商務談判英文范例

1、A French trading company decides to import the sensor tap,from China.Mr sun of the China Import and Export Corporationholds a talk with Mr Henri Durand,agent of a French company.Scene one：Telephone InquiriesSun:Hello, Yocoss company, whats can I do for you?Duu:Hello,I find your company in Alibaba,an

2、d I want to buy one sample of the Sensor tap,whats the price of the model C721B?Sun:Ok, the price is USD100 of that model, and also Id like to send some details of this model to you, may I have your email?Scene two: Arrange visit schedule Sun:Its a pleasure to meet you,Mr Duu. Duu:Glad to meet you t

3、oo.Sun:We have come to make sure that your stay in Beijing is a pleasant Duu:Why,thank going out of your way for us,I believe.Sun:Not at all.After all,is your first trip here and wd like you to feel at home.If theres anything special you can always tell us.Duu:Thank you. The room servie here is quit

4、e good and we like the Sun:Im glad you find the hotel service satisfactory.Duu:Yes,I do.Were you thinking of any particular place yu wanted to take us to? Sun:Well,we had the Summer Palace in mind.Duu:The summer residence of the Empress Dowager?That would be so much about it.How about it.sve heardSu

5、n:Well,so long as we know what each othrs requirements are and we dot getbogged down on details.Im sure the talks will progress as planned. Duu:Well,for our do our best to make everything smooth sailing. Sun:Thank you.Of all goes well be able to wind up our talks the day tomorrow.Duu:I hope so.Anywa

6、y well do our best.Scene three:Price discussionDuu:Im glad to have the opportunity ofwisting your corporation.I hope we can do business together.Sun:Itsagreatpleasuretomeetyou,MrDuu.Ibelieveyouhaveseenourexhibits in the show room.What is it in particular interested in?Duu:m interested in the sensor

7、tap of the model C721B.ve seen the exhibits and studied your catalogues.I think some of the items will find a ready market French.Heres a list of requirements.Id like to have your lowest quotations.Sun:Thank you for your inquiry.Would you tell us what quantity you require so that we can work out the

8、 offers.Duu:Ill do that.Meanwhile,could you give me an indication of the price. Sun:Here are our CIF price.All the prices in the lists are subject to our confirmation.Duu:What about the commission?FromEuropeansuppliersI usuallyget a 3 to 5 percentCommission for my imports.Its the general practice.Su

9、n:Asarulewedonotallowanycommission.Butiftheorderisasizableone,well consider it.Duu:You see, I do business on a commission basis.A commission on your price make it easier for me to promote sales.Even 2 or 3 percent would help.Sun:Well discuss this when you place your order with us.When shall I hear f

10、rom you?Duu:Ok.Next Friday.Duu:Ive come about your offer for bristles.We intend to 1000 dozen sensor taps. Sun:I have here our price sheet on an FOB basis.The prices are given without engagement.Duu:Good.If youll excuse me,Ill go over the sheet right now. Sun:Take your time,please.Duu:I can tell you

11、 at a glance that your prices are much too high.Sun:This is our rock-bottom price,Mr Duu.We cant make any further concessions. Duu:If thats the case,theres not much point in further discussion.We might as well call the whole deal off.Sun:What I mean is that too great.ll never be able to come down to

12、 your price.The gap isDuu:Ithinkitunwiseforeitherofustoinsistonhisownprice.Howaboutmeeting each other half way and each makes a further concession so that business can concleded?Sun:What is your proposal?Duu:Your unit price is 100 dollars higher than we can accept.When I suggested we meet each other

13、 half way,I miant it literally.Sun:Do you mean to suggest that we have to make a further reduction of 50 dollars in our price?Thats impossible!Duu:What would you suggest?Sun:Thebestwecandowillbeareductionofanother30dollars.Thatlldefinitely be rockbottom.Duu:Thatstillleavesagapof20dollarstobecobered.

14、Letsmeeteachotherway once more,then the gap will be closed and our business completed.Sun:You certainly havea way of talking me into it.All right,Les meet half again.Ok,USD60 per FOB Dalian,1000 dozen in total.Duu:Im glad come to an agreement on price.Scene Four:Payment and deliveryDuu:Well,weve set

15、tled the question of price,quality and quantity.Now what about the terms of payment?Sun:Weonlyacceptpaymentbyirrevocableletterofcreditpayableagainstshipping documents.Duu:I see. Could you make an exception and accept D/A or Sun:Im afraid not.We insist on a letter of credit.Dun:Totellyoufrankly,alett

16、erofcreditwouldincreasethecostofmyimport.When Iopenaletterofcreditwithabank,Ihavetopayadeposit.Thatlltieupmymoney and add to my cost.Sun;Consultyourbankandseeiftheywillreducetherequireddeposittoaminimum. Dun:Still,there will be bank charges in connection with the credit.It would help me greatly if y

17、ou would accept D/A or D/P.You can draw on me just as of there aletter of credit.It makes no great difference to you,but it does to me.Sun:Well,Mr Duu,you must be aware that an irrevocable letter of credit gives exportertheadditionalprotectionofthebankersguarantee.WealwaysrequireL/C for our exports.

