国际商务英语教程(龙饮西湖) : 第二单元 用英语开会
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发表于 2008-4-27 16:33
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国际商务英语教程(龙饮西湖) : 第二单元 用英语开会
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2#
发表于 2008-4-27 16:34
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(龙饮西湖) 主持会议 Starting & Controlling a meeting
Sandoz国际公司考虑开发中南美洲的奶粉市场。Grace涂是Sandoz的总经理，主持今日的讨论会议。身为主席的她，目的是要鼓励每位与会者有机会发言，说出自己的想法。群体的脑力激荡贵在集思广益，而不是要尽快得到结论，所以每项方案皆应作多种角度的讨论。
Grace: OK, let's call the meeting to order. You've all looked at the reports given to you a few days ago. I've asked Sam, as marketing director, to lay out the main points of the agenda today. Sam?
Sam: Thanks Grace. Well, let me bring your attention to what I see as the main issues. First are the laws in Central and South America. Will they make it hard for us to do business there? Second is how to sell in that market. Should we try to sell by ourselves? Or should we get people there to sell for us? Yes, Grace?
Grace: As you know, we've asked a law expert to come today. He isn't here yet, so I think we should get the show started with the second issue, how to sell in that market.
Sam: Good idea. Does everyone agree? Good. The main problem in the market is poor health conditions. We all know what happened to Nests when they sold their powdered milk in Africa. And we don't want that to happen to us. To address this issue, I'd like to call upon our medical expert, Dr. Vincent Davis, to take the floor. Vincent?
Vincent: In Africa, people had very little clean water. So they put dirty water in with the powder. Many people got sick, and Nests got in trouble because of it.
Grace: Can we find a way to prevent this? Isn't it also very hard to find clean water in Central and South America?
Grace: 好，现在会议正式开始。几天前发下去的通知，大家应该都看过了。我已经请行销主任Sam，详细说明今天议程的重点。Sam？
Sam: 谢谢您，Grace。请各位注意听我个人认为此事主要的症结是：中南美洲的法律，是否会造成我们在当地作生意的障碍？以及如何销售的问题，我们是要自己负责呢？还是请当地的厂商代售？Grace，有什么事吗？
Grace: 大家知道我们请了一位法律专家出席今天的会议，可是他现在还没到场，所以我想可以从第二个问题开始讨论－如何在当地销售。
Sam: 好主意。大家同意吗？很好。这个市场的主要问题是当地的卫生环境不良。我们都知道雀巢在非洲销售奶粉时所出的状况，我们不希望重蹈覆辙。谈起这个问题，我要请我们的医药专家Vincent Davis博士发言。Vincent？
Vincent: 在非洲，当地的住民可获取的净水少得可怜，所以他们用不洁的水冲泡奶粉。当时许多人因此生了病，结果雀巢公司就倒霉了。
Grace: 我们可以找出一个预防的方法吗？毕竟在中南美洲也不太容易找到干净的水，对吧？
lay (something) out 口头详细说明
"lay out"从字面上看，是说将某物展开，使之呈现在目；在此比喻‘详细说明某事或某计划’。此外，"lay something out"尚有‘准备；计划；击昏’等解释。
Let me lay things out for you; our price was higher than our competitor's, so we lost the business.
让我把话跟你说清楚，我们的价钱比同行竞争者高，所以才失掉那笔生意。
get the show started 揭开序幕；开始
"show"可指任何表演或戏院所上演的戏剧及影片等，用于此词组时则指任何活动。此词组以舞台开演来比喻‘开始进行某一活动’。"get"在此处为使役动词，意思是‘使’，"get something started"即有‘使…开始’的含意。此外，这词组也等于"get the show on the road"。
The manager wants to get the show started right now, because he has to leave for the airport in an hour.
经理一小时后要赶到机场，所以他想现在就开始开会。
take the floor 上台发言
"floor"为‘地板’。"take the floor'是指‘起立发言’，有站上讲台 (stand in open floor space)，面对大家的意思，通常是指在会议中正式的发言。
Bob, I'd like you to take the floor after Mary's talk about last year's sales.
Bob，我希望Mary报告完去年的销售之后，你接着发言。
● 宣布会议开始
1. Let's call the meeting to order.
2. Let's get things under way.
3. Let's get things started.
4. Shall we begin?
"order"在此是指‘会议的程序与规则’；"call"有‘宣布’的含意，"call (a meeting) to order"为开会时的惯用语，是‘会议开始’的意思。此句型适用于主席宣布讨论要开始时，示意与会者安静，遵守会场的秩序。在此"call"亦可以"bring"代替。此词组适用于正式场合中。
● 揭示讨论要点
1. Let me bring your attention to (what I see as) the main issues.
2. Let's focus on the main issues.
3. Let me tell you what I believe to be the main issues.
4. Allow me to set out the main issues for you.
"bring one's attention to..."的意思是‘让某人注意（听、看）…‘。此句的"bring"可用"call"代替；"main"为‘主要的’；"issue"是‘争论点；关键；议论’。这句话是表示自己要宣布几个重要事项，请与会者注意所要说明及提示的要点；这是正式的表达用语，语气中带有权威感。
● 请专人发言
1. To address this issue, I'd like to call on...
2. To discuss this matter, I'd like to call on...
3. To shed some light on this, I'd like to call on...
4. To provide us with more detail, I'd like to call on...
"address"为‘提及；陈述’；"call on someone"这个词组的意思是‘要求某人（做某事）’，"on"之后的受词为被要求的人。此句型是在正式的场合中用以介绍下一位发言人。由于句首使用"To address this issue,"－－‘谈起这个问题’，显示特别强调这位发言者的意见值得采纳、尊重或听取；有时亦暗示主席或高阶人士也同样支持此人的意见。
● More 宣布开会
当您站在主席位，各部门的与会者皆已坐定后，如何以一句话宣布会议正式开始，正是您学习‘开会英语’的第一课。在本课文中Grace所使用的〝Let's call the meeting to order.〞即是一个普遍常用的说法，尤其这句话的口气充份表达身为‘主席’的权威。为使您能熟悉多种正式宣布开会的句型，特别举出以下例子供您参考：
与会者中有公司以外的人
Well, ladies and gentlemen, I think we should begin.
半正式的说法
Perhaps we'd better get started / down to business.
All right, I think it's about time we get started / going.
Right then, I think we should begin.
较口语的说法
Let's begin /get going, shall we?
Shall we start?
A. 开会时尽量选择靠老板的位置坐
开会时除非座位已事先安排好，否则宜选择靠近老板或有实权者的座位。此举并不是势力眼的表现，而是您若故意保持距离，在他人眼中看来，是有欠团队精神的表现。这种不愿参与（成为一份子）的姿态，尤令高阶主管不悦。
B. 开会时避免选择靠门的座位
除了尽量靠近老板坐之外，莫忘了要远离门边的座位。因为门口是出入必经之地，人来人往难免会干扰到您的发言，并会转移他人对您的注意。况且会议上的一般习惯是：权力愈高者说话，他人愈会注意听。因此，发言时愈易遭到他人打断者，愈是人微言轻的人。为避免造成这种没有份量的尴尬场面，应避免选择靠门的座位。
C. 开会时避免选择靠窗的座位
同样地，美景如画的窗口、名画或令人感兴趣的物品旁边，皆不是好位子，宜避而远之；否则发言时自己将容易成为红花旁的绿叶，他人关爱的眼神也亦将投射在您身旁的物体上。
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3#
发表于 2008-4-27 16:35
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(龙饮西湖) 同意与反对 Agreeing & Disagreeing
Sandoz眼前最大的问题是中南美洲当地不良的卫生状况。从法律观点来看，只要在包装上印妥‘切勿使用脏水’的警告标示，即毋须对后果负责。但基于职业道德与社会良心，Sandoz仍希望善尽人事。本单元中，这组人即针对如何确保当地人会以净水冲泡奶粉进行讨论。
Vincent: As a good corporate citizen, we must face the following issues. One is to make the powder so that you can't mix it with dirty water. Two is that we find a way to give clean water to everyone who uses the powder.
Sam: Can we do both and still not make the price too high? We want to market it to the people who need it the most - the poor. And most of those people in those places are very, very poor.
Vincent: A valid point. Well then, let's toss the first problem around a little. We can't make the powder so that you can't mix it with dirty water. The price will be too high, and people could get sick if they still try to drink it. But I think we can add something that would make the color change.
Grace: Good idea. Like black or something. Nobody would let their kids drink something that didn't look like milk.
Sam: I'm sorry, but I have to disagree. These people wash, drink, and even swim every day in the water that LOOKS dirty. But they do it anyway, because they're so poor there's no way they can get clean water.
Vincent: That's true. Maybe we could add something that would make it smell bad too. If it smells bad and looks bad, that might make sure they don't drink it. But I don't know how much more it will add to the cost.
Grace: If it jacks up the cost too much nobody will buy it. That won't help anyone -- them or us. But we can't just sell it without a way to stop buyers from using dirty water.
