PART I

我们介绍一款MP5，我（王鹏）用W 表示， 刘磊用L表示，我是公司的产品介绍者，刘磊是买家。一开始时组长先旁白，旁白大概为我带着刘参观了工厂，然后回到了办公室，然后我们开始对话。

L：It was very kind of you to give me a tour of the place. It gave me a good idea of your product range.

(谢谢你们陪同我看了整个工厂.这次参观使我对你们的产品范围有了一个很好的了解.)

W: 带我们的客户来参观工厂是我们的荣幸.不知道你总体印象如何?

It's a pleasure to show our factory to our customers. What's your general impression, may I ask?

L: Very impressive, indeed, especially the speed of your NW Model. Would you tell me more details.

(很好.尤其是你们的NW型机器的速度,您能给我多讲讲这个吗？)

W: 那是我们新开发的产品.性能很好.两个月前刚投放市场. 它具备MP4所有功能，而且可以上网，能即时听音乐，再也不用等待下载了。这一个东西就可以满足你所有的多媒体方面的需要。

That's our latest development. A product with high performance. We put it on the market just two months ago. All the features of the standard MP4s, but it also has Internet capabilities and can access music. Instantaneously, There is no need to wait on downloading anymore. It has all of your multimedia needs in one convenient device.

L: What about mobile phone technology?

(它的移动电话技术怎么样？)

W: 嗯，我正要讲到那个。是的，它也有移动电话功能。

Well, I was just getting to that. Yes, it also has a mobile phone built in.

L: Blue tooth?

(蓝牙？)

W: Yes.

L: Wireless?

(无线网络？)

W: Yes

L：Infrared?

(红外？)

W: 是的，当然有。它播能放电影、音乐和存储文件

Oh yes, of course. It can play movies, music and store files.

L: Could you give me some brochures for that machine? And the price if possible. (能给我一些那种机器配套的小册子吗?如有可能.还有价格.)

W: 这是我们的销售目录和说明书.我们不仅可以按照你们的要求来生产设备.而且我们的软件 系统和售后服务都是一流的

Right. Here is our sales catalog and literature. Because not only do we custom build the equipment to your requirements but our software and after-sales service is first class.

L: Really? You can custom build to our needs?

(真的吗?你们能按我们的需要生产吗?)

W: 当然. 我们有自己的电脑专家和工程师.所以我们不仅可以生产你们所需要的系统.而且还能安装全部的必要软件和网络.

Certainly. We have our own computer specialists and engineers that can not only build your required systems, but also install all the necessary software and networks.

L:That sounds great. Give me some time to think about whether order this Mp5. I would email to you after three days.

W: ok. I am looking forward to you replay. Thanks.

PART II

After a week, Business Negotiations

W: 今天我们能坐在这里，说明我们双方都是很有诚意的合作的，所以我希望我们的这次合作能够愉快并且能够达到我们真正的双赢，相信贵公司来这里之前也对我们公司有了相当的了解，A集团是世界MP5w第一品牌。

Today we can gather here, which shows that we are eager to cooperate with each other, so I hope we can make a good cooperation happily and can achieve the win-win. We believe that your company has fully understood our company-------A Group is the first MP5 brand.

L: Yes, We also we are very sincere to seek cooperation as a result of the achievements of your company. Meanwhile, we also believe that your company knows about our company’s sales, so I hope we can achieve long-term cooperation (是，我们也是看到贵公司有这样的成绩才会很有诚意的来寻求合作，而且我们也相信贵公司也了解我们公司销售，所以希望可以达到双方的长期合作)

W: 既然我们双方都有这样的一个目标，那现在就我们合作中的一个项目mp5进行一个详谈

Since we both have a same goal, now let’s have a full discussion about mp5.

L: ok, Let's begin.

W: 这个是我们这次合作项目详细介绍，贵公司要求按季度进货而且进货数目根据季度也有不同，最高期就是夏季的进货，而且数目巨大，所以我们给出了这样的一个项目合作方法，就是根据贵方的销售进行供货。

Here are the details: you are required to stock goods every season. However, the numbers of the goods are different as the season changes. The number of the goods sold in summer is the largest in all, so we made such A project cooperation plan according to your sales.

