商务谈判对话英语实例图文稿

场景1毯子买卖买家：what a nice rug! How much of it?卖家：1200 yuan for one rug.买家：I must point out that your price is much higher than other offers we've received.卖家：Well, it may appear a little higher, but the quality of our products is much better than that of other suppliers. The rug is of much butter quality. It is made of 80% cotton and 20% wool. It feels smooth and nice and has a very special shade of green. If you take quality into consideration, you will find our price reasonable.买家：I agree with you on this point (质量好). That's why we like doing business with you. I intend to place a large order, but business is almost impossible unless you give me a discount.卖家：If so, we'll certainly give you a discount. But how large is the order you intend to place with us?买家：1000 rugs with 800 yuan per rug.卖家：I am afraid we cannot agree to such a big discount. Such a price will leave us nothing. Our maximum is 1000 yuan.买家：Oh, you see, with such a large order on hand, you needn't worry anymore. Y ou don't have to take in new orders. Think it over. We can start the long term bussiness. 卖家：Considering the long-standing business relationship between us, we shall grant you a special discount. 900 yuan for one rug. Y ou can’t get a lower price with such good quality .买家：OK, that’s great!。

商务谈判模拟情景对话英文Sure, here"s a scenario for a商业谈判模拟:Person A: Hi, I"m meeting with our customer tomorrow to discuss the next release of our product. Can you help us plan for the meeting?Person B: Sure, what"s the purpose of the meeting?Person A: We"re looking to update our product release schedule and make sure we meet our target date. We"re also looking to discuss any potential changes to the product that we may need to implement.Person B: Okay, let"s plan for the meeting. We"ll meet in the conference room at 10:00 AM. Can you bring your folder with you?Person A: Of course, I"ll bring my folder.Person B: Great. And don"t forget to bring any relevant documents or images that you think we might need to discuss. Person A: No problem, I"ll do my best to ensure that we have all the information we need during the meeting.Person B: Alright, let"s go. I"ll be waiting in the conference room at 10:00 AM.(Person A and Person B meet in the conference room, bring their folders, and start discussing the product releaseschedule and potential changes to the product.)Person A: I think we can schedule a new release for next week, around the middle of the month. How about that?Person B: That sounds good to me. Let"s schedule it for the 15th of next month, at 12:00 PM.Person A: Okay, let"s meet at 12:00 PM to sign the release and compare notes.(Person A and Person B sign the release and compare notes, discuss the potential changes to the product, and then end the meeting.)Person A: That was a great meeting. We"ll keep you updated on any new developments.Person B: Sure, I"ll be in touch with you every week, should there be any changes to the product or the meeting.Person A: Great, thanks. Have a great day.Person B: You too.。

