商务英语谈判对话模拟(自编)

Dialogue2：NegotiationonCommissionandAgencySituation:MissHuang,aChinesehandicraftsalescompanyandMr.White,asalesmanagerofahandicraftcompanyinAbuja,Nigeriaaretalkingaboutthecommissionofagency.Huang:怀特先生，很高兴见到你。最近怎么样？WhiteGladtomeetyoutoo.WhatcanIdoforyou?（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.Yoursalesperformaneeinthetrialperiodisgoodandtheplanofadvertisingandpromotionhavebeenwellpracticed.YourcompanyisqualifiedforthesoleagencyinnorthofChina.（和宣传计划也有效地落实了。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,ofcourse.Aswehavetalkedbefote,theterritorytobecoveredisthenorthofChina.Howaboutthecommissionfee?（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:Therateofcommissionistoohigh.Thecommissionfeeweprovidetootheragenciesis5%.Iftheyknowwegiveyoua7%commission,itwillbeembrassing.（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:Thereissometruthinwhatyousaid,butwecanonlygiveyou6%commission.（你说的有些道理，但是我们只能给你6%的佣金。）Huang50000.5%的佣金，这样可以吗？WhiteOk.Forevery5000piecessoldinexcessofthequote,youwillget0.5%commission（50000.5%的佣金。）Huang：Good.Thankyouforyourconsideration.太好了，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？HuangFine.Welookforwardtohappyandsuccessfulcooperationbetweenus.好的。希望我们今后合作愉快。）Dialogue3NegotiationonPackingandShipmentSituation:MissHuang,aChinesehandicraftsalescompanyandMr.White,asalesmanagerofahandicraftcompanyinAbuja,NigeriaaretalkingaboutthePackingandShipmentofthewoodensculptures.MissHuang: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。(Nowwe'edealtwiththequestionofpaymentterms,I'mwonderingifit'possibletoeffecttheshipmentduringMay?Mr.White:Imsorrywecannotpromisethat.IthinkwecouldeffecttheshipmentbythemiddleofJune.MissHuang: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。(Thatwouldbetoolate.TheorderissourgentlyrequiredthatImustaskyoueffecttheshipmentbeforeJunQMr.White:I'msorry,butwecan'Wehavealotofbackordersonhand.I"mafraiditsverydifficulttodoitasyouexpect.Butpleasebeassuredthatwewilltryourbesttoadvaneetheshipment.Andthatwillbenotlatethan15June.MissHuang:好的，我建议把这点写入合同吧。(Allright.MayIsuggestyoutoputitdowninourcontract?)Mr.White:OK.Noproblem.MissHuang:Thanks.Nowlet'moveontotalkaboutpackage.Howwouldyoupackthegoodswe'eordered?Mr.White:Eachsculptureispackedinonecartonlinedwithplasticbubblewraptoprotectthegoodsfrompinch.MissHuang:DoyouthinkcartonsarestrongenoughforalongvoyageMr.White:Itdoesn'mattermuch.Westrengthencartonswithnylonstrapsoutside.MissHuang:W我觉得这样不够。木雕在海上容易磨损和发霉，你们能否用木箱子且用塑料袋包裹木雕吗，防止其发霉。 (Itdon'tthinkitisenough.Thewoodensculpturesmaygetwornormoldyduringthelongvoyage.Couldyouusewoodencasesandaddwaterproofplasticsheetsforcoverageagainstmildew?Mr.White:Wecanusewoodencaseswithplasticsheetsforpackingifyouinsist.Butthiskindofpackingcostsmore,andyouhavetopayfortheadditionalpacking.Besides,thedeliverywillslowdown.MissHuang: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ButIdon'wanttotakeanyrisks.Besidescartonsareeasytocutopen,whichincreasestherateofpilferageDon'youthinkwoodencasesandplasticsheetsarenecessaryforseavoyagedndIdothinkyouneedtoimproveyourpackinginordertomeetthedemandsofcompetentmarketMr.White:OK.Let'meeteachotherhalfway.Wecouldpackthegoodswithwoodencasesandplasticsheetsontheconditionthatyoupayfor40%oftheadditionalpacking.MissHuang:好吧，我接受你的建议，谢谢您的合作。(OK.Iacceptyoursuggestion.Thanksforyourcooperation.)Mr.White:Welookforwardtoahappyandsuccessfulcooperationbetweenus.Dialogue4NegotiationonInsuraneeandPayment.MissHuang,aChinesehandicraftsalescompanyandMr.White,asalesmanagerofahandicraftcompanyinAbuja,NigeriaaretalkingabouttheInsuraneeandPayment.ofthewoodensculptures.MissHuang: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。(Sincewehavesettledaboutthepackingandshipment.Iwouldliketoasksomedetailsaboutinsuraneeandpaymen).Mr.White:Well,wewillarrangeinsuraneeonyourbehalfandwillgetyouaWPApolicy.MissHuang:beincludedinthisWPA,willit?)

(ButnoteverybreakagewillMr.White:No.ItisincludedintheWPAwhenthebreakageresultsfromForceMajeure.MissHuang: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(CouldwehavethegoodscoveredagainstAllRisks?WewishtohavethegoodscoveredbyAllRiskssincethewoodengoodsmaygomouldyorgetworn.Mr.White:Isee.Butthatusuallyrequiresthecostfortheadditionalriskcoverage.Andyouneedtopayalittlehigherpremiumrate.MissHuang:那没关系。我们的货物价值很高，多花点保险费也是值得的。 (Thatreallydoesn'matter.Thecostonpremiumisworthwhilesincethevalueofthegoodsissohigh.)Mr.White:Oh,OK.I'havethegoodscoveredbyAllRisksfor120%ofCIFinvoicevalueaspertheOceanmarinecargoclauseofNigeria.AndWeadoptthewarehousetowarehouseclause,whichisaninternationalpracticeforinsuranee.MissHuang:很好。还有一个问题，付款的事宜。你们能接受承兑交单么？ (Verygood.CouldyouacceptD/A?)Mr.White:AsyouknowLetterofCreditisthenormaltermsofpaymentininternationalbusiness.AndweonlyacceptconfirmedirrevocableLCpayablebydraftatsight.MissHuang:说实话，开立信用证的费用有点高。如果我开立信用证，我们公司Franklyspeaking,itistooexpensivetoopenaLC.IfIopenaLCwithabank,thatwilltieupmymoney.Mr.White:Asyou'vesaidthatourgoodsareofhighvalue,andwedoneedaprotectionofthebanker'sguarantee,thoughwebelievethatacompanylikeyourswillneverdefault.AnditisourruletoonlyacceptLC.