2.6 Negotiate Price 议价全过程
W: Welcome to China, Mr. White.
M: How do you do, Ms. Chi?
W: Welcome to this corporation, Mr. White. Won’t you please sit down?
M: Thank you.
W: Our representative in your country faxed a letter that you showed an interest in some of our products on display at the Oct. Exhibition there. Now we'd like to know if you have any specific requirements in mind.
M: Yes, we have. I’ve brought with me a list of the quantity of your products we’d like to import for the second half of this year. Here is a copy of it.
W: Good. Well, Mr. White, most of the items listed are available this year. I hope we can come to an agreement and sign the contracts soon to enable timely delivery.
M: I hope so, too. Now I'd like some of your sales literature and a price list for all of your export articles.
W: Here are our catalog and price list. The catalog lists all the commodities we export, and the price list gives indicative prices for all our export articles.
M: Thank you, Ms Chi. What are your normal export terms?
W: We normally export CFR.
M: What commission do you usually pay for your exports? As you know, we import on commission basis.
W: That can be discussed.
M: All right. When can we meet again for more specific details, Ms Chi?
W: What about tomorrow morning at 9:00? I'll come over to your hotel.
M: I'll be expecting you, then.
