商務(wù)談判英文

1、商務(wù)談判英文.txt大悲無淚,大悟無言,大笑無聲。我們手里的金錢是保持自由的一種工具。女人在約會前,一定先去美容院;男人約會前,一定先去銀行。Visiting A Factory參觀工廠A: If you are staying here for a few days, wed be delighted to see you at our factory. B: Its very kind of you to say so. My associate and I will be interested in visiting your factory.A: Let us know when yo

2、u are free. Well arrange the tour for you.B: Thank you. Ill give you a call this afternoon to set the time. Theres nothing like seeing things with ones own eyes.A: Thats for sure. Youll know our products better after the visit.- 如果你要在這里呆幾天的話,我們很高興你能到我們工廠來看看。- 謝謝您的盛情。我的搭檔和我很想?yún)⒂^你們的工廠。- 請告訴我們你們什么時(shí)候有空,我

3、們好作安排。- 謝謝。今天下午我會給你電話以確認(rèn)時(shí)間。再沒有比親自去看看更好的了。- 的確如此。參觀后你會對我們的產(chǎn)品更了解。A: Ill show you around and explain the operation as we go along.B: Thatll be most helpful.A: That is our office block. We have all the administrative depart- ments there. Down there is the research and development section.B: How much do

4、you spend on development every year?A: About 3-4% of the gross sales.B: Whats that building opposite us?A: Thats the warehouse. We keep a stock of the faster moving items so that urgent orders can be met quickly from stock.B: If I placed an order now, how long would it be before I got delivery?A: It

5、 would largely depend on the size of the order and the items you want.- 我陪你到各處看看,邊走邊講解生產(chǎn)操作。- 那太好了。- 那是我們的辦公大樓。我們所有的行政部門都在那里。那邊是研發(fā)部。- 你們每年在科研上花多少錢?- 大約是總銷售額的3%到4%。- 對面那座建筑是什么?- 那是倉庫,存放周轉(zhuǎn)快的貨物,這樣有急的訂貨時(shí),就可以立刻交現(xiàn)貨。- 如果我現(xiàn)在訂購,到交貨前需要多長時(shí)間?- 那主要得看訂單大小以及你需要的產(chǎn)品而定。 A: How large is the plant?B: It covers an area o

6、f 75,000 square meters.A: Its much larger than I expected. When was the plant set up?B: In the early 70s. Well soon be celebrating the 30th anniversary.A: Congratulations!B: Thank you.A: How many employees do you have in this plant?B: 500. Were running on three shifts.A: Does the plant work with eve

7、rything from the raw material to the finished product? B: Our associates specializing in these fields make some accesso- ries. Well, here were at the production shop. Shall we start with the assembly line?A: Thats fine.- 這個(gè)工廠有多大?- 面積有七萬五千平方米。- 比我想象的要大多了。什么時(shí)候建廠的?- 七十年代初期。我們很快要慶祝建廠三十周年了。- 祝賀你們。- 謝謝。-

8、這個(gè)工廠有多少員工?- 五百個(gè),我們是三班制。- 從原料到成品都是工廠自己生產(chǎn)嗎?- 有些零配件是我們的聯(lián)營單位生產(chǎn)的,他們是專門從事這一行的。好了,我們到生產(chǎn)車間了。咱們從裝配線開始看,好嗎?- 好的A: Put on the helmet, please.B: Do we need to put on the jackets too?A: Youd better, to protect your clothes. Now please watch your step.B: Thank you. Is the production line fully automated?A: Well,

9、not fully automated.B: I see. How do you control the quality?A: All products have to go through five checks in the whole manufacturing process. B: Whats the monthly output?A: One thousand units per month now. But well be making 1,200 units beginning with October.B: Whats your usual percentage of rej

