Yang:I know they are very expensive,but why does that mean you should pay after delivery?
Kent:It's a large order.If we give you advance payment,we'll get many troubles.It
谈判实例之逼款
Yang:If it's OK with you.we would like payment prior to delivery,since this is your first order. Kent:I understand why you like that way,We prefer payment after delivery,because these goods are very expensive.
will take three or four months to sell the goods and start to make a profit.
谈判实例之逼款
Yang:I understand.But we must pay the suppliers for the materials in advance,and if we wait four or three months to get paid,we'll have alot of troubles too Kent:Let's do it this way.We'll pay 30% deposit of the invoice value by T/T,and then pay the resy of the amount by T/T after shipment is arrived.
Yang:Well.T/T 30% deposit is a usual terms.However,just you mentionede.it's a big order,we need more money to run the business.As you see,we have only moderate means at hand,the tie-up of funds for as long as three to four months indeed presents a problem to us, Kent:Ok.let's raise the deposit to 50% of the invoice value by T/T.Is that OK?
谈判实例之逼款
Yang:Thanks very much for your concession.However,we still have a problem.I'm afraid that we can't accept the terms that you pay the balance by T/T after shipment is arrived. Kent:Why?We normally do business by this terms with other factories. Yang:To be honest,we can't guarantee your payment after the goods are at your disposal since we base our contract on FOB terms. Kent::Well,we're well reputed company who adheres to the principle of equality and mutual benefit.
谈判实例之逼款
Yang:Yes,I understand.But we need an actual guarantee,Why don't you pay the balance by L/C?Letter of Credit is the normal terms of payment universally adopted in international business. Kent:Tobe frank,it;s expensive to open an L/C because I should pay extra money to the bank which is far more expensive than the charge of T/T. Yang:Ok,I see.How about the way that you pay the balance by T/T against the fax copy of Bill of Lading/In this way,you can guarantee our shipment and we can guarantee your payment. Kent::Let me see..it seems to be the best way we can find,Fine,deal.
商务谈判高手--付款条件
婉姑娘
目录
付款条款概述 谈判小贴士 谈判实例之逼款 实战练习
付款条款概述
D/P电汇 L/C：信用证
谈判小贴士
As a rule,we only accept 100% T/T in advance. I can't be of any help in this respect.L/C is the only term of payment we can accept. Our standard terms of payment are included in our general terms of sale. I have to insist on an advance payment guarantee issued by a reputable bank. I need you to insure Exporter's Benefit Risk with PICC. If you agree to accept T/T in advance,we can compromise on other terms.