Vincent: 身为一家有社会良知的公司，我们必须面对以下的关键问题：一是制造出一种无法用不洁的水冲泡的奶粉；二是找到法子，提供净水给所有食用奶粉的人。
Sam: 我们可以两样都做到，又不致使成本涨幅过高吗？我们想把奶粉卖给最需要的人－－穷人。这些地方的住民大部份都非常、非常的穷。
Vincent: 完全同意。那，我们就先讨论一下第一个问题。我想我们无法制造出这种用脏水冲泡后即无法食用的奶粉。成本太高了！而且如果当地人硬是要喝，还是一样会生病的。不过我想我们可以掺入一些会改变颜色的添加物。
Grace: 好办法！诸如黑色之类的东西，没有人会让自己的孩子喝下不像牛奶的东西。
Sam: 很抱歉，我无法同意。这些人每天洗涤、饮用、甚至游泳，都在那些看起来很脏的脏水里；但是他们横竖还是用了。只因为太穷，他们根本没办法得到净水。
Vincent: 没错。不然我们添加一些会变得难闻的物质，如果牛奶既难闻又难看，那铁定没有人会喝了。不过我不知道成本会提高到多少。
Grace: 不过成本太高，就没有人会买了。这样对谁－－不论是他们或我们，都没有好处。不过我们也不能只管销售，而不去想办法阻止顾客使用脏水。
good corporate citizen 有社会责任感的公司（公民）
"corporate"的意思是‘法人组织的’；"citizen"为‘公民’。这个词组原义是指好公民，但如今已广义地推演为有社会良知的机构组织－－即不为私利而牺牲大众福祉，并能关怀社会的团体。
It was over 10 years ago that Nests sold its powdered milk in Africa, but people still believe it is not a good corporate citizen.
雀巢在非洲销售奶粉已是十多年前的事了，但至今世人仍视它为缺乏社会道德的公司。
toss (something) around 非正式的讨论；随意聊聊
"toss"的原义为‘投掷’，尤其指不停地丢来丢去的动作；因而常用来比喻你一言，我一语地讨论。这种讨论是不拘形式，也不必按特地的程序进行。"toss around"为美式口语，意思是‘随意、非正式地讨论’。
I'm not sure if Raymond or Nicole should become general manager; let's toss it around and see if we can decide right now.
我不确定是Raymond还是Nicole调任总经理比较好；我们不妨讨论一下，看能否立刻下决定。
jack up 上涨；上升
"jack"当名词是‘千斤顶’－－用以顶住并托起车子的底盘，以便进行修理的机器；因此当动词时有‘使…上升’之意，可形容价格、成本的上扬。
I don't think we can jack up our prices on our books anymore, because people don't have much extra money to spend these days.
我不认为我们的书价还可以再提高，因为现在大家没有太多闲钱可花了。
● 提出归纳
1. We must face the following issues. One is... Two is...
2. I've come to the conclusion that the first issue is...; the second is...
3. I've reached the conclusion that the first issue is...; the second is...
4. There are (two) main issues here; the first issue is...; the second is...
这句型的功用在于提出关键性的归纳，并随后逐项加以解释。这句话由于以"we"为主词，没使用"I think"、"from my point of view"等牵涉个人的用语开头，所以大幅降低主观意识，会让在座者较易接受说话者的意见。
● 赞同看法
1. A valid point.
2. I agree completely.
3. I agree one hundred percent.
4. I agree wholeheartedly.
"valid"是‘确实的；有价值的’；"point"为‘重点；观点’。这用语是说对方提出的这一点很有参考价值，值得重视。等于"It's a valid point."，将"It's"省略后，语气更形简洁有力。这句话表示自己完全同意对方的看法，并百分之百地支持；常能发挥鼓励他人发言的作用，可用于正式或非正式的场合。
● 表达反对
1. I'm sorry, but I have to disagree.
2. I'm sorry, but I can't agree with that.
3. I'm sorry, but I can't support that position / idea.
4. I'm sorry, but I can't go along with that.
"disagree"的意思是‘不同意；反对’。这句话可用于半正式与正式场合中。请注意这句话所不同意的是‘意见’而非‘个人’，纯粹对事不对人，所以可以很技巧地避免让对方下不了台。用"I'm sorry"开头，尤显客气有礼。
● More 同意与反对
在会议桌上，面对不同考量的方案与意见时，我们常需表达正面或反面的看法。以下提出两种不同程度表达同意及反对的说法，请比较参考：
同意的说法：强烈表达
I'm in complete agreement.
I quite agree.
I couldn't agree more.
Exactly!
Precisely.
同意的说法：和缓表达
I agree.
You're right there.
I think you're right.
That's true.
That's right.
反对的说法：强烈表达
I disagree completely.
That's out of the question.
On the contrary.
Of course not!
That's ridiculous.
反对的说法：和缓表达
I don't agree.
That's not how I see it.
I wouldn't say that.
I don't think it will work.
I disagree.
A. 参加会议时一定要带笔记本
请您永远记得带着笔记本去开会。做笔记除了记录重点，辅助记忆外，还可使自己看起来具有敬业的精神；表示自己不是随随便便地当个听众而已。此外，记笔记，也会让简报者觉得备受重视，对您留下好印象。相反地，不做记录，难免会给人漫不经心，不太积极的感觉。
B. 目光直视不闪躲，能给人自信的印象
无论自己是否为发言人，目光皆应直视与会者；这不但能表露出自信，也是尊重他人的表现。但切莫‘干瞪眼’，否则将沦为傲慢无礼之态。另外，不妨在自家镜前练习，您将会发现‘目光不闪躲’是与人争论时的妙招；因为当你一直无惧直视时，对方多半会将目光移开，而有意无意地，他人总会认为真理是站在目光笔直的那一方；这份自信无疑地会让您占上风。
C. 会议中传达讯息的身体语言
身体语言往往能有意无意地透露出许多讯息，可以用来表示同意或反对。几个表示‘同意’的身体语言有：身体微向前倾、面向演说者、不以双手抱胸、不翘脚；表示‘反对’的则有身子向后靠、脸不朝向演说者、双手交*抱胸、翘脚（将一只脚平放在另一只腿上，即脚踝放在另一只脚的膝盖上，让对方看到鞋底）。
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4#
发表于 2008-4-27 16:36
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(龙饮西湖) 请求说明 Asking for Explanations
Grace认为公司要对消费大众负起社会责任，但是席间也有人不以为然，认为应以不触犯法律为最高原则。接下来，双方即针对这一点展开讨论；除了各抒己见外，也不忘将矛头指向对方的意见。
Vincent: If you don't want the powder to cost more, we can't add anything. We'll just have to sell it the way it is now, and put a warning on. Then, if someone uses dirty water, they shoulder the responsibility, not us.
Grace: I'm sorry, but I have to disagree. There are three very good reasons why it would be the wrong thing to do.
Vincent: You seem very sure of what you are saying. Can you back it up?
Grace: As I see it, first of all most people there can't read, so a warning won't help them at all. Second, even if their governments say a warning is enough, other groups won't. They'll call out the media hounds, and many people will be very, very angry with us. Sales will go down everywhere.
Sam: Hm. You said that there are three good reasons, Grace. Is there another reason you want to add?
Grace: Yes, there is. Third, and most important, it just wouldn't be right if we knew even one person wouldn't listen to the warning, and a child was hurt because of it.
Sam: Hm. You can't argue against that. How could we live with ourselves if we let that happen? And just because we wanted more money.
Vincent: It wouldn't just be because of the money. Those people aren't healthy, and our powder is better than mother's milk. Some people might get sick, but isn't it more important that we help so many others?
Vincent: 如果不想要奶粉成本上涨，我们就不能添加任何东西。只能直接拿现在的产品销售，并且加印警告标示。如果有人用了不洁的水冲泡，他们必须自行负责，错不在我们。
Grace: 抱歉，我不能同意。我有三个充份的理由足以说明这种作法有问题。
Vincent: 你说的好像很有把握。能不能再加以说明呢？
Grace: 就我看来，首先，在那里大部份的人都不识字，警告标示对他们根本没有用。第二，就算他们的政府说有警告标示就足够了，但是其它团体若不这么认为，引起舆论的注意，许多人将会对我们非常、非常的不满，各地方的销路都会走下坡。
Sam: 嗯。Grace，你说有三个充份的理由。那还有一个要补充的呢？
Grace: 是的。第三个，也是最重要的。如果就算是只有一个人因不理会警告，使得小孩受害了，这就证明只靠警告标示是不够的。
Sam: 嗯。说得没错。如果我们坐视这种情形发生，的确不能心安理得？难道只是为了赚较多的钱？！
Vincent: 我想不只是为了钱。这些人的健康情形不佳，而我们的奶粉比母奶好，就算有些人因而生病，我们还是帮了许多人，这不是更重要吗？
shoulder the responsibility 负责；挑起责任
"shoulder"原指‘肩膀’，作动词时指‘驮负实物在肩上’，因而比喻为对责任的‘承担’。"responsibility〞是‘责任’，其后的介词用"for"或"of"，表示‘对…的责任’。
I know the problems started in my department, but I don't think I should shoulder the responsibility for other people's mistakes.