10、ects?A: About 2% in normal operations.B: Thats wonderful. Is that where the finished products come off?A: Yes. Shall we take a break now?- 請戴上安全帽。- 我們還得穿上罩衣嗎?- 最好穿上,以免弄臟你的衣服。請留神腳下。- 謝謝。生產(chǎn)線都是全自動的嗎?- 哦,不是全部自動的。- 哦,那你們?nèi)绾慰刂瀑|(zhì)量呢?- 所有產(chǎn)品在整個(gè)生產(chǎn)過程中都必須通過五道質(zhì)量檢查關(guān)。- 月產(chǎn)量多少?- 目前每月一千套,但從十月份開始每月將為一千二百套。- 每月不合格率通常是多少?-

11、 正常情況下為2%左右。- 那太了不起了。成品從那邊出來嗎?- 是的,現(xiàn)在我們稍微休息一下吧。A: It was very kind of you to give me a tour of the place. It gave me a good idea of your product range.B: Its a pleasure to show our factory to our customers. Whats your general impression, may I ask?A: Very impressive, indeed, especially the speed of

12、your NW Model.B: Thats our latest development. A product with high performance. We put it on the market just two months ago.A: The machine gives you an edge over your competitors, I guess.B: Certainly. No one can match us as far as speed is concerned.A: Could you give me some brochures for that mach

13、ine? And the price if possible. B: Right. Here is our sales catalog and literature.A: Thank you. I think we may be able to work togeth er in the future.- 謝謝你們陪同我看了整個(gè)工廠。這次參觀使我對你們的產(chǎn)品范圍有了一個(gè)很好的了解。- 帶我們的客戶來參觀工廠是我們的榮幸。不知道你總體印象如何?- 很好,尤其是你們的NW型機(jī)器的速度。- 那是我們新開發(fā)的產(chǎn)品,性能很好。兩個(gè)月前剛投放市場。- 和你們的競爭對手相比,我想這機(jī)器可以讓你們多占一個(gè)優(yōu)勢

14、。- 當(dāng)然。就速度而言,目前沒有廠家能和我們相比。- 能給我一些那種機(jī)器配套的小冊子嗎?如有可能,還有價(jià)格。- 好的。這是我們的銷售目錄和說明書。- 謝謝。我想也許將來我們可以合作About Products 產(chǎn)品問題B: Please let us know the quantity required so that we can work out the premium and freight charges.A: Im going to place a trial order for 1,000 units of a dozen fireworks and 500 cartons of

15、mosquito coil incense.A: Your price is reasonable but I wonder if you would give us a discount. You know for the products like yours we usually get 2% or 3% discount from European suppliers. B: We usually offer on a net basis only. Many of our clients have been doing very well on this quoted price.-

16、 我對你們所有的產(chǎn)品都感興趣,但這次我想購買煙火和蚊香。請報(bào) CIF仰光到岸價(jià)。- 請你說明需求數(shù)量,以便我們計(jì)算出保險(xiǎn)費(fèi)和運(yùn)費(fèi)。- 我們打算試訂一千打煙火和五百箱蚊香。- 好吧!這是我們的FOB價(jià)目表。所有的價(jià)格都以我方最后確認(rèn)為準(zhǔn)。- 你方的價(jià)格很合理,但我想知道你們能否給一個(gè)折扣?像這樣的商品,我們通常從歐洲供貨商那里得到百分之二到百分之三的折扣。- 我們通常只報(bào)凈價(jià)。我們的許多客戶在這個(gè)報(bào)價(jià)上都做得很好A: Discounts will more or less encourage us to make every effort to push sales of your produc

17、ts.B: The quantity you ordered is much smaller than those of others. If you can manage to boost it a bit, well consider giving you a better discount.A: As far as a trial order is concerned, the quantity is by no means small. And generally speaking, we like to profit from a trial order. I hope youll

18、be able to meet our requirements.B: Well, as this is the first deal between us, we agree to give you an one-percent discount as a special encouragement.A: 1%? Thats too low a rate. Could you see your way to increase it to 2%?B: Im afraid we have really made a great concession, and could not go any f