L: we also see your company's delivery conditions, from which we know that your company try to reduce inventory. We are grateful for the considerable discount that you have made. But, will you supply 10 percent more?

(贵公司给出的供货条件我们也看了，从贵公司给出的项目合作方法上看出来，贵公司是给出了相当大的优惠，给我们一定程度上减少了库存量，对于贵公司给我们的这个优惠我们表示相当的感谢，只是可不可以在夏季销售上在增加一成)

W: 既然贵公司要求加货，我们当然表示感谢，不知道贵公司在其他方面有什么要求没有？

We are glad to hear you want to have more; do you have any more requirement in other aspect?

L: After seen your quotation, I think this one will still have considerable space. Canyou give us more discounts on the price, especially on the price of the mobile phones? This is our largest purchase quantity; how about giving us more reasonable prices on these two?

(我们看了贵公司的报价单，我觉得这其中还是会有相当大的空间，所以您看能不能在价格上在给我们一些优惠，尤其是在手机的价格上，这个是我们最大的购货量，所以希望贵公司在这两个上面可以给我们一个更合理的价格，您看怎么样？)

W: 恐怕不行。这单价确实比去年高了点。但是仍然低于现在的行价。

I’m afraid not. This unit prices are higher than last years, but still lower than the quotations you can get elsewhere.

L：I am afraid I cannot agree with you there. I can show you other quotations that are lower than yours.

(我恐怕不同意你的观点。 我能找到比你更低的价格。)

W: When you compare the prices, you much take everything into consideration. Our products of higher quality well your quotations you get from other sources for goods of ordinary quality.

L: I grant that yours are of better quality, but still we don't think we can succeed in persuading our customer to buy such high prices.

(我同意贵公司的产品质量好，但是我方认为我们无法说服我们的顾客买这样价高的商品)

W: 如果我是你，我并不担心这个。把各方面都考虑进去，我认为在销售上不会有很大的困难。

If I were you, I wouldn't worry about that. Taking everything into consideration, I can show you our prices we offer you are very favorable. I don't think you've any difficulties in pushing sales.

L：But market prices are changing frequently. How can I be sure that the market will not fall before it arrival your goods at our port.

(市场是瞬息万变的，我怎么能保证在收到你货物之前价格不会下跌呢。)

W: No, I don't think you can. It's up to you to decide.

L：If you can promise delivery before July 26th,I will be able to decide it looks as if the market will go down until then.

(如果贵方能在7月26号之前发货，我方将能够决定那时的市场价格是否会下跌)

W: 但是不知道贵公司的货款何时能打过来？

Ok, I promise you. But I don't know when your payments will come to us?

L: I carefully economical just now, This bill will added up to millions of money. Such a big amount, we cannot pay you at once. So we suggest how about pay on the installment plan?

(刚才我仔细的合算了一下，这么大一笔数额，我们也不可能一次就付清吧！所以我们提出分期付款的方式，您看则么样？)

W: We also have economical, this is indeed a numerous amount. But i don't know how you will pay on the installment plan.

我们也核算过了，这确实是一笔不小的数目，就是不知道贵公司是怎么一个分期付款的方式

L: We put forward the installment in your company is the first one week after the arrival of the goods, after our inspection s we will make payment in three days , as for the rest of the tail section at the end of the year we will pay you at the end of the year , what is your opinion？

(我们提出的分期付款方式是在贵公司第一次货物到达后的一个星期内，经过我们的检验合格以后我们会在3天内进行付款，至于其他的尾款我们将在年底付清，不知道贵公司是什么意见)

W: 好！为了我们将来的继续合作，我们愿意接受贵公司的意见，接下来就让我们的秘书去起草相关的文件合同，希望我们的合作愉快，下次见面的时候就是我们签合同时候了！谢谢贵公司的到来

Good! For our further cooperation, we are willing to accept your suggestion. Next let us secretary to draft the relevant contract, and I really hope that our cooperation to be happy, Next time we meet will be the time when sign the contract. Thank you for your

coming .

