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In the following two conversations，A and B negotiate on payment terms．In the first conversation，A and B firstly do business with each other and A tries to persuade B to accept sight L/CwhileBinsistesonD/P．Inthesecond conversation，A and B are old friends and B tries to persuade A to change the terms of payment from sight L/C to D/P or T/T．You should know how to persuade the other party to accept your payment terms and how to make concessions at the right time．

在接下来的两个对话当中，A和B就付款条件进行磋商。在第一个对话中，A和B是第一次做生意，A希望说服B接受即期信用证付款，而B则希望采用付款交单。在第二个对话中，A和B是老朋友，B试图说服A从以往的即期信用证付款方式调整为付款交单或电汇。你应当学会如何说服对方接受自己的付款方式，如何在适当的时候让步。

A　We're pleased to exchange ideas with you on payment terms．As this is the first deal between us，I hope we can trade on our customary terms，i．e．sight L/C．What do you say to this?

很高兴能与你方就付款条件进行磋商。由于这是我们之间进行的第一笔交易，我希望能够遵照惯例，也就是说，用即期信用证付款。您觉得怎么样?

B　I'm afraid that won't do．I do have some difficulty at the moment．Would you kindly make an exception for us this time，say，to accept D/P?

恐怕不行。但目前我确实有困难。你们能不能通融一下，比如说，接受付款交单?

A　But for us D/P is only for regular customers and small amounts involved in the deals．This is not the case now．We could only accept confirmed，irrevocable L/C．

对我方来说，只有和老客户或是数额较小的情况下才接受付款交单。而现在情况不同，我们只能接受保兑的、不可撤销的信用证。

B　As you are aware，payment by L/C is a bit complicated and expensive．Considering the large amount involved in this deal，is a time L/C，say 90 days after sight，acceptable?You see，we're making a concession．You should give us some time to raise money．

您知道，信用证付款多少有点麻烦而且也贵。考虑到交易金额比较大，90天远期信用证怎么样?您看，我方已经让步了。你方得给我们一点时间筹集资金。

A　I understand your position．But as you said，it's not a small order．Production and preparing the goods for shipments will tie up our money．So I hope you can give us a 20%down payment．

我理解您的处境。但正如您所说，这不是一笔小生意，生产和备货会占压我方资金，我希望你方能先付20%的定金。

B　OK．But would you lower the down payment to 15%? 20%is a bit high for us．

好的。但你方可否将订金降至15%?20%对我方来说太高了。

A　I'm afraid I'm not in a position to give you an answer．I'll have to consult our head office．

恐怕我无权给你答复，我得和我们总公司联系一下。

(A makes a phone call to his company．)

(A给公司打了个电话。)

Well，my head office says if you insist on a 15%down payment，we can only accept 60 days L/C．

总公司说如果你方坚持支付15%的订金，那我们只能接受60天信用证。

B　 60 days?That's all right．

A　But we wish to point out that it is only with a view to encouragingfuturedealswithyouthatweare accommodating you this time．

但是我们想指出我们只是为了鼓励将来的交易才给您这个通融。

A　We've settled the question of prices．Now let's get down to the terms of payment．What do you have in mind?

我们已经谈妥价格问题了，现在我们谈谈付款方式吧。你们有什么想法?

B　We always pay you by sight letter of credit．I think it's time that we ask for some easier terms of payment，say，D/P or T/T．

我们一直用即期信用证付款。我想现在是时候要求更为宽松的付款方式了，比如说付款交单或电汇。

A　But so far things have been going very well．I wonder why we should make a change．

但到目前为止，一切都很顺利嘛。不知道为什么要变动呢?

B　You know，payment by L/C involves a lot of bank charges and fax expenses，and thus raises our cost of imports．

您知道，信用证支付产生很多银行费用和传真费，这样就增加了我们进口的成本。

A　But you must be aware it gives the exporters the additional protection of the bank's guarantee．

但您要知道信用证给出口商增加了银行的担保。

B　Yes，it does when the exporter doesn't know the importer well．But nowwe're old friends and the pleasant cooperation over the past sixyears has proved us trustworthy partners．

是的。当出口方对进口方不完全了解时是这样。但是我们已经是老朋友了，过去六年的友好合作证明了我们是可以值得信赖的合作伙伴。

A　I agree．We've never doubted your willingness to fulfill your obligations．But considering the great uncertainty in the business world we're not willing to take any chances．

