商务英语对话36篇,商务英语对话

('商务英语对话36篇Dialogue1:Johnson,澳大利亚纺织品进口商;Chen,中国纺织品出口商.双方就印花府绸的价格进行对话Johnson:I’vecomparedyourquotationwiththeprevailingmarketpricesandwiththatofotherori-gins,Mr.Chen,andIfindyourpriceisreallyhigh.Chen:Butthisisthebestquotationwecanmake.Weconsideritarockbottompriceindeed.Johnson:I’msorrytohearthat.Butwestillfindnowaytoacceptyourquotation.Chen:Mr.Johnson,Ithinkyouwillagreethatourproductsareofthebestqualitycomparedwithsimi-larproductsinthemarket.What’smore,theyarebrightlycoloredandbeautifullydesigned.Johnson:Iagree.But,youknow,nomaterial,how-everattractive,willsellwellifit’stooexpensive.Wemustalwaysbearinmindthefactthatallofusareoperatinginahighlycompetitivemarket.Chen:Then,what’sthepriceyouwouldpay?Johnson:Thebestwecanacceptis$280perbale,CIFSydney.Chen:Didyousay280?Johnson:Precisely.Chen:Thebestwecandoistoreduceourpriceby$10andIshouldthinkwecouldstrikeadealat$310.Johnson:Idoappreciatetheeffortyou’remakingtowardsreachinganagreement,butfranklyspeak-ing,thegapbetweenyourpriceandmineisstillenormous.Ireallydon’tseehowwecangoabove$290.Chen:Sorry,wemaynotbeabletosellanythingnearthatprice.Johnson:Thatwouldbeapity,indeed.Chen:OnethingIwanttomakecleariswhetherthequantityyouorderedcanbebigger.Johnson:Ifthatisthequestion,thentheanswerisyes.Iwouldorder300balesmore.Chen:Then,thepricewillbe$295perbale,CIFSydney.Johnson:Isitpossible290?Chen:Icouldn’thavesaiditanymore.Johnson:I’minadifficultposition.It’sbeyondmycapabilitytodecideit.Chen:Inthatcaseletmethinkitover.NowIhavetosaythatmyrock-bottompriceis$292perbale,CIFSydney.Anythinglowerthanthisisimpossible.Johnson:Consideringournewly-establishedbusi-nessrelationshipandthegoodqualityofyourprod-uct,Iacceptyourloweredpriceof$292perbale,CIFSydneytobedeliveredinJulythisyear.Chen:Then,withthissettled,Ihopewewillhavenodifficultyinreachinganagreementconcerningtermsofpayment.Johnson:Ihopeso.Dialogue2:Ali,埃及文具商,对中国的英雄牌钢笔感兴趣;Zhu,轻工产品出口商.双方在价格方面进行讨论Zhu:Ohyes,youhavementionednothingaboutquantityyet.Ali:Well,iftheorderisasubstantialone,howmuchwillyoucomedown?Zhu:Butwhat’syourideaofasubstantialorder?Ali:ItseemsI’llhavetobreaktheice.OK,whatifIordered,say,5,000dozen?Whatwouldyouchargethen?Zhu:Thatwouldbeaniceorder,butonecanhardlycallitsubstantial.Ali:Mr.Zhu,surelythere’sadifferencebetweenanorderof5,000dozenandoneofonly1,000dozen.Zhu:Youknowwedon’tdomuchbargaining.Wegoinforbusinessonthebasisofmutualbenefit.Ali:Sellersarenaturallyreluctanttoreducetheirprice.IfIweretheseller,Iwoulddothesame,butyoucertainlyrealizethatlowerpricesareaneffec-tivemarketingtool,intheshortorthelongterm.Zhu:I’mafraidIdon’tquiteagreewithyouthere.It’sonlypartofthematter.Ali:Averysignificantpart?Ibelieve.Zhu:Amarketsecuredbyareputationforqualityisfarmoredifficulttodislodge.Qualityisthethingthatcountsmost.Ali:Quality,yes.Iadmityourpensareofgoodquality.Ifyouarepreparedtogivemea5%reduc-tion,I’llconsiderplacinganorderfor10,000dozen.Zhu:Youareaskingagreatdeal,Mr.Ali.Ali:ButI’mofferingagreatdealaswell.Zhu:5%reductionisabsolutelyoutofthequestion.NowMr.Ali,tohelpyousellourproduct,we’llmakeanexception—giveyouaspecialdiscountof12%.That’sthebestwecando.Ali:That’sthefirststep.Withonemore,wecouldstrikeadeal.Tomakethingssimpler,let’ssplitthedifferenceandmeethalfway.Youmustleaveussomemargintocovertheadvertisingexpenses.Wewillworkveryhardtomakeyourpenacompetitivebrand,toestablisha“brandimage”inourmarketthroughpromotion.Zhu:Iappreciateyourstraightforwardness,Mr.Ali.Well,foragoodstarttoourbusinessrelationship,we’llmakeit3%.Ali:Done!Mr.Zhu,thanksalot.You’vecomealongwaytomeetme.Zhu:Thereisyetalongwaytogo,Mr.Ali.Dialogue3:Doll,德国食品进口商;Li,厦门食品出口商.双方就可能发生的短重和不合格问题进行会话Doll:There’sstillaminorpointtobeclearedup.Li:Yes?Doll:Youremarkedyesterdayyousellonshippedquality,quantityandweight.Li:Sowedid.ThegoodswillbeinspectedbytheChinaCommodityInspectionBureau.It’llthenissueacertificateofqualityandacertificateofweight.Thesewillbetakenasfinalandbinding.Doll:Butinthecaseofshortweightordisqualifi-cation?Li:Iassureyouthatisnotlikelytohappen.OurgoodsshouldbeguaranteeduptoexportstandardsbeforetheInspectionBureaureleasedthem.Doll:Iknowyourproductshaveagoodreputa-tion.Butwhatincasethereisshortweightordis-qualification?Li:InthateventIdon’tthinktheresponsibilityshouldrestwithus.Thegoodsmaybespoiledortheweightgetsshortduringtransit.Aclaimwouldthenbelodgedwiththeinsurancecompany.Doll:Whatyousaidstandstoreason.Anotherthing,asourtransactioninvolvesFrozenBroilers,wehavetomakesurethesanitarystandardsareuptotherequirementsoftheGermanGovernment.Li:Mr.Doll,ourInspectionBureauwillissueaVeterinaryInspectionCertificatetoshowthattheshipmentisinconformitywithexportstandards.Doll:Justtomakesurethatyourstandardsarethesameasours,Iwonderifit’spossibleforoneofourvetstoinspectyourfactories.Li:I’msorry,that’sneverbeendone.However,ifyou,astherepresentativeofyourfirm,wishtovisitoneofourfactories,itcanprobablybearranged.Doll:Thankyou.Mr.Li,inadditiontothecertifi-cateyoumentioned,couldwehaveanotheroneshowingthegoodstobefreefromradioactivecon-tamination?Yousee,someofourclientsareverysensitiveaboutthis.Li:Yourrequestisunderstandable.Well,I’llgetintouchwiththeInspectionBureauandseewhattheyhavetosay.Doll:Thatwouldbeverykindofyou.Onelastthing,however,isthatweshouldliketohaveeachcopyofthecertificatesinGerman.Li:Asarule,ourcertificatesaremadeoutinChi-neseandEnglish.Doll:Isee.AcopyinEnglishwoulddoaswell.Andthecertificatewillbesignedbythecommis-sionerofyourBureau.Itakeit.Li:Ourcertificatesaremadevalidthroughtheoffi-cialsealandpersonalchopofthecommissioner.Doll:Isee.Well,thanksforeverything.Li:Don’tmentionit.Gladtohavebeenofhelp.Dialogue4:Song,广州肉制品出口商;Hawk,新西兰进口商.双方就冻禽制品的检验问题进行对话Song:I’msogladthatyouwillrenewyourordertoimportfrozenpoultryfromusthisyear.Hawk:Frozenpoultryisinhighdemandinourmarket.Song:MayIknowyourapproximateannualre-quirementsforthecomingyear?Hawk:Let’sleavethisaloneforamoment.I’dliketomodifytheinspectionclausefirst.Song:Why?Hawk:I’msorrytotellyouthatmostofthepoultryyousentuslastyeardidn’treachthestandardyouhadpromised.Wehopethat,inthecomingyear,thegradeofqualityshallbedeterminedbyourinspec-tioninstitutesandthecertificatethusissuedshallbetakenasfinal.Song:Butwedidbusinessonusualtermslastyear.Hawk:Yes.Andwe’veacceptedallthedeliveries.ButI’mafraidthatwefeelthequalitycertificatesis-suedbyyourinspectionbureauarenotentirelytrust-2worthy.Song:Whatdoyoumeanbysayingthis?Doyouhaveanyevidencetoprovethatthepoultryisdis-qualified?Hawk:Well,wedidn’tcheckeachdispatch.Butwehavetheimpressionthatthepoultrywasn’tuptoourstandardsafterweinspectedseveraldispatches.Song:Ifyoudon’thaveanyevidence,I’mafraidwecan’tacceptyourdemandtomodifytheinspec-tionclause.Hawk:Well,thepointisthatthequalityofallourmeatimportsisdeterminedbyourinspectioninsti-tutesandtheircertificatesareregardedasfinal.Song:Whowillinspectyourexportstous?Hawk:Theinspectioncanstillbemostconve-nientlydonebyus.Song:Doyouthinkit’sfair?Hawk:Weusuallycarryoutourtradewithnearlyallothercountriesinthisway.Song:Well,weinsistthatourtradewithforeigncountriesshouldbedoneonthebasisofequalityandmutualbenefit.Wedon’twanttoimposeanyun-equalconditionsonyou;ontheotherhand,we’llbynomeanstolerateanyunreasonabledemand.Hawk:Well,IthinkI’dbettertalkwithmybossaboutthisfirstandwe’llfaxyouourfinaldecision.Dialogue5:Ali,埃及批发商;Liu,中国某产品出口商.埃方认为佣金偏低,中方认为提高佣金会影响竞争力Ali:Mr.Liu,wehavegonetoofaroffthepoint.Let’sreturntothetopicofcommission,shallwe?Liu:That’sjustwhatIwasgoingtopropose.Ali:Honestly,Mr.Liu,therateofcommissionyouaregoingtograntusisfartoosmall.Liu:Butthat’sexactlythesamewepaytootheragents.Anyincreasewouldhavetobeputontothepriceandmakeitlesscompetitive.Moreover,whenothercustomersgettoknowit,theyarelikelytoraisequestions.Itwouldthenbeveryembarrassing.Ali:ThatIknow.Butthen,theyhaveestablishedtheirmarketswhilewehavetostartfromtheverybeginning.Besides,it’sanewproduct.Weshallhavetospendalotofmoneyonadvertising.Liu:Theremaybesometruthinwhatyousay.Butyourtenpercentisfarfrombeingacceptable.Ali:Couldwemakeacompromise?Allowusahigherrateforacertainperiod,say6months.Whatwouldyousaytoit?Liu:Thatsoundsmorepractical.ButIcan’tdecideitforthemoment.Ihavetogetconfirmationfrommyheadoffice.Ali:Whencanyougivemeadefiniteanswer?Liu:Willyoucomeroundtomorrowafternoon?BythenI’llbeabletoinformyouoftheresults.Dialogue6:Larry,美国陶瓷批发商;Yu,某工艺品公司出口部.