A French trading company decides to import the sensor tap,from China.Mr sun of the China Import and Export Corporation holds a talk with Mr Henri Durand,agent of a French company.Scene one：Telephone InquiriesSun:Hello, Yocoss company, what's can I do for you?Duu:Hello,I find your company in Alibaba,and I want to buy one sample of the Sensor tap,what’s the price of the model C721B?Sun:Ok, the price is USD100 of that model, and also I'd like to send some details of this model to you, may I have your email?Scene two:Arrange visit scheduleSun:It’s a pleasure to meet you,Mr Duu.Duu:Glad to meet you too.Sun:We have come to make sure that your stay in Beijing is a pleasant one.. Duu:Why,thank you.You’er going out of your way for us,I believe.Sun:Not at all.After all,it’s your first trip here and we’d like you to feel at home.If there’s anything special you can always tell us.Duu:Thank you. The room servie here is quite good and we like the food.Sun:I’m glad you find the hotel service satisfactory.Duu:Yes,I do.Were you thinking of any particular place yu wanted to take us to? Sun:Well,we had the Summer Palace in mind.Duu:The summer residence of the Empress Dowager?That would be nice.Ee’sve heard so much about it.How about it.Sun:Well,so long as we know what each other’s requirements are and we don’t get bogged down on details.I’m sure the talks will progress as planned.Duu:Well,for our part,we’ll do our best to make everything smooth sailing. Sun:Thank you.Of all goes well we’ll be able to wind up our talks the day after tomorrow.Duu:I hope so.Anyway we’ll do our best.Scene three:Price discussionDuu:I’m glad to have the opportunity of wisting your corporation.I hope we can do business together.Sun:It’s a great pleasure to meet you,Mr Duu .I believe you have seen our exhibits in the show room.What is it in particular you’re interested in?Duu:I’m interested in the sensor tap of the model C721B.I’ve seen the exhibits and studied your catalogues.I think some of the items will find a ready market in French.Here’s a list of requirements.I’d like to have your lowest quotations. Sun:Thank you for your inquiry.Would you tell us what quantity you require so that we can work out the offers.Duu:I’ll do that.Meanwhile,could you give me an indication of the price. Sun:Here are our CIF price.All the prices in the lists are subject to our confirmation.Duu:What about the commission?From European suppliers I usually get a 3 to 5 percentCommission for my imports.It’s the general practice.Sun:As a rule we do not allow any commission.But if the order is a sizable one,we’ll consider it.Duu:You see, I do business on a commission basis.A commission on your price would make it easier for me to promote sales.Even 2 or 3 percent would help.Sun:We’ll discuss this when you place your order with us.When shall I hear from you?Duu:Ok.Next Friday.Duu:I’ve come about your offer for bristles.We intend to 1000 dozen sensor taps. Sun:I have here our price sheet on an FOB basis.The prices are given without engagement.Duu:Good.If you’ll excuse me,I’ll go over the sheet right now.Sun:Take your time,please.Duu:I can tell you at a glance that your prices are much too high.Sun:This is our rock-bottom price,Mr Duu.We can’t make any further concessions. Duu:If that’s the case,there’s not much point in further discussion.We might as well call the whole deal off.Sun:What I mean is that we’ll never be able to come down to your price.The gap is too great.Duu:I think it unwise for either of us to insist on his own price.How about meeting each other half way and each makes a further concession so that business can be concleded?Sun:What is your proposal?Duu:Your unit price is 100 dollars higher than we can accept.When I suggested we meet each other half way,I miant it literally.Sun:Do you mean to suggest that we have to make a further reduction of 50 dollars in our price?That’s impossible!Duu:What would you suggest?Sun:The best we can do will be a reduction of another 30 dollars.That’ll definitely be rockbottom.Duu:That still leaves a gap of 20 dollars to be cobered.Let’s meet each other half way once more,then the gap will be closed and our business completed.Sun:You certainly havea way of talking me into it.All right,Let’s meet half way again.Ok,USD60 per FOB Dalian,1000 dozen in total.Duu:I’m glad we’ve come to an agreement on price.Scene Four:Payment and deliveryDuu:Well,we’ve settled the question of price,quality and quantity.Now what about the terms of payment?Sun:We only accept payment by irrevocable letter of credit payable against shipping documents.Duu:I see. Could you make an exception and accept D/A or D/P?Sun:I’m afraid not.We insist on a letter of credit.Dun:To tell you frankly,a letter of credit would increase the cost of my import.When Iopen a letter of credit with abank,I have to pay adeposit.That’ll tie up my money and add to my cost.Sun;Consult your bank and see if they will reduce the required deposit to a minimum. Dun:Still,there will be bank charges in connection with the credit.It would help me greatly if you would accept D/A or D/P.You can draw on me just as of there were aletter of credit.It makes no great difference to you,but it does to me.Sun:Well,Mr Duu,you must be aware that an irrevocable letter of credit gives the exporter the additional protection of the banker’s guarantee.We always require L/C for our exports.And the other way round,we pay by L/C for our imports.Duu:To meet you half-wayy,what do you say to 50% by L/C and the balance by D/P. Snu:I’m sorry,Mr Duu.As I’ve said,we require payment by L/C.Duu:OK. We accepted.Duu:Well,Mr Sun,we’ve settled everything in connection with this transaction except the question of payment in Renminbi.Now,can you explain to me how to make payment in Renminbi?Sun:Many of our friends in England,France,Switzerland,Italy and Germany are paying for our exports in Chinese currency.It is quite easy.Duu:I know some of them are doing that.But this is new to me.I’ve never made payment in Renminbi before.It is convenient to make payment in pounds sterling,but I may have some difficulty in making payment in Renminbi.Sun:Many banks in Europe now carry accounts in Renminbi with the Bank of China,Beijing.They are in a position to open letters of credit and effect payment in Renminbi.Consult your banks and you’ll see that they are ready to offer you this service.Duu:Do you mean to say that I can open aletter of credit in Renminbi with a bank in Paris.Sun:Sure you can.Several of the banks in Paris,such as the Bank of China,the National Westminster Bank and so on,are in a position to open letters of credit in Renminbi.They’ll do so against our sales confirmation or contract.Duu:I see.I’ll glad we have settled the terms of payment.By the way.when do I have to open the L/C if Iwant the goods to be delivered in September.Sun:A month before the time you want the goods to be delivered.Duu:Is it possible to effect shipment during September?Sun:I don’t think we can.Duu:Then when is the earliest we can expect shipment?Sun:By the middle of October,I think.Duu:That’s too late.You see,November is the season for this commodity in our market,and our Customs formalities are rather complicated.Sun:I understand.Duu:Besides,the flow through the marketing channels and the red tape involved take at least a couple of weeks.Thus,after shipment it will be four to five weeks altogether before the goods can reach our retailers.The goods must therefore beshipped before October,otherwise we won’t be in time for the selling season. Sun:But our factories are fully committed for the third quarter.In fact,many of our clients are placing orders for delivery in the fourth quarter.Duu:Mr Sun,you certainly realize that the time of delivery is a matter of great importance to us.If we place our goods on the market at a timewhen all other importers have already sold their goods at [rpfotab;e prices,we shall lose out.Sun:I see your point.However,we have done more business this year than any of the previous years.I’m very sorry to say that we cannot advance the time of delivery. Duu:That’s too bad,but I do hope you will give our request your specia consideration.Sun:You may take it from me that the last thing we want to do is to disappoint a customer.But the fact remains that our manufacturers have a heavy backlog on their hands.Duu:Could you possibly effect shipment more promptly?Sun:Getting the goods ready,making out the documents and booking the shipping space—all this takes time,you know.You cannot expect us to make delivery in less than a month.Duu:Very well,Mr Sun.I’ll not reduce my order.I’ll not reduce my order.I’ll take the full quantity you offer.And I’ll arrange for the L/C to be opened in your favour as soon as I get home.Sun:When will that be?Duu:Early next month.In the meantime,I should be very pleased if you would get everything ready.I hope that the goods can be dispatched promptly after you get my L/C.What’s your last word as to the date then?Sun:I said by the middle of October.This is the best we can promise.Duu:All right.I’ll take you at your word.May I suggest that you put down in the contract”shipment on October 15 or earlier”?Our letter of vredit will be opened early October.Sun:Good.Let’s call it a deal.We’ll do our best to advance the shipment to September.The chances are that some of the other orders may be cancelled.But of course you cannot count on that.In any case,we’ll let you know by cable. Duu:That’s very considerate of you.Sun:You can rest assured of that.We’ll book your order and inquire for the shipping space now so that shipment can be effected within two of three weeks of receiving of your L/C.Duu:That’ll be fine.I appreciate your cooperation.Sun:Very good.Well,thanks to your cooperation.Our discussion has been very pleasant and fruitful.I sincerely hope that the volume of trade between us will be even greater in the future.Duu:Naturally.Now that everything is settled,let’s have a cup of tea,and get our minds off business for a change.Scene five:InsuranceDuu:Now,shall we discuss the insurance terms?Sun:We generally insureW.A.on a CIF offer.Special risks,such asTPND,leakage,breakage,oil,freshwater,etc.,can also be covered upon request. Duu:Isuppose the additional premium for the special coverage is for the buyer’s account.Sun:Quite right.According to the usual practice in international trade,special risks are not covered unless the buyer asks for them.Duu:Then what about SRCC?Can we request you to cover this for our imports? Sun:Yes,we accept it now after it has been suspended for many years.However,if you want to have it covered for your imports at your end,you may arrange the insurance as you like.Duu:Then please cover W.P.A.andTPND for this transaction.Sun:All right.Scene six:AcceptanceSun:Payment by L/C,to be opened by the buyer 15to 20 days prior to the date of delivery.That’s what we’ve agreed upon,isn’t it?Duu:Yes,quite so.Sun:We’d like to add the condition that the letter of vredit shall be valid until the 15th day after shipment.You lmpw,sometimes it takes us a week or so to get all the shipping documents ready for presentation and negotiation.This will give us more leeway.Duu:That can be done.Any questions about the inspection and claims?Sun;None whatsoever.The quality and performance of our machines can stand every possibletest.We agree to your conditions.Duu:Do you also agree to the condition that all disputes,if unsettled,shall be referred to the Foreign Trade Arbitration Commission of the China Council for the Promotion of International Trade?Sun:Certainly,but I’m sure there weill be no occasion for arbitration at all. Duu:Well,then,we’ve agreed on all the major points.Sun:Yes,Mr Duu.When can the contract be ready for signing?Duu:Now,we can.Sun:We’re glad the deal has come off nicely and hope there will be more to come. Duu:So long as we keep to the principle of equality and mutual benefit,trade between our two countries will develop further.Sun:Yes,Ok,Bye.Duu:Bye.International trade negotiation process班级：国贸08-1姓名：娄书砚学号：34。

