英语口译(2)-商务谈判对话参考文本

1DIALOGUE1A:您好，欢迎参观我们的商品。B:您好，我来自美国一家进口公司。我觉得你们展出的东西不错，特别是这种童鞋。你能具体介绍一下吗？A:好的。我们厂生产的这种童鞋时尚大方，很符合现在市场的品味。所有的鞋子出厂前都经过了6道质量检测，不但质量上乘，而且 设计 领导形象设计圆作业设计ao工艺污水处理厂设计附属工程施工组织设计清扫机器人结构设计 新颖，因此很受海外市场的欢迎，订货量一直很大。B:听起来是不错，各种颜色和尺寸应该都齐的吧？A:当然了，这是肯定的。B:那么价格怎么样呢？如果价格合理的话，我们可能会大量进货。A:我们都知道，现在市场物价有不断上涨的趋势，因此我们的产品也随时有可能提价。这是我们专门针对美国市场罗列的价目表，上面是目前市场上最畅销的童鞋的价格。而这是我们近期的产品目录和价格。您可以对照进行参考。B:噢，你们想得很周到。那如果您不介意的话，我想先看看这两份价目单，再来跟您进一步洽谈。A:当然没问题。希望能跟您再次见面。2DIALOGUE2（高口第三版P76，第四版P74）A:欢迎光临上海进出口商品交易会。我叫陈明。我是上海机械公司的销售部经理。B:Hi,Mr.Chen.MynameisSeanHudson.I’mfromSeattle,U.S.A.I’minchargeofthesupplydepartmentofthePacificTradingCompanyLtd.A:很高兴见到您，哈德逊先生。请坐，我想向您介绍一下我公司及产品。B:Thankyou.Ihavereadyourbrochureandamveryimpressedbyyourscopeofbusiness,especiallythevarietyofmachinetoolsyoumanufacture.Ibelievemycustomerswilllikeyounewproducts.A:您对我们产品感兴趣，我很高兴。不过我们的宣传小册子仅仅介绍了我公司生产的一小部分机床。您可以进来看看我们的展品。B:Sure.Yourexhibitsareveryattractive,thoughtheworkmanshipisnotsodesirable.Ifyoudon’tmind,I’dliketomakeaninquiry.Here’sthelistofourinterestedmachinetools.I’dliketohearyourlowestquotationsC.I.F.Seattle.A:谢谢您的询价，您单子上所列的机床我们都有。这是我方的美国太平洋沿岸城市到岸价的价目单，我们还可以根据您所想要的数目调整价格。B:Well,Mr.Chen,yourpricesarenotverycompetitive.Mydemandisbulk,butofcourseI’llhavetosubstantiallyreducethequantityofmyintendedpurchasewithyouroffer.A:哈德逊先生，我刚才说过，我方的价格可以根据贵方的购买量进行调整。如果是您不安的只是我方的报价，那么您可以到其它展台去看一看，然后我们还可以再坐下来讨论我方的报价。B:Isurewill.Nicemeetingyou.I’llcallhomeaboutyourquotationsandcomebacktomorrowwithourdecision.A:好的。明天见。B:Bye.3DIALOGUE3Tom:I'mgladtohavethechancetovisityourcorporation.Ihopetoconcludesomesubstantialbusinesswithyou.Chen：汤姆先生，有机会见到你很高兴。相信你已在样品间参观了展品，对哪几种产品感兴趣啊?Tom:I'minterestedinyourhardware.Ihaveseentheexhibitsandstudiedyourcatalogs.IthinksomeoftheitemswillfindareadymarketinHolland.Hereisalistofmyrequirements,forwhichI'dliketohaveyourlowestquotations,CIFSydney.Chen：多谢你们询价。为方便我们报价，告诉我们你所要的数量好吗?Tom:I'lldothat.Meanwhile,wouldyougivemeanindicationofprice?Chen：这是我们的装运港船上交货价的价格单，所有价格以我们最后确认为准。Tom:Whataboutthecommission:FromEuropeansuppliersIusuallygeta3to5%commissionformyimports.It'sthegeneralpractice.Chen：我们通常是不给佣金的。但是订货如果数量大，我们可以考虑。Tom:Isee,butIdobusinessonacommissionbasis.Acommissiononyourpriceswouldmakeiteasierformetopromotesales.Evena2or3%wouldhelp.Chen：到你们订货时，再讨论这个问题吧。