1.业务谈判
Hello.This is Rick Murphy of APL.Can I speak to Mr.Brooks of the Sales Department？
This is he.喂。我是APL公司的迪克·墨菲。我找销售部的布鲁克斯先生接电话。
我就是。
Mr.Green.We will hold a preparatory meeting this afternoon.Could you attend the meeting？
I m afraid I m fully booked today.how about tomorrow？格林先生。我们将举行一个预备会议，时间是今天下午。你能来开会吗？
恐怕今天没时间，明天怎么样？
We will be expecting you at our conference room at three o clock.
Thank you.3点钟在本公司会议室我们等你。
谢谢。
As a matter of fact， the purpose of my trip this time is talk to you about your export of corn.
Can you be more specific then？实际上，我这次来的目的就是想和你们谈一谈玉米的出口。
你能不能更具体一点？
In which regard are you interested？
I represent a company in South east Asia，and I want to sell Chinese corn to Philippines.你对哪一方面感兴趣？
我代表东南亚的一家公司，我想把中国的玉米卖到菲律宾。
This year，we have also won a gold medal from the Best Commodities Expo sponsored by the General Association of Textiles. Here is the certificate from the Association.
I take off my hat to you， Mr.B.今年，我们还在纺织总会主办的精品博览会得了金奖。这是总会颁发的证书。
祝贺你，Ｂ先生。
How much do you export this year？
Frankly， I m not sure about that myself.你们今年出口多少？
坦率地讲，我自己也不清楚。
You re the salesman in charge of the sales aren t you？
Certainly I m the salesman in charge of the sales of corn.But corn is under the direct control of certain government departments. I export only the amount decided by the government.但你是负责出售的，不是吗？
我是负责玉米出售，但玉米在政府某个部门的直接控制之下，我们只出口政府规定的数量。
It looks like it s the export quantity that you re more concerned with.I dare say you must be an information analyst of the international market.
No， not really.I just want to know something about your export quantity of corn.看起来你好像更关心玉米的出口数量。我说你一定是国际出口市场的行情分析专家。
不是的。我只是想了解你们的玉米出口数量。
Thank you very much for your offer， and we ll give it serious consideration. As it ll take us some time to calculate， may I suggest we take a 20 minute break？Then we ll give you an answer.
Fine.非常感谢你的报价，我们一定认真考虑。因为我们要花一些时间计算一下，我建议我们能否休息20分钟？然后我们给你一个回答。
行。
This means you even know more than I do. Now please tell me what you know.
Oh no， no. I ve just overheard this.这说明你知道的东西比我更多。告诉我你所知道的东西吧。
噢，不是的。我只是听别人这么说。
I was wondering if you would give us a response to our fax inquiry.
Certainly.We are pleased to offer you 120 000 cotton blouses at US $16.80 each， FOB Shanghai. 我想，你能否给我们的传真询价一个答复？
当然。我们愿意卖给你十二万件棉质女衬衫，每件上海离岸价１６．８０美元。
Now，shall we discuss something more concrete？
Okay.现在，我们能否讨论点更具体的东西呢？
行啊。
I really want to hear it.
Tell you the truth，that indeed is just what I have overheard. Really I don t know much about the real situation.噢，请说吧。我是说真的，我是说真的，我确实想听一听。
说实话，我确实是听别人说的。我确实不知道真实情况。
The largest corn export country in the world is the United States. Compared with the US， China s export quantity of corn is not even in proportion.How much do you think China can export？
China s export quantity has been increasing these several years.世界上最大的玉米出口国是美国。与美国相比，中国的玉米出口量甚至都不成比例。你认为中国能出口多少？
几年来，中国的出口量一直在增长着。
Well， Mr.John.I ve discussed your offer with our manager，and I m afraid we found it rather on the high side.
I wonder why you think so.嗯，约翰先生，我和公司经理讨论了你的报价，我们觉得它有点高了。
能告诉我你们为什么这么认为吗？
As we don t know much about that firm so we just placed a trial order.
Right，it takes time to find out whether a business partner is trust worthy.我们对那家公司了解不多，所以我们的订单只是试探性的。
对呀，要确认一位贸易伙伴是否可靠要花时间。
Oh， why？
Because our quality is high，and high quality goods deserve high prices. Mr.Andrew， you wouldn t disagree on that，would you？噢？为什么？
因为我们的质量高，质量高的货价格自然要高。安德鲁先生，你对这点不会不同意吧？
This is why we sent our inquiry to you.I believe you are not only trustworthy but also competitive in price.
You bet.所以我们向你询价。我相信你们不仅可靠，而且价格有竞争力。
当然。
Your offer is obviously far from competitive.
