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com LESSON 14 NEGOTIATING A BUSINESS TRANSACTION
SITUATIONAL CONVERSATION 1: BUSINESS INTENTION AND COOPERATION 情景会话 1:商务意向与合作 A: Jīntiān wǒmen zhǔyào xiǎng tántan wǒmen zhījiān màoyì hézuò de shìqing. 今天我们主要想谈谈我们之间贸易合作的事情。 Today we mainly want to talk about trade cooperation between us. B: Āndésēn xiānsheng, nín duì wǒmen gōngsī shēngchǎn de fúzhuāng yǒu shénme yìnxiàng ? 安德森先生,您对我们公司生产的服装有什么印象? Mr. Anderson, what’s your impression about clothes produced by our company ? A: Yìnxiàng fēicháng hǎo. Guì gōngsī shēngchǎn de fúzhuāng jì měiguān yòu dàfang, hěn yǒu Zhōngguó tèsè. 印象非常好。贵公司生产的服装既美观又大方,很有中国特色。 My impression is beyond compare. The clothes produced by your company are both beautiful and in good taste with Chinese characteristics. B: Gǎnxiè nín de kuājiǎng. Nín kàn wǒmen de chǎnpǐn hái xūyào nǎxiē gǎijìn ? 感谢您的夸奖。您看我们的产品还需要哪些改进? Thank you for your compliment. What kind of improvement do you think is needed on our products ? A: Guì gōngsī de fúzhuāng zhìliàng shì dì yī liú de, búguò rúguǒ nǐmen yào xiǎng dǎjìn Ōu Měi shìchǎng, hái xūyào yòng Ōu Měi xiāofèizhě xǐhuan de miànliào, huāyàng hé kuǎnshì. 贵公司的服装质量是第一流的,不过如果你们要想打进欧美市场,还需要用 欧美消费者喜欢的面料、花样和款式。 The quality of Your company’s clothes is of the top rank, but if you want to enter the European and American market, you still need to use the materials for making clothes, design and style that are liked by European and American consumers. B: Wǒmen kě bu kěyǐ cóng guì guó jìnkǒu zhèxiē miànliào bìng yǐnjìn nǐmen de kuǎnshì shèjì ? 我们可不可以从贵国进口这些面料并引进你们的款式设计? Can we import these materials for making clothes from your country and introduce your style and design ?

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A: Dāngrán kěyǐ. Wǒmen kěyǐ xiàng guì fāng tígōng mùqián Ōu Měi shìchǎng zuì liúxíng de miànliào, huāyàng hé kuǎnshì shèjì, yóu guì gōngsī zǔzhī jiāgōng shēngchǎn, nín kàn zěnmeyàng ? 当然可以。我们可以向贵方提供目前欧美市场最流行的面料、花样和款式设 计,由贵公司组织加工生产,您看怎么样? Of course you can. We can provide you with the materials for making clothes, pattern, style and design that are most popular in the current European and American market and let your company organize the processing production. What do you think ? B: Yòng wǒmen de liánjià láodònglì jiāshàng nǐmen de liúxíng huāyàng hé kuǎnshì, wǒmen yídìng néng shēngchǎn chū zuì shòu huānyíng, zuì shòu xǐ'ài hé zuì yǒu jìngzhēnglì de chǎnpǐn, dǎjìn guójì shìchǎng. 用我们的廉价劳动力加上你们的流行花样和款式, 我们一定能生产出最受欢 迎、最受喜爱和最有竞争力的产品,打进国际市场。 Using our cheap labor force plus your popular pattern, design and style, we certainly can produce the most welcomed, most liked and most competitive products and bring them to the international market. A: Duì, zhè jiùshì wǒmen wàibāo de mùdì. Rúguǒ guì gōngsī yuànyì, wǒmen hái kěyǐ tígōng jìshù bāngzhù. 对,这就是我们外包的目的。如果贵公司愿意,我们还可以提供技术帮助。 That’s right. This is the exact purpose of our outsourcing. If your company would like, we can provide technical support, too. B: Nà zhēn shì tài hǎo le ! Wǒmen zěnme cái néng bǎ chǎnpǐn dǎjìn guójì shìchǎng ne ? 那真是太好了!我们怎么才能把产品打进国际市场呢? That sounds really great ! How can our products enter into international markets ? A: Wǒmen kěyǐ lìyòng Běijīng Guójì Zhǎnxiāohuì, Shànghǎi Shìjiè Bólǎnhuì hé Guǎngzhōu Chūkǒu Shāngpǐn Jiāoyìhuì de jīhuì lái zhǎnxiāo, tuīxiāo, cùxiāo wǒmen de chǎnpǐn. 我们可以利用北京国际展销会, 上海世界博览会和广州出口商品交易会的机 会来展销、推销、促销我们的产品。 We can avail ourselves of the opportunity of the Beijing International Exhibition and Trade Fair, Shanghai World Fair and Guangzhou Commodity Exporting Trade Fair for the exhibition and sales promotion of our products. B: Wǒmen yě kěyǐ tōngguò fúzhuāng xiǎojiāohuì, guówài de jìnkǒushāng, dàilǐshāng, pīfāshāng yǐjí diànzǐ shāngwù, diànshì guǎnggào hé gōngguān huódòng lái tuīxiāo, cùxiāo, yíngxiāo wǒmen

