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1、Four short words sum up what has lifted most successful individuals above the crowd: a little bit more.-author-date商务英语模拟谈判大赛-对话Miss A is a manager of the Peoples Insurance Company of China;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
2、D Wholesale Buyer 批发采购员 E保险 manager of the Peoples 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 is the Vending Manager(售买经理) of Chinese Agcy a
3、gency ; 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 invitation to visit your beautiful cou
4、ntry. B: Weve been looking forward to your visit. We are waiting for your reply about the suggestion of the CASIOs (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 pl
5、ay the role of the CASIOs (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 citi
6、es. 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
7、am experienced in the business of slippers and enjoy a good business relationship with all the leading whole- salers and retailers in that line. I have a mind to expand thisbusiness in the years to come.S: Ok, We will take what you said into consideration and do some investigation by ourselves and y
8、ou can also provide some information to proof your ability. B:Well , well 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: Lets take
9、 the ball rolling by talking about the sole agency B: Ok, whats 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 commis
10、sion ?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, well give you 10% commission if you can sell more than 1.2 million, otherwise we can only give you 7% commission .
11、Do you think so? B:OK , thats a deal.(看看表) Its high time to have lunch .Lets go and have a big meal , and tomorrow go on to talk about the terms of payment .S:OK. Thats 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(
12、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:Its a pleasure that you like here . Now, lets continue to talk ,all right?S:With pleasure.You see, the present transaction is the first step
13、 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 its 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 afte
14、r 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 wi
15、ll 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 instalmentsfor our purchase.S:We dont 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
16、 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 internatio
17、nal trade .S:You are driving a hard bargain. We accept it . B:You are so wise. OK,lets 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 qu
18、estion. B:Its 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 to Shanghai ,we could receive the goods much earlier.S:I see. You want to transport the goods to Shanghai directly . B:Yes, exactly, becau
19、se 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: Well try our best .Anyway , we assure you that shipment will be made not later than the first part of June .
20、 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 Miss A 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.A
21、s you know,the loss though pilfer was over 20% of the consignment. Weve 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.
22、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: Thats 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 ins
23、urance 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,isnt it?A: The pilfer is belong to particular avera
24、ge 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,isnt it?A: The pilfer is not owned in the all marine risks. B: well,I have heard something about
25、it but I cant say that it is very clear to me.I must admit Im a layman as far as insurance is concerned.S: Miss B ,would you like to have a cup of tea or coffee ? B: No,thank you ,Id like to have a cup of tea.And now,let me hear more about the problem of insurance.A: Ok. (具体解释)表演。B： I see, Miss A,I
26、must say that you have corrected my ideas about the insurance. This is far more complicated than I ever imagined.S: Now, you realize about the insurance. What are you to do about it? We must keep to the stipulations of the contract and the letter of credit. B: This is a loss which is caused by uncle
27、ar understand to insurance clause. We will remember the lesson and bear all costs.S: Hope you in later trading will be more attention. B: To compensate a part of the loss, as you suggested,may I ask you to make us a firm offer for 5,000 pieces of CASIOs watch CIF Dalian including the risk of pilfer?S: Well make you an offer tomorrow.Come and see us at 10 am B: Thank you ,see you .A and S: See you. (卖方一起说)-