加拿大外贸
Your price is really highGreen: 澳大利亚纺织品进口商，Chen：中国纺织品出口商。双方正在就印花府绸的价格展开还盘与反还盘 的谈判，Green 认为对方价格实在是高。
Green: Now, Mr. Chen, I’ve compared your quotation with the prevailing market prices and with that of other origins, and I find your price is really high.
Chen: But this is the best quotation we can make. We consider it a rock bottom price indeed.
Green: I’m sorry to hear that. But we still find no way to accept your quotation.
Chen: Mr. Green, I think you will agree that our products are of the best quality compared with similar products in the world. What’s more, they are brightly colored and beautifully designed.
Green: I agree. But you know, no material, however attractive, will sell well if it’s too expensive. We must always bear in mind the fact that all of us are operating in a highly competitive world market.
Chen: Well then, what’s the price you would pay?
Green: The best we can accept is US$ 280 per bale, CIF Sydney.
Chen: Did you say 280?
Green: Precisely.
Chen: But, the best we can do is to reduce our price by $10 and I should think we could strike a deal at $ 310
Green: I do appreciate the effort you’re making towards reaching an agreement, but frankly speaking, the gap between your price and mine is still enormous, I really don’t see how we can go above $ 290
Chen: Sorry, we may not be able to sell anything near that price.
Green: That would be a pity, indeed.
Chen: One thing I want to make clear is whether the quantity you ordered can be bigger.
Green: If that is the question, then the answer is yes. I would order 300 bales more.
Chen: Then, the price will be US$ 295 per bale, CIF Sydney.
Green: Is it possible 290?
Chen: I couldn’t have said it any more.
Green: I’m in a difficult position. It is beyond my capability to decide it.
Chen: In that case, let me think it over. Now I have to say that my rock bottom price is USD 292 per bale, CIF Sydney. Anything lower than this is impossible.
Green: All right. Considering our newly-established business relationship and the good quality of your products, I accept your lowered price of 292 per bale CIF Sydney to be delivered in July this year.
Chen: With this settled, I hope we will have no difficult in reaching an agreement concerning terms of payment.
Green: I hope so.
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谢谢lz
下次麻烦把那两个名字整得特别一点 Chen和Green
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2. Can we meet each other half way?
Mr. Smith: 来自伦敦的纺织品经销商，Mr. Yang 中国纺织品出口商。 双方在样品陈列室观察样品，Smith 要求得到贸易折扣，Yang 力争在价格上各让一半。
Smith: What do you have there, Mr. Yang?
Yang: Some of our new products. Would you like to have a look at the patterns?
Smith: Yes please
Yang: Here they are Mr. Smith
Smith: I like this printed poplin. How much is it a yard?
Yang: 45 pence per yard, CIF London.
Smith: Your price is higher than I can accept. Could you come down a little?
Yang: What would you suggest?
Smith: Could you make it 40 pence per yard, CIF London?
Yang: I am afraid we can’t. This is the best price we can quote.
Smith: Let’s leave it for the time being.
Yang: Are you interested in our pongee?
Smith: Yes. Please show me the latest product.
Yang: Here it is.
Smith: The quality is very good. But nowadays nylon is pushing this material out.
Yang: I don’t think so. We’ve sold a lot this month.
Smith: Well, anyway, I’ll book a trial order. The price?
Yang: Same as we offered last time.
Smith: What about the quantity?
Yang: 200 pieces for September shipment.
Smith: All right. I’ll take the lot.
Yang: How about printed poplin, then?
Smith: There’s still a gap of 5 pence. Will you give me a trade discount?
Yang: Sorry. Can we meet each other half way?
Smith: What do you mean?
Yang: Let’s close the deal at 43 pence per yard, CIF London.
Smith: You drive a hard bargain, but I’ll accept this time.
Yang: We will provide good service and quality.
Smith: That will be deeply appreciated.
Yang: Shall I make out the contract for you to sign tomorrow?
Smith: Fine
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You’ve come a long way to meet me.
Ali来自埃及的文具进口商，对中国的英雄牌钢笔很感兴趣。Zhu：中国的轻工业产品出口商，双方在价格谈判中直率而精明，Ali 感谢对方做了很大的让步，Zhu 认为是为了长久的合作关系。
Zhu: Oh yes, you have mentioned nothing about the quantity yet.
Ali: Well, if the order is a substantial one, how much will you come down?
Zhu: But what’s your idea of a substantial order?
