Business Negotiation
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• 1.I’d like to have your lowest quotation CIF New York. • 2. This is our FOB quotation sheet. • 3. All the quotations are subject to our final confirmation. • 4. What is the minimum quantity of an order for your goods? • 5. It’s very difficult for us to get the goods in quantity and make prompt shipment.
• A: Well, you do have a very tight schedule. And I’d like to make an earlier delivery, but my factory is already working at full capacity. • B: Can you rearrange your schedule and make my order your top priority? • A: All right, I’ll rearrange the production schedule. But the best I can do is to deliver the goods ten days earlier, that is,
• • • •
1. lowest quotation 2. quotation sheet 3. are subject to 4. the minimum quantity of an order • 5. make prompt shipment
• • • • •
6. the terms of payment 7. the guarantee of the bank 8 .meet someone halfway 9. sign a contract 10.deadline of the loading period
• A: 我们发觉你们的男式衬衫的质量有时还不 够稳定。 • B: 你能举个例子吗？ • A: 我们的客户对你们上批货中某些衬衫的扣 眼有些抱怨。他们说针脚要么太密要么太稀。 • B: 噢，恐怕这样的问题在大批量生产中是难 免的。 • A: 但是，我们的客户说如果这种问题再次出 现，他们将向其他供货商定货。这就是为什么 我坚持要定立质量索赔条款。 • B: 哦，看来你对这个问题已有很多考虑，有 什么具体方案吗？
• A: 有，能不能这样？假如次品率是1%，那么 赔偿率为合同总值的1%。2%到4%… • B: 我建议使用固定赔偿率，也就是，一件次 品衬衫的赔偿率与这件衬衫的价值相等。 • A: 你建议的赔偿率计算起来肯定很简单。不 过，我还是认为累进赔偿率更合适因为我们希 望永远也不会用到它。 • B: 好吧。如果你坚持的话，我接受。实际上， 累进赔偿率对我们更有利，因为我对我的产品 有信心。 • A: 你这么说我非常高兴。
• A: We will deliver the first consignment in two months, that is, by May 19. • B: Could you make it a bit earlier? Say, the end of April? • A: I’m afraid that is very difficult for us. • B: But in order to clear the customs before June 19, the goods must arrive at the port of destination before June 1. So in order to arrive by June 1, the goods must leave Shanghai before May
• 6. We’ve settled the price. Now what about the terms of payment? • 7. We always like an L/C for our exports, since then we have the guarantee of the bank. • 8.To meet you halfway, what do you say 50% by L/C and the balance by D/P? • 9.Now that the contract is signed, the relevant L/C should reach us 30 days before the time of shipment. • 10.When is the deadline of the loading period for our consignment?
• • •
•
This price is already too low. We really can’t accept your counter offer. How about this? You take 5% off the original offer, and I add 5% on the counter offer? Since the quality of the product is different, naturally the price is different. What you’ve ordered is the top of the line of our product this year, so the price is naturally different. If each side hangs on to their own point of view, it will be very difficult to continue the
• 1. How do you find our price? • 2. It is impossible for us to accept your counter-offer • 3.Please let us have the price. • 4.This is our lowest price. We can’t make further concessions. • 5.If you promise to ship the goods earlier, we can accept your price. • 6.Why don’t we come to an agreement on the principal matter first? Then we can talk about the specific issues later.
• 1.I’d like to have your lowest quotation CIF New York. • 2. This is our FOB quotation sheet. • 3. All the quotations are subject to our final confirmation. • 4. What is the minimum quantity of an order for your goods? • 5. It’s very difficult for us to get the goods in quantity and make prompt shipment.
• A: Well, you do have a very tight schedule. And I’d like to make an earlier delivery, but my factory is already working at full capacity. • B: Can you rearrange your schedule and make my order your top priority? • A: All right, I’ll rearrange the production schedule. But the best I can do is to deliver the goods ten days earlier, that is,
• • • •
1. lowest quotation 2. quotation sheet 3. are subject to 4. the minimum quantity of an order • 5. make prompt shipment
• • • • •
6. the terms of payment 7. the guarantee of the bank 8 .meet someone halfway 9. sign a contract 10.deadline of the loading period
• A: 我们发觉你们的男式衬衫的质量有时还不 够稳定。 • B: 你能举个例子吗？ • A: 我们的客户对你们上批货中某些衬衫的扣 眼有些抱怨。他们说针脚要么太密要么太稀。 • B: 噢，恐怕这样的问题在大批量生产中是难 免的。 • A: 但是，我们的客户说如果这种问题再次出 现，他们将向其他供货商定货。这就是为什么 我坚持要定立质量索赔条款。 • B: 哦，看来你对这个问题已有很多考虑，有 什么具体方案吗？
• A: 有，能不能这样？假如次品率是1%，那么 赔偿率为合同总值的1%。2%到4%… • B: 我建议使用固定赔偿率，也就是，一件次 品衬衫的赔偿率与这件衬衫的价值相等。 • A: 你建议的赔偿率计算起来肯定很简单。不 过，我还是认为累进赔偿率更合适因为我们希 望永远也不会用到它。 • B: 好吧。如果你坚持的话，我接受。实际上， 累进赔偿率对我们更有利，因为我对我的产品 有信心。 • A: 你这么说我非常高兴。
• A: We will deliver the first consignment in two months, that is, by May 19. • B: Could you make it a bit earlier? Say, the end of April? • A: I’m afraid that is very difficult for us. • B: But in order to clear the customs before June 19, the goods must arrive at the port of destination before June 1. So in order to arrive by June 1, the goods must leave Shanghai before May
• 6. We’ve settled the price. Now what about the terms of payment? • 7. We always like an L/C for our exports, since then we have the guarantee of the bank. • 8.To meet you halfway, what do you say 50% by L/C and the balance by D/P? • 9.Now that the contract is signed, the relevant L/C should reach us 30 days before the time of shipment. • 10.When is the deadline of the loading period for our consignment?
• • •
•
This price is already too low. We really can’t accept your counter offer. How about this? You take 5% off the original offer, and I add 5% on the counter offer? Since the quality of the product is different, naturally the price is different. What you’ve ordered is the top of the line of our product this year, so the price is naturally different. If each side hangs on to their own point of view, it will be very difficult to continue the
• 1. How do you find our price? • 2. It is impossible for us to accept your counter-offer • 3.Please let us have the price. • 4.This is our lowest price. We can’t make further concessions. • 5.If you promise to ship the goods earlier, we can accept your price. • 6.Why don’t we come to an agreement on the principal matter first? Then we can talk about the specific issues later.