Part A Situational Dialogue

Communicative Scene 1

Making an Offer

（Mr. Smith is a purchaser from Italy.Miss Arenas is Mr.Smith's assistant.Jane is the sale manager of a garment manufacturing company.They are talking about the prices.）

Jane：Mr. Smith, did you have a good time yesterday?

Smith：Oh, yes. We climbed the Great Wall and had a great time up there.

Jane：Good！How about you, Miss Arenas?Have you enjoyed your first visit to China?Arenas：Oh yes. I've enjoyed everything about it！

Jane：I'm glad to hear that. Well, since you both have had a good time, maybe it's time to talk business now.1

Smith：I think so.

Jane：Terrific. Now let's get down to business.Your e-mail of August 24 says you want to buy bathrobes from us.

Smith：That's correct. Here are the designs.

Jane：Thanks. Fleece，260 g/m 2，one size fits all.Quantity：6，000 pcs.2

Smith：I was wondering if you would give us a response to our inquiry. 3

Jane：Certainly. We are pleased to offer you 6，000 pcs micro-fibre fleece bathrobe，100%polyester at USD 5.90 each, FOB Shanghai.

Smith：Packing?

Jane：The bathrobes will be packed in plastic bags, each four dozen in a corrugated cardboard box.

Smith：How to make delivery?

Jane：Well, according to your requirement, the goods will be delivered in two consignments of 3，000 each, the first by September 30 and the second by October 15.

Smith：How about terms of payment?

Jane：The terms of payment will be the same as those in the previous contract, that is, sight letter of credit.

Smith：Thank you very much for your offer, and we'll give it serious consideration. As it'll take us some time to calculate, may I suggest we take a 20-minute break?Then we'll give you an answer.

Jane：Fine.

Communicative Scene 2

Counter Offer

（They are negotiating. Smith tries hard to buy at lower price, but Jane persuades the opposite to accept their price by bargaining hard.）

Smith：Well, Jane. I've discussed your offer with Miss Arenas, and I'm afraid we found it rather on the high side.4

Jane：Why do you think so?

Smith：To tell you the truth, just before we left for China, we were approached by a Guangdong garments manufacturer. Their offer was USD 4.50 FOB Guangzhou each bathrobe, so we don't see why we should pay more for your bathrobe.

Jane：USD 4. 50 each bathrobe?Really?

Smith：That's right, USD 4. 50.

Jane：That's really cheap. I guess you must have bought a lot from this manufacturer.5

Smith：We bought 200 pieces.

Jane：Only 200?

Smith：Well, as we don't know much about that firm, we just placed a trial order.

Jane：Right, it takes time to find out whether a business partner is trustworthy.

Smith：This is why we sent our inquiry to you. I believe you are not only trustworthy but also competitive in price.6

Jane：You bet. 7

Smith：But your offer is obviously far from competitive. 8

Jane：Then what do you think a competitive price would be?

Smith：USD 4. 50，the price we paid the Guangdong Manufacturer.

Jane：Oh, come on, our bathrobe certainly deserves more than that.

Smith：Oh, why?

Jane：It's true that our price is higher, but isn't it equally true that our quality is better?Mr. Smith, you wouldn't disagree on that, would you?9

Smith：You may have a point there. 10 But, how can you prove your bathrobe is better than the Guangdong ones?

Jane：Well, we have won a gold medal from the General Association of Textiles. Here is the certificate.

Smith：Oh, thank you.

Communicative Scene 3

Reaching an Agreement

（The final transaction has been concluded. Both parties have made some concession.）

Smith：All right, Jane. What about USD 5.00 each bathrobe?To be frank, I've increased it more by 11%.

Jane：I appreciate your effort toward reaching an agreement, but I'm afraid your concession is too moderate.

Smith：Oh come on, Jane. You'll drive us bankrupt if you raise the price any further.

Jane：You can't be serious, Mr. Smith.As an expert in garments business, you know our bathrobe is worth much more than your counter offer.

Smith：Thanks for the compliment. But as an expert, I don't think your offer is in alignment with the prevailing price in the market.11

Jane：I'm afraid I can't go along with you on that. 12 However, to show our goodwill to an old friend, let me cut my offer by 40 cents and make it USD 5.50.What do you say to that?

