商务英语书信写作中得体性原则的应用

　　9、a) We have your letter in which you say that our interest figures are not correct. In reply we wish to say that the interest has figured just as provided for in the written contract which you signed and which we now hold. 我们已经收到你们来信。在信中，你们说到利息的数字不对。而我们要说，利息的数字是合同中早已规定好的。合同你们已签，并且，我们手中也有。
　　b) Thank you for your letter of the 12th in which you gave us your understanding of interest due to us under contract # 87. We have been glad to recheck our computations and to reread the contract, but we have been unable to find any evidence of error. Our method of figuring the account is explained in detail below. We are sure that it will make everything perfectly clear. 贵方十二日来信，我们已经收悉。信中说到，贵方对号码为#87合同规定的支付我方的利息数字有看法。我方非常乐意地进行了复查并又看了合同，但是，我方没有发现有什么差错。下面详细说明了我方的计算方法。我方坚信，一切将会弄得清请楚楚。〔2〕
　　此组句子间的区别同上。
　　10、(When turning down an offer)
　　a) Unfortunately, we got a better offer. 不幸的是，我们已有更好的报盘。你们的报盘就不要了。
　　b) We were pleased to receive your offer, but we got a better offer. 贵方报盘已经收悉，我方非常高兴。但是，我方又有了条件更加优惠的报盘。〔4〕
　　第一句直截了当，腔调生硬，听上去很不舒服。而在第二句中，写信人尽管有了更好的选择，但是，他仍不失礼貌风度，并且，还为以后合作留有余地。
　　第三，在商务英语书信中，我们切记，无论是给谁写信，我们都应从对方的角度来看问题，考虑对方的处境，明白对方的难处，站在对方的立场上。采用你方观点（You-attitude）写信，说明我们理解对方、体谅对方。试比较：
　　11、We-viewpoint：
　　a) You have not opened the L/C for your order，which has been ready for shipment for a long time．We have written to you several times，but much to our regret，we have not had any reply from you to the moment．你方订的贷等待装运已久，但你方还没有开出相关信用证。我们给你方写了好几次信，但非常遗憾，到目前为止，我们还没有收到你方回信。
　　b) We regret to say that we have to cancel your order because of your failure to open the L/C in time．由于你方没按时开出信用证，我们很遗憾地说，我们不得不取消你方定货。
　　c) You did not open the L/C according to the contract terms；therefore, you are requested to amend the L/C as follows.你方未遵照合同条款开出信用证，因而，请你方修改信用证如下。〔3〕
　　12、You-viewpoint：
　　a) The goods you ordered have been ready．Please let us know when we can expect to receive the covering L/C，upon receipt of which，we will effect shipment without delay．你方订货已经备好。请告知我们什么时候能收到该订货的信用证，我们一收到信用证，就会立即装运。
　　b) Please let us know if there is something in the way that precludes you from establishing the L/C．请告知我们是否有什么障碍使你方开不出信用证。
　　c) There are some discrepancies existing between the L/C stipulations and the terms of contract．For smooth effectuation of shipment，we shall appreciate your amending the L/C as follows. 信用证规定与合同条款有些出入，为了顺利办理装运，我们将感谢你方修改信用证如下。〔3〕
　　从以上实例分析来看，采用你方观点的方法显然比我方观点的方法更有礼貌，更为恰当。
　　第四，在商务英语书信交际中，经常使用的尊称语，亲呢语、祝颂语乃至含蓄委婉语等都体现了礼貌原则。虽然用词委婉有背“真话实说”的道德标准，但是，G. N. Leech认为，委婉的话语是建立在礼貌这一文化因素上的。〔5〕采用比较含蓄委婉的语言在商务英语书信交际中使用较为广泛。试比较：
　　13、a) Your order NO．85 for l00，000 yards of Cotton Prints Art．NO．1002 is rejected．我们拒绝了你方85号关于订购货号1002号印花布十万码的订单。
　　b) We regret to inform you that we have been unable to accept your order NO．85 for 100，000 yards of Cotton Prints Art．No．1002．我们遗憾地通知你方我们已不能接受你方85号关于订购货号1002号印花布十万码的订单。〔3〕
　　后一句比前一句恰当，因为后一句比较含蓄，前一句则比较直接、生硬。因此，后一句就是礼貌用语。
　　另外，我们还可以使用虚拟语气来使要表达的令人不快的意思显得间接委婉。试比较： 14、a) If another instance of this discrepancy between the sample and the goods received
　　occurs, it will be very embarrassing．如果订货样品与收到的货物不符的情况再发生的话，会令人十分困窘。
　　b) If another instance of this discrepancy between the sample and the goods received should occur，it world be very embarrassing．〔3〕
　　第二个句子比第一个句子更婉转，因此，它就较为礼貌。