模拟外贸谈判

Foreign Trade Negotiation

Importer：California Hage Enterprises Incorporation.

☆Mr Johnson (J)，the Sales Manager----------邓

☆Mr. Smith (S)，the Purchases Manager-------张Exporter ：Guangzhou Oklot Import&Export Trading Co.,Ltd

☆Mr. Ross (R)，the Sales Manager--------------陈

☆Mr. Vict (V)，the Sales Assistant Manager---陈

1.Negotiation Place : The exporter' s meeting room.

1.Negotiation Time: In the morning.

3.Negotiation Topic : About a purchase of numbers of Men's Leather Bags.

Part-1

（V is waiting for J&S's coming in the hall.）

V：Hello.You must be Mr.Johnson and Smith.

J：Yes，I'm Johnson,nice to meet you.

V: Nice to meet you.I'm Vict.

S: Smith,nice to meet you.

V: Nice to meet you.My head is waiting for you.This way ,please.

J: Ok.

（R is standing in the meeting room）

V: Ross,here is Mr.Johnson ,and this is Mr.Smith.

R&J: Nice to meet you.

R&S: Nice to meet you.

J: This is my business card,my Chinese name is Weifeng.

R: Wow,nice name,and this is my business card.

J: Thanks.

R: Won't you sit down?

J: Thank you.

Part-2

R: We have prepared for you,your favorite drink.

J: Sure？let me have a try，Oh，it's my favorite tea. Is it from Anhui？

R：Yes，you got that right.

J：How do you know that it' s my favorite ？

R：Tell the true,I prefer to appreciate the celebrities' blogs.From your blog，we knew that you like to drink Chinese tea，especially，the Anhui’s. I guess you are the guy who likes to write logs，no matter what size they are .

J：En...yes，I like to record some things and some thoughts，no matter how busy I am，I always take some time and finish it.

R：I feel so lucky that I can share your life and ideas.

Part-3

J：And I'm so happy that you are so lucky. Right ....Now, back to business，we are very interested in your products，this is why we' re here，and would you like to talk something about that？

R：I'm glad to hear that. Our company has wide relations with many corporations in your country. Each year，we export a lot of our products ，but yours seems quite new to us.

J：Well，we've been in this line only for three years，but we are in a position to place orders with competitive suppliers. This time，we are desirous to see the possibility of swithing our purchase to you.

V：That's fine.Our leather bags enjoy a high reputation in America.This is our newly-designed one. This style is an improvement upon the old ones in many respects. We pay much attention to not only its quality but also its cost.

J: May I have a look at your catalogue and price list?

Part-4

R: Yes,we have had here our price sheet on a F.O.B. basis. The prices are given without engagement.

J: Good, if you'll excuse me, I'll go over the sheet right now.

R: Take your time.

J: I can tell you at a glance that your prices are much too high..This is incredible.!

R: I am surprised to hear you say it. As you know, there has been a heavy demand for the leather and such a demand will certainly lead to increase in price.Our price is more competitive than that you can get elsewhere.

S: I don't think so.I must point out that the price we have received from other sources are lower than yours.

V: But you must take the quality into consideration.Everyone in this trade knows Oklot is of superior quality.

J: I agree that yours are of better quality. But it will be very hard for us to push sales at this price.

R: You know,Mr Johnson, taking everything into consideration ,including the upward tendency of the market price,we finally fixed our price at this level. It's not necessary for you to worry about the selling market. I don't think you will have any difficulty in pushing sales, as I can assure you that the price is already very favorable,because of our famous lebal ,good material and fashion design.

J: But we still think the price is too high for us to accept. To conclude the business,I'm afraid you have to reduce your price by 30 percent.

R: You mean 30 percent? Impossible! How can you expect us to reduce our price to such an extent? This is impossible.

J: How about 25 percent ?

R: I'm afraid we can't accept, too.

S: So what would you suggest?

R: 16 percent, this is our rock - bottom price. We can't make any further concessions.

J: If that's the case, there's not much point in further discussion. We might as well call the deal off.

R: What I mean is that we'll never be able to come down to your price. The gap is too great.

J: (thinking).......(discussing with S).......Well ,Ok, tell you the true,we really like your products, so, how about 20 percent.This is the highest we can accept .Anything higher than this,we'll give up the deal.

R: (hesitating）.......（discussing with V）.......We really want to close the deal with you，so，20 percent is OK，but you must get us an order at least in a 40GP.

J: How many pieces in a 40GP?

R: 6000 pieces.

J: No problem.We accept.

R: I'm glad that we've settled the price.

Part-5

S: How are you going to pack the bags?

V: We' re going to pack them in paper boxes.

S: Paper boxes? Could you use plastic boxes instead? You know the dampness or rain will easily get into paper boxes.

V: You needn't worry about this at all. We have taken measures to avoid such

things.All our goods were packed in paper boxes,and so far there has been no one who complains about such packing.

S: But I still can't set my mind at rest.

V: If you insist, we'll use plastic boxes instead. But the cost will be much higher. S：How much should it be added？

R: You'll have to pay another USD2 for each plastic box. And it will delay the delivery. You have to wait for another two months.

S: Well, in that case, I think we'd better use paper boxes.

Part-6

J: What do you think about the terms of payment?

R: We usually accept payment by irrevocable L/C.

J: This is the first transaction conclude between us. In order to promote trade between our cooperation, could you make an exception and accept D/A ?

R: I'm very sorry that we can't make an exception.If we did, there would be a lot of trouble.

J: What about D/P then?

R: Frankly, D/P is impossible. But perhaps after more business together, we could agree to D/P terms.

J: If that's the case, I'll have no choice but to accept L/C.

R: I'm glad that we've come to full agreement again.

(J&S are looking at other terms......)

Part-7

R: Mr.Johnson, shall we call it a day?

J: Yes,both of us deserve a good rest.

R: Let's dine out .It's on me.

J: Sounds great. I think we may have the contract signed this afternoon.

R: So do I.

(All went out)

Part-8

(In the afternoon,all get together.)

R: We've finally come to this moment.

J: Yes. I've been looking forward to it.

V: Each of us will sign two copies of the contract: the Chinese copy and the English one . Here they are, Mr.Johnson.

J: After you.

(R signed put them to J)

R: Please , Mr.Johnson. Please sign your name here...........well. Would you please keep these two copies? We'll keep those two.(J is giving two copies to R)

J: Thank you very much. I'm very pleased we've made this deal together.

R: Yes, I hold the same feeling, too. Now, let me propose a toast to the success of our negotiation, and to our future cooperations. Cheers!

J: Cheers! To our future cooperation! V&S: Cheers!

The End.