商务谈判对话实例A→ The seller Miss Lin, representing Huaxin Trading Co.,Ltd.B→ The buyer Mr. Cai, representing James Brown &.Sons Co.,Ltd.A: Good morning, Mr. Cai. Glad to meet you.B: Good morning, Miss Lin. It’s very nice to see you in person.A: How are things going?B: Everything is nice.A: I hope through your visit we can settle the price for our Chinaware, and conclude the business.B: I think so, Miss Lin. We came here to talk to you about our requirements of HX Series Chinaware. Can you show us your price-list and catalogues?A: We’ve specially made out a price-list which cover those items most popular on your market. Here you are.B: Oh, it’s very considerate of you. If you’ll excuse me, I ’ll go over your price-list right now.A: Take your time, Mr. Cai.B: Oh, Miss Lin. After going over your price-list and catalogues, we are interested in Art No. HX1115 and HX 1128, but we found that your price are too high than those offered by other suppliers. It would be impossible for us to push any sales at such high prices.A: I’m sorry to hear that. You must know that the cost ofproduction has risen a great deal in recent years while our prices of Chinaware basically remain unchanged. To be frank, our commodities have always come up to our export standard and the packages are excellent designed and printed. So our products are moderately priced.B: I’m afraid I can’t agree with you in this respect. I know that your products are attractive in design, but I wish to point out that your offers are higher than some of the quotations I’ve received from your competitors in other countries. So, your price is not competitive in this market.A: Mr. Cai. As you may know, our roducts which is of high quality have found a good market in many countries. So you must take quality into consideration, too.B: I agree with what you say, but the price difference should not be so big. If you want to get the order, you’ll have to lower the price. That’s reasonable, isn’t it?A: Well, in order to help you develop business in this line, we may consider making some concessions in your price.B: If you are prepared to cut down your price by 8%, we might come to terms.A: 8%? I’m afraid you are asking too mu ch. Actually, we have never given such lower prices. For friendship’s sake, we mayexceptionally consider reducing the price by 5%. This is the highest reduction we can afford.B: You certainly have a way of talking me into it. But I wonderif we place a larger order, whether you’ll farther reduce your prices. I want to order one container of HX1115 and 438 sets of HX1128.A: Mr. Cai, I can assure you that our price is most favourable. We are sorry to say that we cannot bring our price down a still lower level.B: Ok, I accept. Now let’s talk about the terms of payment. Would you accept D/P? I hope it will be acceptable to you.A: The terms of payment we usually adopt are sight L/C.B: But I think it would be beneficial to both of us to adopt more flexible payment terms such as D/P term.A: Payment by L/C is our usual practice of doing business with all customers for such commodities. I’m sorry we can’t accept D/P terms.B: As for regular orders in future, couldn’t you agree to D/P?A: Sure. After several smooth transactions, we can try D/P terms.B: Well, as for shiopment, the soon the better.A: Yes, shipment is to be made in April, not allowing partial shipment.B: Ok, I see. How about packing the goods?A: We’ll pack HX115 in carton of one set each, HX1128 in cases of one set each, two cases to a carton.B: I suggest the goods packed in cardboard boxes, it’s more attractive than cartons. Do you think so?A: Well, I hope the packing will be attractive,too.B: For transaction concluded on CIF basis, insurance is to be covered by the sellers for 110% of invoice value against WPA.Clash&.Breakage and War Risk.A: This term should damage these goods less in transit. I agree with it.B: I’m gald we have brought this transaction to a successful conclusion and hope this will be the beginning of other business in the future. Let’s confirm these items we concluded at the moment.A: Yes, we concluded as follows: 532 sets of HX1115 at the price of USD 23.50 per set to be packed in cardboard boxes of one set each and to be shipped CIF5 Toronto. 438 sets of HX1128 at the price of USD 14.50 per set to be packed in case of one set each, two cases to a cardboard box and to be shipped CIF5 Toronto.B: All right. By the way, when can I expect to sign the S/C?A: Mr. Cai, would it be convenient for you to come again tomorrow morning. I’ll get the S/C ready tomorrow for your signature.B: That’s fine. See you tomorrow. Goodbye. Miss Lin. A: See you and thanks for coming, Mr. Cai.Typical expressions used in each stage of business negotiation 价格客人询价1. Will you please let us have an idea of your price?2. Are the prices on the list firm offers?3. How about the price/ How much is this?我们报价1. This is our price list.2. We don’t give any com mission in general.3. What do you think of the payment terms?4. Here are our FOB prices. All the prices in the lists are subject to our final confirmation.5. In general, our prices are given on a FOB basis.6. We offer you our best prices, at which we have done a lot business with other customers.7. Will you please tell us the specifications, quantity and packing you want, so that we can work out the offer ASAP?8. This is the pricelist, but it serves as a guide line only. Is there anything you are particularly interested in?