不管他是会议的组织者或是讲话人；圆形或矩形的摆放意味着所有成员应相互交换看法，彼此间没有地位高低之别（但这样的摆放对彼此有冲突的成员来讲不合适）；半圆形的摆放使与会者和说话人或会议主持者之间的距离更近，它不像按行排列那样过于严肃。事实上，座位不同的摆放对与会者来讲有着心理上的效应；这一点值得会议组织者考虑。
The Compose of a Formal Meeting 正式会议的构成
1.Agenda 会议议程
A list of items to be discussed at a meeting：e.g. If you would like any items included on the agenda， please let me know before one o clock on Wednesday.
会议上需讨论事宜的一览表。如：你希望会议议程中包含哪些内容，请在星期三1点钟之前告诉我。
2.Minutes 会议纪要
An official record of the proceedings of a meeting： e.g. A copy of the minutes has been sent to everybody concerned.
对会议过程的正式记录。如：已经给每位有关人士发了一份会议纪要。
3.Secretary 秘书
The person who is responsible for the agenda and the minutes of a meeting： e. g. Contact the secretary if you can t attend the meeting.
负责会议议程和会议记录的人。如：倘若不能参加会议，请与秘书联系。
4.Chair 主席
The person who controls a meeting， also known as chairman， chairwoman or chairperson： e.g. A new chair has been appointed.
会议主持人，也称为 chairman， chairwoman 或 chairperson。 如： 新任命了一位大会主席。
5.Participants 与会者
The people who attend a meeting： e.g. How many participants are we expecting？
出席会议的人。如：我们预计有多少与会者？
6.AOB 其他事项
Any other business； an item on an agenda which gives participants an opportunity to raise points that were not already included in the agenda： e.g. Thank you， George. Now， is there any other business？
英文全称为 any other business；是会议议程中的一项，使与会者有机会提出尚未列入议程的事项。如：谢谢你，乔治。现在大家还有没有其他问题？
7.Vote 表决
An expression of opinion or preferences about a question： e.g. Each shareholder at the AGM has a vote.
针对某一问题表达观点或者倾向。如：在年度股东大会上，每一位股东都享有表决权。
The Examples for Agenda会议议程范例
范例 1
AGENDA
Training and Development Programme；
Date：June 1st， 2007；
Time：8：30；
Place：Room 302；
1.Apologies；
2.Minutes of last meeting；
3.Matters arising；
4.Report on July-Jan training programme；
5.Proposed changes；
6.Final arrangements for June-Dec programme；
7.AOB；
8.Date of next meeting；
会议议程
培训与发展计划；
日期：2007年6月1日；
时间：8：30；
地点：302室；
1.致歉；
2.宣读上次会议的会议纪要；
3.上次会议纪要中的问题；
4.汇报7月至明年1月的培训方案；
5.讨论修订方案；
6.确定6月至12月的计划安排；
7.其他事项；
8.确定下次会议的时间；
范例 2
Modern Office Limited Memorandum；
To：See distribution list；
From：Mary White， secretary；
Date：August 1st， 2007；
Subject：Board meeting to be held on August 5， 2007；
It is anticipated that the meeting will last for at least two days and directors coming from out town centers should inform the secretary if they need hotel accommodation booked for them.；
AGENDA
1.Reading of the Minutes from the Previous Meeting；
2.Related Matters；
3.Discussion of Division Reports；
4.Related Matters；
5.Any Other Business；
6.Date of Next Meeting；
To：Rene Healy， Financial Director；
Edie Milner， Technical Director；
Giles Frost， Personnel Director；
Amelia Black， Director of Research and Development；
Peter Wilson， Director of Sales and Marketing；
现代办公用品有限公司备忘录；
致：另附名单；
发自：秘书，玛丽·怀特；
日期：2007年8月1日；
主题：董事会议于2007年8月5日召开；
会议预计为期两天，家在郊区的董事如需预定酒店房间，请提前通知秘书。
会议议程
1.宣读上次会议的会议记录；
2.讨论相关事宜；
3.讨论各部门报告；
4.讨论相关事宜；
5.讨论其他事项；
6.确定下次会议时间；
致：财会部主管：Rene Healy；
技术部主管：Edie Milner；
人事部主管：Giles Frost；
