Business Negotiations（1）

Mr.Ma, Mr.liu, Mrs.Wu are holding a meeting to negotiate business with Mr.Smith.Li Hua,as a secretary of the East Import and Export Corporation of China, is also at the meeting.

(A)
S:Good morning,Miss Li.
L:Good morning,Mr.Smith. Mr.Ma is waiting for you in Room 203,on the second floor. The third door on the right.
S:Thank you. Let's go.(Going into Room 203)
M,L,W:Good morning,Mr.Smith.
S:Good morning,ladies and gentlemen.
M:Sit down, please. Mr.Smith. I hope you enjoyed the evening together with us.
S:Of course, I did. It was a wonderful meal.
M:Well,I’m very glad. I suppose, however, we should get down to business this morning. How would you like to proceed with the negotiations?
S:I’m here at your disposal.
M:Let’s draw up an agenda for our discussions, shall we?
S:Fine. Well,one of the items on our agenda would be the supply of electronic computers to China in the second half of this year. As you know, our current contract is about to expire, and we will need to discuss a new one.
M:Certainly,we are ready to hear your proposals.
S:Something else I’d like to discuss is the possibility of signing a long-term agreement between my corporation and yours.
M:Yes,it sounds interesting. So long as it’s in the interests of both sides, let’s talk about it. Is there anything else you’d like to achieve on this visit?
S:Yes. I’d like to point out that we have had a very cooperative relationship in the past few years. Your government now has a policy of opening up to the outside world. My mission is to promote trade between our two corporations.[!--pinggu.page--](B)
S:It is said a new policy is being put into practice in your foreign trade. Is that true?
M:Yes,but we still stick to a consistent policy in our foreign trade. We insist on the principle of equality and mutual benefit, as well as exchanging needed goods.
S:Would you give us a brief account about the new practices you have adopted?
M:We have adopted, for example, payment by installments.
S:We are very glad that you have such a friendly attitude.
M:It’ll benefit us both then.
S:I wonder whether you need a loan?
M:We may take into consideration accepting government-to-government or non-government loans if the conditions permit.
S:If needed, we’d like to supply you with a loan at the most favorable rate.
M:I’m very glad to hear that.
S:I wonder whether you’ll go on importing this kind of equipment?
M:The principle of introducing advanced technology with foreign capital on the basis of self-reliance will remain unchanged.
S:If you hope to introduce some advanced technology and complete plants, we’d like to offer you our help.
M:Thank you. Payment can be made through barter or by exporting hardware, textile, arts and crafts.
S:One can always expect a fair deal when trading with the Chinese.
M:One of our principles is that contracts are honored and that commercial integrity maintained.

译文：
马先生、刘先生、吴夫人正在和史密斯先生进行贸易谈判，中国东方进出口公司秘书李华也在场。

（A）
史：早上好，李小姐。
马、刘、吴：早上好，斯密斯先生。马先生在203房间等您，二楼右边的第三个门。
史：谢谢你，我们去吧。（去204号房间）
史：早上好，斯密斯先生。
马：早上好，女士们，先生们。
马：请坐，斯密斯先生。希望您昨晚和我们一起过的很愉快。
史：当然，我们过的很愉快。那顿饭真美。
马：那好，您满意我就高兴了。然而，我觉得今天上午有必要坐下来谈谈生意了。您认为我们怎么着手进行这次洽谈呢？
史：我在这里听从您的安排。
马：我们拟定一个议事日程，您看如何？
史：好的。我想，日程中有一项是今年下半年供应中国电子计算机的问题。您知道，我们现在的合同快到期了，需要谈一下新合同。
马：是的，我们准备听听您的意见。
史：我还想谈谈我们两家公司之间签订长期协定的可能性。
马：很有意思。只要对双方都有好处，我们就谈吧！您这次来访还有什么别的打算吗?
史：有的。我想指出的是，过去几年来，我们彼此合作得很好。归国政府现在实行对外开放政策。我的任务就是要促进我们两个公司之间的贸易。

