商务英语谈判对话模拟(自编)

1、Dialogue 2： Negotiation on Commission and AgencySituation: Miss Huang, a Chinese handicraft sales company and Mr. White, a sales manager of a handicraft company in Abuja, Nigeria are talking about the commission of agency.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 for you?

2、（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 performance in the trial period is good and the plan of advertising and promotion have been well practiced. Your company 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，广 告和宣传计划也

3、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 commission is t

4、oo high. The commission fee we provide to other agencies is 5%. If they know we give you a 7% commission, it will be embrassing. （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 can on

5、ly 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. Thank you for your consideration.依好了，谢谢你的关照。） White : 我们会起草合同，如果没有问题，下午签字吧？H

6、uang : Fine. We look forward to happy and successful cooperation between us.（子 的。希望我们今后合作愉快。）Dialogue3 Negotiation on Packing and ShipmentSituation: Miss Huang, a Chinese handicraft sales company and Mr. White, a sales manager of a handicraft company in Abuja, Nigeria are talking about the Packing a

7、nd Shipment of the wooden sculptures.Miss Huang: 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。( Nowthat we ve dealt with the question of payment terms, Im wondering if it s possible to effect the shipment during May?)Mr. White: I m sorry we can not promise that. I think we could effect the shipment by the middle of J

8、une.Miss Huang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 shipment before June) .Mr. White: I m sorry, but we can t. We have a lot of back orders on hand. Im afraid it s very difficult to do it as you expect. But please

9、 be assured that we will try our best to advance the shipment. And that will be not late than 15 June.Miss Huang: 好的， 我建议把这点写入合同吧。( All right. May I suggest you to putit down in our contract?)Mr. White: OK. No problem.Miss Huang: 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？( Thanks. Now lets move on to talk abou

10、t package How would you pack the goods we ve ordered?)Mr. White: Each sculpture is packed in one carton lined with plastic bubble wrap to protect the goods from pinch.Miss Huang:你觉得纸板箱能经受长途的海运么？(Do you think cartons are strongenough for a long voyage)Mr. White: It doesn t matter much. We strengthen

11、cartons with nylon straps outside. Miss Huang: 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 dont think it is enough. Thewooden sculptures may get worn or moldy during the long voyage. Could you use wooden cases and add waterproof plastic sheets for coverage against milde) w?Mr. White: We ca

12、n use wooden cases with plastic sheets for packing if you insist. But this kind of packing costs more, and you have to pay for the additional packing. Besides, the delivery will slow down.Miss Huang: 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了。But I do nt want to take

13、 any risks. Besides cartons areeasy to cut open, which increases the rate of pilferage.Dont you think wooden cases and plastic sheets are necessary for sea voyage?And I do think you need to improve your packing in order to meet the demands of competent marketMr. White: OK. Lets meet each other half

14、way. We could pack the goods with wooden cases and plastic sheets on the condition that you pay for 40% of the additional packing.Miss Huang: 好吧， 我接受你的建议,谢谢您的合作。( OK. I accept your suggestion.Thanks for your cooperation.)Mr. White: We look forward to a happy and successful cooperation between us.Dia

15、logue4 Negotiation on Insurance and Payment.Miss Huang, a Chinese handicraft sales company and Mr. White, a sales manager of a handicraft company in Abuja, Nigeria are talking about the Insurance and Payment. of the wooden sculptures.Miss Huang: 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

16、 about the packing and shipment. I would like to ask some details about insurance and paymen) t.Mr. White: Well, we will arrange insurance on your behalf and will get you a WPA policy.Miss Huang: 水渍险是不是不包括所有的损坏情况？( But not every breakage willbe included in this WPA, will it?)Mr. White: No. It is inc

17、luded in the WPA when the breakage results from Force Majeure.Miss Huang: 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 havethe goods covered against All Risks? We wish to have the goods covered by All Risks since the wooden goods may go mouldy or get worn) .Mr. White: I see.

18、But that usually requires the cost for the additional risk coverage.And you need to pay a little higher premium rate.Miss Huang: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 doesn t matter. The cost on premium is worthwhile since the value of the good s is so high.)Mr. White: Oh,OK. I ll have the goods cov

19、ered by All Risks for 120% of CIF invoice value as per the Ocean marine cargo clause of Nigeria. And w lel adopt the warehouse to warehouse clause, which is an international practice for insurance.Miss Huang: 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 international business. And we only accept confirmed irrevocable LC payable by draft at sight.Miss Huang: 说实话，开立信用证的费用有点高。如果