商务谈判简要实例（二）

BusinessNegotiation

ATheseller:MissLirepresentingHuaxinTradingCompanyLimited
BThebuyer:Mr.HuangrepresentingJamesBrown&Sons

A:Goodmorning,Mr.Huang.Gladtomeetyou.

B:Goodmorning,MissLi.Gladtomeetyou,too.ItismyfirsttimetovisitShanghai.ShanghaihasbeenknowntomeasaninteractionportcitybeforeIcamehere.

A:Wealwaystakeattentiontoestablishbusinessrelationswiththenewclientsinothercountries.Iwishwewillhaveagoodtimethismorning.

B:IcomeheretovisityouhopingtohaveadiscussionwithyouonthepurchaseofyourHXSerieschinaware.

A:WhichArt.No.areyouinterestedin?

B:HX1115andHX1128.

A:Whichpricetermsdoyouprefer,FOB,CFR,orCIF?

B:CIF.

A:ThepriceofHX1115isUSD24.19persetCIFToronto.ThepriceofHX1128isUSD14.93persetCIFToronto.Itisunderstoodthattheabovepricesarenet,withoutanycommission.

B:Iamafraiditgoesagainsttheusualcommercialpracticenottoallowacommission.

A:Wearepreparedtograntyoua5%commission.442setsofHX1115atthepriceofUSD24.68persetCIFC5Toronto;338setsofHX1128atthepriceofUSD15.23persetCIFC5Toronto.

B:I’mafraidyourpricesappearunworkable.

A:Iamassuringyouthatourpricesaremostfavorable.Atrialsalewillunvoicedyouofmywords.

B:Unlessthepricescouldmatchwiththemarketlevel,itisdifficulttopersuadecustomerstopurchasewithyou.Inordertoconcludethetransaction,IthinkyoushouldreduceyourpricetoUSD23.00persetofHX1115.WillyouconsidercuttingdownyourpricetoUSD14.20persetofHX1128.

A:Astherawmaterialhasadvancedby10%duringthelastfewmonthsandthepricesaregoingup,owingtotheriseinthecostofrawmaterials.Wecan’tacceptthisprices.

B:Ithinkitunwiseforbothofustoinsistonhisownprices.Canweeachmakesomeconcession,say,thepriceofHX1115isUSD23.50persetCIFC5Toronto;thepriceofHX1128isUSD14.50CIFC5Toronto?

A:Ifweacceptyourprices,wewillnotleavealittleofmarginofprofit.

B:Iamafraidwehavetocallthewholedealoffifyoustillinsistonyouroriginalquotation.

A:Wellforfriendship’ssake,wearepreparedtomakea5%reductionifyourorderisbigenough.Ourminimumquantityisa20’containerforeacharticle.

B:Ourquantitiesare542setsofHX1115and438setsofHX1128.

A:OK.

B:Shallwehaveatalkabouttermsofpaymentnow?

A:Ourusualpaymenttermsarebyconfirmed,irrevocableL/Cpayablebysightdraftagainstpresentationofshippingdocumentsandtoreachus30daysbeforethemonthofshipment.

B:ToopenanL/Cwillcauseusagreatdealofdifficult.It’sexpensivetoopenanL/Candtiesupthecapitalofacompanylikeours.Soit’sbetterforustoadoptD/PorD/A.

A:L/Catsightisourusualpaymentterms.

B:ItisbetterforustoadoptD/PatsightthanL/Catsight.

A:WehavenevergrantedD/Ptermstoanynewclients.SowehopeyoucanaccepttheL/Cterms.Afterseveralsmoothtransactions,wecantryotherterms.

B:Wecan’thelpitifyouinsistrequiringpaymentbyL/Catsight.Bytheway,whatcoverwillyoutakeout?

A:Theinsuranceistobecoveredbyusfor110%ofinvoicevalueagainstWPAClash&BreakageandWarRisksaspertheOceanMarineCargoClausesofPICC(1981.1.1).

B:Allright.Howwouldyoupackthegoods?

A:HX1115istobepackedincartonsofoneseteach.HX1128istobepackedincasesofoneseteach,twocasestoacarton.

B:Ihopethepackingwillbeattractive.Nicepackinghelpsfindamarket.Pleasegivespecialattentiontothepackingorthegoodscouldbedamagedintransit.

A:Allright.

B:Whenisshipmenttobemade?

A:ShipmentistobemadebeforeoronApril30,1998.

B:Wehavetopointoutthatthegoodsarenotallowingpartialshipment.

A:OK.Bytheway,whatarethePortsofShipment&Destination?

B:ShanghaiandToronto.

A:I’mgladwehavebroughtthistransactiontoasuccessfulconclusionandhopethiswillbetheforerunnerofotherbusinessinthefuture.

B:Allright.Iacceptyourofferof542setsofHX1115atthepriceofUSD23.50perset,and438setsofHX1128atthepriceofUSD14.50perset.ShipmentistobemadenolaterthanApril30,1998afterreceiptofL/Candnotallowingpartialshipment.ThePortsofShipment&DestinationarefromShanghaitoToronto.HX1115istobepackedincartonsofoneseteachandHX1128istobepackedincasesofoneseteach,twocasestoacarton.ThepaymenttermsarebyL/Catsight.Insuranceistobecoveredbyyoufor110%ofinvoicevalueagainstWPAClash&BreakageandWarRisksaspertheOceanMarineCargoClausesofPICC(1981.1.1).

A:That’sright.IwillgettheSalesConfirmationreadytomorrowforyoursignature.Woulditbeconvenientforyoutocomeagaintomorrowmorning?

B:OK.Weexpecttofindagoodmarketforyourgoodsandhopetoplacefurtherandlargeorderswithyouinthenearfuture.Seeyoutomorrowmorning.

A:Seeyou.