（B）
史：据说你们正在实行一种新的贸易政策，不知是否有这回事？
马：是的，不过我们的贸易政策是一贯的，我们坚持平等互利、互通有互的原则。
史：你们采取了哪些新的做法，能否向我们简单介绍一下？
马：比分说，分期付款，我们已经采用了。
史：我们对您们这种友好的态度表示非常高兴。
马：这样一来对双方都有利。
史：您们是不是要求贷款？
马：只要条件许可，我们可以接受政府间的贷款或者民间的贷款。
史：如果需要，我们愿按最优惠的利率向您们提供贷款。
马：听您这么说，很高兴。
史：您们是否继续引进这种设备？
马：在自力更生的基础上，利用外资、引进先进技术的原则不变。
史：如果贵方希望引进一些先进技术和成套设备，我们公司可以尽力相助。
马：谢谢，我们可以换通过实物交易或出口小五金、纺织品、工艺品来偿付。
史：和中国人做生意，人们希望买卖公平合理。
马：我们的原则之一是重合同守信用。

Business Negotiations（2）

    On the second day of negotiations, the meeting lasts longer than expected, because the negotiations get down to brass tacks.

(A)
S:Mr.Ma, I want to open this morning’s talk by asking if you are interested in our electronic computers.
M:Yes,we are thinking of placing an order. May I have an idea of your prices?
S:Our prices compare favorably with those offered by other manufactures either in Europe or anywhere else. Here are our latest price sheets. You will see our prices are most competitive.
M:Well, I’m afraid your price is somewhat higher than I expected. Is it possible for you to reduce it?
S:I should say the price is reasonable in line with the market.
M:I hope that some progress can be made toward a concession in the price.
S:Well,that’s almost cost price, but I’ll see what I can do if your order is large enough.
M:The size of our order depends greatly on your price.
S:For friendship’s sake, we can consider reducing the price further by 5%.
M:I should say a cut of 10% would be more realistic. Shall we meet each other halfway in order to narrow the gap?
S:You have a way of talking me into agreeing to your terms.

(B)
M:What particular items are you interested in?
S:We are very much interested in your hardware. I’d like to have your lowest quotation, CIF San Francisco. If your prices are favorable, I can place the order right away.
M:I’m sure you’ll find our price most favorable. Elsewhere prices for hardware have gone up tremendously in recent years. Our prices haven’t changed much.
S:I’m glad to hear that. As I have just said, I hope to conclude some substantial business with you.
M:We shall be very pleased. Is there anything else I can do for you, Mr. Smith?
S:I should like to purchase Shanghai printed pure silk fabrics. Have you got the catalogue for this line?
M:Yes we have. Let’s go to our showroom.(Coming into the showroom)These are the printed pure silk fabrics produced in Shanghai.
S:I think the patterns are quite good. Will you please give me an indication of your price?
M:Hre are our FOB price lists. All the prices on the lists are subject to our confirmation.
S:What about the commission? I usually get 3 to5 percent commission for my imprints form other countries.
M:As a rule, we do not allow any commission. But if the order is large enough, we’ll consider it.
S:Why, your prices have soared! They’re almost 25% higher than last year’s. It would be impossible for us to make any sales at such prices.
M:I’m surprised to hear you say that, Mr. Smith. You know that the cost of production has risen a great deal in recent years.
S:We only ask that your prices be comparable with others. That’s reasonable, isn’t it?
M:As you wish. Well, if your order is large enough, we are ready to reduce our price by 2 percent.
S:If that’s the case, there is hardly any need for further discussion. We might as well call the whole deal off.
M:What I mean is that we’ll never be able to come down to the price you name. The gap is too great. You know our products are of high quality. Taking the quality into consideration, I think the price is reasonable.
S:I think it unwise for either of us to insist on his own price. Each will make a further concession, I think the price is reasonable.
M:What is your proposal?
S:Your unit price is 80 dollars higher than we can accept. I suggest we meet each other half way.
M:Do you mean that we’ll have to make a reduction of 40 dollars in our price? That’s impossible.
S:What’s your suggestion?
M:The best we can do is to reduce 20 dollars. This is our rock-bottom price.
S:That still leaves a gap of 20 dollars. Let us meet each other half way once more, then the gap will be closed and business will be done.
M:You certainly have a way of talking me into it. All right, let’s meet half way again.
S:I’m glad that we’ve come to an agreement on price.
M:We’ll go on to the other terms and conditions at our next meeting. When can we meet again?
S:Any time you say. The sooner, the better.
M:How about tomorrow morning, at 9?
S:That suits me well.

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