Переговоры
1. You are preparing for the future negotiations with your foreign partners. But you don’t know exactly how to behave yourself, what words to say, how to conduct the negotiations in general. Read and translate.
Mr.Svetlov: Good afternoon, gentlemen. We are pleased to see you again.
Mr.Svetlov: Good afternoon! We are happy to see you, too.
Mr.Svetlov: Did you have a good trip?
Mr.Davis: Yes, it was pretty comfortable, thanks.
Mr.Svetlov: Gentlemen, let me introduce Mr.Gromov to you, he is the Head of the Marketing and Price Department, and please meet Mr.Belov, the Head of the Computer Sales Department.
Mr.Davis: I’m very pleased to meet you in person. I’ve heard a lot about your company.
Mr.Gromov: It’s a pleasure for us, too.
Mr.Belov: We are sure our business will have a successful outcome.
Mr.Svetlov: Well, before we get down to business, let me offer you something refreshing. Mineral or soda water? Tea or coffee?
Mr.Hopkins: Thank you, coffee, please.
Mr.Davis: I prefer mineral water.
Mr.Svetlov: Now I see we are ready to start talks.
Mr.Svetlov: That’s right. We’ve carefully studied your draft contract and would like to complete the final stage of our business transaction.
Mr.Belov: I look after the technical side of the transaction.
Mr.Gromov: And I’m responsible for the commercial side.
Mr.Svetlov: We have studied your advertising material with interest.
Mr.Belov: I must admit your model impressed me very much.
Mr.Davis: Thank you. It’s a powerful computer. You’ll be pleased to find out that it incorporates one or two unique features although it costs slightly more. We are confident that it will be cheaper to run. We’ve put it through a number of very extensive tests. I don’t think you’ll be disappointed.
Mr.Svetlov: Now, gentlemen, let’s discuss all the items in the draft contract, your comments and objections, if any.
Mr.Hopkins: Have you any questions as regards the contract?
Mr.Gromov: We are very interested in maintenance, yes, and there’s the question of delivery dates, and finally, we’d like to know whether it’s possible to adapt your equipment to our uses.
Mr.Davis: As for the delivery dates, I’m happy to say, we’re now able to realize it within three weeks. We can guarantee six months of good work, may be more. And there’s very little routine maintenance for you to worry about. As part of the contract one of our men will call every month to make any necessary adjustments. That should be sufficient. In the unlikely event of a break down, we’ve always got a duty specialist who would be there as soon as you call.
Mr.Belov: We will get a complete set of documents concerning the adjustment so that you could study the requirements.
Mr.Svetlov: Who will pay the expenses involved?
Mr.Hopkins: I think, the expenses will be charged to our account, because we highly appreciate your choice to give us this interesting order.
Mr.Gromov: Principal points can be included in a supplement to the contract upon mutual agreement.
Mr.Svetlov: So, the first item is the quantity of the computers, model 486 DX.
Mr.Hopkins: How many computers do you intend to purchase?
Mr.Belov: To begin with, 300 computers. That is, if we come to terms about the price.
Mr.Davis: It’s negotiable. No problems.
Mr.Gromov: When can you deliver the computers?
Mr.Svetlov: What delivery dates can you offer?
Mr.Hopkins: The earliest possible date is September this year.
Mr.Davis: We can start the delivery within three weeks after we receive an advance payment from you. Does it suit you?
Mr.Svetlov: That will be so, if we sign the contract one of these days.
Mr.Hopkins: Do you prefer FOB or CIF prices?
Mr.Gromov: Frankly speaking, we are not in favor of FOB terms.
Mr.Belov: Could you give us a price covering the expenses for delivery of the computers to our port? I mean a CIF price.
Mr.Davis: We can stipulate the terms of payment and the date of the shipment in the contract.
Mr.Gromov: I believe we have to include one more provision in the contract. If the goods are delayed for more than three weeks you will have to pay a penalty.
Mr.Hopkins: That goes without saying.
Mr.Svetlov: Now, I propose to discuss payment terms.
Mr.Davis: I would suggest to make an advance payment for one hundred computers.
