外贸英语模拟谈判实训材料.doc

2013级商务英语专业外贸英语谈判模拟实训材料（1）Negotiation on Price 1Mr. Lee: Good morning, Mr. Smith. My name is Jack Lee. Here is my name card.Mr. Smith: Thank you! Nice to see you, Mr. Lee! My name is Tony Smith. And this is my card.Mr. Lee: Thanks! Mr. Smith, it is very nice to have you in our company. I do hope you will have a fruitful stay here. By the way, this is Tina, my assistant.Tina: Nice to meet you! (Handshakes)Mr. Smith: Nice to meet you, too! And this is my secretary, Lucy. Lucy: Nice to meet you! (Handshakes)Mr. Lee: Well, Mr. Smith, I am wondering if you have already got our offer?Mr. Smith: Yes, we did. It reached us three days ago.Mr. Lee: what do you think of it? Is it satisfactory?Mr. Smith: To tell the truth, we are greatly surprised at the prices you offered us.Mr. Lee: This years prices are higher than last year. But they are still lower than the quotations you can get elsewhere.Mr. Smith: Im afraid I cant agree with you there.Mr. Lee: Well, in order to get the business, Im willing to make some concessions.Mr. Smith: The size of our order depends greatly on the prices. Lets settle that matter first.Mr. Lee: Well, if you order more than 5,000 pieces, I will reduce my price by 3 percent.Mr. Smith: It will be rather difficult for us to push any sales if we buy them at the price.Mr. Lee: What is your proposal?Mr. Smith: You need to reduce your price at least by 10-15 percent?Mr. Lee: What about 8 percent? Those will be our rock bottom prices, Mr. Black. No further concession I can make in this respect.Mr. Smith: Im sorry, but your price is not acceptable. Your price has gone up so rapidly. It would be impossible for us to push any sales at such a price.Mr. Lee: Im a little surprised to hear you say that. The price we offer compares favorably with quotations you can get elsewhere.Mr. Smith: Im afraid I cant agree with you there.Mr. Lee: But you must take the quality into consideration.Mr. Smith: I agree that yours are of better quality. But well still have a lot of difficulties in persuading our clients to buy at this price.Mr. Lee: Well, then, whats your idea of a competitive price?Mr. Smith: I suggest somewhere around $30 per set CIF Beijing.Mr. Lee: Im sorry the difference between our price and your counter offer is significant. Its impossible for us to entertain your counter-offer, Im afraid.Mr. Smith: What about meeting each other half way? Lets say USD 30.5.Mr. Lee: Ok, Lets make a deal.Mr. Smith: Thank you! Mr. Lee.Mr. Lee: Youre welcome. （2）Negotiation on Price 2Mr. Smith: I was wondering if you would give us a response to our email inquiry?Mr. Lee: Certainly. We are pleased to offer you 120,000 cotton poplin blouses at USD 16.8 each, FOB Shanghai. The blouse will be packed in plastic bags, each four dozens in a corrugated cardboard box. They will be delivered in two consignments of 60,000 each, the first by August 20th and the second by September 10th. The terms of payment will be the same as those in the previous contract, that is, sight letter of credit.Mr. Smith: Thank you very much for your offer, and we will give it serious consideration. As itll take us some time to calculate, may I suggest that we take a 20-minute break? Then well give you an answer.Mr. Lee: Fine. (After the break)Mr. Smith: Well, Mr. Lee. Ive discussed your offer with our manager, and Im afraid we found it rather on the high side.Mr. Lee: I wonder why you think so.Mr. Smith: To be honest with you, just before we left for China, we were approached by a Filipino garment manufacturer. His offer was USD 13.50 each blouse. So, we dont see why we should pay more for your blouse.Mr. Lee: USD 13.50 each blouse? Really?Mr. Smith: Thats right, USD 13.50.Mr. Lee: thats really cheap. I guess you must have bought a lot from him.Mr. Smith: We bought 1,000 pieces.Mr. Lee: Only 1,000 pieces?Mr. Smith: Well, as we dont know much about that firm so we just place a trial order.Mr. Lee: Right, it takes time to find out whether a business partner is trustworthy.Mr. Smith: This is why we sent our inquiry to you. I believe you are not only trustworthy but also competitive in price.Mr. Lee: You bet!Mr. Smith: but your offer is obviously far from competitive.Mr. Lee: Then what do you think would be a competitive price?Mr. Smith: USD 13.50, the price we paid the Filipino firm.Mr. Lee: Oh, come on, our blouses certainly deserve more than that.Mr. Smith: Oh, why?Mr. Lee: Because our quality is high, and high quality goods deserve high price. Mr. Smith, you wouldnt disagree on that, would you?Mr. Smith: You may have a point here. But, how can you prove your blouses are better than the Filipino ones?Mr. Lee: Our blouses are one hundred percent natural, they are pure cotton.Mr. Smith: Well, thats certainly a plus for you.Mr. Lee: This year, we have also won a gold medal from the Best Commodity Expo sponsored by the General Association of Textiles. Here is the certificate from the association.Mr. Smith: I take off my hat to you, Mr. Lee.Mr. Lee: Thank you, but I think the best evidence is this: the orders we have received from overseas customers have doubled in the last three years. This is our sales report.