国际贸易合同谈判案例

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1、Chapter2EstablishingBusinessRelationsDialogueOne(AttheChinaImportandExportFair)A：Welcometoourshow.Pleasecomeinifyou’dliketotalkwithus.B：Thankyou.IamabuyerforanAmericanautomationcompany.AndIaminterestedinyourproductsverymuch.A：Iamgladtohearthat.So,whatkindsofproductsareyoumostintereste

2、din?B：Themeasuringinstrumentsofcourse.Theyseemtobegoodandoffinequality.A：Yeah.Thatistrue.TheyareallmadeinTianjinMachineToolPlant,oneofthelargeststate-ownedmanufacturersinChinaspecializinginprecisionmeasuringinstrumentsandallkindsofdiesandmoulds.Wehavegotmostofthehigh-qualitycertificat

3、esinthisfield.B：Thatsoundsgood.Howaboutthepricesofthem?A：Well,wehaveabrochurewithallproductsandpriceslisted.Hereyouare.B：Thanksalot.AndIwonderifIcanmakeavisittoyourplantwhenIamhereaftertheshowingtime.A：Sure.Wecanarrangethatforyouatyourconvenience.B：OK,thatisadeal.Oh,hereismycardandyou

4、cancontactmethedayaftertomorrow.A：Thankyou.Seeyouthen.DialogueTwoA：Wetookalookattheexhibitsyesterdayandfoundthatsomeofthemarefineinqualityandbeautifulindesign.Theexhibitionhassuccessfullydisplayedtomewhatyourcorporationhandles.I’velookedthroughthecatalogueandthebrochureenclosedinyourl

5、astletterandI’vegotsomeideasofyourexports.I’minterestedinyoursilkblouses.B：Oursilksarefamousfortheirgoodquality.Theyaremetwithgreatfavoroverseasandarealwaysingreatdemand.A：Someofthemareofthelateststyle.NowIhaveafeelingthatwecandoalotoftradeinthisline.Wearetoestablishbusinessrelationsw

6、ithyou.B：Wehavethesameidea.A：Concerningourfinancialposition,creditstandingandtradereputation,pleaserefertoourbank.B：Thankyouforyourinformation.Sinceweareastate-ownedcompany,wealwaysdobusinesswithforeigncompaniesonthebasisofequalityandmutualbenefit.Itwillcontributetoourmutualbenefittoe

7、stablishbusinessrelationsbetweenus.A：That’sinteresting.I’lltelephonehomelater.AssoonasIgetthedefiniteanswerfromtheheadquarters,Iwillletyouknow.B：Thenwewillmakeanofferassoonaspossible.Ihopealotofbusinesswillbeputthroughbetweenus.A：SodoI.B：Ihopeeverythingwouldbesmooth.AndI’llgiveyouthel

8、owest