客人还价1. Is it possible that you lower the price a bit?2. Do you think you can possibly cut down your prices by 10%?3. Can you bring your price down a bit? Say $20 per dozen.4. It’s too high; we have another offer for a similar one at much lower price.5. But don’t you think it’s a little high?6. Your price is too high for us to accept.7. It would be very difficult for us to push any sales at this price.8. If you can go a little lower, I’d be able to give you an o rder on the spot.9. It is too much. Can you discount it?拒绝还价1. Our price is highly competitive./ this is the lowest possible price./Our price is very reasonable.2. Our price is competitive as compared with that in the international market.3. To tell you the truth, we have already quoted our lowest price.4. I can assure you that our price is the most favorable. A trial will convince you of my words.5. The price has been cut to the limit.6. I’m sorry. It is our rock-bottom price.7. My offer was based on reasonable profit, not on wild speculations.8. While we appreciate your cooperation, we regret to say that we can’t reduce our price any further.品质1. We have a very strict quality controlling system which promises that goods we produced are always of the best quality.2. You have got the quality there as well as the style.3. How do you feel like the quality of our products?4. The high quality of the products will secure their leading status in the market place.5. You must be aware that our quality is far superior to others.6. We pride ourselves on quality. That is our best selling point.7. As long as the quality is good. It is all right if the price isa bit higher.8. They enjoy good reputation in the world.9. When we compare prices, we must first take into account the quality of the products.10. There is no quality problem. Quality is something we never neglect.11. You are right. It is good in material, fashionable in design, and superb in workmanship.12. We deliver all our orders within one month after receipt of the covering letters of credit.13. I wonder if you have found that our specifications meet your requirements. I’m sure the prices we submitted are competitive. 接受还价1. Can we each make some concession?2. In order to conclude business, we are prepared to cut down our price by 5%.3. If your order is big enough, we may reconsider our price.4. Buyer wish to buy cheap and sellers wish to sell dear. Everyone has an eye to his own benefit.5. Considering our good relationship and future business, we givea 3% discount.询问订货数量1. How many do you intend to order?2. Would you give me an idea how much you wish to order from us?3. When can we expect your confirmation of the order?4. Thank you for your inquiry. Would you tell us what quantity you require so that we can work out the offer?5. We regret that the goods you inquire about are not available.6. What’s minimum quantity of an order of your goods?客人回答订单数量1. The size of our order depends greatly on the prices.2. If you reduce your price by 5%, we are going to order 1000sets.3. This is a trial order; please send us 100 sets only so that we may test the market. If successful, we will give you large orders in the future.4. I’d like to order 600 sets.感谢下单1. Generally speaking, we can supply form stock.2. I want to tell you how much I appreciate your order.3. Thank you for your order of 100 dozen of the shirts. We assure you of a punctual execution of your order.4. Thank you very much for your order.交货客人询问交货期1. What about our request for the early delivery of the goods?2. What is the earliest time when you can make delivery?3. How long does it usually take you to make delivery?4. When will you deliver the products to us?5. When will the goods reach our port?6. What about the method of delivery?7. Will it possible for you to ship the goods before early October? 答复交货期1. I think we can meet your requirement.2. I ‘m sorry. We can’t advance the time of delivery.3. We can assure you that the shipment will be made not later than the fist half of May.4. We will get the goods dispatched within the stipulated time.5. The earliest delivery we can make is at the end of September.客人要求提早交货1. You may know that time of delivery is a matter of great important.2. You know that time of delivery is very important to us. I hope you can give our request your special consideration.3. Let’s discuss the delivery date first. You offered to deliver the goods within six months after the contract signing. The interval is too long. Could we expect an earlier shipment within three months? 稳住客人1. We shall effect shipment as soon as the goods are ready2. We will speed up the production in order to ship your order in time.3. If you desire earlier delivery, we can only make a partial shipment.4. We’ll try our best. The earliest delivery we can make is in May, but I can assure you that we’ll do our best to advance the shipment.5. I’m afraid not. As you know, our manufacturers are full and we have a lot of order to fill.6. I’ll find out with our home office. We’ll do our best to advance the time of delivery.7. I believe that the products will reach you in time and in good order and hope they will give you complete satisfaction.