19、urther. A: It seems this is the only proposal for me to accept. Ill come again tomorrow todiscuss it in detail.B: All right. See you tomorrow.- 折扣或多或少能給我們一些鼓勵(lì),能使我們更加努力地推銷貴方的產(chǎn)品。- 你們訂的數(shù)量比其他客戶少很多。如果你們能試著增加一點(diǎn)數(shù)量,我們會考慮給予適當(dāng)折扣。- 做為試購,這個(gè)數(shù)量絕不算少了。一般來說,試購總應(yīng)得到些利潤,希望你方能滿足我們的要求。- 由于這是我們的第一次交易,我們同意作為特殊照顧給予你們百分之一的折扣

20、。- 百分之一?那太少了。能不能想辦法增加到百分之二?- 恐怕不行了,我們確實(shí)已做出了很大讓步,無法再增加了。- 看來,這是我唯一能接受的條件了。明天我再來和你們討論細(xì)節(jié)問題。- 好吧!明天見。Price 價(jià)格B: Good, if youll excuse me, Ill go over the sheet right now.A: Take your time.B: I can tell you at a glance that your prices are much too high.A: Im surprised to hear you say so. You know that t

21、he cost of pro- duction has been skyrocketing in recent years.B: We only ask that your prices be comparable to others. Thats reasonable, isnt it?A: Well, to get the business done, we can consider making some concessions in our price. But first, youll have to give me an idea of the quantity you wish

22、to order from us, so that we may adjust our prices accordingly.- 這是我們船上交貨價(jià)的價(jià)目單。所報(bào)價(jià)格沒有約束力。- 很好。如果可以,我馬上把價(jià)目單看一遍。- 請便。- 我一看這份價(jià)目單就知道你們的價(jià)格太高了。- 你這么說我很吃驚。你知道近年來生產(chǎn)成本迅速上漲。- 我們只要求你方的價(jià)格能和別人差不多就行了。這個(gè)要求很合理,對不對?- 好吧,為了成交,我們可以考慮作些讓步,不過要請你先說明大概要訂購多少,以便我們對價(jià)格作相應(yīng)的調(diào)整。B: The size of our order depends greatly on the pri

23、ces. Lets settle that matter first.A: Well, as Ive said, if your order is large enough, were ready to reduce our prices by 2 percent.B: When I say your prices are much too high, I dont mean they are higher merely by 2 or 3 percent.A: How much do you mean then? Can you give me a rough idea?B: To have

24、 this business concluded, I should say a reduction of least 10 percent would help.A: Impossible. How can you expect us to make a reduction to that extent?B: I think you are as well - informed as I am about the market for chemical fertilizers. Its unnecessary for me to point out that sup- ply exceeds

25、 demand at present and that this situation is apt to continue for a long time yet. May I suggest that you call your home office and see what they have to say?A: Very well, I will.- 我們要訂的數(shù)量很大程度上取決于價(jià)格,就讓我們先解決價(jià)格問題吧。- 好吧,如果你們的訂貨數(shù)量很大,我們準(zhǔn)備減價(jià)百分之二。- 我說你們的價(jià)格太高,并不是說僅僅高出百分之二或三。- 那么你說是多少呢?能不能說一個(gè)大概的數(shù)字?- 為了促成交易,我

26、認(rèn)為大約給百分之十的折扣才行。- 不可能,你怎么能要求我們給那么大的折扣呢?- 有關(guān)化肥的行情,我想你和我一樣都很了解。用不著我來指出,目前的情況是供過于求,而且這種情況還要延續(xù)很長一段時(shí)間。我建議你打個(gè)電話給你們公司,看看他們有什么意見?- 好吧,我打個(gè)電話問問。Counteroffer 還盤A: Mr. Brown, lets have your firm offer now.market price.A: Im afraid I disagree with you there. We have quotations from other sources too. And, as you

27、well know, we mainly rely on our own resources. Our own chemical industry has expanded rapidly. We import a certain amount of chemical fertilizer only when the price is reasonable.B: Well, then, whats your idea of a competitive price?A: Mr. Brown, you no doubt have wide contacts. I dont think I have

28、 to stress that our counter - offer is well founded. It is in line with the international market. B: I dont see how I can pull this business through, Mrs. Wang. Lets meet each other half way. Mutual efforts will carry us a step forward.- 布朗先生,現(xiàn)在給我們報(bào)實(shí)盤吧。- 好的。這是我們的報(bào)盤:每噸310法郎,馬賽船上交貨價(jià)。你會注意到我們的價(jià)格比目前市價(jià)低很多