我同意。我们从未怀疑过你们履行责任的意愿。但考虑到商界的不确定性，我们不愿冒险。

B　Don't you think you're overcautious?We are no longer the tiny company it was five years ago．You know us well．We've grown into a company with a market value of 2 billion US dollars and 200 franchise stores all over Asia．It's not due to a financial difficulty that we ask for D/P or T/T payment terms．We do this because we think we deserve more trust from a business partner that we've been trusting for so many years．

您不觉得您过于谨慎了吗?我们不再是五年前的小公司了。您非常了解我们。我们已经发展成一家市值为20亿美元，在亚洲有200个专卖店的大公司了。我们要求付款交单或电汇方式并不是因为资金困难。我们只是认为从一个我们信任多年的业务伙伴那里，我们也应当得到更多的信任。

A　You certainly have a way of talking me into it．All right，in view of our longstanding business relationship and bearing a good wish for the future，I agree to accept payment by T/T．

您真有办法，把我说服了。鉴于你我双方长期贸易关系，同时，怀着对未来美好的愿望，我同意用电汇方式付款。

Part II．Useful Sentences常用句子

1．I wonder if we can make payment for this order by documentary collection?

不知道这份订单我们能否用跟单托收的方式付款?

2．To be on the safe side，we insist on payment by letter of credit．

为安全起见，我们坚持信用证付款方式。

3．If you agree to accept D/P，we could compromise on other terms．

如果你们同意接受付款交单的话，其他条件方面我们可以做些让步。

4．Payment is to be effected by a 100%confirmed，irrevocable letter of credit payable by draft at sight．

付款采用100%保兑、不可撤销、凭即期汇票支付的信用证。

5．Please open an L/C without any delay to facilitate our early shipment．

请立即开立信用证以便我们早日装运。

6．Documents will be checked and paid immediately after receipt if there is no discrepancy．

单据收到后经核对无误，我们就立即付款。

7．We'll open an irrevocable letter of credit in your favor within 10 days from the date of the contract．

从合同签订之日起十天内，我们将开出以你方为受益人的不可撤销的信用证。

8．The exchange rate fluctuations may cause us money losses．

汇率的波动可能会给我们带来经济损失。

9．We'll send remittance to cover the 200 digital camcorders under Contract No．2345．

我们将汇款以支付2345号合同项下的200台数码摄像机。

10．If you fail to open the covering L/C in time，we shall have the right to terminate the contract．

如果你们不能及时开立有关信用证，我们将有权中止合同。

11．The amount in your L/C appears insufficient．Please increase the amount by 300 euros．

你们信用证中的金额不足，请增加金额300欧元。

12．Since the amount involved is rather small，we agree to draw on you by documentary sight draft．

由于金额很小，我们同意向你方开出即期跟单汇票。

13．To meet you halfway，what do you say to 50%by L/C and the balance by D/P?

我们都各让一步吧，货价的百分之五十用信用证，其余用付款交单，您看怎么样?

14．It seems I have to take things as they are．

看样子我只好将就了。

15．Owing to the delay on the manufacturers'part，we have to request you to extend the L/C to the 15th of this month．

由于厂家的延误，我们不得不要求你们将信用证展期到本月15日。

Part III．New Words and Expressions单词和短语

payment terms付款条件

customary terms惯例

sight L/C即期信用证

to make an exception例外

regular customers老客户

confirmed，irrevocable L/C保兑的、不可撤销的信用证

complicated复杂的

considering考虑到

time L/C远期信用证

to make a concession让步

to raise money筹集资金

to tie up money占压资金

head office总公司

60 days L/C 60天远期信用证

with a view to为了，为的是

to get down to开始认真处理，对待

bank charges银行费用

fax expenses传真费

bank's guarantee银行的担保

trustworthy partners值得信赖的合作伙伴

willingness乐意，自愿

to fulfill one's obligations履行责任，履行义务

to take chances冒险

overcautious过于谨慎的

franchise stores专卖店

deserve应得，值得

to talk sb．into sth．说服某人

longstanding长时间的，长期存在的

Part IV．Compose a conversation based on the following situation．情景对话

You sell machine tools for your company．Your foreign client from Australia has ordered$15 000 worth of your products．Now you're talking about how to make the payment．Your client suggests paying by D/P terms for his imports．You insist on L/C payment and manage to persuade him to accept L/C at sight．