商务英语谈判对话——四人组演员表：（Buyer 1）Liu Meixiang(CEO)（Buyer 2）Chen Yanchun(CFO)（Buyer 3）Luo Beibei(CTO)（Buyer 4）Li Xin(Legal Counsel)（Seller 1）Zhang Yingxu(CEO)（Seller 2）Hu Shiping(CFO)Seller 3 He Lijun(CTO)Seller 4 Zeng Aiqing(Legal counsel)S1: Hello, Welcome to……! Good morning, Miss Liu! .B1: Good morning, Mr. Zhang.S1: OK, now allow me introduce you my negotiating partners. This is(介绍各自身份，职务)……..B1: And my colleagues. This is(介绍各自身份，职务)…….S1: And I’d like to brief you our company. (公司简介)B1: I am also so honor to make a brief introduction about our company, (公司简介)(S1 hands Bs a product catalogue, and after a while they begin)S1: How do you think of our products? Are they good enough to meet your needs?B1: I think your products are fairly good, and impresses me a bit, Then I’d like to get the ball rolling by talking about the price. What prices will you offer for these I ticked?S1: Before anything else, can you give me any idea what kind of order will you place?A larger one, then handsome discount, as a matter of course.B2: That depends, for Item One, we’d like to purchase 1500 units, and for Item 3, 1200 units perhaps more, so quote us your most competitive prices, sir?S2: The usual price we offer for these two items are the lowest we could provide, For Item 1, it’s 3 yuan FOB, (地点) for Item 3, 2 yuan FOB(地点).B2: That seems to be a little high, Mr. Hu, I don't know how we can make a profit with those numbers., you know, the competition is tough, and the costs are rising fast.S2: Well, if you promise future business, with large quantities, why not, we can come down a little, that way, we may establish a long-standing cooperation between us.B3: You know, the market has shrinked a lot during the economic recession period, it’s even hard for us to make ends meet. Furthermore, our customers are asking for the best possible.S3: We understand it, but you know it’s good value, and they are newly cultivated after we invested a lot into the R&D. I believe you know the cost we spent.B3: Yes, we know that. It’s because of that, I hope we can cooperate to open the market. If the price is reasonable, good sales will be easy to reach, and that can relieve your costs, right?S1: Considering it’s the first time we do business and hopefully long-term cooperation in the nearest future, we can cut down 1USD for the price. We seldom make such concessions.B1: 1USD? That makes no difference. We need more, and to be frank, we want the price to be…and…for…. S4: oh, no. You are kidding, right? That’s too much for us. As the going price go, I don’t think we can make any reduction, and it will leave us no margin. Sincerely I hope that you would appreciate our situation at present.四人商量一下B4: Then how about …for item1 and item 3?S4: That’s still leaves us little of margin, but if you could increase your order by 500 units for each kind, we can meet you half way.B2: That’s hard for us. You know it’s already a large size. What’s more, if your products prove to be our clients liking, do you still have to worry that you will suffer as most manufacturer do during such difficult times? You can rest sure that we are committed to the best quality for our customers.B1: I don’t think there’s any point for either of us to insist on his own price. How about meeting each other half way?S1: good for you then, what is your proposal?B1: Your price is x% higher that what we can accept, so when I suggested we meet each other half way, I meant it literally.S2: Do you mean to suggest that we have to make a further reduction of x% in our price? Tha t’s impossible. B4: if not, What would you suggest? Never mind, so long as your price turns out fine, things are negotiable, you know. And a negotiation is meant to bring us as close as we could possibly be.S4: The best we can do will be a reduction of another …. Th at’s definitely our rock bottom.B1: That still leaves a gap of… to be settled. Let’s meet each other half way once more, then the gap will be closed and our business completed.S1: You certainly have a way of talking me into it. All right, let’s meet half way again. Ok, USD… for Item1 and USD…Item3.B1: I am glad we come to an agreement on price at long last.PAYMENTB1: Well, we’ve settled the question of price and quantity. Now, what about the terms of payment? Even though it’s our first dealing, we are totally convinced of your reputation in this field.S1: We only accept payment by irrevocable letter of credit payable against shipping documents. Perhaps it sounds a bit harsh, we are conducting business the way things are usually done. For the interest of both parties, we have to mean business and abide by the procedures.B2: I see. Could you make an exception and accept D/A or D/P?S2: I am afraid not. We insist on letter of credit. Now in this increasingly globalized world of business, it’s not our distrust that makes the payment of L/C necessary, but rather the modern-day business procedures. B2: To be frankly, a letter of credit would increase the cost of our import. When I open a letter of credit with a bank, I have to pay a deposit. That’ll tie up my money and add to our cost. Things are never easy for anybody, sir.S2: Consult your bank and see if they will reduce the required deposit to a minimum.B1: To meet you half-way, what do you say to 50% by L/C and balance by D/P?S1: I am sorry. As we have said, we require payment by L/C.B1: Ok, we accept.S1: Well, we’ve agreed on all the major points, when can we sign the contract?B1: Now, we can.S1: We’re glad the deal has the come off nicely and hope there will be more to come.B1: So long as we keep to the principle of equality and mutual benefit, trade between our two countries will develop further.S1: I hope so. Now ladies and gentlemen, we are so glad that the negotiation is constructive enough, both parties show mutual good will and a willingness to make a compromise, and then the deal is done. For any thing that’s not covered here, keep in constant contact. OK, may I presume to treat you all to a dinner, we have already made a reservation at Huatian Restaurant.BS: Ok, thank you.S4: This way please.。