（3）Negotiation on quality and quantityMr. Lee: Id like to discuss with you the quantity, quality and other details of the goods. By the way, have you received our samples?Mr. Smith: Yes. We examined your designs and catalogues carefully at the very moment we received them.Mr. Lee: Do you have any questions?Mr. Smith: Yes, we find that the colors and quality of the glove puppet monkeys, ducks and dogs are very nice, so we dont have any comments on them. However, the quality and patterns of the dolls are not suitable at all. I am sorry to say that none of our customers in the USA likes it.Mr. Lee: So far as I know, there is no problem with the quality of the dolls. In fact, its so popular abroad that we can not meet the demands from our customers. But will you tell me in detail your problem with the patterns?Mr. Smith: The patterns with golden fish are not popular with the American people, and therefore they dont sell well.Mr. Lee: Are you kidding? Ive never heard of that. Anyway, it is easy to solve the problem. Here are some more catalogues of different designs for you to select from.Mr. Smith: These designs are so cute. I think they probably will sell well. Id like to order these two in the following amounts. New material Dolls No.01, quantity 50,000, synthetic fibre dolls No.02, quantiy 20,000. Mr. Lee: Since New Material Doll No.01 can find such a ready market, and the production falls behind the demand, we can only supply you with 30,000 pieces. It is said that synthetic fibre dolls are popular with American people. Why dont you order more?Mr. Smith: 30,000 New Material Dolls No.01 are far from enough. Can you supply us with another 10,000? As to the synthetic fibre dolls, the price is pretty high, as I see.Mr. Lee: Well try our best to satisfy your demand for the additional 10,000 of New Material Dolls No. 01. It seems you dont realize that the prevailing price of synthetic fibre dolls on the international market has gone up recently, and the price we offer is the lowest.Mr. Smith: Thank you! Well increase the size of the order for synthetic fibre dolls No.02 by 20,000 and leave the others as they are.(4) Negotiation on transshipmentMr. Smith: Can you make shipment in early November?Mr. Lee: We have the goods in stock. Therefore, we could effect prompt shipment if there were a steamer available. But unfortunately we can not get hold of any liner sailing for London in November, because the shipping space for sailing to London up to the end of November has all been booked up.Mr. Smith: You know the time of shipment is very important to us. Our customers are in urgent need of the goods.Mr. Lee: I see your point. However, I am very sorry that we can do nothing about it.Mr. Smith: But I am informed that tramps are still available.Mr. Lee: Yes, but tramps are scarce. And Im not sure there would be enough tonnage to make a full cargo, even if a tramp could be obtained.Mr. Smith: Then, what if we allow transshipment?Mr. Lee: Transshipment adds to the expenses, risks of damage and may possibly delay arrival. But well try if you insist and are willing to bear the extra expenses.Mr. Smith: We prefer direct shipment, of course. But now that there is no direct steamer, we can do nothing but agree to tansship at Hong Kong.Mr. Lee: Then well get all the necessary information about the connecting steamers right away.Mr. Smith: I guess if we start now, theres still hope. To hedge our bets, how about adding Liverpool as an optional port of destination?Mr. Lee: Good. Then what would you say if we put it like this in the contract:” shipment: by first available steamer before the 30th of November. Port of destination: London or Liverpool. Transshipment at Hong Kong allowed.”?Mr. Smith: It seems Ive no alternative. Thank you.(5) Negotiation on the amendment of an L/CMr. Lee: Mr. Smith, weve received your L/C, but find two points inconsistent with other documents, rendering us unable to get the payment.Mr. Smith: What are they?Mr. Lee: The first point. The credit calls for a clean bill of lading marked ”freight prepaid”, when it should call for a clean bill of lading marked ”fright to collect”.Mr. Smith: I see.Mr. Lee: Weve sold on FOB terms. Were therefore not responsible for the freight charges and can only provide you with a bill of lading marked “fright to collect”. Obviously t