介绍:
business words:
1 dexterity [dek'sterɪtɪ] : n 熟练（程度）；
She hasn’t the dexterity to tackle those sorts of complex tasks.
对于处理这些复杂问题，她还不够熟练。
2 differentiation [,dɪfərenʃɪ'eɪʃn]：n 差异化，区别；
He put up a strong case for differentiation when it came to making policy decisions for branch operations.
在制定分公司的经营策略时，他提出了一个强有力的差异化方案。
3 digress [daɪ'gres] v 偏离主题；
The meeting last too long, because they digress too much and won’t stick to the agenda.
他们总是跑题，又不遵守会议日程，因此会议持续了很长时间。
4 dimension [dɪ'menʃ(ə)n; ] n 方面，侧面；
We have to look at all aspects, and not just explore the one dimension on the table.
我们需要全面地看待问题，不能只是了解问题的某个方面。
5 disband v 解散；
It is always a sad day when a project ends and we have to disband the team.
项目结束，团队解散，这时候总是有些伤感。
6 discern [dɪ'sɜːn] v 识别，领悟；
A wide variety of unique characteristics can be discerned by consumers from just a glance at a bottle.
消费者只看一眼酒瓶就能识别各种各样的特征。
7 discharge n/v 卸下，排放；
He was unable to discharge his responsibility when the conditions changed.
条件更改之后，他就没办法推卸责任了。
Written business English:
Subject：Congratulations on your promotion!
Dear Greg,
The news of your promotion has made its way around the office, and I wanted to e-mail you to say, congratulations! I can’t think of a better candidate to serve as the new head of marketing over the Asian office.
You have constantly and continually impressed everyone with your dedication and genuine interest in helping everyone contribute to the company.
We are sad to see you go from our little branch, but so happy to know you will be working in such a great position for you. Best of luck!
Regards!
Mallory
主题：恭喜晋升
尊敬的格雷格：
您升职的消息已经在办公室传开了，我给您写邮件就是想对您表示祝贺！我觉得，没有人比您更适合出任新的亚洲区营销总监了。
一直以来，您兢兢业业，不断地取得骄人业绩，充分体现了您在公司的凝聚力。
我们不愿意看到您离开我们这个小分公司，不过知道您即将就任如此高的职位，我们很为您高兴！祝您好运！
敬礼！
马洛里
Lesson 22 Negotiating salary and benefits 工资和福利谈判
Words:
commission 提成； given 考虑到； regarding 至于，关于；
Phrases:
annual salary 年薪； assistant manager 副经理； at the prospect of 期待着； base salary 底薪； based on 根据 ; be entitled to 有权做…; disability insurance残障保险 ; have a range in mind有个大致的想法; in the range of 在…范围内 ; increase over time逐渐增加 ; medical insurance医疗保险 ; net salary净年薪 ; ongoing training继续培训 ; paid vacation带薪假期 ; plus benefits外加保险福利 ; salary levels 薪资水平 ; signing bonus签约奖金 ; start at起于 ; starting salary 起薪 ; tough negotiator难对付的谈判者 ; typically speaking 一般来说 ;
Useful Expressions:
雇佣方：
1 We’re pleased to offer you a position with our company as Assistant Customer Service Manager. 我们很高兴地聘用您担任我们公司的客户服务部副经理。
2 Regarding the issue of salary, do you have a range in mind? 关于薪金问题，你有什么大致想法吗？
3 We’re prepared to offer you an annual salary of $75,000, plus benefits. 我们准备给你75,000的年薪，外加保险福利。
4 Typically speaking, our assistant managers start at $65,000 per year, and that number will increase over time. 一般来说，副经理的年薪是65,000美元起，这个薪金会逐渐增加。
5 The monthly base salary is $3,500, but you’ll receive a 5 percent commission on all sales. 每月底薪是3,500美元，可是你还可以得到销售总额5%的提成。
6 So altogether, your annual net salary will be at least $48,000 a year. 加起来，你的净年薪至少是48，000美元。
7 We also offer excellent benefits, including health, dental and disability insurance, as well as an Employee Share Purchase Plan.我们也提供非常好的福利，包括健康保险，牙科保险，残障保险以及员工股票购买计划。
8 The benefits include 15 days’ paid vacation time, ongoing training, and a $2,500 signing bonus. 福利包括15天的带薪假期，培训和2,500美元的签约奖金。
