国际商务实务 contract对话

国际商务实务 contract对话

A: What do you think of our price? 你认为我们的价格如何?

B: Your price has gone up sharply , hasn't it? 我们的价格已经大幅度上涨了，不是吗?

A: Yes. We regret we cannot maintain our original price.

Since the prices of the raw materials have been raised, we have

to adjust the price of our products accordingly. 是的，很遗憾我们不能保持原价了。由于原材料价格上涨，我们不得不对产品的价格做出相应的调整。

B: I agree with you there, but your price is unreasonable.

这我同意，但是你们的价格是不合理的。

A: I don't think so. You must compare our price with that

of other export houses. I'm sure our offer is in line with the

prevailing market price level. 我不这么认为。你必须比较下我们的价格和其他出口公司的价格。我确信我们提出的价格符合市场的价格。

B: I don't think we will be able to pay the price. To have

this business concluded, you need to lower your price at least

by 3%. 我认为我们不能支付那个价格。为了达成这笔生意，你至少应该将价格降低3%。

A: I'm afraid that there is no room for any reduction in

price. 恐怕没有再减价的余地了。

B: Don't you agree with me that in the long run, moderate

prices will bring about large sales and more profits ? 我认为从长远考虑，公道的价格会增加销售量，从而得到更多的利润，难道你不这么认为吗?

A: We've already cut down our price to cost level. 我们已经把价格降到成本价了。

B: Is that all? 只能这样了吗?

A: Yes, this is the best we can do. 是的，这是我们的最低价了。

B: I'm sorry we can't handle the price you offered. 很抱歉，我们无法接受你们提供的价格。

2商务英语谈判实战对话

Botany Bay是家生产高科技医疗用品的公司。其产品“病例磁盘”可储存个人病例;资料取用方便，真是达到“一盘在手，妙用无穷”的目的。此产品可广泛使用于医院、养老院、学校等。因此Pacer有意争取该产品软硬件设备的代理权。以下就是Robert与Botany Bay的代表，Mark Davis，首度会面的情形：

M: Mr. Liu, total sales onthe Medic-Disk were U.S.$ 100,000 last

year, through our agent in Hong Kong.

R: Our research shows most of your sales, are made in the

Taipei area. Your agent has only been able to target the Taipei

market(把……作为目标市场).

M: True, but we are happy with the sales. It's a new product.

How could you do better?

R: We're already well-established in the medical products

business. The Medic-Disk would be a good addition to our product

range.

M: Can you tell me what your sales have been like in past

years?

R: In the past three years, our unit sales have gone up by

350 percent; profits have gone up almost 400 percent.

M: What kind of distribution capabilities(分销能力)do you

have?

R: We have salespeople in four major areas around the island,

selling directly to customers.

M: What about your sales?

R: In terms of unit sales, 55 percent are still from the

Taipei area. The rest comes from the Kaohsiung, Taichung, and

Tainan areas. That's a great deal of untapped market

potential(未开发的市场潜力), Mr. Davis.

3修改条款的英语对话

A: Here is the draft contract, Mr Brown. Let's discuss the

clauses to see if we agree on all of them. Then I will make out

an original of the contract. After that, what's left is to fill

out the contract and sign our names.

B: That's OK.

A: The contract is to be written in Chinese and English.

Both languages are equally effective.

B: Fine. If you'll excuse me, I'd like to go it over first.

(After about 15 minutes) Hmm, you've done a pretty good job.

It's well prepared.

A: Thank you.

B: Well, I suggest that we discuss only the clauses and

points where we have different opinions, just to save time.

A: That's a good idea.

B: First, let's read Clause Two about packing. It's our

usual practice to ship our products in containers. That'll save

time and money, but your contract stipulates the use of wooden

cases. So, we'd like to have the words "containers are allowed"

in the contract.

A: Agree.

B: For shipment, you know we are producing a complete set

of equipment for you and it won't all be finished at one time.

So would you allow us to make partial shipments.

A: I understand your position.

A: 布朗先生，这是我们的合同草案。让我们讨论并看一下是否

能达成一致，然后我们再拟定一份合同正本，最后就只剩下填写合同还有我们的签名了。

B: 好的。

A: 合同将由问中文和英文各一份。中英文的效力是一样的。

B: 好的，如果可以的话，我想先看一下。(15分钟后)嗯，你们做得很漂亮，准备得很好。

A: 谢谢。

B: 好吧，为了节省时间，我们就某些我们有不同意见的条款讨论一下吧。

A: 好主意。

B: 首先，我们来看一下关于包装的第二条款，按照惯例我们应该用集装箱装运，那样会省时省钱，但是你的合同规定用木箱。因此，我们应该加上“允许使用集装箱”。

A: 同意。

B: 你也知道，我们生产了一整套设备，这不可能一次全部运完，你们可以允许我们分几部分运吗?

A: 可以理解。

4精选商务英语话

A: Good morning! My name is John White, import manager of

the Garden Trading Company in New York.

B: Oh, how do you do, Mr White? My name is Li Ming, here

is my card.

A: Nice to meet you, Mr Li. We have learned about that you

specialize in the export business of electronic products. As

you enjoy the highest reputation in the commercial circle we'd

be pleased to enter into business relations with your firm.

B: We shared the same desire. Have you seen the display of

our products in the exhibition hall downstairs?

A: Yes. I had a look just now. I feel we can do a lot of

business in this line.

B: Sure, we can. You know, we've been in this line for more

than twenty years. And I think our price is competitive

comparing with those in the world market.

A: Our company enjoys a history of more than twenty years.

We have wide connection with wholesalers and retailers all over

the America. And we have good reputation in the commercial

circle.

B: Thank you for your information. We can hold more talks

later on business details.

A: Sure.

A: 早上好!我是约翰?怀特，纽约加登贸易公司进出口部经理。

B: 您好, 怀特先生。我叫李明，这是我的名片。

A: 见到你很高兴，李先生。得知贵公司专门经营电子产品的出口业务。因贵公司在商业界有极高的信誉，我们很乐意与贵公司建立

业务关系。

B: 我们也有同样的愿望。您看过楼下展厅里我们的电子产品的展示吗?

A: 是的，刚刚看过。我觉得我们在这方面有很多生意可以做。

B: 当然。您知道我们从事这个行业已二十多年了。我认为与世界市场上同类的产品相比，我们的价格是很有竞争力的。

A: 我们公司有二十多年的历史。与全美的批发商和零售商有着广泛的联系。在商界有很好的声誉。

B: 谢谢您的信息!有关生意细节方面的事情我们可以随后再谈。

A: 好的。