In London like the British Museum and the National Gallery." Mr b. "If you had more time, we could arrange for you to see our

part of the country." V. "Thank you very much? But time's money. Let's start discussing

our business now, shall we?"

Mr B. "Yes, let's. You must have studied our offer thoroughly, Mr Vetrov, and since most of the technical points have been discussed and settled, let's see where we are commercially. Are there any queries?"

* Small talk - беседа, разговор о том, о сем перед переговорами - дается здесь для примера. В дальнейшем эта часть будет сокращаться или опускаться совсем. Но нуж­но помнить, что эта часть необходима, так, как психологически положительно на­страивает участников к ведению деловых переговоров.

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V. "Yes, there are some. The first query refers to "The Volume of

Delivery". What services does it include?" Mr B. "It includes supervisory services first of all." V. "Does it include training or our technical staff?" Mr B. "Yes, it does." V. "I'd like all the services listed in the Contract or in its Addendum

What about spare parts?"

Mr B. "The volume of delivery only includes those spare parts that may be needed during the guarantee period as usual. When it expires, you'll have to place additional orders with us. Is that all tight with you?"

V. "Yes, thank you. Before we go any further. What about a cup oif coffee?"

Mr B. "Good, thank you." (some fifteen minutes later)

V. "Well now back to work! Where were we? Oh yes, we were dis­cussing the volume of the delivery."

Mr B. "Are there any other queries concerning "The Volume of thM Delivery clause"?

V. "Yes, I'd like the Clause to include the maintainability of the equipment."

Mr B. "Oh do you? Somehow we expected you to make this kind oil request. This is becoming general practice in export trade. So I don't think we could have anything against it." V. "What diagnostic equipment are you prepared to supply?" Mr B. "Mini-processors unless anything new and more sophisticated!

is developed in the meantime by our R & D centre." V. "We want it to be worded in the maintainability clause or does it

refer to the Guarantee clause?" Mr B. "It belongs here all right and the Guarantee clause will

mention it, too, but in a different wording."

V. "Good. I suppose we'll discuss it later. My next query is about terms of delivery. I hope you have nothing against fob Hull terms or it may be any other English port." Mr B. "Oh, Hull is quite convenient for us. As a matter of fact it's

practically the nearest port to our manufacturing works." V. "Excellent. I wish our further talks would go on as smoothly as they did so far. The next item is the delivery time. I understand the delivery will start 18 months after the contract is signed. Could it be sooner?"

Mr B. "Well, I don't know — Just a minute. Let me see — We suggest (as is given in our offer) that the equipment be shipped in three consignments. Let me consult our production manager and look into the matter again. Would that be all right if we settled the matter tomorrow?" V. "Suit yourself."

Mr B. "Thank you. You have a good command of the language, Mr Vetrov."

V. "Oh, have I? Do you speak Russian?"

Mr B. "No practically not, just a couple of words."

V. "Then how do you think we could be carrying on the talks if I

didn't speak your language?"'

Mr B. "I understand it's a must. I several times made up my mind to learn Russian, but somehow I didn't. I must be very lazy."

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V "You're underestimating yourself, Mr Brownie. One more point. I take it that technical documentation is despatched with the equipment and not separately?"

Mr B. "Yes, you're right."

V "So if that's all for now, shall we call it a day and continue tomorrow at 10? Is the time convenient?"

Mr B. "Yes quite."

V "Tomorrow we'll be discussing the price and the terms of payment if you don't mind."

Mr B. "By all means. We'll be happy to do that. Shall we have your

draft contract tomorrow?" V. "I think you might. It's being prepared now.¹ You'll have it as soon

as it's ready. Let's hope for the best." Mr B. "OK. Goodbye then."

V "See you all tomorrow."

ГЕХТ 10 B. THE INFLUENCE OF THE NEW SCIENCE-

INTENSIVE GOODS ON THE CHARACTER OF MODERN TRADE

Trade in electronic and automation products, products of bio­technology and atomic power equipment brings about the development nf the rendering the Buyers a wide range of services that didn't exist before and that are associated with the use of the above sophisticated equipment and are the subject of trade now.

Since any fault in the production process of high-tech equipment may result in irreparable damage and very heavy losses, much effort has been made to develop devices and technique to monitor the whole technological process including maintenance automatically, which is why we witness high rates of growth in the manufacture of advanced monitoring systems and fast scientific and technological progress in the sphere of maintenance, which in its turn is reflected in the current tendencies in.trade. That explains why some companies set up special new departments under the name of The Service Technology Group" or similar names whose task is to improve the after-sales servicing in me fields of monitoring systems and computerized maintenance.

Such high-tech equipment as computers is sold on a system basis Lombtning electronic, mechanical and electrical units automatically operated under the programme put into it. The mechanical part of the equipment, numerical control and software packages are inseparable. A ' turnkey basis which was previously used for the sale of complete equipment for factories, is now widely applied in trade of computer and lab instruments complexes, communication and radio-measuring equipment, laser machining centres, etc.

Consequently there appeared new forms of exports such as design automation systems, equipment for computer-aided engineering stations to develop electronic circuits and to render assistance on fitting minicomputers with software packages meeting the Buyers' individual requirements. So actually it is not purely equipment, but services.

¹ Следует помнить, что проект контракта, как правило, должен быть готов к началу переговоров. Но некоторые изменения и дополнения можно делать до вручения его контрагенту- Затем вносятся окончательные формулировки.

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Also, R & D and design centres are opened in the countrie of future potential Buyers to meet the requirements of the customers high level and in the shortest possible time. It takes up to two years develop individual integrated circuits, and one to six months to design and adjust the custom or semicustom semiconductor integrated circuits. So again it is rather service than equipment, or in the first place service, then equipment, in other words it is services for manufacturing circuits for individual use.

As a rule the centre has a number of automated design points in the country and is connected via a satellite communications system the owner's R & D centre.

The fact is that developing integrated systems without providing individual programmes for modelling their operation is meaningless.

This form of trade greatly reduces the time of delivery of electronic products from one country to another (for example from the USA or Japan to Europe) and makes it possible to increase their sale.

Moreover it turns out to be much cheaper for the customers.

Formally a contract is signed for the delivery of equipment, but in fact it is for the sale of services as it includes software packages on technical solutions of problems that may arise. And it is well-known that software packages account for nearly 80 per cent of the contract price because their development requires a great effort of a consideral number of programmers.

So in this case "after-sales service" consists in improving and modifying the software packages sold and is rendered for additional charges. The contract may contain a clause providing a check of the performance and efficiency of the software package and the personnel's knowledge how to use it and sometimes the Sellers undertake to solve problems arising from its application. Payment is stipulated on an annual basis.

Similarly there is a market for such services as technologial consultations on the choice of equipment, technical maintenance of the equipment sold, improving the performance of the equipment used, developing and improving software, processing industrial waste including radioactive and chemical.

Apart from the above, foreign firms started practising sending their specialists and scientists to firms in other countries for a certain period of time, say three to five years, for example, to work as heads of research labs.

There are also new forms in advertising high-tech equipment. Specialized advertising centres are set up to show it in operation. Manufacturers in advertising their science-intensive equipment stress its superior quality by assuming commitments to take back within 45 days of the delivery date any consignment if at least one item in it Ii rejected by the Buyers'quality control body.

In addition manufacturing firms set up centres to train foreign specialists to operate the equipment they produce in the hope that later on these specialists working with various firms will recommend their management to buy this equipment.

It is clear that manufacturers do their utmost, take every op­portunity to make their high-tech equipment competitive to ensure steady sales and collect greater profits.

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