Then what do you think would be a competitive price？你们的报价可是明显地没有竞争力啊。
那你认为什么样的价格才算有竞争力？
You may have a point there.But，how can you prove your blouses are better than the Filipino ones？
Our blouses are one hundred percent natural：they are pure cotton.你说的也许有点道理。不过，你怎么能证明你们的女衬衫就比菲律宾的好呢？
我们的女衬衫是百分之百的天然织物，是纯棉的。
How much do you want to order？And what date of shipment do you desire？
Well，first of all，I think that should depend on how much China can supply.你想订多少？你想什么时候装运？
噢，首先在于中国能供应多少？
I think the best evidence is this： the orders we have received from overseas customers have doubled in the last three years. This is our sales report.
Thank you.最好的证明是：在过去的3年里，我们从国外客户那里得到的订单翻了一番。这是我们的销售报告。
谢谢。
Arranging the Meeting 会议安排
Has anyone got any objection to the agenda？谁对这议事日程有异议。
Well，we could probably get started with a strategy meeting tomorrow morning at 8∶00.嗯，我们可以明早8点先开一个战略方针会。
We re going to need everybody s input on this project，so I d like to fix time to meet next week and hear what you all have to say.我们需要大家同心协力到这个项目上来，因此我想定个时间和大伙在下星期开个会，听取各位的意见。
Words of Hosts 主持人用语
Could we have your comments，Mr.Dorson？道森先生，请您谈谈好吗？
Has anyone anything to say？谁想发言？
Now，is there any other business.现在，还有别的事吗？
May I call Mr.Woolf to comment on the program.是不是请伍尔先生对这个方案提提意见。
A：Karen，Would you please send a memorandum to all department managers informing them that the monthly meeting will be held on this Friday afternoon in Conference Room A？
B：Yes，sir.Do I need to enclose the agenda？
A：Certainly.The items in the agenda should include the chairman s report，approval of last meeting s minutes，department reports，new business and adjournment.
B：Yes，sir.Is it necessary to put the item of “new meeting”also？
A：Yes，it s a good idea.Please have it be ready before lunch，is that all right？
B：OK.I ll have it typed up right away.
A：卡伦，请给个部门主官发一份备忘录，告诉他们每月例会将于本周五下午在A会议室举行。
B：好的，先生。我是否要附上议程呢？
A：当然了，议程上的项目要包括：主席报告，通过上次会议纪要，部门报告，讨论新业务，最后散会。
B：好的，先生。另外，是否加一项“下次会议”？
A：好主意。你能否在中午前完成？
B：能，我马上就会打出来。
A：Shall we take up the business now？
B：That s fine with me.I m ready.
A：We d like you to provide us with a technical license to improve our present products and develop new ones.
B：I hope we can satisfy you requirements.We ll guarantee that machines and technology are of advanced world integrated，precise and reliable.
A：Very good.What right will the license grant to us？
B：It will grant rights of both manufacture and sales of our products.
A：Does the license include the patent？
B：Yes.
A：How long will you allow us to use the patent？
B：Three years.
A：Well，how much will you ask for？
B：We hope you will pay us $50，000 as initial payment for buying the production rights from us，and 5% of the sales price on each product sold.
A：I m afraid that we can not accept that.We hope you can reduce to 3% of the sales price on royalty.
B：It would not seem proper to do so.What about 4%？
A：Well，yes.
B：We have reached an agreement on payment.Then，within 30 days after the effective date of the contract，you must pay the initial payment for our license.