双方谈话集中在佣金条件和订购数量Yu:Itwouldbethebest,ifyoucouldpromotesalesofourproducts.Larry:Iamwillingtobeatyourdisposal.Whataboutthecommission?Yu:Usuallya2%commissionisgiventoouragent.Larry:Mr.Yu,2%isnotenough,isit?Yu:Well,thecommissioncanbeincreasedifasub-stantialquantityisordered.Larry:Whataboutanorderof5,000cases?Yu:For5,000cases,a3%commissionisthemaxi-mum.Larry:Thetermsareratherharshonus,aren’tthey?Yu:No.doyouhaveanyspecificidea?Larry:Isitpossibletoincreasethecommissionto5%?Yu:Ahighercommissionmeansahigherprice,andsoitwillnotbeeasyforustosellourproducts.Larry:Butit’snotsoeasyforuseither.Itisex-pensivepropaganda,toadvertisethegoodsinordertopromotethesales.Evena5%commissionisnothigh.Yu:Howmuchcouldyouorderafterall?Larry:Howaboutalargerorder?What’scommis-sionthen?Yu:Thatalldependsonthequantity.A3%com-missionisforanorderof5,000casesanda0.5%commissionistobeaddedforeachadditionalquan-tityof1,000cases.Larry:Accordingtowhatyousay,Icangeta5.5%commissionif10,000casesareordered.Yu:Yes,thecommissionfromourcorporationisveryfavorable,isn’tit?Larry:Yes.Ifthatisso,itisworthwhileforustodevelopbusinessinthisline.I’lldepartforhomein3adayortwo,andspeaktotheAmericanTradeCom-pany.Wewillspecifythequantitywhenwearego-ingtoplaceanorder.Yu:Mr.Larry,Iwishyouasuccess.Larry:Thanksforyourkindconsideration.Dialogue7:Fremont,法国商人;Liang,中国服装进出口公司.双方会谈如何包装商品才能经受住长途海运Fremont:Whatabouttheouterpacking?Liang:We’llpackthem10dozentoonecarton,grossweightaround25kilosacarton.Fremont:Cartons?Liang:Yes,corrugatedcardboardboxes.Fremont:Couldyouusewoodencasesinstead?Liang:Whyusewoodencase?Fremont:I’mafraidthecardboardboxesarenotstrongenoughforseatransportation.Liang:Thecartonsarecomparativelylight,andthereforeeasytohandle.Theywon’tbestowedwithotherheavycargoes.Thestevedoreswillseetothat.Besides,we’llreinforcethecartonswithplasticstraps.Shirtsarenotfragilegoods.Theycanstandalotofjolting.Fremont:Maybeyouareright,butthegoodsaretobetrans-shippedatHongKong.Iftheboxesaremovedaboutonanopenwharf,dampnessorrainmaygetintothem.Thiswouldmakethegoodsspot-tedorruined.Liang:Noneedtoworryaboutthat.Thecartonsarelinedwithwaterproofplasticsheets,andastheboxesaremadeofcardboard,theywillbehandledwithcare.Fremont:Well,Idon’twanttotakeanychances.Besides,cartonsareeasytocutopen,andthisin-creasestheriskofpilferage.Liang:Tamperingwithcartonsiseasilydetected.Ishouldsaythatthisratherdiscouragespilferage.Fremont:Maybeso,butI’mafraidthatincaseofdamageorpilferage,theinsurancecompanywillrefusecompensationonthegroundofimproperpacking,orpackingunsuitableforseavoyage.Liang:Butcartonsarequiteseaworthy.Theyareextensivelyusedinourshipmentstocontinentalports.Thereareneveranycomplaintsfromourclients,andsuchpackinghasalsobeenapprovedbyourinsurancecompanyforWPA&TPNDcoverage.Fremont:Ifyoucouldguaranteecompensationincasetheinsurancecompanyrefusestohonoraclaimforfaultypacking,wewouldbequitewillingtoac-ceptcartons.Liang:I’msorry,butwecan’ttakeonanyrespon-sibilitythatisbeyondourfunctionsandpowers.We’llmakesurethatthepackingisseaworthy,butwecan’tcommitourselvestobeingresponsibleforeverykindofmishap.Fremont:Icanunderstandyourposition.PerhapsI’maskingtoomuch.Liang:We’llusewoodencasesifyouinsist,butthechargeforthatkindofpackingwillbeconsiderablyhigher,anditalsoslowsdowndelivery.Fremont:Well,I’llcablehomeimmediatelyforin-structionsonthematter.Liang:Pleasedo.I’llbewaitingforyourreply.Dialogue8:Frank,美国进口商;Wang,中国出口商.根据美国联邦食品药品管理局的新规定,中方出口的马铃牌罐装荔枝的货物标签不再有效,双方就新标签的使用和版式交换意见Wang:Inmyopinion,overlystrictregulationsarejustanotherwayofrestrictingimports.Frank:Ah,there’ssomethinginwhatyou’resay-ing.AccordingtothepresentFFDAregulations,theMaLinglabelsastheyarecannotbeusedifthelicheeistobeofferedforimportintotheU.S.Wang:Whynot?Ourcannedlicheeandothercannedprovisionshavealreadybeenwidelysoldinvariousmarketsabroad,andMaLinglabelhasnowbeenacceptedbymostoverseascustomersandim-porters.IsitpossibleforyoutousetheMaLingla-belsastheyare?Frank:I’dbequitewillingtoifIcould,butwemustcomplywiththelabelrequirementsaccordingtoourlaw,orwecan’tcleartheconsignmentoflicheethroughtheCustoms.Wang:Inthatcase,whatcanwedotohelpyou?Frank:Wouldyouconsiderquotingusfortheorderwithneutral(unlabelled)cansonaCIFbasisforde-liveryinHongKong?OurassociatedcompanytherewillhavethelabelsprintedtocomplywiththeFFDAregulations.Wang:Doyouthinkthat’stheonlywayout?Youknowweusuallydothelabelingourselvesasweare4responsibleforthebrandlabelsofourproducts.Frank:Well,thepresentlabelwon’tdo.Isitpos-sibleforyougetroundtheMaLingFactorytoprintdifferentlabelsforus?Wang:Yes,Ithinktheymightconsideritaslongasyourrequirementsarereasonable.Frank:Thisisgreat.Icouldwishfornothingbetter.Wang:Let’shearwhatideayouhaveinmind.Frank:TheFFDAinsiststhatonly2languagesbeusedonthelabels.Sincetherearetwoprincipaldis-playpanelsonthelabel,onecanbeinEnglishandtheotherinChinese.TheimportantpointistohaveinformationononeofthepanelsinEnglishonly.Wang:TheGermanorDutchdescriptiononthecurrentlabelsistobedeletedthen,isn’tit?Frank:Yes,that’swhatwewant.Wang:Anyotherchanges?Frank:Yes,justonemorething.Thenetweightmustbeindicatedinatypeofrequiredsize,thatis,one-eighthofaninchminimum,andplacedinthelower30%ofthepanel.Wang:Isee.Weshallgiveitourimmediateatten-tion.Frank:Thanksforyourhelp.Dialogue9:Spencer,英国服装进口商;Fan,中国出口商.Spencer对浴衣的纸箱包装有异议,认为不够结实,双方经讨论后达成一致Spencer:Shallwediscussthepackingnow,Mr.Fan?Fan:Allright.Bathrobesarepackedincartonsof20dozeneach.Spencer:Doyouthinkcartonsarestrongenoughforalongseavoyage?Fan:Itdoesn’tmattermuch.Westrengthenthecartonswithfournylonstrapsoutside.Spencer:Butyoushouldknowthatdampnessmaygetintocartonsduringlongdistanceshipping.Thiswouldmakebathrobesspotted.Anditmaybringusagreatdealofloss.Fan:Youcanbeassured.Thecartonsarelinedwithwaterproofplasticsheets.Besides,weuseatransparentpolyethylenebagforeachbathrobe.Spencer:That’sgood.Thetransparentpackaginggivestheconsumeraclearviewofthecolorsofthebathrobeandfacilitatesitsmarketinginsupermar-kets,departmentstoresandotherretailoutlets.Fan:That’strue.Wekeepmakingimprovementsinourpackingmethodinordertomeetthedemandsofthemarket.Bytheway,doyouhaveanyotherquestionsorrequirementsregardingpacking?Spencer:Theinnerpackingneedstobeimproved.Itdoesnotlookattractiveenoughtocustomers.Al-thoughyourbathrobesarereliableinquality,youloseouttoothersjustbecauseyoufailtopackthegoodsproperly.Fan:That’sagoodsuggestion,butcanyoubemorespecific?Spencer:Youshouldhavecolordesignsoneachtransparentpolyethylenebag.Inthisway,thebathrobescanbemoreeye-catching.Fan:Goodidea.We’llseetoitthatpackingap-pealtotheeyeaswellastothepurse.I’llpassitontothedesigners.Anyothersuggestions?Spencer:No,nothingelse.Isupposeeverythingconcerningpackingisclearnow.Dialogue10:Luo,电脑经销商;Allen,美国电脑出口商.Luo想成为美方电脑在中国的独家代理商,Allen认为双方仍处在相互了解的阶段Luo:MayIknowtheconditionsasasoleagency?Allen:Mr.Luo,yourofferinghelptopushthesalesofourproductswillbeappreciatedbyus.Butaswearenowonlyattheget-acquaintedstage,weconsideritratherprematuretotakeintoconsidera-tionthematterofsoleagency.Luo:Whataboutyoursuggestion?Allen:Inmyopinion,itwouldbebetterforbothofustotryoutaperiodofcooperationtoseehowthingsprove.Alsoitwouldbenecessaryforyoutotestthemarketabilityofourproductsatyourendandtocontinueyoureffortsinbuildingalargeturnovertojustifythesoleagencyarrangement.Luo:Howlongdoyoumeanthetrialperiodshouldbe?Allen:Oneyear,wesuggest.Ifeverythingturnsoutsatisfactory,weshallreverttothissubjectwith-outdelay.Luo:Mr.Allen,youneedn’ttospendlongtestingourmarketabilityofyourproducts.Pleasebecon-vincedthatwewilltryourbesttofulfillthesuffi-cientturnoversoastowarrantthesoleagencyap-5pointment.Allen:Butyoushouldatleastletusknowyourmarketconnection,theeffectivenessofyoursalesorganizationandyourtechnicalabilitytohandlethegoodstobemarketed.Luo:Wehavemorethan20salesrepresentatives,whoareontheroadalltheyearround,coveringthewholeofChina’smarket.Allen:Doyouhaveanymiddlemenorselldirecttotheretailers?Luo:Throughyearsofefforts,wehavesetupef-fectivechannelsofdistributionandwecanvasstheretailersdirectwithoutanymiddlemen.Allen:Well,ifyoucouldpursueyoureffortsinbuildingalargeturnover,weshallbegladtotakeintoconsiderationyourproposalofanagencyap-pointment.Luo:Youcanrestassuredthatwewilldoourut-mosttodoso.Dialogue11:Jackson,美国公司代表;Wan,中国地毯出口商.Jackson提出和中方签订代理协议Jackson:Mr.Wan,we’vespokenbeforethismat-ter,andIhopewecancometosomeagreementthistime.Asyouknow,Jackson&Co.Ltd.wouldverymuchliketoactasyouragentintheU.S.andAmer-ica.Wan:Yes,indeed.Ihavespokentoourrelevantor-ganization,andwearewillingtoappointJackson’sasoursoleagentfortheU.S.Jackson:Excellentnews.Oncetheagreementissigned,we’llbeabletopromoteourproductsmorevigorously.Givingsoleagencytouswillalsoreducethenumberofrivals,whichisbeneficialforbusinessdevelopment.And,asyouareaware,wehaveabroadcustomerbaseanddealwithmanyretailersnotonlyintheU.S.butalloverAmerica.Thus,weconsiderthattheagencyagreementshouldincludetheUSAandthewholeAmerica.Wan:Isee.Butwealsohaveawell-establishedcustomerbaseinAmerica,anddon’treallyfeeltheneedforanagenttocoverAmericaonourbehalf.Besides,wehavemanyoldcustomersinCanadaandBrazil.Ifwesignedupwithyou,wewouldundoubt-edlylosetheseoldandvaluedcustomers.Jackson:Okay.Iwouldsuggestthatthedurationoftheagreementshouldbethreeyearsandthenafterthat,ifitprovessatisfactorytobothsides,wecanextendtheagreement.Wan:Soundsfine.You’veclearlygiventhisalotofthought.Whatquantitydoyouproposetosell?Jackson:Iwouldsuggest30,000squaremetersinYearOne,40,000squaremetersinYearTwoand50,000squaremetersinYearThree.Wan:Good.Wemustalsoclarifywhatkindofcar-petsyouwillsellonourbehalf.Wecan’tjustsayChinesecarpets.That’stoogeneral.WhatwemeanisSuperWoolens.Jackson:I’mdisappointedthatyouarerestrictingthetypesofcarpetswecansellaswellasthegeo-graphicalareawecancover.Thiswillcertainlyaf-fectoursales.Wan:Oh,I’msorry.Iobviouslyhaven’tmademy-selfclear.Youcancertainlysellasmanydifferenttypesofcarpetsasyoulike.We’dbedelighted,ofcourse.Youcanorderthemfromusintheusualway.Youwill,however,berequiredtosellonourbehalfthetypesthatyouundertaketosellundertheagencyagreement.Jackson:Isee.Thatwouldbefairenough.Wan:PerhapsIcouldaskyoutodrawuptheagreement.Jackson:Ofcourse.We’llgetitsigned.Dialogue12:Smith,新西兰玻璃制品进口商;Guan,中国出口商.中方负责为这批货物投保,保险费由新方承担.双方就投保的条款和险种展开讨论Smith:Wewouldliketoaskyousomedetailsaboutthisagreement.Haveyoutakenourinsuranceyetonthisshipment?Guan:Yes,wetalkedaboutitwithourunder-writer,andthinkthatweshouldgetapolicyforWithParticularAverage,consideringourdealisbasedonCIFclause.Isthereanythingelseyouwouldliketoknowabout?Smith:No,notreally.IwasjustwonderingifthebreakageofgoodsisincludedinthisWPAornot.Youknowthisconsignmentiseasytobebroken.Guan:Infact,noteverybreakageisincludedinthisWPA.ItisincludedintheWPAwhenthebreakageresultsfromnaturalcalamitiesandmaritimeacci-dents,suchasstrandingandsinkingofthecarryingvessel,orisattributabletofire,explosionorcolli-6sion.OrelseitbelongstotheRiskofBreakage.Wecouldaddthisitemifyouwish.Smith:Butthat’sanadditionalriskitem,isn’tit?Guan:Yes.Andthebuyerisusuallyrequiredtobearthecostfortheadditionalriskcoverage.Smith:Isee.Whatifwechangeto“AllRisks”?DowestillhavetopayextrafortheRiskofBreakage?Guan:No,youdon’thaveto.TheinsuranceofAllRiskshasthatitemundercoveragealready.How-ever,allyouneedtodoistopayalittlehigherpre-miumrate.Smith:Thatreallydoesn’tmatter.Thevalueofthegoodsisjusttoohigh.Ifwelosethemourcompanywilllosealotofmoney,andmayhavetoclose.Sosafetyofthegoodsisallthatcounts.Guan:Ohyes,absolutely.I’llhaveyourinsurancechangedfromWPAtoAllRisksfor110%ofCIFin-voicevalueaspertheoceanmarinecargoclauseofthePICC.Smith:Verygood.Anotherthing,whataboutthescopeoftheinsurancecoverage?Imeanwheredoesitstartandwheredoesitend?Guan:WeadopttheWarehousetoWarehouseClausewhichiscommonlyusedininternationalin-surance.Inotherwords,thecoverageisineffectwhenthecargohaslefttheconsigner’swarehouseandallthewaythroughtransittotheconsigner’swarehouse.Smith:Isee.Thankyouforyourcooperation.Guan:It’smypleasure.Dialogue13:Liu,天津外贸公司;Kohler,德国保险公司理赔处.货物在到达目的地时发霉了,Liu认为保险公司应当赔偿,Kohler认为货物受损不在承保范围内Liu:Icomeherefortheunfortunateaffairsabouttheinsurance.Kohler:What’sthematter?Liu:Weexportedalotofglovesamonthago.Nowthegoodshavearrivedatthedestination.Unfortu-nately,mostofthemhavegonemouldy.Kohler:Haveyouaskedouragentinthatcountrytotakesamplesandphotos?Liu:Yes.Aspotinvestigationhasbeenmade.Kohler:Howdoesthesurveyreportsay?Liu:Itsaiditwasthechemicalreactionthatcausedthemould.Whenthegloveswerestoredinthefac-tory,theyhadbeenmoisturizedandthemoistureandthechemicalelementsintheleatherglovesresultsinthechemicalreaction.Kohler:Ifthatisthecase,werefusetoindemnifyyouforthelosses.Liu:Why?OurinsurancecoveredAllRisks.TocoverAllRisks,theinsurancecompanyshallbeli-ablefortotallossonland/seaoftheinsuredgoods.Kohler:EventhoughyourinsurancecoveredAllRisks,thereareconditionsunderwhichtheinsur-ancecompanyisnotliable.Liu:Idon’tunderstandit.Couldyouexplainitinmoredetails?Kohler:Sure.Theinsurancedoesn’tcoverlossordamagecausedbytheinternationalactorfaultoftheinsured.Liu:Ourdamageisn’tcausedbyinternationalact.Kohler:Iknow.Exclusionalsoincludeslossordamagefromnormalloss,inherentviceornatureoftheinsuredgoods.Liu:Doyouthinkourdamageiscausedbyinher-entviceornature?Kohler:That’sit.Liu:Butwhenthegoodscameoutofthefactory,theywereintactandingoodcondition.Itwasthelongvoyagethatmadethemmouldy.Kohler:Doyouhaveanycertificationthatcantes-tifythegoodqualityofthegoods?Liu:No,wedon’thave.Kohler:That’swaytheinsurancecompanyrefusedtoadmittheliability.Dialogue14:Wei,上海食品进出口公司;Simon,英国食品进口商,从中方这里进口了一批海味食品,并希望即期装运.Wei认为舱位太紧,无能为力Simon:Canyoumakepromptshipment?Wei:Promptshipment,suchtermsareambiguous.Peoplecaninterpretthisphrasequitedifferently.Simon:Wemusthavetheseafoodforthewintersale.That’sallIwant.Wei:Forthewintersale?Why,thatwouldmeanthegoodsmustarriveatLondoninearlyNovember.Evenifwehadthegoodsready,Idon’tthinkwecouldshipthemrightaway.Simon:Iknowthereisagreatdemandonship-pinglately.7Wei:Thatisso.Iwasinformedbyourshippingde-partmentyesterdaythatlinerspaceforEuropeuptotheendofnextmonthhasbeenfullybooked.Simon:Weunderstandtrampsarestillavailable.Wei:Yes,buttrampsarescarce.Generally,nore-frigerationfacilitiesareprovidedonthem,andI’mnotsurewhethertherewouldbeenoughtonnagetomakeafullcargo,evenifatrampcouldbeobtained.Simon:Isthereanychanceiftransshipmentisal-lowed?Wei:Buttransshipmentaddstotheexpenses,risksofdamageandsometimesmaydelayarrival,be-causethere’salsoashortageoftransshipmentspaceforEurope.Anyhow,we’lltry.Simon:Wepreferdirectshipment,ofcourse,butifyoucan’tgetholdofadirectvessel,wemayagreetohavethegoodstransshippedatHongKong.Youknow,goodquality,competitiveprice,allwouldmeannothingifgoodscouldnotbeputonthemar-ketontime.Wei:Yes,fullyunderstood.We’llfindoutthesitu-ationabouttheconnectingsteamerrightaway.Simon:AsfarasIknow,JardineShippingAgent(HK)Ltd.hasalinersailingfromHongKongforEuropearoundmid-October.Ifyoucouldmanagetocatchthatvessel,everythingwouldbeallright.Wei:AreyousurethevesselwillcallatLondon?Andisshealreadycarryingafullload?Simon:Iguessifwestartimmediately,thereisstillhope.Andifworstcomestoworst,pleaseshipthegoodstoLondonorLiverpool.Wei:Good.Thenwhatwouldyousayifweputitlikethis:“Shipment,firstavailablesteamerinOcto-ber.Portofdestination,LondonorLiverpool.Trans-shipmentatHongKongallowed.”Ithinkthisistheearliestpossibility.Simon:Fine.Thanks,Mr.Wei.I’msorryifthesearrangementscauseyoualotofinconvenience.Wei:Ohno,we’reonlytoogladtohelpyouinanywaywecan.Dialogue15:Kimura,日本商务代表;Xiang,广州进出口公司.为使货物尽早运达日本大阪,日方要求把香港作为装运港,中方表示异议Kimura:Ithasjustoccurredtomethatthereistillanotherpossibilitytoensureapromptdeliveryofthegoods.Xiang:Andthatis?Kimura:HowaboutmakingHongKongtheportofshipmentinsteadofShantou?Xiang:I’mafraidwecan’tagreetothat.Wecon-cludedthebusinesswithyouinGuangzhou,andthegoodsyouorderedaremanufacturedinShantou.WewishtopointoutthatallordersacceptedbyusareshippedfromShantouorHuangpu.HongKongisoutofthequestion.Kimura:It’slikethis.ThereareonlyoneortwosailingsamonthfromShantoutoOsaka,whilesail-ingfromHongKongarequitefrequent.IfshipmentwereeffectedfromHongKong,wecouldreceivethegoodsmuchearlier.Xiang:Isee.YouwanttohaveyourgoodsshippedfromShantoutoOsakaviaHongKong,wheretheycanbetransshipped.Isthattheidea?Kimura:Yes,exactly,becauseIwantthesegoodsonourmarketattheearliestpossibledate.Xiang:Yourideamaybeagoodone,butthetrou-bleisthattherearerisksofpilferageordamagetothegoodsduringtransshipmentatHongKong.HowaboutshippingthemfromHuangpuinsteadofShan-tou?Youmaychooseeitheroneasportofshipment.Itmakesnodifferencetous.TherearemoresailingsfromHuangputhanfromShantou.Kimura:Itsoundsallrighttome,butI’llhavetothinkaboutit.I’llgiveyouadefiniteanswertomor-row.IfIchooseHuangpu,willitbepossibleforyoutoshipthegoodsbytheendofMarch?Xiang:We’lltryourbest.Anyway,weassureyouthatshipmentwillbemadenotlaterthanthefirstpartofApril.Dialogue16:Hayes,澳大利亚机床出口商;Fu和Ma作为中方代表,正与Hayes就付款方式进行对话Hayes:Thankyou,Mr.Fu,Ms.Ma.We’vestruckadealatlast.Butwhataboutpayment?Fu:Weshallopenaletterofcreditinyourfavor,tobesettledinU.S.dollars.Hayes:That’sgood.Whenwillyouopentheletterofcredit?Fu:30daysbeforeshipment.Hayes:Fine,butthisL/Cmustbeaconfirmedandirrevocableone.8Fu:Wecandothat,butMs.Hayes,sincethisisarathersubstantialorder,andsincewehaveneverboughtsuchmachinesfromyoubefore,ourcus-tomersdemandthat90%ofthecreditamountbepaidatsight,thatis,againstthepresentationofdoc-uments.Therest…Hayes:Yes?Fu:Therestistobepaidafterthemachineshavearrivedhere,andaftertheyareprovedsatisfactoryontrial.Hayes:No,Mr.Fu,thatcan’tbedone.Wehaveneverdonebusinessonsuchterms.Fu:Suchtermsarequitecommoninthemachinerytrade.Hayes:Look,Mr.Fu,weaskforfullpaymentatsight,becauseweguarantee90%mechanicaleffi-ciencyforallourproducts.Doyouhavethesameguaranteefromothersuppliers?Fu:90%mechanicalefficiency.That’sunderyourtermsofsales.It’stheseller’sresponsibilitytosup-plygoodsuptotheirstandard.Ma:Infact,becausetheclimatesvaryeverywhere,mechanicalefficiencycouldhardlygobeyond85%.Theusualpercentageisbetween82and83.Hayes:Iknowourproductsextremelywell.That’swhyIpromisesuchhighefficiency.Ma:Butothersuppliersareofferingbetterterms.Someevenallowpayment60daysaftersight.Hayes:Ifthat’sso,I’mafraidI’llhavetowalkoutofthismeetingroomdisappointed.Fu:Couldyousendfittersheretoensuregoodop-eration?Hayes:Yes.Weoftensendtechniciansabroadtoofferafter-salesservicetoourcustomers.Fu:Ifthefitterswouldcomealongwiththema-chinestohelpwiththefixing,toensurethatallma-chinesrunproperly,andifafter-salesservicewouldbeprovided,weagreetomakepaymentinfull.Hayes:I’mmorethangratefultoacceptyourterms.Thankyou,Mr.Fu,Ms.Ma,butyounearlyupsettheapplecart.JustnowIthoughtthelasttwoweeksofnegotiationswereawastedeffort.Ma:Now,Ms.Hayes,youdon’tfeeldisappointedanymore,doyou?Hayes:Certainlynot.I’minhighspiritsnow.Dialogue17:Zhao,武汉外贸公司;Sam,新加坡进口商.双方对商品的支付方式存在争议Sam:Well,wehavesettledthequestionofprice,quantityandqualityandshipment.Shallwediscussthemodeofpayment?Zhao:Yes.Asarule,weonlyacceptconfirmedir-revocableL/Cpayablebydraftatsight.Sam:Isee.CouldyouacceptD/A?Zhao:I’mafraidnot.Asyouknow,LetterofCreditisthenormaltermsofpaymentuniversallyadoptedininternationalbusiness.Weinsistonthiscustom-arypractice.Sam:Totellyoufrankly,it’sexpensivetoopenanL/C.WhenIopenaLetterofCreditwithabank,Ihavetoputadepositinit.That’lltieupmymoneyandincreasethecostofmyimport.Zhao:Butyouknowitverywell,aconfirmedir-revocableLetterofCreditgivestheexporterthead-ditionalprotectionofthebanker’sguarantee.Sam:Tomeetyouhalfway,whatabout50%byL/CandthebalancebyD/A?Zhao:I’msorry,butI’mafraidIcan’tacceptit.AsI’vealreadysaid,werequirepaymentbyL/C.That’stheruleofourcompany,thoughweknowforcertainthatanenterpriseofyourstandingwillneverde-fault.Sam:Well,IagreetoyourpaymentofL/C.Anotherthing,howlongshouldourL/Cbevalid,that’s,whenshouldwesettheexpirydate?Zhao:TheL/Cisvalidforfifteendaysaftertheshipmentdate.Sam:Verygood.Well,thankstoyourcooperation,ourdiscussionhasbeenverypleasantandfruitful.Isincerelyhopewe’llfindalternatetermsforourfu-turebusiness.Zhao:Tobefrank,D/Aisimpossibleatthepresent.Butperhapsaftermorebusinessbetweenusinthefuture,wecouldagreetoD/Pterms.Sam:Good.Ihopeyoudobusinessmoreflexiblyandleaveussomeleewayinfuturetermsofpay-ment.Dialogue18:Josh,美国纺织品进口商;Wang,浙江纺织品出口公司.Josh坚持采用付款交单或者承兑交单付款方式,Wang认为应该采用信用证的付款方式Josh:Nowwhataboutthetermsofpayment?9Wang:WeonlyacceptpaymentbyirrevocableL/Cpayableagainstshippingdocuments.It’sadopteduniversallyintheinternationaltrade.Josh:Mr.Wang,it’sexpensivetoopenanL/C.Fur-thermore,weneedtoputadepositinthebankandthustyingupthecapitalofasmallcompanylikeours.CouldweadoptD/PorD/A?Wang:I’msorry,wecan’tmakeanexception.AsI’vesaid,wecan’tacceptanyothertermsofpay-ment.Furthermore,China’silksenjoyagoodrepu-tationinoverseasmarkets.Theproductsyouarein-terestedinareingreatdemandandsellwell.IassureyouthequickturnoverwilloffsetyourL/Cexpensesandgiveyouaconsiderableprofit.Josh:AsfarasIknow,youdosometimesaccom-modateyourcustomersbyacceptingD/AorD/P?Wang:Yes,butonlyunderveryunusualcircum-stances.Josh:Don’tyouthinkoursisaspecialcase?Wang:Inordertofinalizebusiness,weagreetousepaymentbyD/Patsight.Josh:CouldyoudomeafavorandacceptD/Paftersight?Wang:I’mafraidnot.Butwewilltrytomakede-liveryonemonthearlier.Josh:Good.Ifyoupromisetoeffectshipmentonemonthearlier,wewillagreetouseD/Patsight.SincewehaveagreedtoadoptD/Patsight,thedoc-umentswillbecheckedandpaidimmediatelyafterwereceivethem.However,wewillbegyourpardonforrefusalofpaymentincasethepapersarenotinconformitywiththecontract.Wang:Weadvocatefairplay.Ofcourse,paymentmightberefusedifanythinggoeswrongwiththedocuments.Butinthatcaseyoumustgiveallthereasonsforrefusaltothebankonceandforall.Mindyou,onlyonerefusalofpaymentisacceptabletothebank.Twoormorerefusalsarenotacceptable.Furthermore,pleasenotethatyououghttopayusthebankinterestoncepaymentiswronglyrefused.Josh:Idon’tthinkanythinglikethatwillhappen.Webelieveyouwouldnevershipusshoddyprod-ucts.Wang:Ofcoursenot.Wealwaysvaluereputationandwedon’tthinkyouwillrefusetopay.Josh:Anotherproblem.CanwepayforourimportsinRMB?Wang:Well,wewouldpreferyoutopayforyourimportsinU.S.dollars.Dialogue19:Johnson,加拿大进口商;Chen,中国出口商.罐装食品到货时带有许多凹痕,加方认为是因为纸板箱不符合包装要求,中方认为是粗暴搬运所致Johnson:Mr.Chen,Ineedtotalkwithyouaboutthecannedfoodwepurchasedfromyoulasttime.Chen:Pleasegoahead.Johnson:Well,doyourememberthatlastautumnwecontractedwithyouforcannedfood?Chen:Yes.It’stheshipmentunderContractNo.11Johnson:YoumaywellrememberthatIwarnedonmanyoccasionsaboutyourpoorpacking.Andyouagreetomakesurethatyourcartonswouldmeetourrequirements.Buttoourregretmanyofthecansarrivedheredented.Asaresult,theconsumersre-fusedtobuysuchdentedcannedgoods.What’smore,theCanadianConsumerAssociationsalsowarntheconsumersagainstthem,forwhichween-counteredpoorsalesandsustainedgreatloss.Chen:It’snotformetodisagreewithyouthere,butsofarasIknowthegoodsunderContractNo.11wereinperfectconditionwhentheywereshipped.Asforthedentedcans,I’minclinedtothinktheywereduetoroughhandlingduringshipmentordur-ingloadingandunloading.Inthatcase,Ithinkitbetterthatyoureferthecasetotheshippingcom-pany.Johnson:Buttheresultofourinvestigationshowsthatthedentedcanswerecausedbyfaultypacking.Ourendusersmadeastrongprotestagainstit.Un-lessyouimproveyourpackingmethod,youwillbelosingourmarket.Chen:Come,come,Mr.Johnson.Itseemsyouweretryingtoputtheblameofroughhandlingonus.Youshouldhavelaidtheblameontherightper-son.Thetruthis,we’vealwayspaidgreatattentiontothemethodofpacking.Thecustomershavesofarnevercomplainedaboutourpacking.Yourcasewasratherasingularone.Johnson:Butthecaseistrue,youknow.Chen:Ofcourse.Yousee,eventhestrongestpack-ingwillgivewayunderroughhandling.Johnson:Inaway,itisso.Anyhowwearesure10youdon’tliketoseeyourgoodslosemarketinthisarea.Inordertosavethesituationandtoholdthemarket,mindyourpacking,orratherimproveit.Chen:you’reright.Althoughitisnotourfault,forthesakeofgoodbusiness,wewilltakecareaboutit.Butatthesametime,wouldyoucontacttheshippertomakefurtherinvestigationstopreventroughhan-dlinginfuturetransactions?Dialogue20:Stone,英国商人;Zhang,中国食品进出口公司.英方从中国进口优质干蘑菇,到货时发现质量问题.英方认为是包装前蘑菇没有烘干所致,中方认为应找船运或保险公司要求赔偿Stone:I’vesomethingveryunpleasanttotalkwithyou,Mr.Zhang.Zhang:Doyoumeanthequalityofthemush-roomsyoumentionedinyourletterofAugust15?Stone:Yes.Thecaseistooserioustobeover-looked,soIdecidedtocomeandhaveaface-to-facetalkwithyou.Idemandafullrefundoftheamountpaid.Zhang:Justbepatient,please.Anycriticismonourproductsissincerelyinvited.Butwon’tyousitdownandtellusthewholethingfirst?Stone:Well,accordingtothecontractweorderedwell-driedmushroomsoffinequality,butthegoodsyousentusarenotuptothestandardandunfitforconsumption.Wehavetolodgeaclaimagainstyouforinferiorquality.Zhang:Couldyoutellustheexactcauseofthein-feriorquality?Yousee,thedamagemaybecausedbyavarietyoffactors.Stone:Here’sasurveyreportbyawell-knownlabinLondon.Itsaysthatthepackingofthegoodsissoundandintactatthetimeofsurvey.Soitisclearthatthemushroomswerenotwell-driedbeforepacking.Zhang:butletmeinformyouthatthegoodsinquestionwerestrictlyinspectedbytheChinaCom-modityInspectionBureauatthetimeofloading,withyourrepresentativeonthespot.Theirreportshowedthatthegoodswerewell-driedanduptothestandardforexport.Sothedamagemusthavetakenplaceduringtransit.Wesuggestyoumakeafurtherinvestigationintothematter.Stone:Ifthat’sreallythecase,whodoyouthinkwemustturntoforourclaim?Zhang:ThegoodswereboughtonFOBbasis.Anditwasyouwhobookedtheshippingspaceandhadthegoodsinsured.Soyoumayapproachtheship-pingcompanyortheinsurancecompanyforcom-pensation.Stone:Allright.IthinkI’lltakeyouradvice.Dialogue21:Carlos,澳大利亚化工公司;Song,中国化工进出口公司.