国际商务谈判用语教程文件

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Mini Negotiation:

Negotiating Corporate Possibilities:

A:Your agency has the experience we need.

And we have the best-quality product.

B:Yes. We agree your company has a good product. But we’d have to get certain guarantees before we promise to do business with you.

A:What are those conditions?

B:First of all, we’d have to insist on sole agency in China. Second, we’d want a 18% commission. Third, we’d need a three-year contract.

A:You’re asking for a lot. If we agree, will you pay 65% of marketing costs?

B:That’s too high. We would prefer that you

accept financial responsibilities for 50 percent of all costs.

A:That is more than what I expected. I’ll have to talk with our president and call you later this week.

Negotiating Trading Terms and Conditions: A:Now, let’s get down to business.

B:OK. Have you read my catalogues?

A:Yes. But first of all, I want to make sure your machines are of the newest design and the best quality.

B:I can assure you all of that.

A:We are interested in your machine.

However, we’ve received offers for similar machines from other sources. So, our business depends very much on your prices. B:

C:If you take all factors into consideration, you’ll find our prices more reasonable than the quotations you may get elsewhere.

A:

B:I’m not so sure of that. Before we discuss the price, I’d like to ask a question. Have you got any favorable terms and conditions?

C:

D:Yes. First, we will guarantee that the machines to be supplied are in accordance with your requirements and specifications. A:That’s fine. What about the next?

B:

C:Well. Secondly, we will send engineers and technicians at our own expense to assist the installation, test run and effect repairs to the

machines.

A:

B:This is also quite OK. But as for the guarantee period, I think, it should be at least 12 months counting from the date of the Bill of Lading.

C:

D:No problem. And we’ll bear the expenses on getting your technicians trained on the necessary technical problems.

A:All right. Now, let’s come to the discussion of price.

Notes:

1.We’d have to get certain guarantees before

we …

在…之前我们必须先得到某些保证

2.

3.We would prefer that you accept financial

responsibilities for…

我们希望贵方承担经济费用的…

4.

5.Have you got any favorable terms and

conditions?

你们有什么优惠条款和条件吗？

6.

7.counting from the date of the Bill of Lading 从提单日期算起