整理商务谈判对话英文版讲解学习.docx

整理商务谈判对话英文版讲解学习.docx

《整理商务谈判对话英文版讲解学习.docx》由会员分享，可在线阅读，更多相关《整理商务谈判对话英文版讲解学习.docx（7页珍藏版）》请在冰点文库上搜索。

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）

ThesellerMissLinrepresentingHuaxinTradingCo.Ltd.

ThebuyerMissCairepresentingJamesBrown&Sons

A:

Goodmorning,MissCai.Gladtomeetyou.

B:

Goodmorning,MissLin.It’sverynicetoseeyouinperson.Letmeintroducemycolleaguestoyou.Thisismymanager,MissCai.

A:

Howdoyoudo?

MissCai.

B:

Howdoyoudo?

Mr.Wang.Nicetomeetyou.

B:

……AndthisisMr.Cai.Heisinchargeofsalesdepartment.ThisisMissHuang.Sheisinchargeofbusinesswithclients.

A:

Nicetomeetyou,Mr.Cai,MissHuang.

B:

Nicetomeetyou,MissLin.

A:

Howarethinggoing?

B:

Everythingisnice.

A:

IhopethroughyourvisitwecansettlethepriceforourChinaware,andconcludethebusinessbeforelong.

B:

Ithinkso,MissLin.WecameheretotalktoyouaboutourrequirementsofHXSeriesChinaware.Canyoushowusyourprice-listandcatalogues?

A:

We’vespeciallymadeoutaprice-listwhichcoverthoseitemsmostpopularonyourmarket.Hereyouare.

B:

Oh,it’sveryconsiderateofyou.Ifyou’llexcuseme,I’llgooveryourprice-listrightnow.

A:

Takeyourtime,MissCai.

B:

Oh,Mr.Wang.Aftergoingoveryourprice-listandcatalogues,weareinterestedinArtNo.HX1115andNo.HX1128,butwefoundthatyourpricearetoohighthanthoseofferedbyothersuppliers.Itwouldbeimpossibleforustopushanysalesatsuchhighprices.

A:

I’msorrytohearthat.YoumustknowthatthecostofproductionhasrisenagreatdealinrecentyearwhileourpricesofChinawarebasicallyremainunchanged.Tobefrank,ourcommoditieshavealwayscomeuptoourexportstandardandthepackagesareexcellentdesignedandprinted.Soourproductsaremoderatelypriced.

B:

I’mafraidIcan’tagreewithyouinthisrespect.Iknowthatyourproductsareattractiveindesign,butIwishtopointoutthatyouroffersarehigherthansomeofthequotations.I’vereceivedfromyourcompetitorsinothercountries.So,yourpriceisnotcompetitiveinthismarket.

A:

MissCai.Asyoumayknow,ourproductswhichisofhighqualityhavefoundagoodmarketinmanycountries.Soyoumusttakequalityintoconsideration,too.

B:

Iagreewithwhatyousay,butthepricedifferenceshouldnotbesobig.Ifyouwanttogettheorder,you’llhavetolowertheprice.That’sreasonable,isn’tit?

A:

Well,inordertohelpyoudevelopbusinessinthisline,wemayconsidermakingsomeconcessionsinyourprice,butnevertothatextent.

B:

Ifyouarepreparedtocutdownyourpricesby8%,wemightcometoterms.

A:

8%?

I’mafraidyouareaskingtoomuch.Actually,wehavenevergavesuchlowerprice.Forfriendship’ssakewemayexceptionallyconsiderreducingthepriceby5%.Thisisthehighestreductionwecanafford.

B:

Youcertainlyhaveawayoftalkingmeintoit.ButIwonderifwhenweplacealargerorder,you’llfartherreduceyourprices.IwanttoorderonecontainerofHX1115and438setsofHX1128.

A:

MissCai,Icanassureyouthatourpriceismostfavourable.Wearesorrytosaythatwecannotbringourpricedowntoastilllowerlevel.