4DIALOGUE4A:IhavehereourpricesheetonanFOBbasis.Thepricesaregivenwithoutengagement.B:Good.Ifyou’llexcuseme,I’llgooverthesheetrightnow.A:Takeyourtime.B:Icantellyouataglancethatyourpricesaremuchtoohigh.A:I’msurprisedtohearthat.Youknowthatthecostofproductionhasbeenskyrocketinginrecentyears.B:Weonlyaskthatyourpricesbecomparabletoothers.That’sreasonable,isn’tit?A:Well,togetthebusinessdone,wecanconsidermakingsomeconcessionsinourprice.Butfirst,you’llhavetogivemeanideaofthequantityyouwishtoorderfromus,sothatwecanadjustourpricesaccordingly.B:Thesizeofourorderdependsgreatlyontheprices.Let’ssettlethatmatterfirst.A:Well,asI’vesaid,ifyourorderislargeenough,we’rereadytoreduceourpricesby3percent.B:WhenIsayyourpricesaremuchtoohigh,Idon’tmeantheyarehighermerelyby3or4percent.A:Howmuchdoyoumeanthen?Canyougivemearoughidea?B:Toconcludethisdeal,I’dsayareductionofatleast15percentwouldhelp.A:Impossible.Howcanyouexpectustomakeareductiontothatextent?B:Ithinkyouareaswell-informedasIamaboutthemarketforsewingmachines.It’sneedlessformetopointoutthatsupplyexceedsdemandatpresentandthatthissituationislikelytocontinueforalongtime.Whydon’tyoucallyourhomeofficeandseewhattheyhavetosay?A:Allright,Iwill.5DIALOGUE5Jin：欢迎到我们公司来。我叫金哲夫，负责出口部。这是我的名片。Smith:I'llgiveyoumine,too.Jin：你的航行顺利吗?Smith:Notbad,butI'malittletired.Jin：这是你的日程安排。开完会后，我们去参观工厂，再跟生产部经理开个会。晚上你将和我们主任共进晚餐Smith:Couldyouarrangeameetingwithyourboss?Jin：当然可以，我会安排在明天早上10点钟。Smith:Well,shallwegetdowntobusiness?Jin：行，你有没有收到我们上周寄给你的样品?Smith:Yes,wefinishedtheevaluationofit.Ifthepriceisacceptable,wewouldliketoordernow.Jin：听到这个我真高兴。Smith:What'syourbestpriceforthatitem?Jin：单价是12.50美元。Smith:Ithinkthepriceisalittlehigh,can'tyoureduceit?Jin：恐怕不行，12.50美元是我们的底价。如果你订货超过10,000件，我们可以减到12.00美元。Smith:Well,I'llacceptthepriceandplaceaninitialorderof10,000units.Jin：太好了。史密斯先生，跟你做生意真是我的荣幸。Smith:Thepleasureisours.CanyoudeliverthegoodsbyMarch31?Jin：当然行。6DIALOGUE6（高口第三版P84，第四版P81）A:感谢您的询价。这是我方在原价的基础上削减了3.5%以后的报价单。您一定会感到我们的报价在今天这个需求量上升的市场上最有竞争力。B:Tobefrankwithyou,itisreallydifficultforustomarketyourproductsatthepriceoffered.I‘vebeenapproachedbyothersupplierswithmuchloweroffers,yes,muchlower,5%--6%.A:那不可能，我们不可能出那样低的报价，那是荒唐的。B:Whatdoyouhaveinyourmind?A:您把我们的产品同他们的做过比较吗?不是一个档次的产品啊。再说，我们已经调过价了。B:Iagreeyourofferafterthisreductionisattractivebutexcusemyfrankness,inanycaseitisbynomeansthemostcompetitiveonetothebestofmyknowledge.IdidalotofresearchlatelyandI’msureyou'llagreewithmethatagrowingnumberofsuppliersinotherSoutheastAsiancountrieshavejoinedthismarket.Iforeseeasubstantialdropinpricenextyear．A:对您所说的大幅度降价，我不敢认同。