29、。- 恐怕我不能同意這一點(diǎn)。我們也接到了其他地方的報(bào)盤。你知道,我們主要靠自己的貨源供應(yīng),我國的化工工業(yè)已迅速擴(kuò)大。只有在價(jià)格合理時(shí),我們才進(jìn)口部分化肥。- 那好吧,你認(rèn)為什么價(jià)格具有競爭力?- 我們都是在互利的基礎(chǔ)上做交易,我建議每公噸馬賽船上交貨價(jià)為 270法郎左右。- 很遺憾,我們的價(jià)格與你方還盤差距太大了,恐怕不可能接受你們的還盤。- 毫無疑問,布朗先生,你們的聯(lián)系很廣泛,我無須再三說明我們的還盤是很有根據(jù)的。它符合國際市場的行情。- 王小姐,我不知道怎樣才能把這生意做成。我們各讓一半吧,共同努力才能使我們前進(jìn)一步。A: Now Mr. Brown, what we have give

30、n is a fair price.B: Well, hows this? We accept your price provided you take the quantity we offer. A: Im surprised, Mr. Brown. Wouldnt it be better to settle on theprice first before going on to the quantity? If you accept our counteroffer, well advise our users to buy from you.B: Then perhaps you

31、could give me a rough idea of the amount needed?A: Itll be somewhere around 50,000 tons.A: Im glad we have brought this transaction to a successful conclusion.B: I appreciate your efforts and cooperation and hope that this will be the forerunner of other transactions in future.A: Thank you. Well be

32、waiting for your confirmation.- 布朗先生,我們出的價(jià)格是公平合理的。- 這樣辦好不好:如果你方接受我們的數(shù)量,我們就接受你方的價(jià)格。- 布朗先生,你這么說出乎我的意料。在討論數(shù)量前,我們先解決價(jià)格問題不更好嗎?如果你接受我們的還盤,我們就推薦用戶向你方購買。- 那么也許你可以給我一個(gè)大概的數(shù)量?- 大約五萬噸左右。- 好吧,王小姐,作為友誼的表示,我們接受你方對五萬噸硫酸銨的還盤,即每公噸馬賽船上交貨價(jià)270法郎。- 我很高興,我們已成功地達(dá)成了交易。- 我感謝你方的努力和合作,并希望這筆交易將只是今后更多交易的開始。- 謝謝你,我們等待你方的確認(rèn)。Insura

33、nce 保險(xiǎn)A: Good afternoon, Mr. Brown. My appointment was at 4 oclock, wasnt it?B: Yes, Mrs. Wang. We have been expecting you. Mrs. Wang, this is Mr. Jordan of the Peoples Insurance Company of China. He has come to explain the unfortunate affair about the insurance.A: Thank you for coming. Mr. Brown, a

34、s you may recall, theFebruary consignment arrived at Manila seriously damaged. The loss through breakage was over 30% of the consignment. Weve presented a claim to the underwriters through your firm, but the insurance company refused to admit liability, as there was no insurance on breakage. We natu

35、rally were not satisfied with such a reply.B: I should like to hear what Mr. Jordan has to say about it. You know of course that we, the sellers, are merely acting as mediators in this matter. The Insurance Company is responsible for the claim, as far as it is within the scope of coverage.J: Thats j

36、ust the point. The loss in question was beyond the- 是的,王小姐。我們一直在等你。王小姐,這位是中國人民保險(xiǎn)公司的喬丹先生。他是來解釋這次不幸事件的保險(xiǎn)問題的。- 謝謝你來。布朗先生,你也許記得,二月份發(fā)運(yùn)到馬尼拉的那批貨物破碎嚴(yán)重。破碎損失超過這批貨物的百分之三十。我們已通過你們公司向保險(xiǎn)公司提出了索賠,但保險(xiǎn)公司以沒投保破碎險(xiǎn)為由,拒絕承擔(dān)責(zé)任。我們當(dāng)然對這種回答不滿意。- 我想聽聽喬丹先生對此有什么看法。當(dāng)然,你是知道的,我們賣方對這種事只是個(gè)調(diào)解人。只要在保險(xiǎn)責(zé)任范圍內(nèi),保險(xiǎn)公司就應(yīng)負(fù)賠償責(zé)任。- 問題就在這里。你說的損失并不包括在我

