4. Discussing the price

Smith: We’ve carefully examined the samples of your grey cloth, and we are favourably impressed by samples 58, 81, 90.

Bobrov: I’m pleased to hear it.

Smith: But I’m afraid your prices are somewhat high. We’d like to hear your lowest price.

Bobrov: We are quoting our best prices. They are not higher than the prices our competitors quote. All our buyers find them reasonable. We’ve concluded a lot of transactions at those prices lately.

Smith: You see, we are going to place a big order with you, especially for sample 81. Will you give us a discount then?

Bobrov: If you order over 500,000 yards we’ll give you a 5 per cent discount.

Smith: Well, I’ll contact my people and let you know their reply later. And one more thing. We’ll have to discuss terms of payment.

Bobrov: That’s correct. We’d like you to make an advanced payment for 10 per cent of the total value of the contract. It’s our usual practice.

Smith: O.K. And what about the rest of the sum?

Bobrov: The remaining 90 per cent is to be paid by an irrevocable confirmed letter of credit.

Smith: Which bank serves you?

Bobrov: The Moscow Bank for Foreign Economic Affairs or Vnesheconombank, for short.

As a rule the Buyer opens a letter of credit in our favour with Vnesheconombank within 30 days of the date of signing the contract.

Smith: How long is the letter of credit considered valid?

Bobrov: Six months.

Smith: O.K. One more thing. Payment is to be made in U.S. dollars against shipping documents.

Bobrov: Right. We’ll submit the shipping documents to the bank when the goods have been loaded.

Smith: Agreed.

CHAPTER №2 КОНТРОЛЬНЫЕ РАБОТЫ

Вариант № 1

I. Сопоставить слова слева (1-10) с их эквивалентами справа (a-j)

1. partner a) to manufacture

2. to contact somebody b) to grant a discount

3. transaction c) to be happy

4. to be glad d) to require

5. to produce e) associate

6. to need f) to inform somebody

7. to let somebody know g) to request

8. reasonable h) deal

9. to ask somebody to do smth i) acceptable

10. to give a discount j) to get in touch

II. Заполните пропуски словами из таблицы.

Increase compromise reduce deal high short flexible discount.

The process of making and reacting to offers in a negotiation is often called _______.

A price can be too _______ or too low. A delivery time can be too long or too ______.

Terms of payment can be very strict or more ______.

To reach a ______, both sides may have to make some concessions.

For example, the supplier might have to ______ the price or increase the _______.

The customer might have to ______ his order.

III. Вы ведете переговоры с поставщиком по срокам поставки оборудования до тех пор, пока не будет достигнуто соглашение. Сформулируйте по-английски свои вопросы и ответы. Перепишите весь диалог.

You Давайте перейдем к делу. Когда Вы сможете поставить первую партию станков?

Supplier Right, well this is how we see it. We can deliver the first lot in ten weeks, and install the machines four weeks after that.

You Нас не устраивает такой срок поставки, это слишком поздно.

Supplier Well, these are in fact the usual periods. It’s pretty normal in this kind of operation. Did you expect we could deliver any quicker?

You Мы бы хотели, чтобы первая партия станков была поставлена в течение 6 недель как максимальный срок.

Supplier I see what you mean, but that would be very difficult. You see we have a lot of orders at present. Look, if we can promise you delivery in 8 weeks, does that help?

You Это слишком долгий срок для нас.

Supplier Ah-ha! Well, look … er …You want the machines in 6 weeks. You said that you could not take them any later, but could your engineers find a way to re-schedule just a little, say another week?

You Мы не согласны.

Supplier Well, you really are asking us for something that is very difficult. I’ve already offered you 7 weeks. I’ll have to consult with my colleagues and come back to you, but I can’t see what we can do.

You Если бы Вы смогли поставить нам станки через 6 недель, возможно, мы могли бы обсудить с Вами наши дальнейшие заказы.

Supplier Well, on that basis I suppose we might be able to look at some kind of arrangement. In fact, if you can promise another order I think we could accept your terms.

You Договорились. Поставка через 6 недель и установка в течение 4 недель после поставки. Решение относительно следующего заказа мы сообщим Вам к 26 числу этого месяца.

Supplier Exactly.

IV. Прочитайте и переведите письмо на русский язык. Ответьте на вопросы

Dear Sirs,

About: Your Enquiry of March 22

We thank you for your enquiry of the 22^nd March concerning Crude Oil and wish to inform you that our samples have been sent to you by separate mail.

We can offer you for immediate shipment 6,000 tons of Crude Oil for sample A5 at the price of … per ton c.i.f. London.

Payment is to be made in cash against shipping documents in London. You are to present a Guarantee Letter of a first class British Bank for the full value of the contract.

As regards Crude Oil for shipment at regular intervals during 2005 we would request you to let us know the quantities and the time of shipment required by you and we shall be pleased to send you our quotations.

Yours faithfully,

V. Borisov

Export Sales Manager

1. How have the samples been sent to the Buyer?

2. What quantity of Crude Oil is offered for immediate shipment?

3. How is payment to be made and against what documents?

4. What information do the suppliers need for regular shipment during 2005?

5. Who sent the letter?