Smith：Well, I have to say we still can't afford to pay at that price. Jane, I hate to say this, but I am already in a tight corner and can't move any more.

Jane：Well, it seems to be a real hard nut to crack. 13 Mmm, well, I've got an idea.I suggest that you increase your quantity to 10，000 pcs, and we'll manage to make it USD 5.00.

Smith：I'm afraid I'm not authorized to make such a compromise. 14 I'll have to contact my boss and see what he says.

Jane：OK, please go ahead.

（Mr. Smith calls his boss, then comes back to Jane twenty minutes later.）

Smith：Well, after communicating with my boss, we'll make it happen although it is a little bit out of our budget plan.

Jane：That's all right. Shall we discuss the details of your delivery?

Smith：Sure.

Words and Expressions

1.polyester n.涤纶

2.on the high side 价格偏高

3.gold medal 金牌

4.concession n.让步

5.moderate adj.适度的

6.bankrupt adj.破产

7.counter offer 还盘

8.compliment n.称赞，恭维

9.in alignment with 与……一致

10.in a tight corner 处于困境

11.micro-fiber fleece 摇粒绒（一种布料）

12.consignment n.货物，运送

13.trustworthy adj.值得信赖

14.deserve vt.应该得到

15.prevail vi.流行

16.corrugated cardboard box 瓦楞纸板箱

17.sight letter of credit 即期信用证

18.quantity n.数量

19.100 %polyester 全涤

20.budget plan 预算计划

Notes

1.Well, since you both have had a good time, maybe it's time to talk business now.

既然你们玩儿得很愉快，那么现在该谈生意了吧！

① It’s time to do sth.该做某事了

It's time for me to make an offer.

我该报价了。

It's time to have another meeting.

该开另一场会议了。

2.Fleece，260 g/m 2，one size fits all.Quantity：6，000 pcs.

摇粒绒，260克每平方米，单码，数量6，000件。

① fleece 摇粒绒（布料名称）

② 260g/m 2 指每平方米的质量为260克

③ one size fits all 单码（单一尺码）

3.I was wondering if you would give us a response to our inquiry.

我想知道你是否对我们的询价给一个答复。

I wonder who he is.

我想知道他是谁。

I was wondering how to establish business relation with clients from abroad.

我想知道如何与来自国外的客户建立业务关系。

4.I'm afraid we found it rather on the high side.

恐怕你所报的价格太高。

① on the high side 高价

If the price is on the high side, it's hard to conclude the transaction.

若价格太高，生意是很难成交的。

5.I guess you must have bought a lot from this manufacturer.

我想您一定从此制造商买进大批的货品。

① must+现在完成时，表示对过去事情的推测。

You must have drunk a lot.

你一定喝多了。

6.I believe you are not only trustworthy but also competitive in price.

我相信你们不仅可靠，而且价格有竞争力。

① not only……but also……不但……而且……

The bike is not only cheap but also attractive in its design.

这款自行车不仅价格便宜，而且设计新颖。

7.You bet.请您放心。

8.But your offer is obviously far from competitive.

不过，你们的报价可是明显没有竞争力啊。

① be far from 远非

Your work is far from satisfactory.

你的工作一点也不令人满意。

The newspaper accounts are far from being true.

报纸的报道远非事实。

9.Mr.Smith, you wouldn't disagree on that, would you?

史密斯先生，你对这点不会不同意吧？

wouldn't……，would you?反意疑问句子

10.You may have a point there.

你说的也许有点道理。

11.But as an expert, I don't think your offer is in alignment with the prevailing price in the market.

不过作为行家，我觉得你的报价与市场的主流价格不太相符。

① be in alignment with……与……相符……

It is not in alignment with our company's regulations.

它与我们公司的规定不相符。

12.I'm afraid I can't go along with you on that.

恐怕在这一点上我不敢苟同。

13.Well, it seems to be a real hard nut to crack.

这似乎真是个难题啊。

14.I'm afraid I'm not authorized to make such a compromise.

*15. qty.= quantity

恐怕我无权做出如此大的让步。