商务谈判对话英文版Word格式文档下载.docx

商务谈判对话英文版Word格式文档下载.docx

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Everythingisnice.

IhopethroughyourvisitwecansettlethepriceforourChinaware,

andconcludethebusinessbeforelong.

Ithinkso,MissLin.Wecameheretotalktoyouaboutour

requirementsofHXSeriesChinaware.Canyoushowusyourprice-list

andcatalogues?

We’vespeciallymadeoutaprice-listwhichcoverthoseitemsmost

popularonyourmarket.Hereyouare.

Oh,it’sveryconsiderateofyou.Ifyou’llexcuseme,I’llgooveryour

price-listrightnow.

Takeyourtime,MissCai.

Oh,Mr.Wang.Aftergoingoveryourprice-listandcatalogues,weare

interestedinArtNo.HX1115andNo.HX1128,butwefoundthatyour

pricearetoohighthanthoseofferedbyothersuppliers.Itwouldbe

impossibleforustopushanysalesatsuchhighprices.

I’msorrytohearthat.Youmustknowthatthecostofproductionhas

risenagreatdealinrecentyearwhileourpricesofChinawarebasically

remainunchanged.Tobefrank,ourcommoditieshavealwayscomeupto

ourexportstandardandthepackagesareexcellentdesignedandprinted.

Soourproductsaremoderatelypriced.

I’mafraidIcan’tagreewithyouinthisrespect.Iknowthatyour

productsareattractiveindesign,butIwishtopointoutthatyouroffers

arehigherthansomeofthequotations.I’vereceivedfromyour

competitorsinothercountries.So,yourpriceisnotcompetitiveinthis

market.

MissCai.Asyoumayknow,ourproductswhichisofhighquality

havefoundagoodmarketinmanycountries.Soyoumusttakequality

intoconsideration,too.

Iagreewithwhatyousay,butthepricedifferenceshouldnotbesobig.

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

Well,inordertohelpyoudevelopbusinessinthisline,wemay

considermakingsomeconcessionsinyourprice,butnevertothatextent.

Ifyouarepreparedtocutdownyourpricesby8%,wemightcometo

terms.

8%?

I’mafraidyouareaskingtoomuch.Actually,wehavenevergave

suchlowerprice.Forfriendship’ssakewemayexceptionallyconsider

reducingthepriceby5%.Thisisthehighestreductionwecanafford.

Youcertainlyhaveawayoftalkingmeintoit.ButIwonderifwhen

weplacealargerorder,you’llfartherreduceyourprices.Iwanttoorder

onecontainerofHX1115and438setsofHX1128.

MissCai,Icanassureyouthatourpriceismostfavourable.Weare

sorrytosaythatwecannotbringourpricedowntoastilllowerlevel.

OK.Iaccept.Now,let’stalkaboutthetermsofpayment.Wouldyou

acceptD/P?

Ihopeitwillbeacceptabletoyou.

ThetermsofpaymentweusuallyadoptaresightL/C.

ButIthinkitwouldbebeneficialtobothofustoadoptmoreflexible

paymenttermssuchasD/Pterm.

PaymentbyL/Cisourusualpracticeofdoingbusinesswithall

customersforsuchcommodities.I’msorry,wecan’tacceptD/Pterms.

Asforregularordersinfuture,couldn’tyouagreetoD/P?

Sure.Afterseveralsmoothtransactions,wecantryD/Pterms.

Well,asforshipment,thesoonthebetter.

Yes.ShipmentistobemadeinApril,notallowingpartialshipment.

OK.Isee.Howaboutpackingthegoods?

We’llpackHX1115incartonofoneseteach,HX1128incasesofone

seteach,twocasestoacarton.

Isuggestthegoodspackedincardboardboxes,it’smoreattractive

thancartons.Doyouthinkso?

Well.Ihopethepackingwillbeattractive,too.

FortransactionconcludedonCIFbasis,insuranceistobecoveredby

thesellersfor110%ofinvoicevalueagainstWPA.Clash&

Breakageand

WarRisk.

Thistermlessthesegoodsshoulddamageintransit.Iagreewithit.

I’mgladwehavebroughtthistransactiontoasuccessfulconclusion

andhopethiswillbethebeginningofotherbusinessinthefuture.Let’s

confirmtheseitemsweconcludedatthemoment.

Yes.Weconcludedasfollows:

542setsofHX1115atthepriceofUSD

23.50persettobepackedincardboardboxesofoneseteachandtobe

shippedCIFC5Toronto;

438setsofHX1128atthepriceofUSD14.50

persettobepackedincaseofoneseteach,twocasestoacardboardbox

andtobeshippedCIFC5Toronto.

Allright.Bytheway,whencanIexpecttosigntheS/C?

MissCai,Woulditconvenientforyoutocomeagaintomorrow

morning.I’llgettheS/Creadytomorrowforyoursignature.

That’sfine.Seeyoutomorrow.Goodbye,MissLin.

Seeyouandthanksforcoming,MissCai.

