商务英语谈判对话模拟(自编)

1、Dialogue 2： Negotiation on Commission and AgencySituati on: Miss Hua ng, a Chin ese han dicraft sales compa ny and Mr. White, a sales man ager of a han dicraft compa ny in Abuja, Nigeria are talk ing about the commissi on of age ncy.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

2、 for you?（我也很高兴见到你。能为你 做些什么吗？）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 performanee in the trial period is good and the plan of advertis ing and promoti on have bee n well practiced. Your compa ny 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

3、，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。） 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 we have talked befote, the territory to be covered 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 rate of commissi o

4、n is too high. The commissi on fee we provide to other age ncies is 5%. If they know we give you a 7% commissi on, it will be embrass ing.（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

5、 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。）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 get 0.5% commission .（好吧，每超过定额5000件，我们就多给0.5%的佣金。）Huang： Good. Tha nk you for your con sideratio n.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

6、签字吧？Huang： Fine. We look forward to happy and successful cooperation between us.好 的。希望我们今后合作愉快。）Dialogue3 Negotiati on on Pack ing and Shipme ntSituati on: Miss Hua ng, a Chin ese han dicraft sales compa ny and Mr. White, a sales man ager of a han dicraft compa ny in Abuja, Nigeria are talki ng abou

7、t the Pack ing and Shipme nt of the woode n sculptures.Miss Hua ng:既然我们谈妥了支付条款，我想问问货物能否在五月份装船。(Now that wee dealt with the question of payment terms, Im wondering if it possible to effect the shipme nt duri ng May?Mr. White: I m sorry we can not promise that. I think we could effect the shipment by

8、the middle of June.Miss Hua ng: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 would be too late. The order is so urgently required that I must ask you effect the shipme nt before JunQMr. White: I m sorry, but we can We have a lot of back orders on han d. I m afraid it svery difficult to do it as you expect.

9、But please be assured that we will try our best to adva nee the shipme nt. And that will be no t late tha n 15 June.Miss Hua ng:好的，我建议把这点写入合同吧。(All right. May I suggest you to put it dow n in our con tract?)Mr. White: OK. No problem.Miss Hua ng: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？ ( Than ks. Now let mov

10、e on to talk about package. How would you pack the goods wee ordered?Mr. White: Each sculpture is packed in one cart on lined with plastic bubble wrap to protect the goods from pin ch.Miss Hua ng:你觉得纸板箱能经受长途的海运么？( Do you thi nk carto ns are strongeno ugh for a long voyageMr. White: It does nmatter m

11、uch. We stre ngthe n cart ons with nylon straps outside.Miss Hua ng: 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 子并且用塑料袋包裹木雕吗，防止其发霉。(It dontthink it is enough. Thewoode n sculptures may get worn or moldy duri ng the long voyage. Could you use woode n cases and add waterproof plastic sheets for coverage aga inst m

12、ildew?Mr. White: We can use woode n cases with plastic sheets for pack ing if you in sist. But this kind of packing costs more, and you have to pay for the additional packing. Besides, the delivery will slow dow n.Miss Hua ng: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

13、了。 But I do nwant to take any risks. Besides cartons are easy to cut ope n, which in creases the rate of pilferageD on you thi nk woode n cases and plastic sheets are n ecessary for sea voyaged nd I do thi nk you n eed to improve your pack ing in order to meet the dema nds of compete nt marketMr. Wh

14、ite: OK. Let meet each other half way. We could pack the goods with wooden cases and plastic sheets on the condition that you pay for 40% of the additi onal pack ing.Miss Hua ng:好吧，我接受你的建议，谢谢您的合作。(OK. I accept your suggesti on. Thanks for your cooperati on.)Mr. White: We look forward to a happy and

15、successful cooperatio n betwee n us.Dialogue4 Negotiati on on In sura nee and Payme nt.Miss Huang, a Chin ese han dicraft sales compa ny and Mr. White, a sales man ager of a han dicraft compa ny in Abuja, Nigeria are talki ng about the In sura nee and Payme nt. of the woode n sculptures.Miss Hua ng:

16、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 like to ask some details about in sura nee and paymen).Mr. White: Well, we will arrange in sura nee on your behalf and will get you a WPA policy.Miss Hua ng:水渍险是不是不包括所有的损坏情况？( But not every breakage willbe i

17、n cluded in this WPA, will it?)Mr. White: No. It is included in the WPA when the breakage results from Force Majeure.Miss Hua ng:能投综合险么？但是因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 aga inst All Risks? We wish to have the goods covered by All Risks since the wo

18、ode n goods may go mouldy or get worn.Mr. White: I see. But that usually requires the cost for the additi onal risk coverage.And you n eed to pay a little higher premium rate.Miss Hua ng:那没关系。我们的货物价值很高，多花点保险费也是值得的。(Thatreally does nmatter. The cost on premium is worthwhile since the value of the goo

19、d s is so high.)Mr. White: Oh,OK. I have the goods covered by All Risks for 120% of CIF in voice value as per the Ocea n marine cargo clause of Nigeria. And We adopt the warehouse to warehouse clause, which is an intern ati onal practice for in sura nee.Miss Hua ng: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 intern atio nal bus in ess. And we only accept con firmed irrevocable LC payable by draft at sight.Miss Hua ng:说实话，开立信用证的费用有点高。如果我开立