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外貿(mào)業(yè)務(wù)談判暫停發(fā)盤對話
外貿(mào)英語（Foreign trade English)，外貿(mào)為商務(wù)英語范疇，確切的說是針對外貿(mào)行業(yè)的英語。下面是小編為大家整理的外貿(mào)業(yè)務(wù)談判暫停發(fā)盤對話，供大家參考借鑒，希望可以幫助到有需要的朋友。
Withholding Offer 暫停發(fā)盤
L: Welcome to Beijing, Mr. Peter.
P: Thank you. I'm glad I was able to come
L: Did you have a pleasant trip?
P: One could hardly call it so. We ran into a thunderstorm over Hong Kong, and the airplane was so tossed about that everyone got airsick.
L: Is that so? I am sorry to hear that. I hope you had a good rest after that.
P: I hade a very restful night. The Xinqiao Hotel is a nice quiet place. I'm quite myself again.
L: Glad to hear it. Shall we talk business now?
P: Yes. That's fine.
L: In your reply to our enquiry, you clearly stated the reasons why you couldn't make us an offer at the time and suggested a vis a vis talk with us. Do you see your way now to take the matter again?
P: Please accept my apologies for our inability to be more responsive to your enquiry.
L: That's all right. Unforeseen circumstances do occur, don't they?
P: You see, when we received your enquiry, the world market was under the impact of a currency crisis, which made it difficult for us to make a firm offer. Now the storm is more or less over, at least for the time being.
L: I presume you know where you stand now.
P: Yes. Hopefully I feel we're in a position to resume business negotiations now. But in those uncertain days about two weeks ago, most of the experts at our end refrained from quoting prices. U.S. dollar devaluation was imminent, and sterling was also under heavy pressure. We couldn't afford to take chances.
Withholding Offer 暫停發(fā)盤(2)
P: We've luckily survived this crisis. In order to put our business relations on a solid footing, we have come to explain the position ourselves.
L: Good. We're really looking forward to doing business with you in the years to come.
P: so are we. However, the tallow market has been quite strong for sometime and the prevailing price in the London market is around US$303 for bulk tallow.
L: I'm sorry to say that we find your price unacceptable.
P: Would you give me an indication as to the price you consider workable?
L: I hope you would reconsider your price and bring it into line with the world market price.
P: Well, I'll be glad to hear what you have in mind.
L: I can only say that the prices from other sources are much lower than yours and their quality is indisputable.
P: I admit that we' we in a disadvantageous position in the face of competition from other sources.
L: I'm afraid you'll stand no chance if you don't fall into line with others.
P: But we simply can't. The U.S. currency devaluation has put us in a disadvantageous position as regards export price. Surely you realize that.
L: Indeed we do. But you should not neglect the advantage you enjoy in the cost of production. After all, we're prepared to come to terms with you if your price is reasonable. Think it over, Mr. Peter.
P: Well, gibe me time then. I'll have to contact my head office.
L: That's fine. Please let us know as soon as you hear from them.
P: Certainly, I will.
Withholding Offer 暫停發(fā)盤(3)
L: Any good news?
P: Well, I can hardly say that. However, I'm still hopeful…
L: Have you got any cable reply from your head office?
P: Yes, I have received a long cable. Actually, there's nothing new in the offer.
L: You mean the price remains the same as yesterday?
P: Yes, it is the same. But let me point out that the tallow market conditions have been anything but easy. The recent currency crisis has not made things any easier.
L: Would you give me further information on the market conditions?
P: I believe you have followed up the supply position, and you are as well informed as I am.
L: And what about the supply position at your end?
P: Situations are apt to change in the commodity market, you know. As far as tallow supplies are concerned, there are most pressing demands from clients in other parts of the world. The upward trend is quite strong. I hope you will realize our position.
L: I gather from what you say, that the outlook is not very promising. It's rather disappointing that you come Australia to tell us of such a bleak prospect
P: Things are not at all that bad. You may recall that we once drew your attention to drummed tallow. The situation in this item is slightly better. If you would accept this instead, we could supply the quantity you require.
