整理商务谈判对话英文版讲解学习.docx

1、整理商务谈判对话英文版讲解学习(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 representing James Brown & SonsA: Good morning, Miss Cai. Glad to meet you.B: Good morning, Miss Lin. Its very nice to see you in person. Let me introduce my colleagues to you. This is my manag

2、er, 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 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 goin

3、g?B: Everything is nice.A: I hope through your visit we can settle the price for our Chinaware, and conclude the business before long.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: Weve specially m

4、ade out a price-list which cover those items most popular on your market. Here you are.B: Oh, its very considerate of you. If youll excuse me, Ill go over your price-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: Im sorry to hear that. You must know that the cost of production has risen a great deal in recent year while our prices o

6、f 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: Im afraid I cant agree 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. Ive received from your competitors in other countries. So, your price is not competitive in this market. A: Miss Cai. As you may know, our products which is of high quality have found a good market in many count

8、ries. 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, youll have to lower the price. Thats reasonable, isnt it?A: Well, in order to help you develop business in this line, we may consider maki

9、ng 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%? Im afraid you are asking too much. Actually, we have never gave such lower price. For friendships sake we may exceptionally consider reducing the price by

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

11、rable. We are sorry to say that we cannot bring our price down to a still lower level. B: OK. I accept. Now, lets talk about the terms of payment. Would you accept 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 beneficial t

12、o both of us to adopt more flexible payment terms such as D/P term.A: Payment by L/C is our usual practice of doing business with all customers for such commodities. Im sorry, we cant accept D/P terms.B: As for regular orders in future, couldnt you agree to D/P?A: Sure. After several smooth transact

13、ions, 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: Well pack HX1115 in carton of one set each, HX1128 in cases of one set each, two cases to a carton.B: I sugges

14、t the goods packed in cardboard boxes, its more 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 & Breakage and War Risk. A: T

15、his term less these goods should damage in transit. I agree with it. B: Im glad we have brought this transaction to a successful conclusion and hope this will be the beginning of other business in the future. Lets confirm these items we concluded at the moment.A: Yes. We concluded as follows: 542 se

16、ts of HX1115 at the price of USD 23.50 per set to be packed in cardboard boxes of one set each and to be shipped CIFC5 Toronto; 438 sets of HX1128 at the price 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 Toronto.B: All right. By the

17、 way, when can I expect to sign the S/C?A: Miss Cai, Would it convenient for you to come again tomorrow morning. Ill get the S/C ready tomorrow for your signature.B: Thats fine. See you tomorrow. Goodbye, Miss Lin.A: See you and thanks for coming, Miss Cai. (二)A The seller: Miss Li representing Huax

18、in 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 to visit Shanghai. Shanghai has been known to me as an interaction port city before I came here.A: We alwa

19、ys 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: Which Art. No. are you interested in?B: HX1115 and H

20、X1128.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 Toronto. The price of HX1128 is USD 14.93 per set CIF Toronto. It is understood that the above prices are net, without any commission.B: I am afraid it goes against the usual commercial

21、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: Im afraid your prices appear unworkable.A: I am assuring you that our prices

22、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 should reduce your price to USD 23.00 per set of HX1115. Will you consi

23、der 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 cant accept this prices.B: I think it unwise for both of us to insist on his own prices. Ca

24、n we each make some concession, say, the price of HX1115 is USD 23.50 per set 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.B: I am afraid we have to call the whole deal off if you still insist on your origin

25、al quotation.A: Well for friendships sake, we are prepared to make a 5% reduction if your order is big enough. Our minimum quantity is a 20 container for each 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 payment now?A: Our usual

26、 payment terms are by confirmed, irrevocable L/C payable by 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 difficult. Its expensive to open an L/C and ties up the capital of a company like ou

27、rs. So its better for 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 accept the L/C terms. After several smooth transactions, we can try other t

28、erms.B: We cant help it if you insist requiring payment by L/C at sight. By the 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 and War Risks as per the Ocean Marine Cargo Clauses of PICC (1981.1.1).B: All right. How wo

29、uld 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 find a market. Please give special attention to the packing or the goods could be damaged i

30、n 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: Im glad we have brought thi

31、s transaction to a successful conclusion and hope this will be the forerunner of other business in the future.B: All right. I accept your offer of 542 sets of HX1115 at the price of USD 23.50 per set, and 438 sets of HX1128 at the price of USD 14.50 per set. Shipment is to be made no later than Apri

32、l 30, 1998 after receipt of L/C and not allowing partial shipment. The Ports of Shipment & Destination are from Shanghai to Toronto. HX1115 is to be packed in cartons of one set each and HX1128 is to be packed in cases of one set each, two cases to a carton. The payment terms are by L/C at sight. Insurance is to be covered by you for 110% of invoice value against WPA Clash & Breakage and War Risks as per the Ocean Marine Cargo Clauses of PICC (1981.1.1).A: Thats right.