L: I am pleased that our cooperation could be so happy, thank you for your hospitality。

(很高兴我们的合作能够这么愉快，也感谢贵公司的接待，谢谢)

第二篇：商务英语谈判对话模拟(自编)

Dialogue 2：Negotiation on Commission and Agency

Situation: Miss Huang, a Chinese handicraft sales company and Mr. White, a sales manager of a handicraft company in Abuja, Nigeria are talking about the commission of agency.

Huang: 怀特先生，很高兴见到你。最近怎么样？

White: Glad to meet you too. What can I do for you?（我也很高兴见到你。能为你做些什么吗？）

Huang: 根据我们的协议，这个月就是试销期的最后一个月了。我想是时候讨论中国北方独家代理权的问题了。

White: Yes. Your sales performance in the trial period is good and the plan of advertising and promotion have been well practiced. Your company is qualified for the sole agency in north of China.（是的。在试销期内，你们的销售业绩很好，广告和宣传计划也有效地落实了。你们公司可以做我们公司在北方的独家代理了。） Huang: 太好了。能得到你的认可我们很高兴。我们谈谈代理合同的细节吧？ White: Yes, of course. As we have talked befote, the territory to be covered is the north of China. How about the commission fee?（好的，当然。就像我们先前谈过的，代理区域是中国北方。你收取多少佣金？）

Huang: 在试销期内，佣金是4%。我认为可以提高到7%。

White: The rate of commission is too high. The commission fee we provide to other agencies is 5%. If they know we give you a 7% commission, it will be embrassing.（佣金太高了，我们给其他代理商的佣金是5%。如果他们知道了，就很尴尬了。） Hunag: 我认为我们公司的销售策略和宣传策略都是很好的，这一点可以从我们的销售业绩中看出来。而且，和其他代理商相比，我们的木雕销量是最多的。White：There is some truth in what you said, but we can only give you 6% commission. (你说的有些道理，但是我们只能给你6%的佣金。)

Huang：超过定额每多销5000件，多给我们0.5%的佣金，这样可以吗？

White: Ok. For every 5000 pieces sold in excess of the quote, you will get 0.5% commission . (好吧，每超过定额5000件，我们就多给0.5%的佣金。) Huang：Good. Thank you for your consideration.(太好了，谢谢你的关照。) White: 我们会起草合同，如果没有问题，下午签字吧？

Huang：Fine. We look forward to happy and successful cooperation between us.(好的。希望我们今后合作愉快。)

Dialogue3 Negotiation on Packing and Shipment

Situation: Miss Huang, a Chinese handicraft sales company and Mr. White, a sales manager of a handicraft company in Abuja, Nigeria are talking about the Packing and Shipment of the wooden sculptures.

Miss Huang: 既然我们谈妥了支付条款，我想问问货物能否在五月份装船。（Now that we’ve dealt with the question of payment terms, I’m wondering if it’s possible to effect the shipment during May?）

Mr. White: I’m sorry we can not promise that. I think we could effect the shipment by the middle of June.

Miss Huang:那太迟了。我们迫切需要这批货物，所以我请求贵方能在六月之前装运。（That would be too late. The order is so urgently required that I must ask you effect the shipment before June.）

Mr. White: I’m sorry, but we can’t. We have a lot of back orders on hand. I’m afraid it’s very difficult to do it as you expect. But please be assured that we will try our best to advance the shipment. And that will be not late than 15 June.

Miss Huang: 好的，我建议把这点写入合同吧。（All right. May I suggest you to put it down in our contract?）

Mr. White: OK. No problem.

Miss Huang: 多谢。现在让我们讨论下包装的问题吧，你打算如何包装我们的货物？（Thanks. Now let’s move on to talk about package．How would you pack the goods we’ve ordered?）

Mr. White: Each sculpture is packed in one carton lined with plastic bubble wrap to protect the goods from pinch.

