商务英语谈判对话模拟(自编)

1、.Dialogue 2：Negotiation on Commission and AgencySituation:MissHuang,a ChinesehandicraftsalescompanyandMr.White,a sales managerof a handicraftcompanyin Abuja,Nigeriaaretalking about the commission of agency.Huang : 怀特先生，很高兴见到你。最近怎么样？White : Glad to meet you too. What can I do for you?（我也很高兴见到你。能为你做些什

2、么吗？）Huang : 根据我们的协议， 这个月就是试销期的最后一个月了。我想是时候讨论中国北方独家代理权的问题了。White : Yes. Your sales performance in the trial period is good and theplanofadvertisingandpromotionhavebeenwellpracticed.Yourcompany is qualified for the sole agency in north of China.（是的。在试销期内，你们的销售业绩很好， 广告和宣传计划也有效地落实了。你们公司可以做我们公司在北方的独家代理了。

3、 ）Huang : 太好了。能得到你的认可我们很高兴。我们谈谈代理合同的细节吧？White : Yes, of course. As wehavetalked befote,theterritorytobecovered is the north of China. How about the commission fee?（好的，当然。就像我们先前谈过的，代理区域是中国北方。你收取多少佣金？）Huang : 在试销期内，佣金是 4% 。我认为可以提高到 7% 。White : The rateof commissionistoohigh. Thecommissionfeeweprovide

4、to otheragencies is5%.Ifthey knowwegive youa7%commission, it will be embrassing.（佣金太高了，我们给其他代理商的佣金是 5% 。如果他们知道了，就很尴尬了。 ）Hunag : 我认为我们公司的销售策略和宣传策略都是很好的，这一点可以从我们的销售业绩中看出来。而且，和其他代理商相比，我们的木雕销量是最多的。White ：There is some truth in what you said, but we can only give you 6%commission. (你说的有些道理，但是我们只能给你6% 的佣金

5、。 )Huang ：超过定额每多销5000 件，多给我们 0.5% 的佣金，这样可以吗？White : Ok. For every 5000 pieces sold in excess of the quote, you will get0.5% commission . (好吧，每超过定额5000 件，我们就多给 0.5% 的佣金。 )Huang ：Good. Thank you for your consideration.(太好了，谢谢你的关照。 )White : 我们会起草合同，如果没有问题，下午签字吧？.Huang ： Fine. We look forward to happy a

6、nd successful cooperation between us.( 好的。希望我们今后合作愉快。 )Dialogue3Negotiation on Packing and ShipmentSituation:MissHuang,a ChinesehandicraftsalescompanyandMr.White,a sales managerof a handicraftcompanyin Abuja,Nigeriaaretalking about the Packing and Shipment of the wooden sculptures.MissHuang:既然我们谈妥了支

7、付条款，我想问问货物能否在五月份装船。（ Now that we ve dealt with the question of payment terms, Imwondering if its possible to effect the shipment during May?）Mr. White: I m sorry we can not promise that. I think we could effect the shipment by the middle of June.Miss Huang: 那太迟了。我们迫切需要这批货物，所以我请求贵方能在六月之前装运。（That woul

8、d be too late. The order is so urgently required that Imust ask you effect the shipment before June.）Mr. White:Im sorry, butwe can t. We have a lotof back ordersonhand. I m afraid it s very difficult to do it as you expect. But please be assured that we will try our best to advance the shipment. And

9、 that will be not late than 15 June.Miss Huang:好的，我建议把这点写入合同吧。 （ All right. May I suggest youto put it down in our contract?）Mr. White: OK. No problem.MissHuang:多谢。现在让我们讨论下包装的问题吧，你打算如何包装我们的货物？（ Thanks. Now lets move on to talk about package How wouldyou pack the goods weve ordered?）Mr.White:Each scu

10、lptureis packedinonecartonlinedwithplasticbubble wrap to protect the goods from pinch.Miss Huang:你觉得纸板箱能经受长途的海运么？（Do you think cartons arestrong enough for a long voyage）Mr. White: It doesn t matter much. We strengthen cartons with nylon straps outside.Miss Huang: W 我觉得这样不够。木雕在海上容易磨损和发霉，你们能否用木箱子并且用塑

11、料袋包裹木雕吗，防止其发霉。 （ It don tthink it is enough.The wooden sculptures may get worn or moldy during the long voyage.Could you use wooden cases and add waterproof plastic sheets for coverage against mildew? ）Mr. White: We can use wooden cases with plastic sheets for packing if you insist. But this kind of

12、 packing costs more, and you have to pay for the additional packing. Besides, the delivery will slow down.Miss Huang: 但是我不想冒这个险。而且纸板箱容易割破，这增加了被盗的几率。难道贵方不认为塑料防水包装和木箱是海上运输的必须包装么？而且我觉得你们真应该提高包装质量了。 But I do n t want to take any risks. Besides cartons are easy to cut open, which increases the rate of pi

13、lferage. Don tyou think wooden cases and plastic sheets are necessary for sea voyage? And I do think you need to improve your packing in order to meet the demands of competent marketMr. White: OK. Let s meet each other half way. We could pack the goods with wooden cases and plastic sheets on the con

14、dition that you pay for 40% of the additional packing.MissHuang:好吧，我接受你的建议,谢谢您的合作。 （ OK. I acceptyoursuggestion. Thanks for your cooperation.）Mr. White: We look forward to a happy and successful cooperation between us.Dialogue4 Negotiation on Insurance and Payment.Miss Huang, a Chinese handicraft sa

15、les company and Mr. White, a salesmanager of a handicraft company in Abuja, Nigeria are talking about theInsurance and Payment.of the wooden sculptures.Miss Huang: 既然我们已经谈妥了包装和装运，我想问问付款和保险的具体情况。（ Since we have settled about the packing and shipment. I would liketo ask some details about insurance an

16、d payment.）Mr. White: Well, we will arrange insurance on your behalf and will get you.a WPA policy.MissHuang:水渍险是不是不包括 所有 的损 坏情 况？ （ Butnoteverybreakage will be included in this WPA, will it?）Mr. White: No. It is included in the WPA when the breakage results from Force Majeure.Miss Huang: 能投综合险么？但是因

17、为货物是木质材料做的，在海运途中也许会磨损或者发霉， 而且可能还会有其他危险， 所有我们希望是综合险 （Could we have the goods covered against All Risks? We wish to have the goodscovered by All Risks since the wooden goods may go mouldy or get worn. ）Mr. White: I see. But that usually requires the cost for the additional risk coverage. And you need

18、to pay a little higher premium rate.Miss Huang: 那没关系。我们的货物价值很高， 多花点保险费也是值得的。（Thatreallydoesn tmatter. Thecostonpremiumis worthwhile sincethevalue of the good s is so high.）Mr. White: Oh,OK. I ll have the goods covered by All Risks for 120% ofCIF invoice value as per the Ocean marine cargo clause of

19、Nigeria. Andwe lladoptthe warehousetowarehouseclause, which isaninternational practice for insurance.Miss Huang:很好。还有一个问题，付款的事宜。你们能接受承兑交单么？ （Verygood. Could you accept D/A?）Mr. White: As you know Letter of Credit is the normal terms of payment in international business. And we only accept confirmed irrevocable LC payable by draft at sight.MissHuang:说实话，开立信用证的费用有点高。如果我开立信用证，