（二）

ATheseller:

MissLirepresentingHuaxinTradingCompanyLimited

BThebuyer:

Mr.HuangrepresentingJamesBrown&

Goodmorning,Mr.Huang.Gladtomeetyou.

Goodmorning,MissLi.Gladtomeetyou,too.Itismyfirsttimeto

visitShanghai.Shanghaihasbeenknowntomeasaninteractionportcity

beforeIcamehere.

Wealwaystakeattentiontoestablishbusinessrelationswiththenew

clientsinothercountries.Iwishwewillhaveagoodtimethismorning.

Icomeheretovisityouhopingtohaveadiscussionwithyouonthe

purchaseofyourHXSerieschinaware.

WhichArt.No.areyouinterestedin?

HX1115andHX1128.

Whichpricetermsdoyouprefer,FOB,CFR,orCIF?

CIF.

ThepriceofHX1115isUSD24.19persetCIFToronto.Thepriceof

HX1128isUSD14.93persetCIFToronto.Itisunderstoodthatthe

abovepricesarenet,withoutanycommission.

Iamafraiditgoesagainsttheusualcommercialpracticenottoallowa

commission.

Wearepreparedtograntyoua5%commission.442setsofHX1115at

thepriceofUSD24.68persetCIFC5Toronto;

338setsofHX1128atthe

priceofUSD15.23persetCIFC5Toronto.

I’mafraidyourpricesappearunworkable.

Iamassuringyouthatourpricesaremostfavorable.Atrialsalewill

unvoicedyouofmywords.

Unlessthepricescouldmatchwiththemarketlevel,itisdifficultto

persuadecustomerstopurchasewithyou.Inordertoconcludethe

transaction,IthinkyoushouldreduceyourpricetoUSD23.00persetof

HX1115.WillyouconsidercuttingdownyourpricetoUSD14.20perset

ofHX1128.

Astherawmaterialhasadvancedby10%duringthelastfewmonths

andthepricesaregoingup,owingtotheriseinthecostofrawmaterials.

Wecan’tacceptthisprices.

Ithinkitunwiseforbothofustoinsistonhisownprices.Canweeach

makesomeconcession,say,thepriceofHX1115isUSD23.50perset

CIFC5Toronto;

thepriceofHX1128isUSD14.50CIFC5Toronto?

Ifweacceptyourprices,wewillnotleavealittleofmarginofprofit.

Iamafraidwehavetocallthewholedealoffifyoustillinsistonyour

originalquotation.

Wellforfriendship’ssake,wearepreparedtomakea5%reductionif

yourorderisbigenough.Ourminimumquantityisa20’containerfor

eacharticle.

Ourquantitiesare542setsofHX1115and438setsofHX1128.

OK.

Shallwehaveatalkabouttermsofpaymentnow?

Ourusualpaymenttermsarebyconfirmed,irrevocableL/Cpayable

bysightdraftagainstpresentationofshippingdocumentsandtoreachus

30daysbeforethemonthofshipment.

ToopenanL/Cwillcauseusagreatdealofdifficult.It’sexpensiveto

openanL/Candtiesupthecapitalofacompanylikeours.Soit’sbetter

forustoadoptD/PorD/A.

L/Catsightisourusualpaymentterms.

ItisbetterforustoadoptD/PatsightthanL/Catsight.

WehavenevergrantedD/Ptermstoanynewclients.Sowehopeyou

canaccepttheL/Cterms.Afterseveralsmoothtransactions,wecantry

otherterms.

Wecan’thelpitifyouinsistrequiringpaymentbyL/Catsight.Bythe

way,whatcoverwillyoutakeout?

Theinsuranceistobecoveredbyusfor110%ofinvoicevalueagainst

WPAClash&

BreakageandWarRisksaspertheOceanMarineCargo

ClausesofPICC（1981.1.1）.

Allright.Howwouldyoupackthegoods?

HX1115istobepackedincartonsofoneseteach.HX1128istobe

packedincasesofoneseteach,twocasestoacarton.

Ihopethepackingwillbeattractive.Nicepackinghelpsfindamarket.

Pleasegivespecialattentiontothepackingorthegoodscouldbe

damagedintransit.

Allright.

Whenisshipmenttobemade?

ShipmentistobemadebeforeoronApril30,1998.

Wehavetopointoutthatthegoodsarenotallowingpartialshipment.

OK.Bytheway,whatarethePortsofShipment&

Destination?

ShanghaiandToronto.

andhopethiswillbetheforerunnerofotherbusinessinthefuture.

Allright.Iacceptyourofferof542setsofHX1115atthepriceof

USD23.50perset,and438setsofHX1128atthepriceofUSD14.50per

set.ShipmentistobemadenolaterthanApril30,1998afterreceiptof

L/Candnotallowingpartialshipment.ThePortsofShipment&

DestinationarefromShanghaitoToronto.HX1115istobepackedin

cartonsofoneseteachandHX1128istobepackedincasesofoneset

each,twocasestoacarton.ThepaymenttermsarebyL/Catsight.

Insuranceistobecoveredbyyoufor110%ofinvoicevalueagainstWPA

Clash&

BreakageandWarRisksaspertheOceanMarineCargoC