商务谈判英语对话John: I#39;m afraid we can#39;t. This is our rock bottom price./Michael: Well, I#39;ll accept the price and place an initial order of 10,000 units.一、John: Itrsquo;s nice to meet you. Welcome to our company. My name is Jeff John. I#39;m in charge of the sales department. This is my business card.约翰：欢迎到我们公司来。

我叫约翰哲夫，负责销售部门。

这是我的名片。

Michael: Good morning, Mr. John. Glad to meet you.I#39;ll give you mine too.迈克尔：这是我的名片。

John: Did you receive the sample we sent last week?约翰：你有没有收到我们上周寄给你的样品？Michael: Yes, we finished the evaluation of it. If the price is acceptable we would like to order now.迈克尔：收到了，我们已进行了评估。

如果价格合适，我们现在就想订货。

John: I#39;m very glad to hear that.约翰：听到这个我真高兴。

Michael: If you are prepared to cut down your price by 8%, we might come to terms.迈克尔：如果你们能降低8%，我们可能会达成交易。

John: 8%? Irsquo;m afraid you are asking too much. Actually, we have never gave such lower price. For friendshiprsquo;s sake, we may exceptionally consider reducing the price by 5%. This is the highest reduction we can afford.约翰：8%降的太多了，事实上，我们从来没有给过这样低的价格。

商务谈判对话英文版：实用对话A: Good morning, Miss. Glad to meet you.早上好，很高兴见到你。

B: Good morning, Mr . gald to have the opportunity of visting your pany and I hope to conclude some business with you。

很兴奋能有机会.拜访贵公司，希望能与你们做成交易。

A:I think so ，and I dont believe weve met.我们以前没有见过吧?B: No, I dont think we have. 我想没有。

