商务谈判简要实例（二）

Business Negotiation

A The seller: Miss Li representing Huaxin Trading Company Limited
B The buyer: Mr. Huang representing James Brown & Sons

A: Good morning, Mr. Huang. Glad to meet you.

B: Good morning, Miss Li. Glad to meet you, too. It is my first time to visit Shanghai. Shanghai has been known to me as an interaction port city before I came here.

A: We always take attention to establish business relations with the new clients in other countries. I wish we will have a good time this morning.

B: I come here to visit you hoping to have a discussion with you on the purchase of your HX Series chinaware.

A: Which Art. No. are you interested in?

B: HX1115 and HX1128.

A: Which price terms do you prefer, FOB, CFR, or CIF?

B: CIF.

A: The price of HX1115 is USD 24.19 per set CIF Toronto. The price of HX1128 is USD 14.93 per set CIF Toronto. It is understood that the above prices are net, without any commission.

B: I am afraid it goes against the usual commercial practice not to allow a commission.

A: We are prepared to grant you a 5% commission. 442 sets of HX1115 at the price of USD 24.68 per set CIFC5 Toronto; 338 sets of HX1128 at the price of USD 15.23 per set CIFC5 Toronto.

B: I’m afraid your prices appear unworkable.

A: I am assuring you that our prices are most favorable. A trial sale will unvoiced you of my words.

B: Unless the prices could match with the market level, it is difficult to persuade customers to purchase with you. In order to conclude the

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