實(shí)用商務(wù)英語(yǔ) 修改意見(jiàn)

2　修改意見(jiàn)

你將聽(tīng)到的

明確目標(biāo)

What are the problems on the contract?

修改方式

What would you consider reasonable?

重點(diǎn)探討

Do you have any questions about this stipulation?

再次確認(rèn)

Anything else you want to bring up for discussion?

你也許會(huì)說(shuō)

提出觀點(diǎn)

Don't you think we should add a sentence here like this?

表達(dá)疑惑

Why should this non-compete clause be included?

強(qiáng)調(diào)立場(chǎng)

This non-compete clause is no longer legal.

職場(chǎng)心經(jīng)

修改合同時(shí)，應(yīng)該一一陳述個(gè)人觀點(diǎn)，然后仔細(xì)比較誰(shuí)的觀點(diǎn)更合理，然后才能進(jìn)行修改。審核合同一定要吃透旨意，逐條推敲，反復(fù)斟酌，以保證合同內(nèi)容符合雙方的利益。修改和同時(shí)，態(tài)度必須要真誠(chéng)，語(yǔ)氣要謙恭。要明白，一份好的合同是合法、合理、平等、公正并能給雙方帶來(lái)最大利益的。

必備的詞匯熱身

●　generalize [?d?en?r?laiz] v.概括

●　partial support 部分支持

●　offering a compromise 提出折中辦法

●　urge [?:d?] v.催促

●　grind [ɡraind] v.折磨

●　intimate [?intim?t] adj.親密的

當(dāng)提出修改意見(jiàn)的時(shí)候你會(huì)聽(tīng)到

What are the problems on the contract?

合約上面有哪一部分還有問(wèn)題呢？

What would you consider reasonable?

那你認(rèn)為怎么樣才算合理呢？

Do you have any questions about this stipulation ?

關(guān)于這條規(guī)定你們還有什么意見(jiàn)？

stipulation的意思可以使“規(guī)定；約定；條款；契約”，此處取的是“規(guī)定”的意思。

Anything else you want to bring up for discussion?

你還有什么問(wèn)題要提出來(lái)供雙方討論的嗎？

當(dāng)提出修改意見(jiàn)的時(shí)候你會(huì)說(shuō)

1．I suggest for consideration the following terms and conditions as the basis for a formal agreement.

我建議將下列條款作為正式協(xié)議的基礎(chǔ)。

2．Don't you think we should add a sentence here like this ?

難道你不覺(jué)得我們應(yīng)該在這兒加上這樣的一句話？

like this的意思是指“像這樣”，在給別人做示范的時(shí)候經(jīng)常會(huì)用到這種表達(dá)。

3．Why should this non-compete clause be included?

為什么這一項(xiàng)非競(jìng)爭(zhēng)條款必須包括在內(nèi)？

4．This non-compete clause is no longer legal.

這一項(xiàng)非競(jìng)爭(zhēng)條款已經(jīng)不再合法。

5．That's international practice. We can't break it.

這是國(guó)際慣例，我們不能違背。

6．Let's make the contract more specific on that point.

關(guān)于那一點(diǎn)在我們擬定合約時(shí)要更明確些。

7．I think this article isn't exactly what we agreed to.

我認(rèn)為這一條不符合我們的協(xié)議。

8．We want to make sure it's included.

我們要確定把它列入。

9．I am not qualified to make decisions.

我沒(méi)有資格決定。

10．When can we look forward to your decision?

我們能在什么時(shí)候獲得你的決定呢？

拓展學(xué)習(xí)

指出問(wèn)題

A：We haven't reached a basic agreement on the problems that need to be worked out yet.

對(duì)一些需要解決的問(wèn)題，我們尚未達(dá)成協(xié)議。

B：Yes, we can continue to discuss it tomorrow.

是的，我們明天可以接著討論。

There are a few points, which I'd like to bring up concerning the contract.

關(guān)于合同我想提幾點(diǎn)看法。

That's a questionable issue.

那是一個(gè)尚存疑問(wèn)的問(wèn)題。

continue to do sth.表示“繼續(xù)做某事”，而continue doing sth.則表示“一直做某事”。

詢問(wèn)意見(jiàn)

A：Can you think anything better?

你有什么更好的主意嗎？

B：I think we can shorten it to two years.

我想我們可以將它縮短為兩年。

Can you give me some advice?

你能給我一些建議嗎？

What's your view?

你對(duì)此有何看法？

Why don't you tell me what we can do?

為什么不說(shuō)說(shuō)我們?cè)撛趺醋瞿兀?/p>

場(chǎng)景應(yīng)用

雙方友好地對(duì)合同的條目進(jìn)行了商議，并都體現(xiàn)出了對(duì)對(duì)方的諒解。

A：I made a very careful study of the draft contract last afternoon. There isn't a great gulf fixed between us and I've found quite a few points I'd like to bring up.

B：I also think it is necessary for us to clarify some important clauses before they are finally included in the formal contract.

A：First, about the packing. I'm afraid the cartons are not strong enough for the long distance ocean transportation. Would you please use wooden cases instead?

B：I'm sorry. It's stipulated in the contract that the products are packed in cartons. And, what's more, they are easier to handle and cheaper in cost.

A：Well, carton is all right. But the packing must be strong enough to withstand rough handling. Then could you please take some measures to reinforce them?

B：No problem. We would strengthen the cartons with double straps.