A：现在我们来谈谈生意，好吗？
B：好啊，就谈吧。
A：我们想要你们提供一项技术许可证来改进现有产品，并开发新产品。
B：希望我们能满足你的需要。我们将保证机器和技术是世界先进水平的，所提供的技术是全面的、精确的，而且是可靠的。
A：很好。这项许可证给予我们什么权利？
B：给予生产和销售我们产品的许可。
A：这项许可证包括专利吗？
B：是的。
A：你们允许我们使用专利多长时间？
B：3年。
A：嗯，你们要价多少？
B：我们希望你们付５万美元的入门费，以购买产品生产权，并且每件出售的产品交付给我们其售价5％的提成费。
A：恐怕我们不能接受这个。我们希望你们把每件产品的提成费降到3％。
B：那样做似乎不太恰当。4％怎么样？
A：好吧。
B：我们就付款问题达成了协议。那么，合同生效后30天内，你们必须支付我们许可证的第一笔费用。
annual reports 年报告；
approach 与……接洽；
article 制品；
authorized representative 指定代表；
bankrupt 破产；
buying habit 购买习惯；
catalogue 产品目录；
client 客户；
co operation 合作；
concession 让步，妥协；
confirm 证实；
counter offer 还价，回盘；
display 展示；
display booth 摊位，展览间；
enterprise 企业；
firm offer 实盘；
hand made 手工的；
in alignment with 同……一致；
in charge of 负责；
indication of price 估计价格；
information analyst 市场行情分析专家；
inquiry 询价；
item款项；
literature 产品介绍；
manufacturer 厂家；
markup标高的价目；
merchandise商品；
mutually 相互地；
negotiations 谈判；
offer 报价；
on the high side 偏高；
on the spot sales 当场出售；
outdated 过时了的；
prevailing price 现行价格；
promotional means 促销途径；
quantity数量；
quotation 报价；
regular purchases 定期采购；
sales literature 销售文献资料；
sample 样品；
sight letter of credit 即期信用证；
size 数量大小；
technical proposals 技术建议；
terms of payment 支付条款；
trade fair 交易会；
trade volume 贸易额；
trial order 试订；
with customers 与顾客沟通的方式；
woven 编织的；
Your Coat Is on FireThe boss， to impress on the employees the need of thinking before speaking， told them to count fifty before saying anything important， and one hundred if it was very important.The next day he was speaking， standing with his back to the fire， when he noticed several lips moving rapidly.Suddenly the whole staff shouted： “Ninety eight， ninety_nine， a hundred. Your coat is on fire，sir！”
您的外衣着火了老板为了使他的员工能牢记讲话前思考的必要，他告诉他们在说任何重要事情前从1数到50，而且如果是很重要的事情，要数到100。转天，当他背对着炉火讲话时，他注意到有几个人的嘴唇在迅速动着。突然，全体员工都大声喊道：“98 99 100。先生，您的外衣着火了！”2.解决纠纷
Please reimburse us for the damage.
You ll need to send a bill to the accounting department.请赔偿我们的损失。
你得把账单送到财务部。
I have some complaints.
I m ready to listen.我有一些不满。
我听您讲一下。
It s time for renewal.
We will not renew the contract under the same conditions.合同该续签了。
我们不会在现有条件下续签合同的。
It s hard to operate.
It ll get easier with practice.这个不好操作。
熟练了就容易了。
Who s responsible for this job？
I am.谁负责这项工作？
是我。
I m afraid I can t help you with your question，sir.
Let me talk to the manager about it.对不起，先生，你的问题我无法解决。
让我和你们的经理谈。
This is going to cost you.
I promise this is not going to happen again.你会为此付出代价的。
我保证不会再发生了。
Do you know how upset I am？
Would you like to file a formal complaint？你知道我有多生气吗？
你想正式投诉吗？
We get a lot of complaints.
What are we doing wrong？我们接到很多投诉。
我们做错什么了？
He told me the deal is off.
Don t let it get you down.他告诉我生意不做了。
别让这件事破坏了你的心情。
Things really turned out terribly.
It s not your fault.事态恶化了。
这不是你的错。
I m in big trouble now.
I m sure it ll all work out.我现在遇到麻烦了。
我确信事情能得到解决。
What s happened to our project？
It was given to someone else.我们的项目怎么啦？
它被转给其他人了。
I m increasing your working hours.
You can t do that.It s a breach of contract.我要延长你的工作时间。
你不能那么做。这是违反合同的。
You never returned my calls.
I m through doing business with you.你从来不给我回电话。
我不和你们做生意了。
We lost our entire investment.
How could you be so naive.我们所有的投资都打了水漂？
你们怎么这么幼稚呢？
Mr.Jones got caught stealing office supplies.
He looked suspicious right from the beginning.琼斯先生因为盗用办公设备被捕了。
他从一开始就显得很可疑。
Have you contacted him yet？
It turns out that his whereabouts are unknown.你联系到他了吗？
没人知道他的下落。
Should we do it？
Yes.This is our chance to get rid of them.我们应该这么做吗？
应该。是我们摆脱他们的时候了。
We have two days to find a buyer.
We re walking on thin ice now.我们有两天时间去找一个买主。
我们现在情况很危险。
We don t want to do anything illegal.
I m with you.我们不想做任何违法的事情。
我同意。
You look upset.What happened？
Nothing really.你看起来很心烦。出什么事了？
没什么。
I heard he was fired.
Yes.He took money from the company.我听说他被解雇了。
对。他挪用公司的钱。
I think he s stealing from us.
What will happen when the company finds out？我觉得他在从我们这儿偷东西。
如果公司发现了会怎么样呢？
They are refusing to cooperate.