您知道我们的产品是享誉全球的名牌产品，而且我们绝对保证质量。虽然我们的周边国家和地区或许会以较低的价格吸引客户，但是我们保证质量的做法，加上这次大幅度的价格下调，一定会在市场上取胜。实话对您说，我们的老客户，我相信也包括您在内，没有谁转到其他广商那儿去。相反，我们还接到许多新客户的订单。我们的报盘是合情合理的。B:You'rearealbusinessnegotiator,butifyouhangontothelistedquotations,it'simpossibleforustocometoterms.Idon'tthinkyourofferisinlinewiththecurrentmarket.Idohopethatyou'llconsiderourcounter-offer.Afterall,we'vehadabusinessrelationshipforalmosttenyears.B:好吧！为了庆祝我们10年来在生意上的合作，也为了继续推进我们的商务关系，我乐意给您破例追加1.5%的特别折扣。这已远远低于我方的最低价了，所以我再也不能接受还价了。我希望您理解我的处境，我可不想丢了自己的饭碗啊！A:Ireallyappreciateyourconcession,andI’dliketosignourpaperstoday.B:我很高兴我们能够圆满成交。剩下的事可简单的多了。我们可以在下午解决合同文本方面的事情。A:Sure.7DIALOGUE7Qiao：在我们开始之前，我想问一下怀特先生，请问您是主谈吗?Mr.White:Yes,Ihavetheauthoritytoconcludethedeal.Qiao：好的，谢谢。昨天我们讨论过有关质量监控的话题，那么我们今天是否来谈谈价格和支付呢?Mr.White:Great.Wehavebeenveryimpressedbyyourqualitycontrol--it'sexcellent--andwillingtomakefurthercontactwithyou.Qiao：很高兴您能这么说。时间不等人。相信你们已经收到了我方的价格单。我想我们的价格是很有竞争力同时也是很合理的，你们怎么认为呢?Mr.White:I'mafraidwecan'tagreewithyouonthat.Yourpriceishigherthanthatofyourcompetitor.Qiao：每个公司都是依据质量来评定价格，是吧?请你们再考虑一下我们的报价。Mr.White:I'msorrybutIhavetosayIdon'tseeanyadvantagesinyourquotations.Maybesomediscountswilldo.Qiao：如果你们的订单足够多的话，我们可以考虑再给你们一个折扣，但这个仅限于你们公司。Mr.White:Isee,thankyouforyourkindness.Consideringtheamount...Let'ssay,1,700setsofadozen?Qiao：上个月我们的订单是2，100打而且不打折。怀特先生，你知道，这些都是炙手可热的商品。Mr.White:Oh,that'sinteresting.Ifyouofferadiscountof5%,wewilltake2,500dozenfromyou.Qiao：看来我们也可以有非常长远的合作，既然你们同意乙方利物浦CIF价格订2，500打的话，那么5％的折扣应该没有问题。Mr.White:Good.Nowwehavesettledprice.Whataboutthepaymentterms?LetterofCreditwillbemuchappreciated.Qiao：我们公司一般都采用汇付，票付和电付都可以。Mr.White:WeinsistthatyoupaybyLetterofCredit,infact,noneofourpartnerssettlepaymentbyremittance.Qiao：这个我们可以考虑一下。怀特先生，我们今天的进度是否有点快，我们是否可以先中断一下呢?Mr.White:Oh,I'msorry,Ididn'tnoticethatitissolate.Qiao：谢谢您能理解，怀特先生，我们明天早上再见，好吗?Mr.White:Yes,tomorrowmorning,seeyouthen.8DIALOGUE8（高口第三版P78，第四版P75）A:Goodafternoon,mayIhelpyou?B:我对贵公司经营的新品种颇感兴趣。我可以看看贵方汽车零部件C.I.F.价目表吗？A:Certainly.LatelyweexpandedourscopeofbusinesstobetterserveourFarEastAsiancustomers,Chinesecustomersinparticular.Chinaissuchanenormousmarketthatnobodycanaffordtoneglect.MycompanyiswillingtoestablishbusinessrelationswithallinterestedChineseparties.B:您这样说我很高兴。我们打算长期从贵公司进口一些汽车零部件，当然这得看贵方的价格是否比他人优惠。坦率地讲，贵方单子上的价格毫无竞争力。我希望知道贵方的最新报价。A:Wehavejustupdatedourprices.ButofcourseIdon’tmeanourofferisfinal.Asusual,we’dliketoquotethemostreasonablepricetostartourbusinessrelationshipforthefuture,evenatthecostofasubstantiallossonourpart.B:但是从我对汽车零部件市场所掌握的信息来看，贵方的报盘没有吸引力。