Dialogue 1 Business Negotiations
Good morning, Mr. Thomas.
Good morning, Mr. Jiang,Take a seat .please.
We are quite interested in the refrigerators made by your company.
In fact ,we're thinking of placing an order.
May I have an idea of your prices?
Yes, Here is our price sheet.
How do you like our price?
I think it's rather on the high side.
I should say that our price is reasonable.
As you know, our products enjoy a high reputation and are always popular abroad.
Comparing with the price of the other companies, I think our price is the most competitive.
No,You know now in China large quantities of homemade refrigerators have appeared on the local market in recent years.
Their quality is good, but their price is much lower.
If we import your refrigerators at your price .I'm sure few customers will buy them.
Our price might be higher than your homemade refrigerators but our refrigerators are of better quality.
Now more and more customers like to use homemade refrigerators because of its low price and a good quality.
and if you don't want to lose the market in China, I think you'd better reduce your price by at least 5%.
To be frank with you , if we cut the price by 5% , it can barely cover our production cost.
I should say a cut of 3% would be more realistic.
The leave a gap of 2%.
Our purpose is to do business on the basis of eqality and mutual benefit.
So I suggest we meet each other halfway.
All right ,In order to conclude the transaction, let's meet halfway.
Everything seems to be in order now.
I'm glad we have brought this transaction to a successful conclusion.
dialogue 2 Claim on Quality
contract vt.& n.
Mr. Wilson ,glad to meet you again.
Glad to meet you again , too, Mr. Zhang.
Let's get down to business right now. OK?
We bought 2000 watches from you last month, but we found about 200 of them are not up to standard.
I beh your pardon? How many?
It's hard for me to believe that.
As you know, our watches are the best in the world and our company's policy is always quality first.
Yes, but here is the quality certificate from the China National Import and Export Commodities Inspection Bureau.
I can't really believe it May I see the watches?
Yes, of course, I've brought some with me, You can inspect them by youself.
What's wrong with them?
Some of them are fast; Some are slow, Some are now fast. but then slow; Others simply stop working.,
We'll investigate into the cause for the quality problem of the watches after I come back to our company.
I'm sure we'll send you our technicians to repair them as soon as possible.
But as there are so many defective watches and the poor quality has adversely affected our sales.
I think you ought to compensate us for the loss we have suffered.
Do you have any specific idea how to settle the claim?
I'm afraid you should compensate us by 7% of the total amount of the contract , as well as the inspection fee.
I'm afraid you are asking too much.
What's your suggestion?
I suggest we compensate you by 5% of the total value, as well as the inspection fee.
We'll send you our technician to repair the faulty watches.
All right I'll take it.
I think we can still do business with you if you can guarantee the quality of your watches in the future.
Thanks .We'll certainly pay more attention to our qulity. I hope we'lll continue our cooperation.
I hope so. too.
get down to business
up to standard
the quality certificate
I'll take it
junior a.& n.
Good morning , Professor Smith, Welcome to our University .
Good morning , professor Liu.
I was told that this is the first time for you to come to our University . I hope you'll enjoy your stay here.
Thanks .I'm sure I'll.
Sit down .please.
How do you find your room in the hotel?
Very comfortable, The attendants are quite obliging.
I'm glad to hear that .Shall we get down to business right now?
Professor Smith, we have 20 freshmen in our department this year.
I wonder if you can assign one teacher to teach their oral English next year.
May I ask how many oral classes will be taught each week?
Five each day one class.
What other courses might you expect him to teach?
advanced writing for juniors, two classes each week.
How much does your University want to pay him?
3000 Yuan ( approximately $ 370) each month.
His hotel accommodation and air fare will be borne by us.but we won't pay for his meal.
I should say the salary is a bit low.
Yes, We admit it is a bit low, but comparing with the salaries of our Chinese teachers ,3000. yuan is rather high.
In fact it is about 6 times as much as that of our Chinese teachers
Besides your University will still pay out his wage am I right>
Yes, You are right .OK.
When will he come?
Our next term begins at the end of August.
So I think, he'd better come on August 25 or so.
We can book a ticket for him.
Everything seems to be ready now.
My secretary can prepare the agreement soon.
so I believe ,it will be for our signature sometime tomorrow morning.
What do you think?
That's very nice.
May I say again how much we enjoy having you visit our University.
We feel honored to have begun an exchang program with you and look forward to our continuing relaionship with high hopes and great expectations
On behalf of the entire delegation from our University, I want to thank you all for your kind hospitality during our visit your University.
We look forward to the further development of a successful exchange program.
Dialohue 4 Let's Sign the Contract
sign vi & n.
Mr. Adams .I have the contract right here in my briefcase.
Shall we sign it right away?
Although everything seems to be clear.
it is better for us to have another check on all clauses one by one to see if there is anything unclear or missing.
Here is a copy for you to check.
Good,I'll read it over and consider it.
I have one quesion about Clause Ten
OK.,Let's have a look at it.
Is it the term that we agreed on?
Twenty percent down and the balance at the time of shipment ?
Yes, I think that's what we have stipulated .
I'll need a few minutes to check over my notes.
Oh, no,it is not what we agreed on.Look it should be ten percent down and the balance at the time of shipment.
Let me check on it.
Right it should be ten percent.
When will you make the correction?
I'll have my secretary take care of it right away.
Please wait for a few minutes.
I think we should add one sentence to it.
In case one party fails to carry out the contract , the other party is entitled to cancel the contract.
Yes, this clause must be added.
Have you any more questions?
No more questions, I think.
We can sign the contract now.
All right .Where should I sign?
Here near the bottom of the last page?
Is that all?
No, please intial this change on Page 23.
I'll intial it ,too.
Yes, one more thing.
What's that ? I thought we have wrapped everything up/.
To celebrate the success and the signing of the contract a dinner will be given by us at 6:00 p.m this evening ,you are cordially invited to attend.
Thanks for your invitation.
I'll certainly attend and congratulate ourselves.
See you then.
See you then.
Tips On Reception of Foreigners
how to Hold Business Negotiations?
When holding business negotiations ,you should take the following elements into consideration.
Firstly ,you have to make careful preparations for the negotiation.
As the saying goes, Know the enemy and know yourself ,you can fight a hundred battles with no danger of defeat.
The same is true of the prepartions for business negotiations.
Before you go to the conference table, it is vitally important for you to investigate your opponent-the company ,its staff, capital and ,reputation etc...
You should prepare a draft of contract ,so when negotiating, you can be flexible in some minor aspects.
but you should not give in when it comes to the key issues
Remember your ultimate goal is to gain the maximum profit.
During the negotiation, you should stay calm ,speak clearly and directly.
Don't use ambiguous words, such as perhaps or maybe.
Secondly, choosing the proper site for negotiations in also very important .
You had better hold the negotiations somewhere you are familiar with, or in a neutral location.
but you should always avoid holding the negotiation in a place, which is familiar to your opponent but new to you.
Lastly , you should choose a good interpreter,
who not only has a good command of the foreign language, but also ,is very familiar with the subjects being discussed.
The interpreter must be able to express your ideas accurately and clearly.
take into consideration
as the saying goes
know the enemy and know yourself, you can fight a hundred battles with no danger of defeat.
Have a good command of.