We have to call in the lawyers.他们拒绝合作。
我们必须找律师。
Is the strike on？
It sure looks that way.举行罢工吗？
看起来是这样。
Complication 产生纠纷
There is a difference of 35 tons between the actual landed weight and the invoiced weight of this consignment.这批货的实际重量和发票指示的重量相差35吨。
The medical officer of health has issued a “Stop Notice”on them.医药卫生官员对这些货物发出了“停售通知”。
We are lodging a claim for inferior quality.我们正对质量不合格进行索赔。
Mediating an Issue 应对纠纷
You could either lodge a claim with the shipowner or with the insurance company？你可以向船东或保险公司提出索赔。
We must also obtain a statement from the vessel s agents certifying that the goods were actually loaded on the vessel at the time the vessel sailed out.我们还要有船方代理出具的证明，确认船发航时货物已装上船只。
But how do we present proof of ownership？不过我们怎么出具物主证明呢？
Comfort 安慰
These things happen.这样的事情时有发生。
You can t win them all.事情不会总是那么顺利。
What s done is done.事情已经过去了。
It s over.Forget it.已经结束了。忘了它吧。
A：Well，we generally hold all disputes can be settled amicably by negotiation.
B：But what if negotiation fails？
A：The case may then be submitted for arbitration.
B：Do you permit arbitration in a thrid country？
A：Yes.More common now.Switzerland，Sweden，Canada，Singapore are some of those countries.
B：What about in China？
A：In China，the Arbitration Commission of the CCPIT will execute the arbitration case.
B：I see.
A：The verdict of the arbitration shall be accepted as final and binding upon the two parties.
B：What about us then？
A：You ve a long term relation with us.It s easier to settle the dispute through adjustments to future contracts.
A：我们认为一切争执均可通过友好协商解决。
B：但是如果协商解决不成怎么办？
A：那就可以通过仲裁解决。
B：你们允许第三国仲裁吗？
A：允许，现在用得较多。比如通过瑞士、瑞典、加拿大和新加坡等国。
B：中国呢？
A：在中国，中国国际贸易促进委员会下属的仲裁委员会受理仲裁案件。
B：哦，是这样。
A：仲裁作出的裁决应被双方认作为终审并具约束力。
B：我们之间怎么办呢？
A：我们之间已有长期的贸易关系。可以通过对今后合同进行调整的方法解决争议。这样做要方便容易些。
A：I have something very unpleasant to talk over with you，Mr.Wang.
B：Do you mean the quality of the sesame seeds you mentioned in your fax of may 15th？
A：Yes，the case is too serious to be overlooked，so I decided to come and have a face to face talk with you.I demand a full refund of the amount paid.
B：Just be patient，please.Any criticism on our products is sincerely invited.But won t you sit down and tell us whole thing first？
A：Well，you see，we ordered well dried sesame seed of fine quality，but the goods you sent us are not up to the standard and unfit for consumption.We have to lodge a claim against you for inferior quality.
B：Could you tell us the exact of the inferior quality？ You see，the damage may be caused by a variety of factors.
A：Here s a survey report by a well known lab in London.It says that the packing of the goods is sound and intact at the time of survey.So it is clear that the sesame seeds were not well dried before packing.
B：But let me inform you that the goods in question were strictly inspected by the China Commodity Inspection Bureau at the time of loading.Their report showed that the goods were well dried and up to the standard for export.So the damage must have taken place during transit.
A：If that s really the case，who do you think we must turn to for our claim？
B：The goods were bought on FOB basis.And it was you who booked the shipping space and had the goods insured.So we suggested you approach the shipping company or the insurance company for compensation.
A：All right.I think I ll take your advice.Good bye.
B：Good bye.
A：王先生，我要和你谈一件很不愉快的事情。
B：你是指５月１５号你传真中提到的芝麻质量问题吗？
A：对，这一情况很严重，我们不能忽视，因此我决定来同你当面谈谈，我们要求退还全部已付资金。
B：请别着急，对我们的产品的任何批评我们都诚心诚意地接受，请你坐下，先把事情的全部情况告诉我们。
A：好，你知道，我们订的是晒好的上等芝麻，但是你们发运来的货物都不符合标准，不宜食用，我们不得不对你们的劣质产品提出索赔。
B：你能确切地告诉我造成产品质量低劣的原因吗？你知道，损害产品质量的有各种因素。
A：这是伦敦一家著名实验室做的检查报告。报告上说，检查时包装完好，因此，那显然是包装前没有将芝麻晒干。
B：但我们愿意奉告，该批货物在装船时是经过中国商检局严格检查的，检查报告显示该产品是晒干的，并且达到了出口标准，因此，货损肯定是在途中发生的。
A：如果真是那样，你看我们得向谁提出索赔呢？
B：此批货物是以离岸价成交的，而且是你们订的船舱，也是你们为货物保的险。因此，我建议你到船舶公司或保险公司去，要求他们给予补偿。
A：好吧，我想我应该接受你的劝告。再见。
B：再见。
to claim for indemnity要求索赔；
to send in/enter/put in one s claim for compensation提出索赔；
to lodge/file one s claim with a person for对某人提出索赔函；
to value a loss估价损失程度；
the value of a loss损失的价格；
to avoid/obviate a claim排除索赔；
to withdraw/waive/abandon a claim撤回索赔；
to compensate for losses to a person with/by...依……对某人赔偿失损失；
to indemnify a person against losses with /by...依……对某人赔偿损失；
to compensate/make good/make amends for/make up to/the person for losses with/by...依……对某人赔偿损失；
counter claim反索赔；
conclusive evidence确正；
due to defective packing由于包装不妥；
incomplete delivery交货不全；
sound and intact完整无缺；
Solve the Problem
Man：I used to snore so loud that I would wake myself up.