A: My name is Li Sung-lin 我叫李松林。

B: My name is Cheery Smith. 您好，我是切莉史蜜斯A: Heres my name card. 这是我的名片。

B: And heres mine. 这是我的。

A: Im our sales representative, how do you do,what can I do for you.我是我们公司的销售代表，你是做什么的，有什么可以为你服务的吗?B：Our pany will buy in a batch of pters, as the procurement manager secretary，I want to get to know your product.我们公司要购进一批电脑，作为采购经理的秘书，我想了解一下你们的产品。

A：Our pany engaged in import and export trade for 5 years, has many professional and qualified partners. Company in good standing,developed many long-term partners, look forward to working with you.我公司从事进出口贸易 5 年来，已经拥有很多专业的，资质良好的合作商。

商务谈判英语对话范文Alice: Good morning, Mr. Smith. Thank you for coming toour meeting today.Mr. Smith: Good morning, Alice. It's a pleasure to be here. I'm looking forward to discussing our potential partnership.Alice: Likewise, Mr. Smith. Let's get started. Our company has been impressed with the quality of your products and we believe there is a great opportunity for collaboration.Mr. Smith: I appreciate your kind words. We are always looking to expand our market reach and your company's reputation aligns well with our brand.Alice: That's great to hear. We have prepared a proposal for a joint venture. Could you please take a look at it andlet us know your initial thoughts?Mr. Smith: Of course. [Pauses to review the proposal]This looks promising. However, I have some concerns about the profit-sharing model. Could we discuss this in more detail?Alice: Absolutely. We are open to negotiation on that point. Our initial proposal was to split the profits 50/50,but we understand that the final agreement should be mutually beneficial.Mr. Smith: I'm glad to hear that. We would prefer a 60/40 split in our favor, given the investment we would be makingin this venture.Alice: I see. Let's consider that. In return, we could offer additional marketing support to ensure the success ofthe joint venture.Mr. Smith: That sounds like a fair trade-off. We couldalso provide training for your staff to ensure they are fully equipped to handle our products.Alice: Excellent. I think we're making good progress here. Shall we discuss the timeline for the implementation of this joint venture?Mr. Smith: Yes, let's. We would like to see this venture up and running within the next six months.Alice: That's quite aggressive, but I believe it's achievable. We'll need to coordinate closely to ensure all aspects are covered.Mr. Smith: Agreed. I propose we set up a task force from both our teams to work on the detailed execution plan.Alice: That's a great idea. We'll set up the task force and schedule the first meeting for next week.Mr. Smith: Excellent. I'm looking forward to a successfulpartnership, Alice.Alice: So are we, Mr. Smith. Thank you for your time today. We'll be in touch with the details of the next meeting.Mr. Smith: Thank you, Alice. Have a great day.Alice: You too, Mr. Smith. Goodbye.Mr. Smith: Goodbye.。

(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. It’s very nice to see you in person. Let me introduce my colleagues to you. This is my manager, 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 going?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: We’ve specially made out a price-list which cover those items most popular on your market. Here you are.B: Oh, it’s very considerate of you. If you’ll excuse me, I’ll 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 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: I’m sorry to hear that. You must know that the cost of production has risen a great deal in recent year while our prices of 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: I’m afraid I can’t agree with you in this respect. I know that your products are attractive in design, but I wish to point out that your offers are higher than some of the quotations. I’ve 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 countries. 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, you’ll have to lower the price. That’sreasonable, isn’t it?A: Well, in order to help you develop business in this line, we may consider making 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%? I’m a fraid you are asking too much. Actually, we have never gave such lower price. For friendship’s sake we may exceptionally consider reducing the price by 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, you’ll 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 favourable. We are sorry to say that we cannot bring our price down to a still lower level. B: OK. I accept. Now, let’s 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 to 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. I’m sorry, we can’t accept D/P terms. B: As for regular orders in future, couldn’t you agree to D/P?A: Sure. After several smooth transactions, 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: We’ll pack HX1115 in carton of one set each, HX1128 in cases of one set each, two cases to a carton.B: I suggest the goods packed in cardboard boxes, it’s 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: This term less these goods should damage in transit. I agree with it. B: I’m glad we have brought this transaction to a successful conclusion and hope this will be the beginning of other business in the future. Let’s confirm these items we concluded at the moment.A: Yes. We concluded as follows: 542 sets 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 way, when can I expect to sign the S/C?A: Miss Cai, Would it convenient for you to come again tomorrowmorning. I’ll get the S/C ready tomorrow for your signature.B: That’s fine. See you tomorrow. Goodbye, Miss Lin.A: See you and thanks for coming, Miss Cai.(二)A The seller: Miss Li representing Huaxin 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 always 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 HX1128.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 practice not to allow acommission.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: I’m afraid your prices appear unworkable.A: I am assuring you that our prices 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 consider 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 can’t accept this prices.B: I think it unwise for both of us to insist on his own prices. Can 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 original quotation.A: Well for friendship’s sake, we are prepared to make a 5% reduction ifyour 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 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. It’s expensive to open an L/C and ties up the capital of a company like ours. So it’s 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 terms.B: We can’t 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 would 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 in 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: I’m glad we have brought this 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 April 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 Clausesof PICC (1981.1.1).A: That’s right. I will get the Sales Confirmation re ady tomorrow for your signature. Would it be convenient for you to come again tomorrow morning?B: OK. We expect to find a good market for your goods and hope to place further and large orders with you in the near future. See you tomorrow morning.A: See you.。

