中英文商务谈判对话

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1、Visit ing Compa nyA: Good morning, welcome to our company. Glad to meet you.a：早上好，欢迎来到我公司，很高兴见到你们。B:我们很兴奋能有机会拜访贵公司，希望能与谈成生意。b： Good morning, gald to have the opport un ity of vist ing your compa ny and I hope to con clude some bus in ess with you.IA: That our com mon ground.a: 那是我们共同的心愿。B：我和我的搭档想参观一

2、下贵公司，可以吗？b: My associate and I will be in terested in visit ing your factory. OK?IA: Sure. I ll show you around and explain our products as we go along.a：当然可以，我陪你到各处看看，边走边讲解我们的产品。B：那太好了。Ib： That ll be most helpful.A： That is our office block. We have all the admi nistrative depart- men ts there. Dow

3、 n there is the research and developme nt sect ion.a：那是我们的办公大楼。我们所有的行政部门都在那里。那边是研发部。B： 你们每年在科研上花多少钱？b： How much do you spe nd on developme nt every year?A： About 3-4% of the gross sales.a： 大约是总销售额的 3%到 4%。B： 对面那座建筑是什么？Ib：What s that building opposite us?IA：That s the warehouse. We keep a stock of th

4、e faster movi ng items so that urge nt orders can be met quickly from stock.a：那是仓库，存放周转快的货物，这样有急的订货时，就可以立刻交现货了。B：如果我现在订购，到交货前需要多长时间？b： If I placed an order now, how long would it be before I got delivery?A： It would largely depe nd on the size of the order and the items you wanta：那主要得看订单大小以及你需要的产品而定

5、.B：我们学校要购进一批电脑和电视，我想了解一下你们的产品。b：Our school will buy in a batch of compters and TV sets, I want to get to know your product.A： we have imported a latest developme nt. I won der if you would like to have a look?a：我们进口一种新产品 您是否愿意先看看货？B：可以。这就是我所感兴趣的那种样式。b:Ah, yes, this is the model I was in terested in.

6、A： I should be very happy to give you any further in formatio n you n eed on it.a:我很乐意提供您所需要的关于它的进一步的信息。B： 好的，都有哪些规格呢？b: Yes, what are the specificati ons?A: we have a wide selecti on of colors and desig ns.a: 我们有很多式样和颜色可供选择。A:If I may refer you to page eight of the brochure youll find all the speci

7、ficatio ns there.a:如果您看一下手册的第8页，就会在那儿找到所有的规格。B: 好的，产品寿命呢？b: Now what about service life?A: Our tests in dicate that this model has a service life of at least 50, 000 hours.,about 10 years.a：我们的实验表明这种样式至少可以使用50,000小时，大约10年.B:这是这种设备的平均数据吗？b:Is that an average figure for this type of equipme nt?A:Oh, n

8、o, far from it. Thats about 10,000 hours Ion ger tha n any other made in its price ran ge.a:不是的，相差还很远。这种比在它的价格范围内的任何其他样式都要高出1万小时左右。B: 真的？这一点给我印象颇深。b: Really?Thats impressive.A: Of couse.our product is the best seller and it is really competitive in the word market.a:我们的产品最畅销。我们的产品在国际市场上很有竞争力。B:不过如果这

9、种设备在我们使用的时候发生故障，该怎么办呢？b: But what happe ns if someth ing goes wrong whe n were using it?A: If that were to happe n, just con tact our n earest age nt and theyll send some one round immediatelya: 一旦发生那样的情况，同我们最近的办事处联系，他们会马上派人过去的。B：我明白了。你可以给我市场价格吗？b: I see. will you give us an in dicati on of prices?A

10、: Unit price is 5000 yua n.a:单价5000兀B： 能给我一些那种电脑和电视的小册子吗？如有可能，还有价格。b: Could you give me some brochures for that machi ne? And the price if possible.A:Right. Here is our sales catalog and literature.a: 好的。这是我们的销售目录和说明书。B: 谢谢。我想也许将来我们可以合作b: Thank you. I thi nk we may be able to work togeth er in the f

11、uture.B: 明天我再来和你们讨论细节问题.Ib:I ll come again tomorrow to discuss it in detail.A: All right. See you tomorrow.a: 好的，明天见。PriceB：我们学校对你们的产品很感兴趣。这次想购买电脑和电视，请报CIF沈阳到岸价Ib: I m interested in all kinds of your products, but this time I would like to order some computers and TV sets. Please quote us C.I.F. She

12、nyang.A:Please let us know the quantity required so that we can work out the premium and freight charges.a：请你说明需求数量，以便我们计算出保险费和运费。B：我们打算试订 800 台电脑，500 台电视。 Ib: I m going to place a trial order for 800 computers and 500 TV sets.A：All right. Here are our F.O.B. price lists. All the prices are subject

13、to our final con firmati on.a：好吧!这是我们的FOB价目表。所有的价格都以我方最后确认为准。B： 大量购买，你们提供折扣吗？b： Do you offer disco unts for ple ntiful purchases?A： Yes, we do in deed. Our ususal figure is around 5%, but that depe nds on the size of the order.a：是的，我们确实这样做。通常的数目是5%左右，但那还要根据订货的多少来定。B：我认为你的价格太高，我们不能接受。你们可以降低价格吗？b： Oh,

