商务英语合作商谈参考资料.doc

AA : Hello, AA. Please sit down.你好，AA。请坐。CC: AA, please. You can call me CC. May I call you AA ?谢谢。你可以叫我 CC。我可以叫你 AA 吗？AA: Of course. CC, Ok, if you dont mind, Id like to discuss some business with you right now. As the executive summary in my proposal shows, I think our website is can provide very good publicity and attract more younger for your customers, this is what you need. In fact, our price is very suitable for you, but also cheaper than you are required当然。 CC，如果你不介意的话，那我们现在就开始讨论一下我们的合作事宜。就像我在建议书的大纲中所提到的那样，我们的网站是可以为你们提供很好的宣传效果和吸引更多的年龄较小的客户，这正是你们所需要的。事实上，我们的价格很适合你们，它们比你们所要求的更加便宜。 CC: No problem with that, AA, but I question your objective of how to reduce the age of the access groups . What you say it means that we need more pictures on your website to attract them or other new way? .这个没有问题，AA。但我对你在目标一栏中所说的如何降低访问网站群体的年龄的方法不太理解。你所说的也就意味着我们需要更多地提供图片放在你们的网上来吸引他们或者是其他的新的方式吗？。AA: CC, What we mean is in some visitors basically is a young persons website in our advertising, while increasing your tourism project in our catalog, so you can be more widely publicized, and we can put your project in our catalog, we have a fixed position for a long time, do you provide publicity.CC,我们的意思就是在一些访问者基本上是年轻人的网站上放入我们的广告，同时在我们的目录上增加你们的旅游项目，这样你们既可以得到更广泛的宣传，而且我们又可以把你们的项目放到我们的目录上，我们有固定的位置，长期为你们提供宣传。 CC: I love the way you advised. This is very important for improving the overall sense of novelty of our users. According to your idea, we will have to deal with in the recent landscape and supermarket graphic introduction and so on some related information sent to you. Our income declined rapidly in the past five years, so our CEO requires us to improve our propaganda and improve access to customers, I think through these information, and add your website, I think were in the near future, will greatly enhance our visibility, and make a very obvious change for our income increase.我非常喜欢你提出的方法。这对于提高我们用户的整体新奇感很重要。根据你们的设想，我们得在近期将处理好的风景和超市的图文介绍等等一些相关的资料发送给你们。我们的收入在过去的五年中迅速下降，所以我们的CEO要求我们提高我们的宣传力度和提高客户的访问量，我想通过这些图文资料，并且加上你们的网站资源，我想我们在不久的将来，肯定会大幅度提高我们的知名度，并为我们的收入的提高做出很明显的改变。AA:Overall, these conditions are favorable, with you, however, we have to charge a fee from it, such as when a lot of people click on your time, we will charge a certain percentage of the cost, about 1/1000 or so, this part of the cost is the cost of advertising. The overall count down, when some people choose to come to you through our web site, we will charge a fee of 1/50, which is equivalent to the tour guide fees. How do you feel, I think our requirements are relatively modest, also do not make things difficult for you.Our price is realistic and based on reasonable profit.整体来看，这些条件对于你们来说是有利的，但是呢，我们也要从中收取一定的费用，例如当很多的人点击你们的时候，我们会从中收取一定比例的费用，大概在千分之一左右，这部分费用就是广告的费用。总体算下来，当部分人通过我们的网址选择要到你们这里来的时候，我们会收取五十分之一的费用，这是相当于导游费了。你们觉得如何，我想我们的要求比较适中，也没有为难你们。我们的价格是很实际的，是根据合理的利润提出的。 CC: Well, 1/1000 of the advertising fee, 1/50 tour fee, the overall count down, this proportion is still relatively reasonable, it seems that we can cooperate. OK, thats decided then. I believe this will be a good beginning of cooperation. 嗯，千分之一的宣传费，五十分之一的导游费，整体算下来的话，这样的比例的确还比较合理，看来我们可以合作。，好，那就这样定了。我相信这会是一个不错的合作的开端。AA:When shall we come to sign the contract?我们什么时候签订合同?CC:Do you think itstime to sign the ontract?