商务谈判对话英文版Word文档格式.docx
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商务谈判对话英文版Word文档格式.docx
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Sons
A:
Goodmorning,MissCai.Gladtomeetyou.
B:
Goodmorning,MissLin.It’sverynicetoseeyouinperson.Letmeintroducemycolleaguestoyou.Thisismymanager,MissCai.
Howdoyoudo?
MissCai.
Mr.Wang.Nicetomeetyou.
……AndthisisMr.Cai.Heisinchargeofsalesdepartment.ThisisMissHuang.Sheisinchargeofbusinesswithclients.
Nicetomeetyou,Mr.Cai,MissHuang.
Nicetomeetyou,MissLin.
Howarethinggoing?
Everythingisnice.
IhopethroughyourvisitwecansettlethepriceforourChinaware,andconcludethebusinessbeforelong.
Ithinkso,MissLin.WecameheretotalktoyouaboutourrequirementsofHXSeriesChinaware.Canyoushowusyourprice-listandcatalogues?
We’vespeciallymadeoutaprice-listwhichcoverthoseitemsmostpopularonyourmarket.Hereyouare.
Oh,it’sveryconsiderateofyou.Ifyou’llexcuseme,I’llgooveryourprice-listrightnow.
Takeyourtime,MissCai.
Oh,Mr.Wang.Aftergoingoveryourprice-listandcatalogues,weareinterestedinArtNo.HX1115andNo.HX1128,butwefoundthatyourpricearetoohighthanthoseofferedbyothersuppliers.Itwouldbeimpossibleforustopushanysalesatsuchhighprices.
I’msorrytohearthat.YoumustknowthatthecostofproductionhasrisenagreatdealinrecentyearwhileourpricesofChinawarebasicallyremainunchanged.Tobefrank,ourcommoditieshavealwayscomeuptoourexportstandardandthepackagesareexcellentdesignedandprinted.Soourproductsaremoderatelypriced.
I’mafraidIcan’tagreewithyouinthisrespect.Iknowthatyourproductsareattractiveindesign,butIwishtopointoutthatyouroffersarehigherthansomeofthequotations.I’vereceivedfromyourcompetitorsinothercountries.So,yourpriceisnotcompetitiveinthismarket.
MissCai.Asyoumayknow,ourproductswhichisofhighqualityhavefoundagoodmarketinmanycountries.Soyoumusttakequalityintoconsideration,too.
Iagreewithwhatyousay,butthepricedifferenceshouldnotbesobig.Ifyouwanttogettheorder,you’llhavetolowertheprice.That’sreasonable,isn’tit?
Well,inordertohelpyoudevelopbusinessinthisline,wemayconsidermakingsomeconcessionsinyourprice,butnevertothatextent.
Ifyouarepreparedtocutdownyourpricesby8%,wemightcometoterms.
8%?
I’mafraidyouareaskingtoomuch.Actually,wehavenevergavesuchlowerprice.Forfriendship’ssakewemayexceptionallyconsiderreducingthepriceby5%.Thisisthehighestreductionwecanafford.
Youcertainlyhaveawayoftalkingmeintoit.ButIwonderifwhenweplacealargerorder,you’llfartherreduceyourprices.IwanttoorderonecontainerofHX1115and438setsofHX1128.
MissCai,Icanassureyouthatourpriceismostfavourable.Wearesorrytosaythatwecannotbringourpricedowntoastilllowerlevel.
OK.Iaccept.Now,let’stalkaboutthetermsofpayment.WouldyouacceptD/P?
Ihopeitwillbeacceptabletoyou.
ThetermsofpaymentweusuallyadoptaresightL/C.
ButIthinkitwouldbebeneficialtobothofustoadoptmoreflexiblepaymenttermssuchasD/Pterm.
PaymentbyL/Cisourusualpracticeofdoingbusinesswithallcustomersforsuchcommodities.I’msorry,wecan’tacceptD/Pterms.
Asforregularordersinfuture,couldn’tyouagreetoD/P?
Sure.Afterseveralsmoothtransactions,wecantryD/Pterms.
Well,asforshipment,thesoonthebetter.
Yes.ShipmentistobemadeinApril,notallowingpartialshipment.
OK.Isee.Howaboutpackingthegoods?
We’llpackHX1115incartonofoneseteach,HX1128incasesofoneseteach,twocasestoacarton.
Isuggestthegoodspackedincardboardboxes,it’smoreattractivethancartons.Doyouthinkso?
Well.Ihopethepackingwillbeattractive,too.
FortransactionconcludedonCIFbasis,insuranceistobecoveredbythesellersfor110%ofinvoicevalueagainstWPA.Clash&
BreakageandWarRisk.
Thistermlessthesegoodsshoulddamageintransit.Iagreewithit.
I’mgladwehavebroughtthistransactiontoasuccessfulconclusionandhopethiswillbethebeginningofotherbusinessinthefuture.Let’sconfirmtheseitemsweconcludedatthemoment.
Yes.Weconcludedasfollows:
542setsofHX1115atthepriceofUSD23.50persettobepackedincardboardboxesofoneseteachandtobeshippedCIFC5Toronto;
438setsofHX1128atthepriceofUSD14.50persettobepackedincaseofoneseteach,twocasestoacardboardboxandtobeshippedCIFC5Toronto.