签单前建议1. Before the formal contract is drawn up we’d like to restate the main points of the agreement.2. We can get the contract finalized now.3. Could you repeat the terms we’ve settled?4. It is very important for us to abide by contracts and keep good faith.5. Have you any questions as regards to the contract?6. I’d like to hear your ideas about the problem.7. I think it is better to have a good understanding of all clauses before signing a contract.8. Do you have any comment to make about this clause?9. Do you think the contract contains basically all we have agreed on during negotiations?10. Everything has been arranged well. I hope the signing of the contract will go smoothly.11. These are two originals of the contract we prepared.询问签单1. When shall we sign the contract?2. Mr. Brown, do you think it is time to sign the contract?3. Shall we go over the other terms and conditions of the contract to see if we agree on all the particulars?4. Shall we sign the contract now?5 Just sign there on the bottom.6. The contract is ready, would you mind reading it through?7. We have reached an agreement on all the clauses discussed so far. It is time to sing the contract.签单后祝语1. I’m very pleased that we have come to an agreement at last.2. Let’s congratulate ourselves for the successful contract.付款方式客人询问付款方式1. Shall we discuss the terms of payment?2. What is your regular practice about terms of payment?3. What are your terms of payment?4. How are we going to arrange payment?回复询问付款方式1 We’d like you to pay us by L/C.2. We always require L/C for our exports and we pay by L/C for our imports as well.3. We insist on full payment.4. We ask for a 30 percent down payment.5. We expect payment in advance on first orders.客人建议付款方式1. We hope you will accept D/P payments terms.2. In view of this order of small quantity, we propose payment by D/P with collection through a bank so as to simplify the payment procedure.3. Payment by L/C is the safest method, but rather complicated. 礼貌拒绝客人1. I’m sorry. We can’t accept D/P or D/A. We insist on payment by L/C.2. I’m afraid we must insist on our usual payment terms.3. “Payment by installments” is not the usual practice in world trade.4. It is difficult for us to accept your suggestion接受客人付款方式1. In view of our long friendly relations and the efforts you have made in pushing the sales, we agree to change the terms of payment from L/C at sight to D/P at sight; however, this should not be taken as a precedent.2. I have no alternative but to accept your terms of payment.信用证要求及货币1. When should we open the L/C?2. Your L/C must reach us 30 days before the date of delivery so as to enable us to make all necessary arrangements.3. How long should our L/C be valid?4. The L/C should be valid 30 days after the date of shipment.5. Could you tell me what documents you’ll provide?6. Together with the draft, we’ll also send you a full set of bill of lading, an invoice, and an insurance policy, a certificate of origin and a certificate of inspection. I suppose that is all.7. In what currency will payment by made?8. We usually do business in U.S.dollars as world prices are often dollars based.保险客人询问保险1. As for the insurance, I have quite a lot of things which I am still not clear about.2. May I ask you a few questions about insurance?3. What do your insurance clauses cover?4. I wonder if the insurance company holds the responsibility for the loss.5. Have you taken our insurance for us on these goods?6. Can you tell me the difference between WPA and FPA?7. What risks are you usually covered against?8. Is war risk to be covered?9. I’d like to have the insurance of the goods covered at 110% of the invoice amount.回复保险询问1. There are three basic covers, namely, Free form Particular Average, with Particular Average and ALL risks.2. Ocean shipping cargo insurance is important because goods run the risk of different hazards such as fire, storm, collision, theft, leakage, explosions, etc. If the goods are insured, the exporter might get enough to make up his loss.3. Should any damage be incurred, you may, within 60 days after the arrival of the consignment, file a claim supported by a survey report, with the insurance company at your end.4. As a rule, w e don’t cover them unless you want to.5. If more than that is asked for, the extra premium for the difference between 130% and 110% should be born by the buyer.6. The FPA clause doesn’t cover partial loss of the particular coverage, whereas the WPA clause does.7. The extra premium involved will be on your account.8. The insurance covers ALL Risks at 110% of the invoice value.9. No, it is not necessary for the shipping line to add to the cost. Our past experience shows that All risks gives enough protection to all the shipments to your area.10. ALL risk covers all losses occurring throughout the voyage caused by accidents at sea or land. In other words, it includes FPA,WPA, and general additional risks, with special additional risks excluded.free from particular average (F.P.A.)平安险with particular average (W.A.)水渍险（基本险）all risk一切险（综合险）war risk战争险theft,pilferage and nondelivery (T.P.N.D.)盗窃提货不着险rain fresh water damage淡水雨淋险risk of shortage短量险risk of contamination沾污险risk of leakage渗漏险risk of clashing & breakage碰损破碎险risk of odour串味险damage caused by sweating and/or heating受潮受热险hook damage钩损险loss and/or damage caused by breakage of packing包装破裂险risk of rusting锈损险risk of mould发霉险strike, riots and civel commotion (S.R.C.C.)罢工、暴动、民变险risk of spontaneous combustion自燃险deterioration risk腐烂变质险failure to delivery交货不到险import duty进口关税险on deck仓面险rejection拒收险aflatoxin黄曲霉素险希望以上资料对你有所帮助，附励志名言3条：1、上帝说：你要什么便取什么，但是要付出相当的代价。