Woman：What did you do about it？
Man：I solved the problem myself.
Woman：Oh？How？
Man：Now I sleep in the next room，and I don t hear a thing.
解决难题
男：我以前睡觉打呼噜，有时鼾声大作把我自己吵醒了。
女：那你怎么办呢？
男：后来我解决了这个难题。
女：噢？怎么解决的？
男：我现在到隔壁的房间里睡觉了，于是我就听不到任何动静了。3.保险
May I ask you a few questions about insurance？
Yes.我可以问你一些保险问题吗？
可以。
Now we ve given a CIF Shanghai price for some steel plates.What insurance rate do you suggest we should get？
Well，obviously you won t want All Risks cover.我们给出钢板上海到岸价，我们采用多少保险费率？
那么，很显然你们不要保全险。
How do you fix the premium rate？
In principle，they vary with the different cargoes，destinations，routes and responsibilities.你们如何确定保险费率？
原则上，保险费率要根据货物、目的地、路线以及所承保的责任的不同而有所变化。
Then am I right in understanding that F.P.A.does not cover partial loss of the nature of particular average？
That s right.On the other hand，a W.P.A.policy covers you against partial loss in all cases.我把平安险理解为不包括海损中的部分变质损失，对吗？
对。另一方面，水渍险保证你在任何情况下都能得到保险。
Will you give us a premium rebate just as other underwriters do？你们能不能像其他保险公司一样在保险费上给予优惠呢？
I am afraid not.The insurance rates offered by our underwriters run much lower than those in the western countries. 恐怕不行。我们所要的保险费已经比西方国家的低得多。
Are you going to make an offer today？
Yes，my customer is in urgent need of the steel plates.你今天就想订货吗？
是的，我的顾客急需要钢板。
OK.I ll get the rate right away.
Thank you.好，我马上找出费率。
谢谢你。
If the goods are received in apparent good order and condition，the ship company doesn t have the liability for pilferage.How do we protect ourselves？
The marine insurance policy protects us.如果接货时外观为良好的状态，船公司就不必承担被窃的责任，那我们将如何保护自己呢？
海险单会保护我们的。
Why not？
Because they arent delicate goods and won t likely be damaged on the voyage.FPA will be good enough.为什么？
因为它们不是精致货物，在海运中也不易损坏，平安险就足够了。
How is your rate compared with that of international market？
Our rates are in line with those in the world market.One of the references is the premium rate in the international market.你们的费率与国际市场相比如何？
与国际上保持一致。我们确定费率的参照之一就是国际费率。
Are there any other clauses in marine policies？
Oh，lots of them！ For instance，War Risks，TPND and SRCC.还有其他海运保险条款吗？
噢，太多了。例如，战争险，盗窃提货不着险，罢工暴动民变险。
OK，one more thing.You ll cover WPA and War Risks which are general clauses of marine insurance，weren t you？
Well，we can cover all basic risks as required so long as it is stipulated in the Ocean Marine Cargo Clauses of the People s Insurance Company of China.好，还有一个问题。你们承保水渍险和战争险这些海上保险一般性条款吧？
只要是中国人民保险公司海运货物保险条款中规定的基本险别，我们都承保。
Do you cover risks other than WPA.FPA and All Risks，for instance，Fresh Rainwater Damage；Risks of Leakage；Risk of shortage in Weight；Hook Damage；Contamination；Risk of Breakage；Clashing；Risk of Rust；Breakage of Packing；TPND and so forth？
Not unless you want to，but the extra premium involved will be on buyers account.除水渍险，平安险和一切险外，还承保诸如淡水雨淋险、渗漏险、短量险、钩损险、玷污险、破碎险、碰损险、锈损险、包装破裂险、偷窃提货不着险等等附加险吗？
只要你需要就可以承担，不过这些附加保险将算在买方账上。
I d like to have the insurance of the goods covered at 130% of the invoice amount.Do you think that can be done？
I think so.我想按发票金额的130%投保，你看行吗？
可以。
Please note that our insurance coverage is for 110% of the invoice value，not for 130%.Thus the premium for the difference between 130% and 110% of the invoice value should be borne by the buyers.