我想该签合同了吧?AA:As some points concerning the contrac have not yet been settled negotiation has to be continued before the contract is signed.由于合同某些问题尚未解决，所以在合同签署前仍需继续协商。CC:We hope that the next negotiation will be the last one before signing the contract.我们希望下一交谈判将是签订合同前的最后一轮谈判。AA:We are sure the contract can be carried out smoothly.我们确信合同会顺利执行的。CC:Im glad that our negotiation has come to a successful conclusion.我很高兴我们的谈判获得圆满成功。There are a few points which Id like to ring up concerning the contract.Our price is realistic and based on reasonable profit.我们的价格是很实际的，是根据合理的利润提出的。If an order is placed, well pay the cost of the sample.如果交易成功，样品费由我们付。Im glad that our negotiation has come to a successful conclusion.我很高兴我们的谈判获得圆满成功。When shall we come to sign the contract?我们什么时候签订合同?Do you think itstime to sign the ontract?我想该签合同了吧?Before the formal contract is drawn up wed like to restate the main points of the agreement.在正式签约之前，我们要重申一下协议的重点。As some points concerning the contrac have not yet been settled negotiation has to be continued before the contract is signed.由于合同某些问题尚未解决，所以在合同签署前仍需继续协商。There are a few points which Id like to ring up concerning the contract.关于合同我想提出几点看法。The seller should try to carry out the contract in time if not the buyer has the righe to cancel the contact.卖方应努力按规定履行合同，否则买方有权撤消合同。No party who has signed the contract has the rught to break if.签署合同的任何一方都无权撕毁合同。Once a contract is signed,it has legal effect.合同一旦签署即具有法律效力。We can get the contract finalized now.现在我们可以签订合同了。Have you any questions in regards to the contract?关于合同你还有什么问题要问吗?来来往往几轮谈判，终于达成一致、可以签订合同了，但也可能其中一方会再提出修改。比如下面的对话： (1) A: This clause will have to be changed.这一条必须更改。 B: Just pencil in the changes and well retype it.修改的地方请用铅笔，我们会重打。 A: Can you read that?看得清楚吗？ B: Oh, sure.哦，没问题。 (2) A: Well have to get this contract typed as soon as possible.我们得尽快把合同打出来。 B: My secretary can start on it right away.我的秘书现在就可以打。 A: I think all the changes are easy to see.我想所有修改过的地方都很容易看出来吧。 B: She wont have any trouble.对她不会有什么困难的。合同经双方签字后，就成为约束双方行为的法律性文件，有关各项条款，合同双方都必须遵守和执行。 Dialogue A: I made a very close study of the draft contract last night. 昨晚我仔细审阅了合同草案。 B: Any questions? 有什么问题吗？ A: Yes. There are a few points which Id like to bring up. First, the packing its stipulated in the contract that all the machine parts should be packed in wooden cases. This can be done with the machine parts, but its impossible to pack a truck base like that. 有，有几点我想提一下。首先，是包装。合同规定机器零件用木箱包装。机器零件可以，而汽车底座用木箱包装则是行不通的。 B: I see. 我明白了。 A: Second, about the terms of payment. Your draft contract says that payment is to be made by D/P. This is not our practice. We prefer to have the payment made by L/C through a negotiating bank in France. 第二点是付款的有关条款。你们的合同草案规定付款方式为付款交单。我们不这么做。我们希望经法国的一家议付银行用信用证付款。 B: And. 还有. A: And the third point is about arbitration. Its stipulated that arbitration shall take place in China. In all our past contracts signed with you, it was stipulated that arbitration took place in a third country. 第三点有关仲裁。合同规定仲裁应在中国进行，在我们过去和你们签订的所有合同中都规定仲裁在第三国进行。 B: Yes, thats right. 对，是这样。 A: But how is it that this time you wish to have it carried out in China? 那么，为什么这次你们希望仲裁在中国进行？ B: Shall we take up the matter point by point? 我们逐点研究一下，好吗？ A: Thats a good idea. 太好了。 B: Now, the first point is about packing. We agree to a different packing for the truck. 首先，第一点，有关包装，我们同意汽车底座换用不同的包装。 