Discussing Contract Terms

Mr. Blake studied the Buyer's contract terms and on Tuesday came to the Russian Trade Delegation to discuss them with Voronin.

Voronin: Good morning, Mr. Blake.

Blake: Good morning, Mr. Voronin. Sorry, I'm a bit late.

Voronin: Never mind. How are things?

Blake: Not too bad, thanks.

Voronin: Would you like a cigarette?

Blake: No, thank you, I don't smoke.

Voronin: May I offer you a cup of coffee?

Blake: Yes, thank you. Well, Mr. Voronin. I think we can discuss business now. I'd like to clarify some details with you. How many compressors would you like to buy?

Voronin: We can buy 40 compressors.

Blake: And when do you require the goods?

Voronin: As soon as possible, say in December.

Blake: In December? Let me see. I'm afraid, that's impossible. Our compressors are selling very well, and we are heavy with orders. We can deliver only 15compressors in December.

Voronin: And what about the other 25 compressors?

Blake: We can deliver them only in six months.

Voronin: All right. And how about the terms of delivery? I hope they suit you.

Blake: Yes, we agree to sell the goods FOB English port and we can accept payment for collection too.

Voronin: Fine. Now comes the question of price. I must say that your price is not attractive to us. Can you give us a 10% discount?

Blake: That's a bit difficult. The fact is our compressors are in great demand. However we can offer you a discount of 5% as we've been good partners for a long time.

Voronin: I think we can agree to a 5% discount. Could we meet tomorrow at 10 to sign the contract, Mr. Blake?

Blake: Yes, certainly. Mr. Voronin, would you like to have dinner with me tonight?

Voronin: With pleasure.

Blake: I can pick you up at the Russian Trade Delegation at 6.30 if that's convenient to you.

Voronin: Yes, thank you.

Ex.2. Say what you have learned about:

a), the time of delivery, the terms of shipment and delivery;

b).the price for the compressors and the terms ofpayment.

Ex.3. Think and answer.

a). Why were the compressors of Blake and Co selling very well? .

b). Why couldn't Voronin accept the price of Blake and Co?

Grammar Revision.

Ex.4. Supply the correct article where necessary.

1. The Seller offered us... 3% discount, but... discount did not suit us.

2. We usually give... discount to the Buyers if have known them for a long time.

3. There is... heavy demand for the compressors of the new model as they are of very high quality.

4.The Seller didn't agree to give us ... discount as their goods were in ... great demand at that price.

5.... demand for the latest model of Russian cars is very big in this country.

Ex.5. Supply the correct prepositions where necessary.

Three months ago Rosimport received an enquiry... compressors ... their customers. Stepanov, an engineer ... Rosimport went... Great Britain to have talks ... Brown & Co who sell compressors ... high quality.

When he came ... London he made an appointment... Mr. Morris ... Brown & Co ... Wednesday ... 11. The Seller offered the goods GIF terms. Stepanov agreed ... the delivery terms and ... payment ... collection.

Brown & Co could deliver the goods only... 8 months as they were heavy... orders. The price was not attractive ... Stepanov and he asked the company to give them a discount... the price. Mr. Morris could offer him only 2% discount as their goods were ... great demand and sold very well... that price. When the businessmen discussed all the ques­tions they signed the contract.

Ex. 6. Supply the correct tenses.

Vlasov, an engineer of the Russian Trade Delegation, (to phone) Mr. Hunt of Robinson & Co.

Vlasov: Good morning, Mr. Hunt. This (to call) Vlasov.

Hunt: Good morning, Mr. Vlasov. What I (can, to do) for you?

Vlasov: The fact (to be) I (to send) you our offer last week. In my letter I (to ask) you to study it and to give us your answer but we not (to receive) it yet.

Hunt: You see, Mr. Vlasov, we (to receive) your offer 5 days ago, but I (cannot, to studu) it as I (to be) outside London and just (to comeback).

Vlasov: When you (can, to look through) it?

Hunt: I (to think) I (can, to do) it today. Let's meet tomorrow at 10 if that (to be) convenient to you.

Vlasov: That (to suit) me all right. Thank you, Mr. Hunt. Good-bye.

Speech Exercises.

Ex.7. Read the dialogue.

The other day Belov, the General Director of Rosimport, and Mr. Turnball, a representative of Linden Tools Ltd., met at the Ministry for Foreign Economic Relations to negotiate the purchase of a Flight Information Display System for a new airport.

Belov: Good morning, Mr. Turnball. Happy to see you in Moscow again.

Turnball: Good morning, Mr. Belov. I'm also pleased to meet you.

Belov: Will you take a seat, please. Did you have a nice journey?