中方从澳大利亚进口矿石,到货时经检验发现磷酸三钙的含量达不到合同标准,澳方认为是抽样方法的差异导致了检验结果不同Song:AnanalysiswasmadeoftheshipmentandtheBPLcontentwasonly70.89%,lowerthanre-quired,sowearelodgingaclaimof$22,000forin-feriorquality.Carlos:Ashipment,asinthiscase,isdesignedtocomeoutwiththeapproximatecontentof73%.Song:ThenhowwouldyouexplaintheBPLcon-tentnotuptoyourownstandard?Carlos:Themethodofsamplingiscrucialtoo.Ifyoutakesamplesfromtheship,you’llbetakingrocksoflargergranulation,whicharelowerinBPLcontentthanthesmallerones.Ifthecorrectmethodwasused,wedonotfeelitispossibletohaveadif-ferenceof2%asyousuggested.Song:Themethodusedwastheoneyourecom-mendedandthepercentageisthereinthereportinblackandwhite.Carlos:Yes,Iknow.Inthiscase,I’llhavetoaskyouagainforyoursamplesforsendingthembackforreanalysis.Song:ThemethodofanalysisadoptedbyourIn-spectionBureauwasinconformitywiththemethodsrecommended.Carlos:WestillfeeltheBPLcontentwouldbeverylargelycalculatedbythemethodofsampling.Youwillnot,too,thattheanalysisfromthe2laboratoriesshowsquiteadifferencebetweentheanalysismadeontheoriginalshippingsamplesandyoursamplesonarrival.Song:Thatmightbethecase,Mr.Carlos,butit’safactthatBPLcontentislowerthanstipulated.Carlos:It’smostunfortunateandmyhomeofficehasinstructedmetodomybesttoremedyit.Song:Weappreciateyourefforts.11Carlos:AswewishtosettletheclaimwithyouandtheBPLdifferenceisentirelyduetothemethodofsamplingused,myhomeofficeproposestosettleonthebasisofa50/50betweentheoriginalanalysisonourshipmentandthereanalysisofyourreturnedsamples.Song:Yourproposalisreasonableand,inviewofthissatisfactoryconclusionofthematter,wewillalsowaiveourclaimfortheinspectionfee.Carlos:Thankyou.Weappreciateyourcooperationinsettlingthisunfortunateaffair.Dialogue22:Wendt,法国商人;Jiang,安徽纺织品公司.因合资建设服装厂,双方对技术转让过程中的入门费提成费和后续技术共享问题展开讨论Jiang:Yesterdaywetalkedaboutthegeneralideaofthedocumentsofourjointventure.Itishightimeforustodiscussthedetailsoftechnologytransferthoroughly.Wendt:Yes,I’mjustcomingtothatpoint.Ifyouwanttoproducethecompetitiveproducts,youhavetoacquireadvancedtechnology.Jiang:Youareright.ThetechnologyyouaregoingtointroducetoournewprojectshouldbeadvancedandappropriatetoChina’sneeds.Wendt:Wepromisethatwetransfertheadvancedtechnology—whatweareadoptinginourproductionatpresent.Asaresult,you’llpayforitintheformofroyalties,exceptforacertaininitialdownpayment,amIrightconcerningthat?Jiang:Youarepartlyrightandpartlywrong.Wendt:Why?Jiang:Wewillcertainlypayfortheimportedtech-nology.Butyoucan’texpecttolaborforsomethingthatholdsgoodforalltimes.Ifyoutransferonlytheexistingknow-how,thiscompany’stechnologywouldsoonbeoutofdate.Wendt:Thenwhatkindofsolutiontothisquestioncanyouthinkof?Jiang:Mysolutionissimple.Thatisduringthe20yearsofourco-operationwehopeyoukeeponre-newingyourknow-how,inotherwords,youcon-tinueofferingusyourimprovedtechnologicalexper-tise.Isupposeweshouldnotberequestedtopayex-tramoneyforthat.Wendt:No,thatistoomuch.Wecan’tpromisethat.Youcertainlyunderstandthattechnologyhasapricetag.Yourproposalisasdifferentaschalkfromcheesefromours.Suchanunreasonableclausewoulddriveourbusinesstodeadend.Jiang:Well,Mr.Wendt,weconsideryouasapart-nerofourcompany.Yourshareis46%oftheregis-teredcapitalofthecompany,whichmeansyouwillgetalmosthalfoftheprofit.Wendt:Ishouldsaywhatyou’vementionedjustnowiscorrect,butIstillwanttomakeitclearthattechnologyitselfcanproducenewvalue.Itmakessensethatweaskforpaymentinsomewayforourtechnology.Jiang:No,Mr.Wendt,asyouknow,thereisasay-ing“youcan’teatyourcakeandhaveittoo”.IfIwereyou,Iwouldintroducetheup-to-datetechnol-ogytoourprojectwithoutconsideringtochargeanyextradollars.Wendt:Let’sholdbackourdiscussionforthemo-ment.OK,weagreethatwewillsharethetechnol-ogywithyou.Wearepartners,asyousay,andweshouldsharedevelopmentsandcostfairly.Dialogue23:Louis,英国贸易公司代表;Huang,中石化上海分公司.英方愿以许可证方式提供技术支持.双方就许可证的授权、入门费、提成费等问题交换意见Huang:Ourfactoryhasproducedpolyesterfibersfortenyearsandgainedsomeexperienceinmanu-facturingandtechnology.But,weneednewtechnol-ogytorenovateourfactory.Louis:Ihopewecansatisfyyourrequirements.Ourcompanyisoneofthebiggestproducersofman-madefibersinWestEurope,andinthislinewecansupplyalllicenses,equipment,engineeringser-viceandtechnicalassistance.Huang:Fine.Yourlicenseshouldguaranteethatmachinesandtechnologyareofadvancedworldlev-els,andthetechnologyprovidedisintegrated,pre-ciseandreliable.Louis:Nodoubtaboutit.Here’stheintroductionbookletofourproductsandproductiontechnology.Huang:Theintroductionisreallydetailed.Whatrightwillthelicensegranttoourfactory?Louis:Itwillgrantrightsofbothmanufactureandsalesoftheproducts.Huang:Doesthelicenseincludethepatent?12Louis:Yes,andthevalidityofthepatentis15yearsfromnow.Huang:Whataboutthepaymentforthetechnol-ogy?Louis:Whichwouldyouprefer,lumpsumpaymentoracombinationofaninitialpaymentandaroy-alty?Huang:Wepreferthecombinationofinitialpay-mentandroyalty.Louis:Theninadditiontoaninitialdownpaymentof200,000U.S.dollarstheroyaltyis5%ofthenetsalespriceoftheproducts.Huang:I’mafraidboththeroyaltyrateandtheini-tialdownpaymentaretoohigh.Louis:I’msurprisedtohearthat.Youknow,thesumcanhardlycoverallourexpensesintechnologi-calinformation,drawings,personneltrainingandsoon.Huang:Weproposethatyoulowertheroyaltyrateto3%ofthenetsaleprice.Louis:Well,3%...it’sOK.Huang:Inthatcaseweaccepttheamountof200,000U.S.dollarsastheinitialdownpayment.Louis:Wehavereachedanagreementonpaymentbecauseofoursinceredesire.Then,within30daysaftertheeffectivedateofthecontract,youmustpaytheinitialpaymentforourlicense.Besides,youmustpayusarunningroyaltyof3%ofthenetsalesofthelicensedproductsduringtheperiodoftenyearsaftertheeffectuationofthecontract.Huang:That’sacceptable.Dialogue24:Brent,德国商务代表;Gong,成都制造商.德方不愿提供生产精密仪器的设备,但同意转让技术Gong:Mr.Brent,we’dlikeyoutoprovideuswiththeequipment.Brent:I’mafraidthatwecan’t,becausetheproduc-tioncostshaverisenagreatdealandwearenowlosingmoney.However,we’requitewillingtotrans-ferthepatent.Gong:Well.Itseemsthatwe’llonlyconsiderbuy-ingthepatent.Inwhatformwillyoutransferthepatent?Brent:We’dliketotransfertherighttousethepatentintheformoflicense.Gong:Butthelicenseonlygivestherighttomanu-facturetheequipment.Whataboutthetechnologynotincludedinthepatent?Brent:Don’tworry.We’llprovideyouwithalltheinformationandalsofivetechniciansneededtomanufacturetheequipment.Gong:Honglongwillyouallowustousethepatent?Brent:5years.Gong:Howmuchwillyouaskfor?Brent:Wehopeyouwillpay$30,000asinitialpay-mentforbuyingtheproductionrightsfromus,and3%ofthesalespriceoneachproductsold.Gong:I’mafraidthatwecannotacceptthat.Wehopeyoucanreduceto1%ofthesalespriceonroy-alty.Brent:Itwouldnotseempropertodoso.Whatabout2%?Gong:Well.Youshallensurethatthetechnologyprovidediscomplete,correct,effectiveandcapableofaccomplishingthetechnicaltargetsspecified.Brent:Ofcourse.Meanwhile,inaccordancewiththescopeanddurationagreeduponbyus,youshallundertaketheobligationtokeepconfidentialthetechnicalsecretscontainedinthetechnologypro-videdbyus,whichhavenotbeenmadepublic.Gong:Youneedn’tworryaboutit.Thetechnologytransferredtouswillbekeptconfidentialandnotletoutorpassedontoabirdparty.Wehopeyoushalltrainourworkerstounderstandandusetheknow-how,instructionsandothertechnicaldataandinfor-mationconstitutingthetechnologyprovided.Brent:Acceptable.Ithinkhalfayearon-the-jobtrainingwillbeenoughfortheworkerstomastertheskills.Butyoushallprovideuswithadequatefacil-ityandthenecessarytoolstoourtechniciansforren-deringtechnicalassistance.Gong:Allright.Allthecostsforthemshallbebornebyyou.IsthatO.K.?Brent:Yes,weagree.Gong:Thedurationofthecontractshallconformtothetimeneededbyustoassimilatethetechnologyandshallnotexceedfiveyears.Brent:Itsoundsreasonable.Howshallwesettledisputes?Gong:Alldisputesanddifferencesofanykindsarisingfromtheexecutionofthiscontractshallbe13settledamicablybytheparties,orshallbesubmittedtotheChamberofCommerce,London,forconcilia-tioninordertosettlethisdisputeinanamicablemannerundertherulesadoptedbysaidChamber.Brent:Weagreewithyou.Gong:Anythingelseyouwanttobringupfordis-cussion?Brent:No,nothingelse.Gong:I’llhavethecontractamendedandsenttoyourhotelforyoutolookovertomorrow.Dialogue25:Lu,上海纺织品公司;Harrison,美国租赁公司代表.