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de chǎnpǐn, kuòdà yǐngxiǎng hé zhīmíngdù. 我们也可以通过服装小交会, 国外的进口商、 代理商、 批发商以及电子商务, 电视广告和公关活动来推销、促销、营销我们的产品, 扩大影响和知名度。 We can also promote sales and market our products in order to broaden the influence and raise the celebrity rating through small scale apparel trade fair, foreign importers, agents, whole-salers as well as e-commerce, TV advertisement and other PR activities. A: Duì, wǒmen yào lìyòng yíqiè yǒuxiào de yíngxiāo cèlüè hé yíngxiāo shǒuduàn kāituò guójì shìchǎng. 对,我们要利用一切有效的营销策略和营销手段开拓国际市场。 Yes, we would like to make good use of all effective marketing strategies and means to develop the international market. B: Yǒu le yíngxiāo cèlüè hé shǒuduàn, xiàmiàn wǒmen shì bu shì gāi tántan wǒmen de hézuò yìxiàng le ? 有了营销策略和手段,下面我们是不是该谈谈我们的合作意向了? Now that we have the marketing strategies and means, next we should talk about our intention of cooperation, shouldn’t we ? A: Shì a, wǒmen shuāngfāng jīntiān xiān nǐdìng yí fèn xiángxì de hézuò yìxiàngshū, ránhòu zài qiāndìng jùtǐ de shēngchǎn hétong, nín kàn zěnmeyàng ? 是啊,我们双方今天先拟定一份详细的合作意向书,然后再签订具体的生产 合同,您看怎么样? Yes, we should. Our two parties shall first draw out a detailed letter of intention of cooperation today, and then we shall sign our concrete production contract, what do you think ? B: Hǎo, jiù zhème bàn. 好,就这么办。 Good, let’s do this.

SITUATIONAL CONVERSATION 2: NEGOTIATION OVER THE PRICE AND TERM OF PAYMENT 情景会话 2:洽谈价格与付款方式 A: Wǒmen duì guì gōngsī de sīchóu chǎnpǐn hěn gǎn xìngqù, xīwàng gēn guì gōngsī jiànlì sīchōu fúzhuāng jìnchūkǒu yèwù wǎnglái guānxi. 我们对贵公司的丝绸产品很感兴趣, 希望跟贵公司建立丝绸服装进出口业务 往来关系。 We are very interested in your company’s silk products and hope to establish business relations with your company in regard to imports and exports of your silk clothes. B: Wǒmen de sīchóu chǎnpǐn zhìliàng yōuliáng, měiguān dàfang,

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wénmíng shìjiè, hěn shòu shìjiè gèdì, tèbié shì Ōu Měi xiāofèizhě de huānyíng hé xǐ'ài. Āndésēn xiānsheng, nín bù xiǎng dìnggòu yìxiē wǒmen de sīchóu chǎnpǐn ma ? 我们的丝绸产品质量优良、美观大方、闻名世界,很受世界各地,特别是欧 美消费者的欢迎和喜爱。安德森先生,您不想订购一些我们的丝绸产品吗? Our silk products are of superior quality, beautiful and elegant and well known in the world. They are well received and loved by consumers of various parts of the world, especially by European and American consumers. Mr. Anderson, don’t you want to order some of our silk products ? A: Wǒmen zhè cì lái shì dǎsuàn dìnggòu yìxiē de, kěshì fāxiàn nǐmen tígāo le jiàgé, érqiě yě méiyǒu yōuhuì le. 我们这次来是打算订购一些的,可是发现你们提高了价格,而且也没有优惠 了。 We do come here with a plan to place an order for some of your products, but we’ve found out that you have raised the price, and moreover, you do not offer a discount price any more. B: Shéi shuō wǒmen méiyǒu yōuhuì le ? Nǐmen de dìnghuò yuè duō, jiàgé jiù yuè yōuhuì. 谁说我们没有优惠了?你们的订货越多,价格就越优惠。 Who said that we do not offer discount price any more ? The more you order, the bigger discount you’ll get for the price. A: Qítā gōngyìngshāng dāyìng gěi wǒmen bā zhé yōuhuì. Nǐmen zuìduō néng gěi duōshao ? 其它供应商答应给我们八折优惠。你们最多能给多少? Other suppliers have promised to offer us twenty percent discount. What’s the biggest discount you can offer ? B: Zhè jiù yào kàn nǐmen dǎsuàn dìng shénme, dìng duōshao le. Shùliàng yuè duō, zhékòu yuè dà. 这就要看你们打算订什么,订多少了。数量越多,折扣越大。 This depends on what you are going to order and how much you are going to order. The larger the quantity you order, the bigger the discount you’ll get. A: Wǒmen dìng de kě dōu shì guójì shìchǎng shang liúxíng de rèménhuò a. 我们订的可都是国际市场上流行的热门货啊。 What we order are really hot and popular commodities in international markets. B: Duìyú rèménhuò hé chàngxiāohuò, wǒmen yìbān bù gěi yōuhuì. 对于热门货和畅销货,我们一般不给优惠。 As for hot and saleable goods, we generally do not offer any

