Dialogue2：NegotiationonCommissionandAgencySituation:MissHuang,aChinesehandicraftsalescompanyandMr.White,asalesmanagerofahandicraftcompanyinAbuja,Nigeriaaretalkingaboutthecommissionofagency.Huang:懷特先生，很高興見到你。最近怎么樣？WhiteGladtomeetyoutoo.WhatcanIdoforyou?（我也很高興見到你。能為你做些什么嗎？）Huang:根據我們的協議，這個月就是試銷期的最后一個月了。我想是時候討論中國北方獨家代理權的問題了。White:Yes.Yoursalesperformaneeinthetrialperiodisgoodandtheplanofadvertisingandpromotionhavebeenwellpracticed.YourcompanyisqualifiedforthesoleagencyinnorthofChina.（和宣傳計劃也有效地落實了。你們公司可以做我們公司在北方的獨家代理了。）Huang:太好了。能得到你的認可我們很高興。我們談談代理合同的細節吧？White:Yes,ofcourse.Aswehavetalkedbefote,theterritorytobecoveredisthenorthofChina.Howaboutthecommissionfee?（好的，當然。就像我們先前談過的，代理區域是中國北方。你收取多少傭金？）Huang:在試銷期內，傭金是4%。我認為可以提高到7%。White:Therateofcommissionistoohigh.Thecommissionfeeweprovidetootheragenciesis5%.Iftheyknowwegiveyoua7%commission,itwillbeembrassing.（傭金太高了，我們給其他代理商的傭金是5%。如果他們知道了，就很尷尬了。）Hunag:我認為我們公司的銷售策略和宣傳策略都是很好的，這一點可以從我們的銷售業績中看出來。而且，和其他代理商相比，我們的木雕銷量是最多的。White:Thereissometruthinwhatyousaid,butwecanonlygiveyou6%commission.（你說的有些道理，但是我們只能給你6%的傭金。）Huang50000.5%的傭金，這樣可以嗎？WhiteOk.Forevery5000piecessoldinexcessofthequote,youwillget0.5%commission（50000.5%的傭金。）Huang：Good.Thankyouforyourconsideration.太好了，謝謝你的關照。）White:我們會起草合同，如果沒有問題，下午簽字吧？HuangFine.Welookforwardtohappyandsuccessfulcooperationbetweenus.好的。希望我們今后合作愉快。）Dialogue3NegotiationonPackingandShipmentSituation:MissHuang,aChinesehandicraftsalescompanyandMr.White,asalesmanagerofahandicraftcompanyinAbuja,NigeriaaretalkingaboutthePackingandShipmentofthewoodensculptures.MissHuang:既然我們談妥了支付條款，我想問問貨物能否在五月份裝船。(Nowwe'edealtwiththequestionofpaymentterms,I'mwonderingifit'possibletoeffecttheshipmentduringMay?Mr.White:Imsorrywecannotpromisethat.IthinkwecouldeffecttheshipmentbythemiddleofJune.MissHuang:那太遲了。我們迫切需要這批貨物，所以我請求貴方能在六月之前裝運。(Thatwouldbetoolate.TheorderissourgentlyrequiredthatImustaskyoueffecttheshipmentbeforeJunQMr.White:I'msorry,butwecan'Wehavealotofbackordersonhand.I"mafraiditsverydifficulttodoitasyouexpect.Butpleasebeassuredthatwewilltryourbesttoadvaneetheshipment.Andthatwillbenotlatethan15June.MissHuang:好的，我建議把這點寫入合同吧。(Allright.MayIsuggestyoutoputitdowninourcontract?)Mr.White:OK.Noproblem.MissHuang:Thanks.Nowlet'moveontotalkaboutpackage.Howwouldyoupackthegoodswe'eordered?Mr.White:Eachsculptureispackedinonecartonlinedwithplasticbubblewraptoprotectthegoodsfrompinch.MissHuang:DoyouthinkcartonsarestrongenoughforalongvoyageMr.White:Itdoesn'mattermuch.Westrengthencartonswithnylonstrapsoutside.MissHuang:W我覺得這樣不夠。木雕在海上容易磨損和發霉，你們能否用木箱子且用塑料袋包裹木雕嗎，防止其發霉。 (Itdon'tthinkitisenough.Thewoodensculpturesmaygetwornormoldyduringthelongvoyage.Couldyouusewoodencasesandaddwaterproofplasticsheetsforcoverageagainstmildew?Mr.White:Wecanusewoodencaseswithplasticsheetsforpackingifyouinsist.Butthiskindofpackingcostsmore,andyouhavetopayfortheadditionalpacking.Besides,thedeliverywillslowdown.MissHuang:但是我不想冒這個險。而且紙板箱容易割破，這增加了被盜的幾率。難道貴方不認為塑料防水包裝和木箱是海上運輸的必須包裝么？而且我覺得你ButIdon'wanttotakeanyrisks.Besidescartonsareeasytocutopen,whichincreasestherateofpilferageDon'youthinkwoodencasesandplasticsheetsarenecessaryforseavoyagedndIdothinkyouneedtoimproveyourpackinginordertomeetthedemandsofcompetentmarketMr.White:OK.Let'meeteachotherhalfway.Wecouldpackthegoodswithwoodencasesandplasticsheetsontheconditionthatyoupayfor40%oftheadditionalpacking.MissHuang:好吧，我接受你的建議，謝謝您的合作。(OK.Iacceptyoursuggestion.Thanksforyourcooperation.)Mr.White:Welookforwardtoahappyandsuccessfulcooperationbetweenus.Dialogue4NegotiationonInsuraneeandPayment.MissHuang,aChinesehandicraftsalescompanyandMr.White,asalesmanagerofahandicraftcompanyinAbuja,NigeriaaretalkingabouttheInsuraneeandPayment.ofthewoodensculptures.MissHuang:既然我們已經談妥了包裝和裝運，我想問問付款和保險的具體情況。(Sincewehavesettledaboutthepackingandshipment.Iwouldliketoasksomedetailsaboutinsuraneeandpaymen).Mr.White:Well,wewillarrangeinsuraneeonyourbehalfandwillgetyouaWPApolicy.MissHuang:beincludedinthisWPA,willit?)

(ButnoteverybreakagewillMr.White:No.ItisincludedintheWPAwhenthebreakageresultsfromForceMajeure.MissHuang:能投綜合險么？但是因為貨物是木質材料做的，在海運途中也許會磨損或者發霉，而且可能還會有其他危險，所有我們希望是綜合險(CouldwehavethegoodscoveredagainstAllRisks?WewishtohavethegoodscoveredbyAllRiskssincethewoodengoodsmaygomouldyorgetworn.Mr.White:Isee.Butthatusuallyrequiresthecostfortheadditionalriskcoverage.Andyouneedtopayalittlehigherpremiumrate.MissHuang:那沒關系。我們的貨物價值很高，多花點保險費也是值得的。 (Thatreallydoesn'matter.Thecostonpremiumisworthwhilesincethevalueofthegoodsissohigh.)Mr.White:Oh,OK.I'havethegoodscoveredbyAllRisksfor120%ofCIFinvoicevalueaspertheOceanmarinecargoclauseofNigeria.AndWeadoptthewarehousetowarehouseclause,whichisaninternationalpracticeforinsuranee.MissHuang:很好。還有一個問題，付款的事宜。你們能接受承兌交單么？ (Verygood.CouldyouacceptD/A?)Mr.White:AsyouknowLetterofCreditisthenormaltermsofpaymentininternationalbusiness.AndweonlyacceptconfirmedirrevocableLCpayablebydraftatsight.MissHuang:說實話，開立信用證的費用有點高。如果我開立信用證，我們公司Franklyspeaking,itistooexpensivetoopenaLC.IfIopenaLCwithabank,thatwilltieupmymoney.Mr.White:Asyou'vesaidthatourgoodsareofhighvalue,andwedoneedaprotectionofthebanker'sguarantee,thoughwebelievethatacompanylikeyourswillneverdefault.AnditisourruletoonlyacceptLC.