双方就租赁设备的质量担保期进行讨论Lu:Mr.Harrison,IamsorrytosaywearestillnotsatisfiedwithItem-4inyourproposedagreementandIhopewecanspendsometimeonitandseewhatwecandoforourmutualbenefits.Harrison:Letmesee.Here,“Thequalityoftheequipmentsuppliedunderthisagreementshallbeguaranteedforaperiodoftwoyearsfromthedateafterthecompletionoftheinstallationoftheequip-mentincludingthetrialrunoftheequipmentthusinstalled.”Yes,whatisyouropiniononit?Lu:AccordingtoItem-4thequalityoftheequip-mentyouwillleaseuswillonlybeguaranteedfortwoyears,whichwethinkistooshort.Harrison:Mr.Lu,IhopeyouunderstandthatthisproposedagreementisbasedonourletterofintentsignedlastyearwhenIcametoChinaforthisproject.Lu:Yes,that’swhyIthinkyoudidnotfullyacceptourproposaloflastyear.Wetalkedabouttheguar-anteeperiodandweagreedthatwewouldfurtherdiscusstheperiod,butnowyoustillinsistontwoyears.Harrison:Iamsorry,Mr.Lu.Idon’tmeanthatIwanttoinsistonthat.Themanufacturerisunwillingtogiveusaguaranteeperiodofmorethantwoyears.Ifthatisthecase,howcanweprovideaguar-anteelongerthanthemanufacturer?Lu:Butisthereanythingyoucando?Forexample,canyoufurthernegotiatewithyourmanufacturer?Harrison:Well,Icantry,butIcan’tguaranteeany-thing,asintheUnitedStates,itisourusualpracticetoprovideourcustomerswithaguaranteeofqualityfortwoyears.Lu:We’vebeenquitehappyaboutourcooperationforthepasttwoyears.Butthistime,Ifeel…Harrison:Excuseme,Mr.Lu.Itcouldbehardforustoprovidealongerguarantee,butIcangiveyouafavoredmaintenanceserviceaftertheguaranteeperiod.Lu:Well,thatsoundsagoodcompromise.Harrison:Wewillchargeyouonly80%oftheregu-larservicechargeforthemaintenanceserviceaftertheguaranteeperiod.Whatdoyouthink?Lu:Agoodidea.Harrison:So,I’llputthesuggestionintotheagreementasasupplementaryitemforyoursigna-ture.Lu:Yes,wehavemadeit.Dialogue26:Svenson,北欧贸易公司;Xiong,中国化工进出口公司.双方就化肥合同的几个条款交换意见Svenson:MadamXiong,Ihadagoodlookatthecontractyouleftwithmeyesterday,andonthewholeitseemsperfectlyinorder.Xiong:Good.That’llmakethingssimple.Whataboutthetermsofpayment,dotheysuityou?Svenson:IjusthaveonepointI’dliketoclarify.DoesSinochemalwaysbuyFOBST(FOBstowedandtrimmed)?Xiong:Notalways.ForsmallquantitiesweusuallybuyFOBorFAS.Butforcompleteshiploadswepre-ferFOBstowedandtrimmed.Svenson:Oh,really.Whyisthat?Xiong:Well,thatwayweensurethatthestowageandtrimmingchargesareincludedintheprice,andtherecanbenoconfusionastowhetherthebuyerorthesellerisresponsible.We’vehadourfingersburntoverthisproblembefore.Svenson:Really?Howisthat?Xiong:Oncewhenthecontractwascompleted,thesellersentusabillfor$600,000fortheexpensesin-curred,aswehadforgottentowritetheterm“stowedandtrimmed”intothecontract.Svenson:$600,000!That’sabitsteep.I’llmakeamentalnoteofitforfuturereference.Xiong:Yes.It’sactuallyquitedifficultforustokeepabreastofthefluctuationsinloadingchargesatthevariousportsaroundtheworld,soit’sbetterforthesellerstoincludesuchchargesintheirpricequo-tations.14Svenson:Iwaswonderingaboutthewordingofthequantityclause.Whydoyoustipulate10%moreorlessthanthecontractquantityatthebuyer’soption?Xiong:Theonlyreasonforthatisfortheconve-nienceofcharteringavessel.Obviouslyships’ca-pacitiesvary,andwecan’twaituntilwefinda100%suitablevessel.Thatcouldcauseeveryoneunneces-sarydelay.Svenson:True.Myfinalquestionisonthesubjectofdemurrage.Inoticeyouhaven’tfixedthedemur-rageanddispatchrates.Xiong:That’sright.Thethingisthatwecan’tfixthemuntilwehavecharteredtheshipbecausetheseratesvaryfromshiptoship,andfluctuateinlinewiththeinternationalfreightrates.Svenson:Isee.Xiong:Besides,theyarealsodecidedbytheload-ingcapacityoftheport.Svenson:Oh,Isee.Thatmakessense.Dialogue27:Swift,生产流水线制造商;Yang,西服生产商.外方不愿回购所生产的西服,但对薄荷脑产品感兴趣Yang:Ibelieveyouknowthatwearegoingtoim-portaWesternstylegarmentprocessinglinewiththeproductivecapacityof5millionsuitsannuallyintermsofcompensationtrade.Swift:Yes,youdidsendussomecorrespondenceaboutthat.Yang:Well,nowweareabletogofurtherintothisdeal,aren’twe?Swift:Certainly.Weareingoodpositiontoenterintocompensationtradewithyoubasedonoursup-plyingplantequipmentandtechnicalknow-how.Buthowwouldyoureimburseusthetotalvalueoftheentireequipmentandpatentfee?Wecertainlywon’taccepttopayusbackbytheresultantproductoftheequipment.Yang:Butcompensationtradereferstoavarietyofbusinessagreementsthatincludeprocessing,assem-blyandexchangeofgoods.Ifyoucan’tacceptthewayofproductionsharingorproductsbuyback,Iunderstandyoucertainlywanttoadoptthewayofexchangeofgoods,right?Swift:That’sjustit.Actuallyweareverymuchinterestedinyourmentholcrystal.Yang:Mentholcrystalisinhighdemandthesedays.Itisindeedamostsalableitemnow.I’mafraidit’sdifficultforustosatisfyyou.Swift:Tobefrankwithyou,ifitwerenotformen-tholcrystal,wewouldnotagreetosellourmachinesintermsofcompensationtrade.Soifyoucan’tsat-isfyuswithit,I’mafraidwemightaswellcalloffthetalk.Yang:Inordertoconcludethebusiness,howabouttomeetushalfway?Forhalfofthetotalvalueofyourequipmentandallofyourpatentfee,weagreetoprovideyouwithequallyvaluedmentholcrystalwithintwoyearsfromthecommencementofpro-ductionincompensation;forthebalanceofthevalueofyourequipment,youguaranteetobuybacktheproductsturnedoutbythesaidequipment.Swift:Ifyousaythisway,I’mafraidIhavetocomply.Yang:Fine.Butyoushallguaranteethatthema-chinestobesuppliedareinaccordancewithourre-quirementsandspecifications.Swift:Forthisyoucanbeassuredofus.Dialogue28:Wang,中国机械进出口公司;Brown,美国电子设备出口商.中方需要从美国进口一整套设备,考虑采用补偿贸易形式,美方要求以美元付款Wang:Well,weintendtoimportacompletesetofadvancedElectronicEquipmentfromyou,butoneofoureconomicprioritiesistoexportChineseprod-uctstotheoverseasmarketinordertoearnforeignexchangetooffsetourhardcurrency.Brown:Iquiteunderstandthat,Mr.Wang.ButChi-neseproductsshouldbesuperiorinqualityandat-tractiveinpriceinordertobeabletocompetewithyourrivals.Wang:Thatmaybetrue.Therefore,tobeexact,we’dliketoconcludethistransactionwithyouonCompensationTradebasis,asa“packagedeal”.Brown:YoursuggestionsoundspracticalandthetransactionisjustwhatI’minterestedin.Butwe’dliketheequipmenttobepaidforbyU.S.dollars.Wang:Mr.Brown,ifyouinsistonpaymentforyourequipmenttobesuppliedinU.S.dollarswe’llhavetofindonewayoranothertooffsetourforeignexchange.Brown:You’reright.Toundertakesomecompen-sationtradebetweenuswillenableyoutosettle15yourpaymentproblem.NowI’dliketodiscusswithyouthepurchaseofyour50MHzmultipurposeOs-cilloscopes,detailsasperyourcatalogueNo.137,onalong-termbasisandthepurchasevalueofwhichcanbeusedtooffsetthecostofourElectronicEquipmentyouintendtobuyfromus.Wang:Iappreciateyourflexibility,andhopethisinitialcompensationtradewillpavethewayforfur-thercooperationbetweenusinthefuture.Brown:Ifthisinitialcompensationtradeprovestobesuccessfulandbeneficialtobothofus,wecancontinueonalong-termbasis.Dialogue29:Toby,美国农业机械出口商;Bao,中国粮油食品进出口公司.中方打算进口农业加工机械,由于价格无法达成一致,双方商定采用补偿贸易的形式,把50%的回购和50%的互购作为成交条件Bao:Ourpurposeofinvitingyouhereistodis-cussthepossibilitiesofpurchasingyouradvancedagriculturalprocessingmachinery.ButIamsorrytosaythatyourpriceisnotcompetitive.Toby:Youmaysayso,butgoodqualityalwaysdeservesgoodprice.You’dbetterconsideritspro-ductionefficiencyaswellastheprice.Bao:Wearequitesatisfiedwiththeefficiencyofyourmachinery.Insuchacase,wemayhavetore-sorttosomemoreflexiblewaysofdoingbusiness.Toby:Iquiteunderstandthat.Shallweundertakecompensationtradewhichwillassuredlyprovidewithfinancialsupport?Bao:We’dbeoverjoyedwithit,sincewecouldforeseecomplementaryadvantagesthroughitsoper-ations.Whichdoyouprefer,buy-backorcounter-purchase?Toby:Buy-back,ifyoumayplease.Wewouldlikethepaymentmadebyyourrefinedfloursandbeancurdproducts.Bao:OK,thenhowlongdoyouthinkitwilltaketocompletethepayment?Toby:Ofcourse,thesoonerthebetter.Bao:Howaboutfiveyears?Toby:Ithinktheperiodof5yearsistoolong.Bao:Well,fiveyearsisnotlongenough.Asfirstly,agriculturalproductsarenotasworthyasindustrialmanufacturedgoods;secondly,theremaybesomeunexpectedfactorsfromnature.Toby:Yourpointsreallymakesense,butaccordingtothedesignedcapacityofourmachinery,yourmin-imumturnovereachyearcan’tbelessthan$250,000worth,youcancompletethepaymentinthreeyearswithoutanydifficultyatall.Bao:Ifyouinsiston3years,wouldyouacceptbothbuybackandcounter-purchase?Toby:It’snotabadideatohavebuy-backandcounter-purchaseproportioned50to50.Whatcanyousupply,then?Bao:We’llpay50%inrefinedfloursandbeancurdproducts,andtheother50%incrudesteel.Toby:Good,sinceweoftenimportcrudesteelfromabroad.Bao:Ohwemustremindyouofyourdefinitere-sponsibilitiesfortechnicalassistance,theperfor-manceofthemachineryandfinallyasmoothstart-up.Toby:Sure.We’llcarryoutourobligations.Dialogue30:He,中国电视机生产商;Ford,美国家电进出口商.