(整理)商务谈判对话英文版.

1、学习资料收集于网络，仅供参考()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 morning, Miss L in. It s very nice to see you in person. Let me introduce my colleagues to you. This is my manager, Miss C

2、ai.A: How do 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 is Miss Huang. She is in charge of business with clients.A: Nice to meet you, Mr. Cai, Miss Huang.B: Nice to meet you, Miss Lin.A: How are thing going?B: Every

3、thing is nice.A: I hope through your visit we can settle the price for our Chinaware, and conclude the business before long.学习资料学习资料收集于网络，仅供参考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: We vespe

4、cially made out a price-list which cover those items most popular on your market. Here you are.B: Oh, it s very considerate of you. If you ll excuse me, I ll goprice-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

5、No. HX1115 and No. HX1128, 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 prices.A: I m sorry to hear that. You must know that the cost of production has risen a great deal in recent year while our prices

6、of Chinaware basically 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: I mafraid I can agreet with you in this respect. I know that your products are attractive in

7、design, but I wish to point out that your offers are higher than some of the quotations. I vereceived from your competitors in other countries. So, your price is not competitive in this market.学习资料学习资料收集于网络，仅供参考A: Miss Cai. As you may know, our products which is of high quality have found a good mar

8、ket in many countries. So you must take 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 llhave to lower the price. That sreasonable, isn t it?A: Well, in order to help you develop business in this line, we

9、 may consider making some concessions 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%? I m afraid you are asking too much. Actually, we have never gavesuch lower price. For friendshipsake we may exceptionally considerreducing

10、 the price by 5%. This is the highest reduction we can afford.B: You certainly have a way of talking me into it. But I wonder if whenwe place a larger order, you ll farther reduce your prices. I want to orderone container of HX1115 and 438 sets of HX1128.A: Miss Cai, I can assure you that our price

11、is most favourable. We are sorry to say that we cannot bring our price down to a still lower level.B: OK. I accept. Now, let s talk about the terms of payment. Would youaccept 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 b

12、eneficial to both of us to adopt more flexible学习资料学习资料收集于网络，仅供参考payment terms such as D/P term.A: Payment by L/C is our usual practice of doing business with allcustomers for such commodities. I m sorry, eptwe D/Pcan terms.t accB: As for regular orders in future, couldn t you agree to D/P?A: Sure. A

13、fter several smooth transactions, we can 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 shipment.B: OK. I see. How about packing the goods?A: We ll pack HX1115 in carton of one set each, HX1128 in cases of one set each, two c

14、ases to a carton.B: I suggest the goods packed in cardboard boxes, it mores 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 &

15、amp; Breakage and War Risk.A: This term less these goods should damage in transit. I agree with it.B: I m glad we have brought this transaction to a successful conclusion and hope this will be the beginning of other business in the future. Let confirm these items we concluded at the moment.A: Yes. W

16、e concluded as follows: 542 sets of HX1115 at the price of USD23.50 per set to be packed in cardboard boxes of one set each and to be学习资料学习资料收集于网络，仅供参考shipped CIFC5 Toronto; 438 sets of HX1128 at the price of USD 14.50per set to be packed in case of one set each, two cases to a cardboard box and to

17、be shipped CIFC5 Toronto.B: All right. By the way, when can I expect to sign the S/C?A: Miss Cai, Would it convenient for you to come again tomorrow morning. I ll get the S/C ready tomorrow for your signature.B: That s fine. See you tomorrow. Goodbye, Miss Lin.A: See you and thanks for coming, Miss

18、Cai. (二)A The seller: Miss Li representing Huaxin Trading Company LimitedB The buyer: Mr. Huang representing James Brown & SonsA: Good morning, Mr. Huang. Glad to meet you.B: Good morning, Miss Li. Glad to meet you, too. It is my first time tovisit Shanghai. Shanghai has been known to me as an i

19、nteraction port city before I came here.A: We always take attention to establish business relations with the new clients in other countries. I wish we will have a good time this morning.B: I come here to visit you hoping to have a discussion with you on the purchase of your HX Series chinaware.A: Wh

20、ich Art. No. are you interested in?B: HX1115 and HX1128.A: Which price terms do you prefer, FOB, CFR, or CIF?学习资料学习资料收集于网络，仅供参考B: CIF.A: The price of HX1115 is USD 24.19 per set CIF Toronto. The price of HX1128 is USD 14.93 per set CIF Toronto. It is understood that the above prices are net, without

21、 any commission.B: I am afraid it goes against the usual commercial practice not to allow a commission.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: I m afraid

22、 your prices appear unworkable.A: I am assuring you that our prices are most favorable. 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 sho

23、uld reduce your price to USD 23.00 per set of HX1115. Will you consider cutting down 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 can t accept this price

24、s.B: I think it unwise for both of us to insist on his own prices. Can we eachmake some concession, say, the price of HX1115 isUSD 23.50 per set学习资料学习资料收集于网络，仅供参考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.

25、B: I am afraid we have to call the whole deal off if you still insist on your original quotation.A: Well for friendship s sake, we are prepared to make a 5%on ifreductiyour order is big enough. Our minimum quantity is a 20container for each article.B: Our quantities are 542 sets of HX1115 and 438 se

26、ts of HX1128.A: OK.B: Shall we have a talk about terms of payment now?A: Our usual payment terms are by confirmed, irrevocable L/C payableby 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 dif

27、ficult. It s exopen an L/C and ties up the capital of a company like ours. So its betterfor us to adopt D/P or D/A.A: L/C at sight is our usual payment terms.B: 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 accep

28、t the L/C terms. After several smooth transactions, we can try other terms.B: We can t help it if you insist requiring payment by L/C at sight. By the学习资料学习资料收集于网络，仅供参考way, what cover will you take out?A: The insurance is to be covered by us for 110% of invoice value against WPA Clash & Breakage

29、 and War Risks as per the Ocean Marine Cargo Clauses of PICC (1981.1.1).B: All right. How would you pack the goods?A: HX1115 is to be packed in cartons of one set each. HX1128 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

30、 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 shipment.A: OK. By the way, what are the Ports of Shipment & Destination?B: Shanghai and Toronto.A: I m glad we have brought this transaction to a successful conclusion and hope this will be the forerunn