我知道问题是从我自己的部门开始的，但是我不认为我应该为别人的错误担下责任。
call out the (media) hounds 唤起舆论的注意
"call out"的意思是‘大声唤起；叫出’；"hound"为‘猎犬’；"media"为"medium"的复数形，意思是‘媒体’。这词组以叫唤猎犬追捕越狱者的意象，来比喻非法或不道德的行为受到法律或公益组织的注意，或遭舆论或大众媒体攻击的情形。
I just can't let our company sell cars that we know are unsafe; if management won't do something, I'll secretly call out the media hounds.
我无法眼看公司销售安全性有问题的车；若主管不设法，我要暗地促请舆论的注意。
live with oneself 心安理得
"live with"原有‘与…同住；可忍受’之意，表示虽不满意，仍能勉强接受。这个表达语常以否定形式出现，通常形容一个人若做了亏心事，他无法忍受自己良心的谴责。
I couldn't live with myself if I ever did anything to hurt my wife.
若我做出伤害妻子的事，将永远无法安心。
● 要求举例左证
1. Can you back .... Up?
2. Can you give us an example?
3. Can you provide any examples to prove what you're saying?
4. Can you talk about any examples that show you're right?
"back"在此作动词，为‘支持’之意；"back up"有‘支援；救援’的意思，用于此句型，解释为‘以例子或事实证明自己所说的话’。这句型十分有礼客气，语气虽含有稍许的怀疑却也直接坦率。
● 表达己见
1. As I see it, first of all ...; second ...
2. It seems to me that, one, ... ; two, ...
3. I'm inclined to think that, one, ...; two, ...
4. The way I see it is that, one, ...; two, ...
"as I see it"这个口语是‘以我所见；就我看来’的意思；"see"则指‘看待’；"first of all"是‘首先’之意，具有强调的作用。整个词组的意思是‘我的看法是，第一…；第二…’，其后直接接自己的意见及想法。
● 催请继续发言
1. Is there (something) you want to add?
2. Do you have any other suggestions?
3. What would you like to add?
4. Is there more that you wanted to talk about?
此句型是用在会议中，发言人或简报者中断发言，而你想提醒或促请他们继续发表其看法及提议的问句。"add"是‘补充；添加’。"There is（are）..."的句型，要改成问句时，只要将be动词调至最前面即可。
● More 邀请发言
在会议桌上，首重与会者对于问题的症结踊跃发表建设性的提议及看法。身为会议主持人，自然有鼓励与会者发言的重责大任。所以熟悉不同、多层次的邀请与会者发言的句型是必须而重要的。
较客气的邀请
What are your views on this?
May I ask for your opinions or suggestions?
较普通的邀请
I'd like to hear your ideas on this.
How do you think we should do this?
What would you suggest?
较口语的邀请
Do any of you have any suggestions?
What do you recommend?
Do you think we should...?
What's your opinion?
How do you see this?
Any suggestions?
I suggest we should... What do you think?
A. 对答如流的能力，来自于充份的准备。
无论在正式或非正式的讨论会中，您若能‘对答如流’，将给人具有专业水准的印象。但要做到这一点，有赖充份的准备。可以事先拟定四、五个最可能被问起的问题，私下演练如何清晰、精确地回答。不过切莫死记，否则表达时会显得矫饰不自然。伟大的演说家丘吉尔，即以事前充分的准备，与席间从容不迫的风采，造就辩才无碍的声名。
B. 耐心听完对手的话再反驳，比任意切入驳斥，更有专业架势。
他人发表意见时切莫中途打断，耐心地等他人说完之后，再以坚定的口吻表达自己的看法，如此会更有专业的架势。当对方不时急躁地想中断您的谈话时，若您能耐心稳健以对，两相比较之下，他人会对您的表现更具尊重与信心。
C. 开会时，女性应避免全部坐在一起。
在高阶层的主管会议中，通常是阳盛阴衰的场面，但女性主管最好避免全部坐在一起，以免给人‘男性与女性间’对抗的印象，这样容易造成在与其它权力核心团体接触时不利的影响。
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5#
发表于 2008-4-27 16:36
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(龙饮西湖) 表示立场 Taking a Stance
Pristine 是一家专门制造高级手表、行销国际的公司；日前发现受雇的越南代工厂竟仿冒产品非法贩卖，严重损害他们的权益。面对这个问题，公司的主管阶级有人主张提出控诉，也有人持相反意见。
Dave: Wang Trading is making knockoffs of our watches and selling them. I say we tell them right away to stop, or we'll take them to court. Do I have everyone's support on this? Bob?
Bob: You have my full backing, Dave. If we don't show everyone that we'll hurt them when they do these things, other companies will start to make more knockoffs later.
Mary: I'm sorry, but I think that's just what we shouldn't do. We'd need to use Vietnam's laws; we all know that the government there won't help a Taiwanese company fight a Vietnamese company.
Dave: I see your point, but we need to punish them, and let others see us punishing them, so nobody else will ever try the same thing.
Mary: Companies have tried that many, many times before -- it never works. If we stop this company, there will just be another company that will do the same thing. If there is a chance for making profits, someone will try it.
Bob: We're cutting our own throats if we don't do something. Are you saying we should just do nothing?
Mary: Not at all. What I'm saying is that the knockoffs are being sold in a market that our watches aren't sold in. If we want to stop others from selling knockoffs, we should get into this market ourselves.
Dave: Wang贸易公司仿冒我们的手表并且上市销售，我认为我们要马上叫他们停止，不然就告到法院去。大家赞成我的想法吗？Bob？
Bob: Dave，我完全支持你。要是我们不打击这些仿冒我们产品的公司，以后其它的公司就会仿冒得更厉害。
Mary: 对不起，我认为我们不该这么做。到时候我们得采用越南的法律，而大家都知道当地政府是不会帮一间台湾的公司对付他们国内的公司。
Dave: 我了解你的想法，但是我们总得惩戒他们，杀鸡儆猴，才不会有人跟着仿冒。
Mary: 许多公司以前就试过了，但是从来没有人成功。就算我们阻止了这家公司，也会有另一家公司起而效之。只要是有利可图，就会有人想去做。
Bob: 如果我们不想想办法，简直是自取灭亡。你的意思是要我们坐视不管吗？
Mary: 当然不是。我的意思是这些仿冒品销售的巿场和我们手表销售的市场，并不相同。如果我们要阻止别人继续贩卖仿冒品，就该自己打进这个市场。
knockoff 仿冒品
"knockoff"，为美式俚语，特指未经许可而非法仿冒，以*价在市场出售的物品。
Even though it's illegal, you can get cheap knockoffs of almost every kind of high quality watch on the streets of Hong Kong.
尽管那不是合法的，在香港街道上，每个人还是可以买到各式各样的高级手表廉价仿冒品。
take (someone) to court 向法院控诉（某方）
"court"是‘法院；法庭’；"take"是‘带’的意思，表示将某人或某事提起上诉，其后可接人或事。"to"亦可用"into"代替。这词组等于"haul（someone）into court","haul"为‘拖；拉’。
It says in our agreement you'd deliver the goods by this Friday; if they aren't here by then, I'm taking you to court.
约中规定你必须在周五前把货送到；如果没有运到，我要向法院控告你。
cut one's own throat 自杀；自取灭亡
throat"是‘喉咙’；这个词组的字面意思是‘抹脖子；自刎’，比喻自取灭亡。"cut...throat"应用于其它词组中，有不同的含意，例如："cut one another's throats"为‘互相残杀’。
Paul cut his own throat by talking about how bad Sue is as manager, because people thought he would talk bad about them too.
Paul老是说Sue是差劲的经理，这简直是自掘坟墓；因为大家认为他八成也会说每个人的坏话。
● 征求支持
1. Do I have everyone's support on this?
2. Do I have your full support on this?
3. Is everyone with me on this?
4. Is everyone in agreement on this?
"support someone on something"的意思是‘支持某人对某事的看法’。这句话常用于陈述己见之后，征求他人支持的用语。请注意这里用"support me"而非"support this idea"，用意在于突显个人；因为在公开场合中，拒绝人远比拒绝意见来得困难。
● 表达完全支持
1. You have my full backing on this.
2. I'm fully behind you on this.
3. I'm in complete agreement with you on this.
4. I'm completely on your side on this.
"backing"是‘支持’。这句型可用于正式与半正式场合中，公开地完全支持某一方的看法，而反对另一方的意见。在激辩的场合中，这种明显的表态，有时是必要的，但较易引起决裂的后果，使不被赞成的一方颜面无光。
● 表达保留态度
1. I see your point, but...
2. I suppose you're right, but...
3. That's true, but...
4. I agree up to a point, but...
在正式会议中，除非事关重大，否则较少出现强硬的反对或否决的措词。一来是与会者本应保持接受各种意见的宽容态度，二来是工作场合中应显出冷静的风度；是故用保留、婉转的口气来否定他人的提议或意见是开会必学的课程。"I see your point, but..."即是个实用的句型，先表示了解对方所言，接着利用"but"提出其它的方案。
● More 否决
在面对争议事项的讨论时，与会者可能由于不同的角度或立场，会有意见参差很大的情形发生。在面对自己不以为然或是值得商榷的提案时，表示自己不能接受的态度是必须的。您可以用：
抱歉作开始，减缓强硬的态度
I'm afraid I can't accept that.
