商务英语谈判对话模拟(自编)

Dialogue 2：Negotiation on Commission and Agency

Situati on: Miss Hua ng, a Chin ese han dicraft sales compa ny and Mr. White, a sales man ager of a han dicraft compa ny in Abuja, Nigeria are talk ing about the commissi on of age ncy.

Huang :怀特先生，很高兴见到你。最近怎么样？

White: Glad to meet you too. What can I do for you?（我也很高兴见到你。能为你

做些什么吗？）

Huang:根据我们的协议，这个月就是试销期的最后一个月了。我想是时候讨论中国

北方独家代理权的问题了。

White: Yes. Your sales performanee in the trial period is good and the plan of advertis ing and promoti on have bee n well practiced. Your compa ny is qualified for the sole agency in north of China.（是的。在试销期内，你们的销售业绩很好，广告和宣传计划也有效地落实了。你们公司可以做我们公司在北方的独家代理了。）Huang:太好了。能得到你的认可我们很高兴。我们谈谈代理合同的细节吧？

White: Yes, of course. As we have talked befote, the territory to be covered is the north of China. How about the commission fee?（好的，当然。就像我们先前谈过的，代理区域是中国北方。你收取多少佣金？）

Huang:在试销期内，佣金是4%。我认为可以提高到7%。

White: The rate of commissi on is too high. The commissi on fee we provide to other age ncies is 5%. If they know we give you a 7% commissi on, it will be embrass ing. （佣金太高了，我们给其他代理商的佣金是5%。如果他们知道了，就很尴尬了。）Hunag:我认为我们公司的销售策略和宣传策略都是很好的，这一点可以从我们的销售业绩中看出来。而且，和其他代理商相比，我们的木雕销量是最多的。

White : There is some truth in what you said, but we can only give you 6% commission.（你说的有些道理，但是我们只能给你6%的佣金。）

Huang：超过定额每多销5000件，多给我们0.5%的佣金，这样可以吗？

White: Ok. For every 5000 pieces sold in excess of the quote, you will get 0.5% commission .（好吧，每超过定额5000件，我们就多给0.5%的佣金。）Huang：Good. Tha nk you for your con sideratio n.太好了，谢谢你的关照。）White:我们会起草合同，如果没有问题，下午签字吧？

Huang：Fine. We look forward to happy and successful cooperation between us.好

的。希望我们今后合作愉快。）

Dialogue3 Negotiati on on Pack ing and Shipme nt

Situati on: Miss Hua ng, a Chin ese han dicraft sales compa ny and Mr. White, a sales man ager of a han dicraft compa ny in Abuja, Nigeria are talki ng about the Pack ing and Shipme nt of the woode n sculptures.

Miss Hua ng:既然我们谈妥了支付条款，我想问问货物能否在五月份装船。(Now that we'e dealt with the question of payment terms, I'm wondering if it 'possible to effect the shipme nt duri ng May?

Mr. White: I m sorry we can not promise that. I think we could effect the shipment by the middle of June.

Miss Hua ng:那太迟了。我们迫切需要这批货物，所以我请求贵方能在六月之前

装运。(That would be too late. The order is so urgently required that I must ask you effect the shipme nt before JunQ

Mr. White: I 'm sorry, but we can' We have a lot of back orders on han d. I "m afraid it s very difficult to do it as you expect. But please be assured that we will try our best to adva nee the shipme nt. And that will be no t late tha n 15 June.

Miss Hua ng:好的，我建议把这点写入合同吧。(All right. May I suggest you to put it dow n in our con tract?)

Mr. White: OK. No problem.

Miss Hua ng:多谢。现在让我们讨论下包装的问题吧，你打算如何包装我们的货物？( Than ks. Now let 'move on to talk about package. How would you pack the goods we'e ordered?

Mr. White: Each sculpture is packed in one cart on lined with plastic bubble wrap to protect the goods from pin ch.

Miss Hua ng:你觉得纸板箱能经受长途的海运么？( Do you thi nk carto ns are strong eno ugh for a long voyage

Mr. White: It does n'matter much. We stre ngthe n cart ons with nylon straps outside. Miss Hua ng: W我觉得这样不够。木雕在海上容易磨损和发霉，你们能否用木箱子并且用塑料袋包裹木雕吗，防止其发霉。(It don 'tthi nk it is eno ugh. The

woode n sculptures may get worn or moldy duri ng the long voyage. Could you use woode n cases and add waterproof plastic sheets for coverage aga inst mildew?

Mr. White: We can use woode n cases with plastic sheets for pack ing if you in sist. But this kind of packing costs more, and you have to pay for the additional packing.