Ali: It means I’ll have to break the ice. Ok, what if I ordered, say 5000 dozen? What would you charge then?
Zhu: That would be a nice order, but one can hardly call it substantial.
Ali: Mr. Zhu, surely there is difference between an order of 5000 dozen and one of only 1000 dozen.
Zhu: You know we don’t do much bargaining. We go in for business on the basis of mutual benefit.
Ali: Sellers are naturally reluctant to reduce their price. If I were the seller, I would like do the same, but Mr. Zhu you certainly realize that lower prices are an effective marketing tool, in the shot or the long term.
Zhu: I’m afraid I don’t quite agree with you there. It’s only part of the matter.
Ali: A very significant part? I believe.
Zhu: More and more people are looking for quality. A market secured by a reputation for quality is far more difficult to dislodge. Quantity is the thing that counts most.
Ale: Quality, yes. I admit your pens are of good quality. If you are prepared to give me a 5 percent reduction, I’ll consider placing an order for 10000 dozen.
Zhu: You are asking a great deal, Mr. Ali, you know
Ali: But I’m offering a great deal as well.
Zhu: 5 percent reduction is absolutely out of the question. Now Mr. Ali to help you sell our product, we’ll make an exception-give you a special discount 2%. That’s the best we can do.
Ali: That’s the first step. With one more, we could strike a deal. To make things simpler, let’s spilt the difference and meet each other half way. You must leave us some margin to cover the advertising expenses. We’ll work very hard to make your pen a competitive brand, to establish a “brand image” in our market through promotion.
Zhu: I appreciate your straightforwardness, Mr. Ali. Well, for a good start to our business relationship, we will make it 3 percent.
Ali: Done! Mr. Zhu. Thanks a lot. You’ve come a long way to meet me.
Zhu: There is yet a long way to go, Mr. Ali.
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加油 继续
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Negotiation Statements
1. Your price has soared. It is almost 25% higher than last year’s.
2. To support you in pushing sales, we grant you a special discount of 8%
3. To get the business done, we can consider making some concessions in our price.
4. Unless you can reduce the price, chances for the business are remote.
5. In order to cope with the heavy competition, please reduce your price by 10%
6. If you hang on the original quotation, business is impossible.
7. If you could make a 10% discount, we would be pleased to give you an order for 150 sets.
8. You could benefit from higher sale with a little concession, say 1 2% reduction.
9. We feel that your quotation is not proper because the price for such material is on the decline at present.
10. This is our rock-bottom price, we can’t make any concessions.
11. As for the suggested 2% discount we regret we can’t accept your counter offer.
12. It would leave us only a small profit to accept your proposal.
13. Due to the present price of raw materials, we are not in a position to charge the condition of our offer.
14. We are not in a position to entertain business at your price, since it is far below our cost price.
15. We find it difficult to reduce our price by 5%, because the freight and cost of raw material are going up.
16. The market is bound to advance with the coming season.
17. In the present circumstance, we are prepared to make a general allowance off the price.
18. As this is our first transaction with you, we are prepared to reduce our price to $ 30 per set instead of $ 25 as you suggest.
19. To get business under way, we take your price.
20. The price is in line with the ruling price in the world market.
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Negotiation Awareness
Quality is always paid enough attention to by various consumers-whether the consumer is a housewife, an industrial corporation or a government agency. What the ordinary consumers care most when they go shopping, is that they can buy products of high quality at a reasonable price. They are interested in how the product looks, how well it works, and how long it will last. In this sense, the quality of a product may be perceived by consumers in terms of appearance, chemical composition, mechanical performance, biological features, modeling, structure, operation and reliability, color, luster, taste of commodity, which are viewed by consumers as determinants of “fitness to use”. The goods should be able to serve customers of different ages, different professions, and in different nations and areas. Exporters must have a good sense of seasons so that they will not miss the chances of good sales seasons, and will try to innovate the design, modeling, and color of their products to meet the development tastes.
The quality of goods is so important that it is a problem affecting not only the price but also the sales and reputation of the goods. So the quality is regarded as an important means to strengthen the competitive power in the heated competition nowadays. Hence, the quality of the goods is among the main terms upon which a sales contract is based and constructed.
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很好的东西，谢谢。学习了
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Quality and design not suitable
Carl: Hello, Mr. Tong. Glad to meet you again. How is everything going?
Tong: I’m fine, thank you very much. What can I do for you?
Carl: I’ve been sent to discuss quality, quantity and other particulars of the goods with you.
