商务英语模拟谈判卖方 Sales Administrator销售主管 A Project Manager项目经理 B买方 Vending Manager售买经理 C Merchandising Manager采购经理 DWholesale Buyer 批发采购员 E保险manager of the People’s Insurance Company of China PICC的经理 F （江来）S代表卖方 b代表买方旁白：Miss A is the Sales Administrator(销售主管) of Japanese CASIO corporation ;Miss B is the Project Manager(项目经理) of Japanese CASIO corporation ; Miss C isthe Vending Manager(售买经理) of Chinese Agcy agency ; Miss D is the Merchandising Manager（采购经理) of Chinese Agcy agency；Miss E is Wholesale Buyer(批发采购员) of Chinese Agcy agency.B:We warmly welcome you .Do you had a very restful night ?S: Actually, we feel quite rested. I would like to thank you for your kind invitationto visit your beautiful country.B: We’ve been looking forward to your visit. We are waiting for your reply aboutthe suggestion of the CASIO’s (卡西欧) sole agency in China.S: To tell you the truth, your proposal surprised us. As you know our annual turnover is more than one million. so it is difficult for us to believe you can play therole of the CASIO’s (卡西欧) sole agency in China.B: As we know , In China your main markets are big cities such as, Shanghai, Beijing, Guangzhou and so on. About 60% turnover were sold in these big cities last year.We have extensive channel-0f-distribution, specifically covering these big cities.So As a selling agent we can take good care of your export business.S: Yes, I think so. but your sales are not more than 400,000. how can you explain it for us.B:I understand you are selling the same products to some other Chinese importers.this tends to complicate my business. as you know, I am experienced in the businessof slippers and enjoy a good business relationship with all the leading whole-salers and retailers in that line. I have a mind to expand this business in the years to come.S: Ok, We will take what you said into consideration and do some investigation by ourselves and you can also provide some information to proof your ability.B:Well , we’ll continue the negotiation after your investigation . could you give us an exact time.S: How about 3 days latter ?B: OK , we look forward for the further negotiation .旁白： Three days later, they continue to the talk.S: Let’s take the ball rollin g by talking about the sole agencyB: Ok, what’s your decision?S: After paying due consideration to your proposals and investigating your business standing, we think you are able to play the role as our sole agent in China. B: Thank you, we are glade to hear that. How about the commission ?S:As practice ,our sole agent in other areas usually get a 3%-5% commission . B: How about 10% commission if we sold more than 1 million ?S: In order to conclude the transaction, we’ll give you 10% commission if y ou can sell more than 1.2 million, otherwise we can only give you 7% commission . Do you think so?B:OK , that’s a deal.(看看表) It's high time to have lunch .Let's go and have a big meal , and tomorrow go on to talk about the terms of payment .S:OK. That's a good idea .旁白:The next day ,B invited S to Starbucks and carry on the negotiation. When S have a seat .The waiter is coming .A(服务员):Would you like a cup of coffee with milk or suger ?S:(对服务员)Suger, thank you .（对买方） The Starbucks has a pleasant ambience,thank you for your invitation .B:It's a pleasure that you like here . Now, let's continue to talk ,all right?S:With pleasure.You see, the present transaction is the first step in trade between us . I feel sure more business can be expected if this initial deal works out.B:How about the terms of payment ?S:If it's OK with you, we would like payment prior to delivery, since this is your first order.B: I understand why you would like it that way, but we prefer payment after delivery, because these goods are very expensive.S:I know they are very expensive, but why does that mean you should pay after delivery? B:As you know ,our order is such an sizable one , it is beyond our financial capability.If we give an advance payment, we will have money trouble, because it will take three or four months to sell the goods and start to make a profit. I advise that we would adopt the terms of "payment by instalments"for our purchase.S:We don't agree that. But as exports of a complete plant, we would like to have our investments returned as early and safely as possible.B: you are doubtless aware that "payment by instalments" is one of the terms of payment that has been accepted and very often used by several of our sellers abroad, and our adoption of this system of payment for some specific items of our imports is not in contradiction with the usual practice in international trade .S:You are driving a hard bargain. We accept it .B:You are so wise. OK,let's begin to talk about the shipment. How about making Shanghai the port of destination instead of Dalian?S:Why? We wish to point out that all the orders accepted by us are shipped to Dalian .Shanghai is out of the question.B:It's like this . There are only one or two sailing a month from Osaka to Dalian, while sailing to Shanghai are quite frequent. If shipment were effected toShanghai ,we could receive the goods much earlier.S:I see. You want to transport the goods to Shanghai directly .B:Yes, exactly, because I want these goods on our market at the earliest possible date.S: Your idea may be a good one .B:If I choose Shanghai , will it be possible for you to ship the goods by the end of May ?S: We'll try our best .Anyway , we assure you that shipment will be made not later than the first part of June .旁白：Received the goods , B found that the goods has suffered from pilfer ,so he filed a complaint with S for compensation. To clarify the matter, S invited MissA to Osaka to explain the unfortunate affair about the insurance.S: Thank you for coming, Miss A,MissB.B: Nice to meet you,Miss S,Miss A.As you know,the loss though pilfer was over 20% of the consignment. We‘ve presented a claim to the underwriters(保险公司) through your firm,but the insurance company refused to admit liability, as there was no insurance on pilfer.We naturally were not satisfied with such a reply. S: I have heard about it. Of course you know,we are merely acting as mediators in this matter.If only within the scope of coverage,the Insurance Company is responsible for the claim.A: That’s just the point.The loss in question was beyond the coverage granted by us.B: why?A：According to your covering L/C, we made out an insurance certificate covering all marine risks but not mentioned the pilfer in it.B: All right ,we think the pilfer should be included in the all marine risks.That is,with particular average ,I should think the risk of pilfer is a particular average,isn’t it?A: The pilfer is belong to particular average indeed .All marine risks including general loss caused by external factors,but especially the loss does not belong to the scope of protection.B: But the risk of pilfer is covered by marine insurance,isn’t it?A: The pilfer is not owned in the all marine risks.B: well,I have heard something a bout it but I can’t say that it is very clear to me.I must admit I’m a layman as far as insurance is concern ed.S: Miss B ,would you like to have a cup of tea or coffee ?B: No,thank you ,I’d like to have a cup of tea.And now,let me hear more about t he problem of insurance.A: Ok. (具体解释)表演。