P: I come to hear about your offer for bristles.
L: We have the offer ready for you. Let me see. Here it is. 100 cases Tsingtao Black Bristles, 57mm, at …pounds sterling per kg, CIF European Main Ports, for shipment in June, 1980. The offer holds for three days.
P: Why, your price has soared. It's almost 25% higher than last year's. It would be impossible for us to make any sales at such a price.
L: I'm rather surprised to hear you say that. You know very well that markets for bristles have gone up a great deal in recent months. The price we offer compares favorable with quotations you can get elsewhere.
P: I'm afraid I can't agree with you there. I must point out that your price is higher than some of the quotations we've received from others sources.
L: But you must take quality into consideration. Everyone in the trade knows that China's bristles are of superior quality, above that from others sources.
P: I grant that yours are of better quality. But there's competition from the synthetic products, too. You can't very well ignore that. Prices for synthetic bristles haven't changed much all these years.
L: There is practically no substitute for bristle in certain uses. That's why demand for natural bristles keeps rising in spite of cheaper synthetic ones. To be frank with you, if no for the long-standing relationship between us, we would hardly be willing to make you a firm offer at this price.
P: Well, we'll have a hard time persuading our clients to buy at this price. But I guess I have no choice.
外貿業務談判進程:報盤(2)
P: I believe you've studied our proposal for fertilizers.
L: Yes, Mr. Peter. And we're very much interested.
P: It's almost twenty years since we first supplied you with our products in 1954. To our regret, for one reason or another, business between us has failed to follow up. I hope we'll succeed in concluding some business this time.
L: As we've repeatedly stated, China does business on the basis of equality, mutual benefit and exchange of needed goods. If these principles are kept to, I'm certain that mutually beneficial business will result.
P: May we hear your comments on our products?
L: We find your samples in conformity with your specifications and suitable for our requirements. On the other hand, we've received offers for products of higher quality. So business depends very much on your prices.
P: Taking every thing into consideration, you'll find that our prices compare favorably with the quotations you may get elsewhere.
L: I'm not so sure of that. Before coming to the discussion of price, may I point out that we like to have you quote us on FOB basis?
P: Why I don't quite understand. For bulk goods such as chemical fertilizers, it's the sellers who arrange the shipping space. It is more convenient for us as well as for you.
L: Well, we prefer to have the China National Chartering Corporation take care of the shipping. It doesn't make much difference to you, does it?
P: Well, it does make a slight difference, but we'll do as you wish.
外貿業務談判進程:Counter Offer 還盤(1)
P: I have here our price sheet on FOB basis. The prices are given without engagement.
L: Good, if you'll excuse me, I'll go over the sheet right now.
P: Take your time.
L: I can tell you at a glance that your prices are much too high.
P: I'm surprised to hear you say so. You know that the cost of production has risen a great deal in recent years.
L: We only ask that your prices be comparable to others. That's reasonable, isn't it?
P: Well, in order to get the business, we're quite willing to make some concessions. Would you give me an idea how much you wish to order from us, so that we may adjust our prices accordingly?
L: The size of our order depends greatly on the prices. Let's settle that matter first.
P: As you wish. Well, if your order is large enough, we are ready to reduce our prices by 2 per cent.
L: When I say your prices are much too high, I don't mean they are higher merely by 2 or 3 per cent.
P: Then how much do you mean? Can you give me a rough idea?
L: For the business to be concluded, I should think a reduction of about 10 percent would help.
P: Impossible. How can you except us to make a reduction to that extent.
L: I think you are as well informed as I am about the market for chemical fertilizers. It's needless for me to point out that supply exceeds demand at present and that this situation is apt to continue for a long time yet. May I suggest that you cable your home office and see what they'll have to say?
P: Very well, I shall do so。
