国际商务谈判用语.pdf

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1、Mini Negotiation:Negotiating Corporate Possibilities:A:Your agency has the experience we need。And we have the bestquality product。B:Yes。We agree your company has a goodproduct。But wed have to get certainguaranteesbeforewepromisetodobusiness with you。A:What are those conditions?B:First of all,wed hav

2、e to insist on soleagency in China。Second,wed want a18 commission.Third，wed need athreeyear contract。A:Youre asking for a lot.If we agree,willyou pay 65 of marketing costs?B:Thats too high。We would prefer that youacceptfinancialresponsibilitiesfor50percent of all costs。A:That is more than what I exp

3、ected。Illhave to talk with our president and call youlater this week.Negotiating Trading Terms and Conditions：A:Now，lets get down to business。B:OK。Have you read my catalogues?A:Yes。But first of all，I want to make sureyour machines are of the newest design andthe best quality.B:I can assure you all o

4、f that.A:We areinterestedinyourmachine。However,weve received offers for similarmachines from other sources。So,ourbusiness depends very much on your prices.B:If you take all factors into consideration,youll find our prices more reasonable thanthe quotations you may get elsewhere。A:Im not so sure of t

5、hat。Before we discussthe price，Id like to ask a question。Haveyougotanyfavorabletermsandconditions?B:Yes。First,we will guarantee that themachines to be supplied are in accordancewith your requirements and specifications.A:Thats fine。What about the next?B:Well。Secondly,we will send engineersand techni

6、cians at our own expense to assistthe installation,test run and effect repairs tothe machines.A:This is also quite OK.But as for theguarantee period，I think，it should be atleast 12 months counting from the date ofthe Bill of Lading。B:No problem.And well bear the expenseson getting your technicians t

7、rained on thenecessary technical problems.A:All right.Now,lets come to the discussionof price.Notes：1.Wed have to get certain guarantees beforewe 在之前我们必须先得到某些保证2.We would prefer that you accept financialresponsibilities for我们希望贵方承担经济费用的3.Have you got any favorable terms andconditions?你们有什么优惠条款和条件吗？4.counting from the date of the Bill of Lading从提单日期算起