That s understood.不过请注意，我们承保是按发票价值的110%，不是130%。所以发票价值的130%与110%的差额所需保险费应由买方承担。
当然。
I come here for the unfortunate affairs about the insurance.
What s the matter？我来这儿是为了询问有关不幸事件的保险问题。
怎么回事？
We exported a lot of gloves a month ago.Now the goods have arrived at the destination.Unfortunately，most of them have gone mouldy.
Have you asked our agent in that country to take samples and photos？一个月前我们出口了很多手套。现在货已到了目的港。不幸的是，大部分已发霉了。
你要求在那个国家的我们的保险代理取样和照相了吗？
How does the survey report say？
It said it was the chemical reaction that caused the mould.When the gloves were stored in the factory，they had been moisturized and the moisture and the chemical elements in the leather gloves resulted in the chemical reaction.调查报告怎么说？
报告说是化学反应使货物发霉。当手套在工厂储存时，受潮了，潮气和皮手套中的化学成分导致了化学反应。
If that is the case，we refuse to indemnify you for the losses.
Why？ Our insurance covered All Risks.To cover All Risks，the Insurance company shall be liable for total loss on land or sea of the insured goods.如果事情是这样的话，我们拒绝赔偿你的损失。
为什么？我们投保的是综合险。投保综合险的目的就是要保险公司负责赔偿所保之物发生的海上或陆上全部损失。
Even though your insurance covered All Risks，there are conditions under which the insurance company is not liable.
I don t under which the insurance company is not liable.即使你投保的是综合险，还有一些情况保险公司是不负责赔偿的。
我不明白，你能否解释得更详细些呢？
Your firm is making the claim.
Well，let s have a look.I was warned that the lorry doors might have jammed.贵公司提出了索赔。
好吧，让我们看看现场的情况。我听说卡车车门可能卡住打不开了。
Exclusion also includes loss or damage from normal loss，inherent vice or nature of the insured goods.
Do you think our damage is caused by inherent vice or nature？不负责赔偿项目还包括受保货物的正常损失、内在缺陷或者本身性质所造成的损失或者损坏。
你认为我们的货物损坏是由被保险货物的内在缺陷造成的吗？
When the goods came out of the factory，they were intact and in good conditin.It was the long voyage that made them mouldy.当货物离开工厂时，它们是完好无损的，是远洋运输使它们发霉的。
Do you have any certification that can testify the good quality of the goods？你有证件证明这些货的质量吗？
We don t have any certification that can testify the good quality of the good.
That s why the insurance company refused to admit the liability.没有证件记明这些货的质量。
这就是为什么保险公司不负责赔偿的原因。
My name is Robert.I represent Brown ＆ Johnosn，Insurance Adjusters.I ve been asked to investigate the damage to the load which this lorry was carrying.
Ah，how do you do？ My name is Peter，I work for Harper ＆ Grant.我是罗伯特，是布朗一约翰逊保险公司的理赔科代表，受命调查这辆卡车上载货的损坏情况。
您好，我叫皮特，在哈珀一格兰公司任职。
The insurance doesn t cover loss or damage caused by the intentional act or fault of the insured.
But our damage is not caused by intentional act.保险不负责赔偿故意行为造成的损失或者损坏，也不负责赔偿由受保货物本身缺陷所造成的损失或者损坏。
但我们的损坏不是由故意行为造成的。
Insurance Premium 保险费用
I don t think it necessary to tell you that the extra insurance premium will be for your account.额外的保险费用由你方承担，这我就不必说了吧？Breakage is a special risk，for which an extra insurance premium will have to be charged.破碎险是一种特别险，需收取额外的保险费。
Please note that our insurance coverage is 110% of the invoice value only.If more than that is asked for，the extra insurance premium should be borne by the buyer.请注意我们只投保发票金额的110%。如果要求投保更高的金额，额外的保费应由买方承担。
If you prefer to have CIF price instead of CFR price，you need only to add o.3% to the quoted price to cover the insurance premium.要是你选择用CIF价而不是用CFR的价的话，你只需在原来的报价格的基础上加0.3%的保险费。
Rate 保险费率
In particular，we wish to know whether you can issue a special rate in return for the promise of regular monthly shipments.特别提及是，我方想知道贵方能否给予一个特别的保险费率，作为我方每月定期发货承诺的回报。
What insurance rate do you suggest we should get？您认为我们的保险费率应为多少？
For marine transportation，the insurance rates vary according to the goods to be insured，the coverage，sailing areas and vessels.对于海洋运输来讲，保险费率要依据不同商品，不同险别，不同航行地区和不同的船只而相应地变化。
A good insurance company is supposed to offer reliable services at moderate rates.好的保险公司应该按中等费率提供可靠服务。
As your old insurance buyer，we sincerely hope that you would entertain our request for a more favorable rate of premium.作为你方的老保险客户，我们真诚希望你们能考虑我们的要求，向我们提供更为优惠的费率。
Terms 条件
Will you please quote your terms for providing the required cover，which should include loading and discharging？敬请告知贵方客户指定的保险收费条件，包括货物装卸费在内。Please consider the terms of the insurance policy.请考虑保险单中的条件。
We adopt the “warehouse to warehouse”clause that is commonly used in international insurance.我们采用国际保险中惯用的“仓至仓”条款。
A：Do you mind telling me what kind of insurance we ve got for this order of goods？
B：Sure.We ve got it covered under WPA，considering our deal is based on CIF clause.Is there anything you d like to know or...？
A：No，not really.I was just wondering if the damage of goods is included in this WPA or not.
