UNIT 7 Terms of Payment 英语谈判口语教材.ppt

英语谈判口语UNIT 7 Terms of Payment;Unit 7 Terms of Payment;UNIT 7 Terms of Payment;UNIT 7 Terms of Payment;UNIT 7 Terms of Payment;IV. Case Study A: Mr. Li, you see the world market has been rather dull recently and we may easily get more favorable terms elsewhere. So we’d like to use D/A this time. B: I’m afraid we cannot accept D/A. That can cause a lot of inconvenience to us. As you know, the international monetary market is unstable, and nobody can stop a possible decline in price, which would bring troubles to us. Therefore, we find it necessary to handle our business on L/C basis, at least for the time being. A: But you know, opening an L/C is quite costly and will tie up the capital of our company. We do have a cash flow problem this year. What’s more, I’m a customer of long standing and we have been cooperating well for years. I hope you can accommodate us in this instance. B: But it is only under very special circumstances that we agree to other payment terms. A: Ours is not a normal case, is it? It is under special circumstances and in the nature of sample ;order. It doesn’t pay to adopt L/C terms for an order as small as ours. The limited profit, if any, is not even enough to cover the additional expenses. B: Mmm…well, in order to finalize the business, we exceptionally accept your payment by D/P sight, but that’s not our normal practice. A: Thank you for your consideration. But still it is not good enough. You know I’m a middleman. I need some time to find a reliable client after I receive your bill. It would help me a lot if D/P after sight is accepted, even 60 days will be enough. B: I’m afraid no further concession can be made. It is just to facilitate your doing business that we make this concession. You can’t be better placed elsewhere, can you? A: Well, it seems I have to take things as they are. Let’s proceed to contract. B: Mr. Wood, I should mention that we accept such terms only once. It’s not our normal practice. When the goods are dispatched, w