国际贸易合同谈判案例.docx
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国际贸易合同谈判案例.docx
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国际贸易合同谈判案例
Chapter2EstablishingBusinessRelations
DialogueOne
(AttheChinaImportandExportFair)
A:
Welcometoourshow.Pleasecomeinifyou’dliketotalkwithus.
B:
Thankyou.IamabuyerforanAmericanautomationcompany.AndIaminterestedinyourproductsverymuch.
A:
Iamgladtohearthat.So,whatkindsofproductsareyoumostinterestedin?
B:
Themeasuringinstrumentsofcourse.Theyseemtobegoodandoffinequality.
A:
Yeah.Thatistrue.TheyareallmadeinTianjinMachineToolPlant,oneofthelargeststate-ownedmanufacturersinChinaspecializinginprecisionmeasuringinstrumentsandallkindsofdiesandmoulds.Wehavegotmostofthehigh-qualitycertificatesinthisfield.
B:
Thatsoundsgood.Howaboutthepricesofthem?
A:
Well,wehaveabrochurewithallproductsandpriceslisted.Hereyouare.
B:
Thanksalot.AndIwonderifIcanmakeavisittoyourplantwhenIamhereaftertheshowingtime.
A:
Sure.Wecanarrangethatforyouatyourconvenience.
B:
OK,thatisadeal.Oh,hereismycardandyoucancontactmethedayaftertomorrow.
A:
Thankyou.Seeyouthen.
DialogueTwo
A:
Wetookalookattheexhibitsyesterdayandfoundthatsomeofthemarefineinqualityandbeautifulindesign.Theexhibitionhassuccessfullydisplayedtomewhatyourcorporationhandles.I’velookedthroughthecatalogueandthebrochureenclosedinyourlastletterandI’vegotsomeideasofyourexports.I’minterestedinyoursilkblouses.
B:
Oursilksarefamousfortheirgoodquality.Theyaremetwithgreatfavoroverseasandarealwaysingreatdemand.
A:
Someofthemareofthelateststyle.NowIhaveafeelingthatwecandoalotoftradeinthisline.Wearetoestablishbusinessrelationswithyou.
B:
Wehavethesameidea.
A:
Concerningourfinancialposition,creditstandingandtradereputation,pleaserefertoourbank.
B:
Thankyouforyourinformation.Sinceweareastate-ownedcompany,wealwaysdobusinesswithforeigncompaniesonthebasisofequalityandmutualbenefit.Itwillcontributetoourmutualbenefittoestablishbusinessrelationsbetweenus.
A:
That’sinteresting.I’lltelephonehomelater.AssoonasIgetthedefiniteanswerfromtheheadquarters,Iwillletyouknow.
B:
Thenwewillmakeanofferassoonaspossible.Ihopealotofbusinesswillbeputthroughbetweenus.
A:
SodoI.
B:
Ihopeeverythingwouldbesmooth.AndI’llgiveyouthelowestpriceinthefuture.
A:
Thankyou.
Chapter3Enquiry
DialogueOne
A:
OurrepresentativeinNewYorkfaxedthatyoushowedaninterestinsomeofourproductsondisplayattheSeptemberExhibitionthere.Now,wewouldliketoknowifyouhaveanyspecificrequirementinmind.
B:
I’vebroughtwithalistofthequantityofyourproductswe’dliketoimportforthesecondhalfofthisyear.Here’sacopyofit.
A:
Good.Well,mostoftheitemslistedareavailablethisyear.Ihopewecancometoanagreementandsignthecontractsoontoenabletimelydelivery.
B:
Ihopeso,too.I’dlikesomeofyoursalesliteratureandapricelistforallofyourexportarticles.
A:
Hereareourcatalogandpricelist.Thecataloglistsallthecommoditiesweexport,andthepricelistgivesindicativepricesforallofourexportarticles.
B:
Thanks.Whatareyournormalexportterms?