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discount. A: Nà rúguǒ wǒmen de dìnghuòliàng hěn dà, nǐmen gěi bu gěi yōuhuì ? 那如果我们的订货量很大,你们给不给优惠? What if we place an order for a large quantity, would you offer discount then ? B: Rúguǒ nǐmen měi zhǒng huāyàng gè dìng yì wàn mǐ, wǒmen jiù huì kǎolǜ gěi nǐmen bǎi fēn zhī wǔ de yōuhuì, nín kàn zěnmeyàng ? 如果你们每种花样各订一万米,我们就会考虑给你们百分之五的优惠,您看 怎么样? If you place an order for ten thousand meters each, we’ll then consider offering you five percent discount, what do you think ? A: Shuō shízài de, wǒmen bú yuànyì tǎo jià huán jià, kěshì bǎi fēn zhī wǔ shízài shì tài shǎo le. Qítā gōngyìngshāng dōu dāyìng gěi wǒmen zhìshǎo bǎi fēn zhī bā de yōuhuì. 说实在的,我们不愿意讨价还价,可是百分之五实在是太少了。其它供应商 都答应给我们至少百分之八的优惠。 To be honest with you, we really would not like to bargain, however, five percent is really too little. Other suppliers all have promised to offer us at least ten percent discount. B: Zhè yǐjīng shì wǒmen de zuì dī bàojià le, bù néng zài dī le, érqiě wǒmen de sīchóu hěn yǒumíng, huāsè, pǐnzhǒng, zhìliàng yě dōu shì dì yī liú de. 这已经是我们的最低报价了,不能再低了,而且我们的丝绸很有名,花色、 品种、质量也都是第一流的。 This is already our lowest quoted price and cannot be lower. Moreover, our silk cloth is very famous, its design, color variety and quality are top rate, too. A: Hǎo ba, wǒmen kěyǐ kǎolǜ jiēshòu nǐmen de bàopán, búguò guì fāng bìxū jiēshòu D/A huò D/P fùkuǎn fāngshì. 好吧,我们可以考虑接受你们的报盘,不过贵方必须接受 D/A 或 D/P 付款 方式。 OK, we can consider accepting your quoted price, however, you must accept either D/A or D/P terms of payment. B: Duìbuqǐ, yīnwèi guì fāng de dìnghuòliàng dà, yòng xìnyòngzhèng fùkuǎn bǐjiào bǎoxiǎn. 对不起,因为贵方的订货量大,用信用证付款比较保险。 Sorry, because you have made such a large order, it’s more secure to pay with L/C. A: Kāilì zhème dà shù'é de xìnyòngzhèng fèiyòng hěn gāo, zhè huì yǐngxiǎng wǒmen de xiāoshòu jiàgé.

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开立这么大数额的信用证费用很高,这会影响我们的销售价格。 To open up an L/C for such a large amount is costly and it will affect our sale price. B: Fēicháng bàoqiàn, yīnwèi guì gōngsī shì wǒmen de xīn kèhù, yòu shì dì yī cì zài wǒmen zhèli dìnghuò, suǒyǐ chúle xìnyòngzhèng yǐwài, qítā fùkuǎn fāngshì wǒmen dōu bù néng jiēshòu. 非常抱歉,因为贵公司是我们的新客户,又是第一次在我们这里订货,所以 除了信用证以外,其他付款方式我们都不能接受。 We regret that, but because your company is our new client and has placed an order for goods for the first time, therefore, except for L/C, we cannot accept any other terms of payment. A: Rúguǒ wǒmen tóngyì yòng xìnyòngzhèng zhīfù, guì fāng néng bu néng yǐ CIF Bōtèlán dào'ànjià chéngjiāo ? 如果我们同意用信用证支付,贵方能不能以 CIF 波特兰到岸价成交? If we agree to your payment with L/C, can you make a deal with us for CIF Portland ? B: Nǐmen zhēn huì tǎo jià huán jià. Wǒmen míngtiān zài tán, zěnmeyàng ? Wǒ yào dǎ diànhuà qǐngshì yíxiàr gōngsī zǒngcái. 你们真会讨价还价。我们明天再谈,怎么样?我要打电话请示一下儿公司总 裁。 You really know how to bargain. Let’s continue talking about it tomorrow, shall we ? I need to make telephone call to the President of our company to ask for instructions. A: Hǎo ba, wǒmen míngtiān zài jìxù tán. 好吧,我们明天再继续谈。 Alright, we’ll continue talking about it then.

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