国际贸易合同谈判案例

Chapter 2 Establishing Business Relations

Dialogue One

( At the China Import and Export Fair )

A：Welcome to our show. Please come in if you‟d like to talk with us.

B：Thank you. I am a buyer for an American automation company. And I am interested in your products very much.

A：I am glad to hear that. So, what kinds of products are you most interested in? B：The measuring instruments of course. They seem to be good and of fine quality. A：Yeah. That is true. They are all made in Tianjin Machine Tool Plant, one of the largest state-owned manufacturers in China specializing in precision measuring instruments and all kinds of dies and moulds. We have got most of the high-quality certificates in this field.

B：That sounds good. How about the prices of them?

A：Well, we have a brochure with all products and prices listed. Here you are.

B：Thanks a lot. And I wonder if I can make a visit to your plant when I am here after the showing time.

A：Sure. We can arrange that for you at your convenience.

B：OK, that is a deal. Oh, here is my card and you can contact me the day after tomorrow.

A：Thank you. See you then.

Dialogue Two

A：We took a look at the exhibits yesterday and found that some of them are fine in quality and beautiful in design. The exhibition has successfully displayed to me what your corporation handles. I‟ve looked through the catalogue and the brochure enclosed in your last letter and I‟ve got some ideas of your exports. I‟m interested in your silk blouses.

B：Our silks are famous for their good quality. They are met with great favor overseas and are always in great demand.

A：Some of them are of the latest style. Now I have a feeling that we can do a lot of trade in this line. We are to establish business relations with you.

B：We have the same idea.

A：Concerning our financial position, credit standing and trade reputation, please refer to our bank.

B：Thank you for your information. Since we are a state-owned company, we always do business with foreign companies on the basis of equality and mutual benefit. It will contribute to our mutual benefit to establish business relations between us. A：That‟s interesting. I‟ll telephone home later. As soon as I get the definite answer from the headquarters, I will let you know.

B：Then we will make an offer as soon as possible. I hope a lot of business will be put through between us.

A：So do I.

B：I hope everything would be smooth. And I‟ll give you the lowest price in the future.

A：Thank you.