研究与发展部主管：Amelia Black；
市场与销售部主管：Peter Wilson；
相关知识
1.议程安排，尤其是大型会议，就显得格外重要。会议议程有助于与会者就要讨论的事务做好准备，有助于会议有条不紊地进行，提高开会的效率。
2.会议议程的主要内容包括以下几点：
（1）宣布会议开始 （2）点名 （3）宣读上次会议记录 （4）通过上次会议记录 （5）会议主席发言 （6）与会者发言 （7）讨论未完成的事务 （8）讨论新的事物 （9）宣布下次会议的日期 （10）宣布会议结束
3.会议通知应提前发出，以便参与者有足够的时间准备。
4.会议通知的内容应该完整。一般来说，会议通知应说明会议内容（what）、开会时间（when）、开会地点（where）、与会人员（who）。如果是较正式的定期会议，按照西方国家的习惯，通知信函中要附上经整理的上次会议的记录和本次会议议程的安排。
Minutes 会议记录
范例1
MINUTES
Meeting of Branch Managers；
Time：8：30 a.m. on May 8th， 2007；
Place：In the first meeting room；
Present：Mr. B. Smith， General Manager；
Mr. O. Wilson， Sales Manager；
Mr. W. Magdi， Eastern Branch；
Ms. D.Susan， Northern Branch；
Mr. V.Collaro， Western Branch；
Absent：Ms. F.Florida， Southern Branch；
Chairman：Mr. B. Smith， General Manager；
Minutes Keeper：Mary White， secretary；
MINUTES OF LAST MEETING；
The minutes of the last meeting were read， confirmed and signed.
NEW OFFICE COPIERS；
Mr. Smith said that the new office copiers would arrive the following month. The copiers would be demonstrated at a training meeting for all salesmen on July 25th.
FACTORY HOLIDAYS；
Mr. Smith said that the factory would be closed from July 2to 20 for the annual holidays.
COMPLAINS ABOUT DUPLICATORS；
Ms. Susan reported that many of her customers had complained about the duplicator. They produced bad copies because the ink was too wet. Mr. Magdi said he had received similar complaints.
Mr. Smith said that the duplicating ink should be changed in the hot season. Thicker grade ink was better in the hot weather. Thicker ink dried more quickly and did not smudge.
DATE OF NEXT MEETING；
The next meeting was arranged for August 1st， 2005at 8：30 in the first meeting room.
ADJOURNMENT；
There being no further business， the meeting closed at 10：30 a.m.
Submitted by Mary White， Secretary of General Manager (Signature).
会议记录
分公司经理会议
时间：2007年5月8日，上午8点半；
地点：第一会议室；
出席人员：总经理：史密斯先生；
销售部经理：威尔逊先生；
东部分公司经理：麦迪先生；
北部分公司经理：苏珊女士；
西部分公司经理：科勤罗先生；
缺席：南部分公司经理：弗洛里女士；
主持人：总经理，史密斯先生；
会议记录人：秘书，玛丽·怀特；
有关上次会议的记录；
宣读上次会议的记录，确认并签字。
有关新型办公用复印机；
史密斯先生说这种新型办公用复印机下个月就到货，将在本月25日的销售人员培训会议上向大家展示。
有关工厂放假的通知；
史密斯先生通知，工厂将在7月2日至20日放年假。
有关对复印机的投诉；
北部地区分公司经理，苏珊女士说她的很多客户都反映复印机有问题，说由于墨粉太湿，复印出来的效果很不好。麦迪先生说他也收到了同样的投诉。
史密斯先生说到了夏季应更换墨粉，夏季应该使用比较浓的墨粉，浓墨粉干燥得更快而且不会污染。
关于下次会议的时间；
下次会议定于2007年8月1日上午8点半在第一会议室召开。
宣布结束会议；
如果没有其他事情，会议于上午10点半结束。
整理：经理秘书，玛丽·怀特。
范例2
Minutes of meeting held on May 11st， 2007
Present：Joanne McGarrigle， Marie Eagleton， Bob Newman， Ana Maria Tejos， Steve Vandersteen， Diane Moore， Richard Mills， Denis O Leary.
1.Apologies
Apologies were received from Jean Thornton and Will Pidgeon.
2.Minutes
The minutes of the meeting held on April 1st were approved and were accepted as a true record.
3.Matters Arising
BN reported that the business graduates had been notified about the dates of the project presentations.
DM thanked the Human Resources Department for their reports， all of which have been received.
Still awaiting confirmation of the Wright Rooms for July seminars.