Turnball: Yes, thank you. I enjoyed the trip. It was very pleasant indeed.

Belov: I'm glad to hear it. Now I'd like to discuss with you some details of our transaction. Our customers have studied all the technical characteristics of your system and concluded that they meet their requirements.

Turnball: I'm happy to hear it. We have been selling our equipment to many Eastern countries. It's up to world standards and is in great demand on the world market.

Belov: Well, now we can get down to discussing the commercial side of our transaction, can't we? The first thing I'd like to clarify is the prices.

Turnball: Don't you find them attractive?

Belov: On the whole we do, but the prices for items 3 and 9 are a bit high.

Turnball: I'm afraid can't agree with you hear. These items are com pletely new in design and they are the best on the world market.

Belov: Other companies offer lower prices for such items and they are 30-40% lower than yours. Could you find it possible to give us a discount?

Turnball: Well, I must get in touch with my company and I'll give you my answer tomorrow.

Belov: Good. Now comes the question of payment. Payment for collection suits us.

Turnball: Very well.

Belov: And since your terms of delivery time are acceptable, we'd like to offer you our contract from to study. Could you come here at 10.30 tomorrow?

Turnball: No problem, Mr. Belov. Good-bye.

Belov: Good-bye, Mr. Turnball.

Ex.8. Say what you have learned from the dialogue about:

1. the goods Rosimport was interested in;

2. the price and terms of payment in the offer of Linden Tools Ltd.

Ex.9. Think and answer.

1. Why was Rosimport interested in the goods of Linden Tools Ltd.?

2. Have the representatives of the two companies met before Mr. Turnball came to Moscow? Why do you think so?

3. Why didn't all the prices of the company suit the Buyers?

4. Why did Belov and Mr. Turnball decide to meet again?

5. What other matters will be discussed before the companies sign the contract?

Ex. 10. Act out dialogues on the basis of the following situations:

1. Tell Mr. White you have looked through their latest catalogues and quotation closely. The quality of the machines meets your requirements but you cannot agree to their price. Tell him you will place a big order with the company if they give you a discount.

2. Green & Co are regular buyers of pumps. They would like to place an order with you. So their representative comes to your office. Discuss the price and terms of delivery and payment.

3. You've just visited the Seller's plant and have seen the machines you are going to buy in operation. Tell Mr. Blake about your impres­sions of the machines. Discuss with him delivery dates. You require the goods for immediate shipment.

Ex. 11. Answer the following questions:

1. What countries do you do business with?

2. What kinds of goods do you sell?

3. There is a heavy demand for your goods, isn't there? Why?

4. On what terms do you deliver the goods to your Buyers?

1. Can foreign companies always accept your delivery terms?

* * *

1. When did you have talks last?

2. What goods were you interested in?

3. Was the price attractive to you or was it too high?

4. What discount did the Seller offer you?

5. Did you agree to this discount or not? Why?

6. What terms of payment suited you?

* * *

1. Some businessmen of a foreign company have just come to Moscow, haven't they?

2. On what day is it convenient for you to have talks with them?

3. What details must you clarify during the talks?

4. When can you sign a contract with the company?

5. When would you like to invite the businessmen to dinner?

6. Who can pick them up at the hotel?

Written Practice.

Ex.12. Translate into English.

1. Вчера в 4 часа дня мы обсуждали условия поставки и платежа.

2. - В пятницу я пришёл домой поздно.

- Что делали дети?

- Они читали.

3. Вчера в 11 часов Иванов и Сидоров просматривали катало­ги, а другие инженеры обсуждали предложение английской фирмы на химическое оборудование.

4. Вчера в 3 часа дня шел дождь, но в 4 часа он кончился.

5. - Я звонил тебе в 3 часа, но тебя не было. Где ты был?

- У меня были переговоры в это время.

* * *

1. - Мы получили четыре предложения на компрессоры, но только предложение "Смит энд Ко" устраивало нас.

- Как в отношении других предложений?

- Мы не можем их принять, так как цены довольно высокие.

* * *

1. Мы изучаем каталоги с утра.

2. Моя дочь читает английские книги в оригинале уже 2 года.

3. Инженеры обсуждают цены и условия контракта с утра.

4. Мы покупаем оборудование у этой фирмы уже полтора года.

5. Дождь идет с 12 часов дня.

6. Г-жа Данн говорит по телефону уже 20 минут.

7. Воронин работает на совместном предприятии уже 2 года.

LESSON IV

Subject for study: First Contacts. Discussing Business Matters.

Grammar Revision. Sequence of Tenses. Conditional

Clauses

Working on the Text.

Ex.1. Read and translate the text.