商務(wù)英語談判對話模擬(自編)

1、Dialogue2：Negotiation on Commissionand Agency Huang, a Chinese handicraft sales company and MrWhitea salesmanager of a handicraft company in Abuja ， Nigeria are talking about the commissionof agency。Huang: 懷特先生,很興奮見到你.最近怎么樣？ 你做些什么嗎？）Huang.我想是時候爭辯中國北方獨家代理權(quán)的問題了。WhiteYesYour sales performance in the tr

2、ial period is good and the plan ofadvertising and promotion have been well practiced. Your company is qualified forthesoleagencyinnorthofChina(,你們的銷售業(yè)績很好,廣告和） Huang: 太好了。能得到你的認(rèn)可我們很興奮。我們談?wù)劥砗贤募?xì)節(jié)吧？ WhiteYesof course。As we have talked befote, the territory to be covered is thenorth of China。 How about

3、 the commission fee？(好的,當(dāng)然。就像我們從前談過的，代理區(qū)域是中國北方。你收取多少傭金?）Huang: 47%。WhiteThe rateof commissionis toohigh。 The commission fee we provide to other agencies is 5%。If they know we give you a 7% commissionit will be embrassing。,5%。假如他們知道了,就很尷尬了.）Hunag： 我認(rèn)為我們公司的銷售策略和宣揚(yáng)策略都是很好的，這一點可以從我們的銷售業(yè)績中看出來.而且，和其他代理商相比，

4、我們的木雕銷量是最多的。White：There is some truth in what you said， but we can only give you 6%。 （你說的有些道理,但是我們只能給你 6%的傭金.) Huang5000 0。5%的傭金,這樣可以嗎？ White: Ok。 For every 5000 pieces sold in excess of the quote ， you will get 0.5 。 （好吧,5000 0.5的傭金.) Huang：Good。 Thank you for your consideration（） White: 我們會起草合同，假如

5、沒有問題,下午簽字吧？ cooperation between us（好）Dialogue3Negotiation on Packing and Shipment company and Mr. White，a salesmanager of a handicraft company in Abuja, Nigeria are talking about the Packing and Shipment of the wooden sculptures. （Nowthat weve dealt with the question of payment terms, Im wondering i

6、f it s possible toeffectthe shipment during May？） thatI think we could effect the shipmentbythe middle of June。Miss Huang：那太遲了.我們迫切需要這批貨物，所以我懇求貴方能在六月之前（That would be too late. The order is so urgently required that I must ask you effectthe shipment before June）Mr。 White: Im sorry， but we can t. We h

7、ave a lot of back orders on hand. I mafraiditsvery difficulttodo itasyou expect。 But please be assured that we will tryour best to advance the shipment。 And that will be not late than 15 June。.（AllrightMayIsuggestyoutoput it down in our contract?）Mr.WhiteOKNoproblem。Miss Huang貨物?(ThanksNowletsmoveon

8、totalkaboutpackageHowwouldyoupackthegoods weve ordered?）Mr。WhiteEach sculpture is packed in one carton lined with plastic bubble wrap toprotect thegoods from pinch。Miss Huang:你覺得紙板箱能經(jīng)受長途的海運(yùn)么?（Do you think cartons are strongenough for a long voyage）MrWhite： It doesnt matter muchWe strengthen cartons

9、with nylon strapsoutside。MissHuangW 我覺得這樣不夠。木雕在海上簡潔磨損和發(fā)霉，你們能否用木（ It dont think it is enough 。 Thewooden sculptures may get worn or moldy during the long voyage. Could you use wooden cases and add waterproof plastic sheets for coverage against mildew？）。 White: We can use wooden cases with plastic she

10、ets for packing if you insist。But this kind of packing costs more， and you have to pay for the additional packing.Besides，the delivery will slow down.MissHuang：但是我不想冒這個險.而且紙板箱簡潔割破，這增加了被盜的幾率。莫非貴方不認(rèn)為塑料防水包裝和木箱是海上運(yùn)輸?shù)谋匦璋b么？而且我覺得你 們真應(yīng)當(dāng)提高包裝質(zhì)量了。But I dont want to take any risks 。 Besides cartons are easy to

11、 cut open, which increases the rate of pilferag。Donyou think wooden cases and plastic sheets are necessary for sea voyage?And I do think you need to improveyour packing in order to meet the demands of competent marketMr. White： OK。 Lets meet each other half way. We could pack the goods with wooden c

12、ases and plastic sheets on the condition that you pay for 40 of theadditionalpacking。Miss Huang： 好吧,（OK。 I accept yoursuggestion.Thanks for your cooperation.）Mr.White：Welookforwardtoahappyandsuccessfulcooperationbetweenus.Dialogue4 Negotiation on Insurance and Payment。Miss Huanga Chinese handicraft

13、sales company and Mr。Whitea sales managerof a handicraft company in Abuja， Nigeria are talking about the Insurance and Payment.of the wooden sculptures.Miss Huang（Since we have settled about the packing and shipment. I would like to ask somedetails about insurance and payment。)Mr.White:Well，wewillar

14、rangeinsuranceonyourbehalfandwillgetyouaWPApolicy.Miss Huang:水漬險是不是不包括全部的損壞狀況？（But not every breakage willbeincluded inthis WPAwillit？）Mr. White: No。 It is included in the WPAwhen the breakage results from ForceMajeure。MissHuang: 能投綜合險么？但是由于貨物是木質(zhì)材料做的，在海運(yùn)途中或許會,（Could we havethe goods covered against

15、All RisksWe wish to have the goods covered by AllRisks since the wooden goods may go mouldy or get worn.）Mr。 White： I see。 But that usually requires the cost for the additional riskcoverage。 And you need to pay a little higher premium rate。 The cost on premium is worthwhile since the value of the go

16、odsis so high.）Mr.White： Oh，OK。 Ill have the goodscovered by All Risks for120% of CIF invoice value as per the Ocean marine cargo clause of Nigeria 。 And well adopt thewarehouseto warehouse clause， which is an internationalpractice for insurance。 good. Could you accept D/A?)Mr. White： As you know Le

17、tter of Credit is the normal terms of payment in international business. And we only accept confirmed irrevocable LC payable by draftatsight。MissHuang：說實話，開立信用證的費用有點高。假如我開立信用證，我們公司的資金就會周轉(zhuǎn)困難.Frankly speakingit is too expensive to open a LC。If I openaLC with a bank， that will tie up my money。Mr. White： As youve said that our goods are of high value, and we do need aprotection of the bankers guarantee ， though we believe that a company like yours willnever default.And it isour rule toonly accept LC。MissHuang：好吧，我