B:

OK.Iaccept.Now,let’stalkaboutthetermsofpayment.WouldyouacceptD/P?

Ihopeitwillbeacceptabletoyou.

A:

ThetermsofpaymentweusuallyadoptaresightL/C.

B:

ButIthinkitwouldbebeneficialtobothofustoadoptmoreflexiblepaymenttermssuchasD/Pterm.

A:

PaymentbyL/Cisourusualpracticeofdoingbusinesswithallcustomersforsuchcommodities.I’msorry,wecan’tacceptD/Pterms.

B:

Asforregularordersinfuture,couldn’tyouagreetoD/P?

A:

Sure.Afterseveralsmoothtransactions,wecantryD/Pterms.

B:

Well,asforshipment,thesoonthebetter.

A:

Yes.ShipmentistobemadeinApril,notallowingpartialshipment.

B:

OK.Isee.Howaboutpackingthegoods?

A:

We’llpackHX1115incartonofoneseteach,HX1128incasesofoneseteach,twocasestoacarton.

B:

Isuggestthegoodspackedincardboardboxes,it’smoreattractivethancartons.Doyouthinkso?

A:

Well.Ihopethepackingwillbeattractive,too.

B:

FortransactionconcludedonCIFbasis,insuranceistobecoveredbythesellersfor110%ofinvoicevalueagainstWPA.Clash&BreakageandWarRisk.

A:

Thistermlessthesegoodsshoulddamageintransit.Iagreewithit.

B:

I’mgladwehavebroughtthistransactiontoasuccessfulconclusionandhopethiswillbethebeginningofotherbusinessinthefuture.Let’sconfirmtheseitemsweconcludedatthemoment.

A:

Yes.Weconcludedasfollows:

542setsofHX1115atthepriceofUSD23.50persettobepackedincardboardboxesofoneseteachandtobeshippedCIFC5Toronto;438setsofHX1128atthepriceofUSD14.50persettobepackedincaseofoneseteach,twocasestoacardboardboxandtobeshippedCIFC5Toronto.

B:

Allright.Bytheway,whencanIexpecttosigntheS/C?

A:

MissCai,Woulditconvenientforyoutocomeagaintomorrowmorning.I’llgettheS/Creadytomorrowforyoursignature.

B:

That’sfine.Seeyoutomorrow.Goodbye,MissLin.

A:

Seeyouandthanksforcoming,MissCai.

（二）

ATheseller:

MissLirepresentingHuaxinTradingCompanyLimited

BThebuyer:

Mr.HuangrepresentingJamesBrown&Sons

A:

Goodmorning,Mr.Huang.Gladtomeetyou.

B:

Goodmorning,MissLi.Gladtomeetyou,too.ItismyfirsttimetovisitShanghai.ShanghaihasbeenknowntomeasaninteractionportcitybeforeIcamehere.

A:

Wealwaystakeattentiontoestablishbusinessrelationswiththenewclientsinothercountries.Iwishwewillhaveagoodtimethismorning.

B:

IcomeheretovisityouhopingtohaveadiscussionwithyouonthepurchaseofyourHXSerieschinaware.

A:

WhichArt.No.areyouinterestedin?

B:

HX1115andHX1128.

A:

Whichpricetermsdoyouprefer,FOB,CFR,orCIF?

B:

CIF.

A:

ThepriceofHX1115isUSD24.19persetCIFToronto.ThepriceofHX1128isUSD14.93persetCIFToronto.Itisunderstoodthattheabovepricesarenet,withoutanycommission.

B:

Iamafraiditgoesagainsttheusualcommercialpracticenottoallowacommission.

A:

Wearepreparedtograntyoua5%commission.442setsofHX1115atthepriceofUSD24.68persetCIFC5Toronto;338setsofHX1128atthepriceofUSD15.23persetCIFC5Toronto.

B:

I’mafraidyourpricesappearunworkable.

A:

Iamassuringyouthatourpricesaremostfavorable.Atrialsalewillunvoicedyouofmywords.

