Business Negotiation

A: The seller Miss Lin representing Huaxin Trading Co. Ltd.
B: The buyer Miss Cai representing James Brown & Sons

A: Good morning, Miss Cai. Glad to meet you.

B: Good morning, Miss Lin. It’s very nice to see you in person. Let me introduce my colleagues to you. This is my manager, Miss Cai.

A: How do you do? Miss Cai.

B: How do you do? Mr. Wang. Nice to meet you.

B: ……And this is Mr. Cai. He is in charge of sales department. This is Miss Huang. She is in charge of business with clients.

A: Nice to meet you, Mr. Cai, Miss Huang.

B: Nice to meet you, Miss Lin.

A: How are thing going?

B: Everything is nice.

A: I hope through your visit we can settle the price for our Chinaware, and conclude the business before long.

B: I think so, Miss Lin. We came here to talk to you about our requirements of HX Series Chinaware. Can you show us your price-list and catalogues?

A: We’ve specially made out a price-list which cover those items most popular on your market. Here you are.

B: Oh, it’s very considerate of you. If you’ll excuse me, I’ll go over your price-list right now.

A: Take your time, Miss Cai.

B: Oh, Mr. Wang. After going over your price-list and catalogues, we are interested in Art No. HX1115 and No. HX1128, but we found that your price are too high than those offered by other suppliers. It would be impossible for us to push any sales at such high prices.

A: I’m sorry to hear that. You must know that the cost of production has risen a great deal in recent year while our prices of Chinaware basically remain unchanged. To be frank, our commodities have always come up to our export standard and the packages are excellent designed and printed. So our products are moderately priced.

B: I’m afraid I can’t agree with you in this respect. I know that your products are attractive in design, but I wish to point out that your offers are higher than some of the quotations. I’ve received from your competitors in other countries. So, your price is not competitive in this market.

A: Miss Cai. As you may know, our products which is of high quality have found a good market in many countries. So you must take quality into consideration, too.

B: I agree with what you say, but the price difference should not be so big. If you want to get the order, you’ll have to lower the price. That’s reasonable, isn’t it?

A: Well, in order to help you develop business in this line, we may consider making some concessions in your price, but never to that extent.

B: If you are prepared to cut down your prices by 8%, we might come to terms.

A: 8%? I’m afraid you are asking too much. Actually, we have never gave such lower price. For friendship’s sake we may exceptionally consider reducing the price by 5%. This is the highest reduction we can afford.

B: You certainly have a way of talking me into it. But I wonder if when we place a larger order, you’ll farther reduce your prices. I want to order one container of HX1115 and 438 sets of HX1128.

A: Miss Cai, I can assure you that our price is most favourable. We are sorry to say that we cannot bring our price down to a still lower level.

B: OK. I accept. Now, let’s talk about the terms of payment. Would you accept D/P? I hope it will be acceptable to you.

A: The terms of payment we usually adopt are sight L/C.

B: But I think it would be beneficial to both of us to adopt more flexible payment terms such as D/P term.

A: Payment by L/C is our usual practice of doing business with all customers for such commodities. I’m sorry, we can’t accept D/P terms.

B: As for regular orders in future, couldn’t you agree to D/P?

A: Sure. After several smooth transactions, we can try D/P terms.

B: Well, as for shipment, the soon the better.

A: Yes. Shipment is to be made in April, not allowing partial shipment.

B: OK. I see. How about packing the goods?

A: We’ll pack HX1115 in carton of one set each, HX1128 in cases of one set each, two cases to a carton.

B: I suggest the goods packed in cardboard boxes, it’s more attractive than cartons. Do you think so?

A: Well. I hope the packing will be attractive, too.

B: For transaction concluded on CIF basis, insurance is to be covered by the sellers for 110% of invoice value against WPA. Clash & Breakage and War Risk.

A: This term less these goods should damage in transit. I agree with it.

B: I’m glad we have brought this transaction to a successful conclusion and hope this will be the beginning of other business in the future. Let’s confirm these items we concluded at the moment.

A: Yes. We concluded as follows: 542 sets of HX1115 at the price of USD 23.50 per set to be packed in cardboard boxes of one set each and to be shipped CIFC5 Toronto; 438 sets of HX1128 at the price of USD 14.50 per set to be packed in case of one set each, two cases to a cardboard box and to be shipped CIFC5 Toronto.

B: All right. By the way, when can I expect to sign the S/C?

A: Miss Cai, Would it convenient for you to come again tomorrow morning. I’ll get the S/C ready tomorrow for your signature.

B: That’s fine. See you tomorrow. Goodbye, Miss Lin.

A: See you and thanks for coming, Miss Cai.