即学即用的商务谈判情景英语对话A: So, thank you for coming, everyone. It's really a pleasure to see you all here. First of all, may i suggest you take a look at the agenda i sent you? Would you like to make any comment on that? B: Yes, i wonder if we can begin with shipment question first. We really need to come to an agreement on that before anything else. A: That's true, but it's also a very difficult issue. That's the reason why i put it last. I thought it might be a good idea for us to start with the points we have in common. We'll move on to the shipment issue after that.B: All right. That sounds reasonable.A: Well, before we go any future, I would like to say strongly how i feel that it's in both our interest to reach an agreement today. The market is becoming even more competitive and our combined strength will give us some big advantages, not least in terms of the dealer network. Now, i think Richard would like to say a few words about that.1. make comments on sth 对某事进行评论Example: Would you make comments on our women's garments in current design?您对我们流行女装款式有何评论Oh look very nice! 哦，看起来很漂亮2. have sth. in common: 有共同点Example: The two firms have very little common in selling strategies. 这两家公司在销售策略上没有什么共同点。

商务谈判实训B131203 Group 4PART A:Luoyang Institute of Science and Technology Purchasing Manager :RebeccaChief Accountant :TaylorAssets Administrator :DaisyPART B:Sales Manager :ViennaTechnician Engineer :MollyRebecca: Morning, welcome to Lou yang Institute of Science and Technology, I'm purchasing manager, Rebecca, this is our chief accountant, Taylor, and Daisy ,our assets administrator.Vienna: Nice to meet you,(shake hands with Rebecca ,and take a bow)My name is Vienna ,Sales manager of Sanyo Electric, and this is our technician engineer, Molly. He can explain more detail about the product.(Molly shakes hands with Rebecca, and make a bow either)Rebecca: Before the meeting, would you like some coffee or tea?Molly: Tea, please.Vienna: Black coffee, thank you.(Someone send cups)Taylor: You must have had a tiring journey.Vienna: Thanks .It is worthwhile to travel, if we can get the deal we wanted. Daisy: That's what we expect either.(Everyone smile).Rebecca: Fine, (turn the page of documents), We're here today to discuss more detail about purchasing large quantities of projectors. We'll have a question and answer session at the end.Vienna: Sure, (Meanwhile , stand up and give the proposal and the introduction to Rebecca, Taylor, Daisy),I believe you have known more about our company and thequality of our projectors are the best . Here is the list of our latest products. I'd like to introduce these two........Rebecca: I'm sorry to interrupt you .I'd like to add that, the projector we must be durable to withstand the repetitive opening and closing; therefore, we particularly favor the old models with excellent word of mouth.Daisy: What's more, the price is preferably not too high.Vienna: Okay, let me see.( scan the catalog, and find two product introductions, and give them to Rebecca, Taylor, Daisy ) This has the best sales volume.Molly: This type Sanyo PLC-XW270C . As we know, it can be used for a long time ,and consumed less energy. Besides , it can also be in standby mode more longer than other projectors in same prize.Vienna: Most interesting is that this model has higher definition which means the image of this projector is clearer.Daisy: How about the intensity of light?Molly: Its light can be adapted to the variety of the environment .We can guarantee that after a long time watching, you won't feel eye strain.Daisy: Well, how about the operation of this kind of projectors? Is it complicated to operate for teachers?Molly: Absolutely no .The operation of our products is simple .What's more, you can control them by laser pen.Taylor: That's great. What's your opinion?Daisy: It sounds (it) suit for teaching work very muchMolly: I'd like to point it up that if you open and close all the time ,it will soon break down.(Every smile)Taylor: Great, let's talk more about the price.Molly: Wait a minute .I'd like to introduce something about this one. ( find the introduction and give them to Rebecca, Taylor, Daisy)This one is the main product in our new products this year. Because of our new technology, this type is high-end machines with a low price. Longer working time, and clearer projection easier operation are not their only advantage .It can't be damaged easily.Daisy: That sounds interesting. How much is it?Vienna: The type of Sanyo PLC-XW270C are 4500 yuan and the type SanyoPLC-WTC500L are 12000 yuan.Rebecca: Oh, the Sanyo PLC-WTC500L is much expensive .At most, we can buy one or two.Daisy: I think we can just choose the Sanyo PLC-XW270C.It's only 225000 yuan. Molly: But, if you buy the Sanyo PLC-WTC500L, we can change the damaged part for free in five years.Taylor: How about the maintenance..Molly: Of course we can provide free three-year warranty.Taylor: No replace worn part?Molly: That’s right.Rebecca: But the price of Sanyo PLC-WTC500L is expensive. I'm afraid that we can't accept, we also need more items after service.Daisy: But, I doubt that it’s much more expensive. That 4500 yuan is too much , I’m sorry not to accept that.Vienna: Okay, then how much can you accept? We can adjust the prize as appropriate.Taylor: No more than 4000 yuan each ,or I hope these projector can be replaced worn part for free in 3 years.Vienna: We can’t accept that, I’m afraid that it’s impossible. We will try our best to meet your demand. How about 210000 yuan in total?Daisy: 210000yuan and the worn part can be replaced in 3 years for free.Molly: Oh my goddess. That’s out of the question madam! We can’t accept that! Vienna: Calm down, please, Molly. I’d like to add something more. ThePLC-WTC500L is the main product in our new products this year. And it’s really good value for money. If you can consider about this one, we can provide more service.(Rebecca, Taylor, Daisy discussed with each other)Taylor: Based on our needs and your suggestions, we decide to purchase a few of your main products and large numbers of PLC-XW270C .At the same time ,you must promise the services. What’s your opinion?(Vienna & Molly look at each other.)Vienna: Well, I think we need talk about this, could we have a break?Rebecca: Sure, take your time.Vienna: We have discussed a conclusion. There are two plans. The plan A is that if you buy the Sanyo PLC-WTC500L more than 20,we can promised to discount prices at 80%.That means if you buy 30 the Sanyo PLC-XW270C and 20 the SanyoPLC-WTC500L ,you will cost 300,000 yuan.Vienna: We can provide a 3-year warranty and replace worn part for free in 5 years. Daisy: That sounds interesting. How about the plan B?Molly: The items of after servicing are not changed. You'll pay full price in 40 Sanyo PLC-XW270C and the 10 Sanyo PLC-WTC500L will be discount 50%.Vienna: It will cost you 240,000 yuan.Taylor: Plan B may good.Daisy: I think so. That'll all right, we'd like to choose plan B. That more suit our requirement.Vienna :Right,(Nod head, and write down on the proposed)Then we'd like to provide 50 projectors...By Plan Vienna :(give the proposal to Rebecca)Please check it, if all right, please sign your name at the bottom of paper.(Rebecca take over and scan and sign her name)Taylor: This is the check for 240,000.what's more, there will be a celebration tonight, I hope both of you can come.Vienna: That's fine, thank you, we'll come in time (stand up and shake hands).After sale service undertakingThe spirit of “to provide the most satisfactory products and service for customers” business purposes, Sanyo Electronic Technology Co. Ltd. solemnly promise: to ensure the advanced nature of the reliability, stability of the equipment, at the same time, continue to improve the quality of service to the customer service, from the sale of delivery, debugging, maintenance and management of the equipment, technical services, user and technical training etc. variousaspects, to ensure that customers can get the best service, customer satisfaction, rest assured.Repair expenses list。