Mr.Gromov: As far as I understand, it will make up 30 per cent of the total value of the contract.
Mr.Hopkins: We’ll stipulate in the contract that the advance payment will be refunded to you if we fail to deliver the computers.
Mr.Gromov: The remaining sum will be paid by an irrevocable, confirmed and indivisible letter of credit to the account that you will indicate through our bank.
Mr.Davis: Which bank do you work with?
Mr.Svetlov: It’s a big and reliable bank with branches abroad.
Mr.Hopkins: I want to add that all the expenses connected with the opening and confirmation of the letter of credit will be charged to your account.
Mr.Davis: Fine, in that case we can prepare the contract for signing.
Mr.Belov: I suggest that it should be done in duplicate: one copy in English, the other in Russian, both having equal validity.
Mr.Hopkins: I agree with you.
Mr.Svetlov: I’m glad that our work was so fruitful.
Mr.Davis: It was a pleasure to deal with your company.
Active Vocabulary
introduce smb – представить кого-либо
meet smb in person – познакомиться лично
outcome – результат
draft contract – проект контракта
business transaction – деловое соглашение
advertising material – рекламный материал
admit – признавать
incorporate – соединять
be confident – быть уверенным
cheap – дешевый
item – пункт, положение контракта
objection – возражения
as regards – что касается
maintenance – содержание
delivery date – дата поставки
adapt equipment to smb’s uses – приспособить оборудование к чьим-либо требованиям
adjustment – регулировка
sufficient – достаточный
break down – поломка
complete set of documents – полный комплект документов
concerning – что касается
study the requirements – изучать требования
pay the expenses involved – оплатить связанные с этим расходы
charge – брать плату
account (a/c) – счет
order – заказ
supplement – дополнение
mutual agreement – совместное соглашение
quantity – количество
purchase – покупать
begin with – сначала
come to terms about the price – прийти к согласию относительно цены
advance payment – предварительная оплата
suit – приближаться, подходить
sign – подписывать
FOB (free on board) price – ФОБ-цена
CIF (cost, insurance, freight) price – СИФ-цена
be not in favor of smth – не быть настроенным
cover the expenses – покрывать расходы
stipulate – договориться
date of shipment – дата отгрузки
provision – положение контракта
goods – товары
delay – отложить, задержать
penalty – штраф
total value of the contract – общая стоимость контракта
refund – возмещать стоимость
fail to do smth – не суметь сделать что-либо
irrevocable – безотзывный
confirmed – подтвержденный
indivisible – неделимый
Letter of Credit (L/C) – аккредитив
reliable – надежный
in duplicate – в двух экземплярах
equal validity – одинаковая юридическая сила
2. Find in the text English equivalents for:
познакомиться лично; внимательно изучить проект контракта; техническая сторона соглашения; комментарии и возражения; что касается контракта; приспособить оборудование к чьим-либо требованиям; полный комплект документов; оплатить связанные с этим расходы; счет; дополнение к контракту; доставлять; получить предварительную оплату; платить штраф; общая стоимость контракта; иметь одинаковую юридическую силу.
3. Give Russian equivalents for:
a successful outcome; a business transaction; to be responsible for the commercial side; to incorporate one or two unique features; to be interested in maintenance; as for the delivery dates; a break down; to study the requirements; a mutual agreement; to sign the contract; to come to terms about the price; to cover the expenses for delivery of the computers; to stipulate the terms of payment and the date of the shipment; to delay; an irrevocable, confirmed and indivisible letter of credit.
4. Translate the sentences into Russian.
1. I’m glad to meet you in personal at last.
2. Dear Sirs, let me introduce Mrs.Vane, the Managing Director of our firm.
3. We haven’t discussed the delivery date.
4. I think we’ll come to terms about the prices and advance payment.
5. I studied the advertising material and the draft contract prepared by your specialists.
6. Where is the complete set of documents concerning this business transaction?
7. Have you adapted the equipment to our uses?
8. Do you have any objections as regards the contract?
9. I studied thoroughly the requirements of the market.