Allright.Bytheway,whencanIexpecttosigntheS/C?
MissCai,Woulditconvenientforyoutocomeagaintomorrowmorning.I’llgettheS/Creadytomorrowforyoursignature.
That’sfine.Seeyoutomorrow.Goodbye,MissLin.
Seeyouandthanksforcoming,MissCai.
(二)
ATheseller:
MissLirepresentingHuaxinTradingCompanyLimited
BThebuyer:
Mr.HuangrepresentingJamesBrown&
Goodmorning,Mr.Huang.Gladtomeetyou.
Goodmorning,MissLi.Gladtomeetyou,too.ItismyfirsttimetovisitShanghai.ShanghaihasbeenknowntomeasaninteractionportcitybeforeIcamehere.
Wealwaystakeattentiontoestablishbusinessrelationswiththenewclientsinothercountries.Iwishwewillhaveagoodtimethismorning.
IcomeheretovisityouhopingtohaveadiscussionwithyouonthepurchaseofyourHXSerieschinaware.
WhichArt.No.areyouinterestedin?
HX1115andHX1128.
Whichpricetermsdoyouprefer,FOB,CFR,orCIF?
CIF.
ThepriceofHX1115isUSD24.19persetCIFToronto.ThepriceofHX1128isUSD14.93persetCIFToronto.Itisunderstoodthattheabovepricesarenet,withoutanycommission.
Iamafraiditgoesagainsttheusualcommercialpracticenottoallowacommission.
Wearepreparedtograntyoua5%commission.442setsofHX1115atthepriceofUSD24.68persetCIFC5Toronto;
338setsofHX1128atthepriceofUSD15.23persetCIFC5Toronto.
I’mafraidyourpricesappearunworkable.
Iamassuringyouthatourpricesaremostfavorable.Atrialsalewillunvoicedyouofmywords.
Unlessthepricescouldmatchwiththemarketlevel,itisdifficulttopersuadecustomerstopurchasewithyou.Inordertoconcludethetransaction,IthinkyoushouldreduceyourpricetoUSD23.00persetofHX1115.WillyouconsidercuttingdownyourpricetoUSD14.20persetofHX1128.
Astherawmaterialhasadvancedby10%duringthelastfewmonthsandthepricesaregoingup,owingtotheriseinthecostofrawmaterials.Wecan’tacceptthisprices.
Ithinkitunwiseforbothofustoinsistonhisownprices.Canweeachmakesomeconcession,say,thepriceofHX1115isUSD23.50persetCIFC5Toronto;
thepriceofHX1128isUSD14.50CIFC5Toronto?
Ifweacceptyourprices,wewillnotleavealittleofmarginofprofit.
Iamafraidwehavetocallthewholedealoffifyoustillinsistonyouroriginalquotation.
Wellforfriendship’ssake,wearepreparedtomakea5%reductionifyourorderisbigenough.Ourminimumquantityisa20’containerforeacharticle.
Ourquantitiesare542setsofHX1115and438setsofHX1128.
OK.
Shallwehaveatalkabouttermsofpaymentnow?
Ourusualpaymenttermsarebyconfirmed,irrevocableL/Cpayablebysightdraftagainstpresentationofshippingdocumentsandtoreachus30daysbeforethemonthofshipment.
ToopenanL/Cwillcauseusagreatdealofdifficult.It’sexpensivetoopenanL/Candtiesupthecapitalofacompanylikeours.Soit’sbetterforustoadoptD/PorD/A.
L/Catsightisourusualpaymentterms.
ItisbetterforustoadoptD/PatsightthanL/Catsight.
WehavenevergrantedD/Ptermstoanynewclients.SowehopeyoucanaccepttheL/Cterms.Afterseveralsmoothtransactions,wecantryotherterms.
Wecan’thelpitifyouinsistrequiringpaymentbyL/Catsight.Bytheway,whatcoverwillyoutakeout?
Theinsuranceistobecoveredbyusfor110%ofinvoicevalueagainstWPAClash&
BreakageandWarRisksaspertheOceanMarineCargoClausesofPICC(1981.1.1).
Allright.Howwouldyoupackthegoods?
HX1115istobepackedincartonsofoneseteach.HX1128istobepackedincasesofoneseteach,twocasestoacarton.
Ihopethepackingwillbeattractive.Nicepackinghelpsfindamarket.Pleasegivespecialattentiontothepackingorthegoodscouldbedamagedintransit.
Allright.
Whenisshipmenttobemade?
ShipmentistobemadebeforeoronApril30,1998.
Wehavetopointoutthatthegoodsarenotallowingpartialshipment.
OK.Bytheway,whatarethePortsofShipment&
Destination?
ShanghaiandToronto.
I’mgladwehavebroughtthistransactiontoasuccessfulconclusionandhopethiswillbetheforerunnerofotherbusinessinthefuture.
Allright.Iacceptyourofferof542setsofHX1115atthepriceofUSD23.50perset,and438setsofHX1128atthepriceofUSD14.50perset.ShipmentistobemadenolaterthanApril30,1998afterreceiptofL/Candnotallowingpartialshipment.ThePortsofShipment&
DestinationarefromShanghaitoToronto.HX1115istobepackedincartonsofoneseteachandHX1128istobepackedincasesofoneseteach,twocasestoacarton.ThepaymenttermsarebyL/C
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