商务谈判对话英文版.docx
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商务谈判对话英文版.docx
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商务谈判对话英文版
3)选择价值。
选择价值(OV)又称期权价值。
我们在利用环境资源的时候,并不希望它的功能很快消耗殆尽,也许会设想未来该资源的使用价值会更大。
《建设项目安全设施“三同时”监督管理暂行办法》(国家安全生产监督管理总局令第36号)第四条规定建设项目安全设施必须与主体工程“同时设计、同时施工、同时投入生产和使用”。
安全设施投资应当纳入建设项目概算。
并规定在进行建设项目可行性研究时,应当分别对其安全生产条件进行论证并进行安全预评价。
(一)
ThesellerMissLinrepresentingHuaxinTradingCo.Ltd.
ThebuyerMissCairepresentingJamesBrown&Sons
A:
Goodmorning,MissCai.Gladtomeetyou.
B:
Goodmorning,MissLin.It’sverynicetoseeyouinperson.Letmeintroducemycolleaguestoyou.Thisismymanager,MissCai.
A:
Howdoyoudo?
MissCai.
B:
Howdoyoudo?
Mr.Wang.Nicetomeetyou.
B:
……AndthisisMr.Cai.Heisinchargeofsalesdepartment.ThisisMissHuang.Sheisinchargeofbusinesswithclients.
A:
Nicetomeetyou,Mr.Cai,MissHuang.
B:
Nicetomeetyou,MissLin.
A:
Howarethinggoing?
B:
Everythingisnice.
A:
IhopethroughyourvisitwecansettlethepriceforourChinaware,andconcludethebusinessbeforelong.
B:
Ithinkso,MissLin.WecameheretotalktoyouaboutourrequirementsofHXSeriesChinaware.Canyoushowusyourprice-listandcatalogues?
A:
We’vespeciallymadeoutaprice-listwhichcoverthoseitemsmostpopularonyourmarket.Hereyouare.
B:
Oh,it’sveryconsiderateofyou.Ifyou’llexcuseme,I’llgooveryourprice-listrightnow.
A:
Takeyourtime,MissCai.
B:
Oh,Mr.Wang.Aftergoingoveryourprice-listandcatalogues,weareinterestedinArtNo.HX1115andNo.HX1128,butwefoundthatyourpricearetoohighthanthoseofferedbyothersuppliers.Itwouldbeimpossibleforustopushanysalesatsuchhighprices.
A:
I’msorrytohearthat.YoumustknowthatthecostofproductionhasrisenagreatdealinrecentyearwhileourpricesofChinawarebasicallyremainunchanged.Tobefrank,ourcommoditieshavealwayscomeuptoourexportstandardandthepackagesareexcellentdesignedandprinted.Soourproductsaremoderatelypriced.
B:
I’mafraidIcan’tagreewithyouinthisrespect.Iknowthatyourproductsareattractiveindesign,butIwishtopointoutthatyouroffersarehigherthansomeofthequotations.I’vereceivedfromyourcompetitorsinothercountries.So,yourpriceisnotcompetitiveinthismarket.
A:
MissCai.Asyoumayknow,ourproductswhichisofhighqualityhavefoundagoodmarketinmanycountries.Soyoumusttakequalityintoconsideration,too.
B:
Iagreewithwhatyousay,butthepricedifferenceshouldnotbesobig.Ifyouwanttogettheorder,you’llhavetolowertheprice.That’sreasonable,isn’tit?
A:
Well,inordertohelpyoudevelopbusinessinthisline,wemayconsidermakingsomeconcessionsinyourprice,butnevertothatextent.
B:
Ifyouarepreparedtocutdownyourpricesby8%,wemightcometoterms.
A:
8%?
I’mafraidyouareaskingtoomuch.Actually,wehavenevergavesuchlowerprice.Forfriendship’ssakewemayexceptionallyconsiderreducingthepriceby5%.Thisisthehighestreductionwecanafford.
