中英文商务谈判对话(1).doc

A：Good morning, welcome to our company. Glad to meet you. B: Good morning, glad to have the opportunity of visiting your company and we hope to conclude some business with you.A: Thats our common ground.B: Our Company will buy some sports equp, we want to know more details about your products.A2: ok, this is our marketing manager; let her make an introduction to U.PriceB: we are interested in all kinds of your products, but this time we would like to order some hoola. Please quote us C.I.F. xini. A: Please let us know the quantity required so that we can work out the premium and freight charges. B2：We are going to place a trial order for1000 hoola.A2: All right. Here are our F.O.B. price lists. All the prices are subject to our final confirmation. B3: Do you offer discounts for plentiful purchases?A: Yes, we do indeed. Our usual figure is around 5%, but that depends on the size of the order.B: Oh, I think your prices are much too high for us to accept. Can you cut down the price for me?A2: Sorry, It would be very difficult to come down with the price. I can assure you our price is very favorable.B2: You know for the products like yours we usually get 2% or 3% discount from European suppliers. A: The quantity you ordered is much smaller than those of others. If you can manage to boost it a bit, well consider giving you a better discount. B3: As far as a trial order is concerned, the quantity is by no means small. And generally speaking, we like to profit from a trial order. I hope youll be able to meet our requirements. A2：Well, as this is the first deal between us, we agree to give you an one-percent discount as a special encouragement. B: 1%? Thats too low a rate. Could you see your way to increase it to 2%? A:Im afraid we have really made a great concession, and could not go any further. B: It seems this is the only proposal for me to accept. A2: I wish I could cut my price, even as a personal favor for you, but my hands are tied. My secretary tells me this is our bottom line.A2: Its only because youre such a good customer that Im willing to offer you this price.B: ok! I hope we can find some common ground on this.A: Well, to get the business done, we can consider making some concessions in our price. But first, youll have to give me an idea of the quantity you wish to order from us, so that we may adjust our prices accordingly. BB3 1500 A: OK, no problem.B2: It can be considered. Now what about the payment? Could you accept DP or DA?A: Im afraid not，usually we only accept payment by irrevocable letter of credit payable against shipping documentsB2: You know for this a large amount，an LC is cost lost also ties up our moneyIf you accept DP or DA，I would really appreciate itA2:I am very sorry, but we require LC for all of our clients B: Well, opening an LC doesnt make any difference to you，but makes much to usA2:Actually it does，it gives us the protection of the bankB: If you can send goods in this month，Ill agree to payment by LCA: All right B2: And, Id like to know your usual way of packingA: Of course we use boxes. we also usually use nylon straps to reinforce themB2: The packing must be strong enough to withstand rough handlingA: Breakage never happened to our deliveries. If broken, well pay the cost.B3: How do you usually move your goods? A: we use ship, and if use ship, we can assume transportation cost. We have covered insurance on the products for 110% of the invoice value against all risks. B: That is great.B：Ok. We are pleased to place an order for 1500 hoola. Lets sign the contract! The quality must be instrict conformity with that of sample. Once a contrac