英文商务谈判对话Seller: This is our rock-bottom price, Mr. Lee.卖方：李先生，这是我们的最低价格了。

Buyer: If that's the case. there's not much point in further discussion. We might as well call the whole deal off.买方：如果是这样的话，那就没有什么意义再谈下去了。

我们还不如取消这笔生意算了。

Seller: What I mean is that we:ll never be able to come down to your price. The gap is too great.卖方：我的意思是说我们永远不可能把价格降到你们要求的价格。

差距太大了。

Buyer: I think it unwise for either of us to be inflexible. How about meetingeach other halfway?买方：我认为我们都这么强硬很不明智。

我们能不一能各让一半?Seller: What's your proposal?卖方：您的提议是什么?Buyer: Your unit price is 100 dollars higher than we want. Well, I suggest wemeet each other half way.买方：你们的单价比我们想要的价格高出100美元。

嗯，我建议各让一步。

Seller: Do you mean a further reduction of 50 dollars in our price?That'simpossible!卖方：您是说让我们再减价50美元吗?那真的不可能。

Buyer: What would you suggest?买方：您的意见呢?Seller: The best we can do is another 30 dollars off. That's definitelythe lowest we can go.卖方：我们最多只能再减30美元，这可绝对是最低价了。

作者：ZHANGJIAN仅供个人学习，勿做商业用途Visiting CompanyA：Good morning, welcome to our company. Glad to meet you.a:早上好，欢迎来到我公司，很高兴见到你们。

B:我们很兴奋能有机会拜访贵公司，希望能与谈成生意。

b: Good morning, gald to have the opportunity of visting your company and I hope to conclude some business with you.文档来自于网络搜索A: That’s our common ground.a:那是我们共同的心愿。

B:我和我的搭档想参观一下贵公司，可以吗？b: My associate and I will be interested in visiting your factory. OK?文档来自于网络搜索A: Sure. I’ll show you around and e xplain our products as we go along.文档来自于网络搜索a:当然可以，我陪你到各处看看，边走边讲解我们的产品。

B：那太好了。

b: That’ll be most helpful.A: That is our office block. We have all the administrative depart- ments there. Down there is the research and development section. 文档来自于网络搜索a:那是我们的办公大楼。

我们所有的行政部门都在那里。

那边是研发部。

B:你们每年在科研上花多少钱？b: How much do you spend on development every year? 文档来自于网络搜索A: About 3-4% of the gross sales.a:大约是总销售额的3%到4%。

Visiting CompanyA：Good morning, welcome to our company. Glad to meet you.a:早上好，欢迎来到我公司，很高兴见到你们。

B:我们很兴奋能有机会拜访贵公司，希望能与谈成生意。

b: Good morning, gald to have the opportunity of visting your company and I hope to conclude some business with you.A: That’s our common ground.a:那是我们共同的心愿。