A: This can easily be done. 这很容易做到。 B: Second, we agree to pay by L/C. 第二，我们同意用信用证付款。 A: Thank you. 谢谢。 B: As for arbitration, in our dealings with many countries, arbitration is to be carried out in China. The Arbitration Commission of CCPIT enjoys a high prestige among friendly companies. Personally I hope youll accept this clause. Further more, the disputes that have arisen from our business transaction were all settled through friendly consultations. Very rarely was arbitration restored to. 至于仲裁，在我们和许多国家的交往中，仲裁都在中国进行。中国贸促会的仲裁委员会在各友好公司中享有崇高的声誉。从我个人来讲，我希望你们接受这一条款。此外，我们生意中出现的争端均通过友好协商解决了，很少进行仲裁。 A: I see. OK. The new arbitration clause is acceptable. Is there anything else? 我明白了，新的仲裁条款可以接受，还有别的吗？ B: As far as the contract stipulations are concerned, there is nothing more. Thank you very much.至于合同方面的规定，没别的了。非常感谢。 A: When should we sign the contract? 我们什么时候签合同？ B: Well revise the contract this evening, and have it ready to be signed tomorrow morning at ten. Hows that? 今晚我们修改一下合同，准备明天早上10点签约，怎么样？ A: Perfect. 太好了。 1 If you take quality into consideration, you will find our price reasonable.如果您把质量考虑进去的话，您会发现我方价格是合理的。2 We guarantee quality products which can stand fierce competition.我们保证提供能经得起激烈竞争的高质量产品。3 I still have some questions concerning our contract.就合同方面我还有些问题要问。4 We are always willing to cooperate with you and if necessary make some concessions.我们总是愿意合作的，如果需要还可以做些让步。5 If you have any comment about these clauses, do not hesitate to make.对这些条款有何意见，请尽管提，不必客气。6 Do you think there is something wrong with the contract?你认为合同有问题吗？7 Wed like you to consider our request once again.我们希望贵方再次考虑我们的要求。8 Wed like to clear up some points connected with the technical part of the contract.我们希望搞清楚有关合同中技术方面的几个问题。9 The negotiations on the rights and obligations of the parties under contract turned out to be very successful.就合同保方的权利和义务方面的谈判非常成功。10 We cant agree with the alterations and amendments to the contract.我们无法同意对合同工的变动和修改。11 We hope that the next negotiation will be the last one before signing the contract.我们希望下一交谈判将是签订合同前的最后一轮谈判。12 We dont have any different opinions about the contractual obligations of both parties.就合同双方要承担的义务方面，我们没有什幺意见。13 Thats international practice. We cant break it.这是国际惯例，我们不能违背。14 We are prepared to reconsider amending the contract.我们可以重新考虑修改合同。15 Well have to discuss about the total contract price.我们不得不讨论一下合同的总价格问题。16 Do you think the method of payment is OK for you?你们认为结算方式合适吗？17 We are really glad to see you so constructive in helping settle the problems as regards the signing of the contract.我们很高兴您在解决有关合同的问题上如此具有建设性。818 Here are the two originals of the contract we prepared.这是我们准备好的两份合同正本。19 Would you please read the draft contract and make your moments about the terms?请仔细阅读合同草案，并就合同各条款提出你的看法好吗？20 When will the contract be ready?合同何时准备好？21 Please sign a copy of our Sales Contract No.156 enclosed here in duplicate and return to us for our file.请会签第156号销售合同一式两份中的一份，将它寄回我方存档。22 The contract will be sent to you by air mail for your signature.合同会航邮给你们签字。23 Dont you think it necessary to have a close study of the contract to avoid anything missing?你不觉得应该仔细检查一下合同，以免遗漏什幺吗？24 We have agreed on all terms in the contract. Shall we sign it next week?我们对合同各项条款全无异议，下周签合同如何？25 All disputes arising in the course of the consignment period shall be settled amicably through fri