37、們承保的責(zé)任范圍之內(nèi)。根據(jù)你們的要求,我們出具了投保水漬險(xiǎn)的保險(xiǎn)憑證,但沒提及到破碎險(xiǎn)。我們曾打電話給輕工業(yè)品公司陶瓷品部,但他們說,客戶并未要求投保破碎險(xiǎn)。A: Mr. Brown, our import license only ran up to the middle of February, consequently we were not able to extend the validity of the letter of credit. But we presume thatthe wording of our L/C implies covering the risk of

38、breakage. Besides, when I take a W.P. A. insurance, that is, with particular average, I should think the risk of breakage is a par ticular average, isnt it?J: Not every breakage is a particular average. It is a particular aver- age when the breakage results from natural ca lam i ties or mar i time a

39、ccidents, such as stranding and sinking of the car ry ing vessel, or is attributable to fire, explosion or collision. If none of these conditions occur, break age is often considered as an or di nary loss and rep re sents what we call ?inherent vice or nature of the subject matter insured? which is

40、outside the scope of the coverage.- 信用證只要求投保“綜合海運(yùn)險(xiǎn)”。我想要指出的是,我們的價(jià)格沒把任何特殊險(xiǎn)計(jì)算在內(nèi),所以我們只投保了通常的水漬險(xiǎn),而讓我們的客戶自行辦理破碎險(xiǎn)事宜。由于信用證兩天內(nèi)就要到期,來不及寫出更詳細(xì)的說明。如果信用證的有效期長一點(diǎn)的話,我們就會有時(shí)間把事情徹底說清楚。- 布朗先生,我們進(jìn)口許可證的有效期到二月中旬截止,因此我們無法延長信用證的有效期。但是我方認(rèn)為信用證的措辭包含了投保破碎險(xiǎn)。此外,當(dāng)我投保水漬險(xiǎn)時(shí),那就是對單獨(dú)海損要負(fù)責(zé)賠償,我想破碎險(xiǎn)是屬于一種單獨(dú)海損,對不對?- 并不是所有破碎險(xiǎn)都是屬于單獨(dú)海損。只是由于自然災(zāi)害

41、或意外事故所造成的破碎,如貨船擱淺與沉沒,或歸因于著火、爆炸、或碰撞所引起的破碎才算是屬于單獨(dú)海損。如果沒有發(fā)生上述事故,破碎便常被認(rèn)為是一種普通損失,也就是我們所說的,由于“貨物內(nèi)在缺陷或特性”所引起的損失,不屬于承保范圍之內(nèi)。A: But the risk of breakage is covered by marine insurance, isnt it?J: Certainly, but it is a usual practice to make specific mention in the insurance policy or certificate that the ris

42、k of breakage is included. The inclusion of this special risk will be subject to an additional premium that will normally be higher than the basic insurance for the ordinary marine risks. The rate for such risk will vary accord- ing to the kind of commodity, or, as in ceramics, according to the frag

43、ility of the goods. I think you must know all about that.A: Well, I have heard something about it but I cant say that it is very clear to me. I must admit Im a layman as far as insurance is concerned.J: Then let me explain this insurance.B: Mrs. Wang, would you care for a cup of tea? Or some coffee?