I'm sorry, but we can't really do that.
I'm afraid I'm not very happy about that.
I'm sorry, but I have doubts about that.
稍作保留的否定
I don't want to be discouraging but...
I accept the need for that, but...
I appreciate your point of view, but...
I can see why you want to do this, but...
That's very interesting, but...
A. 说话时用手拨弄头发容易给人不安的感觉。
手势往往可以表露一个人的个性。上台演说时，除了靠语言与声调的魅力征服群众外，还需以手势等身体语言塑造架势，烘托个人的特色。但是当您使用手势时，切记不要用手撩拨头发或抚弄脸颊，因为在下意识中，这代表着逃避或不安。
B. 面对群众说话，眼镜不宜用厚重的镜架。
东方人通常较西方人有‘深度’，近视的比率近几年来高出许多，眼镜已成了脸上的第六官。事实上，面对群众时，以隐形眼镜代替眼镜，往往效果较好；因为隔一层眼镜就多一层隔阂，拿掉它，给人无所隐讳的感觉。如果觉得自己还是少不了眼镜，不妨选用轻镜架和淡色镜片。
C. 眼镜不断从鼻梁滑落，给人心有旁鹜的印象。
戴眼镜面对群众，最忌讳的就是眼镜不断地从鼻梁上滑落，又不时以手推上，这会使得自己看起来像是不能专注于简报或谈话的样子。这种不太精明干练、心有旁鹜的印象，当然会成为表达个人印象的绊脚石。因此当您戴眼镜上台时，记住它也会塑造您的表情，所以事前别忘了调整一下您的镜架。 |
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6#
发表于 2008-4-27 16:37
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(龙饮西湖) 问与答的技巧 Asking & Answering
Mary认为诉诸法律途径，根本无济于事；她坚信扫除仿冒最好的方法就是自己经营当地的市场，加入竞争的行列。但Dave和 Bob则持不同看法。面临意见冲突的场面，免不了要使用表示存疑及回避问题的用语。
Mary: We all agree that Wang has been doing a good job for us making our watches, right?
Others: Right.
Mary: What they are doing is selling in a market that we don't. They are selling to people that want the same name, quality and design, but don't want such high prices. So Wang just sells the watches at high enough prices to keep their heads above water.
Bob: That's right. But we already know that, Mary. I'm not sure what you're saying has any relevance here.
Mary: The answer is sitting right under your nose. If we ask Wang to sell cheaper watches for us, they won't really be knockoffs anymore. We can share the profits with them.
Dave: How can we sell our watches with two different prices?
Mary: People who buy the fake watches never buy the expensive ones. People who buy the expensive ones don't buy the fake ones.
Bob: But won't our regular customers be angry if they find we're selling the same watches at much lower prices? Won't they know we're pulling the wool over their eyes?
Mary: We could use a different name that sounds almost the same, and change the designs a little. Umm... nobody would know. Dave, wasn't there a German company that did this, about ten years ago?
Dave: Hm. I can't really recall; I'll have to get back to you on that.
Mary: OK. Would anyone like to add anything to what I've said?
Mary: 大家都同意Wang替我们制造的表，品质不错，不是吗？
Others: 没错。
Mary: 他们所仿造的商品并没有在我们的市场上贩卖，而是卖给那些想要同样品牌、品质与款式，但却不要这么高价的人。所以Wang仅以稍高价卖出代工手表，好让自己生存下去。
Bob: 没错，Mary，不过这些我们都已经知道了。我不知道你说的跟现在所要讨论的问题有什么关系？
Mary: 答案就在眼前。如果我们要Wang替我们销售那些低价的手表，如此一来，就没有所谓的仿冒品了；而且我们还可以分得其中的利益。
Dave: 可是，我们怎么能用两种价钱去卖同一种手表呢？
Mary: 反正买假表的人永远不买昂贵的表，而习惯买高级手表的人也不会去买低廉的假表。
Bob: 不过难道他们会不生气，如果我们的老客户发现我们以低价卖同样的表，会不知道我们在骗他们吗？
Mary: 如果我们使用听起来相近，实际上却不相同的品牌名称，再将款式稍作改变，就没有人会知道的。Dave，十年前不是有家德国公司就曾经这么做吗？
Dave: 嗯。我不太记得了，我现在不能回答，要等我查一下。
Mary: 好，那还有没有人要补充我刚才所说的？
keep (one's) head above water 仅足以自保；不至于
这词组的原意是指某人奋力使头部勉强浮出水面，不至于溺毙；现在以此比喻商业上财务状况维持平衡边缘，免于破产。
Sales have been really bad so far this year; good sales for our children's products are the only thing keeping our heads above water.
今年的销售量到目前为止实在很差，只有儿童用品的销路好，让我们得以勉强维持。
sitting right under (one's) nose 就在眼前
"right"为副词，意思是‘正在’。这词组字面的意思是‘正在某人的鼻子下面’，也就是‘近在眼前’的意思。说这句话时，可凭语气轻重传达‘答案找到了’或‘你真笨，连这么简单的事都不知道’两种不同程度的信息。
The answer to our company's money problems is sitting right under our noses; we'll sell shares to our employees.
解决公司财务问题的答案就在眼前，我们可以卖股票给员工呀。
pull the wool over (someone's) eyes 欺骗
这词组源自古欧洲，当时用刑时，常为犯人戴上半毛制的头罩遮住眼睛，以防犯人认出行刑者而施加报复；引申为‘蓄意欺骗’。
The government tried to pull the wool over our eyes with this report, but we know the results are based on wrong information.
政府当局想用这份报告欺骗我们，但是我们知道报告所根据的资料都是错的。
● 表达质疑
1. I'm not sure what you're saying has any relevance here.
2. I'm not sure if what you're saying has anything to do with our problem.
3. I'm not sure if what you're saying really matters in this case.
4. I'm not sure if what you're saying is relevant to our problem.
"relevance"是‘关联；适切’，词组用法为"have relevance to..."－‘与…有关’。这句话适用于正式场合，表示对方所言对议题并无意义。开头语由于是"I'm not sure"而不是"I don't think"，因此可避免直接对峙的场面。不过这句话易造成不是对就是错的局面，因此若对方辩护有效，自己会有全盘皆输的危险。
● 暂不回答
1. I can't really recall; I'll have to get back to you on that.
2. I can't quite remember; I'll need to do a little checking and get back to you.
3. I can't fully remember; I'll have to check up on it.
4. I can't recall all the facts; I'll have to get back to you.
"recall"是‘想起’；"get back to someone on something"的意思是‘下次再和某人谈某事’。这句型适用于想避而不答，以免不慎的回答落人口实之时。它能让对方不再把矛头指向你，使你有机会脱身，找时间准备数据，延长到下次再为自己答辩。
● 询问意见
1. Would anyone like to add anything to (what I've said)?
2. Would anyone care to comment?
3. Would anyone like to give their ideas on this?
4. Would anyone care to add their thoughts (to the discussion)?
"add"是‘增加；附言’；这句话是请他人发表意见，来补充自己的看法。由于用的是"add"（补充）而非"comment"（批评），暗示请发言者站在自己的角度或看法，再作补充，而非给予大家较大的空间，任由批评。这即是"add"一字所暗藏之玄机。
● More 邀询意见
在会议桌上，身为主持会议者，通常都需要主动且积极地征询各路英雄的想法及提案；在集思广益下决定出最适当的方案。
适合对个人的邀询
What are your views on...?
What are your feelings about...?
What are your feelings on this?
What do you think about...?
What's your opinion about that?
适合对全体的邀询
Any reaction to that?
Has anybody any strong feelings about/ views on that?
What's the general view on/ feeling about that?
Has anybody any comments to make?
