Part Ⅰ Situational Dialogues
Situational Dialogue 1
Peter and Smith are discussing price in the office.
Peter：Good Morning！
Smith：Good Morning！
Peter：What are your quotations of the items listed in your catalogue？
Smith：Here’s the price list. But the prices are subject to our final confirmation.
Peter：Item No.254 seems to be the thing I want to have a try.
Smith：What’s the quantity you’re likely to take？
Peter：2，000 tons. It’s an attractive quantity，isn’t it？I hope you’ll quote us on your best terms.
Smith：How soon do you want the goods to be delivered？
Peter：Early September.
Smith：Just a minute. Now we offer your firm 2，000 tons of item No.254 at 150 US dollars per metric ton CIF New York，to be delivered in early September.
Peter：How long will you leave your offer open？
Smith：It’s valid for four days.
Practice 1
Task 1：Listen to the dialogue and role-play it in pairs.
Task 2：Simulated situational conversation.
Suppose you are a sales representative. You are making an offer of 6，000 sets of TV to your customer；try to use the expressions above.
Situational Dialogue 2
Peter is negotiating price with Smith in the office.
Peter：Good Morning.
Smith：Good Morning.
Peter：I’d like to get the ball rolling by talking about prices.
Smith：Shoot. I’d be happy to answer any questions you may have.
Peter：Your products are very good. But I’m a little worried about the prices you’re asking.
Smith：You think we will be asking for more？
Peter：That’s not exactly what I had in mind. I know your research costs are high，but what I’d like is a 25% discount.
Smith：That seems to be a little high. I don’t know how we can make a profit with those numbers.
Peter：We said we want 10，000 pcs over a three-month period. What if we plan orders for a year，with a guarantee？