1、Mini Negotiation:Negotiating Corporate Possibilities:A: Your agency has the experience we need. And we have the best-quality product.B: Yes. We agree your company has a good product. But wed have to get certain guarantees before we promise to do business with you.A: What are those conditions?B: Firs
2、t of all, wed have to insist on sole agency in China. Second, wed want a 18% commission. Third, wed need a three-year contract.A: Youre asking for a lot. If we agree, will you pay 65% of marketing costs?B: Thats too high. We would prefer that you accept financial responsibilities for 50 percent of a
3、ll costs.A: That is more than what I expected. Ill have to talk with our president and call you later this week.Negotiating Trading Terms and Conditions:A: Now, lets get down to business.B: OK. Have you read my catalogues?A: Yes. But first of all, I want to make sure your machines are of the newest
4、design and the best quality.B: I can assure you all of that.A: We are interested in your machine. However, weve received offers for similar machines from other sources. So, our business depends very much on your prices.B: If you take all factors into consideration, youll find our prices more reasona
5、ble than the quotations you may get elsewhere.A: Im not so sure of that. Before we discuss the price, Id like to ask a question. Have you got any favorable terms and conditions?B: Yes. First, we will guarantee that the machines to be supplied are in accordance with your requirements and specificatio
6、ns.A: Thats fine. What about the next?B: Well. Secondly, we will send engineers and technicians at our own expense to assist the installation, test run and effect repairs to the machines.A: This is also quite OK. But as for the guarantee period, I think, it should be at least 12 months counting from
7、 the date of the Bill of Lading.B: No problem. And well bear the expenses on getting your technicians trained on the necessary technical problems.A: All right. Now, lets come to the discussion of price.Notes:1. Wed have to get certain guarantees before we 在之前我们必须先得到某些保证2. We would prefer that you accept financial responsibilities for 我们希望贵方承担经济费用的3. Have you got any favorable terms and conditions?你们有什么优惠条款和条件吗？4. counting from the date of the Bill of Lading从提单日期算起