Tong: So, you must have received the samples and pattern books of our hand-embroidered silk products we sent last week.
Carl: Yes, we studied them carefully after receipt.
Tong: Do you have any questions?
Carl: Oh, yes. We find that the color and quality of your silk scarf are satisfactory, but the quality and design of the silk handkerchiefs are not suitable. I’m sorry to say that we don’t like them at all.
Tong: As far as I know, there can’t be any problem with the quality of our silk handkerchiefs. As you know, silks are one of the China’s traditional exports. They are highly reputed for their quality. In fact, they are selling well in European markets. As regards patterns, could you please tell me in detail?
Carl: The patterns with animals are not popular with Americans and I’m afraid that they may not be salable.
Tong: Really? Are you joking? Anyway, it’s easy to solve the problem. Here are our latest designs. You can choose what you like.
Carl: These designs are so lovely that they will appeal to the most selective consumers. I’d like to order two of them: Silk Handkerchief No.10: 4000 dozens; No.12: 2000 dozens.
Tong: I’m glad that you add your order.[/color]
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Goods guaranteed to be up to export standards
Smith: There’s a still minor point to be cleared up.
Li: Yes?
Smith: You remarked yesterday you sell on shipped quality, quantity and weight.
Li: So we did. The goods will be inspected by the China Commodity Inspection Bureau. It will then issue a certificate of quality and a certificate of weight. These will be taken as final and binding.
Smith: But in the case of short weight or disqualification?
Li: I assure you that are not likely to happen. Our goods should be guaranteed up to export standards before the Inspection Bureau releases them.
Smith: I know your products have a good reputation. But what in case there is short weight or disqualification?
Li: In that event I don’t think the responsibility should rest with us. The goods may be spoiled or the weight gets short during transit. A claim would then be lodged with the insurance company.
Smith: What you said stands to reason. Another thing, Mr. Li, as our transaction involves Frozen Broilers, we have to make sure the sanitary standards are up to the requirements of the French Government.
Li: Mr. Smith, our Inspection Bureau will issue a Veterinary Inspection Certificate to show that the shipment is in conformity with export standards.
Smith: Just to make sure that your standards are the same as ours, I wonder if it’s possible for one of our vets to inspect your factories.
Li: I’m sorry, Mr. Smith. That’s never been done. However, if you as your representative of your firm wish to visit one of our factories, it can be probably arranged.
Smith: Thank you. Mr. Li, in addition to the certificate you mentioned, could we have another one showing the goods to be free from radioactive contamination? You see, some of our clients are very sensitive about this.
Li: Your request is understandable. Well, I’ll get in touch with the Inspection Bureau and see what they have to say.
Smith: That would be very kind of you. One last thing, however is that we should like to have each copy of the certificates in French.
Li: As a rule, our certificates are made out in Chinese and English.
Smith: Oh, I see. A copy of English would do as well. And the certificate will be signed by the commissioner of your Bureau. I take it.
Li: Our certificates are made valid through the official seal and person chop of the commissioner.
Smith: I see. Well, thanks for everything.
Li: Don’t mention it. Glad to have been of help.
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Poultry not up to our standards
Hawk: Good morning.
Song: Good morning.
Hawk: I’m so glad that you will renew your order to import frozen poultry from us this year.
Song: Frozen poultry is in high demand in our market.
Hawk: May I know your approximate annual requirements for the coming year?
Song: Let’s leave this alone for a moment. I’d like to modify the inspection clause first.
Hawk: Why?
Song: I’m sorry to tell you that most of the poultry you sent us last year didn’t reach the standard you had promised. We hope that, in the coming year, the grade of quality shall be determined by our inspection institutes and the certificates thus issued shall be taken as final.
Hawk: But we did business on usual terms last year.
Song: Yes. And we’ve accepted all the deliveries. But I’m afraid that we feel the quality certificates issued by your inspection Bureau are not entirely trustworthy.
Hawk: What do you mean by saying this? Do you have any evidence to prove that the poultry is disqualified?
Song: Well, we didn’t check each dispatch. But we have the impression that the poultry wasn’t up to our standards after we inspected several dispatches.
Hawk: If you don’t have any evidence, I’m afraid we can’t accept your demand to modify the inspection clause.
Song: Well, the point is that the quality of all our meat imports is determined by our inspection institutes and their certificates are regarded as final.
Hawk: Who will inspect your exports to us?
Song: The inspection can still be most conveniently done by us.
Hawk: Do you think id’s fair?