双方有意从事电视机加工贸易.Ford:Mr.He,I’dliketodiscusswithyoutheproblemofassemblingTVsets.He:That’swhatI’minterestedin,Mr.Ford.Ford:Iwonderifthereisanytaxexemptionorre-duction.He:Yes,thetaxexemptionorreductionwillallowyouatleast5%moreprofit.Ford:That’sveryattractive.Areyouinterestedintheassemblingbusiness?He:Yes,we’reverymuchinterestedinyourpro-posalthatyousupplyuswithassemblyline,techni-calinformation,testinginstrumentsandcompletesetsofcomponentpartsforustoassemblethemintofinishedproducts.Ford:Fine.Let’scometothetechnicalmatters.Weprovideyouwithmaterials,components,necessaryequipmentandtoolsaswellastherelevanttechnicaldataandblueprintneededfortheassembling,andyoushouldassemblestrictlyfinishedproductsac-cordingtothedesignspecifiedbyuswithoutmakinganyalteration.He:Youshalldeliverthesuppliedmaterialsandcomponentstoourwarehouse.Andthesuppliedas-semblytoolsshallbere-inspectedatthisendtoen-16surethattheycorrespondtostandards.Besides,ifsuppliedmaterialsdonotconformtotherequire-mentsoftheassembling,weshallaskyoutosendusreplacements.Ford:Thatsoundsreasonable.Howlongwouldyouliketomakeacontractwithus?He:Threeyears,andwehopethatthesuppliedequipmentandtoolswillbecomeourpropertyfreeofchargeaftertheexpirationofthecontractedpe-riodofthreeyears.Asyouknow,earningprocessingfeeisnotthesoleobjectofouracceptingordersforassemblingsuppliedparts.Ford:Acceptable.We’dliketoknowyourrateofassemblingcharges.He:Theassemblingchargesforeachsetare15dol-larsandthepaymentistobemadebysightL/Ctobeopenedbyyounotlaterthan30daysbeforeship-ment.Ford:Thefinishedproductsaretobepackedeachsettoacardboardboxand10cardboardboxestoawoodencasesuitableforexport.Thepackingchargesaretobebornebyyou.He:Wechargeverylittlefortheassemblingofeachset.15dollarsleaveuslittlemarginofprofit.Wouldyoupleasebearthepackingexpenses?Ford:OK,wewillbearthepackingexpensesonlyforthefirstyearofthecontract.Forthesecondtwoyears,itisyourresponsibilitytopayforthepacking.He:Thankyouforyourconcession.ButonethingI’vegottoremindyou.Afterthiscontractissigned,youshallsendatyourownexpense5technicianstoourplanttorendertechnicalassistanceduringas-semblingandtoinspectthefinishedproductsbeforedelivery.Ford:Yes.Ithinkwehavesettledallthepointsun-derdispute.Mr.He,haveyouanyquestionsregard-ingtothecontract?He:No,we’restraightenedoutineverything.Iwishasuccessfultransactionbetweenus.Dialogue31:Chen,中国电器制造公司;Mitchell,荷兰电子集团.双方就来料装配录像机的贸易进行对话Mitchell:Mr.Chen,wouldyouliketoenterintoaprocessingcontractforassemblywithus?Chen:Yes,whattypeofproductsdoyouintendtoassemble?Mitchell:Videorecorders.Chen:Wehavesetupanautomaticassemblylinespeciallyforassemblingvideorecorders.Soyoursuggestionisveryattractive.Pleasetellmesome-thingaboutitindetail,Mr.Mitchell.Mitchell:Wehopeyouprocessandassembleforus30,000videorecorderswithinaperiodof2years,andallnecessarypartsandcomponentswillbesup-pliedbyus.Chen:What’stheassemblingfeeforeachset?Mitchell:Theassemblingchargesforeachsetare50yuanRMB.Chen:50yuan?But60isourminimum.Mitchell:Eventhough60isveryharshonus,weaccept.Chen:What’sthemethodofpayment?Mitchell:WeshallopenanirrevocableL/Ccover-ingthefullamountofassemblingcharges.Youshallcompletetheassemblingofallvideorecordersandeffectshipmentwithinthecontractedtimeunlesssomeunforeseencircumstancesbeyondcontrolhaveoccurs.Chen:Well,itsoundsreasonable.Whatdoyouconsideraboutthedamagerateofpartsandcompo-nents?Mitchell:Thedamagerateforpartsandcompo-nentsinassemblingis2%,whichistherateofsparepartsandcomponentstobesuppliedfreebyus.Incasethedamagerateexceeds2%,youshallprovideatyourownexpensefortheexcessiveshortageofpartsandcomponentsneededforassembling.Chen:2%istoolow.Asyouknow,3%istheinter-nationalpractice.Mitchell:Well,forthelong-termrelationshipinthefuture,weagreetoaccept3%.Chen:Ifyoufailtosupplythecomponentsintime,alllossesincurredwillbebornebyyou.Mitchell:Yes,butifyoufailtodelivervideorecordersintime,alllossesthusincurredwillbebornebyyou.Shipmentoffinishedvideorecordersshallbemadeonceamonth.Chen:OK,weagree.Whenwehaveanydifficul-ties,youshalldispatchtechnicianstoourplanttohelptrainingtechniciansandallowthesaidtechni-cianstoremainwithusforinspectionoffinishedproducts.Insuchacase,weshallpaymonthly17salary5,000yuanRMBforeachperson.Allotherexpenses(includingroundtriptickets)shallbebornebyyou.Mitchell:Noproblem.Chen:Besides,thetrademarkofvideorecorderswillbesuppliedbyyouandshouldtherebeanyille-galinvolvement,youaretobeheldfullyresponsi-ble.Mitchell:Ofcourse.I’mverypleasedthatwehavecometoanagreementatlast.Chen:SoamI.Shallwegooverallthetermsandconditionsofthecontracttoseeifweagreeonallparticulars?Mitchell:Yes,Ifinditquitenecessarytodoso.Sinceeverythingisclearlydefined,Ihopewewillsignacontractassoonaspossible.Dialogue32:White,某美国公司;Qian,深圳微波炉公司.双方有意在深圳建立微波炉合资企业,现就投资金额比例和投资方式等问题交换意见Qian:I’mveryhappytotellyouthattheprojectproposalhasbeenapprovedbyourauthority.Ittakessolongforresearchandinvestigation.It’sverytime-consuming.White:Sure,noonewouldcommitthemoneywithoutacompletepictureofthescene.Nowthatwehavethebackground,whatarewegoingtopaintonit?We’relookingatamicrowavestovejointven-tureofmoderatescale,right?Qian:Yes,thetotalamountofinvestmentwouldbeUS$6million.Foraprojectproducingmicrowavestoves,thisfigureislargeenoughtoprovidetheconstructionfundsandcirculatingcapital.White:Thenhowmuchwouldtheregisteredcapi-talbe?Qian:ItshouldbeUS$3million.White:Ifso,Isuggestthetotalamountofthein-vestmentgoupto7million.Wecanraisetheloans.Qian:I’mafraidthatwon’tdo.Asyouknow,it’slaiddownintherelevantstateregulationsthatforaprojectwithatotalinvestmentofbetweenUS$3~10million,theregisteredcapitalshouldatleastaccountfor50percent.White:Isee,butinvestmentalwaysinvolvesrisks,Mr.Qian.Ifyou’renotpreparedtotakerisks,howcanweventurejointly?Iquiteseeyourpoint.Youwanttoplaysafe.Qian:Especiallyatthefirststage.Oncetheballhasstartedrolling,wemaybewillingtoplayforking-dom.White:Isee.Whatabouttheinvestmentproportionofthetwoparties?Isitsetthat51%goestotheChi-nesepartyand49%totheforeignparty?Qian:That’stheoldpractice.Nowwemakeitmoreflexible.Ifyoulike,youcanhave70percentto80percent,orifyouuseadvancedtechnologyandequipment,andmarketallormostofyourproductsoutsideChina,youmayevenestablishanenterpriseexclusivelywithyourcapital.White:Usually,thereisalowerlimitforthefor-eignpartyintheregisteredcapital,right?Qian:Generallynotlessthan25%.TherestcanbepartlyobtainedthroughChinesebank’sloansifyouareconfrontedwithlacksoffunds.White:Iknowouropenpolicyisalong-termone.Sowearepreparedtocontribute45percent,includ-ingthecash,machineryandequipment.Qian:Verygood.Wewillprovidethefactorybuild-ing,premises,somemachineryandequipment.Therighttousethesiteisalsoapartofourinvestment,butthejointventuredoesnotownthesiteallocatedtoitforthepurposeofproduction.Itisonlyentitledtousetheland.White:Anotherquestion.Howlongdoestheven-turerun?Qian:Isuggest15yearstostartwith.Thecontractwouldbeextendedifbothsidesagree.Dialogue33:Hollis,美国远东公司;Fang,浙江某电子产品公司.