商务谈判对话英文版Word文档格式.docx

商务谈判对话英文版Word文档格式.docx

《商务谈判对话英文版Word文档格式.docx》由会员分享，可在线阅读，更多相关《商务谈判对话英文版Word文档格式.docx（4页珍藏版）》请在冰豆网上搜索。

Sons

A:

Goodmorning,MissCai.Gladtomeetyou.

B:

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

Howdoyoudo?

MissCai.

Mr.Wang.Nicetomeetyou.

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

Nicetomeetyou,Mr.Cai,MissHuang.

Nicetomeetyou,MissLin.

Howarethinggoing?

Everythingisnice.

IhopethroughyourvisitwecansettlethepriceforourChinaware,andconcludethebusinessbeforelong.

Ithinkso,MissLin.WecameheretotalktoyouaboutourrequirementsofHXSeriesChinaware.Canyoushowusyourprice-listandcatalogues?

We’vespeciallymadeoutaprice-listwhichcoverthoseitemsmostpopularonyourmarket.Hereyouare.

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

Takeyourtime,MissCai.

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

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

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

MissCai.Asyoumayknow,ourproductswhichisofhighqualityhavefoundagoodmarketinmanycountries.Soyoumusttakequalityintoconsideration,too.

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

Well,inordertohelpyoudevelopbusinessinthisline,wemayconsidermakingsomeconcessionsinyourprice,butnevertothatextent.

Ifyouarepreparedtocutdownyourpricesby8%,wemightcometoterms.

8%?

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

Youcertainlyhaveawayoftalkingmeintoit.ButIwonderifwhenweplacealargerorder,you’llfartherreduceyourprices.IwanttoorderonecontainerofHX1115and438setsofHX1128.

MissCai,Icanassureyouthatourpriceismostfavourable.Wearesorrytosaythatwecannotbringourpricedowntoastilllowerlevel.

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

Ihopeitwillbeacceptabletoyou.

ThetermsofpaymentweusuallyadoptaresightL/C.

ButIthinkitwouldbebeneficialtobothofustoadoptmoreflexiblepaymenttermssuchasD/Pterm.

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

Asforregularordersinfuture,couldn’tyouagreetoD/P?

Sure.Afterseveralsmoothtransactions,wecantryD/Pterms.

Well,asforshipment,thesoonthebetter.

Yes.ShipmentistobemadeinApril,notallowingpartialshipment.

OK.Isee.Howaboutpackingthegoods?

We’llpackHX1115incartonofoneseteach,HX1128incasesofoneseteach,twocasestoacarton.

Isuggestthegoodspackedincardboardboxes,it’smoreattractivethancartons.Doyouthinkso?

Well.Ihopethepackingwillbeattractive,too.

FortransactionconcludedonCIFbasis,insuranceistobecoveredbythesellersfor110%ofinvoicevalueagainstWPA.Clash&

BreakageandWarRisk.

Thistermlessthesegoodsshoulddamageintransit.Iagreewithit.

I’mgladwehavebroughtthistransactiontoasuccessfulconclusionandhopethiswillbethebeginningofotherbusinessinthefuture.Let’sconfirmtheseitemsweconcludedatthemoment.

Yes.Weconcludedasfollows:

542setsofHX1115atthepriceofUSD23.50persettobepackedincardboardboxesofoneseteachandtobeshippedCIFC5Toronto;

438setsofHX1128atthepriceofUSD14.50persettobepackedincaseofoneseteach,twocasestoacardboardboxandtobeshippedCIFC5Toronto.

Allright.Bytheway,whencanIexpecttosigntheS/C?

MissCai,Woulditconvenientforyoutocomeagaintomorrowmorning.I’llgettheS/Creadytomorrowforyoursignature.

That’sfine.Seeyoutomorrow.Goodbye,MissLin.

Seeyouandthanksforcoming,MissCai.

（二）

ATheseller:

MissLirepresentingHuaxinTradingCompanyLimited

BThebuyer:

Mr.HuangrepresentingJamesBrown&

Goodmorning,Mr.Huang.Gladtomeetyou.

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

Wealwaystakeattentiontoestablishbusinessrelationswiththenewclientsinothercountries.Iwishwewillhaveagoodtimethismorning.

IcomeheretovisityouhopingtohaveadiscussionwithyouonthepurchaseofyourHXSerieschinaware.

WhichArt.No.areyouinterestedin?

HX1115andHX1128.

Whichpricetermsdoyouprefer,FOB,CFR,orCIF?

CIF.

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

Iamafraiditgoesagainsttheusualcommercialpracticenottoallowacommission.

Wearepreparedtograntyoua5%commission.442setsofHX1115atthepriceofUSD24.68persetCIFC5Toronto;

338setsofHX1128atthepriceofUSD15.23persetCIFC5Toronto.

I’mafraidyourpricesappearunworkable.

Iamassuringyouthatourpricesaremostfavorable.Atrialsalewillunvoicedyouofmywords.

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

Astherawmaterialhasadvancedby10%duringthelastfewmonthsandthepricesaregoingup,owingtotheriseinthecostofrawmaterials.Wecan’tacceptthisprices.

Ithinkitunwiseforbothofustoinsistonhisownprices.Canweeachmakesomeconcession,say,thepriceofHX1115isUSD23.50persetCIFC5Toronto;

thepriceofHX1128isUSD14.50CIFC5Toronto?

Ifweacceptyourprices,wewillnotleavealittleofmarginofprofit.

Iamafraidwehavetocallthewholedealoffifyoustillinsistonyouroriginalquotation.

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

Ourquantitiesare542setsofHX1115and438setsofHX1128.

OK.

Shallwehaveatalkabouttermsofpaymentnow?

Ourusualpaymenttermsarebyconfirmed,irrevocableL/Cpayablebysightdraftagainstpresentationofshippingdocumentsandtoreachus30daysbeforethemonthofshipment.

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

L/Catsightisourusualpaymentterms.

ItisbetterforustoadoptD/PatsightthanL/Catsight.

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

Wecan’thelpitifyouinsistrequiringpaymentbyL/Catsight.Bytheway,whatcoverwillyoutakeout?

Theinsuranceistobecoveredbyusfor110%ofinvoicevalueagainstWPAClash&

BreakageandWarRisksaspertheOceanMarineCargoClausesofPICC（1981.1.1）.

Allright.Howwouldyoupackthegoods?

HX1115istobepackedincartonsofoneseteach.HX1128istobepackedincasesofoneseteach,twocasestoacarton.

Ihopethepackingwillbeattractive.Nicepackinghelpsfindamarket.Pleasegivespecialattentiontothepackingorthegoodscouldbedamagedintransit.

Allright.

Whenisshipmenttobemade?

ShipmentistobemadebeforeoronApril30,1998.

Wehavetopointoutthatthegoodsarenotallowingpartialshipment.

OK.Bytheway,whatarethePortsofShipment&

Destination?

ShanghaiandToronto.

I’mgladwehavebroughtthistransactiontoasuccessfulconclusionandhopethiswillbetheforerunnerofotherbusinessinthefuture.

Allright.Iacceptyourofferof542setsofHX1115atthepriceofUSD23.50perset,and438setsofHX1128atthepriceofUSD14.50perset.ShipmentistobemadenolaterthanApril30,1998afterreceiptofL/Candnotallowingpartialshipment.ThePortsofShipment&

DestinationarefromShanghaitoToronto.HX1115istobepackedincartonsofoneseteachandHX1128istobepackedincasesofoneseteach,twocasestoacarton.ThepaymenttermsarebyL/C