A：Thank you. Second, I think the "Force Majeure" clause is missing. We often have floods in summer. Production might be affected and the execution of the contract would be delayed. I hope that you won't object to adding such a clause in the contract.

B：All right, we'll add it to the contract. In case of "Force Majeure", you should notify us as soon as possible.

A：I will. Thank you for your friendly cooperation.

A：昨天下午，我仔細(xì)研究了合同草稿，我們之間并沒(méi)有什么根本分歧，但有幾點(diǎn)問(wèn)題我還是得提出來(lái)。

B：我也認(rèn)為有必要在正式簽訂合同之前，澄清一些重要條款。

A：首先是包裝問(wèn)題。這種紙板箱用于長(zhǎng)途海運(yùn)，恐怕不夠結(jié)實(shí)，你們能否改為木箱？

B：抱歉。合同規(guī)定產(chǎn)品用紙板箱來(lái)包裝，況且，紙板箱更容易搬運(yùn)，成本更低。

A：好吧，就用紙箱吧。但是包裝必有經(jīng)得起野蠻搬運(yùn)。那么，你們能采取一些加固措施嗎？

B：沒(méi)問(wèn)題。我們會(huì)用兩根打包帶加固紙板箱。

A：謝謝。其次我認(rèn)為漏掉了“不可抗力”這一條。夏天，我們經(jīng)常遭遇水災(zāi)，生產(chǎn)可能受到影響，合同的執(zhí)行可能被耽擱。我希望貴方不反對(duì)在合同中加入這一條。

B：好的，我們就加上這一條。如果發(fā)生了“不可抗力”，你方要盡快通知我方。

A：我會(huì)的，謝謝你方的友好合作。

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a great gulf fixed鴻溝：根本分歧

這句成語(yǔ)起源于耶穌講道時(shí)常用的比喻。當(dāng)他講到“法律權(quán)威”時(shí)，通常以“財(cái)主和乞丐”的故事作比喻。

有位衣著華麗，平時(shí)過(guò)慣了奢侈生活的財(cái)主，死后來(lái)到了地獄受苦；另一位平時(shí)滿身膿瘡、生活貧困的乞丐，死后卻上了天堂。當(dāng)財(cái)主在地獄被火燒身時(shí)，因?yàn)槿淌懿蛔?，而向亞伯拉罕（Abraham）求情，希望能讓乞丐用指尖點(diǎn)水好讓他潤(rùn)滑舌頭與雙唇。亞伯拉罕不愿意，并且告訴他，在生前，財(cái)主享受的是榮華富貴、錦衣玉食；乞丐則是窮困潦倒，三餐不保，現(xiàn)在所得到的是他們個(gè)人應(yīng)有的回報(bào)，兩者之間隔著一條固定的（fixed）鴻溝（gulf），誰(shuí)也無(wú)法跨越。

由于這個(gè)故事，“a great gulf fixed”便用用來(lái)形容“不可逾越的障礙或是根本分歧”。例如：To Amy's parents, there is a great gulf fixed between her and Tony and they should never be together.（對(duì)于艾米的父母而言，她和托尼之間有著不可超越的障礙，不應(yīng)該在一起。）

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李先生對(duì)合同中的條款表達(dá)了自己的意見(jiàn)，杰克遜先生向李先生進(jìn)行了解釋，并表達(dá)了自己的難處。

A：We've negotiated about the agreement for several days. I hope we can sign it today.

B：Mr. Jackson, I am sorry to say we are still not satisfied with Item 7 in your proposed agreement and I hope we can spend some time on it and see what we can do for our mutual benefits.

A：Let me see. Yes, here it is. What is your opinion on it?

B：According to Item 7, the quality of the equipment you lease us will only be guaranteed for three years, which we think is too short.

A：Mr. Li, I hope you understand that this proposed agreement is based on our letter of intent signed last year when I came to China for this project.

B：Yes, that's why I think you did not fully accept our proposal of last year. We talked about the guarantee period and we agreed that we would further discuss the period, but now you still insist on three years.

A：I am sorry, Mr. Li. I don't mean that I want to insist on that. The manufacturer is unwilling to give us a guarantee period of more than three years.

A：我們對(duì)協(xié)議已經(jīng)商議了幾天了。我希望今天我們能簽約。

B：杰克遜先生，很對(duì)不起，我們對(duì)你們協(xié)議草案中的第7條仍然不滿意，我希望我們可以就此花些時(shí)間，看看能不能為我們雙方的利益合理安排。

A：讓我看看。找到了，在這里。對(duì)此您有什么意見(jiàn)？

B：根據(jù)第七條，貴方將對(duì)租賃給我方的設(shè)備提供三年的質(zhì)量保證期，我們認(rèn)為太短了。

A：李先生，我希望您能夠理解，這個(gè)協(xié)議草案的根據(jù)是我去年來(lái)中國(guó)談這個(gè)項(xiàng)目時(shí)我們所簽署的意向書。

B：不錯(cuò)，那也就是為什么我認(rèn)為你們沒(méi)有完全接受我們?nèi)ツ甑慕ㄗh。我們?cè)劦竭^(guò)保證期，而且我們?cè)鈱⑦M(jìn)一步討論這個(gè)期限，但現(xiàn)在你們?nèi)匀粓?jiān)持三年。

A：對(duì)不起，李先生，并不是我要堅(jiān)持，而是制造商不愿給我們提供三年以上的保證期。

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proposed agreement在對(duì)話中的意思是“合同草案”，類似的表達(dá)還有preliminary draft

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