Negotiation and Contract

• Sample Dialogue 1

W：I hope to conclude somesubstantial business with you.

M：So do I

W：But your price is so high that wefind it difficult to make a bid.I hope you will take the initative to bridgethe gap.

M: All right, we*re ready to reduce the price by 4%. I hope this concession of ours will open upa new prospect.

W: Great. Thank you for your cooperation. Accepted.

M: Now that the price is decided on, we can further discuss the terms of payment.

W: Payment by confirmed irrevocable L/C.

M: That can be done. Any questions about the inspection and claims?

W: We agree to your conditions.

M: l*m glad the deal has come off nicely in the end.

• Sample Dialogue 2

W: We note with interest from Mr. Scott that you intend to do business with us on the basis of processing.

M: Yes. We have done such business with a company of Hong Kong. You know the wages there are high, which adds to our cost.

W: Mr. Smith, we enjoy the advantages of low wages. We are prepared to enter into negotiations with you, because we want to fix our products to the needs of the international market in respect of materials and styles.

M: Excellent! We would like to see that doing processing business will profit both of us.

W: I think so. Now, Mr. Smith, may I know what products do you need to process and what kind of raw materials shall we provide?

M: Polyester filled wears. I have an order of 30 000 pieces of polyester filled wears.

W: Down garments are the leading export products of our company. Polyester filled wears are also an important product we have handled for many years.

M: Well provide fabrics and accessories. Of course, we can assure you of their quality.

W: We are willing to cooperate with you in this line.

• Sample Dialogue 3

M: Here's the sales contract we drafted according to the outcome of our negotiations. Please take a look to see if there's anything else that should be included.

W: (After reading the contract) Everything is satisfactory except that one thing is missing.

M: What is it?

W: A "Force Majeure" clause is not included in the contract. As you know, there is no peace in the Middle East nowadays. In the event of a war, the execution of the contract would be frustrated,

M: Yes, it's correct to add this clause. And the following words should also be added: ^Mlf one party fails to execute the contract, the other party is entitled to cancel it".

W: It's fair. We certainly should include this provision.

M: Any other questions?

W: No, nothingmore. But before signing it, I'd like to take it back to go over the details.

M Allright. You can go through all the articles in the contract. If you have anyquestions, contact us. W: Sure.

Sample Dialogue4

W： Mr.Alexander, this is the draft of the sales contract for the arts and crafts youare going to buy. Please have a look and tell me your opinion.

M: All right.Commodity, packaging, quantity, unit price, total value, well, what aboutpayment?

W: We generallyaccept the letter of credit. And we would prefer you to pay all in US Dollar.

M: Well, I hopeour deal is somewhat exceptional. We*d like to proportion 70% foreignexchange payment to 30% local currency.

W: This isreally hard for us.

M: You know ourforeign exchange is very tight at the moment.

W: But how canwe spend your local currency?

M: We know youdo business with other corporations in the same trade. In addition, you have abranch office here.

W: Well, howabout 20%? We can only accept 20%cash payment in localcurrency. The other 80% by L/C should reach us 15 to 30 days before delivery.

M: OK, agreed.

• Notes

come off

实现,成功

confirmed irrevocable L/C

保兑的不可撤销的信用证 

enter into negotiations with

与…进仃谈判

ForceMajeure clause

不可抗力条款

• New Words

accessory /ek'sesan/ n.附件

advantage /adva:ntid3/ n. 优势

concession /konsej^n/ n.让步

contract fkontraekt/ n.合同

down /daun/ n.绒毛；羽绒

initiative/inijiotiv/n.主动

negotiation /nigaujfen/ n.谈判

Polyester/pohesta/ n.聚酯；涤纶

Process/ prauses/ v.加工

Proportion/prapoj^n/ v.使相称；使成比例；分摊

Prospect /prospekt/ n.前景