44、A: Thank you. A cup of tea would be nice. And now, let me hear more about the problem of insurance.- 但破碎險(xiǎn)是包括在海洋運(yùn)輸貨物險(xiǎn)之內(nèi),對不對?- 當(dāng)然,可是按照通常慣例要在保險(xiǎn)單或保險(xiǎn)憑證上特別注明破碎險(xiǎn)包括在內(nèi)。包括這種特別險(xiǎn)就必須附加保險(xiǎn)費(fèi)。這種保險(xiǎn)費(fèi)一般要比通常的海洋運(yùn)輸貨物險(xiǎn)的基本險(xiǎn)高。這類險(xiǎn)別的保險(xiǎn)費(fèi)率將根據(jù)貨物種類,比如陶瓷器,根據(jù)貨物的易脆性而有所不同。我想這些你應(yīng)該都知道。- 哦,我聽說過一些,但我不能說很清楚。我得承認(rèn),就保險(xiǎn)而言,我是個(gè)外行。- 那我來解釋一下這種保險(xiǎn)吧。

45、- 王小姐,想喝杯茶呢還是咖啡?- 謝謝,來杯茶倒挺好的?，F(xiàn)在,我還想再聽聽關(guān)于保險(xiǎn)的問題W: Do I understand that All Marine Risks means less than All Risks?J: The English understand by marine risks?only risks incident to transport by sea, such as collision, stranding, fire, pen e tra tion of sea water into the holds of the ships, etc. In othe

46、r words, under ?all marine risks? recoverable loss will only be con fined to those arising from perils of the sea and maritime accidents only. The all risks?coverage will admit all losses occurring at any time throughout the whole currency of the coverage, irrespective of whether they are caused by

47、accidents at sea or on land. In this sense, all marine risks provides a more limited cover than all risks?- 那么,“一切海洋運(yùn)輸貨物險(xiǎn)”是否意味著比“一切險(xiǎn)”范圍狹一些呢?- 英國人對“海洋運(yùn)輸貨物險(xiǎn)”只理解為海運(yùn)中的意外風(fēng)險(xiǎn),諸如船舶碰撞、擱淺、起火、海水侵入船艙等。換句話說,投?！耙磺泻Ｑ筮\(yùn)輸貨物險(xiǎn)”,其損失的賠償只限于因海上災(zāi)難和海運(yùn)意外事故所引起的損失。而?！耙磺须U(xiǎn)”,在全部承保期內(nèi)的任何時(shí)期,不論海上或陸上所產(chǎn)生的意外事故,其全部損失都予以賠償。在這個(gè)意義上,“一切海洋運(yùn)輸貨物

48、險(xiǎn)”比“一切險(xiǎn)”所承保的責(zé)任范圍更為有限。- 我懂了。另外一件事我現(xiàn)在還不明白的是,?！八疂n險(xiǎn)”有什么好處。我原以為“水漬險(xiǎn)”應(yīng)包括全部主要風(fēng)險(xiǎn),而根據(jù)你所說的,它的承保責(zé)任卻是很少。徒有其名,而沒有本質(zhì)意義。那么,“水漬險(xiǎn)”與“平安險(xiǎn)”有什么區(qū)別呢?- 王小姐,這是一個(gè)經(jīng)常被人忽略的問題。這是個(gè)很普通卻又是個(gè)很錯(cuò)誤的想法,那就是商人投保了“水漬險(xiǎn)”,便以為足以保障其利益不受損失?？峙聸]別的錯(cuò)誤比這個(gè)更有損他自己的利益的了。- 很有意思。我得承認(rèn),以往我總認(rèn)為投保了“水漬險(xiǎn)”就夠了;而且以為破碎引起的種種損失也包括在內(nèi)。我知道“平安險(xiǎn)”并不包括消費(fèi)品的種種損失,但我確實(shí)以為“水漬險(xiǎn)”比“平安險(xiǎn)

49、”承保的范圍更大。- 確實(shí)是這樣。“水漬險(xiǎn)”與“平安險(xiǎn)”是有些不同?！捌桨搽U(xiǎn)”條款不包括單獨(dú)海損性質(zhì)的部分損失,而“水漬險(xiǎn)”條款當(dāng)超過事先商定的百分比時(shí),則包括此類損失。這是“水漬險(xiǎn)”與“平安險(xiǎn)”唯一不同之處。除此之外,“平安險(xiǎn)”條款所承保的責(zé)任與“水漬險(xiǎn)”條款所承保的責(zé)任差不多相同。因?yàn)槿f一在運(yùn)輸途中遭遇海上意外事故,諸如擱淺、著火、爆炸或碰撞,這兩種條款都全部賠償單獨(dú)海損的損失。W: I dont mean to annoy you, Mr. Jordan, but I dont quite grasp this. Couldnt you say it in simpler terms?B

