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1、Dialogue 2：Negotiation on Commission and AgencySituation: Miss Huang, a Chinese handicraft sales company and Mr. White, a sales manager of a handicraft company in Abuja, Nigeria are talking about the commission of agency.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
2、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 performance in the trial period is good and the plan of advertising and promotion have been well practiced. Your company 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
3、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 commission is too high. The
4、commission fee we provide to other agencies is 5%. If they know we give you a 7% commission, it will be embrassing.（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% comm
5、ission. (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. Thank you for your consideration.(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 for
6、ward to happy and successful cooperation between us.(好的。希望我们今后合作愉快。)Dialogue3 Negotiation on Packing and ShipmentSituation: Miss Huang, a Chinese handicraft sales company and Mr. White, a sales manager of a handicraft company in Abuja, Nigeria are talking about the Packing and Shipment of the wooden
7、 sculptures.Miss Huang: 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 weve dealt with the question of payment terms, Im wondering if its possible to effect the shipment during May?）Mr. White: Im sorry we can not promise that. I think we could effect the shipment by the middle of June.Miss Huang:那太迟了。我们迫切需要这批
8、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 shipment before June.）Mr. White: Im sorry, but we cant. We have a lot of back orders on hand. Im afraid its very difficult to do it as you expect. But please be assured that we will try our b
9、est to advance the shipment. And that will be not late than 15 June.Miss Huang: 好的，我建议把这点写入合同吧。（All right. May I suggest you to put it down in our contract?）Mr. White: OK. No problem.Miss Huang: 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？（Thanks. Now lets move on to talk about packageHow would you pack the good
10、s weve ordered?）Mr. White: Each sculpture is packed in one carton lined with plastic bubble wrap to protect the goods from pinch.Miss Huang:你觉得纸板箱能经受长途的海运么？（Do you think cartons are strong enough for a long voyage）Mr. White: It doesnt matter much. We strengthen cartons with nylon straps outside.Miss
11、 Huang: 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 dont think it is enough. The wooden sculptures may get worn or moldy during the long voyage. Could you use wooden cases and add waterproof plastic sheets for coverage against mildew?）Mr. White: We can use wooden cases with plastic sheets f
12、or packing if you insist. But this kind of packing costs more, and you have to pay for the additional packing. Besides, the delivery will slow down.Miss Huang: 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 dont want to take any risks. Besides cartons are easy to c
13、ut open, which increases the rate of pilferage. Dont you think wooden cases and plastic sheets are necessary for sea voyage? And I do think you need to improve your packing in order to meet the demands of competent marketMr. White: OK. Lets meet each other half way. We could pack the goods with wood
14、en cases and plastic sheets on the condition that you pay for 40% of the additional packing.Miss Huang: 好吧，我接受你的建议,谢谢您的合作。（OK. I accept your suggestion. Thanks for your cooperation.）Mr. White: We look forward to a happy and successful cooperation between us.Dialogue4 Negotiation on Insurance and Pay
15、ment.Miss Huang, a Chinese handicraft sales company and Mr. White, a sales manager of a handicraft company in Abuja, Nigeria are talking about the Insurance and Payment.of the wooden sculptures.Miss Huang: 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。（Since we have settled about the packing and shipment. I would l
16、ike to ask some details about insurance and payment.）Mr. White: Well, we will arrange insurance on your behalf and will get you a WPA policy.Miss Huang: 水渍险是不是不包括所有的损坏情况？（But not every breakage will be included in this WPA, will it?）Mr. White: No. It is included in the WPA when the breakage results
17、from Force Majeure.Miss Huang: 能投综合险么？但是因为货物是木质材料做的，在海运途中也许会磨损或者发霉，而且可能还会有其他危险，所有我们希望是综合险（Could we have the goods covered against All Risks? We wish to have the goods covered by All Risks since the wooden goods may go mouldy or get worn.）Mr. White: I see. But that usually requires the cost for the a
18、dditional risk coverage. And you need to pay a little higher premium rate.Miss Huang:那没关系。我们的货物价值很高，多花点保险费也是值得的。（That really doesnt matter. The cost on premium is worthwhile since the value of the good s is so high.）Mr. White: Oh,OK. Ill have the goods covered by All Risks for 120% of CIF invoice va
19、lue as per the Ocean marine cargo clause of Nigeria. And well adopt the warehouse to warehouse clause, which is an international practice for insurance.Miss Huang: 很好。还有一个问题，付款的事宜。你们能接受承兑交单么？（Very good. Could you accept D/A?） Mr. White: As you know Letter of Credit is the normal terms of payment in
20、international business. And we only accept confirmed irrevocable LC payable by draft at sight. Miss Huang: 说实话，开立信用证的费用有点高。如果我开立信用证，我们公司的资金就会周转困难。Frankly speaking, it is too expensive to open a LC. If I open a LC with a bank, that will tie up my money.Mr. White: As youve said that our goods are of h
21、igh value, and we do need a protection of the bankers guarantee, though we believe that a company like yours will never default. And it is our rule to only accept LC.Miss Huang: 好吧，我理解了。那我接受开立信用证。那么信用证的有效期限应该是？Ok, I understand that. I will open a LC. When should we set the expiry date?Mr. White: The LC is valid for thirty days after the shipment date.Miss Huang: 很好。再次感谢您的合作。Very good. Thanks again for your cooperation. Mr. White: Looking forward to our future business.