商务英语综合实训项目九_订单的磋商教材教学课件.ppt

参考答案： J=Japan C=China J: We need 3000 tons of small red beans, with diameter 5.0 mm and Moisture of 13% max. C: 3000 tons? Oh, we could offer you 2000 tons of small red beans, with diameter 5.0 mm and Moisture of 13% max and 2000 tons of small red beans, with diameter 4.5 mm and Moisture of 13% max. J: We have signed the contract with the middleman and defined the specifications of the bean. So we have to decrease our order to 2000 tons. C: I appreciate your efforts toward reaching an agreement. Now, shall we discuss something more concrete? J: Ok. What is your offer for the bean? C: We are pleased to offer you 2000 tons of small red beans, with diameter 5.0 mm and Moisture of 13% max at 3.3 Yuan each kilogram, FOB Dalian. J: Thank you very much for your offer, and I’m afraid we found it rather on the high side. C: I wonder why you think so. J: The price in the same period of last year is just 2.3 Yuan each kilogram. We can’t afford to pay at your price this year. C: You are certainly right on that. But, there are other factors also influencing the market. This year, the quality of the bean suffered a lot due to the bad weather condition and those with the diameter 5.0 mm are in a great shortage. What’s more, the beans we sell are directly from field, with few reserves of last year. J: We have full trust in you and your products. But you should also be aware of the market situation. The prevailing price for the diameter 5.0 mm is just 2.7 Yuan each kilogram. We don’t think we should pay more for your blouses. C: Because our quality is high, and high quality goods deserve high prices. You wouldn’t disagree on that, would you? J: well, it seems a real hard nut to crack. (Three days later) J: Good afternoon. We have got good new for you. C: Yes? J: We plan to increase our order to 3000 tons, with 1000 tons of small red beans, diameter 4.5 mm. C: Thank you so much. J: We took the risk nevertheless because we felt that our relationship can’t develop without mutual u