B:
Youcertainlyhaveawayoftalkingmeintoit.ButIwonderifwhenweplacealargerorder,you’llfartherreduceyourprices.IwanttoorderonecontainerofHX1115and438setsofHX1128.
A:
MissCai,Icanassureyouthatourpriceismostfavourable.Wearesorrytosaythatwecannotbringourpricedowntoastilllowerlevel.
B:
OK.Iaccept.Now,let’stalkaboutthetermsofpayment.WouldyouacceptD/P?
Ihopeitwillbeacceptabletoyou.
A:
ThetermsofpaymentweusuallyadoptaresightL/C.
B:
ButIthinkitwouldbebeneficialtobothofustoadoptmoreflexiblepaymenttermssuchasD/Pterm.
A:
PaymentbyL/Cisourusualpracticeofdoingbusinesswithallcustomersforsuchcommodities.I’msorry,wecan’tacceptD/Pterms.
B:
Asforregularordersinfuture,couldn’tyouagreetoD/P?
A:
Sure.Afterseveralsmoothtransactions,wecantryD/Pterms.
B:
Well,asforshipment,thesoonthebetter.
A:
Yes.ShipmentistobemadeinApril,notallowingpartialshipment.
B:
OK.Isee.Howaboutpackingthegoods?
A:
We’llpackHX1115incartonofoneseteach,HX1128incasesofoneseteach,twocasestoacarton.
B:
Isuggestthegoodspackedincardboardboxes,it’smoreattractivethancartons.Doyouthinkso?
A:
Well.Ihopethepackingwillbeattractive,too.
B:
FortransactionconcludedonCIFbasis,insuranceistobecoveredbythesellersfor110%ofinvoicevalueagainstWPA.Clash&BreakageandWarRisk.
A:
Thistermlessthesegoodsshoulddamageintransit.Iagreewithit.
B:
I’mgladwehavebroughtthistransactiontoasuccessfulconclusionandhopethiswillbethebeginningofotherbusinessinthefuture.Let’sconfirmtheseitemsweconcludedatthemoment.
A:
Yes.Weconcludedasfollows:
542setsofHX1115atthepriceofUSD23.50persettobepackedincardboardboxesofoneseteachandtobeshippedCIFC5Toronto;438setsofHX1128atthepriceofUSD14.50persettobepackedincaseofoneseteach,twocasestoacardboardboxandtobeshippedCIFC5Toronto.
B:
Allright.Bytheway,whencanIexpecttosigntheS/C?
A:
MissCai,Woulditconvenientforyoutocomeagaintomorrowmorning.I’llgettheS/Creadytomorrowforyoursignature.
B:
That’sfine.Seeyoutomorrow.Goodbye,MissLin.
A:
Seeyouandthanksforcoming,MissCai.
(二)
ATheseller:
MissLirepresentingHuaxinTradingCompanyLimited
BThebuyer:
Mr.HuangrepresentingJamesBrown&Sons
A:
Goodmorning,Mr.Huang.Gladtomeetyou.
B:
Goodmorning,MissLi.Gladtomeetyou,too.ItismyfirsttimetovisitShanghai.ShanghaihasbeenknowntomeasaninteractionportcitybeforeIcamehere.
A:
Wealwaystakeattentiontoestablishbusinessrelationswiththenewclientsinothercountries.Iwishwewillhaveagoodtimethismorning.
B:
IcomeheretovisityouhopingtohaveadiscussionwithyouonthepurchaseofyourHXSerieschinaware.
A:
WhichArt.No.areyouinterestedin?
B:
HX1115andHX1128.
A:
Whichpricetermsdoyouprefer,FOB,CFR,orCIF?
B:
CIF.
A:
ThepriceofHX1115isUSD24.19persetCIFToronto.ThepriceofHX1128isUSD14.93persetCIFToronto.Itisunderstoodthattheabovepricesarenet,withoutanycommission.
B:
Iamafraiditgoesagainsttheusualcommercialpracticenottoallowacommission.