B：Actually，the damage of the goods belongs to the Risk of Breakage.We could add this item if you wish.
A：But hat s an additional risk item，isn t it？
B：Yes.And the buyer is usually required to bear the cost for the additional risk coverage.
A：I see.How about this？ What if we change to “All Risks”？ Do we still have to pay extra for the Risk of Breakage？
B：No，you don t have to.The insurance of Al Risks has that item under coverage already.however，all you need to do is pay a little higher premium rate.
A：That really doesn t matter.The safety of the goods is all that counts.
B：Oh，yes，absolutely.I ll have your insurance changed from WPA to All Risks for 110% of CIF invoice value as the Ocean Marine Cargo clauses of the PlCC.
A：Sounds good.Thanks.
B：It s my pleasure.
A：You have fold me more about insurance.
A：能告诉我我们这次订货采用什么保险吗？
B：可以。考虑到我们的交易是到岸价，我们投了水渍险。你想了解一下吗？
A：不用了。我只想知道货物破损是否包括在水渍险之内。
B：实际上，货物破损属于破损险。如果你们愿意，我们可以加上这一条。
A：这又是一项保险，对不对？
B：对。通常由买方承担附加险的费用。
A：我明白了。你看这样做行吗？我们换成“全险”，这样还要额外保破损险吗？
B：不，不需要。全险已经包含破损险了。然而，你们要付稍微高一点儿的保险费。
A：没关系。我们只关心货物安全。
B：噢，绝对是这样。根据中国人民保险公司海洋货物运输条例，把水渍险换成全险，要按照到岸价发票金额的１１０％收取费用。
A：听起来不错。谢谢。
B：没关系。
A：你告诉了我许多关于保险的事。
A：Tell me about some of the documents involved in my line of business.
B：To begin with，there s the proposal form in which you answer a lot of questions about what you re insuring，whether it s your car or your life or your possessions.
A：Yes，the proposal form is the basis of the insurance contract，if the company accepts your proposal.But don t forget that in marine insurance you don t usually have a proposal form，you have something like an original slip.
B：Next，you ll get a policy，except that in marine insurance you ll get an insurance certificate if you ve already got a Floating policy to cover all your shipments.
A：Suppose you re renewing a policy and you want the terms changed.You ve got a new address，or you want to increase that value or remove a warranty.Will you get a fresh policy？
B：Not as a rule.You ll just get an endorsement to stick on the original policy.
A：OK.Now tell me，do you ever get your money back—I mean，a refund of premium？
B：You certainly don t in the case of occasional insurance like travel policy，or any other accident policy，as far as I know.But I think you would in the case of a house policy if you moved house before the end of the insurance period.You d get a percentage refund，wouldn t you？
A：Yes，you would usually.So what are the documents the customers are chiefly interested in？
B：Only the proposal form，the policy or certificate，and the claim form，so far as I can see.
A：Sounds quite simple，doesn t it？But I m sure you ll agree，after all your researches.That the terms of a policy，for example，the Rules of a Pension Fund，are among the hardest things any of us has to understand during our lives.Far too many people who take out insurance don t even try！
B：Yes，but that s because of all the legal jargon and complexity.How many shippers know everything about the difference between General Average and Particular Average，FPA and WPA？Most drivers don t even know just how much they ll get if their cars are written off—and
then there s the knock for knock principle.
