商務(wù)英語(yǔ)談判對(duì)話模擬(自編)

1、.Dialogue 2：Negotiation on Commission and AgencySituation: Miss Huang, a Chinese handicraft sales company and Mr. White, a sales manager of a handicraft company in Abuja, Nigeria are talking about the commission of agency.Huang: 懷特先生，很高興見(jiàn)到你。最近怎么樣？White: Glad to meet you too. What can I do for you?（我

2、也很高興見(jiàn)到你。能為你做些什么嗎？）Huang: 根據(jù)我們的協(xié)議，這個(gè)月就是試銷期的最后一個(gè)月了。我想是時(shí)候討論中國(guó)北方獨(dú)家代理權(quán)的問(wèn)題了。White: Yes. Your sales performance in the trial period is good and the plan of advertising and promotion have been well practiced. Your company is qualified for the sole agency in north of China.（是的。在試銷期內(nèi)，你們的銷售業(yè)績(jī)很好，廣告和宣傳計(jì)劃也有效地落實(shí)了。

3、你們公司可以做我們公司在北方的獨(dú)家代理了。）Huang: 太好了。能得到你的認(rèn)可我們很高興。我們談?wù)劥砗贤募?xì)節(jié)吧？White: Yes, of course. As we have talked befote, the territory to be covered is the north of China. How about the commission fee?（好的，當(dāng)然。就像我們先前談過(guò)的，代理區(qū)域是中國(guó)北方。你收取多少傭金？）Huang: 在試銷期內(nèi)，傭金是4%。我認(rèn)為可以提高到7%。White: The rate of commission is too high. The

4、 commission fee we provide to other agencies is 5%. If they know we give you a 7% commission, it will be embrassing.（傭金太高了，我們給其他代理商的傭金是5%。如果他們知道了，就很尷尬了。）Hunag: 我認(rèn)為我們公司的銷售策略和宣傳策略都是很好的，這一點(diǎn)可以從我們的銷售業(yè)績(jī)中看出來(lái)。而且，和其他代理商相比，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% com

5、mission. (你說(shuō)的有些道理，但是我們只能給你6%的傭金。)Huang：超過(guò)定額每多銷5000件，多給我們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% commission . (好吧，每超過(guò)定額5000件，我們就多給0.5%的傭金。)Huang：Good. Thank you for your consideration.(太好了，謝謝你的關(guān)照。)White: 我們會(huì)起草合同，如果沒(méi)有問(wèn)題，下午簽字吧？Huang：Fine. We look fo

6、rward to happy and successful cooperation between us.(好的。希望我們今后合作愉快。)Dialogue3 Negotiation on Packing and ShipmentSituation: Miss Huang, a Chinese handicraft sales company and Mr. White, a sales manager of a handicraft company in Abuja, Nigeria are talking about the Packing and Shipment of the woode

7、n sculptures.Miss Huang: 既然我們談妥了支付條款，我想問(wèn)問(wèn)貨物能否在五月份裝船。（Now that weve dealt with the question of payment terms, Im wondering if its possible to effect the shipment during May?）Mr. White: Im sorry we can not promise that. I think we could effect the shipment by the middle of June.Miss Huang:那太遲了。我們迫切需要這

8、批貨物，所以我請(qǐng)求貴方能在六月之前裝運(yùn)。（That would be too late. The order is so urgently required that I must ask you effect the shipment before June.）Mr. White: Im sorry, but we cant. We have a lot of back orders on hand. Im afraid its very difficult to do it as you expect. But please be assured that we will try our

9、best to advance the shipment. And that will be not late than 15 June.Miss Huang: 好的，我建議把這點(diǎn)寫入合同吧。（All right. May I suggest you to put it down in our contract?）Mr. White: OK. No problem.Miss Huang: 多謝?，F(xiàn)在讓我們討論下包裝的問(wèn)題吧，你打算如何包裝我們的貨物？（Thanks. Now lets move on to talk about packageHow would you pack the goo

10、ds weve ordered?）Mr. White: Each sculpture is packed in one carton lined with plastic bubble wrap to protect the goods from pinch.Miss Huang:你覺(jué)得紙板箱能經(jīng)受長(zhǎng)途的海運(yùn)么？（Do you think cartons are strong enough for a long voyage）Mr. White: It doesnt matter much. We strengthen cartons with nylon straps outside.Mis

11、s Huang: W我覺(jué)得這樣不夠。木雕在海上容易磨損和發(fā)霉，你們能否用木箱子并且用塑料袋包裹木雕嗎，防止其發(fā)霉。（ It dont think it is enough. The wooden sculptures may get worn or moldy during the long voyage. Could you use wooden cases and add waterproof plastic sheets for coverage against mildew?）Mr. White: We can use wooden cases with plastic sheets

12、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.Miss Huang: 但是我不想冒這個(gè)險(xiǎn)。而且紙板箱容易割破，這增加了被盜的幾率。難道貴方不認(rèn)為塑料防水包裝和木箱是海上運(yùn)輸?shù)谋仨毎b么？而且我覺(jué)得你們真應(yīng)該提高包裝質(zhì)量了。But I dont want to take any risks. Besides cartons are easy to

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

14、den cases and plastic sheets on the condition that you pay for 40% of the additional packing.Miss Huang: 好吧，我接受你的建議,謝謝您的合作。（OK. I accept your suggestion. Thanks for your cooperation.）Mr. White: We look forward to a happy and successful cooperation between us.Dialogue4 Negotiation on Insurance and Pa

15、yment.Miss Huang, a Chinese handicraft sales company and Mr. White, a sales manager of a handicraft company in Abuja, Nigeria are talking about the Insurance and Payment.of the wooden sculptures.Miss Huang: 既然我們已經(jīng)談妥了包裝和裝運(yùn)，我想問(wèn)問(wèn)付款和保險(xiǎn)的具體情況。（Since we have settled about the packing and shipment. I would

16、like to ask some details about insurance and payment.）Mr. White: Well, we will arrange insurance on your behalf and will get you a WPA policy.Miss Huang: 水漬險(xiǎn)是不是不包括所有的損壞情況？（But not every breakage will be included in this WPA, will it?）Mr. White: No. It is included in the WPA when the breakage results

17、 from Force Majeure.Miss Huang: 能投綜合險(xiǎn)么？但是因?yàn)樨浳锸悄举|(zhì)材料做的，在海運(yùn)途中也許會(huì)磨損或者發(fā)霉，而且可能還會(huì)有其他危險(xiǎn)，所有我們希望是綜合險(xiǎn)（Could we have the goods covered against All Risks? We wish to have the goods covered by All Risks since the wooden goods may go mouldy or get worn.）Mr. White: I see. But that usually requires the cost for the

18、additional risk coverage. And you need to pay a little higher premium rate.Miss Huang:那沒(méi)關(guān)系。我們的貨物價(jià)值很高，多花點(diǎn)保險(xiǎn)費(fèi)也是值得的。（That really doesnt matter. The cost on premium is worthwhile since the value of the good s is so high.）Mr. White: Oh,OK. Ill have the goods covered by All Risks for 120% of CIF invoice v

19、alue as per the Ocean marine cargo clause of Nigeria. And well adopt the warehouse to warehouse clause, which is an international practice for insurance.Miss Huang: 很好。還有一個(gè)問(wèn)題，付款的事宜。你們能接受承兌交單么？（Very good. Could you accept D/A?） Mr. White: As you know Letter of Credit is the normal terms of payment in international business. And we only accept confirmed irrevocable LC payable by draft at sight. Miss Huang: 說(shuō)實(shí)話，開立信用證的費(fèi)用有點(diǎn)高。如果我開立