50、: Now I know why you often point out to us the wording of some letter of credit which you dont feel happy about. But what are we to do about it? We must keep to the stipulations of the contract and the letter of credit.- 喬丹先生,我并不想讓你生氣,但是我還是不太懂。你能否說得簡單一點(diǎn)?- 喬丹先生,我得說,你已經(jīng)改正了我對保險(xiǎn)的想法。我現(xiàn)在才明白,這比我以前想象的要復(fù)雜多了。

51、- 現(xiàn)在我才知道,你為什么經(jīng)常向我們指出,你對某些信用證的措辭感到不愉快。但現(xiàn)在我們該怎么辦呢?我們一定要遵守合約和信用證的規(guī)定。W: The blame does not only rest with the letter of credit. For an item like ceramics, I think the Light Industrial Products Corporation should have understood from our letter of cred it that we want ed to cover all the risks, including

52、 the risk of breakage.I must say the error was on both sides and I think the loss ought to be shar- ed by both parties, let us say half and half.B: Our price calculation could hardly admit that. Besides, we act ed upon your instructions, so it is not our fault. But in view of our good relationship,

53、well supply you with a favorable offer to com- pensate some of your losses.J: (rising I sincerely hope that you will settle the matter to your mutualsatisfaction.W: It goes without saying that both parties must abide by the con- tract terms that we have agreed upon and signed. This blunder, which is

54、 due to my ignorance, has cost me a pret ty penny.B: We also have learned a lesson from this.B: Well make you an offer tomorrow. Come and see us at 9 a.m.W: Thank you. Tomorrow at 9 then.- 問題不只是信用證。對于陶瓷器來說,我想輕工業(yè)品公司應(yīng)從我們的信用證中領(lǐng)會到我們要保的是“一切險(xiǎn)”,包括破碎險(xiǎn)在內(nèi)。所以我得說雙方都有錯(cuò)誤,我認(rèn)為損失應(yīng)由雙方承擔(dān),我們就對半負(fù)擔(dān)吧。- 我們的計(jì)價(jià)不容許這么做。此外,我們是根

55、據(jù)你們的要求辦理的,所以這不是我們的過錯(cuò)。但鑒于我們之間的良好關(guān)系,我們準(zhǔn)備給你提供一個(gè)優(yōu)惠報(bào)盤,借以補(bǔ)償你方的一些損失。- (站起身來我衷心希望,你們將這件事情解決至雙方都滿意。- 不用說,雙方都必須遵守已經(jīng)同意并已簽署過的合約條款。這次疏忽是由于我的無知,使我損失了不少錢。- 我們也從這件事吸取了教訓(xùn)。- 如你所說,為了賠償一部分損失,可否請你們報(bào)給我們一個(gè)實(shí)盤:五萬塊釉面瓷磚包括破碎險(xiǎn)在內(nèi)、馬尼拉到岸價(jià),11月份裝船?- 我們明天報(bào)價(jià)給你,請?jiān)谏衔缇劈c(diǎn)來吧。- 謝謝,那么明天九點(diǎn)再見。Acceptance 接受B: Mrs. Wang, would you give us an idea

56、 of the price you regard as workable? W: As I said before, your price is so high that we find it difficult to make a bid. We hope you will take the initiative and bridge the gap.B: Just to comply, were ready to reduce the price by 5 percent. I hope this concession of ours will get the ball rolling.W

57、: So do we. Certainly its a step forward on your side. But the gap is still too wide.B: The ball is in your court, Mrs.Wang. What price would you suggest?W: To make your offer workable, I think you should take another step down as big as the one youve just taken.B: That wont do. You see, our profit margin is very narrow. It simply cant stand such a big cut.W: I hate to disappoint you, Mr. Brown, but if thats the case, we have no alternative but to cover ou