商务谈判对话英文版..doc

1、（一）The seller Miss Lin representing Huaxin Trading Co. Ltd.The buyer Miss Cai representing James Brown & SonsA: Good morning, Miss Cai. Glad to meet you.B: Good moming, Miss Lin. It's veiy nice to see you in person. Let me introduce my colleagues to you. This is my manager, Miss Cai.A: How d

2、o you do? Miss Cai.B: How do you do? Mr. Wang. Nice to meet you.B: And this is Mr. Cai. He is in charge of sales department. This isMiss Huang She is in charge of business with clients.A: Nice to meet you, M匚 Cai, Miss HuangB: Nice to meet you, Miss Lin.A: How are thing going?B: Everything is nice.A

3、: I hope through your visit we can settle the price for our Chinaware, and conclude the business before long.B: I think so, Miss Lin. We came here to talk to you about our requirements of HX Series Chinaware Can you show us your price-list and catalogues?A: Weve specially made out a price-list which

4、 cover those items most popular on your market. Here you are.B: Oh, it's veiy considerate of you. If you'll excuse me, Fll go over your price-list right now.A: Take your time, Miss Cai.B: Oh, Mr. Wang. After going over your price-list and catalogues, we are interested in Art No. HX1115 and N

5、o. HX112& but we found that your price are too high than those offered by other suppliers It would be impossible for us to push any sales at such high pricesA: Fm sony to hear that. You must know that the cost of production has risen a great deal in recent year while our prices of Chinaware basi

6、cally remain unchanged To be frank, our commodities have always come up to our export standard and the packages are excellent designed and printed. So our products are moderately priced.B: Fm afraid I caift agree with you in this respect I know that your products are attractive in design, but I wish

7、 to point out that your offers are higher than some of the quotations. Fve received from your competitors in other countries So, your price is not competitive in this market.A: Miss Cai. As you may know, our products which is of high quality have found a good market in many countries. So you must ta

8、ke quality into consideration, too.B: I agree with what you say, but the price difference should not be so big. If you want to get the order, you'll have to lower the price. Thafs reasonable, isn't it?A: Well, in order to help you develop business in this line, we may consider making some co

9、ncessions in your price, but never to that extent.B: If you are prepared to cut down your prices by 8%, we might come to terms.A: 8%? Fm afraid you are asking too much. Actually, we have never gave such lower price. For friendship sake we may exceptionally consider reducing the price by 5%. This is

10、the highest reduction we can affordB: You certainly have a way of talking me into it. But I wonder if when we place a larger order, yoifll farther reduce your prices I want to order one container of HX1115 and 438 sets of HX1128.A: Miss Cai, I can assure you that our price is most favourable We are

11、soiry to say that we cannot bring our price down to a still lower level.B: OK. I accept. Now, lef s talk about the temis of payment. Would you accept D/P? I hope it will be acceptable to you.A: The terms of payment we usually adopt are sight L/C.B: But I think it would be beneficial to both of us to

12、 adopt more flexible payment terms such as D/P term.A: Payment by L/C is our usual practice of doing business with all customers for such conunodities. Fill sony we calt accept D/P tennsB: As for regular orders in fiiture, couldn't you agiee to D/P?A: Sure After several smooth transactions, we c

13、an try D/P terms.B: Well, as for shipment, the soon the better.A: Yes. Shipment is to be made in April, not allowing partial shipmentB: OK. I see. How about packing the goods?A: We，ll pack HX1115 in carton of one set each, HX1128 ill cases of one set each, two cases to a carton.B: I suggest the good

14、s packed in cardboard boxes, it's more attractive than cartons Do you think so?A: Well. I hope the packing will be attractive, too.B: For transaction concluded on CIF basis, insurance is to be covered by the sellers for 110% of invoice value against WPA Clash & Breakage and War Risk.A: This

15、term less these goods should damage in transit. I agree with it.B: Fni glad we have brought this transaction to a successfill conclusion and hope this will be the begimiing of other business in the fimire. Lefs confirm these items we concluded at the moment.A: Yes. We concluded as follows: 542 sets