4.Reports
The reports were distributed. SV suggested that each should be summarized. The chair stated that in view of the absence of JT and WP， this should not be done at this meeting. Following discussion decided that it could be done informally outside the meeting if anyone needed information that was not included in the reports.
5...
2007年5月11日会议纪要
出席者：乔安妮·麦加里格尔，玛丽·伊格尔顿，鲍勃·纽曼，安娜·玛丽亚·泰约丝，史蒂夫·范德斯廷，黛安娜·穆尔，理查德·米尔斯，丹尼斯·奥利里。
1.致歉
琼·桑顿和威尔·皮金因故未出席会议。
2.会议纪要
4月1日的会议记录已被核准，被公认是真实记录。
3.与上次纪要相关的问题
鲍勃·纽曼说商学专业的毕业生已经接到项目介绍的日期通知。
黛安娜·穆尔感谢人力资源部的报告，报告的全部内容已收悉。
7月的研讨会还要等赖特·鲁姆斯确认。
4.报告
报告已发到每个人的手中。史蒂夫·范德斯廷建议总结报告中的每一项内容。会议主席认为鉴于琼·桑顿和威尔·皮金缺席，这项工作不应该在此次会议上进行。经讨论决定，如果所需要的信息在报告中未涵盖，可以在会后进行非正式的总结。
相关知识
1.会议记录的功能
我们这里所说的会议记录不是指会议期间的笔录，而是指会后根据笔录或录音整理形成的会议情况的材料。按照西方国家的习惯，会议结束后，秘书应整理出会议记录，并寄给与会者，以便下次开会时讨论通过。
2.会议记录的构成及格式
time时间；
place地点；
present出席人员；
absence缺席人员；
chairman主持人；
minutes keeper 记录人；
summary of speeches and discussions会议发言、讨论纪要；
adjournment会议结束；
signature记录人签名；
3.会议记录应客观、清楚、简洁、完整，但是在简洁地总结会议情况时，不要漏掉了重要事项。例如，某个意见是由谁提出的、由谁附议、有多少人赞同、有多少人反对等等。
4.会议记录要有记录整理人签名。
5.小型的非正式会议就不必向与会者寄发会议记录了，与会者自己在会议期间简要记录会议情况就可以了。但作为秘书，还得对会议情况进行整理、存档并保留。
How to Be an Effective Organizer for the Meeting 如何成为一名有效的会议组织者
No matter how well everything has been prepared—from agenda preparation， participant selection， to meeting place choice and faculties checking， a meeting may still turn out to be a failure if there is no leader who knows very well how to chair a meeting.
无论一切准备得怎样好——从会议日程的安排、与会者的挑选，到会议地点的选择以及设备的检查等，但如果没有一位知道如何主持会议的领导者，会议还是要以失败而告终。
Many a time we have heard business people complaining about the lengthy meeting， the digression of the discussion， someone s domineering talk， the insignificant conflicts， and so on. All these have shown that meeting chairing asks for techniques. The key leading to an effective leader is to exercise an effective control over the meeting， which can be sequentially divided into three parts as the following：
不止一次我们曾听到商务人士抱怨说会议开得太长、讨论离题、有人讲话霸道、毫无意义的冲突，等等。所有这一切表明：主持会议要讲技巧。成为一位有效领导者的关键在于对会议能实行有效控制；这一控制按其发生顺序可分为以下三个部分：
1.Careful check at the beginning 会议开始前认真检查
Right before a meeting starts， the meeting leader should make a last minute check， so as to ensure that all the preparatory work is well done and nothing remains undone or goes wrong. This is highly necessary as something may happen unexpectedly， like the lack of enough chairs， the malfunctioning of air conditioning， or even worse， the sudden change of the meeting place for some special reason. All these and more are likely to occur for any meeting. For that reason， a last minute check can ensure you that you have taken the right action for the meeting.
会议开始前，会议组织者应对会议做最后一分钟的检查，以保证所有工作准备就绪，没有出现遗漏或出问题的情况。这样做很有必要，因为可能会有什么意料不到的事情发生，如椅子不够、空调有问题，甚至更糟——会场因某种原因临时需要改变。对任何会议来说，所有这些以及其他情况都很有可能发生。因此，最后一分钟的检查会使您真正放下心来，因为您为会议做了正确的安排。
As soon as the meeting starts， the leader should highlight the subject and the goal of the meeting. Although each participant has already received an agenda for the meeting， a highlighted issue on the subject will help to focus the attention of all members present at the meeting. Besides， if the total number present is more than 15， he should divide them into some mini groups—the smaller the group， the more chances for each member to voice his opinions.