A：All right.That s enough！
A：告诉我一些有关我们这一行的文件吧。
B：首先，有一张申请表，上面要你回答很多关于你要投保的问题，不论是你的汽车险、寿险还是财产险。
A：对，申请表是保险合同的基础，如果公司接受你申请的话。但是在海上保险中，通常没有申请表，你会看到原件之类的东西。
B：下一步，你会得到一张保单。除非在海上保险中，如果你购买了包括所有货物的总额保单，你就会得到保险证明。
A：假设你想继续改一张保险单，你想改变条款，你换了新地址，或提高保价额，或者撤掉保单，你会再拿一张新保单吗？
B：一般不需要。你只把附加条款贴在原始保单上即可。
A：好的。告诉我，你收回过钱吗？我是说，保险偿还款。
B：据我所知，如果是旅游保单，或其他事故保单，是得不到偿还款的。如果在房险保单期满之前，你搬了家，你会得到一定百分比的偿还款，对不对？
A：对，通常会得到。那么，顾客对什么文件最感兴趣呢？
B：在我看来，他们对申请表、保单或说明书、索赔表感兴趣。
A：听起来太简单了，不是吗？我相信你研究过后也会同意的。保单条款，例如退休金制度，都是我们一生中必须理解的最困难的东西，太多投保的人甚至都没有试一下。
B：是的，这些都是因为法律的专门术语和复杂性。有多少人知道一般海损和特殊海损，单独海损不赔和承保单独海损的区别。许多驾车者甚至不知道车被消账时能得到多少钱，还有各自负责的原则。
A：好，够了。
insurance 保险；保险费；保险业；保险；安全保证；
delicate 脆的，易碎的，易受损的；精巧的，精美的；
goods 商品，货物；(火车等运载的)货物；
voyage (一般指长途乘船的)旅行；航行；
partial不完全的，部分的；偏袒的，不公平的；
clause(法律文件中的)条款，项目；
marine(近)海的；海生(产)的；船舶的；船货的；海上贸易的；海运的；
quotation 时价；报价；行情；
urgent 紧急的，紧迫的；急切的；抢救的；
theft盗窃；窃案；
gross weight总重量；
steamship(非军事的)汽船，大轮船；
the marine insurance海险单；
renew 重新开始(某个行动、动作)；使复活；使更新；使恢复；更换；更新；
warranty保证书；保单；
fresh policy新保单；
endorse 赞同，认可，支持(意见、活动、某人等)；(尤指在支票的背面)签名，背书；
in the case of在……的情况下；
occasional 偶尔的，偶然的，不经常的；为某特殊场合写作或使用的，应时(景)的 ；
take out insurance投保；
A Lawyer s PerspectiveA very successful lawyer parked his brand new Lexus in front of his office，ready to show it off to his colleagues.As he got out，a truck passed too close and completely tore off the door on the driver s side.The lawyer immediately grabbed his cell phone，dialed 911，and within minutes a policeman pulled up.Before the officer had a chance to ask any questions，the lawyer started screaming hysterically.His Lexus，which he had just picked up the day before，was now completely ruined and would never be the same，no matter what the body shop did to it.When the lawyer finally wound down from his ranting and raving，the officer shook his head in disgust and disbelief.“I can t believe how materialistic you lawyers are，”he said.“You are so focused on your possessions that you don t notice anything else.”“How can you say such a thing？”asked the lawyer.The cop replied，“Don t you know that your left arm is missing from the elbow down？ It must have been torn off when the truck hit you.”“My God！”screamed the lawyer.“Where s my Rolex？”
律师的视角一位事业非常成功的律师把一辆崭新的凌志轿车停在事务所前，准备向同事们炫耀一番。他正开门下车时，一辆卡车擦边而过，扯掉了新车驾驶室的门。律师立即抓起移动电话拨打了911，几分钟后，一名警察开车来到现场。还没等警官发问，律师便开始歇斯底里地咆哮起来。他前天刚买的凌志轿车已经被彻底毁坏，无论汽车修理厂怎样修理，它也不可能恢复原样了。当律师终于从大叫大嚷中渐渐平静下来后，警官厌恶地、不可思议地摇了摇头。“我真不敢相信，你们这些律师怎么会这么物质至上，”他说，“你把所有注意力都集中到财产上以至于注意不到其它任何东西。”“你怎么能这样说话呢？”律师询问道。警官回答说：“难道你不知道你的左臂从肘部以下都没有了吗？肯定是卡车撞到车门时把它也给撞掉了。”“上帝！”律师尖叫起来，“我的劳力士表哪儿去了？”
Can you explain what that means？
Actually，the exhibit is a comparison and contrast between my shown and unshown works.可以解释一下吗？
其实，就是把我已经发表与未发表的一些插图，做对照性的展览。I ve been reading the paper for years.这份报纸我多年来一直在阅读。
