国际商务谈判口语 教师用书5参考答案 Task 5 Reference Answer

Task5NegotiatingPaymentTerms

ReferenceAnswers

KnowledgeLecture

Exercise

paymentmethods(2)themostsecure(3)DocumentagainstPayment(4)innovative(5)digital

LearningaboutNegotiationsfromBusinessMentors

Dialogue1

Exercise1

A(2)B(3)C(4)A(5)B

Exercise2

IthinkweshoulduseTelegraphicTransfer(T/T)forthisorder.It’squickandefficient.

...butT/TmeansIhavetotrustyoutopayafterIshipthegoods.That’sabigriskforus.

weenjoyedahighreputationinthisfieldandwehadafriendlybusinessrelationshipforover5years.Youcantrustus.

Let’sagreeona30%advancepaymentviaT/T,andthebalanceafterthegoodsarereceivedandinspected.

Iwillcalculatetheeuropriceassoonaspossibleandsendittoyou.

Dialogue2

Exercise1

TFFTF

Exercise2

(1)C (2)A(3)E(4)B(5)D

Dialogue3

Exercise1

(1)issue/open/establish(2)valid(3)ship(4)inspector(5)inspectioncosts

Exercise2

B(2)B(3)C(4)D(5)B

Exercise3

F (2)T (3)T (4)F (5)T

TellingaStoryofChina

Exercise1

B(2)C

Self-Assessment

1.

(1)e (2)j(3)b(4)f(5)a(6)i(7)g(8)c(9)h(10)d

2.

enjoyahighreputation(2)advancepayment

financialpressure (4)ampletime

mutuallybeneficial

3.

(1)Weprefertouseanirrevocableletterofcreditatsightforpayment.

(2)Inlightofourfirstcooperation,wehopethatyouwillmakeanexceptionandacceptDeliveryagainstPayment(D/P).

(3)Werequirea20%advancepaymenttoinitiateproduction,andthebalancecanbepaidbyL/C.

(4)WehopetochangethesettlementcurrencyfromtheUSdollartotheChineseyuantoavoidexchangeraterisks.

(5)Weneedtoagreeonamutuallyacceptableinspectionagencytoensureimpartiality.

4.

Couldyoumakeanexceptionandaccepteasierpaymentterms?

IhopewecanacceptpaymentbyD/Patsightforthistransaction.

(3)OpeninganL/Cwilltieupourfundsandaddtothecostofourimports.

(4)Howabout50%byL/CandtheremainingamountbyD/P?

(5)Isincerelyhopethatwecanexpandourtradingvolumeanddeepenourcooperationinthefuture.

TaskSummary

(1)efficient (2)delivery (3)anexporter/exporters

(4)straightforward (5)financial (6