会议一旦开始，主持人应该突出会议的主题及强调会议的目的。尽管每位与会者早已收到会议的议事日程安排，然而主持人对有关主题的问题的强调将有助于所有与会者集中注意力。此外，如果与会者总数超过15人，他应把他们分成若干小组，组越小，每位成员就越有机会发表各自的意见。
2.Skillful control during the meeting 会议中有技巧地控制
A meeting leader should never take it for granted that all members will do as they have been informed when the discussion starts. What the leader should do is to keep an eye on the progress of the meeting and on the way the discussion is carried out， about which the following factors should be taken into consideration：
会议主持人不要想当然地认为：讨论开始后，所有与会者都会按会议所要求的那样进行讨论。主持人所应该做的，是留意会议的进程、留意讨论开展的方式，在这期间下列因素应加以考虑：
(1)Whether all members have participated in the discussion 是否所有与会者都参加了讨论
To get everybody involved in the discussion is the very first thing to be done by a meeting leader. When he finds that somebody is too quiet or has not yet said anything， he should lose no time to bring this person into the discussion. He may say something like “Tony， we haven t heard anything from you about the advertisement campaign. What s your idea about it？” (Remember： do not ask a question which can be answered with “yes”or “no”.) This will not only get the very person into the discussion， but also give an impetus to all those present to be more active about a given topic， as the meeting leader is very concerned about each one s contribution.
让所有与会者都参与讨论是会议主持要做的第一件事。如果他发现有人坐在那里一声不响或者还没有发言，他应该不失时机地让此人参与讨论。他可以说：“托尼，我们还没有听到您对这次广告宣传的意见，您有什么看法？”（注意：不要问一些能够用“是”或“不是”来回答的问题。）这不仅能让这位与会者谈出自己的看法，而且会对其他与会者产生激励作用，使他们更加积极地投入到对某个话题的讨论中，这是因为会议主持人对每个人的参与都十分看重。
（2）Whether the meeting is on the right track 会议是否按既定方式进行
As more ideas are brought up by the meeting participants， there is a likely tendency that the discussion may digress from the meeting goal—members interest may be drawn towards some new ideas or new suggestions， which is quite common for many discussions. Whenever such a thing occurs， a meeting leader should make a quick evaluation of the new idea to see if there is any relevance to the set issues and to what extent it is related to them. If it is really a great idea—fresh and smart， the leader may express his appreciation and encourage a further discussion on that. Otherwise， the leader should bring the discussion back onto the set track by saying something like“Good suggestion， but it s a big away from our discussion today. How about keeping to the point of the agenda？” In this way， there will be no more off the track talk， but a serious discussion on the given issues.
随着与会者所提想法逐渐增多，可能出现的情况是：讨论会偏离会议原先的目标——与会者的兴趣点会转移到一些新的想法或是新的建议上，这在很多讨论会上是常见的事情。每当出现这一情况时，会议主持人应对新想法迅速做出评估，看看这些新想法与既定问题有无相关性以及在多大程度上相关联。如果这确实是一个了不起的想法——观点新颖、目光独特，主持人可以对这一新想法表示欣赏，并鼓励对此作进一步的讨论；否则主持人则应该这样说：“这个建议很好，只是与我们今天的讨论关系不太大。按议事日程的安排来谈，怎么样？”这样使讨论又重新回到原先的议题上。由此，不会再出现偏题的讨论，而是对待特定问题进行的认真讨论。
（3） Handling conflict or disagreement 处理冲突及不同意见
A meeting leader should not be surprised when people run into some conflict and disagree with each other or even with the meeting leader himself. In such a situation， what a meeting leader should do is to listen to both sides first of all， and then try to find out the reasonable element(s) behind such argument. After that he should give a positive appraisal of the enthusiasm shown in the argument， and point out the necessity and importance of keeping the discussion to the set target as time is limited. This will help to bring back both sides to their consciousness as the participants for a given meeting. And most probably， both sides will change their attitudes and join others in the discussion.
