【正文】 he same to .支付方式1. A: Mr. Wang, we haven39。艾米: I have something unpleasant to talk over with you, ..戴爾: It`s nothing serious, I hope.希望不是很嚴(yán)重.艾米: Unfortunately it is. We have lost a lot of money because of it..戴爾: You meanthe shipment of Christmas candles?你是說(shuō)圣誕蠟燭交貨的事吧?艾米: You know, Christmas candles are seasonal goods. We signed a contract for 100,000 dozen Christmas candles last goods should have arrived in London no later than late November, but it was on December 29 that the candles arrived when it was too late for us to have them distributed..戴爾: We did have the candles delivered according to the contract might have noticed it from the shipping advice we sent you..艾米: I’ve studied all the necessary documentation, including the shipping advice. That advice told us the vessel would be sailing for London via Hong Kong and Bombay on October when the vessel called at Bombay, the dockers were on strike, which caused almost ten days delay in its arrival in London..戴爾: You39。A: We are not going to carry these damaged goods back. Would you accept to buy these goods at half price? We39。B: Well, that39。s stall a gap of 5 you give me a trade discount? Yang: Sorry. Can we meet each other half way? Smith: What do you mean? Yang: Let39。 is the best price we can quote. Smith: Let39。ve settled everything.R: Dan, this deal promises big returns (賺大錢) for both sides. Let39。t handle much larger shipments.R: Fine. But I39。您知道Robert在這折扣縫隙中游走，如何才能摸出雙方都同意的數(shù)字呢？他從錦囊里又掏出什么妙計(jì)了呢？請(qǐng)看下面分解：R: How about 15% the first six months, and the second six months at 12%, with a guarantee of 300units?D: That39。m try very hard to reach some middle ground (互相妥協(xié)).D: I understand. We propose a structured deal (階段式和約). For the first six months, we get a discount of 20%, and the next six months we get 15%.R: Dan， I can39。t go down much.D: Just what are you proposing?D: That39。t know how we can make a profit with those numbers.D: Please, Robert, call me Dan. (pause) Well, if we promise future business volume sales (大筆交易) that will slash your costs (大量減低成本) for making the ExecUciser, right?R: Yes, but it39。re asking.R: You think we about be asking for more? (laughs)D: (chuckles莞爾) That39。雙方第一回過(guò)招如下：D: I39。s right. ◆ Importer : What about safety features? ◆ Exporter : It has an automatic thermostat control which keeps temperatures from reaching unsafe levels. It also has an automatic shutoff switch in case the thermostat should malfunction. The cabinet contains special insulating materials, so even if it es into contact with flammable materials its heat will not ignite them. This model is made especially for export.◆ Importer : Do you have any similar, but smaller, heaters? ◆ Exporter : Why don39。d be happy to answer your questions. ◆ Importer : There39。ll make the shipment as soon as your L/C is on hand．那好．一收到你方信用證．我們即安排裝運(yùn)．價(jià)格Dialog 1一個(gè)臺(tái)灣出口商正在和加拿大進(jìn)口商談?wù)搩r(jià)格。瑞秋：Very good． Ok， Carl， I39。m glad to hear that． By the way， do you accept neutral packing?木箱是否很堅(jiān)固適應(yīng)運(yùn)輸需要?一百盒鉗子很重．大約有二千四百公斤．很好．那么出口包裝如何?卡爾：These are the various kinds of packing for pliers． Normally， we have three types of packing： skin packing， hanging packing， and blister packing．t be worth the trouble in that case, would it? Let39。ve got to be extra careful. Otherwise, if the things we don39。ll reinforce the cartons with metal straps.那就好.華先生: Do you have more questions about packing?關(guān)于包裝還有問(wèn)題嗎?怵特先生:No,thanks..貨物包裝: What kind of packing do you plan to use for this consignment of goods?您打算怎樣包裝這些貨物呢7趙先生: Cartons. Is that okay??黃先生: I39。我方其他國(guó)家的客戶反應(yīng)我們的包裝對(duì)顧客很有吸引力。m told that you39。A: But cant you find some way to get round your producers for an earlier delivery? Make a special effort, please. A timely delivery means a lot to us.A: 你不能想些辦法說(shuō)服廠家提前一些時(shí)候交貨嗎？請(qǐng)你特別加把勁。B: I see your point. However, we have done more business this year than any of the previous years. Im very sorry to say that we cannot advance the time of delivery.B: 這點(diǎn)我明白。B: But our factories are fully mitted for the third quarter. In fact, many of our clients are placing orders for delivery in the fourth quarter.B: 我們工廠第三季度的生產(chǎn)任務(wù)已全部排滿了。B: I understand.B: 我明白。ll lower the price 10%. ,給我15個(gè)工作日,我就再降個(gè)百分之十. Bill:How about ten days? 10天如何? Mel:I need 12 or no deal.我要12天,