D: That seems to be a little high, Mr. Nancy. I don't know how we can make a profit with those numbers. N: Well, if we promise future business, it will cut your costs, right?
Tom Brown 美国公司经理
Nancy Wang 公司的采购部业务员
Simon Zhou 公司经理
N: Hello, Mr. Smith, I think we can start by talking about the price.
D: Sure. I'd be happy to answer any questions you may have.
N: Your products are very good. But I'm a little worried about the prices you're asking.
D: You think we are asking for more?
N: That's not exactly what I had in mind. I know your research costs are high, but what I'd like is a 25% discount.
D: That seems to be a little high, Mr. Nancy. I don't know how we can make a profit with those numbers. N: Well, if we promise future business, it will cut your costs, right?
D: Yes, but it's hard to see how you can place such large orders. We need a guarantee of future business, not just a promise.
N: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?
D: If you can guarantee that on paper, I think we can discuss this further.
N: Never mind! By the way, our manager hope to see you, would you like to wait for a moment? I will take him to see you.
D: that’s ok,.
S: Hi, Mrs. Smith, Welcome to China! I am Simon Zhou, sales manager. It is a pleasure to see you here .How do you do?
D: How do you do, Mr. Simon!
S: I am afraid that our costs for the product won't go down much, even with future business.
D: Just what are you proposing?
S: We could take a cut on the price. But 25% would cut our profit margin. We suggest a compromise -10%. D: That's a big change from 25%! 10% are beyond my negotiating limit.
S: I don't think I can change it right now.
D: Mr. Tom, it is really beyond my limit, I think we can try to come up with some thing else.
S: We hope so, Mrs. Smith. I'll try very hard to reach some middle ground
D: I understand. We propose a deal. For the first six months, we get a discount of 20%, and the next six months we get 15%
S: Mrs. Smith，I can't bring those numbers back to my office.
D: Then you'll have to think of something better, Mr. Brown
T: How do you do, Mr. Simon!
S: How do you do, Mr. Brown! How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?
T: That's a lot to sell, with very low profit margins.
S: It's about the best we can do, Tom Brown. We need to get something out today. If we go back with nothing, we may be coming back to you soon to ask for a job.
T: OK .17% the first six months, 14% for the second?
S: Done. It’s really very kind of you, I’ m glad to cooperate with you .
【四人英语口语对话】
A1:Nice to see you again,Mr./Miss
A2:再次见到你，我很高兴。
B1:见到你也很高兴。
B2: Nice to see you,too.Mr/Miss—
A1:These days,We have talked all of the clause.But I don’t think you will refuse to add the arbitration clause into the contract.
A2:这些天,我们已经谈论了所有的条款，但是我想你不会拒绝再加上仲裁条款。
B1:当然不会。我们在哪里仲裁呢?
B2:I won’t.Where do we hold arbitration then?
A1:Can we leave the place for arbitration and the arbitral organization open till it is needed?When a disputes arises,we can designate an arbitral body body temporarily through a discussion.
A2:我们可不可以留下仲裁条款，在需要的时候再找仲裁组织。当争议出现的时候，我们可以通过协商临时找一个仲裁组织。
B1:坦白地说，我认为那不是个好主意。设想一下，假如争议出现，关于仲裁方面，我们又不能达成一致，那么问题依然存在。根据我方常规的做法，争议通常在中国处理。
B2:Frankly speaking,it is not a good idea.Suppose there is a dispute,and we can not agree on the place of arbitration,the problem will be pending.In our usual practice,arbitrations are conducted in China.
A1:If it is in China,the arbitration will be conducted according to China
rules.But we know nothing about China rules.May I recommended Tokyo?
A2:如果是在中国的话，那么争议就会根据中国的法律。而我方对中国的法律规则知之甚少。你看东京怎么样?
B1:不如这样，为了公平起见，我们还是按照国际惯例，采用中日贸易惯例处理。
B2:Well,to be fair,we can adopt the customary practice that has been used in Sino-Japan trade.
A1:Yes?
A2:那是什么呢?
B1:争议在败诉方国家处理。那就意味着如果我方提出仲裁，那么在你方国家处理。
B2:The arbitration should be held in the country of the defendant.It means if I submit the case for arbitration,the arbitration will be conducted in your country.
A1:Good.I agree.Then how about the fees for arbitration?
A2:听起来不错。我完全同意。那么关于仲裁费用方面如何解决呢? B1:我认为那应该由败诉方承担。你认为如何?
B2:I guess the losing Party should pay for it.What do you think about that?
A1:That’s OK.Let’s add it into the contract.
A2:好吧!那我们就把它写入合同吧!