当与会者彼此间意见不一或发生冲突、甚至与会议主持人本人意见相左时，主持人不要因此而感到吃惊。当出现这一情况时，会议主持人所要做的是，首先倾听双方的意见，然后尽量找出争论背后包含的合理的部分。在这之后，他应对双方在争论中所表现出的热情给予积极的肯定，但应同时指出讨论按既定目标进行的必要性和重要性，因为会议时间十分有限。这将使争论双方都意识到他们是特定会议的参加者；双方很有可能改变各自的态度，然后加入到他人的讨论之中。
There may be some extreme cases， e.g. some member strongly sticks to his own idea or firmly opposes the meeting leader s point of view. Whenever a situation like this take place， it is a real challenge for the meeting leader. But don t panic. As a meeting leader， what you should do is to behave in a professional way， i.e. to express your appreciation for the active participation and contribution of the participant. Just mention that what you have said is open for discussion because you want to improve what you have thought about. If this person still takes a negative attitude in spite of what you have stated， you should not try to turn this into a personal defense (always remember that you are the meeting leader). The clever way to go is to say something in a technical way like “well， we may discuss that after the meeting”. Then leave that person behind. In this way， you can avoid being trapped into some annoying or even embarrassing situations.
但也可能会出现一些极端的例子，譬如某些与会者一定要坚持他本人的意见，或是完全不同意会议主持人的观点。这种情况的出现对于会议主持人确实是一个挑战，但不必过于紧张。作为主持人，你所要做的是表现出你的专业精神，即对那位与会者的积极参与和提出意见表示肯定。只是稍稍提一下：你所说的仅供大家讨论，因为你希望你所想到的内容能变得更为充分。如果在你说了这番话后，此人仍然是持一种否定的态度，你不要试图把你的话变成一种个人辩护（要始终记住：您是会议主持人）。 聪明的办法是很策略地说上一句“噢，这一点我们可以会后再谈”，然后可以不去理会这个人。这样您可以避免陷入某种令人懊恼甚至尴尬的情形之中。
（4） Preventing eloquent speakers from “monopolizing” the discussion 防止健谈者“垄断”会议发言
Some extroverted people are fond of showing off， especially when they are eloquent speakers for public speaking. Such people often turn a discussion into a personal speech. As a result， other members have few chances to express their ideas in the discussion.
一些外向型人士喜欢表现自己，尤其是当他们在公共场合发表观点时；这样的人往往会把讨论变成一种个人的讲话。其结果是：与会的其他人往往难得有机会来表达他们的观点。
Whenever a meeting leader finds that someone has talked too much and tends to “monopolize” the discussion， he should find a chance to cut this person short in a skillful way by saying “I think you ve brought up some good points for the topic. Then how about looking at the problem from some different perspective？ I d like to hear other comments on the topic.” This will give other members of the group a chance to speak. As you have cut in unexpectedly， it would be very hard for those extroverted people to gain the advantage.
每当会议主持人发现有人谈得太多、而且有“垄断”讨论的倾向时，他应该找一个机会，以巧妙的方式打断此人的发言，如“我觉得您对这个话题谈了不少很好的观点，那么我们从不同的角度来看看这个问题，怎么样？我想听听其他人对此有什么看法。”这会给小组其他成员一个发言的机会。由于您的突然介入，这会使那些外向型与会者很难再占讨论的上风。
（5）Having a sense of time 要有时间意识
Whether a meeting can be finished at a scheduled time is a touchstone for many meeting leaders. Many a time， a meeting leader cannot finish the meeting at the scheduled hour because something is under heated discussion， which shows the meeting leader is lacking sense of time.
对很多会议主持人来说，会议能否按预定时间结束，这是对其组织会议能力的最好检验。在很多情况下，会议主持人之所以不能按时结束会议，是因为有些问题正在热烈讨论之中，这表明主持人缺乏时间意识。
There does exist such a possibility that the participants want to discuss more on a given subject. However， this should not be a habitual occurrence. As business persons—and especially as managers， we should have a strong sense of time in whatever we do. Therefore， if the issue for a given meeting does require more time for discussion， the meeting organizer should lengthen the time in the agenda， so that all participants can get the message that the meeting needs more time for discussion.
当然的确也存在着一种可能，即与会者希望对某一项内容进一步展开讨论。这可以是偶尔为之，但不应是每次都如此。作为商务人士——尤其是作为经理人士，我们无论做什么，都要有一种很强的时间意识。因此，如果会议中的某个问题确实需要更多的时间讨论，会议组织者应在议事日程中将其延长；这样所有与会者都能得到会议需更多时间来作讨论的信息。
But once the length of time is set for the meeting， the meeting organizer should try to finish it on time. Unless it is really necessary， a meeting organizer should not lengthen the time without prior notice. Actually， all participants will appreciate your way of managing the meeting if you always finish the meeting according to the time mentioned on the agenda.