A. 座前有桌子时，把手放在桌下是不礼貌的。
小时候长辈教训的‘站有站相，坐有坐相’，不无道理。挺胸而坐不但有精神，也是尊重他人的表现。瘫坐在椅子上，会让对方觉得不正式、缺乏诚意，或甚至不尊重。如果您是坐在桌前，就将手肘轻放在桌上，让人看到，以表示无所隐藏；此时，手掌可交握，或手指相碰，不慌不乱，这种姿态代表专注与尊重。
B. 说话时，不自觉地摸鼻子，表示对对方有所保留，不愿坦诚。
如果对方有摸鼻子的习惯，或不经意地触摸脸部，从潜意识的观点来看，这表示对方正筑一道墙，隐藏真心，不赞同你的意见。而搔头，除了表示头皮痒，还有不懂的含意。此时，不妨轻描淡写地把话再说一次，避免直接问对方是否不懂。
C. 如何利用姿势强调说话的语气?
过去生意人所采取最强势的身体姿态，即是将双手搁在腰际，一副随时要拔枪的样子；除此之外，双腿还要分立，相隔一尺半。不过时代变了，现在所强调的是合作与协调，新的强势姿势是用手握住另一只手，将手靠在身体一侧，这表示坦诚、弹性。此外，利用姿势可以强调说话的语气，如双腿分立，右脚微微向前，强调重点时前倾；而放松时则可后倾将重心放在左脚。
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7#
发表于 2008-4-27 16:39
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提出解决方案 Proposing Solutions
Hopper公司以经营电子零件制造为主，为扩展欧洲市场，已至人工便宜的东欧国家寻求代工厂商。但最近盛传东欧工厂使用次级原料，造成消费者对Hopper不满。老板 Raymond与市调部经理Nina及生产部经理Jonathan为此紧急进行磋商。
Raymond: What the heck is going on here? How could we be so completely in the dark about these rumors until now?
Jonathan: There've been a lot of stories that factories in Eastern Europe are using second-rate materials to save costs.
Raymond: We've all heard those stories, but how were they linked with us? Can you clarify the issues?
Nina: Some people say that some local middlemen knew all about these things. They didn't report it because the factories gave them extra money. Our local middleman was one of them. When people learned about the stories, most thought that we must have known about the problems too.
Raymond: My Lord!! Jonathan, what's our best course of action here? You're sure that we're not using cheap materials anymore, aren't you?
Jonathan: I've been to all of the factories there; no second-rate materials that I could see. It could be they're still secretly working with other factories, though. I'll do some more checking.
Raymond: Even if we didn't know, people would still think it's our fault for not checking enough. And then we'll be in big trouble.
Nina: Let me put that another way. If sales get any worse we could go belly up very quickly. What we have to do is quite clear. We need to start some damage control on our public image... right away.
Raymond: 搞什么呀？我们怎么会被蒙在鼓里，一直到现在才知道这些流言呢？
Jonathan: 一直都有谣传，说许多东欧工厂使用次级的原料来节省成本。
Raymond: 是，这些我们都知道，但这怎么会扯到我们的头上来呢？你能说明一下吗？
Nina: 有许多传闻是说，过去有些当地的中介商很清楚这些事，但是因为他们拿了工厂的回扣，所以知情不报。和我们合作的中介商也是其中之一。大家听了这些传言，大多认为我们早就知情了。
Raymond: 天呀!!Jonathan，我们该采取什么行动呢？你确定我们没有再用那些次级的原料了吧？
Jonathan: 我去过所有的工厂，都没发现到劣级原料；不过他们有可能偷偷地交给其它工厂去做了。这我还要再查一下。
Raymond: 即使我们不知情，大家还是会认为我们犯了督查不力的错误，我们准会跟着倒大霉的。
Nina: 我这么说吧，如果销路再下跌，我们马上就要倒闭了。当务之急已不言而喻了，我们得马上采取行动，防止公司形象受损。
be in the dark 毫不知情
"dark"当名词是‘黑暗’的意思。此词组的字面意思是‘在黑暗中’，比喻为‘对某事毫不熟悉；被蒙在鼓里’。若要表示对某人隐瞒一些事，则可说"keep somebody in the dark"。
Dave works in the finance department, so he is in the dark about marketing.
Dave在财政部门做事，所以对行销的事一无所知。
go belly up 破产；倒闭
"belly"是‘腹部’。此词组的字面意思是指鱼死后，翻白肚浮于水上；引申为‘宣告倒闭、破产’，为美式俚语。
About eight out of every ten new small businesses go belly up within five years.
5年内，每10家新成立的小型企业中，就有八家左右宣告倒闭。
damage control 伤害处理；防制受害
"damage"是‘损害，损伤’；"control"为‘控制’。此词组源于二次大战时的海军术语，是指己方受到攻击时，派遣专门的控制伤害小组(damage control)，负责救火与漏水，以使舰艇与人命的损伤减至最低。现今广泛用于商业中，是指控制业务上的受损程度。
After its troubles selling milk powder, Nests spent a lot on damage control to its reputation; but it never stopped selling the powder.
雀巢自其奶粉销售受挫后，重金投资于防制形象受损的工作，不过仍未停止销售奶粉。
● 请求详细说明
1. Can you clarify the issues?
2. Can you tell us more about the situation?
3. Can you give us more detail on what has happened?
4. Could you please explain the present situation?
"clarify"是‘阐明；澄清’；"issue"是‘议题’。这句话的意思是要请他人详细说明事件的来龙去脉。如果口气较严厉的话，则隐含强烈责怪与愤怒的态度。本课中是老板对下属所言，没有在句尾加"please"，但其实加一个‘请’字会比较礼貌些。
● 征询建议
1. What's our best course of action (here)?
2. What are our options here?
3. What avenues do we have open here?
4. What courses of action are open to us?
"course"是‘方针；路线’；"action"为‘行动’；"best course of action"就是‘最有利的行动、最佳做事方向’。这句型是问‘该采取什么行动才最有利’。此句型用于揭露问题之后，请大家共同脑力激荡，想出最好的办法。如果要请某人发言，则可在问号之前加上此人的姓名。
● 结论性的建议
1. What we have to do is quite clear.
2. What we need to do is evident.
3. What we must do is obvious.
4. What we should do is easy to see.
这句话是说‘当务之急已清楚地摆在眼前了’，口气坚定，有强调重要性的意思。这个句子强调所提的建议是唯一可行之道。用"what"引导的名词子句当主词时，后面一定是接单数动词，如此句型的"is"。
● More 提出建议
与会者提出适切的建议或方案，在会议中是非常重要的部分，毕竟讨论会是为了得到最佳方案而开的。而提出建议时的语气相关于您对建议本身觉得可行程度的高低。以下列出三种提出建议的口气：
强势的口气
The only solution is to...
I see no other alternative but to...
There is no alternative but to...
We must...
平缓的口气
I recommend that we should...
I think we should...
My recommendation is that we should...
I would suggest that we...
We should / we ought to...
If I were you I would...
推荐性的口气
We could always...
It might be a good idea to...
Have you thought of...?
One solution would be to...
What about...?
A. 有人发言时，最忌讳台下窃窃私语。
西方人自小的教导中，使得他们认为只要有人发言时，台下若窃窃私语是相当不礼貌的行为。不过如果必要，私下悄悄地进行交谈，为时极短，而不干扰到说话者时，则是无伤大雅。最重要的是把握尊重说话者的原则，切莫干扰到他人的谈话，而被误解为目中无人。 a
B. 在人多处抽烟，会给人不尊重他人健康的坏印象。
西方反烟的势力己逐渐高涨，许多公共场合与办公室已打出禁烟的标志，自然不吸烟者也更理直气壮地拒抽二手烟。因此在人多的场合中吞云吐雾，会给人不尊重他人健康的坏印象。如果您的烟瘾大，不妨在开会前告知大家一声。而拿烟时宜将烟持于较桌面为低之处，且勿将烟朝着他人脸上喷吐。
C. 会议中如内急时，如何告退？
会议中如内急想暂时告退时，根据现在北美文化的惯例，您无须告诉他人欲往何处，因此您说：“Excuse me for a moment. I'll be right back.”即可，而不必说：“Excuse me for a moment. I need to go to the bathroom.” |
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8#
发表于 2008-4-27 16:39
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(龙饮西湖) 比较方案 Comparing Proposals
Hopper有严重的公关问题--使用劣等原料必定会引起社会大众的公愤。几位公司的高级干部要如何洗清这天外飞来之罪，恢复公司信誉呢？在此Nina提出所见，而Raymond也提出他的看法，多方地进行讨论，评估最可行的方案。
Nina: Let me give you a few scenarios. A, we find out who has been linking us to the local middlemen, and we'll make them say that we were never linked to those factories.
Raymond: And the second scenario?
Nina: We stop our regular ads, and replace them with two new kinds of ads. In one, we say that we never used cheap materials to make our products. In the other, we completely disagree with anyone that isn't using the best materials. And we tell people that we agree if they refuse to buy things from companies that do use second-rate materials.
Jonathan: Good idea. That way, everyone will know we're not just a big company that only cares about profits, not people.
Raymond: Can you run the first option by me again, in more detail? How do we find out where the stories are coming from?
Nina: Let me map it out. Our lawyers go to a paper that has run the story and tell them we'll sue if they don't tell us where they got the info. In the end we'll find out who started the stories.