此外我还需要时间来树立对贵公司产品质量的信心。如果您不愿给我方一些合理折扣，我还是打算等一下，先到别处看看再说。A:Weguaranteethequalityofoursupplies.Andwehavefreesamplesforyourinspection.Asforthediscount,wecanreducethelistedpricesby5%.Thisisourfloorofferandyou’llhavetoexcuseme,we’renotpreparedforanycounter-offer.B:我很欣赏您的直率。虽然贵方的底价与我方所希望得到的价格仍有距离，我还是愿意签合同。我与您有同感，我现在这样做是着眼于我们将来业务关系的发展。A:ButI’mnotsureifyouarehappywiththetermsinthecontract.B:我研究过你们的合同。有几处还不是很明确，需要讲清楚。还有合同的格式问题。我们希望用我公司自己准备、自己打印的合同副本。您看行吗？A:Noproblem.Buteverythinginthecontractshouldbebilingual,bothinEnglishandChinese.B:是的，从品名、规格、数量、单价、总额、货运，全都以双语写明。还有，我们希望货品在6月底之前发出，我们不能接受货运的耽搁。A:Ofcourse.B:我们付的是到岸价，所以保险费由贵方负担。A:Certainly.Wegobythecontract.B:好了，没问题了。A:That’swonderful.Let’sleavethetechnicaldetailsofthecontracttoourassistants.I’dliketoinviteyoutoadrinkandcelebratethesuccessofyourfirstbusinesstransaction.B:不胜感激。我相信我们这次合作仅仅是个开端，今后合作的机会将更多。9DIALOGUE9Li:你们的产品给人印象深刻,包装也很精美。好的，我们现在谈一下运货。你们最早什么时候可以开始运货呢？Jack:Itusuallytakesusthreemonthstomakedelivery.EverythingwillbereadybythemiddleofJune.Li:太晚了。T恤的销售旺季就要到了，有可能把运货日期提前到5月份前吗？不然,我们就赶不上销售旺季了.Jack:I’mafraidwecan’tpromisedeliveryearlierthanJune.WesellourTshirtstomorethantwentycountriesintheworldanddozensofordershavebeenplacedaheadofyou.Li:那有什么其它办法吗?Jack:ThebestwecoulddoistoshipyourgoodsinJune.Li:那你们可以把运货日期提前一个月吗？我们要货很急。Jack:Oh,that’shardtosay.Letmecallourproductiondepartment.（AfterTelephone）Jack:Goodnews.Therearecancellationsformid-Maydelivery.It’stight,sowemaynotbeabletogetyourfullordertoday.Li:好的。那我们什么时候可以收到第一批货物呢？Jack:Thefirstlotwillbedeliveredbymid-MayandyouwillreceivetheremainderbytheendofMay.Li:谢谢您的努力。你要保证我们的运货。杰克先生，你知道运货时间对我们很重要,而且货到了后,我们还要至少2周的时间来打通销售关节。我们必须购买这些货物，而且这些货物必须按时到达，因此请务必确保这批货物一定要准时到达,不然恐怕我们只能另找别家公司了.Jack:Mr.Li,youhavemyword,mid-May!Inviewofourlongstandingbusinessrelationship,Iwillurgetheproductiondepartmentofourcompanytomakeanearlierdelivery.We’lldoourbesttoadvancetheshipment,butyoumustopenyourL/Cassoonaspossible.Li:那谢谢你了。Jack:ButIwouldliketoremindyouthattoexpeditetheshipment,wemaychargeextrafees.Wouldthatbeacceptableforyou?Li:附加费可以接受,这批产品对我们而言很紧急,贵方尽早发货即可.10DIALOGUE10Smith:Goodmorning,Mr.Chen.Thankyouforyourreceptionatsuchabusyhour.Chen:早上好，史密斯先生。见着你非常高兴。我们之间交易往来已有5年多了，我感到很欣慰，我们之间的交易大部分令人满意。