【正文】 Yang: Shall I make out the contract for you to sign tomorrow?Smith: Fine保險金: In terms of CIF, we will offer you With Particular Average.依據(jù)CIF(到岸價).福特: I think we`d better have insurance against All Risks.我想我們最好還是投保一切險.金: We think so All Risk is not guaranteed, in case there is any problem, the loss will be too heavy for us to handle,we`d suffer greatly if anything serious happened that we couldn’t bounce back from..福特: Additionally, I was hoping to buy insurance at a low premium..金: We will do according to the Marine Transportation Company.我們會根據(jù)海運公司的規(guī)定做的.福特: Moreover, I hope to add insurance against War Risks..金: Not a if we do, the price will need to be adjusted again..索賠 with the claims同意索賠A: Our investigation results tell us that the factory party is responsible for the cargo damage. We are so sorry for the inconvenience we brought to you in this matter.關(guān)于貨物破損一事，我方調(diào)查的結(jié)果表明是廠方的責任。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。ll book a trial order. The price? Yang: Same as we offered last time. Smith:What about the quantity? Yang:200 pieces for September shipment. Smith: All 39。 is the best price we can quote. Smith: Let39。s the beginning of a long and prosperous relationship.Dialog 3Smith: What do you have there,? Yang: Some of our new you like to have a look at the paterns? Smith:Yes,please. Yang: Here they are,. Smith: I like this printed much is it a yard? Yang:45 pence per yard. Cif London. Smith:Your price is higher than i can accept. Could you e down a little? Yang:What would you suggest? Smith:Could you make it 40pence per yard,CIF London? Yang:I39。ve settled everything.R: Dan, this deal promises big returns (賺大錢) for both sides. Let39。t guarantee 1500.D: I can agree to that. Well, if there39。t handle much larger shipments.R: Fine. But I39。s iron out (解決) the remaining details. When do you want to take delivery (取貨) ?D: We39。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了呢？請看下面分解：R: How about 15% the first six months, and the second six months at 12%, with a guarantee of 300units?D: That39。ll turn it down flat (打回票).D: Then you39。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 think I can change it right now. Why don39。t go down much.D: Just what are you proposing?D: That39。d need a guarantee of future business, not just a promise.D: We said we wanted 100pieces over a sixmonth period. What if we place orders for twelve months, with a guarantee?R: If you can guarantee that on paper, I think we can discuss this further.Robert回公司呈報Dan的提案后，老板很滿意對方的采購計劃；但在折扣方面則希望Robert能繼續(xù)維持強硬的態(tài)度，盡量探出對方的底線。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。d like is a 25% discount.R: That seems to bfrom 商務(wù)談判實戰(zhàn)對話：商討價格來自學優(yōu)網(wǎng)re asking.R: You think we about be asking for more? (laughs)D: (chuckles莞爾) That39。d be happy to answer any questions you may have.D: Your products are very good. But I39。雙方第一回過招如下：D: I39。t know if those prices will work for us. ◆ Exporter : We might be able to offer you a 10% cut on your initial order. Ten percent off is about as low as we can go. ◆ Importer : That sounds more in line with what we can handle. ◆ Exporter : Well, let me check my figures and get back to you on it.Dialog 2Dan Smith是一位美國的健身用品經(jīng)銷商，此次是Robert Liu第一回與他交手。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。ve tested. ◆ Importer : That sounds very i