(整理)商务谈判对话英文版讲解学习

1、（整理）商务谈判对话英文版.（一）The seller Miss Lin representing Huaxin Trading Co. Ltd.The buyer Miss Cai represe nting James Brow n & SonsA: Good morning, Miss Cai. Glad to meet you.B: Good morning, Miss Lin .It' s very nice to see you in pers on. Let mein troduce my colleagues to you. This is my man age

2、r, Miss Cai.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 isMiss Huang. She is in charge of bus in ess with clie nts.A: Nice to meet you, Mr. Cai, Miss Hua ng.B: Nice to meet you, Miss Li n.A: How are thi ng

3、going?B: Everything is nice.A: I hope through your visit we can settle the price for our Chinaware,and con clude the bus in ess before long.B: I thi nk so, Miss Lin. We came here to talk to you about ourrequireme nts of HX Series Chin aware. Can you show us your price-list and catalogues?A: We '

4、 ve specially made out a pr-tiet which cover those items most popular on your market. Here you are.B: Oh, it ' s very con siderate of you. If you' II excuse me, I ' II goprice-list right now.A: Take your time, Miss Cai.B: Oh, Mr. Wang. After going over your price-list and catalogues, we

5、areinterested in Art 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 rise n a great deal in r

6、ece nt year while our prices of Chin aware basically rema in un cha nged. To be frank, our commodities have always come up to our export sta ndard and the packages are excelle nt desig ned and prin ted. So our products are moderately priced.B: I ' m afraid I can ' t agree with you in this re

7、spect. I know that y products are attractive in desig n, but I wish to point out that your offers are higher than some of the quotations. I' ve received from yourcompetitors in other countries. So, your price is not competitive in this market.A: Miss Cai. As you may know, our products which is o

8、f high quality have found a good market in many countries. So you must take quality in to con siderati on, too.B: I agree with what you say, but the price differenee should not be so big.If you want to get the order, you' II have to lower the price. Thatreason able, is n' t it?A: Well, i n o

9、rder to help you develop bus in ess in this line, we mayeonsider making some eoneessions in your price, but never to that extent.B: If you are prepared to cut dow n your prices by 8%, we might come to terms.A: 8%? I ' m afraid you are asking too much. Actually, we have nevergave such lower price

10、. For frie ndship' s sake we may excepti on allycon sider reduc ing the price by 5%. This is the highest reducti on 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 o

11、f HX1115 and 438 sets of HX1128.A: Miss Cai, I can assure you that our price is most favourable. We aresorry 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:

12、 The terms of payme nt we usually adopt are sight L/C.B: But I think it would be beneficial to both of us to adopt more flexiblepayme nt terms such as D/P term.A: Payme nt by L/C is our usual practice of doing bus in ess with allcustomers for such commodities. I' m sorry, we can ' t accept D

13、/P termsB: As for regular orders in future, couldn ' t you agree to D/P?A: Sure. After several smooth tra nsacti ons, 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 pack ing the goo

14、ds?A: We ll pack HX1115 in carton of one set each, HX1128 in cases of oneset each, two cases to a cart on.B: I suggest the goods packed in cardboard boxes, it' s more attractivethan cart ons. Do you thi nk so?A: Well. I hope the packing will be attractive, too.B: For tran sacti on con cluded on

15、CIF basis, in sura nee is to be covered bythe sellers for 110% of in voice value agai nst WPA. Clash & Breakageand War Risk.A: This term less these goods should damage in tran sit. I agree with it.B: I ' m glad we have bitatutipis transaction to a successful conclusion and hope this will be

16、the begi nning of other bus in ess in the future. Let con firm these items we con cluded at the mome nt.A: Y es. We con cluded as follows: 542 sets of HX1115 at the price ofUSD 23.50 per set to be packed in cardboard boxes of one set each and tobe shipped CIFC5 Toro nto; 438 sets of HX1128 at the pr

17、ice of USD 14.50 per set to be packed in case of one set each, two cases to a cardboard box and to be shipped CIFC5 Toro nto.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 mornin g. I ' ll get the S/C ready tomorrow for