Raymond: I think that option B is the best alternative. We'll have to do a lot of checking with the first scenario, and we'd just be shooting in the dark. With the second option we can start fixing things now. Nina, by Monday morning I want some good options for both kinds of ads you talked about. We have to nip this in the bud before it hurts us too badly.
Nina: 我来提出一些方案：A，首先找出是谁把我们与当地中介商牵扯在一起的，然后要求他们说明我们之间根本毫无瓜葛。
Raymond: 那第二个方案呢？
Nina: 我们不再登平常的广告，暂时换上两个新广告。一个广告先解释我们从未使用劣质的原料来生产产品，另一个则说明我们坚决相信产品一定要使用最高级的材料。同时告诉社会大众我们也鼓励他们不买次级原料所生产的产品。
Jonathan: 好主意。这么一来，大家就会明白我们不是一家只关心利润而不关怀大众的公司。
Raymond: 你能把第一个方案再详细说明一次吗？我们要怎样才能找出谣言的出处呢？
Nina: 我说明一下。我们的律师去找报导这件事的报纸，告诉他们如果不说出这消息的出处，我们就要告他们，到最后我们一定可以揪出是谁在那儿造谣生事。
Raymond: 我想B方案是较好的选择。采取第一个方案，我们得做许多查访的工作，像个无头苍蝇一样，乱撞一通。采用第二个选择方案的话，我们现在就可以开始着手解决问题了。Nina，星期一之前，我要有关你所说的两种广告的一些好方案；我们得在损失惨重之前，做些预防的工作。
map（something）out 详细说明
"map"的原义是‘绘制地图’，引申为‘详细陈列’。正如绘制地图时必须巨细无遗，所以"map out"也正是取用这层的含意，比喻‘详细说明；仔细规划’。
Before we discuss this project, I'd like to map out the research we did for you.
在讨论这个案子之前，我要详细解说一下我们为贵公司所做的研究。
shooting in the dark 盲目尝试；乱猜
"shoot"是‘射击；射箭；开枪’；“in the dark”为‘在暗处；未知的情况’。这词组形容在暗处开枪时，由于看不清楚目标，盲目地蛮干下，当然是胜算渺茫。名词词组可作"a shot in the dark"无用的尝试。
This is just a shot in the dark, but maybe if we made this a little tighter the engine would work properly.
只是随便一试，不过也许我们把它弄紧后，引擎会正常运作。
nip (something) in the bud 防患未然
"nip"是‘摘取；剪断’；"bud"是‘芽；苞’，"in the bud"的意思是‘含苞未放时；在初期’。"nip... In the bud"的字面意思是指在花木刚萌芽，尚未茁壮前，即先行摘除；比喻在祸端未成大患前，即予以斩除，强调初期预防的工作。
The railroad workers' strike was nipped in the bud before it actually happened.
铁路工人的罢工行动在发生之前就被摆平了。
● 提出多种方案
1. Let me give you a few scenarios.
2. Let me set out a few options.
3. Let me put forth a few approaches.
4. Let me suggest a couple of different plans.
"scenario"原指‘情节；剧本’，在此乃指‘计划；方案’。这句型用于半正式场合中，语气和缓客观，表示自己对以下的意见充满信心，但一切仍待评估（既非定案，显示有转弯的余地）。
● 要求提供细节
1. Can you run the first option by me again, in more detail?
2. Can you explain that again, in more detail?
3. Can you go over that again, with a little more detail?
4. Can you map that out again, more thoroughly?
"run (something) by (someone) "是‘对（某人）说明解释（某事’的意思，为美式用语；"run (that) by me again"的语意即是‘将（某事）为我再解释一次’。这句型是要求对方再详加说明方案，其原因并非自己不懂，而是认为对方提供的细节不足，使人难以窥得全貌，所以需要 "in more detail"。
● 比较方案
1. I think that option B is our best alternative.
2. I think that option B is the best approach.
3. I think that the second option is the better of the two.
4. I think that the second plan is our best course (of action).
"alternative"是‘二者择一；其它可采取的方法’的意思。这句型是说‘Ｂ方案较理想’。句型由于加上"I think"，所以虽然清楚表示自己的意愿，但仍有商讨的余地。不过在表达此句型时，语气千万要坚定、有权威，否则反对者以为你犹疑不决，就可能推翻此议。
● More 方案比较
通常在会议桌上要确定方案前，与会者皆会比较各方案的优缺点后，选择对公司最有利的一个作为可行的方案。你知道这样的比较方案，有哪些说法吗？
A means better profits. In contrast, B could cause a lot of problems.
A would mean... On the other hand if we do
B it'll cause...
A would give certain benefits, but B is much better from the company's point of view.
A does have some advantages. However, there's no doubt that B is a much better choice.
A. 以英语致词时，应该怎么控制说话的速度呢？
说话的速度并没有绝对的标准。以英语而言，一分钟内的上、下限约为160～110个字。说话不快不慢代表控制大局，而有时刻意减缓说话更是为了表示审慎用字。尽量掌握速度平稳的原则，忽快忽慢会让人觉得‘失控’。虽然可故意放慢速度来吊听众的胃口，或加快速度表示事情的急迫，但千万不要过分。切记条理分明的说话方式才能代表概念清晰的头脑。
B. 谈话中，用Uhm, Uh等口头语，都不是好习惯。
中文的‘那么’，英文的Uh, Uhm，都不是说话的好习惯。此外诸如干笑、清喉咙、啧啧声，也会给人不好的印象。建议您，可以利用录音机录下自己的电话谈话，找出说话的毛病，再逐一矫正。
C. 谈话时可用停顿来强调重点，但不宜停顿过久。
‘停顿’是一项无声的说话艺术，有如图画的留白，可以突显重点。不过，停顿请以不超过三秒钟为原则，停顿过久或太频繁的停顿，反而画蛇添足，造成反效果。要在何处停顿并无标准可言，最重要的是，只在必要时才停；否则滥用停顿的技巧，不但流于公式化，又显得矫揉造作，令人生厌。 |
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9#
发表于 2008-4-27 16:40
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(龙饮西湖 )面对紧急事件 Facing a Critical Issue
在Sandoz以"维护健康为宗旨"的行销策略成功地将奶粉销到中南美洲的四年后，突然有医学团体指责该公司的奶粉对婴儿的成长毫无帮助，震惊了Sandoz全体。公司高级主管立刻群集，共商应对大计。
Vincent: I hate to say it, but what the papers are saying may be right. No powder is as good as mother's milk. If a mother stops using her own milk and only uses the powder, it could actually hurt the baby.
Sam: Hm. I see your point, but can we please stick to the main subject here? We did a lot of research to make sure our powder had the biggest amounts of all the things a child needs.
Vincent: You said the biggest amounts. The biggest amounts don't always mean the right amounts. New research says each area has different environmental conditions. Our powder may be good for children in the places where we tested, and not so good in other areas.
Grace: So what you are saying is that our powder really can hurt children?! This is terrible. Well, I can see that suing is a bad idea. Let's see how the alternatives stack up against each other; we take the product off the market right away, or leave it there and try to quickly make special powders for each area.
Vincent: he results of the second option are easy to foresee. It will take too long to do the research. There are too many areas. More children may be hurt while we wait, so someone will blow the whistle on us for sure. It's better not to jump the gun.
Grace: Sam, which option do you think is our best bet?
Vincent: 我很不愿意这么说，但报纸上的报导可能没错。任何奶粉都不会比母奶好。如果一位母亲完全停止喂食母乳，而只使用奶粉，事实上对小孩并不好。
Sam: 嗯。我明白你的意思，不过我们可以回到讨论的重点吗？我们做了许多研究，保证我们的奶粉绝对含有每个小孩所需要的最高营养份量。
Vincent: 你说的是最高份量，但最高份量不见得就是最合适的份量。最新的研究指出各地的环境皆有所差异。公司所制造的奶粉或许在做测试的地区看来完全适合婴儿，但换到了其它地方就不见得了。
Sam: 你的意思是说我们的奶粉可能真的对小孩不好?!这下惨了！显然提起诉讼是下策。我们就衡量这些选择方案，看看结果怎样：是要马上收回产品，还是继续销售，但是尽快制造配合各地的专用奶粉。
Vincent: 第二个方案的结果可想而知，我们将要花很长的时间在研究上，而且区域太多了。在我们等待新奶粉完成的期间，可能会有更多儿童受害，到时一定会有人指控我们，所以最好不要贸然行动。
Grace: Sam，你认为那一个方案对我们最有利？
stack up 衡量；比较
"stack"当动词时原指‘堆积；堆高起来’。"stack up"是美式用语，形容将东西分为两堆，再比较轻重；因此引申为‘权衡（两件）事情的轻重或比较其结果’。
She just doesn't stack up against Donna if you're talking about marketing know-how and experience.
如果你谈的是行销的知识与经验，她根本不是Donna的对手。
blow the whistle 公开指控；揭发
"blow"是‘吹’；"whistle"为‘哨子’。"blow the whistle"原指‘吹哨子’，形容裁判对犯规者吹哨子以示警戒，引申为‘公开控讼某一罪行，或是揭发黑箱作业’。
Some writers in the West have blown the whistle on the extremely large and unfair salaries that top management people are getting.