18、And the other way round,we pay by L/C for our imports.Duu:To meet you half-wayy,what do you say to 50% by L/C and the balance by Snu:Im sorry,Mr Duu.As said,we require payment by L/C.Duu:OK. We accepted.Duu:Well,Mr Sun,weve settled everything in connection with this transaction except the question o

19、f payment in Renminbi.Now,can you explain to me how to payment in Renminbi?Sun:ManyofourfriendsinEngland,France,Switzerland,ItalyandGermanyarefor our exports in Chinese currency.It is quite easy.Duu:Iknowsomeofthemaredoingthat.Butthisisnewtome.Ivenevermadepayment in Renminbi before.It is convenient

20、to make payment in pounds sterling,but I have some difficulty in making payment in Renminbi.Sun:Many banks in Europe now carry accounts in Renminbi with the Bank of China,Beijing.They are in a position to open letters of credit and effect payment inRenminbi.Consultyourbanksandyoullseethattheyareread

21、ytoofferyouthis service.Duu:Do you mean to say that I can open aletter of credit in Renminbi with a bank in Paris.Sun:Sureyoucan.Severalof thebanksinParis,suchas theBankofChina,theNational Westminster Bank and so on,are in a position to open letters of credit in Renminbi.Theyll do so against our sal

22、es confirmation or contract.Duu:Isee.Illgladwehavesettledthetermsofpayment.Bytheway.whendoIto open the L/C if Iwant the goods to be delivered in September.Sun:A month before the time you want the goods to be delivered. Duu:Is it possible to effect shipment during September?Sun:I dont think we can.Du

23、u:Then when is the earliest we can expect shipment? Sun:By the middle of October,I think.Duu:Thats too late.You see,November is the season for this commodity in market,and our Customs formalities are rather complicated.Sun:I understand.Duu:Besides,theflowthroughthemarketingchannelsandtheredtapeinvol

24、vedtake at least a couple of weeks.Thus,after shipment it will be four to five weeks altogether before the goods can reach our retailers.The goods must therefore shipped before October,otherwise we be in time for the selling season. Sun:Butourfactoriesarefullycommittedforthethirdquarter.Infact,manyo

25、fclients are placing orders for delivery in the fourth quarter.Duu:Mr Sun,you certainly realize that the time of delivery is a matter of importancetous.Ifweplaceourgoodsonthemarketatatimewhenallotherimporters have already sold their goods at rpfotab;e prices,we shall lose out.Sun:I see your point.Ho

26、wever,we have done more business this year than any of the previous years.Im very sorry to say that we cannot advance the time of delivery. Duu:Thats too bad,but I do hope you will give our request your specia consideration.Sun:You may take it from me that the last thing we want to do is to disappoi

27、nt a customer.But the fact remains that our manufacturers have a heavy backlog on their hands.Duu:Could you possibly effect shipment more promptly?Sun:Getting the goods ready,making out the documents and booking the shipping spaceall this takes time,you know.You cannot expect us to make delivery in

28、less than a month.Duu:Verywell,MrSun.Illnotreducemyorder.Illnotreducemyorder.Illthefullquantityyouoffer.AndIllarrangefortheL/Ctobeopenedinyourfavour as soon as I get home.Sun:When will that be?Duu:Early next month.In the meantime,I should be very pleased if you would get everything ready.I hopethat

29、the goods can be dispatched promptly aftou get L/C.Whats your last word as to the date then?Sun:I said by the middle of October.This is the best we can promise.Duu:All right.Ill take you at your word.May I suggest that you put down in thecontracshipment on October 15 or early October.?Our letter of

30、vredit will be openedSun:Good.Lets call it a deal.Well do our best to advance the shipment to September.The chances are that some of the other orders may be cancelled.But of course you cannot count on that.In any case,well let you know by cable.Duu:Thats very considerate of you.Sun:Youcanrestassured

31、ofthat.Wellbookyourorderandinquirefortheshipping space now so that shipment can be effected within two of three weeks of receiving of your L/C.Duu:Thatll be fine.I appreciate your cooperation.Sun:Verygood.Well,thankstoyourcooperation.Ourdiscussionhasbeenverypleasant andfruitful.Isincerelyhopethatthe

32、volumeoftradebetweenuswillbeevengreater in the future.Duu:Naturally.Now that everything is settled,les have a cup of tea,and get minds off business for a change.Scene five:InsuranceDuu:Now,shall we discuss the insurance terms?Sun:We generally insureW.A.on a CIF offer.Special risks,such as TPND,leaka

33、ge,breakage,oil,freshwater,etc.,can also be covered upon request. Duu:Isuppose the additional premium for the special coverage is for the buyr account.Sun:Quite right.According to the usual practice in international risks are not covered unless the buyer asks for them.Duu:Then what about SRCC?Can we

34、 request you to cover this for our imports? Sun:Yes,we accept it now after it has been suspended for many years.However,if you want to have it covered for your imports at your end,you may arrange the insurance as you like.Duu:Then please cover W.P.A.andTPND for this transaction. Sun:All right.Scene six:AcceptanceSun:Payment by L/C,to be opened by the buyer 15to 20 days prior to the d