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外貿(mào)業(yè)務(wù)談判暫停發(fā)盤對(duì)話
下面是外貿(mào)業(yè)務(wù)談判暫停發(fā)盤對(duì)話，一起來看看吧。
Withholding Offer 暫停發(fā)盤
L: Welcome to Beijing, Mr. Peter.
P: Thank you. I'm glad I was able to come
L: Did you have a pleasant trip?
P: One could hardly call it so. We ran into a thunderstorm over Hong Kong, and the airplane was so tossed about that everyone got airsick.
L: Is that so? I am sorry to hear that. I hope you had a good rest after that.
P: I hade a very restful night. The Xinqiao Hotel is a nice quiet place. I'm quite myself again.
L: Glad to hear it. Shall we talk business now?
P: Yes. That's fine.
L: In your reply to our enquiry, you clearly stated the reasons why you couldn't make us an offer at the time and suggested a vis a vis talk with us. Do you see your way now to take the matter again?
P: Please accept my apologies for our inability to be more responsive to your enquiry.
L: That's all right. Unforeseen circumstances do occur, don't they?
P: You see, when we received your enquiry, the world market was under the impact of a currency crisis, which made it difficult for us to make a firm offer. Now the storm is more or less over, at least for the time being.
L: I presume you know where you stand now.
P: Yes. Hopefully I feel we're in a position to resume business negotiations now. But in those uncertain days about two weeks ago, most of the experts at our end refrained from quoting prices. U.S. dollar devaluation was imminent, and sterling was also under heavy pressure. We couldn't afford to take chances.
Withholding Offer 暫停發(fā)盤(2)
P: We've luckily survived this crisis. In order to put our business relations on a solid footing, we have come to explain the position ourselves.
L: Good. We're really looking forward to doing business with you in the years to come.
P: so are we. However, the tallow market has been quite strong for sometime and the prevailing price in the London market is around US$303 for bulk tallow.
L: I'm sorry to say that we find your price unacceptable.
P: Would you give me an indication as to the price you consider workable?
L: I hope you would reconsider your price and bring it into line with the world market price.
P: Well, I'll be glad to hear what you have in mind.
L: I can only say that the prices from other sources are much lower than yours and their quality is indisputable.
P: I admit that we' we in a disadvantageous position in the face of competition from other sources.
L: I'm afraid you'll stand no chance if you don't fall into line with others.
P: But we simply can't. The U.S. currency devaluation has put us in a disadvantageous position as regards export price. Surely you realize that.
L: Indeed we do. But you should not neglect the advantage you enjoy in the cost of production. After all, we're prepared to come to terms with you if your price is reasonable. Think it over, Mr. Peter.
P: Well, gibe me time then. I'll have to contact my head office.
L: That's fine. Please let us know as soon as you hear from them.
P: Certainly, I will.
Withholding Offer 暫停發(fā)盤(3)
L: Any good news?
P: Well, I can hardly say that. However, I'm still hopeful…
L: Have you got any cable reply from your head office?
P: Yes, I have received a long cable. Actually, there's nothing new in the offer.
L: You mean the price remains the same as yesterday?
P: Yes, it is the same. But let me point out that the tallow market conditions have been anything but easy. The recent currency crisis has not made things any easier.
L: Would you give me further information on the market conditions?
P: I believe you have followed up the supply position, and you are as well informed as I am.
L: And what about the supply position at your end?
P: Situations are apt to change in the commodity market, you know. As far as tallow supplies are concerned, there are most pressing demands from clients in other parts of the world. The upward trend is quite strong. I hope you will realize our position.
L: I gather from what you say, that the outlook is not very promising. It's rather disappointing that you come Australia to tell us of such a bleak prospect
P: Things are not at all that bad. You may recall that we once drew your attention to drummed tallow. The situation in this item is slightly better. If you would accept this instead, we could supply the quantity you require.
L: We are not interested in drummed tallow for the simple reason that its price is higher.
P: I appreciated that. But there is a very firm tendency in the international market. We can hardly get hold of any sizable parcels of bulk tallow for immediate shipment. I may tell you that India just entered the market with an enquiry for 6,000 tons. This certainly has its effect on our market and also in the U.S.A. and Canada.
L: We know this. But the question is whether they will accept such a high price.
P: Anyway, there simply aren't any sizable parcels around. As the situation stands now, we can offer only 1,000 tons bulk tallow at the price quoted yesterday. If you can get your endusers interested in drummed tallow, we'll do our best to offer more, say 3,000 tons, with an additional charge for the drums and the drumming cost at US$45 per ton.
L: I'm sorry I can't entertain your proposition.
P: Well then, there is nothing I can do but to make a long distance call home tonight to see once what can be done.
L: Please do. I hope to hear from you soon.
P: I'll appreciate if you will give us a counter-offer.
L: I'm afraid this can't be done. Unless you propose something definite together with some improvement on your price, we are not inclined to place a large order with you. However, in view of the friendly relations between us, we are willing to hold negotiations with you again day after tomorrow.
P: All right then, I'll get in touch with my head office right away.
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