B:

Unlessthepricescouldmatchwiththemarketlevel,itisdifficulttopersuadecustomerstopurchasewithyou.Inordertoconcludethetransaction,IthinkyoushouldreduceyourpricetoUSD23.00persetofHX1115.WillyouconsidercuttingdownyourpricetoUSD14.20persetofHX1128.

A:

Astherawmaterialhasadvancedby10%duringthelastfewmonthsandthepricesaregoingup,owingtotheriseinthecostofrawmaterials.Wecan’tacceptthisprices.

B:

Ithinkitunwiseforbothofustoinsistonhisownprices.Canweeachmakesomeconcession,say,thepriceofHX1115isUSD23.50persetCIFC5Toronto;thepriceofHX1128isUSD14.50CIFC5Toronto?

A:

Ifweacceptyourprices,wewillnotleavealittleofmarginofprofit.

B:

Iamafraidwehavetocallthewholedealoffifyoustillinsistonyouroriginalquotation.

A:

Wellforfriendship’ssake,wearepreparedtomakea5%reductionifyourorderisbigenough.Ourminimumquantityisa20’containerforeacharticle.

B:

Ourquantitiesare542setsofHX1115and438setsofHX1128.

A:

OK.

B:

Shallwehaveatalkabouttermsofpaymentnow?

A:

Ourusualpaymenttermsarebyconfirmed,irrevocableL/Cpayablebysightdraftagainstpresentationofshippingdocumentsandtoreachus30daysbeforethemonthofshipment.

B:

ToopenanL/Cwillcauseusagreatdealofdifficult.It’sexpensivetoopenanL/Candtiesupthecapitalofacompanylikeours.Soit’sbetterforustoadoptD/PorD/A.

A:

L/Catsightisourusualpaymentterms.

B:

ItisbetterforustoadoptD/PatsightthanL/Catsight.

A:

WehavenevergrantedD/Ptermstoanynewclients.SowehopeyoucanaccepttheL/Cterms.Afterseveralsmoothtransactions,wecantryotherterms.

B:

Wecan’thelpitifyouinsistrequiringpaymentbyL/Catsight.Bytheway,whatcoverwillyoutakeout?

A:

Theinsuranceistobecoveredbyusfor110%ofinvoicevalueagainstWPAClash&BreakageandWarRisksaspertheOceanMarineCargoClausesofPICC（1981.1.1）.

B:

Allright.Howwouldyoupackthegoods?

A:

HX1115istobepackedincartonsofoneseteach.HX1128istobepackedincasesofoneseteach,twocasestoacarton.

B:

Ihopethepackingwillbeattractive.Nicepackinghelpsfindamarket.Pleasegivespecialattentiontothepackingorthegoodscouldbedamagedintransit.

A:

Allright.

B:

Whenisshipmenttobemade?

A:

ShipmentistobemadebeforeoronApril30,1998.

B:

Wehavetopointoutthatthegoodsarenotallowingpartialshipment.

A:

OK.Bytheway,whatarethePortsofShipment&Destination?

B:

ShanghaiandToronto.

A:

I’mgladwehavebroughtthistransactiontoasuccessfulconclusionandhopethiswillbetheforerunnerofotherbusinessinthefuture.

B:

Allright.Iacceptyourofferof542setsofHX1115atthepriceofUSD23.50perset,and438setsofHX1128atthepriceofUSD14.50perset.ShipmentistobemadenolaterthanApril30,1998afterreceiptofL/Candnotallowingpartialshipment.ThePortsofShipment&DestinationarefromShanghaitoToronto.HX1115istobepackedincartonsofoneseteachandHX1128istobepackedincasesofoneseteach,twocasestoacarton.ThepaymenttermsarebyL/Catsight.Insuranceistobecoveredbyyoufor110%ofinvoicevalueagainstWPAClash&BreakageandWarRisksaspertheOceanMarineCargoClausesofPICC（1981.1.1）.

A:

That’sright.