A:
WenormalexportCFR.
B:
Whatcommissiondoyouusuallypayforyourexports?
Asyouknowweimportonacommissionbasis.
A:
Thatcanbediscussed.
B:
Allright.Whencanwemeetagainforsomemorespecificdiscussion?
A:
Whatabouttomorrowmorningatnine?
I’llcomeovertoyourhotel.
B:
I’llbeexpectingyou,then.
DialogueTwo
A:
Goodmorning.MynameisJohnSmith.Hereismybusinesscard.
B:
Goodmorning.Pleasedtomeetyou,Mr.Smith.Hereismybusinesscard.
A:
Thanks.Iamgladtohavethechancetovisityourcompany.
B:
Wewarmlywelcomeyou.
A:
Thankyou.
B:
Wellfromyourcard,Icanseeyouspecializeinoil-drillingequipment.
A:
Yes.Asamatteroffact,wehavebeeninthislineforabout20years.Ouroil-drillingtoolsandequipmentareexportedtomanycountriesandwarmlyreceivedamongthem.ThusIhopetoconcludesomesubstantialbusinesswithyou.
B:
Recentlywehaveexploredafewnewoverlandandoff-shoreoilfields.Wecouldconsiderbuyingfromyouifthetechnologyincorporatedinyourequipmentidadvancedandthetradetermsarefavorable.
A:
Ibroughtyouaseriesofcataloguesformylatestmodels.AndIcanansweranytechnicalquestionsaboutcommodities.
B:
OK.Iwillstudyyourcataloguefirst.
…
B:
I’minterestedinsomeoftheitemsinyourcatalogues.IthinktheywillbesaleableinChina.Hereisalistofmyrequirements,forwhichI’dliketohaveyourbestCIFShanghaiprice.
A:
Thankyouforyourinquiry.Wouldyoutellmethequantityyourequiresothatwecanworkouroffers?
B:
I’lldothat.Meanwhile,wouldyoutellmeanindicationoftheprice?
A:
OK.HereareourCIFpricelists.Allthepricesinthelistsaresubjecttoourfinalconfirmation.
B:
Whataboutdiscount?
Iusuallygetadiscountfromothersuppliers.It’sthegeneralpractice.
A:
Ifyourorderislargeenough,Iwillconsiderit.Shallwediscussthiswhenyouplaceorderwithme?
B:
OK.
Chapter4OfferandCounter-offer
Dialogue2
A:
Let’sgetdowntobusinessnow.
B:
Yes,thatwillbefine.I’vecomeaboutyourofferforHaierAirConditioners.
A:
Wehavetheofferreadyforyou.It’ssomethinglikethat:
1000HaierAirConditioners300poundssterlingperconditioner,CIFEuropeanmainports,forshipmentinJune,2010.Sincethemarketisadvancingtoday,thepriceweofferyouisthebest,Ibelieve.
B:
But1000isnotenough,I’mafraid.LastyearIordered1000,butthewholethingwasrapidlysoldoutinlessthanthreemonths.AsI’msurewecandobetterthisyear,Ihopeyoucanoffermeatleast3000conditioners.
A:
Astheconditionersareingreatdemandbothathomeandabroad,1000isthemostIcanofferatpresent.
B:
Ifyoucan’tsupplyourneedtothefull,ourcustomerswillturntoothersuppliersfortheirrequirements.Canyousupplymeanother1000conditioners?
A:
Well,we‘lltryourbesttosatisfyyourdemandfortheadditional1000conditioners.
B:
Allright.I’lltake2000conditionersthistime.ButIhopeyoucouldsupplytheother1000whenthenextsupplycomesin.
A:
We’llgetintouchwithyouwhenoursupplypositionimproves.
Dialogue3
A:
Couldyougiveussomeideasaboutyourpriceonfancysilks?
(印花丝绸)
B:
Wehaveofferreadyforyou.Letmesee.Yes,hereisourpricesheet.