Song: We usually carry out our trade with nearly all other countries in this way.
Hawk: Well, we insist that our trade with foreign countries should be done on the basis of equality and mutual benefit. We don’t want to impose any unequal conditions on you; on the other hand, we’ll by no means tolerate any unreasonable demand.
Song: Well, I think I’d better talk with my boss about this first and then we’ll fax you our final decision.
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支持下
快下班了
看来得等明天才能看了
谢谢分享哈
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Impossible to make any further concession
Xiong: We’d like to know your plan to push the sales of our products since you’d like to act as our agent. You understand that an agent will give us a great help to break into a new market.
Jones: Well, we’ll do a lot of advertising in newspapers and on TV programs. Also we’ll send our salesmen around to promote the sales of your goods. We propose the guaranteed annual amount be 200000 US dollars for a start.
Xiong: What is the territory to be covered?
Jones: You know the territory to be covered is the whole of the United States.
Xiong: And the rate of commission you want to charge?
Jones: Our commission is very reasonable. We usually get a 10% commission of the amount on every deal.
Xiong: You know, however that all of our agents in this line are getting a 5% commission.
Jones: Our customers are not familiar with your goods, so we have to spend a lot of money in popularizing your products. Since there is sale resistance to overcome at the beginning, you should allow us a 10% commission.
Xiong: Our price is worked out according to the cost. A 10% commission means an increase in our price. Well, to help you push sale, we could make this an exception and give you a 6% commission for a trial period of one year.
Jones: For every 500 sets sold in excess of the quota, we will get 1% more in commission. Is that all right?
Xiong: Ok. For every 500 sets sold in excess of the quota, you will get 1% more in commission for your efforts. We will send you our catalogues and other promotional materials free of charge. The advertising expense shall be shared between us on 50-50 basis.
Jones: Quite reasonable. We look forward to happy and successful cooperation between us.
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There may be some truth in what you say
你说的话或许有些道理
Ali: Now, Mr. Liu, we have gone too far off the point. Let’s return to the topic of commission, shall we?
Liu: That’s just what I was going to propose.
Ali: Honestly, Mr. Liu, the rate of commission you are going to grant us is far too small.
Liu: But that’s exactly the same we pay to other agents. Any increase would have to be put onto the price and make it less competitive. Moreover, when other customers get to know it, they are likely to raise questions. It would then be very embarrassing.
Ali: That’s I know. But then, they have established their markets while we have to start from the very beginning. Besides, it’s a new product. We shall have to spend a lot of money on advertising.
Liu: There may be some truth in what you say. But your ten percent is far from being acceptable.
Ali: Could we make a compromise? Allow us a higher rate for a certain period, say six months. What would you say to it?
Liu: That sounds more practical. But I can’t decide it for the moment. I have to get confirmation from my head office.
Ali: When can you give me a definite answer?
Liu: Will you come round tomorrow afternoon? I think I’ll be able to inform you of the results by then.
Ali:OK
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The terms are rather harsh on us
这些条款对我们太苛刻
Yu: It would be the best, if you could promote sales of our products?
Henry: I am willing to be at your disposal. What about the commission?
Yu: Usually a 2% commission is given to our agents.
Henry: Mr. Yu, 2% is not enough is it?
Yu: Well, the commission can be increased if a substantial quantity is ordered.
Henry: What about an order of 5000 cases?
Yu: For 5000 cases, a 3% commission is the maximum.
Henry: The terms are rather harsh on us, aren’t they?
Yu: No. do you have any specific idea?
Henry: Is it possible to increase the commission to 5%?
Yu: A higher commission means a higher price, and so it will not be easy for us to sell our products.
Henry: But it’s not so easy for us either. It is expensive to carry on propaganda, to advertise the goods in order to promote the sales. Even a 5% commission is not high.
YU: How much could you order after all?
Henry: How about a larger order? What’s the commission then?
Yu: That all depends on the quantity. A 3% commission is for an order of 5000 cases and a 0.5% commission is to be added for each additional quantity of 1000 cases.
Henry: According to what you say, I can get a 5.5% commission if 10000 cases are ordered.
Yu: Yes, the commission from our corporation is very favorable, isn’t it?
Henry: Yes. If that is so, it is worthwhile for us to develop business in this line. I will depart for home in a day or two, and speak to the American Trading Company. We will specify the quantity when we are going to place an order.
Yu: Mr. Henry, I wish you a success.
Henry: Thanks for your kind consideration.
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