Discussing Contract Terms

Mr Blake studied the Buyer's contract terms and on Tuesday came to the Russian Trade Delegation to discuss them with Voronin.

Voronin: Good morning, Mr Blake.

Blake: Good morning, Mr Voronin. Sorry, I'm a bit late.

Voronin: Never mind. How are things?

Blake: Not too bad, thanks.

Voronin: Would you like a cigarette?

Blake: No, thank you, I don't smoke.

Voronin: May I offer you a cup of coffee?

Blake: Yes, thank you. Well, Mr Voronin. I think we can discuss business now. I'd like to clarifysome details with you. How many compressors would you like to buy?

Voronin: We can buy 40 compressors.

Blake: And when do you requirethe goods?

Voronin: As soon as possible, sayin December.

Blake: In December? Let me see. I'm afraid,that's impos­sible. Our compressors are selling very well, and we are heavywith orders. We can deliveronly 15 com­pressors in December.

Voronin: And what about the other 25 compressors?

Blake: We can deliver them only in six months.

Voronin: All right. And what about the terms of delivery? I hope they suityou.

Blake: Yes, we agree to sell the goods FOBEnglish port and we can accept payment for collection too.

Voronin: Fine. Now is the question of price. I must say that your price is not attractive to us. Can you give us a 10 % discount?

Blake: That's a bit difficult. The fact is our compressors are in great demand. However we can offer you a discount of 5 % as we've been good partners for a long time.

Voronin: I think we can agree to a 5% discount. Could we meet tomorrowat 10 to sign the contract, Mr Blake?

Blake: Yes, certainly. Mr Voronin, would you like to have dinner with me tonight?

Voronin: With pleasure.

Blake: I can pick you up at the Russian Trade Delegation at 6.30 if that's convenient to you.

Voronin: Yes, thank you.

4. Translate the dialogue into English, using key-words and expressions:

-Добрый день! Присаживайтесь, пожалуйста. Не хотите ли чашечку чая?

- Если можно, зеленого.

- Давайте проясним детали.

- Да, займемся делом. Мы бы хотели сделать пробный заказ на ваше оборудование, но ваши цены неприемлемы для нас.

- Вы знаете, что наше оборудование пользуется большим спросом в нашей стране, и мы загружены заказами.

- Но мы собираемся сделать большой заказ и хотели бы получить 7% скидку.

- Боюсь, что мы можем дать вам только 5%.

- Мы можем принять это, если цена будет включать установку оборудования и обучение штата.

- Хорошо. Давайте обсудим условия оплаты.

- Мы бы хотели оплатить аккредитивом. Вас это устраивает?

-Да. Отлично! Может, пообедаем?

Written follow up:

Make a short report on the results of your negotiation on the contract for your chief manager.

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