16、of HX1115 at the price of USD 23.50 per set to be packed in cardboard boxes of one set each and to be shipped CIFC5 Toronto; 438 sets of HX1128 at the price of USD 14.50 per set to be packed in case of one set each, two cases to a cardboard box and to be shipped CIFC5 Toronto.B: All right. By the wa

17、y, when can I expect to sign the S/C?A: Miss Cai, Would it convenient for you to come again tomoiTOw moniiiig. Fll get the S/C ready tomoiTow for your signature.B: Thafs fine. See you tomonow. Goodbye, Miss Lin.A: See you and thanks for coming, Miss Cai.（二）A The seller: Miss Li representing Huaxin T

18、rading Company LimitedB The buyer:Huang representing James Brown & SonsA: Good morning, M匚 Huang Glad to meet you.B: Good morning, Miss Li. Glad to meet you, too. It is my first time to visit Shanghai. Shanghai has been known to me as an interaction port city before I came hereA: We always take

19、attention to establish business relations with the new clients in other countries. I wish we will have a good time this morningB: I come here to visit you hoping to have a discussion with you on the purchase of your HX Series chinawareA: Which Art. No. are you interested in?B: HX1115and HX1128.A: Wh

20、ich price terms do you prefer, FOB, CFR, or CIF?B: CIF.A: The price of HX1115 is USD 24.19 per set CIF Toronto. The price ofHX1128 is USD 14.93 per set CIF Toronto. It is understood that the above prices are net, without any commission.B: I am afraid it goes against the usual commercial practice not

21、 to allow acommission.A: We are prepared to grant you a 5% commission. 442 sets of HX1115 at the price of USD 24.68 per set CIFC5 Toronto; 338 sets of HX1128 at the price of USD 15.23 per set CIFC5 Toronto.B: Fni afraid your prices appear imworkableA: I am assuring you that our prices are most favor

22、able. A trial sale will unvoiced you of my words.B: Unless the prices could match with the market level, it is difficult to persuade customers to purchase with you. In order to conclude the transaction, I think you should reduce your price to USD 23.00 per set of HX1115. Will you consider cutting do

23、wn your price to USD 14.20 per set of HX1128.A: As the raw material has advanced by 10% during the last few months and the prices are going up, owing to the rise in the cost of raw materials. We cant accept tliis prices.B: I think it unwise for both of us to insist on his own prices Can we each make

24、 some concession, say, the price of HX1115 is USD 23.50 per set CIFC5 Toronto; the price of HX1128 is USD 14.50 CIFC5 Toronto?A: If we accept your prices, we will not leave a little of margin of profit.B: I am afraid we have to call the whole deal off if you still insist on your original quotation.A

25、: Well for friendship sake, we are prepared to make a 5% reduction if your order is big enough Out minimum quantity is a 20, container for each article.B: Our quantities are 542 sets of HX1115 and 438 sets of HX1128.A: OK.B: Shall we have a talk about terms of payment now?A: Our usual payment terms

26、are by confirmed, irrevocable L/C payable by sight draft against presentation of shipping documents and to reach us 30 days before the month of shipment.B: To open an L/C will cause us a great deal of difficult. IVs expensive to open ail L/C and ties up the capital of a company like ours. So it'

27、s better for us to adopt D/P or D/A.A: L/C at sight is our usual payment termsB: It is better for us to adopt D/P at sight than L/C at sight.A: We have never granted D/P terms to any new clients. So we hope you can accept the L/C terms After several smooth transactions, we can try other terms.B: We

28、can't help it if you insist requiring payment by L/C at sight. By the way, what cover will you take out?A: The insurance is to be covered by us for 110% of invoice value against WPA Clash & B: All right. How would you pack the goods?A: HX1115 is to be packed in cartons of one set each. HX112

29、8 is to be packed in cases of one set each, two cases to a carton.B: I hope the packing will be attractive. Nice packing helps find a market. Please give special attention to the packing or the goods could be damaged in transit.A: All right.B: When is shipment to be made?A: Shipment is to be made before or on April 30, 1998.B: We have to point out that the goods are not allowing partial shipmentA: OK. By the way, what are the Ports of Shipment & Destination?B: Shanghai and Toronto.A: Fm glad we have brought this transa