有些西方的作家公开指控高级主管的薪水为不合理的天价。
jump the gun 贸然行动；冒失
"jump"的意思是‘跳越’。"jump the gun"原指赛跑时，选手在裁判尚未鸣枪前，即向前冲；引申为‘行事过于急躁；未经审慎判断，即贸然行动’。
I think if you start a fight with Bob about this, you might be jumping the gun; you can't be sure he really said those things about you.
认为如果你找Bob理论就太冒失了；因为你并不能确定他真得这么说过你。
● 引回会议主题
1. I see your point, but can we please stick to the main subject here?
2. I see what you mean, but I think we're off the main point.
3. That's all very well, but I don't see that it has anything to do with today's meeting.
4. That's not the point. We're here to discuss...
"stick to"有‘坚持；固守’的意思，在此解释为‘维持、固定在…’；"main subject"是‘主题’。这句话表示已听清楚对方所言，但是请对方不要离题太远。在集体讨论的场合中，难免会有扯到不相关或不重要事情的时候，这时主席就应警觉地要求众人把握会议的重点。
● 后果可想而知
1. The results (of the second option) are easy to foresee.
2. What will result with the second option is easy to predict.
3. What will happen with the second option is easy to tell.
4. What we'll end up with by using the second option is easy to tell.
"foresee"是‘预见；预料’。这句话是说‘某件事的结果可想而知’。此句型为半正式用法，习惯上多用于结果不乐观时。这句话虽然表示此案不可行，但并无贬低提案者的意思，因此较不易得罪人。
● 征询选择
1. Which option do you think is our best bet?
2. Which option do you feel is our safest course?
3. Which option do you believe is the best?
4. Which option do you suggest will be best in the long term?
"bet"原指‘打赌；赌注’，在此比喻为‘最佳选择；最佳方案’。此句型适用于询问他人内心最中意的方案为何，不过其意并不仅限于圈选而已，还要求对方表示选择此案的原由。如果不想将发言局限于所提过的方案，还可在句尾加上"or is there another way"，让对方有提出新方案的机会。
● More 回归主题
在会议桌上发言，有时兴之所至，旁征博引以致不能遏止的情况，常是在所难免的。但要如何再回到刚才的主题呢？以下就为您提出几种说法：
较正式的
To go back to what I was just saying, ...
To return to the main point, ...
Going back to what I said before, ...
Getting back to my original point, ...
As I was saying, ...
Getting back to the main focus of the meeting, ...
As I had said before we got off the topic, ...
Getting back to the point I was originally trying to make, ...
Getting back to the subject of today's meeting ...
较口语的
To get back on track,...
Getting back to where we were before (sidetracked),...
A. 提高嗓音说话，不能给人权威感。
低沉的声音会比尖高的声音来得有权威，这对男女而言皆不例外。不过低沉的嗓音并不需要喃喃闷语，应以稳重冷静的腔调为原则。降低嗓音的一个诀窍是说话时，将嘴张开一点；因为嘴张大点时，能产生自然的共鸣腔帮你降低嗓音，使得音调较有说服力。
B. 可以惯有嗓音与低沉嗓音轮流发音，做自我嗓音控制训练。
另一个降低嗓音的方式，是轮流以正常的声调与降低的声调发音。为能确实掌握，可借助录音机。先以平常的嗓音用‘啊’发声，之后放松，再作三个深呼吸，轻轻转动颈部，再将嘴张大，用‘啊’发音。播放录音带时，即可发现其间的不同。
C. 训练说话的声调，应从平日说话中，一步步来。
改变音调是循序渐进的，可以慢慢地在与人交谈时改变，终有训练自己权威式嗓音的一日。切莫抱速成的奢望，毕竟自幼即养成的说话习惯，不可能奇迹似地在一夜间改变。一步一步耐心地练习，方为上策。
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10#
发表于 2008-4-27 16:41
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(龙饮西湖) 以反建议辩驳原议 Counter arguing
眼见公司在中南美洲四年来的努力就要付诸流水，Sandoz的主管个个心急如焚。是否要收回产品成为迫在眉睫的问题。大家是否决定壮士断腕呢？或者有更好的方案？
Vincent: You know, we don't have to pick either of the two options. We could just continue selling our product. After all, it's not really our fault. We did all the research anyone could do.
Grace: Not a bad idea, but maybe we should look at the larger picture. Maybe no judge would say it's our fault. But people would feel we were wrong, and would stop buying our products. I know the options will cost a lot, but doing nothing could break the bank.
Sam: I'd like to add something to what you just said. We've only been talking about money here; we should be talking about people. Is it OK to save the money if we know some people are going to get hurt?
Vincent: I guess not. But we just can't take the powder off the market. You know what will happen. Profits will go down, quickly. The shareholders will get angry. Management will have to blame someone. You know who that will be us!
Grace: We have to make the best of a bad situation. But I can't agree with leaving the product on the market just to save our profits. Not even if we try to make better powders for each area.
Sam: Then what do we do?
Grace: We bite the bullet, and take the powder off the market. But there is a way to have the best of both alternatives. We take one month to do tests, and see if we can easily make the new powders. If it will be too expensive, we never sell them there again; we pack it in. It will be my decision.
Vincent: 我们不见得要在这两个方案中选择一个，我们可以继续贩售；毕竟，错并不在于我们，我们事前已经尽力做过研究了。
Grace: 说得没错，不过也许我们应着眼于大局。也许法官不会判我们有错，但消费者会觉得我们也有过失，而不再买我们的东西。我知道这两个方案要付出的代价很大，但是不采取任何因应之道会让我们破产的。
Sam: 我想补充一下你刚才说的。至今我们只讨论到钱的问题，我们也应关心人的问题。如果我们知道会有人受害，那么即使能替公司省了钱，这样对吗？
Vincent: 的确不对。不过我们不能收回产品，你知道后果的，利润马上下降，股东们会大发雷霆，主管阶层会找人算账。你知道会找谁吗－－我们！
Grace: 我们得在逆境中寻找出路，但是我不同意只为了自己的利益，就继续销售产品，甚至就算要为不同地区制造较好的奶粉，都不应该再把产品留在市面上。
Sam: 那我们该怎么做呢？
Grace: 咬紧牙关，忍痛牺牲，立刻把奶粉回收。不过还有个两全其美的方法，我们先花一个月的时间，看看是否能很快制造出新奶粉。如果成本太高，我们就不再在那个市场销售卷铺盖回家。这就是我的决定。
break the bank 破产；一文不名
这词组原义是银行出了裂缝，而发生了漏财的情形，直到最后一文不剩，比喻‘破产；家业散尽’。亦可将"the bank"删去，仅用"break"。
Our company just doesn't have enough money to expand into North America right now; your plan is going to break the bank.
公司现在没有足够的财力进军北美，你的计划会让我们破产。
bite the bullet 咬紧牙关；忍痛硬撑
"bullet"是‘子弹’；"bite the bullet"原指过去战场上缺乏麻药，施行外科手术时，为防止病患不小心痛得咬断舌头，所以让他们咬着子弹，忍痛撑过手术。这词组颇似中文的‘打落牙齿和血吞’，形容勇敢地渡过难关。
Profits were poor last year, so this year every department will have to bite the bullet and accept smaller budgets.
去年的利润很低，所以今年每个部门都得咬紧牙关，接受小额预算的事实。
pack it in 宣告结束（营业）；辞职；收工
"pack"为‘打包’"pack it in"原指军队战败拔营时，所有人要将东西打包收拾好，准备回家。此词组类似中文的‘卷铺盖回家’，在此比喻‘宣布结束或收工’。
Alright everybody, I think we've done enough work for today; let's pack it in and go home.
好了， 各位，我想我们今天做到这里就可以，收工回家吧！
● 委婉驳斥
1. Not a bad idea, but maybe we should look at the larger picture.
2. Not a bad idea, but there's more to this than one might think at first.
3. Not a bad idea, but I think we need to take a second look.
4. Not a bad idea, but I think it would be good if we looked at this again.
"the larger picture"即指‘远景；大局’。这句话是说对方所言不差－－"Not a bad idea"，但未能掌握全局。此句型暗示自己不能苟同，但又很技巧地为对方找台阶下。这句话还有将讨论转向另一个不同方向的功用。
● 逆境中找机会
1. We have to make the best of a bad situation.
2. We have to make the best of what we've got.
3. We have to do our best with what we've got to work with.
4. We have to look for a way to make the best of a bad situation.
"make the best of..."是形容事情陷入不利情况时，能尽量利用现有的改善情况，甚至找出最佳的出路。这个句型可用在当一切方案都很不乐观，而你似乎有方法，能为颓势带来一线希望。因此这句话有鼓励士气的作用，能让与会者提起兴趣，期待你将要提出的建议。
● 提出兼顾方案
1. There is a way to have the best of both alternatives.
2. There is a way we can use the best of both options.
3. There is a way we can combine the best of each alternative.
4. There is a way we can take the best parts from each plan.
"alternative"当名词是指‘二个选择中的一个’，句中的"both alternatives"即指‘二者兼顾’。这句话是说另外还有个兼顾两种方案、两全其美的方式。此句型是在推翻前述的方案，但实际上，自己的看法乃是将那些方案推陈出新，撷取其优点所成。
● More 驳斥
会议桌上本是各路英雄锤炼最佳方案之地，所以针对一个原始提案，给予多重角度的质询与反议是值得肯定的做法。
强烈的驳斥
That's just not feasible.
