Dialogue 2：Negotiation on Commission and AgencySituati on: Miss Hua ng, a Chin ese han dicraft sales compa ny and Mr. White, a sales man ager of a han dicraft compa ny in Abuja, Nigeria are talk ing about the commissi on of age ncy.Huang :怀特先生，很高兴见到你。
最近怎么样？White: Glad to meet you too. What can I do for you?（我也很高兴见到你。
能为你做些什么吗？）Huang:根据我们的协议，这个月就是试销期的最后一个月了。
我想是时候讨论中国北方独家代理权的问题了。
White: Yes. Your sales performanee in the trial period is good and the plan of advertis ing and promoti on have bee n well practiced. Your compa ny is qualified for the sole agency in north of China.（是的。
在试销期内，你们的销售业绩很好，广告和宣传计划也有效地落实了。
你们公司可以做我们公司在北方的独家代理了。
）Huang:太好了。
能得到你的认可我们很高兴。
我们谈谈代理合同的细节吧？White: Yes, of course. As we have talked befote, the territory to be covered is the north of China. How about the commission fee?（好的，当然。
就像我们先前谈过的，代理区域是中国北方。
你收取多少佣金？）Huang:在试销期内，佣金是4%。
我认为可以提高到7%。
White: The rate of commissi on is too high. The commissi on fee we provide to other age ncies is 5%. If they know we give you a 7% commissi on, it will be embrass ing. （佣金太高了，我们给其他代理商的佣金是5%。
如果他们知道了，就很尴尬了。
）Hunag:我认为我们公司的销售策略和宣传策略都是很好的，这一点可以从我们的销售业绩中看出来。
而且，和其他代理商相比，我们的木雕销量是最多的。
White : There is some truth in what you said, but we can only give you 6% commission.（你说的有些道理，但是我们只能给你6%的佣金。
）Huang：超过定额每多销5000件，多给我们0.5%的佣金，这样可以吗？White: Ok. For every 5000 pieces sold in excess of the quote, you will get 0.5% commission .（好吧，每超过定额5000件，我们就多给0.5%的佣金。
）Huang：Good. Tha nk you for your con sideratio n.太好了，谢谢你的关照。
）White:我们会起草合同，如果没有问题，下午签字吧？Huang：Fine. We look forward to happy and successful cooperation between us.好的。
希望我们今后合作愉快。
）Dialogue3 Negotiati on on Pack ing and Shipme ntSituati on: Miss Hua ng, a Chin ese han dicraft sales compa ny and Mr. White, a sales man ager of a han dicraft compa ny in Abuja, Nigeria are talki ng about the Pack ing and Shipme nt of the woode n sculptures.Miss Hua ng:既然我们谈妥了支付条款，我想问问货物能否在五月份装船。
(Now that we'e dealt with the question of payment terms, I'm wondering if it 'possible to effect the shipme nt duri ng May?Mr. White: I m sorry we can not promise that. I think we could effect the shipment by the middle of June.Miss Hua ng:那太迟了。
我们迫切需要这批货物，所以我请求贵方能在六月之前装运。
(That would be too late. The order is so urgently required that I must ask you effect the shipme nt before JunQMr. White: I 'm sorry, but we can' We have a lot of back orders on han d. I "m afraid it s very difficult to do it as you expect. But please be assured that we will try our best to adva nee the shipme nt. And that will be no t late tha n 15 June.Miss Hua ng:好的，我建议把这点写入合同吧。
(All right. May I suggest you to put it dow n in our con tract?)Mr. White: OK. No problem.Miss Hua ng:多谢。
现在让我们讨论下包装的问题吧，你打算如何包装我们的货物？( Than ks. Now let 'move on to talk about package. How would you pack the goods we'e ordered?Mr. White: Each sculpture is packed in one cart on lined with plastic bubble wrap to protect the goods from pin ch.Miss Hua ng:你觉得纸板箱能经受长途的海运么？( Do you thi nk carto ns are strong eno ugh for a long voyageMr. White: It does n'matter much. We stre ngthe n cart ons with nylon straps outside. Miss Hua ng: W我觉得这样不够。
木雕在海上容易磨损和发霉，你们能否用木箱子并且用塑料袋包裹木雕吗，防止其发霉。
(It don 'tthi nk it is eno ugh. Thewoode n sculptures may get worn or moldy duri ng the long voyage. Could you use woode n cases and add waterproof plastic sheets for coverage aga inst mildew?Mr. White: We can use woode n cases with plastic sheets for pack ing if you in sist. But this kind of packing costs more, and you have to pay for the additional packing.Besides, the delivery will slow dow n.Miss Hua ng:但是我不想冒这个险。
而且纸板箱容易割破，这增加了被盗的几率。
难道贵方不认为塑料防水包装和木箱是海上运输的必须包装么？而且我觉得你们真应该提高包装质量了。
But I do n'want to take any risks. Besides cartons are easy to cut ope n, which in creases the rate of pilferageD on' you thi nk woode n cases and plastic sheets are n ecessary for sea voyaged nd I do thi nk you n eed to improve your pack ing in order to meet the dema nds of compete nt marketMr. White: OK. Let' meet each other half way. We could pack the goods with wooden cases and plastic sheets on the condition that you pay for 40% of the additi onal pack ing.Miss Hua ng:好吧，我接受你的建议，谢谢您的合作。
(OK. I accept your suggesti on. Thanks for your cooperati on.)Mr. White: We look forward to a happy and successful cooperatio n betwee n us.Dialogue4 Negotiati on on In sura nee and Payme nt.Miss Huang, a Chin ese han dicraft sales compa ny and Mr. White, a sales man ager of a han dicraft compa ny in Abuja, Nigeria are talki ng about the In sura nee and Payme nt. of the woode n sculptures.Miss Hua ng:既然我们已经谈妥了包装和装运，我想问问付款和保险的具体情况。