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 expression 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 10，000pcs over a three-month period. What if we plan orders for a year, with a guarantee?