14、I thi nk Your prices are much too high for us to accept. Can you cut dow n the price for me?A：Sorry, It would be very difficult to come dow n with the price. I can assure you our price is very favourable.a：对不起，我们很难再降价了。.我可以保证我们的价格是优惠的。B：像这样的商品，我们通常从欧洲供货商那里得到百分之二到百分之三的折扣。b： You know for the products

15、like yours we usually get 2% or 3% discount from European suppliers.IA：The qua ntity you ordered is much smaller tha n those of others. Ifyoucanman ageto boost it a bit, we ll con sider giving you a better disco unt.a：你们订的数量比其他客户少很多。如果你们能试着增加一点数量，我们会考虑给予适当折扣。B：做为试购，这个数量绝不算少了。一般来说，试购总应得到些利润，希望你方能满足我们

16、 的要求。b：As far as a trial order is concern ed, the qua ntity is by no means small. And gen erally speak ing, we like to profitIfrom a trial order. I hope you II be able to meet our requirements.A: Well, as this is the first deal between us, we agree to give you an one-percent discount as a special en

17、 courageme nt.a：由于这是我们的第一次交易，我们同意作为特殊照顾给予你们百分之一的折扣。B: 百分之一？那太少了。能不能想办法增加到百分之二？b: 1%? That s too low a rate. Could you see your way to in crease it to 2%?IA:l m afraid we have really made a great concession, and could not go any further.a: 恐怕不行了，我们确实已做出了很大让步，无法再增加了。B：看来，这是我唯一能接受的条件了。b: It seems this

18、is the only proposal for me to accept.A: I wish I could cut my price, eve n as a pers onal favor for you, but my hands are tied. My money people tell me this is our bottom line.a： 就算帮你个忙，我也希望能够降价，但我无能为力。财务人员告诉我这是底价。A: Its only because youre such a good customer that rm willi ng to offer you this pri

19、ce.a：因为你是这么好的客户，我才愿意提供你这个价格。B：谢谢你，我真的很感谢，不过这个价格超过了我的权限。b：Tha nk you. I really appreciate that. Its just more tha n rm authorized to pay.B：我想现在惟一能做的就是停止谈判，然后分道扬镳吧。b： I guess the on ly thi ng to do now is call a halt to this n egotiati on and part, friend. A：What do you mean?a： 此话曾经？B：没错，每一家厂商都提高了价格，但

20、你们似乎是最贵的。b： True, every one raised his/her prices but you seem to be at the high end of the scale.B：我们有一定的预算限制，所以我只好去别家问问看。b：But, we have a budget we have to stay un der, so well have to shop around some more.A：I sure hate to see you go across the street. Weve had a good frie nd relati on ship for M

21、ANY years. a我很不希 望看你找别家，我们的朋友关系已经维持多年了。B：这种事是难免的。b： These things happe n.B：我这次来，也可以顺路去拜访其他厂商，所以我告辞了 b ： We have some other suppliers I can visit on this trip so I have to get moving.IA： wait, wait, don t be so hurry ,ok.(pause)Sure. I don t think I can cha nge it right no w. I must talk to my office

22、 any wayyoull havein gly.ing docume ntsa：等一下，等一下，别着急嘛。我不能立刻更改价格，我得先请示一下我的领导。B：好的，我希望我们有共同的目标信念。b: ok! I hope we can find some com mon ground on this.A：Well, to get the bus in ess done, we can con sider making some con cessi ons in our price. But first to give me an idea of the qua ntity you wish to

23、order from us, so that we may adjust our prices accord a： 好吧，为了成交，我们可以考虑作些让步，不过要请你先说明大概要订购多少，以便我们 对价格作相应的调整。B： 我不知道怎样才能把这生意做成。我们各让一半吧。稍后我秘书会把订单数量报给你。Ib： I don t see how I can pull this bus in ess through, Mrs. Wang. Let s meet each other half way.Mutual efforts will carry us a step forward. My secre

24、tary will send you the order qua ntity.A： OK, no problem.a:好的，没问题。B：可以考虑，您可以接受付款交单或承兑交单吗？b: It can be con sidered. Now what about the payme nt? Could you accept JDP or D/A?A: rm afraid not， usually we only accept payment by irrevocable letter of credit payable against shipp a：恐怕不行，通常我们只接受不可撤销的信用证，凭装

25、运单据付款。B：您知道这么大的金额的信用证，费用很大，同时积压我们的资金。如果您能接受付款交单 或承兑交单的话，我们会很感激的。b： You know for this a large amountan L/ Cis cost lost also ties up our money If you accept D/P or D/A，b： Well,opening anL/C doesnt make any differenee to you, but makes much to usI would really appreciate it.A：I am very sorry,but we require L/C for all of our clients .a：对此我非常抱歉，我们对所有客户都是用信用证来付款。B：噢，开信用证对您来说没有影响，但对我们影响很大。A：Actually it does， it gives us the protection of the banka：事实上对我们也有影响的，它能给我们银行的保护。