但是会议所需延长的时间一旦确定，会议组织者应尽量按时结束讨论。除非确实必要，否则组织者在未事先通知的情况下不要再另外延长时间。事实上，如果您始终按议事日程所定时间来结束会议，所有与会者都会欣赏您对会议的管理方式。
3.All is well that ends well 收尾好、一切好
The end of the meeting also asks for a good control. For example， a decision may ask for a vote after some discussion—either a majority vote or a unanimous one， and that is the time when the meeting leader makes a suggestion. Moreover， a meeting leader should make a summary of what has been discussed and what decision has been made at the meeting. In this way， all the participants will have a deeper impression of the meeting， especially when they are divided into several groups for different issues.
会议的结尾同样需要很好的控制。例如：经过一些讨论后，某项决议需要投票表决——多数票或是全票通过；这是需要会议主持人提出建议的时候了。此外，会议主持人应对会上所讨论的问题及所形成的决议做出总结。这样，所有与会者对会议的印象将更为深刻，特别是当他们被分成若干小组来讨论不同的问题时。
In addition to the summary of the discussion， the meeting organizer should emphasize the significance of the action(s) to be taken after the meeting. It would be better if he could give an appropriate date for the next meeting， and such a meeting may be an examining meeting for what has been accomplished after the first one. Unfortunately， quite a number of meetings end with no clear decisions， not to speak of the after meeting actions.
除对会议讨论做出总结外，会议组织者还应该强调会后所应采取行动的意义。如果他能确定下次开会的大概日期就更好了，因为这次可能是检查前次会议之后所做事情的会议。但令人遗憾的是，为数不少的会议在结束时并未形成明确的决定，更谈不上会后所应采取的行动了。
How to Be a Real Participant 如何当好一名与会者
After all， a meeting cannot be held by the meeting leader all by himself—no matter how capable he is. In fact， the success of a meeting depends largely on the cooperation of the participants. In a way we can say that the performance of participants decides on the outcome of a meeting. Therefore， it is worth our special attention to look into the role of the participants.
说到底，会议不能由会议主持人一人去开，不管他有多大能耐。事实上，会议成功与否在很大程度上取决于与会者的配合。从某种意义上我们可以说，与会者的表现决定了会议的结果。因此，与会者所起的作用值得引起我们的特别注意。
1.What should be done beforehand 事先该做什么
As we know，a business meeting may cost a lot. If we think about the total hours spent on a meeting and the hourly value each member can probably produce， we can understand this better (we have mentioned nothing about the rent for the meeting room). Therefore， it is each participant s duty to be conscious of the cost and to do a better preparatory job before they come for the meeting.
众所周知，商务性会议成本很高。如果我们计算一下开会所花时间的总量以及每位与会者每小时可能创造的价值，我们就能够更好地理解这一点（我们这里还没有提到会议室的租金支出）。因此在开会之前，每位与会者都有责任意识到会议所需的成本，做好有关的准备工作。
A good preparatory job， first of all， refers to a good understanding of the subject and the goal of the agenda. Then， on the basis of such understanding， the participant should think about the relevant points to be prepared and brought up at the meeting. Sometimes， he may need to do some research work to confirm his opinions for the coming meeting. Besides， he should try to systemize his ideas in a logical way so as to convince other participants and the meeting organizer. If possible， he may even think about the likely questions (or doubts) brought up by other participants. Preparations like this are highly necessary as the questions brought up at the meeting may be very challenging.
一个好的准备工作首先是对议事日程的主题和目标有很好的理解；在此基础上，与会者应考虑其所应做的准备工作。有时候，与会者还需做一些调查研究，以保证其在未来会议上所谈看法的质量。除此之外，他应该注意其说话的逻辑性，尽量将其思想系统化，以使其他与会者及会议组织者信服。在可能的情况下，他甚至还应该考虑一下其他与会者可能提出的问题（或疑问）。这样的准备工作十分必要，因为会上提出的问题可能颇具挑战性。
2.Try to be a serious listener 当一名认真的听众
In its very essence， a discussion is a two way communication—listening and speaking. Without a good listening， one cannot expect any real understanding of other participants points， especially when the speaker is talking in a very logical way， or the point he is talking about implies something else. In most cases， misunderstanding or conflict occurs as a result of bad habits for listening. Actually， when joining in a discussion， the proper way to go for a meeting participant is to be a serious listener.