B:我和我的搭档想参观一下贵公司，可以吗？b: My associate and I will be interested in visiting your factory. OK?A: Sure. I’ll show you around and explain our products as we go along.a:当然可以，我陪你到各处看看，边走边讲解我们的产品。

B：那太好了。

b: That’ll be most helpful.A: That is our office block. We have all the administrative depart- ments there. Down there is the research and development section.a:那是我们的办公大楼。

我们所有的行政部门都在那里。

那边是研发部。

B:你们每年在科研上花多少钱？b: How much do you spend on development every year?A: About 3-4% of the gross sales.a:大约是总销售额的3%到4%。

B:对面那座建筑是什么？b:What’s that building opposite us?A:That’s the warehouse. We keep a stock of the faster moving items so that urgent orders can be met quickly from stock.a: 那是仓库，存放周转快的货物，这样有急的订货时，就可以立刻交现货了。

ZHANGJIAN作者：仅供个人学习，勿做商业用途Visiting Company Good morning, welcome to our company. Glad to meet you. ：A早上好，欢迎来到我公司，很高兴见到你们。

a:我们很兴奋能有机会拜访贵公司，希望能与谈成生意。

B:b: Good morning, gald to have the opportunity of visting your company and I hope to concludesome business with you.文档来自于网络搜索A: That's our common ground.那是我们共同的心愿。

a:我和我的搭档想参观一下贵公司，可以吗？B:b: My associate and I will be interested in visiting your factory. OK?文档来自于网络搜索A: Sure. I'll show you around and explain our products as we go along.文档来自于网络搜索当然可以，我陪你到各处看看，边走边讲解我们的产品。

a:：那太好了。

B b: That'll be most helpful.A: That is our office block. We have all the administrative depart- ments there. Down there is theresearch and development section. 文档来自于网络搜索那是我们的办公大楼。

我们所有的行政部门都在那里。

那边是研发部。

a:B:你们每年在科研上花多少钱？b: How much do you spend on development every year? 文档来自于网络搜索A: About 3-4% of the gross sales.。

A :Annie He（卖方）B: Kitty Chen （卖方）广州卡路·约翰服装公司C: David Xu(买方) D: Carol Zeng（买方）上海ABC进出口贸易有限责任公司道具：card，samples ，price sheets，paper，phone.Part 1首先A带C D参观成衣，然后回到会议室谈判。

B: Good afternoon, Mr Xu. It’s been one year since our first meetin g in shanghai trade fair .How are you getting on?C：Fine, thank you. I’m here for your new product. Let me introduce you to Carol Zeng, general of our company .B: How do you do, Miss Zeng?D: How do you do, Miss Chen? This is my card。

I’ve heard a lot abo ut your company .We’re very interested in your products.We would be glad to start business with you.B: I’m very glad to hear that . We have put some newly –developed products on exhibition . What about having a look at the samples first?D: Oh, that is great. Thank you very much.B：Follow me, please.Part 2 建立友好氛围,闲聊。

(After they have looked at the samples, they go to the meeting room ) A : You must be David Xu. I’m Annie He ,the new manager of the sales department.C :Nice to see you ,Miss He .A: Nice to see you., too . Kitty has told me that you are our old client. B: We have a good co-operation last time.C: Yes.This is Carol Zeng, the import manager of the ABC Company.A : How do you do, Miss Zeng?D: How do you do, Miss He.B : Before we start ,would you like something to drink ?C :yes ,please .(看一下D)D: sure.B: What would you like ,tea or coffee ?D: Coffee ,please .B：OK. And you？C: Well,I would like green tea ,I’m a little thirsty after walking a day .B: No problem。

(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. It’s very nice to see you in person. Let me introduce my colleagues to you. This is my manager, 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 going?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: We’ve specially made out a price-list which cover those items most popular on your market. Here you are.B: Oh, it’s very considerate of you. If you’ll excuse me, I’ll 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 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: I’m sorry to hear that. You must know that the cost of production has risen a great deal in recent year while our prices of 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: I’m afraid I can’t agree with you in this respect. I know that your products are attractive in design, but I wish to point out that your offers are higher than some of the quotations. I’ve 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 countries. 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, you’ll have to lower the price. That’sreasonable, isn’t it?A: Well, in order to help you develop business in this line, we may consider making 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%? I’m a fraid you are asking too much. Actually, we have never gave such lower price. For friendship’s sake we may exceptionally consider reducing the price by 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, you’ll 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 favourable. We are sorry to say that we cannot bring our price down to a still lower level. B: OK. I accept. Now, let’s 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 to 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. I’m sorry, we can’t accept D/P terms. B: As for regular orders in future, couldn’t you agree to D/P?A: Sure. After several smooth transactions, 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: We’ll pack HX1115 in carton of one set each, HX1128 in cases of one set each, two cases to a carton.B: I suggest the goods packed in cardboard boxes, it’s 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: This term less these goods should damage in transit. I agree with it. B: I’m glad we have brought this transaction to a successful conclusion and hope this will be the beginning of other business in the future. Let’s confirm these items we concluded at the moment.A: Yes. We concluded as follows: 542 sets 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 way, when can I expect to sign the S/C?A: Miss Cai, Would it convenient for you to come again tomorrowmorning. I’ll get the S/C ready tomorrow for your signature.B: That’s fine. See you tomorrow. Goodbye, Miss Lin.A: See you and thanks for coming, Miss Cai.(二)A The seller: Miss Li representing Huaxin 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 always 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 HX1128.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 practice not to allow acommission.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: I’m afraid your prices appear unworkable.A: I am assuring you that our prices 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 consider 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 can’t accept this prices.B: I think it unwise for both of us to insist on his own prices. Can 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 original quotation.A: Well for friendship’s sake, we are prepared to make a 5% reduction ifyour 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 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. It’s expensive to open an L/C and ties up the capital of a company like ours. So it’s 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 terms.B: We can’t 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 would 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 in 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: I’m glad we have brought this 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 April 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 Clausesof PICC (1981.1.1).A: That’s right. I will get the Sales Confirmation re ady tomorrow for your signature. Would it be convenient for you to come again tomorrow morning?B: OK. We expect to find a good market for your goods and hope to place further and large orders with you in the near future. See you tomorrow morning.A: See you.。

