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1、商务英语模拟谈判中进汽贸欲向法汽贸进口标致407couple 20辆，经邮件往来后买方赴卖方公司就价格等具体事宜进行谈判。CHINA AUTOMOBILE TRADING CO.LTD is planning to import 20 cars of Peogeot407couple,they are going to negotiate with FRANCE AUTOMOBILE TRADING CO.LTD about the price and other details after communication by email.卖方A：法国出口汽车贸易有限公司 买方B：中国进口汽车贸
2、易有限公司CHINA AUTOMOBILE TRADING CO.LTD FRANCE AUTOMOBILE TRADING CO.LTDLA：Good morning, welcome to our company(握手) Im XXX in charge of the case, glad to see you ,here are my colleagues.(点头)LB：Glad to see you XXX,im XXX the marketing manager of CATCO.LTD,here are our my team members.LA: I hope through
3、your visit we can settle the agreement and conclude the business before long.LB:I think so , We came to talk to you about our requirements of Peogeot407couple and do hope to have a good cooperation.LA: okay, Lets start with the price ,and here is our price list and catalogue of Peogeot407couple .(分发
4、下去买方看list)HA: Do you have any ideas?HB：(停顿一下买方再说话)USD 58,000 ?GA: Yes!BB: You must be kidding me！Your price are too high. It would be impossible for us to push any sales at such high price!BA: This is the best quotation we can make we can consider it a rock bottom price indeed.BB: Im sorry to hear t
5、hat. But we still find no way to accept your quotation.GA:I think you will agree that compared with other suppliers our cars are of the best quality and beautiful design which always come up to our export standard. After seeing the introduction you will understand why our price is it. (技术员展示ppt)GB:
6、Your introduction is wonderful!（GB和LB互看一眼，此处可以鼓掌)HB: But Im afraid I cant agree with you in this respect. I know that your products are attractive in design, but I wish to point out that your offers are higher than some of the quotations. We must always bear in mind the fact that all of us are opera
7、ting in a highly competitive. So, your price is not competitive in this marketBA: Well then , whats the price you would pay?HB: The best we can accept is USD48,000 per,CIFShanghai.HA: Did you say USD48,000?!(卖方冷笑一声)BB：Precisely！（坚定）SA：Well, in order to help you develop business in this line, we may
8、consider making some concessions in your price, but never to that extent.(看一看BA和HA)BA: The best we can do is to reduce our price to USD55,000 per instead of USD48,000 as you suggest.GB: I do appreciate the effort you are making towards reaching an agreement , but frankly speaking, the gap between yo
9、ur price and mine is still enormous. I really dont see how we go above USD50,000 per.GA：What about your quantity?LB: 20.LA: Well, if you can order more than 30, we can consider giving you a further concession.GB: All right! To get the business done, we would order 10 more.BA: Then ,the price will be
10、 USD53,000per CIFShanghai.GB: Is it possible USD52,000?HA: It Is out of the question!SB: What if we pay half of the freight?LA: You made me in a difficult position, Its beyond my capability to decide it.BA: I think we should have a break.(各自交头接耳讨论一下)LA：Well，after serious consideration we accept your
11、 proposal.LB: Then, with this settled, Lets talk about the terms of payment. Would you accept D/P? I hope it will be acceptable to you.GA: The terms of payment we usually adopt is L/C at sightBB: But I think it would be beneficial to both of us to adopt more flexible payment terms such as D/P term.G
12、A: Payment by L/C is our usual practice of doing business with all customers for such commodities. Im sorry we cant accept D/P terms.LB: As for regular orders in future, couldnt you agree to D/P?LA: Sure. After several smooth transactions, we can try D/P terms.LB: Ok, I see. How about the insurance?
13、GA: Insurance is to be covered by us for 110% of invoice value against WPA.GB:I hope you can cover the insurance against ALL RISKS.LA：Okay we agree with that.LB: Im glad we have brought this transaction to a successful conclusion and hope this will be the beginning of other business in the future. L
14、ets confirm these items we concluded at the moment.SB: Lets sum up the results of this negotiation. The unit price is USD52,000 CIF Shanghai ,the quantity is 30 ,except half of the freight, the total amount is USD1,560.000,right?SA：Yes，The term of payment is L/C at sight in this transaction ,the shipment will be effected before July 5th.And the insurance is to be covered by the seller for 110% of invoice value against ALL RISKS.LB:I can agree to that, If there is nothing else, I think weve settled everything. Very glad to cooperate with your company.LA:Its our pleasure!
