【正文】 I had in mind. I’d like 25% discount.M: That seems to be a little high. I don’t know how we can make profits with those numbers.C: Well. if we promise future business volume sale, that will lower the costs for making products ,right?M: Yes. but it’s hard to see how you order such large orders. We’d like aguarantee of future business not just a promise.C: We said we wanted 2000 prices over 6 months prices with guarantee.M: If you can guarantee that on paper, I think we can discuss future.Dialogue 2 W: William威廉 M: Martin 馬丁M: Good afternoon ,. Take a seat , please.W: Thank you. . Since everybody is here. Let’s get down to business.M: That’ll be fine.W: We would like to increase our original order and import a lot of Chinese textiles. Here is the list of our requirements.M: (Take the list and looking at it) I’ve brought a series of catalogues on our newest terms. There are some products you want. Would you like to have a look at them?W: You bet.(Looking over the catalogues, several minutes later) Yes, I’d like say that we are interested in these products. Could you give us some idea of your prices?M: Here are. our price lists. The quotations are all in US dollars net FOB .I’m sure you can find our prices most petitive.W: But I find that these prices are higher than the ones you quoted a few months ago.M: That’s true. But I’m sure you realize that the costs of raw material have gone up considerably recently. Compared with the prices offered by other firms, ours are quite favorable.W: I must tell you that your prices are higher than some quotations we have received from other firms.M: That may well be true. But we can safely say that any other our prices are quite realistic. It’s impossible that any other supplier can under quote us if their goods are as good as our in quality.W: Maybe your products are of top quality, but we simply cannot order them at this price.M:威廉先生，下午好。請坐。W：謝謝。馬丁先生。既然大家都到齊了，我們就轉(zhuǎn)入正題吧。M：好的。W:我們想增加原來的訂貨量，需進(jìn)口中國的棉紡織品。這是我們所需的貨品清單。M：（拿清單過來看）我?guī)砹宋覀冏钚庐a(chǎn)品的目錄，上面正好就有那么所需的貨物，您要不要翻閱一下這些目錄？W：當(dāng)然。（翻閱過目錄，過了幾分鐘）我想說我們對這些產(chǎn)品比較感興趣?？刹豢梢宰屛覀兞私庖幌聝r格？M：這是我們的價目表。這些報價說離岸實價。我相信我們的價格頗有競爭力。W:但我們發(fā)現(xiàn)這些價格幾個月前高了好多些。M：沒錯。但是我相信您也是知道最近原材料的價格也在直線飆升。比較其他公司我價格我們的價格算是很優(yōu)惠的了。W：我必須告訴您你們的價格比我們收到的其他公司開的價要高。M：這也許不假，但是我們可以負(fù)責(zé)的說我們沒有漫天要價，在相同的質(zhì)量的條件下，其他供應(yīng)商的報價不可能低于我們的報價。W：也許你們的產(chǎn)品質(zhì)量是一流的，但要這種價格交易那是不行的。 M:未來加強我們兩家公司的友誼的紐帶，我們的價格降低2％。W：當(dāng)我說你們公司的價格太高時并不是說只高2％那么一點。如果要我們定購的話，我認(rèn)為我們的折扣還不多。M：您的還價太低而且缺乏根據(jù)，因此我們沒有辦法將此價格作為和廠家進(jìn)行談判的基價。W:那你說一個確切的折扣率吧。M:我說4%吧。W：我們雙方在作一點讓步吧，6％。M:恐怕5％的折扣率是我們的底線了。W：很好，就5％吧。M:很高興我們終于達(dá)成一致?，F(xiàn)在談?wù)勚Ц逗徒回洍l件吧。W:好，價格，質(zhì)量，數(shù)量都已經(jīng)定下來了，那么支付條件該如何呢？M:我們接受信用證。W：你們什么時候?qū)⒀b運單據(jù)送過來？M：我們一旦按照信用證的裝船完畢，就好將裝運的通知提供給你們，我們將隨函件附上一整套裝運單據(jù)副本，這樣你們就能作好充分的準(zhǔn)備，在貨物抵達(dá)貴方碼頭時及時提貨。W：這些裝運單據(jù)包括什么？M:包括發(fā)票，發(fā)貨單，禁止轉(zhuǎn)讓提貨單，保險單及檢驗報告。W:貨物需要多長時間運到？M：In order to make the ties of friendship between our two corporations stronger, we would reduce our prices by 2%.W: When I say that your prices are high, I don’t mean that they are high by only 2%. If we are to place an order with you,I think a discount of about10% would be sufficient.M: Your counteroffer is too low and groundless. So it cannot server as a basis for further negotiation with our manufactures.W: What exactly do you propose?M: I propose a reduction of 4%.W: Let’s both make a further concession –6%.M: But I’m afraid 5％ is our rock bottom price.W: Very good. Then 5% it is. M: I’m very glad we’ve e to an agreement. Now, let’s talk about the terms and conditions.W: Yes, we’ve already settled the questions of prices, quality and quantity. Then what are the terms of payment?M: We accept payment by letter of credit.W: When will you send us the shipping documents?M: We’ll give you shipping advise once we have pleted the shipment in accordance with the stipulations set fort in the letter of credit. And we are sending you under cover one set of duplicate shipping documents so that you can make all the preparations to take the delivery of goods in due time, when they arrive at your port.W: What will be included in these shipping documents?M: They will included Invoice ,Packing List Nonnegotiable Bill of Lading, Insurance policy and Inspection Report.W: How long will the delivery take?M:收到信用證90天左右送到。W:現(xiàn)在是最后一項，包裝情況是怎樣的？M:我們將所有的貨物都裝入包裝箱中，箱子都用鐵條加固。每個邊角還會用鐵角保護(hù)。我想您會發(fā)現(xiàn)它們會經(jīng)的住任何震動或不夠細(xì)致的裝卸。W:如果是由于包裝不當(dāng)導(dǎo)致的一切損失，概由貴方承擔(dān)。M:那自然是。W:我們好像一切都談妥了，我們什么時候可以簽訂單？M:現(xiàn)在，如果您愿意，我先將它填好。（將必要的細(xì)節(jié)填好后）好，請在這里簽字吧。W:好的。M：一切都搞好了，我提議為我們的友誼與成功合作干杯。M: Delivery id about 90 days after the receipt of the L/C.W: Now the last items, what about packing? M: We will pack the goods in a padded wooden crate reinforced with metal angles at each corner. I think you will find that they are strong enough to withstand any shock or rough handing.W: Of course you will be responsible for any case resulting from improper packing.M: That goes without shying.W: Well, it seems that we have discussed everything. When will the order be ready for me to sign?M: Right now if you’d like, let me fill it in first.(Write down the necessary detail) All right ,would you just sign here please?W: Sure.M: Now everything’s settled. I propose