9 You’re a tough negotiator, Mr. Rivera.
您真会谈条件，里维拉先生。
应聘者：
1 I’m delighted to receive your offer. 我很高兴接受你们的聘任。
2 Would it be alright if I take a look at the contract? 我可以看一下合同吗？
3 What do you normally pay for this position? 这个职位，你们一般付多少薪水？
4 Based on my research, I expected the annual salary to be in the range of $45,000 to $50,000. 据我的研究，我期待年薪可以在45，000至50，000美元。
5 Given my level of experience and qualifications, I was hoping for a starting salary closer to $80,000. 考虑到我的资历和经历，我希望起薪能够接近80，000美元；
6 Looking at this contract, it appears the salary is $3,500 a month, which is only $42,000 per year. 我看了这份合同上写的月薪是3,500美元，也就是年薪42,000美元。
7 Pretty good, but I would still like to have some time to think about it. 挺不错的，可是我还需要一些时间来考虑一下。
Dialogues：
Dialogue 1：
Marcia：Thank you very much for the job offer. I’m excited at the prospect of working for your company. Would it be alright if I take a look at the contract? 非常感谢你们给我这个工作机会。能够为贵公司工作，我感到非常兴奋。我可以看一下合同吗？
Brent： Sure, here it is. Please take your time looking over it. 当然可以，给你，请慢慢看。
Marcia：I’m interested in working here, but based on my research, I expected the annual salary to be in the range of $45,000 to $50,000. Looking at this contract, it appears the salary is $3,500 a month, which is only $42,000 per year.我很愿意在这里工作，可是根据我的研究，我期待年薪可以在45，000至50，000美元。我看了这份合同上写的月薪是3,500美元，也就是年薪42,000美元。
Brent： The monthly base salary is $3,500, but you’ll receive a 5 percent commission on all sales. So altogether, your annual net salary will be at least $48,000 a year. 每月底薪是3,500美元，可是你还可以得到销售总额5%的提成。所以加起来，你的净年薪至少是48，000美元。
Marcia：What about benefits? 那么福利呢？
Brent： If you turn to the next page of the contract, You’ll see that the benefits include 15 days’ paid vacation time, ongoing training, and a $2,500 signing bonus. In addition, all employees are entitled to purchase medical insurance at a discounted rate through the company’s health plan. How does all that sound? 如果你翻到合同的下一页，你会看到福利包括15天的带薪假期，培训和2,500美元的签约奖金。 另外，所有的员工都有权通过公司的健康计划打折购买医疗保险。怎么样？
Marcia：Pretty good, but I would still like to have some time to think about it. 挺不错的，可是我还需要一些时间来考虑一下。
Brent：Of course. 当然可以。
Dialogue 2：
Ms. Hendricks： Congratulations, Mr. Rivera, We’re pleased to offer you a position with our company as Assistant Customer Service Manager. 恭喜你，里维拉先生。我们很高兴地聘用您担任我们公司的客户服务部副经理。
Mr. Rivera: Thank you very much; I’m delighted to receive your offer. 非常感谢你，我很高兴接受你们的聘任。
Ms. Hendricks： Regarding the issue of salary, do you have a range in mind? 关于薪金问题，你有什么大致想法吗？
Mr. Rivera: What do you normally pay for this position? 这个职位，你们一般付多少薪水？
Ms. Hendricks：Typically speaking, our assistant managers start at $65,000 per year, and that number will increase over time. We also offer excellent benefits, including health, dental and disability insurance, as well as an Employee Share Purchase Plan. 一般来说，副经理的年薪是65,000美元起，这个薪金会逐渐增加。我们也提供非常好的福利，包括健康保险，牙科保险，残障保险以及员工股票购买计划。
Mr. Rivera: Those benefits do sound pretty good. But given my level of experience and qualifications, I was hoping for a starting salary closer to $80,000. 这些福利听上去不错，但考虑到我的资历和经历，我希望起薪能够接近80，000美元；
Ms. Hendricks： You’re a tough negotiator, Mr. Rivera. Please understand that we’re still a small company, so our salary levels may be lower than those of larger firms. However, given your extensive background in customer service, we’re prepared to offer you on annual salary of 75,000, plus benefits. 您真会谈条件，里维拉先生。请你理解，我们还是一家小公司，所以薪资水平可能要比那些大公司要低一些。可是考虑到你在客户服务方面的丰富经验，我们准备给你75,000美元的年薪，外加保险福利。
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