双方同意合资建立儿童玩具生产企业Hollis:Mr.Fang,whatdoyouthinkarethespe-cificsortsoftoystobeproduced?Fang:Toyrobots,remotecontrolelectrictoys,etc.Basically,toysofthelatestdesign,ofthegreatestpopularity.Wewanttheproductstobecompetitiveontheinternationalmarket,don’twe?Hollis:Certainly.Weshouldproducethosethatarebestinqualityandpopularwiththecustomers.Whatareourprimarymarkets?ArewegoingtomarketdomesticallyinChina?Fang:Ithinkourproductsaremainlyforexport.Ourgovernmentencouragesjointventuretosellthe18productsoutsideChina.That’sbecausejointven-tureshavetobalanceitsforeignexchangereceiptsandpayments.What’smore,wewantourproductstobeabletocompeteontheworldmarket.Ithelpsustogrow,yousee.Hollis:Maybethroughoursalesagencies,wecouldsell50%oftheproductsontheinternationalmarket.Fang:Toensuretheforeignexchangebalanceandtocoveryourprofits,couldyouraisethepercentageto70percent?Hollis:Well,we’lltryourbest.Ajointventureshoulddeterminebythemselvestheorganizationalstructureandpersonnelsystem,right?Howlongdotheboardmembersserve?WhositsontheboardofDirectorsofthejointventure?Fang:Theorganizationalstructureandpersonnelsystemshouldbedeterminedbybothsidesofthejointventure.Accordingtotheproportionofinvest-ment,thechairmanoftheboardwouldbeappointedbytheZhejiangElectronicProductsImport&Ex-portCorporationofChina,andthevicechairmanbytheFareastIndustrialCorporation(US).Theboardmembersservefouryears.Andthejointventureistobeputundertheguidanceoftheboardofdirectors.Hollis:Thechairmanisthelegalrepresentative.Fang:Yes.Andwewouldestablishamanagementofficetobeinchargeofday-to-daywork.Sofarasthemanagementisconcerned,youmightappointthegeneralmanagerandthechiefengineeroftheproject,andwemightappointthedeputies.Hollis:TheworkerswouldallbeChinese,Ithink.Buttheymustknowsometechnologyandthelan-guageofcomputers.Fang:Noproblem.Ifnecessary,we’llsetupaspe-cialtrainingclass.Hollis:Whatabouttheproductionandotherthingssuchaswagesystem?Fang:Inaccordancewiththetargetsoftheproduc-tionandoperation,theyalsohavetherighttodeter-mineproductionandoperationplan,toraisefunds,tousefundsandtodeterminebythemselvesthewagelevels,theformsofthewagesandbonusesandallowancesystem.Hollis:Buthowdoesoneregisterthejointventure?Fang:We’llprepareallthenecessarydocumenta-tionandpresentittotheresponsibleauthority.We’lldoitwellinthreemonths.Dialogue34:Huo,甲方,中国华东电器公司;Reed,乙方,瑞典电器公司;Sharp,丙方,日本电器集团.三方共同商定在中国建立合资企业,现陈述各自的责任范围.Huo:Good.ShallImoveontothenextitemontheagenda—theconcernoftheresponsibilitiesofeachside?Canwefirstdescribeeachparty’sownaccountofresponsibilities,andthenputthemto-getherandseeiftherearequestions?Reed:Goodidea.Sharp:Iagree.Huo:AsPartyA,weareresponsibleforthefol-lowingareas:1)handlingofapplicationforapproval,registra-tion,businesslicenseandothermattersconcerningtheestablishmentofthejointventurefromrelevantChinesegovernmentdepartments;2)investingcash,equipment,factorybuildingsandprovidingthelaborforce;3)assistingPartyBandPartyCinmatterscon-cerningthetransportationandCustomsdeclarationofimportsofequipmentsuppliedbyPartiesBandCastheirinvestment;4)responsibilitiesforhandlingothermattersen-trustedbythejointventure.Reed:Perhapsonemoreclauseonhandlingtheaf-fairsofourpersonnel’sapplicationsforworkvisasandtheirtravelingmattersshouldbeadded.Itwouldsavethemabigheadacheiftheycouldberelievedfromhandlingthosemattersthemselves.Huo:That’sagoodsuggestion.I’lltakenoteofthatandmakesureyourpointisincludedintheformalcopyofthecontract.Reed:Iappreciateit.Nowhere’sthedescriptionofourresponsibilitiesasPartyB.Isummarizeitasfollows:1)supplyingtheknow-how,informationandedu-cation;2)handlingthemattersconcerningthepurchasingofequipmentandmaterialsoutsidethePeople’sRe-publicofChinaattherequestofthejointventure;3)PartyBshallprovidenecessaryassistanceinothermattersattherequestofthejointventure.Sharp:Comparedwithbothofyourresponsibili-ties,mineisalotsimpler:191)supplyingmeansoftransportationandrelevantofficeequipment;2)handlingmatterssuchaspurchasingequipmentandrelatedmaterialsoutsidethePeople’sRepublicofChinaattherequestofthejointventure;3)PartyCshallalsoprovidenecessaryassistanceinothermattersattherequestofthejointventure.Reed:I’maskingyouropinionaboutthis,Sharp,asIthinkthisissueisnutsandbolts.Doyouthinkthereshouldbeaclauseindicatingthatanotherroleorresponsibilityyouhaveistomediatewhendis-putesarise?Shouldtherebeany,betweenoramongus?Sharp:ThelastclauseImentionedjustnowactu-allyincludeswhatyousuggested.Itmaysoundabitinexplicit,butitdoessuggesttheobligationsandlia-bilitiesthatIamresponsiblefor.Huo:Isuggestweaddoneclauseclarifyingthisis-sueabitintheformalcopyofthecontract.Forex-ample,wecouldaddasentencelike“anydisputesarisingfromtheexecutionof,orinconnectionwiththecontractshallbesettledthroughfriendlyconsul-tationsbetweentheparties.”Reed:Forgivemeforbeingupfrontonthisone.Whatiffriendlyconsultationsfailed?Thenwecouldn’tjustignoretheproblem.Ifeeltherehastobeasentenceaddressingthisissue,youknow.Huo:Incasethedisputescannotbesettledthroughfriendlyconsultations,wecouldsubmitthemtoChinaForeignTradeArbitrationCommissionforar-bitration,andthedisputescanbehandledaccordingtoitsrulesofprocedure.Let’ssaythearbitrationawardisfinalandbindinguponallparties.Wecouldalsoapproachoneortwolawyersasthelawconsul-tants,forourjointventure.Reed:That’llbegoodenough.Pleaseincludebothofthesetworevisions—thesubmissionofdisputestoChinaForeignEconomicandTradeArbitrationCommissionforarbitrationandthehiringoflawconsultants—intheformalcopyofthecontract.Whatdoyouthink,Mr.Sharp?Sharp:That’sverygood;preciseandaccurate.Dialogue35:Zhao,中国机械进出口公司;Smith,新西兰机械进口商.双方对仲裁条款展开进一步磋商.Zhao:Almosteverythinghasbeentalkedoverandarguedupon,whatshouldwedonext?Smith:Sinceit’sthefirsttimeI’mdoingbusinesswithyou,I’mafraidI’mnotquiteclearonthearbi-trationclause.Zhao:Anythingparticularyouwanttoknow?Smith:Pleaseexplainitingeneral,Mr.Zhao.Zhao:Allright.Generallyspeaking,wethinkalldisputescanbesettledamicablybynegotiation.Smith:Ifnegotiationfails,thenwhat?Zhao:Thecasemaybesubmittedforarbitration.Smith:Doyoupermitarbitrationinathirdcoun-try?Zhao:Yes.Butourusualpracticeisthatarbitration,ifany,willbeconductedinChina.Smith:Maybearbitrationina3rdcountryisafairerandmoreequitablesolutiontotheproblems.Zhao:Ifyouinsist,ourcontractclausespermitar-bitrationinathirdcountry.Smith:IhavenoobjectiontoarbitrationconductedinChina.Ithinkamicablediscussionsaresometimesthebesttosettledisputeswithoutinvolvingarbitra-tion.Zhao:Iagree.I’mgladwehavethesameidea.Howaboutthisway?Smith:Pleasesayitdirectly.Zhao:We’dbetternotregulatethelocationforar-bitrationandthearbitralorganizationnow.Wemaydiscusstoagreeuponatemporaryarbitralbodywhenneeded.Smith:Itsoundsreasonable.Theclauseshouldbelikethis:“Anydisputesarisingfromtheexecutionofthiscontractshallbesettledinafriendlyway.Ifnosettlementcanbereachedthroughconsultationandconciliation,thedisputesshallbesubmittedforarbitrationbyamutuallynominatedarbitrator.Thearbitrator’sdecisiononthedisputesisfinalandbindinguponbothparties.”Zhao:Fine.Onlyonethingisnotmentioned.Howisthecostofthearbitrationtobedivided?Smith:Generallyspeaking,allthefeesforarbitra-tionshallbebornebythelosingparty.Zhao:It’sacceptable.AndIhopetherearenodis-putesatall.Dialogue36:Kinch,美国计算机出口商;Yu,中国杭州电子设备公司.中方认为进口的计算机数目大价值高,应20在合同中写入仲裁条款Yu:Mr.Kinch,thearbitrationclausesuddenlyoc-curredtomejustnow.Thistransactionisratherdif-ferentfromusual.Besidesthelargequantity,thecomputerswehaveorderedareveryvaluable.Incasedisputesarise,weshouldincludeanarbitrationclauseinthecontract.Kinch:Arbitrationclause?Mr.Yu,Ithinkitdoesn’tmatterwhetherthereisanyarbitrationornot.Ifanydisputesarise,I’msurethattheycanbesettledthroughanamicablenegotiation.Yu:Yes,thatsoundsfine.Buttheprovisionofarbi-trationisreallyofprimaryimportanceandamatterofgreatconcerntobothofus.Kinch:OK,wehavenoobjectionthen.ButIwon-derwheretoholdthearbitration?Yu:Isitagreeableforustoadoptusualpracticeofinternationalbusinessarbitration?Kinch:Allright.IfarbitrationistotakeplaceinChina,whatproceduralruleswillapply?Yu:TheCIETACproceduralruleswillapply,ofcourse.CIETACstandsforChinaInternationalEco-nomicandTradeArbitrationCommission.Butifar-bitrationistotakeplaceinaforeigncountry,thentherulesoftheforeignarbitrationinstitutionwillbeused.Kinch:That’sfair.Whataboutthecostsofarbitra-tioninChina?Isitveryexpensive?Yu:No,itisn’t.Whentheclaimantsubmitshisap-plicationforarbitration,allhehastopayisareason-ablearbitrationfeeinadvanceaccordingtotheArbi-trationFeeSchedule.Kinch:Theawardshouldbefinalandnoappealbepermitted.That’sright,isn’tit?Yu:Right.Kinch:Howaboutenforcement?Yu:Shouldtheawardnotbecarriedoutbyoneparty,thenthePeople’sCourtinChinacanenforceitattherequestoftheotherparty.Kinch:Inmyopinion,conciliationshouldbecom-binedwitharbitration.Yu:Yes.Thiscombinationisauniquefeatureofar-bitrationinChina.Chinesearbitratorsmayconductconciliationinthearbitrationproceedings.ThisisquitedifferentfromthepracticeintheWest,Ibe-lieve?Kinch:Yes,itis.TaketheU.K.forexample.Hereconciliationandarbitrationaredealtwithseparately.Yu:Yes,indeed.Ifconciliationsucceeds,thecaseissolvedtothesatisfactionofallconcerned.Kinch:Ifitfails?Yu:Thecaseisreferredtoarbitrationinaccordancewiththearbitrationclause.Kinch:Ifnecessary,foreigncitizensshouldbein-vitedtojointheChinesepanelofarbitrators.Yu:OK.Newrulesenableforeignerstobeincludedinthepanelofarbitrators.Kinch:Acceptable.Arbitrationwillbegenerallythelastresortifthereisnoalternative.ButIhopewe’llneveruseit.Yu:SodoI.21',)