A:
Afterreadingthesheet,Ihavetosayyourpricehassoared(飙升)!
Itisalmost20%higherthanlastyear’s.itwouldbeimpossibleforustopushanysalesatsuchaprice.
B:
I’malittlesurprisedtohearyousaythat.Youknowverywellthatthemarketpriceforfancysilkshasgoneupagreatdealrecently.Andweconsideritarock-bottomprice.
A:
I’mafraidIcan’tagreewithyouthere.Franklyspeaking,thepriceyouoffercomparesveryunfavorablywithquotationswecangetelsewhere,Japan,forinstance.
B:
Butifyoutakequalityintoconsideration,youwillseethepriceisfairandreasonable.
A:
Iadmitthatyoursisofbetterquality,buttheremustnotbeatoowidegapbetweenthepriceofandothersuppliers,justbecauseofalittlebetterquality.
B:
We’llconsideryoursuggestionandhaveaninternaldiscussion.
A:
Pleasehaveadiscussion.Afteryouthinkitover,pleaserenewyourlatestofferonus.
B:
Sure,Iwill.
Dialogue4
A:
HereisourpricesheetonanFOBbasis.Thepricearegivenwithoutengagement.
B:
Good,ifyouexcuseme,I’llgooverthesheetrightnow.
A:
Takeyourtime.
(Afterseeingthepricesheet)
B:
Icantellyouataglancethatyourpricesareonthehighside.
A:
I’msurprisedtohearyousaythat.Youknowthecostofproductionhasgoneupinrecentyears.
B:
Weonlyaskyourpricebecomparabletoothers’.That’sreasonable,isn’tit?
A:
Oh,inordertogetthebusinessdone,wecanconsidermakingsomeconcessiononourprice.Butfist,youwillhavetogivemeanidesofthequantityyouwishtoorderfromus,sothatwecanadjustourpriceaccording.
B:
Thesizeofourorderdependsgreatlyontheprices.Let’ssettletheproblemfirst.
A:
Allright.AsIhavesaid,ifyourorderislargeenough,wearereadytoreduceourpricesby20%.
B:
WhenIsayyourpricearereallytoohigh,Idon’tmeantheyarehighermerelyby10or20percent.
A:
Howmuchdoyoumeanthen?
Canyougivemearoughidea?
B:
Toconcludethisdeal,I’dsayareductionofatleast60%wouldhelp.
A:
Howcanyouexpectustomakeareductiontothatextent?
B:
Ithinkyouareaswell-informedasIaboutthemarketforChinesetea.It’sneedlessformetopointoutthatsupplyexceedsdemandatpresentandthissituationislikelytocontinueforalongtimeyet.Whydon’tyoucallyourhomeofficeandseewhattheywillsay?
A:
Allright.Iwill.
Chapter5order
DialogueOne
A:
Ithasalwaysbeenmygreatpleasuretomeetandtalktomyoldfriend.
B:
Likewise.WhatcanIdforyouthistimethen?
A:
AccordingtotheChineseproverb“Onewouldn’tcometoatreasurehouseifhedoesn’thaveapurpose(无事不登三宝殿)”,Icomehereinordertoimport25tonsofpenicillinGpotassiumcrude(青霉素G钾工业盐),anditwillbehighlyappreciatedifyoucouldgiveusyourfirmandfavorablequotationfortheitem.
B:
Itwillbeagreathonorforustoserveyourbusiness.However,wemayhavetoexplainthatwecouldhardlysupplyyouwiththeproductdirectlyatpresent.
A:
Why?
B:
Sinceweareconfinedbytheexclusiveagentagreement(独家代理协议)withABCCompanyinCanada.
A:
Well.WouldyouliketodothebusinesswithourestablishedtradingcompanyinHongKong,andthatwillchannelyourproductintoCanada,andelude(躲避)the
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