Miss Huang:你觉得纸板箱能经受长途的海运么？（Do you think cartons are strong enough for a long voyage）

Mr. White: It doesn’t matter much. We strengthen cartons with nylon straps outside. Miss Huang: W我觉得这样不够。木雕在海上容易磨损和发霉，你们能否用木箱子并且用塑料袋包裹木雕吗，防止其发霉。（ It don’t think it is enough. The wooden sculptures may get worn or moldy during the long voyage. Could you use wooden cases and add waterproof plastic sheets for coverage against mildew?）

Mr. White: We can use wooden cases with plastic sheets for packing if you insist. But this kind of packing costs more, and you have to pay for the additional packing. Besides, the delivery will slow down.

Miss Huang: 但是我不想冒这个险。而且纸板箱容易割破，这增加了被盗的几率。

难道贵方不认为塑料防水包装和木箱是海上运输的必须包装么？而且我觉得你们真应该提高包装质量了。But I don’t want to take any risks. Besides cartons are easy to cut open, which increases the rate of pilferage. Don’t you think wooden cases and plastic sheets are necessary for sea voyage? And I do think you need to improve your packing in order to meet the demands of competent market

Mr. White: OK. Let’s meet each other half way. We could pack the goods with wooden cases and plastic sheets on the condition that you pay for 40% of the additional packing.

Miss Huang: 好吧，我接受你的建议,谢谢您的合作。（OK. I accept your suggestion. Thanks for your cooperation.）

Mr. White: We look forward to a happy and successful cooperation between us.

Dialogue4 Negotiation on Insurance and Payment.

Miss Huang, a Chinese handicraft sales company and Mr. White, a sales manager of a handicraft company in Abuja, Nigeria are talking about the Insurance and Payment. of the wooden sculptures.

Miss Huang: 既然我们已经谈妥了包装和装运，我想问问付款和保险的具体情况。（Since we have settled about the packing and shipment. I would like to ask some details about insurance and payment.）

Mr. White: Well, we will arrange insurance on your behalf and will get you a WPA policy.

Miss Huang: 水渍险是不是不包括所有的损坏情况？（But not every breakage will be included in this WPA, will it?）

Mr. White: No. It is included in the WPA when the breakage results from Force Majeure.

Miss Huang: 能投综合险么？但是因为货物是木质材料做的，在海运途中也许会磨损或者发霉，而且可能还会有其他危险，所有我们希望是综合险（Could we have the goods covered against All Risks? We wish to have the goods covered by All Risks since the wooden goods may go mouldy or get worn.）

Mr. White: I see. But that usually requires the cost for the additional risk coverage.

And you need to pay a little higher premium rate.

Miss Huang:那没关系。我们的货物价值很高，多花点保险费也是值得的。（That really doesn’t matter. The cost on premium is worthwhile since the value of the good s is so high.）

Mr. White: Oh,OK. I’ll have the goods covered by All Risks for 120% of CIF invoice value as per the Ocean marine cargo clause of Nigeria. And we’ll adopt the warehouse to warehouse clause, which is an international practice for insurance.

Miss Huang: 很好。还有一个问题，付款的事宜。你们能接受承兑交单么？（Very good. Could you accept D/A?）

Mr. White: As you know Letter of Credit is the normal terms of payment in international business. And we only accept confirmed irrevocable LC payable by draft at sight.

Miss Huang: 说实话，开立信用证的费用有点高。如果我开立信用证，我们公司的资金就会周转困难。Frankly speaking, it is too expensive to open a LC. If I open a LC with a bank, that will tie up my money.

Mr. White: As you’ve said that our goods are of high value, and we do need a protection of the banker’s guarantee, though we believe that a company like yours will never default. And it is our rule to only accept LC.

Miss Huang: 好吧，我理解了。那我接受开立信用证。那么信用证的有效期限应该是？Ok, I understand that. I will open a LC. When should we set the expiry date? Mr. White: The LC is valid for thirty days after the shipment date.

Miss Huang: 很好。再次感谢您的合作。Very good. Thanks again for your cooperation.

Mr. White: Looking forward to our future business.