Smith:That’sright.It’sbeenentirelythankstoyourfullsupport.Youmadeitapointtoabidebythecontractandespeciallyyouwerealwayspromptandequitableinsettlingclaims.Alltheseplayedanimportantpartinpromptingthesalesbetweenus.Chen:史密斯先生，我听出你话外有音。有什么请明讲。Smith:Letmebemoretothepoint.Veryregretfully,thereoccurredsomethingunusualinthistransactionofours.Now,Iamhere,hopingtogetthematterclearedup.Chen:好啊，我们一直努力在改善对客户的服务，特别是对你这样的老客户。Smith:Whenyourlastshipmentarrivedatourportlastweek,wehadthemweighed.Theresultprovedthatthegoodswereunderweight.Chen:不会吧。Smith:Ascomparedwiththetotalweightof50metrictonsstipulatedinthecontract,theactuallandedweightwasonly48.5metrictons.Thedifferencewas1.5metrictons.Chen:那真是没法理解了。1.5公吨可不是个小数字，不可能在运输途中丢失呀。这1.5公吨到哪儿去了呢？Smith:AsthegoodsweresoldonCIFterms,youmustbeheldresponsiblefortheshortage.Chen:你有证明吗？Smith:Undoubtedly.Hereisasurveyreportissuedbyawell-knownlabinSingapore.Itverifiestheshortweightof1.5metrictons.Andthenthereportfurthertestifiesthattheshortweightiscausedbyimproperpacking.15bagswerebrokenduringthetransportationandcontentsgotirretrievablylost.Chen:史密斯先生，我们合作不是一年了。我完全相信你的话。考虑到我们之间的友好关系，我们准备满足你方1.5公吨短重索赔。Smith:Thanks.DoIunderstandthattheinspectionfeeisalsoincluded?Chen:是的，包括检验费。11DIALOGUE11(VideoClip)McNeil:Beforewebegin,areyousurethatyouareinapositiontoconductthisnegotiation?Green:Yes,Ihavetheauthoritytonegotiatewithyou.McNeil:Right.Let'sgetdowntobusiness.Green:WhichofourproductlinesareyouparticularlyinterestedinMr.McNeil?McNeil:IcouldbeinterestedintheseonesthatIhaveoutlinedhere.ButIwanttohearwhatyousayaboutdiscounts.Green:Let'stalkspecificallyaboutBigBoss.McNeil:Let'sbeclearaboutonething.Ihopeyourealizethatwemusthaveamuchlargerdiscountthanwhat'sonthetablenow.Green:Ithinkthediscountproblemcanberesolvedbutyouneedtobemorepreciseaboutnumbers.McNeil:Fairenough.Whatkindofdiscountareyouofferingon10,000units?Green:On10,000units,Mr.McNeil,Icanofferadiscountof30%.ButIcan'toffermore.McNeil:30%!Green:Justletmefinish,30%,butwithaguaranteeofdeliverywithintwomonths.McNeil:DeliverymustbewithintwomonthsorI'mnotinterested.I'mofferingyouthechancetomakeaverylargesaleandyouareturningitdownbecausewe're...Green:CanIjustcomeinhereMr.McNeil?Ihaven'tturnedanythingdown.Ihaven'tsaid"no".Iamjustsayingthaton10,000unitsourdiscounttermsare30%.McNeil:But...Green:Pleaseletmefinish.Nowifyoucommittobuy20,000unitsthenIcouldconsideralargerdiscount.McNeil:Howmuchlarger?Green:Ifyoucommitto20,000unitsthenIcanoffera35%discount.McNeil:30,35%.I'mgettingtiredofthis.Youareplayinggames