MiniNegotiation:NegotiatingCorporatePossibilities:A:Youragencyhastheexperienceweneed.Andwehavethebest-qualityproduct.B:Yes.Weagreeyourcompanyhasagoodproduct.Butwe'dhavetogetcertainguaranteesbeforewepromisetodobusinesswithyou.A:Whatarethoseconditions?B:Firstofall,we'dhavetoinsistonsoleagencyinChina.Second,we'dwanta18%commission.Third,we'dneedathree-yearcontract.A:You'reaskingforalot.Ifweagree,willyoupay65%ofmarketingcosts?B:That'tsoohigh.Wewouldpreferthatyouacceptfinancialresponsibilitiesfor50percentofallcosts.A:ThatismorethanwhatIexpected.I'hllavetotalkwithourpresidentandcallyoulaterthisweek.NegotiatingTradingTermsandConditions:A:Now,let'gestdowntobusiness.B:OK.Haveyoureadmycatalogues?A:Yes.Butfirstofall,Iwanttomakesureyourmachinesareofthenewestdesignandthebestquality.B:Icanassureyouallofthat.A:Weareinterestedinyourmachine.However,we'vereceivedoffersforsimilarmachinesfromothersources.So,ourbusinessdependsverymuchonyourprices.B:Ifyoutakeallfactorsintoconsideration,you'lflindourpricesmorereasonablethanthequotationsyoumaygetelsewhere.A:I'mnotsosureofthat.Beforewediscusstheprice,I'dliketoaskaquestion.Haveyougotanyfavorabletermsandconditions?B:Yes.First,wewillguaranteethatthemachinestobesuppliedareinaccordancewithyourrequirementsandspecifications.A:That'fisne.Whataboutthenext?B:Well.Secondly,wewillsendengineersandtechniciansatourownexpensetoassisttheinstallation,testrunandeffectrepairstothemachines.A:ThisisalsoquiteOK.Butasfortheguaranteeperiod,Ithink,itshouldbeatleast12monthscountingfromthedateoftheBillofLading.B:Noproblem.Andwe'llbeartheexpensesongettingyourtechnicianstrainedonthenecessarytechnicalproblems.A:Allright.Now,let'cosmetothediscussionofprice.Notes:We'dhavetogetcertainguaranteesbeforewe…在…之前我们必须先得到某些保证Wewouldpreferthatyouacceptfinancialresponsibilitiesfor…我们希望贵方承担经济费用的…Haveyougotanyfavorabletermsandconditions?你们有什么优惠条款和条件吗?countingfromthedateoftheBillofLading从提单日期算起
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