I really can't accept that.
I'm absolutely/completely against that.
That's out of the question.
较礼貌的驳斥
I'm afraid I can't accept that.
I'm sorry, but that's not really practical.
I'm afraid I'm not very happy about that.
I'm sorry, but I have reservations about that.
较迂回地反对
I don't want to be discouraging, but...
I accept the need for (something), but...
I appreciate your point of view, but...
I can see why you want to do this, but...
That's very interesting, but...
A. 提方案时，最忌讳模棱两可或信心不够的语气。
发言时最忌讳模棱两可的意见，所以英文中诸如“I could be mistaken, but...”的不确定语气，都会给人信心不足的印象。其它一些不够坚定的语气还有： “I'll double check my facts, but...” “Is it me or did I observe...?” “I know you might interpret this as...” “Time may prove me wrong, of course, but...”
B. 演说时，应转动上半身，环顾四周的听众。
走向说话位置时，步履要平稳、从容。在说话前略为停顿一下比较好，因为一上台就说话，会给人不安和紧张的印象。而说话时宜环顾四周的听众，许多人往往只转动头部，藉此与台下的人作目光接触，其实这并不够，一场发言中，宜转动上半身两、三次，以顾及大范围的听众。
C. 在台上走动时，要如何控制节奏？
在台上走动时，碎步移动往往收效不大。大步从容地迈向前方或两旁，往往较有力。然而动作切忌急躁不稳，给人不稳重，甚至无法控制大局的感觉。
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11#
发表于 2008-4-27 16:41
| 只看该作者
(龙饮西湖) 结束会议 Concluding a Meeting
明知回收产品是件吃力不讨好的工作，但基于道德良心的问题，Grace还是坚持这个看法。然而在面对股东责难之前，她深知必须先获得同事的大力支持才行。本单元中Grace运用适切的说话技巧获得大家的支持，顺利结束今天的会议。
Grace: Let me take a minute to sum up the main points of this discussion. We can't leave the product on the market; we'll lose more money in the end. We can test special powders for each area, but we can't leave the powder on the market while we do the tests. We'll take the powder off the market this week, and work hard on tests for the next month.
Sam: I don't think we'll be able to turn things around in just one month.
Grace: You're right. In the month we'll work on just two or three special powders. If they work, we'll start selling them again in the right areas. Our advertising will say that we're good people -- we'll let profits take a beating before we let anyone get hurt.
Vincent: That should help people to understand that we did our best before -- that we never wanted to harm anyone.
Grace: The plan may not work right away -- it may be some time before sales go up again. It's not going to be easy getting the shareholders and management to support us here. I need your full support.
Vincent/Sam: Don't worry. You'll have it.
Grace: If everyone's in agreement, I propose the following; we call a top-level management meeting for tomorrow to push the plan. We'll work on the shareholders after the powder is off the market. It isn't going to be easy.
Vincent: Don't worry. We're in for the duration.
Grace: If nobody wants to add anything, we can draw the meeting to a close.
Grace: 让我简短地把这次讨论的重点作个总结。我们不能让产品留在市面上，那样到最后会赔上更多的钱。我们可以为各地区培试专用奶粉，不过在培试期，我们不能卖原产品。这星期先回收市面上的产品，下个月再全力进行试验。
Vincent: 我觉得我们不可能在一个月内扭转乾坤。
Grace: 没错，这个月我们只研制二、三种专用奶粉，如果行得通，我们就再次在适用地区销售。我们的广告会做个宣传，表达我们是正派经营，为避免有人受害，宁愿自己损失。
Vincent: 这会让人明白我们过去的确尽了最大的努力，我们从未有意造成伤害。
Grace: 这项计划或许不会马上奏效，要销量回升还需要一段时间。这绝非易事，要股东和主管阶层支持我们。我需要你们全力的支持。
Vincent / Sam: 不要担心，我们会支持你的。
Grace: 如果大家同意，我提议如下：明天召开高级主管会议，推动这项计划。等到奶粉从市面回收之后，再说服股东们； 这事得要大费周章了。
Vincent: 别担心，我们全力投入。
Grace: 如果没有其它的补充，会议就到此结束。
turn things around 扭转乾坤；转颓势
"turn things around"的原意是指将失控乱跑的马，扭转回到正确的方向；引申为‘扭转颓势，进入顺境’。
Even though the economy is bad, and sales have gone down a lot, I think we have a good chance to turn things around.
虽然经济不景气，销路大为下降，我认为我们还是有扭转颓势的机会。
take a beating 损失惨重；受害不轻
"beating"是‘鞭打；打败’。此词组的字面意思是说被得很惨，引申为‘遭受极为惨重的损失’。本词组可形容精神或财务上的伤害，并不只限于肉体方面。
Marie's career has really taken a beating since she made that mistake negotiating the Johnson & Johnson contract.
Marie自从与强生公司谈合约时犯了错误后，她的事业就一蹶不振。
in for the duration 全力投入
"duration"是指‘持续期间’；以拳赛来说，即是指拳赛的时间。此词组原本形容参赛者忍受拳头，打完全程；比喻为‘全力投入某件事，准备接受考验’。
When I start a job I always finish it; I don't like working with people who aren't in for the duration.
我做事一向有始有终，我不喜欢和无法全力投入到底的人合作。
● 总结重点
1. Let me take a minute to sum up the main points of this discussion.
2. Let's pause for a second and go over the main points of this discussion.
3. Let's take a moment and look at the main points of this discussion.
4. Let's take a little time to run down the main points of this discussion.
这句型用于总结会议中所讨论的重点，属于正式的语句。它一来可重新控制失控的场面；二来可删除已被与会者反对的意见，列举自己认为最贴切适用的结论。 "take a minute"的意思是‘花一点时间’；"sum up"为‘总结；扼要化’。
● 宣布结论
1. If everyone's in agreement, I propose the following;...
2. If we all agree on this, I propose the following;...
3. If there are no objections, I propose the following;...
4. If we're all together on this, I propose the following;...
这句话是说‘如果大家没意见，我提议…’。为半正式用语，用于下结论时。在这句话说完之后，你可以马上接着说明自己的看法。 "in agreement"是‘同意’；propose是‘提议’。
● 宣布结束讨论
1. If nobody wants to add anything, we can draw the meeting to a close.
2. If nobody has anything to add, we can close the meeting.
3. If nobody has anything further to say, we can end the discussion.
4. If nobody has further points, we can end at this point.
"draw...to a close"是‘结束（某事）’。此句型是用以结束会议的实用句，适用于正式场合。说话者不说"Does anybody want to add anything?"，刻意舍征询的作法，而直接用此句型，表现出预设无异议的心态，暗示已无其它重大事件需要讨论，会议进行至此可告一段落了。
● More 宣布散会
当讨论会议差不多告一段落，与会者也已对结论和实施方案有个默契时，身为主持会议者，应在适当时间宣布讨论会结束。宣布会议结束与开始的说法都是身为主席的人应该熟悉的开会句型。
提议结束的句型
If everyone's in favor, I suggest that...
If everyone's in agreement, I propose that...
Then I recommend that...
Do you all agree that...?
Can we conclude the meeting...?
Does anyone have anything else to add...?
宣布结束的句型
OK, then I think we can end the meeting here.
If nobody has anything to add, then we can draw the meeting to a close.
So, if that's everything, we can stop here.
A. 面对他人的批评，扯开嗓门压住对方并非智举。
工作中难免会遇上有意和自己过不去的人。若面对同事批评时，千万不要装鸵鸟，应鼓起勇气，拿出智慧化解。若能巧妙的化解攻击，反而有助于提高自己的形象。请记得一个原则，千万不要大声吵，要冷静地为自己辩解。发脾气只会把事情愈弄愈糟。
B. 在为自己辩解时，应走近你的对手说话
在为自己辩解时，不要站得远远的，应走近你的对手说话，借着压迫的空间，让对方感受到你的气势。
C. 面对批评，宜冷静解释，不宜作人身攻击。
面对批评时，请不要用煽动性的言语还击，否则将有野火燎原，一发不可收拾的危险。最上乘的反击往往是幽默的妙语，剎时化解对峙的凝重气氛。如果实在幽默不起来，也勿作人身攻击，宁可表示资料准备好之后再作答复，给自己有冷静思考的时间。
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