商務談判精選
Business Negotiation
A: The seller Miss Lin representing Huaxin TradingCo.,Ltd.
B: The buyer Mr. Cai representing JamesBrown&Sons Co.,Ltd.
A: Good morning, Mr. Cai. Glad to meet you.
B: Good morning, Miss Lin. It's very nice to see youin person.
Let me introduce my colleagues to you. This is mymanager, Mr. Jia.
A: How do you do? Mr.Jia.
B: How do you do? Miss Lin. Nice to meet you.
B: ....And this is Mr. Wang. He is in charge of sales department. This is Miss Huang. She is incharge of business with clents.
A: Nice to meet you, Miss Huang, Mr. Wang.
B: Nice to meet you, Miss Lin.
A: How are things going?
B: Everything is nice.
A: I hope through your visit we can settle the price for our Chinaware, and conclude thebusiness before long.
B: I think so, Miss Lin. We came here to talk to you about our requirements of HX SeriesChinaware. Can you show us your price-list and catalogues?
A: We've specially made out a price-list which cover those items most popular on your market.Here you are.
B: Oh, it's very considerate of you. If you'll excuse me, I 'll go over your price-list right now.
A: Take your time, Mr. Cai.
B: Oh, Mr, Wang. After going over your price-list and catalogues, we are interested in Art No.HX1115 and HX 1128, but we found that your price are too high than those offered by othersuppliers. It would be impossible for us to push any sales at such high prices.
A: I'm sorry to hear that. You must know that the cost of production has risen a great deal inrecent years while our prices of Chinaware basically remain unchanged. To be frank, ourcommodities have always come up to our export standard and the packages are excellentdesigned and printed. So our products are moderately priced.
B: I'm afraid I can't agree with you in this respect. I know that your products are attractive indesign, but I wish to point out that your offers are higher than some of the quotations. I'vereceived from your competitors in other countries. So, your price is not competitive in thismarket.
A: Mr. Cai. As you may know, our roducts which is of high quality have found a good market inmany countries. So you must take quality into consideration, too.
B: I agree with what you say, but the price difference should not be so big. If you want to getthe order, you'll have to lower the price. That's reasonable, isn't it?
A: Well, in order to help you develop business in this line, we may consider making someconcessions in your price, but never to that extent.
B: If you are prepared to cut down your price by 8%, we might come to terms.
A: 8%? I'm afraid you are asking too much. Actually, we have never gave such lower price. Forfriendship's sake, we may exceptionally consider reducing the price by 5%. This is the highestreduction we can afford.
B: You certainly have a way of talking me into it. But I wonder if when we place a larger order,you'll farther reduce your prices. I want to order one container of HX1115 and 438 sets ofHX1128.
A: Mr. Cai, I can assure you that our price is most favourable. We are sorry to say that we canbring our price down a still lower level.
B: Ok, I accept. Now let's talk about the terms of payment. Would you accept D/P? I hope itwill be acceptable to you.
A: The terms of payment we usually adopt are sight L/C.
B: But I think it would be beneficial to both of us to adopt more flexible payment termssuch as D/P term.
A: Payment by L/C is our usual practice of doing business with all customers for suchcommodities. I'm sorry we can't accept D/P terms.
B: As for regular orders in future, couldn't you agree to D/P?
A: Sure. After several smooth transactions, we can try D/P terms.
B: Well, as for shiopment, the soon the better.
A: Yes, shipment is to be made in April, not allowing partial shipment.
B: Ok, I see. How about packing the goods?
A: We'll pack HX115 in carton of one set each, HX1128 in cases of one set each, two cases to acarton.
B: I suggest the goods packed in cardboard boxes, it's more attractive than cartons. Do youthink so?
A: Well, I hope the packing will be attractive,too.
B: For transaction concluded on CIF basis, insurance is to be covered by the sellers for 110%of invoice value against WPA. Clash&Breakage and War Risk.
A: This term less these goods should damage in transit. I agree with it.
B: I'm gald we have brought this transaction to a successful conclusion and hope this will bethe beginning of other business in the future. Let's confirm these items we concluded at themoment.
A: Yes, we concluded as follows: 532 sets of HX1115 at the price of USD 23.50 per set to bepacked in cardboard boxes of one set each and to be shipped CIF5 Toronto; 438 sets ofHX1128 at the price of USD 14.50 per set to be packed in case of one set each, two cases to acardboard box and to be shipped CIF5 Toronto.
B: All right. By the way, when can I expect to sign the S/C?
A: Mr. Cai, would it be convenient for you to come again tomorrow morning. I'll get the S/Cready tomorrow for your signature.
B: That's fine. See you tomorrow. Goodbye. Miss Lin.
A: See you and thanks for coming, Mr. Cai.
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