.Iamlookingforalargediscount,andIhopethatyou'regoingtooffermeone.12Green:Ifyouwantabigdiscountthenyoumustmaketheorderabigone.Let'stalkaboutunitpriceratherthandiscount.Ourstandardunitpricetothewholesaleris23.5.McNeil:AndI'mnotinterestedin23.5.Green:Yes,IknowthatMr.McNeil.Ifyoubuy40,000units,thenIcanofferaunitpriceof19.5.Whatwillyourmark-upbeontheBoss,3,3.5,4?McNeil:Aboutthat.Green:Withthosefiguresyou'regoingtobeverycompetitive.McNeil:19.5unitprice?Green:Ifyoubuy40,000units;thatrepresentsadiscountof...McNeil:Icanseewhatthediscountis.Offermeaunitpriceof19.5on25,000unitsandwecandobusiness.Green:Ican'tdothat.I'msorry.McNeil:Let'sbreakforafewminutes.I'vegotafewthingsIhavetoseeto.I'llbeacoupleofminutes.Wouldyoulikeacupofcoffee?Green:Yes,please.McNeil:Helpyourselftothephoneifyouwanttomakeacall.Green:Thanks.DonBradley:DonBradley.Green:Hi,Don.How'sthemeeting?DonBradley:It'sjustfinished.I'monmywayover.How'syourmeeting?Green:he'sdefinitelyinterested.We'rehavingabreak.DonBradley:What'sthesituation?Green:It'sbecomingdifficult.We’restuckonthesizeoftheorderforBigBoss.Hewantsaunitpriceof19.5onanorderof25,000.DonBradley:Thatsoundsgoodtome.Green:Ithinkwecanpushhimfurther.DonBradley:Doyouthinkso?Green:Ithinkso...Ihopeso.DonBradley:Becareful.He'sacleverman.I'vedealtwithMcNeilbefore.Whenhestartsbangingonthetable,that'sasfarasyoucangowithhim.Goodluck!13Green:Thanks.Solet'sclarifythepositionsofar.AsfarasBigBossisconcernedwehaveagreedonaunitpriceof20for30,000,andIcan'tgobelowthatpriceforanorderofthissize.Nowlet'slookattermsofpayment.McNeil:90days.Green:I'msorryMr.McNeil,butthat’scompletelyunacceptable.Ourstandardpolicyondiscountsofover30%ispaymentwithin30daysofdelivery.McNeil:Thisisnotastandardsituation.Iammakingaverylargeorder...Green:CanIjustcomeinhere,Mr.McNeil?Iknowyou'remakingalargeorderbutyouarealsogettinganexcellentproductataverylargediscount.McNeil:Ican'tbelievethatthisisyourfinaloffer.Green:Ifyouorder35,000thenIcanauthorizepaymentin90days.McNeil:Wehavealreadydecidedonquantity.Thisismylastoffer.30,000at60dayspayment.Takeitorleaveit.Green:Ithinkthatofferwillbeacceptable.Soallwehavetodonowisfinalizethedeliveryarrangements.McNeil:Well,let'sdiscussthedetailstomorrow.McNeil:Comein!Don,howareyou?DonBradley:Hello,Danny,Edward.I'msorryI'mlate.McNeil:Youarelate.I'dratherdobusinesswithyouthanthisyoungman.Whathaveyoubeenfeedinghim?DonBradley:Oh,wedon'tfeedhim.Weliketokeepourstaffhungry.