L: We are not interested in drummed tallow for the simple reason that its price is higher.
P: I appreciated that. But there is a very firm tendency in the international market. We can hardly get hold of any sizable parcels of bulk tallow for immediate shipment. I may tell you that India just entered the market with an enquiry for 6,000 tons. This certainly has its effect on our market and also in the U.S.A. and Canada.
L: We know this. But the question is whether they will accept such a high price.
P: Anyway, there simply aren't any sizable parcels around. As the situation stands now, we can offer only 1,000 tons bulk tallow at the price quoted yesterday. If you can get your endusers interested in drummed tallow, we'll do our best to offer more, say 3,000 tons, with an additional charge for the drums and the drumming cost at US$45 per ton.
L: I'm sorry I can't entertain your proposition.
P: Well then, there is nothing I can do but to make a long distance call home tonight to see once what can be done.
L: Please do. I hope to hear from you soon.
P: I'll appreciate if you will give us a counter-offer.
L: I'm afraid this can't be done. Unless you propose something definite together with some improvement on your price, we are not inclined to place a large order with you. However, in view of the friendly relations between us, we are willing to hold negotiations with you again day after tomorrow.
P: All right then, I'll get in touch with my head office right away.
英語口譯商務(wù)談判對話：實例對話
Botany Bay是家生產(chǎn)高科技醫(yī)療用品的公司。其產(chǎn)品“病例磁盤”可儲存?zhèn)�人病例;資料取用方便，真是達(dá)到“一盤在手，妙用無窮”的目的。此產(chǎn)品可廣泛使用于醫(yī)院、養(yǎng)老院、學(xué)校等。因此Pacer有意爭取該產(chǎn)品軟硬件設(shè)備的代理權(quán)。以下就是Robert與Botany Bay的代表，Mark Davis，首度會面的情形：
M: Mr. Liu, total sales onthe Medic-Disk were U.S.$$ 100,000 last year, through our agent in Hong Kong.
R: Our research shows most of your sales, are made in the Taipei area. Your agent has only been able to target the Taipei market(把……作為目標(biāo)市場).
M: True, but we are happy with the sales. It's a new product. How could you do better?
R: We're already well-established in the medical products business. The Medic-Disk would be a good addition to our product range.
M: Can you tell me what your sales have been like in past years?
R: In the past three years, our unit sales have gone up by 350 percent; profits have gone up almost 400 percent.
M: What kind of distribution capabilities(分銷能力)do you have?
R: We have salespeople in four major areas around the island, selling directly to customers.
M: What about your sales?
R: In terms of unit sales, 55 percent are still from the Taipei area. The rest comes from the Kaohsiung, Taichung, and Tainan areas. That's a great deal of untapped market potential(未開發(fā)的市場潛力), Mr. Davis.
英語口譯商務(wù)談判對話：情景對話
M: Mr. Liu, what kinds of sales do you think you could get?
R: Well, to begin with, we'd have to insist on sole agency in Taiwan. We believe we could spike(激增) sales by 30% to 40% in the first year. But certain conditions would have to be met.
M: What kinds of conditions?
R: We'd need your full technical and marketing support.
M: Could you explain what you mean by that?
R: We'd like you to give training to our technical staff; we'd also like you to pay a fee for after-sales service.
M: It's no problem with the training. As for service support, we usually pay a yearly fee, pegged to(根據(jù))total sales.
R: Sounds OK, if we can come to terms(達(dá)成協(xié)定) on how much is fair. As for marketing support, we would like you to assume 50% of all costs.
M: We'd prefer 40%. Many customers learn about our products through international magazines, trade shows, and so on. We pick up the tab(付款)for that, but you get the sales in Taiwan.
R: We'll think about it, and talk more tomorrow.
M: Fine. We'd like you to tell us about your marketing plans.
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