商务谈判剧本(5)

Talking……..

K: Miss Tian, we can assure you that our price is the most favorable. For our

friendship, we can give you 6 at most and we cannot bring our price down a still lower level.

H: You really drive a hard bargain.

T: Ok, I’ll accept this time. Now let’s talk about the terms of payment. Would you accept D/P? I hope it will be acceptable to you.

A: The terms of payment we usually adopt are sight L/C.

T: But I think it would be beneficial to both of us to adopt more flexible payment terms such as D/P term.

A: Payment by L/C is our usual practice of doing business with all customers for such commodities. I’m sorry we can’t accept D/P terms.

H: As for regular orders in future, couldn’t you agree to D/P?

A: Well, for our further relationship, we will discuss with Accountant if we can try D/P terms?

T: All right, as for shipment, I hope the sooner the better.

K: Yes, shipment is to be made in April, not allowing partial shipment. T: Oh, I see. How about packing the goods?

A: We’ll pack W10 in carton of one set each, W20 in cases of two sets each.

H: We suggest the goods packed in cardboard boxes, it’s safer than cartons. Do you think so?

A: Well…We agree.

T: For transaction concluded on CIF basis, insurance is to be covered by the sellers for 110% of invoice value against WPA and War Risk.

A: These goods should not be damaged in transit. I accept.

T: Good. I’m glad we have brought this transaction to a successful conclusion and I hope this will be the beginning of other business in the future. Let’s confirm these items we concluded at the moment.

A: Yes, we concluded as follows: 500 sets of W10 at the price of USD 20 per set to be packed in cardboard boxes of one set each and to be shipped CIF5％ Shanghai; 400 sets of W20 at the price of USD 15 per set to be packed in case of two cases each to a cardboard box and to be shipped CIF5％ Shanghai.

T: All right, by the way, when can we sign the contract?

A: Would it be convenient for you to come again tomorrow morning and sign the contract？

T: Tomorrow will be ok. That’ a deal.

A: Ok.

(Miss Ann and Miss Tian stand up and shake hands with each other)

T: Happy cooperation to us.

A: Yes, congratulations.

K: We have ordered a dinner, Miss Tian. This way, please.