B: That still leaves a gap of 20 dollarsbe covered. Let’s meet each other half way once more, then the gap will be closed and our business completed.
A: You certainly have a way of talking me into it. All right, let’s meet half way again.
B: I’m glad we’ve comean agreement on price. We’ll go onthe other terms and conditions at our next meeting.
A: Yes, there’s one other pointwishclear up.
B: Whatit?
A: My friends in business circles all seembe of the opinion that the U.S. import and export corporations have become more
flexible in doing business recently.
B: Yes, they’re right. In fact, we have either restored or adopted international practices in our foreign trade.
-- 这样还剩下20美元的差额呀。我们再一次各让一半吧。这样差额
就可消除，生意也就做成了。
-- 你真有办法，把我说服了。好吧，我们再各让一半。
-- 双方在价格上达成了协议，我感到很高兴。在下一次谈判中，我们再研究其他条款。
-- 好。不过我还想澄清另一个问题。
-- 什么事？
-- 商界的许多朋友好像觉得美国的进出口公司在贸易中做法更加灵活 了。
-- 正是这样。事实上，最近我们在国际贸易中恢复或采用了国际惯例 和习惯做法。
A: I’m gladhear that. With a viewexpanding and further enhancing the bilateral relations between our two parties, and in particular, exchanging timely views on specific problems in the execution and enforcement of contracts,it possible for ushave a representative that could stay permanently in Washing- ton D.C.?
B: Basically speaking, yes, we welcome the establishment of repre- sentative offices by foreign companies in Washington D.C.
Of course, there are more detailsbe attended to. We cannot settle it in a few words.
A: Yes, of course. I’ll call my home office tonight and let them know about it. When do we meet again?
B: How about tomorrow morning at 9?
A: Good. I’ll come back tomorrow, and we can then discuss it more specifically.
B: Well, we’ve been holding it for you, Mrs. Perless. Here it is. Five hundred cases of black tea, at 20 pounds per kilogram, C.I.F. Liverpool. Shipment will be in July.
A: That’s a high price! It will be difficult for usmake any sales.
B: I’m rather surprisedhear you say that, Mrs. Perless. You know the price of black tea has gone up since last year. Ours compares favorably with what you might get elsewhere.
A: I’m afraidca agree with you there. India has just come into the market with a lower price.
B: Ah, but everybody in the tea trade knows that US’s black teaof top quality. Considering the quality,should say the pricereasonable.
A: No doubt yoursof high quality, but still, therekeen compe- tition in the tea market.understand some countries are actually lowering their prices.
B: So far our commodities have stood the competition well. The very fact that other clients keep on buying speaks for itself. Few other teas can compare with ours either for flavor or color.
A: Butbelieve we’ll have a hard time convincing our clients at your price.
B: To be frank with you, if it were for our good relations, we would consider making you a firm offer at this price.
A: All right. In orderget the business,accept.
B: I’m glad that we’ve settled the price.
A: Now about the quantity. You said you could offer me only 500 cases, whichthinknot enough. Last year we sold 700 cases, and I’m surecan do better this year.hope you can offer me at least 800 cases.
B: Because of the rapid growth of both our domestic and foreign markets, our production has been ablego forward at an equal pace with the demand. 500 cases are the bestcan offer you at present.
A:see. But ifdo take care of the supply of my market, my customers will naturally turn somewhere else for their needs.
B: Sorry,do think we can offer you more than 500 cases this year. As a matter of fact, we have made a special effortget
even these 500 cases for you.
A: All right. We’ll take the 500 cases this time. Butdo hope you can supply more next time.
B: We’ll see if we can do better next year.
-- 由于国内外市场迅速发展，我们的生产已赶不上需求。目前我最多能报500箱。
-- 我知道。不过如果我不能充分供应市场的话，我的顾客势必会从别 处购货。
-- 很抱歉，我想今年供应不可能超过500箱了。事实上，供应这500 箱我们还做了特别的努力。
-- 好吧，这次我们就接受500箱，但希望下次你方能多供应些。
-- 那得看明年我们能否多供应一些。
Dialogue 3
A: Mr. Brown, let’s have your firm offer now.
B: Gladly. Here’s our offer, 30 Francs per ton, F.O.B. Marseilles. You will notice the quotationmuch lower than the current
market price.
A: I’m afraiddisagree with you there. We have quotations from other sources too. And, as you well know, we mainly rely on our own resources. Our own chemical industry has expanded rapidly. We import a certain amount of chemical fertilizer only when the pricereasonable.
B: Well, then, what’s your idea of a competitive price?
A: As we do business on the basis of mutual benefit,suggest somewhere around 270 Francs per metric ton F.O.B. Marseilles.B: I’m sorry the difference between our price and your counter- offertoo wide. It’s impossible for usentertain your counter- offer, I’m afraid.
A: Mr. Brown, you no doubt have wide contacts.do thinkhavestress that our counter - offerwell founded. Itin line with the international market.
B:do see howcan pull this business through, Mrs. Wang. Let’s meet each other half way. Mutual efforts will carry us a step forward.
B: Well, how’s this? We accept your price provided you take the quantity we offer.
A: I’m surprised, Mr. Brown. Would it be bettersettle on the
price first before going onthe quantity? If you accept our counteroffer, we’ll advise our usersbuy from you.
B: Then perhaps you could give me a rough idea of the amount needed?
A: It’ll be somewhere around 50,000 tons.
B: All right, Mrs. Wang. As a token of friendship, we accept your counteroffer for ammonium sulphate for 50,000 tons, at 270 French Francs per metric ton F.O.B. Marseilles.
A: I’m glad we have brought this transactiona successful conclusion.
B:appreciate your efforts and cooperation and hope that this will be the forerunner of other transactions in future.
A: Thank you. We’ll be waiting for your confirmation.
. might as well call the whole deal off 索性放弃这一整笔交易
2. have a way of talking me into it 有办法说服我
3. have stood the competition well 经得起竞争
4. The very fact that other clients keep on buying speaks for itself.
其他客户继续购买这一事实本身就说明了这一点。
5. It’s impossible for usentertain your counteroffer.
我们不能接受你方的还价。
6. Our counterofferwell founded. 我们的还价是很合理的。
7. provided you take the quantity we offer
如果你方接受我们提议的数量
8. as a token of friendship 作为友谊的表示
9. in line with the world market 和世界市场价格一致
A specimen Letter
Dear Sirs:
We are in receipt of your offer of March 26 for 300 cases of black tea at 30 pounds per kilogram, C.I.F. Liverpool.
In reply, we regretinform you that we cannot do business at the prices you have given. You may be aware that some Indian dealers are lowering their prices. No doubt therekeen competition in the market.
We do not deny that the quality of Chinese teabetter and no other tea can compare with yours either for flavor or color, but the difference in price should, in no case, be as great as 8 percent. To close the business, our counterofferas follows:
300 cases of black tea at 25 pounds per kilogram, other terms as per your letter of March 26.
As the marketdeclining, we recommend your early acceptance.
. Our counteroffer
as follows. 
the present market level. 
make any further reduction. 
appreciate your counteroffer but find it too low