就其本质而言，会议讨论是一种双向的沟通活动——听和说。如果听得不认真，您也就不会对他人的观点有什么真正的理解，特别是当说话人的谈话逻辑性很强、或是其所谈的观点有其他的含义时。在大多数情况下，不良的听话习惯往往导致误解或冲突。事实上，当参加讨论时，与会者应该做的是当一名认真的听众。
To be a serious listener means one should listen in an attentive way (not being absent minded) when someone is speaking. In spite of his personal attitude towards some points brought up by the speaker， one should be patient enough to listen to the whole idea， which would help him to give an overall evaluation of all the points. He may analyze the speaker s points from whatever perspective he likes.
当一名认真的听众是指在别人说话时，听话人应该注意听（而不是心不在焉）。尽管听话人对说话人的某些观点有自己的看法，但他仍应耐心地听完整个想法，这样有利于听话人对全部观点有一个整体性评价；听话人由此可以按其本人意愿，从任何角度对说话人的观点做出分析。
For example， he may study the feasibility of the speaker s suggestion on a purchase action， or he may think about the reasonability of a cut down motive of some employees. Only when a participant has taken such a serious (yet effective) attitude， will it be possible for him to come up with some bright ideas about the point discussed. Such bright ideas will not only be appreciated by other participants， but by the former speaker as well.
譬如说，他可以对说话人所提的收购建议的可行性加以研究，他也可以对削减部分员工的动议的合理性作一翻思考。只有当与会者采取这样一种认真并且是有效的态度时，他才有可能对所讨论的问题提出一些精彩的想法。这些精彩的想法不仅会被其他与会者所欣赏，前说话人也同样会对此表示欣赏。
However， a really good idea never comes about in an easy way； often it appears after hard thinking. Therefore， serious listening is a must for bringing out pointed ideas for the discussion.
然而，一个真正出色的想法绝不可能轻易产生，它通常来自于与会者苦苦的思索。因此，为在讨论中能够提出一些有针对性的想法，认真听讲是必须做到的事情。
3.Be a good cooperator 做一名好的合作者
Like anything else， a meeting asks for a good cooperation from all participants， which is especially true when there are quite a number of things to be discussed or when there is a very tight time budget.
如同其他事情一样，会议需要所有与会者的良好合作；当会上有不少事情需要讨论或是在时间预算很紧的情况下，尤其需要这样的合作。
To be a good cooperator—first of all—means that you should voluntarily follow the organizer s directives. For example， when the meeting leader asks you to have a good discussion， what you should do is to follow his instruction and do it in an earnest way. Sometimes you may have your own ideas. And if it is possible， you may make some suggestions to the leader. However， before your suggestion is accepted and recognized， you should do as you have been asked do. It would be unwise and inappropriate to show your unpleasant feeling simply because your suggestion is not accepted for various reasons.
当一个好的合作者首先是指您应主动按照组织者所提的要求去做。例如，当会议组织者要求您认真讨论时，您所要做的就是按他的要求，认真参加讨论。有时候您会有自己的想法，在可能的情况下，您可以向主持人提一些建议；但在您的建议被接受及得到认可之前，您仍应该按要求去做。由于种种原因，您的建议可能不被采纳。如果因此而表现出不愉快的情绪是不明智的，也是不合适的。
Furthermore， to be a good cooperator means that the participant should take the meeting leader s words in a serious way and make his contributions accordingly. There is a possibility that some meeting leaders may not be so competent in their organization of the meeting. Nevertheless， when a situation like this occurs， a participant should still try to do his best on the subject and goal set forth on the agenda， and leave other things to the meeting leader to handle. What should be mentioned here is： there is one leader required for a meeting， no extra one is required.
再进一步说，当一个好的合作者指的是：与会者应该认真听取会议主持人的话，并按其要求去做。有这样的情况，即一些会议主持人缺乏组织会议的能力。尽管如此，当出现这种情况时，与会者仍应尽其所能对议事日程中所规定的会议主题和目标进行讨论，而把其他事情留给会议主持人去处理。这里要说的是：每次会议只需要一名主持人，而不需要额外增加一个。
