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Mini Negotiation:
Negotiating Corporate Possibilities:
A:Your agency has the experience we need.
And we have the best-quality product.
B:Yes. We agree your company has a good product. But we’d have to get certain guarantees before we promise to do business with you.
A:What are those conditions?
B:First of all, we’d have to insist on sole agency in China. Second, we’d want a 18% commission. Third, we’d need a three-year contract.
A:You’re asking for a lot. If we agree, will you pay 65% of marketing costs?
B:That’s too high. We would prefer that you
accept financial responsibilities for 50 percent of all costs.
A:That is more than what I expected. I’ll have to talk with our president and call you later this week.
Negotiating Trading Terms and Conditions: A:Now, let’s get down to business.
B:OK. Have you read my catalogues?
A:Yes. But first of all, I want to make sure your machines are of the newest design and the best quality.
B:I can assure you all of that.
A:We are interested in your machine.
However, we’ve received offers for similar machines from other sources. So, our business depends very much on your prices. B:If you take all factors into consideration,
you’ll find our prices more reasonable than the quotations you may get elsewhere.
A:I’m not so sure of that. Before we discuss the price, I’d like to ask a question. Have you got any favorable terms and conditions?
B:Yes. First, we will guarantee that the machines to be supplied are in accordance with your requirements and specifications. A:That’s fine. What about the next?
B:Well. Secondly, we will send engineers and technicians at our own expense to assist the installation, test run and effect repairs to the machines.
A:This is also quite OK. But as for the guarantee period, I think, it should be at least 12 months counting from the date of
the Bill of Lading.
B:No problem. And we’ll bear the expenses on getting your technicians trained on the necessary technical problems.
A:All right. Now, let’s come to the discussion of price.
Notes:
1.We’d have to get certain guarantees before
we …
在…之前我们必须先得到某些保证
2.We would prefer that you accept financial
responsibilities for…
我们希望贵方承担经济费用的…
3.Have you got any favorable terms and
conditions?
你们有什么优惠条款和条件吗？
4.counting from the date of the Bill of Lading 从提单日期算起。