A:
Wearepreparedtograntyoua5%commission.442setsofHX1115atthepriceofUSD24.68persetCIFC5Toronto;338setsofHX1128atthepriceofUSD15.23persetCIFC5Toronto.
B:
I’mafraidyourpricesappearunworkable.
A:
Iamassuringyouthatourpricesaremostfavorable.Atrialsalewillunvoicedyouofmywords.
B:
Unlessthepricescouldmatchwiththemarketlevel,itisdifficulttopersuadecustomerstopurchasewithyou.Inordertoconcludethetransaction,IthinkyoushouldreduceyourpricetoUSD23.00persetofHX1115.WillyouconsidercuttingdownyourpricetoUSD14.20persetofHX1128.
A:
Astherawmaterialhasadvancedby10%duringthelastfewmonthsandthepricesaregoingup,owingtotheriseinthecostofrawmaterials.Wecan’tacceptthisprices.
B:
Ithinkitunwiseforbothofustoinsistonhisownprices.Canweeachmakesomeconcession,say,thepriceofHX1115isUSD23.50persetCIFC5Toronto;thepriceofHX1128isUSD14.50CIFC5Toronto?
A:
Ifweacceptyourprices,wewillnotleavealittleofmarginofprofit.
B:
Iamafraidwehavetocallthewholedealoffifyoustillinsistonyouroriginalquotation.
A:
Wellforfriendship’ssake,wearepreparedtomakea5%reductionifyourorderisbigenough.Ourminimumquantityisa20’containerforeacharticle.
B:
Ourquantitiesare542setsofHX1115and438setsofHX1128.
A:
OK.
B:
Shallwehaveatalkabouttermsofpaymentnow?
A:
Ourusualpaymenttermsarebyconfirmed,irrevocableL/Cpayablebysightdraftagainstpresentationofshippingdocumentsandtoreachus30daysbeforethemonthofshipment.
B:
ToopenanL/Cwillcauseusagreatdealofdifficult.It’sexpensivetoopenanL/Candtiesupthecapitalofacompanylikeours.Soit’sbetterforustoadoptD/PorD/A.
A:
L/Catsightisourusualpaymentterms.
B:
ItisbetterforustoadoptD/PatsightthanL/Catsight.
A:
WehavenevergrantedD/Ptermstoanynewclients.SowehopeyoucanaccepttheL/Cterms.Afterseveralsmoothtransactions,wecantryotherterms.
B:
Wecan’thelpitifyouinsistrequiringpaymentbyL/Catsight.Bytheway,whatcoverwillyoutakeout?
A:
Theinsuranceistobecoveredbyusfor110%ofinvoicevalueagainstWPAClash&BreakageandWarRisksaspertheOceanMarineCargoClausesofPICC(1981.1.1).
B:
Allright.Howwouldyoupackthegoods?
A:
HX1115istobepackedincartonsofoneseteach.HX1128istobepackedincasesofoneseteach,twocasestoacarton.
B:
Ihopethepackingwillbeattractive.Nicepackinghelpsfindamarket.Pleasegivespecialattentiontothepackingorthegoodscouldbedamagedintransit.
A:
Allright.
B:
Whenisshipmenttobemade?
A:
ShipmentistobemadebeforeoronApril30,1998.
B:
Wehavetopointoutthatthegoodsarenotallowingpartialshipment.
A:
OK.Bytheway,whatarethePortsofShipment&Destination?
B:
ShanghaiandToronto.
A:
I’mgladwehavebroughtthistransactiontoasuccessfulconclusionandhopethiswillbetheforerunnerofotherbusinessinthefuture.
B:
Allright.Iacceptyourofferof542setsofHX1115atthepriceofUSD23.50perset,and438setsofHX1128atthepriceofUSD14.50perset.ShipmentistobemadenolaterthanApril30,1998afterreceiptofL/Candnotallowingpartialshipment.ThePortsofShipment&DestinationarefromShanghaitoToronto.HX1115istobepackedincartonsofoneseteachandHX1128istobepackedincasesofoneseteach,twocasestoacarton.ThepaymenttermsarebyL/C
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