1、求外貿業務員跟客戶談生意對話，急求，求有經驗人士給點提示吧，非常感謝
中英文商務談判對話：
B:我們學校對你們的產品很感興趣。這次想購買電腦和電視，請報CIF沈陽到岸價
b: I』m interested in all kinds of your procts, but this time I would like to order some computers and TV sets. Please quote us C.I.F. Shenyang.
A:Please let us know the quantity required so that we can work out the premium and freight charges.
a:請你說明需求數量，以便我們計算出保險費和運費。
B:我們打算試訂800台電腦，500台電視。
b：I』m going to place a trial order for 800 computers and 500 TV sets.
A:All right. Here are our F.O.B. price lists. All the prices are subject to our final confirmation.
a: 好吧!這是我們的FOB價目表。所有的價格都以我方最後確認為准。
B: 大量購買，你們提供折扣嗎？
b: Do you offer discounts for plentiful purchases?
A: Yes, we do indeed. Our ususal figure is around 5%, but that depends on the size of the order.
a: 是的，我們確實這樣做。通常的數目是5%左右，但那還要根據訂貨的多少來定。
B:我認為你的價格太高，我們不能接受。你們可以降低價格嗎？
b: Oh,I think Your prices are much too high for us to accept. Can you cut down the price for me?
A:Sorry, It would be very difficult to come down with the price. I can assure you our price is very favourable.
a: 對不起，我們很難再降價了。.我可以保證我們的價格是優惠的。
B:像這樣的商品，我們通常從歐洲供貨商那裡得到百分之二到百分之三的折扣。
b: You know for the procts like yours we usually get 2% or 3% discount from European suppliers.
A:The quantity you ordered is much smaller than those of others. If you can manage to boost it a bit, we』ll consider giving you a better discount.
a: 你們訂的數量比其他客戶少很多。如果你們能試著增加一點數量， 我們會考慮給予適當折扣。
B: 做為試購，這個數量絕不算少了。一般來說，試購總應得到些利潤，希望你方能滿足我們的要求。
b:As far as a trial order is concerned, the quantity is by no means small. And generally speaking, we like to profit from a trial order. I hope you』ll be able to meet our requirements.
A：Well, as this is the first deal between us, we agree to give you an one-percent discount as a special encouragement.
a: 由於這是我們的第一次交易，我們同意作為特殊照顧給予你們百分之一的折扣。
B: 百分之一？那太少了。能不能想辦法增加到百分之二？
b: 1%? That』s too low a rate. Could you see your way to increase it to 2%?
A:I』m afraid we have really made a great concession, and could not go any further.
a:恐怕不行了，我們確實已做出了很大讓步，無法再增加了。
B: 看來，這是我唯一能接受的條件了。
b: It seems this is the only proposal for me to accept.
A: I wish I could cut my price, even as a personal favor for you, but my hands are tied. My money people tell me this is our bottom line.
a：就算幫你個忙，我也希望能夠降價，但我無能為力。財務人員告訴我這是底價。
A: It's only because you're such a good customer that I'm willing to offer you this price.
a: 因為你是這么好的客戶，我才願意提供你這個價格。
B:謝謝你,我真的很感謝，不過這個價格超過了我的許可權。
b:Thank you. I really appreciate that. It's just more than I'm authorized to pay.
B:我想現在惟一能做的就是停止談判，然後分道揚鑣吧。
b: I guess the only thing to do now is call a halt to this negotiation and part, friend.
A:What do you mean?
a: 此話曾經？
B：沒錯，每一家廠商都提高了價格，但你們似乎是最貴的。
b: True, everyone raised his/her prices but you seem to be at the high end of the scale.
B: 我們有一定的預算限制，所以我只好去別家問問看。
b:But, we have a budget we have to stay under, so we'll have to shop around some more.
A:I sure hate to see you go across the street. We've had a good friend relationship for MANY years.
a: 我很不希望看你找別家，我們的朋友關系已經維持多年了。
B：這種事是難免的。
b: These things happen.
B:我這次來，也可以順路去拜訪其他廠商，所以我告辭了。
b:We have some other suppliers I can visit on this trip, so I have to get moving.
A: wait，wait，don』t be so hurry ,ok.(pause)
Sure. I don『t think I can change it right now. I must talk to my office anyway.
a:等一下，等一下，別著急嘛。我不能立刻更改價格，我得先請示一下我的領導。
B：好的，我希望我們有共同的目標信念。
b: ok! I hope we can find some common ground on this.
A:Well, to get the business done, we can consider making some concessions in our price. But first, you』ll have to give me an idea of the quantity you wish to order from us, so that we may adjust our prices accordingly.
a: 好吧，為了成交，我們可以考慮作些讓步，不過要請你先說明大概要訂購多少，以便我們對價格作相應的調整。
B:我不知道怎樣才能把這生意做成。我們各讓一半吧。稍後我秘書會把訂單數量報給你。
b：I don』t see how I can pull this business through, Mrs. Wang. Let』s meet each other half way. Mutual efforts will carry us a step forward. My secretary will send you the order quantity.
A: OK, no problem.
a: 好的，沒問題。
B：可以考慮，您可以接受付款交單或承兌交單嗎?
b: It can be considered. Now what about the payment? Could you accept D／P or D／A?
