实用职场口译教程Chapter Four Business Negotiation 商务谈判.pptVIP

Part V Interpretation Skills 记忆训练方法 一、形象化记忆 形象化记忆指译员在头脑里把讲话人所讲的内容形象化。心理语言学研究表明，在语篇记忆的三个层次中，即表层特征（Surface Representations, 指词语的表层形式）、命题表征（Propositional Representations, 指语篇意义）和情景模型（Situational Models，指语篇所指的状态），由于情景模型是建立在篇章中不同部分之间的空间关系或因果关系上，因此记忆时间最长。如果译员能把讲话信息以某种形象贮存，即对语篇所描述的世界建立起一个心理或情景模型，而不是记住其词语，就能有效地减少所记忆材料的符号，使较少的符号或意象承载相对多的信息量。形象化记忆也较好地体现了记忆的生动原则。由于此种信息贮存的方式生动，更符合短时记忆的特点，其保持的时间相应延长、而且更完整。此记忆法适合于对某种情形、环境、地理位置等的描述或介绍类口译材料的记忆。 二、提纲式记忆 口译活动大都围绕非常明确的主题进行，而讲话人的发言也会以给定主题为中心以取得讲话的连贯性，这就为提纲式记忆提供了可能。提纲式记忆指译员充分利用语篇的基本结构及其主要意义间的联系，把源语讲话内容当做提纲或框架来处理。在此提纲或框架里，译员所“记”的内容是源语材料的主要意义及其联系。在随后所“忆”和“译”的阶段，译员则在所记的基本提纲的基础上，利用新信息去激活长时记忆里的相关信息，以达到完整地归纳包括其他次要意义在内的全部意义的目的。提纲式记忆的实质也是减少承载信息的符号，充分利用新信息去激活已有知识使其参与工作记忆中的信息加工以减轻记忆负荷。提纲式记忆常用于那些讲话内容相对条理性强、主次意义较清楚的讲话材料，如论证类、介绍类讲话等。 这一框架比较好地浓缩了源话语语段信息，当然也就减轻了译员的记忆负担。译员可以充分利用这一框架去归纳、再现该语段的意义，而无需记住语段的每一句话或每个层次的意义。在这一框架里，括号里的信息无需译员刻意去记，它是译员可从语段中自然得出的，它也包括译员长时记忆里被激活的那部分认知知识。 Chapter Four Business Negotiation 商务谈判 Part I Background Reading Negotiation is something that we do all the time and is not only used for business purposes. Negotiation is usually considered as a compromise to settle an argument or issue to benefit ourselves as much as possible. If your reason for negotiation is seen as “beating” the opposition, it is known as “distributive negotiation”. This way, you must be prepared to use persuasive tactics and you may not end up with maximum benefit. Should you feel your negotiation is much more “friendly” with both parties aiming to reach agreement, it is known as “integrative negotiation”. This way usually brings an outcome where you will both benefit highly. Before you decide to negotiate, it is a good idea to prepare. Set out your objectives. You have to take into account how it will benefit the other party by offering some sort of reward or incentives . Know your extremes: how much extra can you afford to give to settle an agreement? Although you are not aiming to give out the maximum, it is worth knowing so that you will not go ou