(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. It’s very nice to see you in person. Let me introduce my colleagues to you. This is my manager, 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 going?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: We’ve specially made out a price-list which cover those items mostpopular on your market. Here you are.B: Oh, it’s very considerate of you. If you’ll excuse me, I’ll 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 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: I’m sorry to hear that. You must know that the cost of production has risen a great deal in recent year while our prices of 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: I’m afraid I can’t agree with you in this respect. I know that your products are attractive in design, but I wish to point out that your offers are higher than some of the quotations. I’ve 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 countries. 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, you’ll have to lower the price. That’s reasonable, isn’t it?A: Well, in order to help you develop business in this line, we may consider making 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%? I’m afraid you are asking too much. Actually, w e have never gave such lower price. For friendship’s sake we may exceptionally consider reducing the price by 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, you’ll 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 favourable. We are sorry to say that we cannot bring our price down to a still lower level. B: OK. I ac cept. Now, let’s 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 to 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. I’m sorry, we can’t accept D/P terms. B: As for regular orders in future, couldn’t you agree to D/P?A: Sure. After several smooth transactions, 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: We’ll pack HX1115 in carton of one set each, HX1128 in cases of one set each, two cases to a carton.B: I suggest the goods packed in cardboard boxes, it’s 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: This term less these goods should damage in transit. I agree with it. B: I’m glad we have brought this transaction to a successful conclusion and hope this wil l be the beginning of other business in the future. Let’s confirm these items we concluded at the moment.A: Yes. We concluded as follows: 542 sets 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 way, when can I expect to sign the S/C?A: Miss Cai, Would it convenient for you to come again tomorrow morning. I’ll get the S/C ready tomorrow for your signature.B: That’s fine. See you tomorrow. Goodbye, Miss Lin.A: See you and thanks for coming, Miss Cai.(二)A The seller: Miss Li representing Huaxin 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 always 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 HX1128.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 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: I’m afraid your prices appear unworkable.A: I am assuring you that our prices 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 consider 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 can’t accept this prices.B: I think it unwise for both of us to insist on his own prices. Can 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 original quotation.A: Well for friendship’s 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 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. It’s expensive to open an L/C and ties up the capital of a company like ours. So it’s 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 terms.B: We can’t help it if you insist requiring pay ment 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 would 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 in 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: I’m glad we have brought this 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 April 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 WPAClash & Breakage and War Risks as per the Ocean Marine Cargo Clauses of PICC (1981.1.1).A: That’s right. I will get the Sales Confirmation ready tomorrow for your signature. Would it be convenient for you to come again tomorrow morning?B: OK. We expect to find a good market for your goods and hope to place further and large orders with you in the near future. See you tomorrow morning.A: See you.。

商务谈判对话英语实例（1）Dan Smith是一位美国的健身用品经销商，此次是Robert Liu第一回与他交手。

就在短短几分钟的交谈中，Robert Liu既感到这位大汉粗犷的外表，藏有狡兔的心思――他肯定是沙场老将，自己绝不可掉以轻心。

双方第一回过招如下：D: I‘d like to get the ball rolling（开始）by talking about prices.R: Shoot.（洗耳恭听）I‘d be happy to answer any questions you may have.D: Your products are very good. But I‘m a little worried about the pric es you‘re asking.R: You think we about be asking for more?(laughs)D: (chuckles莞尔) That‘s not ex actly what I had in mind. I know your re search costs are high, but what I‘d like is a 25% discount.R: That seems to be a little high, Mr. Smith. I don‘t know how we can m ake a profit with those numbers.D: Please, Robert, call me Dan. (pause) Well, if we promise future busin ess――volume sales（大笔交易）――that will slash your costs（大量减低成本）for making the Exec-U-ciser, right?R: Yes, but it‘s hard to see how you can place such large orders. How c ould you turn over（销磬）so many? (pause) We‘d need a guarantee of future business, not just a promise.D: We said we wanted 1000 pieces over a six-month period. What if we pla ce orders for twelve months, with a guarantee?R: If you can guarantee that on paper, I think we can discuss this furth er.商务谈判对话英语实例（2）Robert回公司呈报Dan的提案后，老板很满意对方的采购计划;但在折扣方面则希望Robert能继续维持强硬的态度，尽量探出对方的底线。