negotiation exercises 口译练习

1．

A: I’m glad to have the opportunity of visiting your corporation. Just before I left for China, some of my friends in this line told me the kinds of your export goods have greatly increased. So I am here to get samples and if possible, place some orders.

B: 希尔先生，很高兴能与你会面。我想你已经在样品间参观了展品，请问你对哪些产品特别感兴趣。

A: I’m interested in your tablecloths. I’ve seen the exhibits. Some of them are beautiful in design, and the quality and finish are fine.

B: 谢谢。你可能已经看到了，我们可供出口的花色品种很多。我们生产的台布素以物美价廉而著称。在欧洲市场十分畅销。相信在你们那里也会很有销路。

A: That sounds very encouraging. But is it possible that you make tablecloths according to the patterns we provide?

B: 没问题。我们可以根据你方客户的需求改变台布的花色，另外，我们还接受特殊订货，完全可以按照你方提供的式样和规格安排生产。

A: That’s fine. Now may I have some idea of your prices?

B: 当然可以，这是我们的价目表，所报价格没有约束力。

A: (Reading the price list) Mmmm… They look all right. But in order to meet the competition, you’ll have to bring them down a little.

B: 但是你不能只看价格，还必须要看质量。我认为考虑到产品的质量优异，我们的价格还是很有竞争力的。

A: Then, could you allow me a quantity discount?

B: 有的，订1500块就有3%的优惠，订2000块有5%的优惠。

A: Sounds good. By the way, is there any commission included? From European suppliers I usually get a 3 to 5 percent commission for my imports. It’s the general practice.

B: 我方一般不给佣金，但如果订货数量大，我们可以考虑。

A: Y ou see, I do business on a commission basis. A commission on your prices would make it easier for me to promote sales.

B: 这个我们等订货的时候再讨论吧。

A: All right. Another thing, the prices as I see in the list are all on a C.I.F. basis. We’d rather have you quote us F.O.B. prices. We shall see to the matter if insurance and transportation ourselves. B: 没问题，我们今晚就可以把价格算出来，明天一早就给你送过去，但是你能否告诉我们你对哪些产品感兴趣？

A: Ah, yes. I’m interested in Artic le No.’s A25, B14 and C09.

B: 你挑选产品真是很有眼光。这几个都是我们的畅销产品。

A: Will you please send by air some samples of these items to my home office?

B: 可以，我们马上就去办。

A: I’ll consult with my home office first and see whether a trial order is possible.

B:我等着你的好消息。但我劝你尽快做决定。每年特别是在这个时候，我们会接到大量的订单，存货很快就会销售一空的。

A: I see. I don’t think it’ll be long before you have our reply.

2．A: Suppose we get down to business now.

B: 好的。请给我们报散装兽脂的实盘。

A: We have it ready for you. Here it i: USD 310 per metric ton, F.O.B. Sydney, for shipment in

May 2006. The offer is valid for three days. Y ou will notice the quotation is much lower than the current market price.

B: 这一点恐怕我不能同意。我们也接到了其他公司的报盘。你也知道，目前市场上兽脂的供应远远大于需求，导致最近几个月兽脂价格大幅度下跌。

A: And now it has hit bottom and will soon pick up. I would advise you to make the purchase at once.

B: 虽然我不知道兽脂的价格是不是已经跌到了最低点，但是如果你方能够提出一个竞争力的价格，我们有可能会向你方订货。

A: Well, then, what’s your idea of a competitive price?

B: 我们都是在互利的基础上做交易，我建议每吨悉尼FOB价为280美元左右。

A: I’m sorry, the difference between our price and your counter-offer is too wide. It’s impossible for us to entertain your counter-offer, I’m afraid. But in view of our long-standing relationship, we’re prepared to reduce our price to USD 300 per ton.

B: 史密斯先生，我敢说你们作为一家大供应商，比我们更清楚国际市场的供应情况。我想我无须再三说明我们的还盘是很有根据的。它符合国际市场的行情。

A: I don’t see how I can pull this business through, Ms.Huang. How about meeting each other halfway with the price gap.

B: 史密斯先生，我们出的价格是公平合理的。如果你觉得这个价格做不开的话，我们也只好取消这笔买卖，转而向其他供应商购买了。

A: Well, could you give us a rough idea of the amount needed? Y ou see, our price to a great extent depends on the quantity you are going to buy.

B: 大约五千吨左右。

A: All right. Ms. Huang. As an encouragement of business, we accept your counter-offer for bulk tallow for 5,000 tons, at USD 280 per metric ton F.O.B. Sydney.

B: 价格已经谈妥了，我感到很高兴。明天我们继续谈合同的其他条款，好吗？

A: V ery good. See you tomorrow.

3．Today, I’d like to say something about a very important step in export pricing, that is, the exporter should check the competitiveness of his price in the target foreign market.

When the exporter finds that his price is too high, he must decide whether other features of the product such as quality, design, uniqueness, promotion, etc. will offset this. If the exporter still considers his price to be too high, he may have to reduce it, perhaps temporarily, in order to get established in that foreign market.

If the exporter finds that the cannot afford to lower his price, he must see whether he can improve the attractiveness of the non-price features of his product, for example, use of a brand name, better packaging, better promotion, faster installation and other initial and after-sales services.

Clarification ahead of time whether the exporter will be required to provide agents or distributors with discounts and rebates is also important, because the cost of these items must be included in the calculation of the export price.

The exporter should also keep in mind that he might want to have the flexibility to offer a lower price, or more favorable delivery terms to attract special customers. So the cost of these concessions must be built into the overall export price.