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1、交易背景：多伦多的雅格贸易公司看中了中国发展前景良好的陶瓷市场且打算大量采购陶瓷，先前已和中国小有名气的盛源陶瓷有限公司进行过短暂接触，接下来是对产品的价格、付款方式等等进一步的商业洽谈。岑:Goodmorning,Miss黄.Gladtomeetyou.黄:Goodmorning,Miss岑.It’sverynicetoseeyouinperson.Letmeintroducemycolleaguestoyou.Thisismymanager,Miss覃.ThisisMiss韦,sheisinch
2、argeofbusinesswithclents.覃:Howdoyoudo?Miss黄.岑:Howdoyoudo?AndNicetomeetyou.Okit’smyturn.thisisMiss唐，sheisinchargeofsalesdepartment.andthisismiss赵，sheisourfinancialmanager.黄:Nicetomeetyou,too!岑:well,Howarethingsgoing?黄:Everythingisnice.岑:Ihopethroughyour
3、visitwecansettlethepriceforourChinaware,andconcludethebusinessbeforelong.黄:Ithinkso,MissLin.WecameheretotalktoyouaboutourrequirementsofHXSeriesChinaware.Canyoushowusyourprice-listandcatalogues?赵:We’vespeciallymadeoutaprice-listwhichcoverthoseitemsmostp
4、opularonyourmarket.Hereyouare.黄:Oh,itsveryconsiderateofyou.Ifyou’llexcuseme,we’llgooveryourprice-listrightnow.岑:Takeyourtime,Please.韦:Oh,Miss岑.Aftergoingoveryourprice-listandcatalogues,weareinterestedinArtNo.HX1115andHX1128,butwefoundthatyourpriceareto
5、ohighthanthoseofferedbyothersuppliers.Itwouldbeimpossibleforustopushanysalesatsuchhighprices.唐:I’msorrytohearthat.YoumustknowthatthecostofproductionhasrisenagreatdealinrecentyearswhileourpricesofChinawarebasicallyremainunchanged.Tobefrank,ourcommoditie
6、shavealwayscomeuptoourexportstandardandthepackagesareexcellentdesignedandprinted.Soourproductsaremoderatelypriced.黄:I’mafraidIcantagreewithyouinthisrespect.Iknowthatyourproductsareattractiveindesign,butIwishtopointoutthatyouroffersarehigherthansomeofth
7、equotations.I’vereceivedfromyourcompetitorsinothercountries.So,yourpriceisnotcompetitiveinthismarket.赵:Asyoumayknow,ourproductswhichisofhighqualityhavefoundagoodmarketinmanycountries.Soyoumusttakequalityintoconsideration,too.覃:Iagreewithwhatyousay,butt
8、hepricedifferenceshouldnotbesobig.Ifyouwanttogettheorder,you’llhavetolowertheprice.That’sreasonable,isn’tit?岑:Well,inordertohelpyoudevelopbusinessinthisline,wemayconsidermakingsomeconcessionsinyourprice,butnevertothatextent.韦:Ifyouarepr