18、 your sig nature.B: That ' s fine. See you tomorrow. Goodbye, Miss Lin.A: See you and tha nks for coming, Miss Cai.（二）A The seller: Miss Li representing Huaxin Trading Company LimitedB The buyer: Mr. Huang represe nti ng James Brow n & SonsA: Good morning, Mr. Huang. Glad to meet you.B: Good

19、 morning, Miss Li. Glad to meet you, too. It is my first time to visit Shan ghai. Shan ghai has bee n known to me as an in teracti on port city before I came here.A: We always take atte nti on to establish bus in ess relati ons with the new clients in other countries. I wish we will have a good time

20、 this morning. B: I come here to visit you hop ing to have a discussi on with you on the purchase of your HX Series chi naware.A: Which Art. No. are you in terested in?B: HX1115 and HX1128.A: Which price terms do you prefer, FOB, CFR, or CIF?B: CIF.A: The price of HX1115 is USD 24.19 per set CIF Tor

21、o nto. The price of HX1128 is USD 14.93 per set CIF Toronto. It is understood that the above prices are n et, without any commissi on.B: I am afraid it goes aga inst the usual commercial practice n ot to allow a commissi on.A: We are prepared to grant you a 5% commissi on. 442 sets of HX1115 at the

22、price of USD 24.68 per set CIFC5 Toronto; 338 sets of HX1128 at the price of USD 15.23 per set CIFC5 Toro nto.B: I ' m afraid your prices appear unworkable.A: I am assuring you that our prices are most favorable. A trial sale will unv oiced you of my words.B: Un less the prices could match with

23、the market level, it is difficult to persuade customers to purchase with you. In order to conclude the tran sacti on, I think you should 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 adva need by

24、10% duri ng the last few mon ths and the prices are going up, owing to the rise in the cost of raw materials. We can ' t accept thisices.B: I think it unwise for both of us to insist on his own prices. Can we each make some con cessi on, say, the price of HX1115 is USD 23.50 per set CIFC5 Toront

25、o; the price of HX1128 is USD 14.50 CIFC5 Toronto?A: If we accept your prices, we will n ot leave a little of margin of profit.B: I am afraid we have to call the whole deal off if you still insist on youroriginal quotation.A: Well for friendship' s sake, we are prepared to make a 5% reduction if

26、your order is big eno ugh. Our mi nimum qua ntity is a 20' container foreach article.B: Our quantities are 542 sets of HX1115 and 438 sets of HX1128.A: OK.B: Shall we have a talk about terms of payme nt now?A: Our usual payme nt terms are by con firmed, irrevocable L/C payableby sight draft agai

27、nst presentation of shipping documents and to reach us30 days before the month of shipme nt.B: To open an L/C will cause us a great deal of difficult. It' s exope n an L/C and ties up the capital of a compa ny like ours. So it'for us to adopt D/P or D/A.A: L/C at sight is our usual payme nt

28、terms.B: It is better for us to adopt D/P at sight than L/C at sight.A: We have n ever gra nted D/P terms to any new clie nts. So we hope youcan accept the L/C terms. After several smooth tran sacti ons, we can try other terms.B: We can ' t help it if you insist requiring payment by L/C at sight

29、. By the way, what cover will you take out?A: The in sura nee is to be covered by us for 110% of i nv oice value aga inst WPA Clash & Breakage and War Risks as per the Ocean Mari ne Cargo Clauses of PICC (1981.1.1).B: All right. How would you pack the goods?A: HX1115 is to be packed in carto ns

30、of one set each. HX1128 is to be packed in cases of one set each, two cases to a cart on.B: I hope the packing will be attractive. Nice packing helps find a market.Please give special atte nti on to the packi ng or the goods could be damaged in tran sit.A: All right.B: Whe n is shipme nt to be made?

31、A: Shipme nt is to be made before or on April 30, 1998.B: We have to point out that the goods are not allow ing partial shipme nt.A: OK. By the way, what are the Ports of Shipment & Destination?B: Shan ghai and Toron to.A: I ' m glad we have brought this transaction to a successful conclusion and hope this will be th