A: I'm afraid not，usually we only accept payment by irrevocable letter of credit payable against shipping documents．
a: 恐怕不行，通常我們只接受不可撤銷的信用證，憑裝運單據付款。
B: 您知道這么大的金額的信用證，費用很大，同時積壓我們的資金。如果您能接受付款交單或承兌交單的話，我們會很感激的。
b: You know for this a large amount，an L／C is cost lost also ties up our money．If you accept D／P or D／A，I would really appreciate it．
A:I am very sorry,but we require L／C for all of our clients．
a:對此我非常抱歉，我們對所有客戶都是用信用證來付款。
B: 噢，開信用證對您來說沒有影響，但對我們影響很大。
b: Well, opening an L／C doesn』t make any difference to you，but makes much to us．
A:Actually it does，it gives us the protection of the bank．
a:事實上對我們也有影響的，它能給我們銀行的保護。
B: 如果您在這個月前發貨的話，我將同意開立信用證。
b: If you can send goods in this month，I'll agree to payment by L／C．
A: All right
a: 好吧。
B：我想了解一下你們的常規包裝方法。
b:And,I'd like to know your usual way of packing
A:Of course we use canons. we also usually use nylon straps to reinforce them．
a: 當然是紙箱了。我們通常還用尼龍帶加固。
B: 我同意，包裝必須十分堅固，以承受粗魯的搬運。
b: The packing must be strong enough to withstand rough handling．
A: Breakage never happened to our deliveries. If broken,we'll pay the cost.
a: 我們的貨物從未發生過破損現象.假如破損我們賠償。
B:你們習慣使用哪種方式運輸?
b:How do you usually move your goods?
A :we use ship, and if use ship ,we can assume transportation cost.We have covered insurance on the 800 computers and 500 TV sets for 100% of the invoice value against all risks
a:輪船，並且用輪船，我們承擔運費。並且，我們我們已經將800台電腦和500台電視機按發票金額的100% 投保一切險。
B:太好了
b:That is great.
B:好的，我們訂800台電腦,500台電視。 讓我們來簽合同吧, 質量必須與樣品一樣。合同一旦簽署即具有法律效力。
b：Ok.We are pleased to place an order for 800 computers and 500 TV sets. Let』s sign the contract! The quality must be instrict conformity with that of sample. Once a contract is signed,it has legal effect.
A: of couse.It's our principle in business to honor the contract and keep our promise.I'm glad that our negotiation has come to a successful conclusion.
a: 重合同，守信用"是我們經營的原則。我很興奮我們的談判獲得圓滿成功。
全英商業談判：
D： I'd like to get the ball rolling（開始）by talking about prices.
R： Shoot.（洗耳恭聽）I'd be happy to answer any questions you may have.
D： Your procts are very good. But I'm a little worried about the prices
you're asking.
R： You think we about be asking for more？（laughs）
D： （chuckles莞爾） That's not exactly what I had in mind. I know your research
costs are high， but what I'd like is a 25% discount.
R： That seems to be a little high， Mr. Smith. I don't know how we can make a
profit with those numbers.
D： Please， Robert， call me Dan. （pause） Well， if we promise future
business――volume sales（大筆交易）――that will slash your costs（大量減低成本）for making the
Exec-U-ciser， right？
R： Yes， but it's hard to see how you can place such large orders. How could
you turn over（銷磬）so many？ （pause） We'd need a guarantee of future business， not
just a promise.
D： We said we wanted 1000 pieces over a six-month period. What if we place
orders for twelve months， with a guarantee？
R： If you can guarantee that on paper， I think we can discuss this
further.
2、找外貿英語對話，要長一些的。
A: SELLER B: BUYER
A：Good morning, Mr. B, Glad to meet you
B: Good morning, Mr. A. It's very nice to see you in person
A: How are things going?
B: Everything is nice.
A: I hope through your visit we can settle the price for 「self heater」 boots, and conclude the business before long.
B: I think so, Mr. A. We came here to talk to you about our requirements of 「self heater」 boots. Can you show us your price-list and catalogues?
A: We've specially made out a price-list. Here you are.
B: Oh, Mr. A. After going over your price-list and catalogues, we found that your price are too high than those offered by other suppliers. It would be impossible for us to push any sales at such high prices.
A: I'm sorry to hear that. You must know that the cost of proction has risen a great deal in recent years while our prices remain unchanged. So our procts are moderately priced.
B: I'm afraid I can't agree with you in this respect. I know that your procts are attractive in design, but I wish to point out that your offers are higher than some of the quotations. I've received from your competitors in other countries. So, your price is not competitive in this market.
A: Mr. B. As you may know, our procts which are of high quality have found a good market in many countries. So you must take quality into consideration, too.
B: I agree with what you say, but the price difference should not be so big. If you want to get the order, you'll have to lower the price. That's reasonable, isn't it?
A: Well, in order to help you develop business in this line, we may consider making some concessions in your price, but never to that extent.
B: If your price is FOB Shanghai, $49.99 a pair, we might come to terms.
A: I'm afraid you are asking too much. Actually, we have never given such lower price. For friendship's sake, we may exceptionally consider our price is FOB Shanghai, $59.99 a pair. This is the lowest price we can afford.
B: You certainly have a way of talking me into it. But I wonder if when we place a larger order, you'll farther rece your prices.
A: Mr. B, I can assure you that our price is most favorable. We are sorry to say that we can bring our price down a still lower level.
B: Ok, I accept. I'm glad we have brought this transaction to a successful conclusion and hope this will be the beginning of other business in the future. See you. Goodbye. Mr. A
A: See you and thanks for coming, Mr. B